BASIC TRAINING 3 PARTS TO THE BUSINESS YOU MARKETING PLAN PRODUCTS
BASIC TRAINING3 PARTS TO THE BUSINESS
YOUMARKETING PLAN
PRODUCTS
Present Herbalife and yourself in an effective and efficient manner while addressing these main questions:
1. What is Herbalife’s history?2. How do I overcome objections?3. Are the products safe and how are they used?4. What’s the difference between drugs and nutrition?5. How do I package my story?
REFERENCE POINTS
Questions and Objections 90% of what is said is typically based on here say and/or rumor
NOT to be taken personally. 10% is based on fact.
How to respond:
Simply say…“I don’t know about that. All I know is ____________”
• …share facts and• testimonials.
OVERCOMING OBJECTIONS
Why Herbalife?Why Herbalife?
What makes Herbalife a unique opportunity?1. Herbalife superior world class Wellness Products2. Product results of +70 million daily users worldwide3. A comprehensive training and mentoring system4. Operations in 88 plus countries5. A 33 year track record of success
2012201220112011
Why Herbalife?Why Herbalife?
What makes Herbalife a unique opportunity?1. From $2 million in 1980 to $6.2 Billion in 20122.Double digit growth even in recent economic meltdown3.In excess 1000 self-made millionaires4.New millionaire every 3 days – you could be next!
2012201220112011
Indian Health Scenario• Every 4th Indian is either a
diabetic or at risk of developing diabetes
• 30% men and 50% women in urban India are overweight
• Childhood obesity is on the rise
• Indians are 3-4 times more prone to heart diseases
World Health Organization says
5 lifestyle diseases:
• Type II diabetes• Heart diseases • High blood pressure• Stroke • Certain forms of cancer
Obesity increases the risk for all these diseases
Obesity has become a global epidemic!
Doctors say
• 70% of all doctor visits are due to diet related conditions
• 50% of these can be prevented with good nutrition & lifestyle improvement
The #1 complaint is fatigue
DRUGS VS. NUTRITION
Drugs are chemicalsmade in labs
Drugs require FDAApproval
Drugs are for severesickness
Herbalife nutritioncomes from food
Herbalife is beans,vegetables, grains, andHerbs
Herbalife is for wellness
What is Balanced Nutrition?
What our body needs on daily basis
• Proteins• Vitamins and minerals• Carbohydrates• Essential fats• Fibre• Herbs • Water etc.
Ensuring we get a daily supply of the adequate amount of nutrients from our diet to stay healthy.
The Indian Diet
Indian Diet HerbalifeHigh Carbohydrate LowHigh Fat LowHigh Salt LowHigh Calories AdequateLow Protein Adequate Low Fiber Adequate
It is so easy
Basic NeedHerbalife NutritionIt is so easy
LOSEWEIGHT
MAINTAINWEIGHT
GAINWEIGHT
TABLETS 3 3 3
SHAKES2 1 3
BALANCEDMEAL
1 2 3
GENERAL LAWS ABOUT FOOD
MEGA-DOSING LAWProhibited from putting too muchof any one ingredient in a product.
LABELING LAWLabels must indicate any conditionsthat may prevent a person fromusing the product.
PACKAGING YOUR STORY
Before Herbalife I was… (share 3 negatives)1.2.3.
Since starting Herbalife I… (share 3 positives)1.2.3.
QUALIFYING PROSPECTS
1.What do you want to do (goal)?
2.Are you serious about ________ (goal)?
3.What have you tried before?
4.Why do you think it didn’t work?
5.Why are you serious about ________ (goal) now?
Dr. Louis Ignarro, Ph.D. Nobel Laureate In Medicine
Medical & Scientific Advisory Board
I
Nutrition Advisory Board
Dr. Anoop Misra Director and Head
Department of Diabetes and Metabolic Diseases
Fortis Hospitals
• Padma Shri Award Winner• Professor at AIIMS• Dhanwantari Award winner• BC Roy Trophy winner• Top most India’s Diabetologist• Advisor to 2 Prime Ministers of India
Use, Wear, TalkA business opportunity for everyone that’s Fun, Simple and Magical!
