Quick-Start Guide – Basics of the LifeWave Business – Kim
Klaver
Copyright © 2010 LifeWave and Kim Klaver
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For New Distributors — Patch Fans
Kim Klaver
LifeWave Business Trainer
Quick-Start Guide – Basics of the LifeWave Business – Kim
Klaver
Copyright © 2010 LifeWave and Kim Klaver 1
Contents
Welcome to the LifeWave® community! ............................................ 3
The Money ........................................................................................ 6
Why Customers First ......................................................................... 6
Three Types of Customers ................................................................. 7
Money from Customers .................................................................... 8
Upgrading ......................................................................................... 9
Three ways to fill an order .............................................................. 11
First Goal Posts ................................................................................ 16
Goal Post 1: My patches free .......................................................... 17
Goal Post 2: Mad Money ................................................................ 17
Goal Post 3: Money for Something Specific .................................... 18
Tips ................................................................................................. 19
Ordering Sales Aids ......................................................................... 19
Finding Customers ........................................................................... 21
Which one are you? ........................................................................ 22
Five Warm-Market Methods .......................................................... 23
1. Calling Friends or Family ................................................. 23
2. Dear Friend Email ............................................................ 24
3. Dear Friend Letter ........................................................... 24
4. Patch Party or Seminar ................................................... 24
5. Amping up Your Social Life .............................................. 27
The Cold Market ............................................................................. 28
Introducing the Patches ................................................................... 30
Transparent Opening Line: ............................................................. 31
No-Pressure Closing Question......................................................... 31
Your 45-Second (Long) First Date Script ......................................... 31
Your 7-Second First Date Script ...................................................... 32
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Situations ........................................................................................ 33
1. Calling friends or family .................................................. 34
2. Answering, “What do you do?” ...................................... 34
3. Dear Friend Email ............................................................ 35
4. Inviting to a Patch Party or Other Patch Demo ............... 36
5. Introducing the patches to your healthcare practitioner(s) ............................................................................ 39
Answering Questions ....................................................................... 40
1. “What is it?” .................................................................... 40
2. “Will it work for [me/my sister/other person]?” ............ 40
3. “Will it work for [fibromyalgia/tennis elbow/other condition]?” ............................................................................... 40
4. “How does it work?” ....................................................... 41
5. “How much is it?” ........................................................... 41
6. “Is it a pyramid?” ............................................................ 42
7. “Is it MLM?” .................................................................... 42
Cautions........................................................................................... 43
1. People who don’t buy... .................................................. 43
2. Some don’t buy on the first date. ................................... 43
3. Some would rather pay more... ...................................... 43
4. Little goals and big goals ................................................. 44
5. Dangers of seller talk ...................................................... 44
6. No health claims. ............................................................ 44
7. No income claims. ........................................................... 44
8. Negative professional talk............................................... 45
9. Protect your self-esteem................................................. 45
10. Stay clear of negative people. ......................................... 46
I Did It! Tracker ................................................................................ 47
Quick-Start Guide – Basics of the LifeWave Business – Kim
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In any real community—including LifeWave, which is in 80 countries—something deep and meaningful keeps everyone together. Here’s what binds our LifeWave community:
We all believe in alternative health practices. The patches we use every day to boost our health and energy are one way we express that belief. We know we’re in the minority, but we do it anyway because it’s fun, it’s different, and they work. And no scary side effects.
Many of us have seen the writing on the wall regarding the economy. So, we boost our income by selling products we love. Some pursue an independent career opportunity with LifeWave. We’ve learned some cool new skill sets that enable us to earn our own income and go our own way. We can show you.
Here’s who’s in the LifeWave community:
Patch Customers. Patch customers use the patches everyday because they like how they work. They like being different—doing something healthful without drugs. These customers are not sales people. They often buy in bulk just to get better prices.
Patch Fans. These folks like talking to their friends about the patches. Some have even learned to host patch parties. These folks do not see themselves as professional sales people. They just like getting their patches free, or earning a few extra shekels each month.
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Health Practitioners. Suddenly, MDs, acupuncturists, acupressure body workers, chiropractors, martial arts teachers, and even equine specialists and veterinarians, are offering the patches to their clientele—people who have grown disillusioned with traditional approaches to health troubles.
Marketing Pros. These are folks who have mastered the skill sets to create their own sales organization—marketing the patches and recruiting sales reps.
Suzanne Somers, LifeWave’s Ambassador, is all of the above. She has used the patches successfully in her battle against breast cancer and writes fervently about them in her book Knockout. Actress, comedienne, best-selling author and strong health advocate, Suzanne gives conference calls for LifeWave distributors and is a keynote speaker and social presence at LifeWave conferences and cruises.
Kim Klaver, LifeWave’s business trainer, is a 20-year veteran of direct sales and marketing. She rose to top rank in three different network-marketing companies in record time. Kim has used the patches to heal a bruised arm and completely restore its range of motion in a month, after two years of limited use. She does regular interactive conference-call trainings, speaks at LifeWave events, and stays in touch with LifeWave members.
Whether you’re a patch fan, a health practitioner, a marketing pro, or a celebrity, you are a full-fledged member of the LifeWave community. We appreciate your energy and welcome you sincerely.
This Quick Start Guide provides a brief introduction of how
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you can earn with LifeWave as well as recommended methods for introducting LifeWave to new prospects. Please note that this guide does not deal with the logistics of setting up your LifeWave business. Please refer to the LifeWave Welcome Guide: Starting Smart for that information.
At the end of this guide is the I Did It! Tracker, a step-by-step to-do list for a new distributor to get a jump-start in the LifeWave business. Let us know how it works for you. We’re happy to make improvements.
My sincere wishes for your prosperity and renewed health with LifeWave!
CEO and Founder
Quick-Start Guide – Basics of the LifeWave Business – Kim
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Copyright © 2010 LifeWave and Kim Klaver 6
1
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There are two ways to earn money with LifeWave:
1. Getting customers.
2. Building a sales organization.
Both can lead to tremendous success.
