Whether it is a Launch, a Business Presentation, any kind of - - PDF document

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.

• 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
• ver 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.

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.

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 (EVENT FROM AN EVENT)

• 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
• ther words for ‘party’: presentation, event, evening, night, workshop, class
• REFERRAL FORM (PERSONAL REFERRALS)
• 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.

PLACING ORDERS AND FOLLOWING UP (3-3-3)

• Place all the orders yourself after the party is over.
• If you are at the host’s house, place orders from your home that evening.
• If people are insisting that they need more time, ask for their phone number and suggest that you’ll give them a call

to help assist them with placing their order. Pick a time that works for both of you, and aim to book it for the next

• day. Enter this follow up call into your calendar.
• If it is the last night of the month, all orders should be placed that evening before the official close time.
• 3-3-3 FOLLOW UP FOR SALES

SUCCESS TIP: PICK UP THE PHONE. ASK WHAT TIME OF DAY WORKS BEST TO REACH THEM.

• FOLLOW UP AT 3 DAYS
• Verify that they received their ID number. Let them know their order is on it’s way and should be arriving in the

next couple of days.

• Thank them again for supporting your business. This fosters a relationship. Don’t ask for anything else,

as they expect you to ask them for something. Showing gratitude that they supported your business speaks volumes and that is what builds a loyal customer.

• Let them know that you’ll call them in a few weeks (ie. ask permission to reconnect) to see how they are

loving their products.

• FOLLOW UP AT 3 WEEKS
• Ask how much they are loving the products. This is also the perfect time to help solve any problems/issues

with the products (ie. Wrong color, broken lid, needs a refund etc).

• Remind them of their PREFERRED CLIENT BENEFITS & REWARDS and ARBONNE SPECIAL VALUE

PACKS that are available year round f0r 40% off.

• Remind them of the MONEY they earned through the Preferred Advantage Rewards Program, as they have

up to 60 days to spend it on their next purchase!

• Ask them to host a group presentation and/or for referrals. Ask for their support and show gratitude.
• Let them know that you’ll reconnect with them in a few months to teach them how to reorder using their PC

REWARDS, and to let them know of new specials available to them.

• FOLLOW UP AT 3 MONTHS
• Remind them of their PREFERRED CLIENT BENEFITS & REWARDS and ARBONNE SPECIAL VALUE

PACKS that are available year round for 40% off.

• Offer assistance to reorder and to give any promotional updates.
• Let them know that you are available to them if they have any questions regarding product or the website, and

that you’ll connect with them when there are specials and new products and incentives available to them.