USE
1. Use the products2. Start achieving your results.3. You look healthy and feel great.4. People will notice and ask you how you did
it.5. Share your story and others’ stories, and
offer the products.6. Teach others to use the products.
5 KEYS TO THE BUSINESS
KEY #1: CONSISTENCY
A. USE THE PRODUCTS Why? 2 Reasons
1. Business Reason – Tell The Truth (People can feel how you feel)
5 KEYS TO SUCCESS
KEY #1: CONSISTENCY
2. Personal Reason – Good For You
70% Deaths CANCER – STROKES – HEART DISEASE50% Are DIET Related70% All Doctors’ Visits - FATIGUE
5 KEYS TO SUCCESS
KEY #1: CONSISTENCY
Nutritional DEFICIENCIES – 2500/4000 calories per day- Protein- Carbohydrates- Vitamins- Minerals- Fat- Oils- Herbs
5 KEYS TO SUCCESS
KEY #1: CONSISTENCY
Why DEFICIENCIES?- Soil Problems/Chemicals- Over Cooking- Food Choices- Over Eating = Health Problems- Reduce Calories = Deficiencies = Health Problems
Why am I not losing weight?
Do you know an importance of clean villi?
Absorption and VilliAbsorption and Villi
5 KEYS TO SUCCESS
KEY #1: CONSISTENCY
Increase ABSORPTION – VILLIImpaired by:- Tobacco- Alcohol- Medications- Pollution - Stress- Dieting
Which do Which do you prefer?you prefer?
Healthy –vs- Unhealthy VilliHealthy –vs- Unhealthy Villi
5 KEYS TO SUCCESS
KEY #1: CONSISTENCY
HERBALIFE SOLUTION (Keeps Improving)Herbalife Shake 300/400 Cal. Vs. 3,000/4,000 Cal. FoodBetter Absorption – F3 Cell Activator
5 KEYS TO SUCCESS
KEY #1: CONSISTENCY
How To Use The Products
LOSE MAINTAIN GAIN Tablets 3 3 3 Shakes 2 1 3* Meals 1 2 3
* (After Each Meal)
5 KEYS TO SUCCESS
KEY #1: CONSISTENCY
Use ALL Products, As Often As Possible
Nourifusion / Targeted / Etc… Buy From Your Own StoreBecome A Product Of The Product!Learn More From Trainings- Live- Tape/Video/DVD/CD-Rom/Internet- Conference Calls/HBN
WEAR
1. Wear the button2. You will become a walking
advertisement.3. Wear, use or show any Herbalife
item that might get people’s attention–this will facilitate the conversation.
5 KEYS TO SUCCESS
KEY #1: CONSISTENCY
B. WEAR THE BUTTONButton Response:1. Are You Serious About Losing Weight?2. How Much Would You Like To Lose?3. What Have You Tried Before?4. Why It Did Not Work?5. Why Do You Want To Lose Weight?
TALK1. Talk to people2. Tell your weight-loss or business story.3. Explain the product and the business
opportunity.4. Explain how people can improve their
health and earn extra income right away.5. Talk to people you know.6. Talk to the entire world.
5 KEYS TO SUCCESS
KEY #1: CONSISTENCY
C. TALK TO PEOPLE
5 day = 1 YES = Rs.15,000/month10 day = 2 YES = Rs.30,000/month
Daily Methods Of Operation
5 KEYS TO SUCCESS
KEY #2: SIMPLE = DUPLICABLE
A. PRESENTATION
1. Your Story2. Other People’s Story – Ideally Your Customers And Distributors. Borrow Stories – Use The Tools:- DVDs/Audios/HBN/Internet- Journals/Flyers/Brochures/Manual- Before & After Pictures- HOM/Live Meetings
5 KEYS TO SUCCESS
KEY #2: SIMPLE = DUPLICABLE
A. PRESENTATION
3.The Herbalife Story- 29 Years- 69+ Countries- 60 Million+ Clients- 3.7 Billions In Sales in 2007