Why Customers First
The LifeWave business model encourages a new person to begin by getting customers. Here’s why:
1. There is a large potential market for LifeWave patches—people who crave more energy, better sleep, less pain, less weight, and slower aging—all without drugs or medication.
2. Cool product. LifeWave patches are easy to use, people friendly, and drug free.
3. Solid results. There are many distributors whose lives have been changed by the LifeWave patches. And now, they enjoy telling others about them.
4. Endorsements from respected people. Celebrity health advocates like Suzanne Somers, world-class athletes, and Olympic coaches, rave about the patches.
5. Bulk buyers. Often, people who have experienced the benefits of the patches buy in bulk for the better price, and go on Autoship for convenience and preferred pricing. These are ideal customers.
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6. A customer pool is an excellent source of top distributors, a solid foundation for a productive organization. Many of the big income earners in established network marketing companies started as customers.
Steve Jobs with his iPhones and iPods, created a multi-billion dollar company whose success is built on cool, easy-to-use, people-friendly gadgets that attract passionate customers—millions of them. Over time and with a steady customer base, Apple has overtaken Microsoft in market value.
Three Types of Customers
1. Retail Customer. She buys one month’s supply of patches at the retail price. She is not on Autoship.
2. Preferred Customer. She commits to a standing order each month and gets $10 off retail. (To become a Preferred Customer she must choose Autoship. This means she commits to a standing monthly order when she puts in her first order.)
3. Enrolled Customer. If your customer wants to buy in bulk, it’s best to enroll her. Your bulk customers enroll like a distributor does, even if they do not intend to formally sell the product or build a sales organization. Enrollment entitles a customer to discounts and bonuses and does not cost extra.
Two Quantity Options
1. By the sleeve. $89.95 per sleeve. Worth the extra money if your customer is cautious and wants to try it out first.
2. Bulk packages. All bulk packages include brochures, the LifeWave Report DVD, and virtual wallet account.
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Diamond: $1,499.95. Includes 37 quantities of one-month supply of product. Good for status and recognition.
*US version includes 34 one-month supply of product and includes homeopathic sprays as well.
Gold: $499.95. Includes13 quantities of one-month supply of product. This is the most cost-effective bulk option.
*US version includes 12 one-month supply of product and includes homeopathic sprays as well
Silver: $299.95. Includes 3 patch sleeves. Good if you just don’t have that additional couple of hundred on your card.
Bronze: $99.95. Includes 1 patch sleeve.
Money from Customers
The $40
You make $40 retail bonus when you sell one sleeve — a typical month’s supply — of any of the LifeWave patches, regardless what the customer pays. The $40 retail bonus is paid on all retail sales, as long as you have retail sales of at least three packages within the commission qualifying period.1
One patch, Silent Nights, is $20 less than the others ($29.95) – again, as long as you meet the three package minimum. You will earn a $20 retail bonus on this patch.
The customer can also opt for Autoship on any of the patches. This gets them a $10 discount on any patch. Regardless, you still make the same $40 (or $20 for Silent
1 The commission qualifying period is five weeks.
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Nights)!
This is a generous feature of LifeWave’s pay plan for customer acquisition.
The following table below outlines the LifeWave’s pricing structure. The more packages your sell, the more you benefit.
Category
Member
Preferred
Retail
Retail
(Any product, except Silent Nights)
Price*
Price*
Price*
Bonus
1 Package
$69.95
79.95
$89.95
--
2 Packages
$59.95
79.95
$89.95
--
3 Packages
$49.95
79.95
$89.95
$40.00
*Price per package
Product Introduction Bonus
This bonus is for enrolling a new member in LifeWave,2 or for an upgrade order from a member of your group.
This bonus was designed to motivate distributors to bring in other distributors. However, you earn this bonus also when a new customer wants to buy in bulk. They would buy an enroller package without having to sell.
Tell your customer that these are packages for the sales people, but they can get one without being a salesperson. They can take advantage of the bulk pricing without having to sell.
Upgrading
Upgrading means getting to a higher level of membership
2 Refers to a new member who orders product. If you are at the $25 Starter level, you do not qualify for this bonus. To earn it, upgrade to one of the higher levels before placing your customer’s order.
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by ordering more product.
Each level of membership entitles you to certain bonuses or commissions from orders placed by people you have referred and by people they have referred, several levels deep.
If you anticipate that people you refer will place bulk orders, consider upgrading so you earn more on their initial order.
To upgrade:
Go to your Back Office.
Click Order Product at the top menu bar.
Click New Order on the left.
On the left of the New Order page is a Product Categories box. Scroll down and click on the last item ―Upgrade Kits.‖
Select the upgrade package you want.
Amounts of product introduction bonus—for bulk orders
For New Customer Orders: Product introduction bonuses range from $200 down to $15 depending on the amount of your customer’s order.
New Customer Order Your Bonus
$1,500 – Diamond $2003
500 – Gold 100
300 – Silver 50
100 – Bronze 15
3 Members who have been doing the business a while may achieve higher managerial ranks that entitle them to a larger product introduction bonus of $300–500 on a $1,500 Diamond order or an upgrade to Diamond.
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For Upgrade Orders: If the order is from a current customer who wants to upgrade, you are paid the difference between the bonuses for the lower rank and the higher rank. For example, the bonus for a $500 Gold order minus the bonus for a $100 Bronze order: $100 minus $15 is $85.
