Today Get Your Customers to Change! How to sell nutrition. How to - PDF document

4/27/2009 Today Get Your Customers to Change! • How to sell nutrition. • How to engage our customers. How to Sell Nutrition • How to enhance our presentations. Dorothy Shaver, RD, LD/N Kroger Dietitian Our Customers What are we saying? • No sweets • Who are they? • No ice cream – Friends • Trade beef for fish – Family • No more of your favorites No more of your favorites – Patients Patients • Beer? No Way! – Clients – Customers • Vegetables, Vegetables, Vegetables – Neighbors • Cardboard grains – Public • Allergy? I am so sorry. 1

4/27/2009 What are we selling? Our Competition • Pills • No sweets, No ice cream, Trade beef for fish, • Quick fixes No more of your favorites, Beer? No Way!, • Fad diets Vegetables, Vegetables, Vegetables, Cardboard grains Allergy? I am so sorry grains, Allergy? I am so sorry. • Exercise machines Exercise machines • Infomercials • Who would buy that? Would you? • Shakes • Powders Nutrition is… How can we compete? • Sexy • Sell Nutrition! • Fun • Find out what motivates them. • Easy • Listen to the infomercials, look at ads. • Inexpensive • Change them NOW! Change them NOW! • Brain Food • Be real. • Natural Wrinkle Cream • Show off your knowledge. • Delicious • They’re smart. • Healthy • Everything! 2

4/27/2009 Sell it! How to sell it • In your presentations • Give them food back • One ‐ On ‐ One • Work with their favorites • At dinner • Tell stories • At lunch • Make one change at a time • In meetings • Use their ideas • In the media • Read handouts • Example • Tell them to ask why • Eat well Group Presentation One-on-One • Read their faces • Why are they coming to see you? • Ask questions • What are their goals? • Speak their language • No cookie cutter plans • Get them back • Get them back • Use your expertise • Use your expertise • Assure them • Listen, Listen, Listen • Have fun • Teach them how to eat • Repeat, repeat, repeat • Tell them what they need to know 3

4/27/2009 In Public Create an Infomercial • Introduce people to new foods • What would your commercial be? • Be excited about your meals • Who is your target? • Experiment on friends and family • How are you going to sell your product? • Take every opportunity to teach y pp y • How are you going to get them to continue to How are you going to get them to continue to come back? • Don’t get upset, educate • Get people excited about food • What are you going to change in their lives to make it easier? • Eat because you love food Take Home Messages Have Fun! You should be able to answer YES: • Make them want to come back • Would you do everything you say? • Keep them hungry for more • Does what you say apply to them? • Tell them stories • Can they use your information? • They will come for you • Is it easy? • They like people, not sessions • Are you going to help their lives? • Customers want to be loved • Can they do this? • Allow them to please you 4

4/27/2009 Questions? Dorothy Shaver, RD, LD/N Kroger Dietitian Missionnutrition@kroger.com 540 ‐ 561 ‐ 3341 5