5 KEYS TO SUCCESS
KEY #2: SIMPLE = DUPLICABLE
A. PRESENTATION
4. Keep It Simple- Easy As 3-2-1 (Scripts)- Which Program?- What Flavor?- Cash? Check? Or Credit Card?
5 KEYS TO SUCCESS
KEY #2: SIMPLE = DUPLICABLE
A. PRESENTATION
5. Questions? – I Don’t Know About That… All I Know Is…
- MEGADOSAGE LAWS- LABELING LAWS
5 KEYS TO SUCCESS
KEY #2: SIMPLE = DUPLICABLE
A. PRESENTATION
6. Income Presentation – Same As AboveDo You Know Anyone Who Could Use An Extra Rs.5000 – Rs.15000/Month Part-Time?
5 KEYS TO SUCCESS
KEY #2: SIMPLE = DUPLICABLE
A. PRESENTATION
7. Next Step – Buy / Sign-Up Now- Set Up A Time To Meet - HOM/1 On 1/Telephone- Watch Video- Internet
Who Can Do That? ANYONE!!
5 KEYS TO SUCCESS
KEY #3: BE POSITIVE!
A. Don’t Take “NO” PERSONALLY!10 = 2 YES = Rs.30,000/Month (Why Not Everyone?)
Problem – 8 Say “NO”- NO’s Are CURIOUS Not SERIOUS- Each NO Is Worth Rs.100!!
5=1 YES=Rs.500 Profit on Rs.1000 sale500 divided by 5 = Rs.100/Person
5 KEYS TO SUCCESS
KEY #3: BE POSITIVE!
B. NEGATIVE OPINIONS4 Out Of 8 NO = NEGATIVE OPINIONS- Protecting Their Ego- Competitive Business- Excuses – All Are EQUAL*- Don’t Burn Bridges – Give A Flyer- Wipe Off Negative Energy
*(Baseball – 3 Strikes Rule – 3 NOs = Move On)
FOLLOW UP1. Pennies in Sale, a fortune in follow-up2. If you make a sale, you can make a living. If
you make an investment of time & Good Service, You can make a fortune.
3. Records4. Customer Call Backs5. Product Delivery6. Regular Contact
5 KEYS TO SUCCESS
KEY #4: CUSTOMER CARE
Use The Herbalife Follow-Up System With Both CUSTOMERS And DISTRIBUTORS
1st DAY – How Do They Use The Products? OPEN Questions3rd DAY – Inches/Weight? Some Blame Everything On Herbalife7th DAY – Inches/Weight? Clients Familiar With Program – Habit15th DAY – Inches/Weight? Ask – Who Noticed? Referrals25th DAY – Re-Orders/Referrals/IBP
Referrals: Use Incentives - $$/Credits/Products/Gifts/Home Party
5 KEYS TO SUCCESS
KEY #5: TAKE ADVANTAGE OF THEMARKETING PLAN AND SUPPORT SYSTEM
25%Rs.1000 saleRs.250 profit
42%Rs.1000 saleRs.420 profit
50%Rs.1000 saleRs.500 profit
A25%
B25%
B25%
A25%
A25%
B25%
Distributor Success Builder
Supervisor
Rs.1000 saleRs.0 profit
Rs.1000 saleRs.0 profit
Rs.1000 saleRs.170 profit
Rs.1000 saleRs.170 profit
Rs.1000 saleRs.250 profit
Rs.1000 saleRs.250 profit
Retail Rs.1000WS Rs.0TOTAL Rs.250
Retail Rs.420WS Rs.340TOTAL Rs.760
Retail Rs.500WS Rs.500TOTAL Rs.1000
5 KEYS TO SUCCESS
KEY #5: TAKE ADVANTAGE OF THEMARKETING PLAN AND SUPPORT SYSTEM
Use The Herbalife Sliding Scale In Your Career Book Manual
Suggestions:1. 500 VPs – 35% Cost Rs.21,300/- = Profit Rs.8,000/-2. 1000 VPs – 42% Cost Rs. = Profit Rs.19,000/- (Best Deal)3. 4000 VPs – 42% Cost Rs.1,60,000 = Profit Rs.74,000/-