Upgrade Order Your Bonus
$1,000 – Gold to Diamond $200
200 – Silver to Gold 50
400 – Bronze to Gold 85
200 – Bronze to Silver 35
500 – Starter to Gold 100
300 – Starter to Silver 50
100 – Starter to Bronze 15
See the Full Pay Plan – ―2. Initial Product Bonuses‖ http://www.lifewave.com/payplan.asp
Other Commissions and Bonuses
There are other commissions and bonuses for members who want to build a sales organization. These ―binary‖ or ―cycle‖ commissions and ―matching bonuses‖ are described in the Full Pay Plan. See http://www.lifewave.com/payplan.asp and videos by LifeWave President Mike Collins and one of LifeWave’s top distributors, Chuck Michel, in the LifeWave Training site. The advanced features of the full pay plan will be discussed in Guide 2 for Marketing Professionals.
Three ways to fill an order:
1. From your own inventory.
Most appropriate for:
A health practitioner who sells products in their
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clinic: an acupuncturist, chiropractor, medical doctor, naturopath, nutritionist, acupressure or other body worker, qi gong, tai chi or other martial arts teacher, or veterinarian.
A patch party host4
To get your inventory at the best price, sign in as a distributor at the Gold level.
The Gold enrollment package includes 13 sleeves of any one patch5 or a sampling of the different patches. Plus matching homeopathic sprays and a first-rate product DVD.
2. Place the order with LifeWave for the customer.
LifeWave takes your customer orders and ships them. You place the order online from your Back Office.
Before you go online, get the following information from your customer. The * indicates required information.
First Name*
Last Name*
Company
Social Security (SSN) or Tax ID number*
Billing:
Bill Street*
Bill Street 2
Bill Country* (drop down)
Bill Postal Code*
City, state and county are automatically filled
4 See section below on Introducing the Patches.
5 US Version includes 12 sleeves, plus homeopathic LifeWave Plus Sprays.
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in after you enter the postal code.
Note: Billing address given above must match the credit card billing address.
Shipping:
Ship Street*
Ship Street 2
Ship Country* (drop down)
Ship Postal Code*
City, state and county are automatically filled in after you enter the postal code.
Contact:
Home Phone*
Work Phone
Email*
Fax
Cell
Credit card:
Credit card number*
Expiration date*
Security Code*
Note: Billing address given above must match the credit card billing address.
When you have your customer’s information, log in to your Back Office and place the order from there.
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IMPORTANT: Before you place an enrollment order (Bronze, Silver, Gold or Diamond), set the LifeWave pay program to optimize your commissions. Here’s how:
Go to your Back Office
Click on Profile — in the top navigation bar, on the left.
In left rail, click on Preferred Placement — 6th item down.
In the box in the drop-down menu, select Not Specified
Click Save Changes
3. Show the customer how to place their order.
First, make sure you have set the pay program to optimize your commissions — see above box.
It’s best is to be online with your customer. You can both be looking at the order page at the same time, even if you’re miles apart. Talk her through the process as she places the order.
Another option is to email her these instructions.
From: Amoeba <amoeba@xxxmail.com>
Date: July 23, 2021 6:21:29 PM PDT
To: Kathy C <guanyin@xxxmail.com>
Subject: You ready to get your patches?
Hi Kathy,
I can do it with you, but just so you know, here are the steps:
1. Go to http://yourdomain.com.
2. At the top, click on Sign Up.
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3. The Sponsor ID is: 000000
4. Country: scroll down and choose it.
5. The product packages will then appear. Choose the Gold Y-Age Plus for $499.95. That’s what I got, too.
6. Complete your order form.
7. You'll get an email with your site info and then you'll have your own site and ID. I can show you how to get a catchy domain name that customers can remember.
Let me know when you're ready and we can do it together. Or try it yourself if you like.
Fun!
Amoeba
PS. If you do it yourself, let me know when it’s done.
. . .
The 64-thousand dollar question is:
How many customers do I need to get what I want from my LifeWave business?
The following chapter shows you how to figure it out.
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3
FFFiiirrrsssttt GGGoooaaalll PPPooossstttsss
One can make a decent living or even obscene income doing LifeWave. The sky is the limit in a marketing business.
However, a string of regular small successes is often a greater motivator than rare big successes with nothing in between.6
When they started, some of the highest earners in the industry could not envision making more than a few hundred dollars a month. Then, small successes led to bigger visions until they were looking at a seven-figure income. Other successful people with giant goals chunk them into baby steps—first goal posts.
Goal Post 1 – My patches free
Goal Post 2 – Mad money
Goal Post 3 – Something-specific money
It’s fine to stop at the first goal post, or the second or the third. A distributor once confessed that she was embarrassed to give her goal in a public conference call because it was too small. No goal is too small. Whatever it is, you are a full-fledged member of the LifeWave business community.
The formulas below are based on the $40 LifeWave pays a distributor for each single pack of patches a customer buys. No matter which patch you sell and whether it’s Autoship or not, you make $40 on single orders of patches. But remember, to qualify for this retail bonus you have to
6 Taleb, N.N., 2007. The Black Swan. New York: Random House.
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have a minimum of three package sales within the 5-week commission qualifying period.
For example, if you sell an IceWave sleeve for $89.95 retail, you make $40. If you sell it for $79.95 on Autoship you still make $40.
Here’s how to calculate the number of customers for each goal post.
Goal Post 1: My patches free7
First, fill in the blank:
Every month I spend $_______
on patches for myself and my family.
Here’s the formula:
Amount you and family spend on patches _______ (above)
Divided by $40
= ____ single-pack patch orders to get my patches free
Goal Post 2: Mad Money
Mad money is extra spending money.
7 This formula holds true as long as you meet the three package minimum sales requirement within the commission qualifying period.
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Tidbit: The term ―Mad Money‖ dates back to the 1920s. It originally referred to money a woman kept on hand in case she wanted to return home from a date without her escort.
First, fill in the blank:
Mad money I want per month $_______
LifeWave pays its distributors $40 for each single pack of patches a customer buys.
Here’s the formula for your mad money:
Mad money I want per month $_______ (above)
Divided by $40
= ____ single-pack patch orders for my mad money
Goal Post 3: Money for Something Specific
For example, a distributor wanted $1,200 to visit her grandson. Here’s how she could make that money with the patches.
