Leadership Training: Lesson 19
Educating yourself is essential, but to really succeed in this business you must also educate your customers and train your distributors. Although "one-on-one" is effective, the most efficient way to inform and educate is with group meetings.
At NSP conventions and seminars I have been able to speak with many highly-successful NSP managersfrom all walks of life and from every area of the country. I noticed one thing that they all had in common was the habit of holding regular meetings. When I asked them about the importance of their meetings, these highly successful managers, without exception, said that they believed that meetings were instrumental to their success. The lesson I learned: If you want to be successful, do what the successful people do!
There are basically two kinds of meetings that are important for us:
(1) Herb education meetings to inform customers, members, and potential customers about natural health care and the use of herbs and nutrition; and, (2) Distributor training meetings to teach distributors how to help others and succeed in this business.
When we first got serious about building an NSP business (two years after our initial sign up), we built our business using "Herbal Hours." My wife and I gave many Herbal Hours and we found them to be instrumental in the building of our business. An Herbal Hour is a one-hour meeting that we hold in the home of a friend, an interested customer, or a member in our successline. They are somewhat similar to the "Tupperware Parties" and other home parties that you may already be familiar with.
Our experience has shown us that Herbal Hours are not only very effective as a business-building tool, but people really love them. It can be a little difficult, however, to get people to attend your meetings at first. We would sometimes find that people who were interested and who promised to come would not even show up. For that reason, we always tried to get commitments from at least twice as many people as we wanted to attend. We also found that it was extremely important to call people just before the meeting to remind them about it.
This last minute reminder is critical to having a successful turnout!
Since an Herbal Hour lasts only one hour, we limit the subject matter to one body system at a time. This also gives us an excuse for planning more Herbal Hours since there are a dozen or more topics to cover. Always end your meetings by offering to take orders. If you don't ask for orders, you probably won't get them.
Your members will make excellent hosts for your meetings. They will learn as much from your classes as your customers. But something even more important happens when a member hosts a meeting: By observing you, they are being trained for the day when they will teach their own classes.
Encourage your members to hold their own meetings. To succeed in this business you must train your successline to do what you doincluding training their successline to do what they do.
To learn more about Nature's Sunshine's Herbal Hours visit the official web site at: http://www.naturessunshine.com/herbalhour or at:
Master Herbalist Steven Horne also offers educational materials for hosting your own Herbal Hours. I can highly recommend his materials, which you will find at: http://www.treelite.com/herbalhour.php
As an alternative to the old lecture technique that we used, with Steven Horne's materials you can simply play a video presentation at your meeting. This makes it much easier for you. After watching the video with your Herbal Hour guests, you can add any additional information that you wantincluding personal testimonialsthen answer questions, and then of course take orders. Explain that if you take everyone's order right now, you can save them shipping charges, calling them when their products arrive. You can also offer them the membership option. For that, I recommend you have an online computer available so you can help them place their orders right then and there on your mynsp.com web site.
Nature's Tools is another great place to find information to share with others at your meetings: http://naturestools.soundconcepts.com/c/kits
They also have educational materials that will help you build your business: http://naturestools.soundconcepts.com/c/other-network
NSP's Brilliant Body series, a new and updated approach to teaching the body systems, is a great place to get top quality material for your meetings/classes. I strongly suggest that you make use of this material, and it is free to you as an NSP member: http://www.naturessunshine.com/us/members/education/education1.aspx
On that web page, in addition to watching the recorded webinars, you can also download the presentations in Powerpoint or PDF format to use with your classes/meetings. DON'T MISS THIS GREAT OPPORTUNITY! This information is first-rate, and did I mention that it is FREE?! You will not find a better way to build your herbal business than meetings or classes, and you will not find better information than what you will find right here: http://www.naturessunshine.com/us/members/education/education1.aspx
At some point, you will also find it beneficial to hold meetings to train your successline in all aspects of building a nutrition business. You should have at least one business-building meeting a month, preferably one a week. It helps to get together with others of a like mind for encouragement and motivation. Ideas and experiences can be exchanged. Everyone will benefit by the sharing of stories.
Keep your meetings positive. Pick a product, or body system, to discuss at each meeting and ask for success stories. Talk about ideas for recruiting and selling. Discuss the principles of success, goal-setting, and follow-up procedures. You might also be able to find training videos. These can be very helpful and can provide a break from the usual routine.
Meetings and classes are a vital part of any direct-selling business. They are part of the extra service that separates winners from the rest of the crowd. Today, we are witnessing a growing interest in herbs, nutrition, and natural health care. But people are not just looking for productsthey are looking for information. Position yourself as a reliable source of that information and you will position yourself far ahead of your competitors.
Wishing You the Best in Health and Prosperity!
Dr. Duane Weed, MS, DC, LAc
For your convenience, the previous lessons from this series can be accessed from the menu below:
1 Welcome and Introduction 2 Quality is the Difference 3 Service Sets You Apart 4 Know Your Company 5 Know Your Opportunity 6 Know Your Compensation Plan 7 About Network Marketing 8 The Online Health Assessment 9 Company Loyalty 10 Goals 11 Persistence 12 Integrity 13 Follow-up 14 Customer Follow-up 15 Member Follow-up 16 Knowledge is Power 17 Tax Advantages 18 Self-esteem
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