5 KEYS TO SUCCESS
KEY #5: TAKE ADVANTAGE OF THEMARKETING PLAN AND SUPPORT SYSTEM
Set Your Goals
Supervisor – Active Supervisor – World Team- 50% Profit / Wholesale / Royalties Next Month Vs. in 75 Days- Supervisors Schools /Higher Level training- Current Promotions
5 KEYS TO SUCCESSKEY #5: TAKE ADVANTAGE OF THE
MARKETING PLAN AND SUPPORT SYSTEM
How To Qualify For Supervisor
1. Retail Your Way To Supervisor10 = 2 YES = 25 days X2 = 5,000 VPHow? A. WHO DO YOU KNOW? MEET? Work LOCALLY / Think GLOBALLY
5 KEYS TO SUCCESSKEY #5: TAKE ADVANTAGE OF THE
MARKETING PLAN AND SUPPORT SYSTEM
B. Referrals / Re-orders – UpgradeC. The ButtonsD. Direct Approach – Live / PhoneE. Surveys/QuestionairesF. House Parties (ShapeScan – Protein Estimator)G. Flyers / Car Signs / Pull-TabsH. Advertising – Newspapers, Mailings, Postcards…I. Lead Generation J. Internet / Websites
5 KEYS TO SUCCESS
KEY #5: TAKE ADVANTAGE OF THEMARKETING PLAN AND SUPPORT SYSTEM
How To Qualify For Supervisor
2. Recruit Your Way There
YOU 1000VP
1000VP
1000VP
1000VP
YOU1000VP
4000VP
YOU1000VP
A1000VP
B4000VP
1. 2.
3.
4000VP
4000VP 4000VP
5000VP 5000VP
6000VP
2500VP Ea.
2000VP Ea.
2000VP Ea.
5 KEYS TO SUCCESSKEY #5: TAKE ADVANTAGE OF THE
MARKETING PLAN AND SUPPORT SYSTEM
How To Qualify For Supervisor
3. Purchase Inventory To Have On HandRs.1,60,000X8% = Rs.8,000 Interest At The Bank AnnuallyRs.1,60,000X42%= Rs.74,000 Profit With Inventory
When You Have Products – You Sell It (Testimony)Combination Of 3 Ways To Become A Supervisor
5 KEYS TO SUCCESS
BUILD WEALTH USING THE SUPPORT SYSTEM
1. Herbalife Support System- STS Seminars- HBN / Video – Audio / DVD – CD Rom- TouchFon- Corporate Events And Trainings
5 KEYS TO SUCCESS
BUILD WEALTH USING THE SUPPORT SYSTEM
2. Your Organization Support System- Local HOM / Trainings / Quickstart- Conference Calls- Promotions / Special Events
5 KEYS TO SUCCESS
BUILD WEALTH USING THE SUPPORT SYSTEM
3. Personal Support System- Great Product Results With Your Follow-Up- Tell – Show – Try – Do (Duplication)Products / Retail / Recruiting / Promotion- Mentoring All Aspects Of Herbalife
Daily Methods Of Operations
(DMO’s)
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All DMO’s All DMO’s Work!Work!
FREE Smoothie Invites (Club Model)
Practice Wellness Evaluations
Flyers / Flyer Displays E-mails / SMS Using Products in Public Branding your Car /
Clothes
Posters/Pull Tabs In-Services Circle of Influence /
Referrals Wear the Button Sampling Surveys Ads Newspapers / Internet Facebook / Twitter
DMO’s (Daily Method Of Operation)
All DMO’s All DMO’s Work!Work!