Money I want for ______________________: $_______
(specific reason)
LifeWave pays its distributors $40 for each single pack of patches a customer buys.
Here’s the formula to get your something-specific money:
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Something-specific money I want $_______ (above)
Divided by $40
= _______ single-pack-patch customers for
something specific.
Tips
1. Customers on Autoship are ideal. They pay $10 less than one-time customers, but you still get $40 each time they’re charged for the product. And you don’t have to look for a new customer every month.
2. Get one or two more customers than you need, in case someone flakes.
3. If a customer decides to buy a bulk order, you could earn a product introduction bonus. See the previous chapter, ―The Money.‖
4. Set aside a little quiet time to think about your new LifeWave business. Decide what your long-term goals are…then let them go and set your sites solidly on a goal post you believe you can do.
Once you decide on your short-term goals, the number of brochures and other sales aids to order will become clear.
Ordering Sales Aids
How to order:
Go to your Back Office.
Click Order Product in the top navigation bar.
Click New Order in the left rail.
Click Sales Aids on the left under Product
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Categories.
Select the sales aids you want.
You can also download brochures for these patches: Energy Enhancer, Icewave, Y-Age Glutathione, and Silent Night; as well as a brochure for the homeopathic sprays.
The ―@home‖ version is easier to read than the ―full print‖ version. You can download the brochure you want and print it yourself or take it to a print shop.
There are other useful tools available for download. Check them out.
You’re now ready to start reaching out to prospective customers.
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4
FFFiiinnndddiiinnnggg CCCuuussstttooommmeeerrrsss
How do I find customers?
First make up a contact list. Then, decide which communication methods you’re most comfortable with:
Calling friends and family
Sending a Dear Friend email
Sending a Dear Friend letter with or without patch samples
Putting on a patch party or seminar, or having a friend host one
Amping up your social life
Introducing the patches to the cold market
o Calling on local health practitioners and businesses
o Trade shows
o Gold fish bowls with giveaways
o Health talks at community centers
o Attending support groups or hobby groups
o Business networking groups
o Chamber of commerce mixers
o Social media networking
In this chapter we describe each method briefly. But first...
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Which one are you?
You may be someone who can’t wait to pick up the phone and tell a friend about a patch that took pain away almost instantly, or helped you sleep through the night for the first time in years, or helped someone suddenly look ten years younger.
Or you may be someone who feels scared of that first phone call. After all, what if they say no??
Well, what if even the no feels ok? What if most of the time, you and your contact both enjoy the conversation... and sometimes you get a customer or a referral?
Using ―words that work‖8 are your insurance that you’ll enjoy the work of finding customers. The way you talk will tell your contact that you’re not a pushy seller. You’re just looking for people who might like to know about the patches—or who know such people.
In that ―first date,‖ you won’t be asking for money and you won’t be asking them to join your business. Instead, you’ll be bringing them information about something good they probably haven’t heard about, yet.
Your Contact List
Imagine people whom you’ll enjoy contacting...
Now take out your address book or mailing list and look for people who know you. When you look at each name, ask yourself:
―Does so-and-so know me?‖
8 How to use words that work is summarized in the next chapter, ―Introducing the Patches.‖
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If the answer is yes, write the name down.
Then, add the people who were not in your address book, such as:
Hairdresser
Manicurist
Tennis buddy
Recent acquaintance
Business cards not yet in your address book, etc.
This is your patch contact list.
Below are ways you’ll be reaching out to them. Pick the ones you feel comfortable doing.
NOTE: The scripts you’ll be using to reach out are in the next chapter. We first give you a rundown on different methods so that you can select those that appeal to you. The methods you select will give you a context for the scripts, enabling you to learn them more easily.
Let’s start with warm-market methods.
Five Warm-Market Methods
1. Calling Friends or Family
Set aside an hour to call a bunch of friends and family members on your list. Do nothing else until you’ve called for an hour. Each call will be a little smoother, a little easier.
Before you start calling:
Have your script ready. (See next chapter.)
Have your list handy so you can note the status of the calls, when to follow up, and what you said you’d do when you follow up.
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2. Dear Friend Email
Send an email introducing the patches to your online friends and family.
If you care about the privacy of your contacts, best to address the email to yourself and enter the email addresses of your contacts in the bcc field.
A script for a Dear Friend Email is included in the next chapter. It includes your patch story.
Keep an alphabetical list of people to whom you send the email, so you can easily add to it, avoid duplication and note the status of the prospect.
3. Dear Friend Letter
A physical letter sent by snail mail is best for people on your list who are:
Not online.
The special few to whom you’d like to send a few patches to try, as a gift.
Call in a few days just to make sure they received your letter. If you sent them patches, ask if they’ve used them and if they need help placing them. No hounding.
4. Patch Party or Seminar
Gather people and demonstrate the patches in a party or educational setting.
You or a friend can host one. Offer an incentive to motivate a friend to host, e.g., a sleeve of patches of their choice.
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Preparation
Book the date.
Pick a theme. For example, women over 40 who are concerned about aging, or eliminating pain without drugs, or weight loss, etc.
Send out invitations. Email, snail mail, evite.com or call people on the phone.
Order patches to sell at the event. Order them in plenty of time to have at the event.
Call each person on your invitation list and let them know you're sending them an invite. Tell them to watch the mailbox for it. If you didn't get an RSVP back, call again a day or two before the party. (Maybe they forgot.)
The gist of what you’d say on the phone would be:
―Hi, Betty. I'm having this Acupressure Rejuvenation Party. And I thought of you, because you're always talking about xyz."
See the next chapter for a more detailed script.
Prepare an order sheet for each person, so people can choose which and how many patch(es) they want to buy. Include all the information that is required to place an order on the website.
On the day of: Set a relaxed tone with music and something to munch on. Keep it fun and festive.
