HOW TO CLOSE A GROUP PRESENTATION As your presentation comes to a close, it is time for you to get ASKING with purpose. � � Whether it is a Launch, a Business Presentation, any kind of Product Presentation, you have had your eyes and ears open for the entire event looking for insight on what each individual guest needs. Closing each event will happen organically, but it is important to be prepared for everything you may need to help your guests. � � There are three ways to sort your guests/prospects: � � 1) Business Builders/Prospects � 2) Sales (Preferred Client/Client) � 3) Booking a Group Presentation and/or gaining Referrals (Tap into their warm market ASAP.) BEFORE THE GUESTS ARRIVE: � Organize yourself and prepare everything you may need to successfully accommodate each guests needs as well as your own. Make sure you also have your calendar on hand. Keep your Close Materials off to the side so they don’t become the focus until the end of the Presentation. � � � SALES � • Calculator � • Pens (One for each guest) � • Catalogues (for each guest; These are tucked away until The Close) � • ASVP Close Sheet and Client Retail Order Form (One copy for each guest; Insert one copy of each, in each Catalogue) � • Client Cards (one for each guest) � � Sales Clipboard (one copy of each for you to reference) � • QV lists - Arbonne Price List, Holiday Price List � • ASVP Close Sheet � • Preferred Clients Benefits Flyer � • IC Product Order Form (Have a few on hand, as a back up to technical difficulties or no internet.) � � REFERRALS � � Booking Clipboard for making future bookings and personal referrals. (one copy of each) � • Open Date Booking Card � • Referral Form � • Have your calendar updated on your phone, for booking follow ups etc. � � • OPEN DATE BOOKING CARD (Event from an Event): Have your calendar available and updated so you can make bookings from the event. Be very specific with dates and time frames and types of presentations that you offer (product presentation, spa night, make up event etc.) � • REFERRALS FORM (Personal Referrals) : name, email, phone number, referred by � � CURIOSITY FOLDER/PACKETS: One copy for each expected guest � � At a Launch, DA Presentation, Dream Team Meeting, or Ultimate Facial DA, use the complete Curiosity Folder. Duplicate your NVP’s Curiosity Folder. � At a Group Product Presentation, use the Curiosity Packet containing the ‘Arbonne Business Overview’ and “Independent Consultant Compensation Summary' and your business card.
AFTER THE PRESENTATION � � WE CLOSE LEADING WITH BUSINESS FIRST � � • Invite each guest to fill out the Client Card first. � • Hand out the catalogues, with ASVP Close Sheet and Retail Order form inserted inside each catalogue. � • Take the opportunity to talk to people individually based on what is noted on their Client Care card � • Ask open-ended questions and do a lot of listening to figure out each person’s needs and interests. � • ANY interest in the business deserves further investigation. This is a quick way for handling initial misconceptions and objections right away. � • This individual attention will allow you to get to know each guest better. � POTENTIAL NEW BUSINESS BUILDERS � Always be on the lookout for your next ENVP Business Builder. Presentations are an excellent opportunity to introduce new people to the Arbonne Opportunity. Remember, most people have never joined a network marketing business because they have not yet been asked. Asking people into your business is the only way to grow your business. � � If you sense or see interest, or if you think someone has the qualities of an Independent Consultant written all over them, offer the Curiosity Folder. In that moment, book a follow up within 24 to 48 hours . It can be for coffee to talk further, possibly sign up, or to take them to a Discover Arbonne Meeting (if needed). GO with what your prospect needs. Always have your own updated calendar on you and work with urgency when � booking this follow up. � If they have heard the entire DA offer the Curiosity Folder, and always explain the contents of the � Curiosity Folder and the Recommend Business Builder Order. � If guest has been a product focused presentation where the entire DA has not been presented, use a Curiosity Packet and book a One on One appointment, so you can present the DA and follow through with the rest of the Curiosity Folder Contents with Recommended Business Builder Order info and explanation. � � � CLIENTS AND PREFERRED CLIENTS � . � • Assume the sale. � • Encourage them to use the ASVP Close Sheet and Order forms like a ‘wish list’. � • Ask “What types of products do you use everyday?” and then direct them to Arbonne’s options. � • Allow them to shop and don’t assume that they are done shopping until they say so. � • Preferred Clients (PC) - Educate your guest about the PC the Preferred Advantage and Rewards Program, the ASVPS, and the opportunity to earn the membership for free with 250QV and a $60 free product. � • Make sure each PC is qualified with a minimum of 150QV so that they get their free $60 gift. Make sure they indicate their free choice on the order form. Double-check all the forms to ensure they are completely filled out with special attention to the ordering info - address, email, phone number credit card info and security code.
REFERRALS � � Once the sale is finished, ask your new Client or PC for referrals or to Host a “Get together”. � You ALWAYS want to book more activity from the activity. This is how you add to your 100 Person List, add more Income Producing Activity (IPA) into your calendar, and expand your network. � � � OPEN DATE BOOKING CARD (E VENT FROM AN E VENT ) � � Invite your new client the opportunity to share Arbonne with their friends and family. � � “I’d love to do a presentation/get together/workshop like this for 2 or 3 of your friends and family. What kind of an event do you think they would like?” (Offer suggestions – health and wellness, makeup, Ultimate Facial DA) � � “Let’s make it happen! Pencil in your details beside two of these dates that work for you with your phone number and I’ll give you a call to help get us sort out the details, but all you need to do is invite your people, I’ll take care of the rest!” � � Try not to use the word ‘ party’ . People hear ‘party’ and they assume it will be too much work for them. Use other words for ‘party’: presentation, event, evening, night, workshop, class � � � � REFERRAL FORM (P ERSONAL R EFERRALS ) � � If you have established that the guest is not presently interested in the opportunity, and/or the products, ask them for TWO referrals. � � “I am looking to expand my network and I’m looking for people just like you. Could you jot down the names of two people who are just like you, who would love these events and workshops, or who may be interested in hearing more about Arbonne?” � � If they need time to think about it, or to connect with their people: � � “Of course! Why don’t I give you a call in a couple days, so that you can connect with your friends? If I call you tomorrow or the next day. will that be enough time for you to ask them if it’s ok? What time is best to call you? � � It’s always better to give them a heads up that you will be following up on this so that they expect you to call. Together, you can SCHEDULE IN the BEST time to reach them to get this Referral information. Suggest 24-48 hours now.
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