Nutrition Clubs Fitclub Active Healthy
Life Style Events Weight Loss Challenges Personal Meetings /
Presentations Shake Parties Grand Openings
Wellness Days Sport Events HOM, STS’s Telephone Call Conference Calls 3-Way Calls Internet / Websites Webinars
Communication Mediums'
Center Of Influence
DMO
I
Creating Your Creating Your Name Name ListList
Cell Phone / Email address book
Your Colleagues / Neighbors Personal Trainer / Gym Hairdresser Real Estate Agent Secretary Waitress / Waiter Insurance Agent Builder Pharmacist Travel Agent Fashion Model Resigned / Retired
Is into sports & fitness Was recently married / getting
married Owns a Business Lives Overseas Salesperson Had a baby / have children Medical Rep Guests at your Wedding Accountant Electrician / Engineer IT Specialist House Wife Dietician
How To Approach Your Acquaintances…
Working Your Working Your Name Name ListList
What To Say…
Share your product and business testimony (your story)>
If you don’t have one then share someone else’s
Your story (or others) are worth a fortune.
Phone/In Person Contact > First, always ask them about
themselves first > Be an active listener The more they talk about
themselves the more they will be interested in you>
When they ask about you…>
Nutrition ClubDMO
I
Working The Working The Nutrition Club Nutrition Club ModelModel
FREE Smoothie Invites
Practice WellnessEvaluations
“Hi! I’m (Name), we’re having a grand opening! Have you been
invited to our nutrition club for a Sampling of our Aloe, Tea,
and Smoothie?”
“Also inside is a gift certification worth $249 for a full Wellness Evaluation!”
See Practice Wellness
Evaluation Script!Fold Out Cards…
FREE Smoothie Invites
Practice WellnessEvaluations
Free Invites > Counter Presentation > Order Tickets > 24 Hour Follow Up > Wellness Evaluation > Product Purchased > % will go Distributor
Make Name List > Call List using Practice
Wellness Eval Script > Wellness Evaluation > Product Purchased > % will go Distributor
Working The Working The Nutrition Club Nutrition Club ModelModel
5 KEYS TO SUCCESS
SUMMARY
Care More About Your Customers’ Results Than Your Profit= FORTUNE=
Care More About Your Distributors’ Success Than Your Profit
Set Your GoalsDevelop A PlanBe ConsistentDo Your BestHAVE FUN!!
NUTRITION
• Definition of Nutrition• Why Nutrition• Balanced Nutrition
What is Food & Nutrition?
Food is what we eat when we are hungry and even when we are not hungry!
Nutrition is what our body needs on a daily basis to stay healthy
Why Nutrition?
• Growth & development• Detoxification• Immunity• Fertility• Anti Aging• Maintaining optimal health
It helps in…
Foods depleted of nutrients...
•Growing •Storing•Cooking
Due to improper methods of:
Our daily ‘normal’ food
EXCESSESSalt, sugar,
fats,calories, carbohydrat
esVitamins & minerals,
protein, fiber, water
DEFICIENCIES
Why Herbalife products?
• For Nutritional problems• For Obesity related problems• For wellness related solutions
Our Core HealthyOur Core HealthyMeal Is Amazing Because It Is…Meal Is Amazing Because It Is…
EngineeredEngineeredSuper FoodSuper Food
I
It Includes….
Combining Cellular Nutrition and the Power of Protein makes us unique.
Cellular Nutrition helps ensure the nutrients absorbed and delivered throughout your body at the cellular level.
The Power of Protein means, you can manage your weight by:
Controlling your hungerMaintaining your lean body mass
Formula 1- Nutritional Shake Mix
• Soy protein based• Packed with vitamins and minerals• Rich in essential antioxidants• Provides high quality dietary fibre• Low in calories, fat & sodium• Scientifically designed food supplements that gives nutritional
benefits of a meal without overloading on calories, fat and sugar• Provides optimum protein and essential vitamins and minerals
needed to stay healthy• Convenient solution for weight management!