Have a small display: The LifeWave Experience book, Suzanne Somers’ books, brochures, 1 sleeve of each patch, appropriate magazine or online articles, etc., to trigger interest. Not too much stuff. Just a little allure.
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Select from materials in your Back Office: https://extranet.securefreedom.com/LIFEWAVENANO/Welcome.aspx
Presentation
Select what you feel comfortable doing:
All or part of the LifeWave Report DVD
PowerPoint presentation focusing on your theme
Demo of patching, on volunteers from the audience volunteers using patches
Muscle testing to demonstrate effects of the patches
Taking Orders
Offer three ways to get the patches and maybe an incentive for purchasing that day.
1. Bulk purchase with appropriate discount
2. Single sleeve at the retail price
3. Preferred Customer Autoship order (Get $10 off today, and you can cancel any time.)
Asking for the Next Host
At the end of the presentation, while guests are filling out their order form, ask for the next patch party host:
―By the way, if anyone would like to host one of these at your house, come see me and I’ll tell you what’s involved.‖
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New Customer Follow-up
A patch party or other demo typically results in a customer or two.
Check on your new customer to make sure they are applying the patches correctly every day.
Check, say, on Day 3 and Day 7. Get specific feedback. Keep checking as long as it takes them to use their patch(es) effectively.
5. Amping up Your Social Life
We meet new people at social activities or reconnect with friends we haven’t seen in a long time. Parties, groups, clubs, classes, blogs and other online forums create opportunities to introduce people to the patches.
So, amp up your social life. Rejoin groups. Go to parties and outings you’d have passed up thinking they were frivolous. Take a class you’ve always wanted to take. Pick things you enjoy, like a:
Gardening club
Writing club
Mahjong or bridge group
Meditation or prayer group
Spiritual group
Drumming circle
Weight loss group
New mom group
PTA meeting
Tai chi or qigong class
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Ballroom dancing
Hospice volunteer job
Tennis circuit
Walking, hiking or biking club
Investment club
Real estate club
Raw milk political interest group
Health blog
Website forum on water safety
And many others.
Do not approach anyone with the intention of selling the product. When you meet someone, wait for them to ask ―What do you do?‖ Don’t go first. You may have to encounter them two or three times. Be patient. Let them get to know you a bit.
Be prepared to introduce the patches effectively when you meet new people or bump into old friends. Before amping up your social life, create and master your scripts.
Know your 45-second and 7-second scripts and their variations. Practice them so that they come out of your mouth naturally—day or night. For practice tips, see ―Cold Cadaver Calling‖ in the Orange Book, pages 180–184.
The Cold Market
The cold market is made up of people who don’t know you. Some of the ways we’ve already described to amp up your social life, includes the cold market: strangers.
Some distributors like cold marketing because a ―no‖ from
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a stranger doesn’t hurt as much as one from a friend. And there are no friendships to strain.
Most cold market efforts, however, either cost money, take time, or require skill or nerve.
You don’t have to do cold marketing. If you choose to, pick a cold market strategy that suits you.
If you have lots of time and no money, don’t pick a strategy that worked for someone with lots of money, like running ads. If you don’t like designing and mailing postcards, don’t do it. If you’d rather not do business when you’re at the gym, or if you don’t strike up conversations with strangers easily, don’t do it.
A method may be easy for a friend, but not for you, and vice versa. Teaming up with a buddy is often fun and educational. For example, if you have a budget to buy leads, but have never done cold calls, practice a lot first, and start cold calling with an experienced buddy. Offer to give your buddy a few leads in exchange for their expertise.
Cold market techniques are listed at the beginning of this chapter, and described in the Orange Book on pages 254–283. See also the recruiting materials on http://bananamarketing.com.
Now, what should I say to all these people?
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5
IIInnntttrrroooddduuuccciiinnnggg ttthhheee PPPaaatttccchhheeesss
Use this section as your script cheat sheet to introduce the patches.
These scripts give you an engaging way to:
Respond when people ask what you do
Introduce your product to new people
Create ads, flyers, and business cards
Create voice mail messages
Create email messages, email signatures, and blog posts
Put them on Facebook and Twitter
They guarantee that you will:
Not come across as a pushy seller
Preserve your friends and family relationships
Trigger your contact’s brain to either accept your offer themselves or refer someone
Distributors who had been in LifeWave for several years without success report a burst of new orders since they started using these scripts.
The essential scripts are:
Your 45-second First Date Script
Your 7-second First Date Script
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Both scripts begin and end with a crucial line:
Transparent Opening Line:
I market a product for...
No-Pressure Closing Question:
Do you know anyone who might like to know about a product like that?
Learn these phrases by heart.
The Opening Line tells people up front that you are marketing something. No uncomfortable surprises at the end of your conversation. Your friends won’t mind that you’re marketing something if you tell them up front— before you talk about how great the product is.
The Closing Question does not pressure the person to buy or join anything. It asks them only if they know anyone who...
These lines are the result of experimenting with thousands of exchanges with prospective customers. Try them exactly as they are and see if they work for you.
NOTE: The step-by-step procedures to create the complete scripts are in the Orange Book If My Product’s So Great, How Come I Can’t Sell It?, available in your Back Office. The page numbers below refer to this book.
You can also listen to the entire process in the Customer Enchilada CD series, also in your Back Office.
Your 45-Second (Long) First Date Script
Your First Date Script (FDS) is the first thing your prospective customer will hear you say about your product. First dates are just first dates. No telling your entire personal history on that first date. That comes in the second and third date.
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This is not about memorizing something that everyone parrots. It’s about learning to use a formula to create your own unique script. If you put an authentic part of yourself in your script, you’ll touch certain people and magically open their minds to your product.
See pages 64–123 of the Orange Book to create your 45-second FDS. Write it here.
I market a product for...
Do you know anyone who might like to know about a product like that?
Your 7-Second First Date Script
Create your 7-second FDS (short FDS) from the 45-second FDS (long FDS). The short FDS is perfect when time is short or the person is a stranger. Going up and down elevators or standing in line at the post office are two such occasions.
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See pages 124–127 of the Orange Book.
NOTE: Create your long script first. Then, excerpt your short script from it. Write your short script here.
I market a product for...
Do you know anyone who might like to know about a product like that?
Tip: Before introducing the patches to a real customer, practice your scripts first. Say them out loud until they sound conversational and natural to your own ear. Find a friend to role play with. Then do cadaver calling with a LifeWave buddy as described in the Orange Book, pages 180-184.
Situations
Use your short or long script, as appropriate, in the following situations. In general, the long script is good for people who know you well. The short one is best to start a conversation with a stranger.
Calling friends or family
Answering ―What do you do?‖
Dear Friend email
Inviting to a patch party or other demo
o Phone invitation
o Email or snail mail invitation
Introducing the patches to your healthcare specialists
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1. Calling friends or family
AMOEBA
Hi, Aunt Lulu? This is Amoeba.
Listen, I only have a minute and I’m calling everyone I know to ask them a question. Do you have a minute?
AUNT LULU
Yes, honey, what’s up?
AMOEBA
Well, I don’t know if you know this, but I market a product for...
Your long script here
Anyway, if I get [five customers, they give me my product free.9] So I’m calling to ask, do you know anyone who might like to know about a product like that?
2. Answering, “What do you do?”
Any time you meet someone new, this is one of the first questions they ask—at parties, business meetings, any social occasion.
Your short script (pages 3–4 above) is probably most appropriate here. Insert parts of your long script during the rest of the conversation as the opportunity arises.
9 Use the number of customers and the reason you have chosen as your initial goal post; for example, ―...10 customers and I can take that trip I’ve been telling you about...‖
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On the other hand, if you meet an old friend you haven’t seen for a while, they might like to hear the 45-second script right away.
See the Orange Book, pages 157–162.
3. Dear Friend Email
For folks who know you, email subject options:
o Quick question
o Do you know anyone?
o Can you help me?
Choose the subject that would make you open the email.
Hey (or Hi), Aunt Lulu,
OPTION A (if she doesn’t know about your business):
I don’t know if you know this, but I’ve started a little business of my own. I market a product for...
[Your long script here]
I’m writing to ask if you know anyone who might like to know about a product like that.
If you do, can you let me know?
Love,
Your name
Email signature with your local phone number
OPTION B (if she knows about your business):
Hi (or Hey) Aunt Lulu,
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You know I recently started a little business of my own, right? Well, I’m writing to ask if you can help me.
I market a product for...
[Your long script here]
I’m writing to ask if you know anyone who might like to know about a product like that.
If you do, can you let me know?
Love,
Your name
Email signature with your local phone number
4. Inviting to a Patch Party or Other Patch Demo
You can send out email invitations, use evite.com, or call people on the phone.
a. Sample email – informal
Subject: Free eats Wednesday night at my place
Hey (Hi) Lulu,
This coming Wednesday night I’m hosting a little patch party at my place. I’m showing how I use these little patches that have finally eliminated my knee pain. So I’ve decided to market them.
Want to come cheer me on?
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Do you know anyone who has trouble with pain and who wants to do something about it without drugs? Well, they’re invited too.10
Let me know, ok? I’m just getting this off the ground and would love for you to be there.
Ta ta,
[Your Name]
[Email signature, including phone number and street address]
b. Sample email – more formal
Subject: Quick Question
Hi John,
My question…
This Wednesday night I'm doing a free demonstration in [name of your town], on how to relieve pain without drugs, pills, needles or surgery, like I’ve done.
I’ll be demonstrating a product that works like acupuncture, but without needles.
Do you happen to know anyone with aches or pains who's open to alternative therapies? And who might like to come to this demo?
If you do, please let me know in the next day or so. Thanks in advance!
10 An alternative to this paragraph: ―I thought of you, because you're always talking about xyz. And if you know anyone who also has aches and pains and who doesn’t want to use painkillers, they’re invited.‖
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Best,
[Your Name]
[Email signature including phone number and address]
c. Sample Phone Invitation
AMOEBA
Hi, Kathleen This is Amoeba. Do you have a minute?
...
I’m having a get-together at my house on [day] to do a demo of a new product that I’m marketing. It’s especially good for people with aches and pains. Of course we’ll have a few munchies and I’m hoping you can come. [pause]
KATHLEEN
What’s the product?
AMOEBA
It’s these little patches that have helped me...
[Use an appropriate piece of your 45-second script here, without the Closing Question.
Note: If your results do not include relieving aches and pains, add:]
And, the product also reduces aches and pains without drugs. That’s what we’re gonna demo.
So, would you like to come? [small pause] ...
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Do you know anybody (else) who might like to come?
5. Introducing the patches to your healthcare practitioner(s)
Next time you’re in for a visit, try this as part of the conversation you have with your doctor, acupuncturist, massage therapist, etc.
Dr. Dingaling, I don’t know if you know this, but I’ve just started a new business. I market a product for...
[Use either your long or short script here – except use the following as the Closing Question]
Do you have any patients (clients…) who might like to know about a product like that?
More situations in the Orange Book, pages 108–194.
Whew!
Now, what if they’re interested and start asking questions? What do I say then?
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6
AAAnnnssswwweeerrriiinnnggg QQQuuueeessstttiiiooonnnsss
If a person is interested when they hear your long or short script, they usually ask one or more of these questions.
These are the answers that are most likely to maintain the customer’s interest. No hype and no seller talk.
1. “What is it?”
―It’s a small patch that looks like a little round Band-Aid.‖
―It’s a patch that you put on your body. It works like acupuncture, but without the needles.‖
―It’s a patch. It is what I use now instead of needles to do acupuncture.‖
―It’s like a medical patch. But it’s a non-invasive approach to health—no drugs or chemicals. We call it acupuncture without needles.‖
2. “Will it work for [me/my sister/other person]?”