Ideal meal replacement!
25 g of soy protein a day, as a part of a low fat, low cholesterol diet can help reduce the risk of heart disease – US FDA
Formula 1 Nutritional Shake Mix
A nutritious meal replacement shake mix with soy protein, healthy fiber, and up to 19 essential vitamins and minerals, plus herbs
A core product for Cellular Nutrition and weight management: weight-loss and keeping weight
A nutritious meal replacement shake for weight management and overall good health
* These statements have not been evaluated by the Food and Drug Administration. This product is not intended to diagnose, treat, cure or prevent any disease. 1 As part of a program that includes healthy meals and exercise
Formula 2 - Multivitamin Mineral & Herbal Tablets
•Supplements Formula 1 Nutritional Shake Mix
•Provides antioxidants•Aids in detoxifying
Helps provide key ingredients our daily shopping forgets!
Formula 3 – Personalized Protein Powder
Protein is needed daily•Vital for growth & development
•Maintenance of muscle & tissues, because of Whey protein, rich in cysteine and methionine, which are vital to muscle development
Best quality soy protein isolate & whey protein
Perfect protein supplement to your daily diet!
“CELL ACTIVATOR”
• Helps activates cells to perform better
•Increases vitality & energy•Decreases fatigue•Helps absorption of nutrition
• Helps energise body cells
• Rich in powerful antioxidants
Great for good health at the cellular level!
Activated FibreBenefits of fiber:• Cleanses the system• Gives feeling of fullness• Reduces fat absorption• Assists in lowering blood Cholesterol• Stabilizes blood sugar levels
Terrific support to weight management!
Aloe Plus
•Immune booster•Stomach soother
Great for digestion & long-term
Good health!
Best Aloe Vera extract with added herbs
Cell-U-Loss
• Vitamin C – antioxidant
• Potassium
• Reduces orange peel effect
• Reduces fluid retention
A herbal blend that helps fight cellulite!
AFRESH – ENERGY DRINK MIX
• Containing Guarana seed extract and Orange Pekoe extract with lemon flavor & in Peach Flavor
• For refreshing, relaxing, rejuvenating
• Can have cold or hot• Easy to make any where any
time• Low in calories
DINOSHAKE
Ideal protein supplement:•Has the highest protein content per serving
•Contains essential vitamins & minerals
•Is low in sugar & fat•Good for bone growth & brain growth
Balanced Nutrition for children
A must-have for all growing children!
Introducing NouriFusion™
• New MultiVitamin Skin Care line• Basic nutrition and basic care for skin• Protection from environment• Products are a fusion of science
and nature
Key Ingredients• Antioxidant vitamins A, C and E• Skin-enhancing botanicals• SPF 15 sunscreen in moisturizers for
UVA/UVB protection• Improved product texture, look and feel
FPO
Normal to Dry Skin Type
• Multi Vitamin Lotion Cleanser, Toner, Moisturizer
• Rich, hydrating formulas• Leaves skin soft, smooth, protected• Available as a system or individually
Normal to Oily Skin Type
• Multi Vitamin Foaming Gel Cleanser, Toner, Moisturizer
• Light, non-greasy formulas• Helps reduce excess oil and shine• Available as a system or individually
Multi Vitamin Eye Cream
• Rich, emollient formula• Moisturizes delicate skin around the eye• Helps reduce the appearance of fine lines• Helps increase skin firmness around the
eyes
Multi Vitamin Eye Gel
• Helps reduce under-eye puffiness• EyelissTM technology for visible results• Instant cooling sensation• Skin feels fresh and revived• Provides light moisture
*EyelissTM is a brand name of Crode International PLC.
MultiVitamin Night Cream
• Rich, lightweight face cream• Hydrates while you Sleep• Provides long-term Moisturisation• Awaken to soft, Supple skin
MultiVitamin Moisture Mask
• Deep hydration for dry, parched skin• Improves skin complexion• Luxurious whipped texture• Softens, smoothes, reduces flakes