―I don’t know if it will work for you [her/him] or not. But what if it works for you [her/him] the way it did for me? Would you like to try it then?‖
3. “Will it work for [fibromyalgia/tennis elbow/other condition]?”
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I don’t know if it will work for that or not. But what if it works for you the way it did for me? Would you like to try it then?
4. “How does it work?”
If you have not yet told your story, start here:
That’s the best part...
Let me tell you what happened to me. I used to be someone who...
[Your long script here
without the Closing Question]
[Continue below.]
If you already told them your story in the previous five minutes, start here:
That’s the best part...
It’s like acupuncture without the needles. It gently stimulates the body’s acupuncture points. They have illustrations and videos showing how to do it on the website. Would you like the link?
5. “How much is it?”
That depends. Let me tell you how it comes. You can get one month’s supply for $89.95 [$69.95 for Silent Nights].
If you place a monthly standing order, they give you a $10 discount.
They also have bulk packages—like going to Costco or Sam’s Club. Do you want to know what they are? [Pause…]
If yes:
They have a $1,500 package, a $500 package
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and a $300 package.
Do you want to do one of those? Or do you want just the one-month supply?
Take the order. See Chapter 4.
6. “Is it a pyramid?”
Oh, goodness, no. Pyramids are illegal. [smile]
What we do is direct sales, kind of like Avon. We bring the product directly to people who want to see it or learn more about it; like I’m doing for you right now. [pause]
The company pays us to do that instead of setting up retail stores.
See how that works?
7. “Is it MLM?”
There’s that option, yes, if someone wants to do it.
I’m focusing on doing the direct sales part of it, like nutraceutical companies do. Anyway, I wouldn’t hype or hound you, in case you’re worried about that. I’m just calling all the [chiropractors, acupuncturists/etc. in the area to introduce the patches and see if they have any patients/clients/ customers/members who might like to know about it. Do you have anybody like that?
7
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CCCaaauuutttiiiooonnnsss
“Forewarned is forearmed.”
I've always liked that expression. I like knowing about something beforehand because then I can avoid it or be prepared.
Here are ten things you may run into.
1. People who don’t buy...
even if they need it or see the benefits.
It's not you or the patches. And it's not because they don't have aches and pains. Many people are venters who talk about their ailments, but are not ready to do anything about them, yet. At least not anything that costs any money. And some don’t understand alternative treatments.
Go on to the next one.
2. Some don’t buy on the first date.
It takes several dates for some people. When a product is unique and unusual, some people want to see it, think about it, and talk about it with their friends or spouse first.
Be patient.
3. Some would rather pay more...
than go on Autoship right away.
While going on Autoship may cost less, some people hesitate to make a monthly financial commitment until they have more experience with the product and the company.
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4. Little goals and big goals
Don’t let someone else’s big goals discourage you from the goals you’ve set for yourself.
If getting your patches free is what you want, that’s as good a goal as earning a living with the patches.
Set your own pace, and your own style. Work with people who respect your goals and make you feel good.
5. Dangers of seller talk
Guard against falling into seller talk—sounding hypey, using technobabble, or making promises.
We all have to overcome the tendency to talk like a seller about our thing.
See the Orange Book, pages 32–51.
6. No health claims.
Predicting that a friend will have specific results is dangerous. Here’s why:
o You don't know for sure what will happen in another person's body.
o The new regulations of the USA Federal Trade Commission generally prohibit claims about specific health results without adequate scientific evidence. You can describe the clinical research that LifeWave presents in its website without making any claims.
o Making promises about results will make you sound like a pushy seller. Better to come across like an
o advisor or a counselor, don’t you think?
7. No income claims.
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Same cautions as Item 6, above.
8. Negative professional talk.
Don’t be put off if some chiropractors and other health practitioners speak negatively about MLM. They probably have experienced the hype and hounding of MLMers who have not been trained properly.
Learn how to answer the question, ―Is this MLM?‖ in the previous chapter ―Answering Questions.‖
9. Protect your self-esteem.
Three ways: Say no first. Say goodbye first, and change the subject first.
o Say no first.
When someone gets gruff during your patch conversation, say, in a kind tone,
―You know, you’re right. This is probably not for you. But if you know anyone, let me know, ok? Gotta run, another call. Have a nice day, ok? Bye!‖
Hang up gently. Take a deep breath before the next call.
o Say goodbye first.
When you’re on the phone, be quick with folks. Always be the first to say,
―OK, I gotta run, have more calls to make. Catch you later, ok?‖
o Change the subject first
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If you get a blank look or negative signals after asking your closing question, you can say,
―Well, if you do, let me know, OK?‖
and change the subject immediately. Complimenting the person works well. For example,
―I’ve been meaning to tell you that your new hairdo looks great! How’s your mom doing?‖
You want to convey that you’re not upset with her reaction and that you’re still interested in her. You’re also not begging.
10. Stay clear of negative people.
Well-meaning friends who have heard of bad MLM experiences may try to talk you out of doing your business.
Ask them to give you a chance to get it off the ground. If they continue to be negative, stop associating until you’re comfortable with your business.
Tom Cruise asked his parents to give him ten years to get his acting career off the ground. They were horrified, but they supported him anyway. And now look...
Ready to start tracking your progress?
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8
III DDDiiiddd IIIttt!!! TTTrrraaaccckkkeeerrr
The tracker is a tool to help you organize the many things you need to do to be successful in your business. The items are keyed to the chapters in the guide. As you complete each one, check them off and know that you’re one step closer to making your first sale!
1. The Money I know the two ways to earn money with LiveWave. I know the six reasons customers are important to the success of my business. I know what I make when a customer orders a month’s supply of the different patches. I know what it takes to earn product introduction bonuses. I know what it takes to earn binary commissions (optional – advanced). I know what it takes to earn matching bonuses (optional – advanced). I know the benefits of upgrading. I know what the bulk packages are. I know there are three types of customers and that a customer has to enroll to buy a bulk order, even though she may not be selling the product. I know how to fill a customer’s order. I know how to help a customer place her order.
2. First Goal Posts I have decided on my goal posts. I have ordered brochures and other sales aids. I know how to refer people to the product page of the LifeWave website so they can check out the patches.
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Klaver
Copyright © 2010 LifeWave and Kim Klaver
QQuuiicckk--SSttaarrtt GGuuiiddee
BBaassiiccss ooff tthhee LLiiffeeWWaavvee BBuussiinneessss
For New Distributors — Patch Fans
Kim Klaver
LifeWave Business Trainer
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Contents
Welcome to the LifeWave® community! ............................................ 3
The Money ........................................................................................ 6
Why Customers First ......................................................................... 6
Three Types of Customers ................................................................. 7
Money from Customers .................................................................... 8
Upgrading ......................................................................................... 9
Three ways to fill an order .............................................................. 11
First Goal Posts ................................................................................ 16
Goal Post 1: My patches free .......................................................... 17
Goal Post 2: Mad Money ................................................................ 17
Goal Post 3: Money for Something Specific .................................... 18
Tips ................................................................................................. 19
Ordering Sales Aids ......................................................................... 19
Finding Customers ........................................................................... 21
Which one are you? ........................................................................ 22
Five Warm-Market Methods .......................................................... 23
1. Calling Friends or Family ................................................. 23
2. Dear Friend Email ............................................................ 24
3. Dear Friend Letter ........................................................... 24
4. Patch Party or Seminar ................................................... 24
5. Amping up Your Social Life .............................................. 27
The Cold Market ............................................................................. 28
Introducing the Patches ................................................................... 30
Transparent Opening Line: ............................................................. 31
No-Pressure Closing Question......................................................... 31
Your 45-Second (Long) First Date Script ......................................... 31
Your 7-Second First Date Script ...................................................... 32
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Situations ........................................................................................ 33
1. Calling friends or family .................................................. 34
2. Answering, “What do you do?” ...................................... 34
3. Dear Friend Email ............................................................ 35
4. Inviting to a Patch Party or Other Patch Demo ............... 36
5. Introducing the patches to your healthcare practitioner(s) ............................................................................ 39
Answering Questions ....................................................................... 40
1. “What is it?” .................................................................... 40
2. “Will it work for [me/my sister/other person]?” ............ 40
3. “Will it work for [fibromyalgia/tennis elbow/other condition]?” ............................................................................... 40
4. “How does it work?” ....................................................... 41
5. “How much is it?” ........................................................... 41
6. “Is it a pyramid?” ............................................................ 42
7. “Is it MLM?” .................................................................... 42
Cautions........................................................................................... 43
1. People who don’t buy... .................................................. 43
2. Some don’t buy on the first date. ................................... 43
3. Some would rather pay more... ...................................... 43
4. Little goals and big goals ................................................. 44
5. Dangers of seller talk ...................................................... 44
6. No health claims. ............................................................ 44
7. No income claims. ........................................................... 44
8. Negative professional talk............................................... 45
9. Protect your self-esteem................................................. 45
10. Stay clear of negative people. ......................................... 46
I Did It! Tracker ................................................................................ 47
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WWWeeelllcccooommmeee tttooo ttthhheee LLLiiifffeeeWWWaaavvveee®® cccooommmmmmuuunnniiitttyyy!!!
In any real community—including LifeWave, which is in 80 countries—something deep and meaningful keeps everyone together. Here’s what binds our LifeWave community:
We all believe in alternative health practices. The patches we use every day to boost our health and energy are one way we express that belief. We know we’re in the minority, but we do it anyway because it’s fun, it’s different, and they work. And no scary side effects.
Many of us have seen the writing on the wall regarding the economy. So, we boost our income by selling products we love. Some pursue an independent career opportunity with LifeWave. We’ve learned some cool new skill sets that enable us to earn our own income and go our own way. We can show you.
Here’s who’s in the LifeWave community:
Patch Customers. Patch customers use the patches everyday because they like how they work. They like being different—doing something healthful without drugs. These customers are not sales people. They often buy in bulk just to get better prices.
Patch Fans. These folks like talking to their friends about the patches. Some have even learned to host patch parties. These folks do not see themselves as professional sales people. They just like getting their patches free, or earning a few extra shekels each month.
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Health Practitioners. Suddenly, MDs, acupuncturists, acupressure body workers, chiropractors, martial arts teachers, and even equine specialists and veterinarians, are offering the patches to their clientele—people who have grown disillusioned with traditional approaches to health troubles.
Marketing Pros. These are folks who have mastered the skill sets to create their own sales organization—marketing the patches and recruiting sales reps.
Suzanne Somers, LifeWave’s Ambassador, is all of the above. She has used the patches successfully in her battle against breast cancer and writes fervently about them in her book Knockout. Actress, comedienne, best-selling author and strong health advocate, Suzanne gives conference calls for LifeWave distributors and is a keynote speaker and social presence at LifeWave conferences and cruises.
Kim Klaver, LifeWave’s business trainer, is a 20-year veteran of direct sales and marketing. She rose to top rank in three different network-marketing companies in record time. Kim has used the patches to heal a bruised arm and completely restore its range of motion in a month, after two years of limited use. She does regular interactive conference-call trainings, speaks at LifeWave events, and stays in touch with LifeWave members.
Whether you’re a patch fan, a health practitioner, a marketing pro, or a celebrity, you are a full-fledged member of the LifeWave community. We appreciate your energy and welcome you sincerely.
This Quick Start Guide provides a brief introduction of how
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you can earn with LifeWave as well as recommended methods for introducting LifeWave to new prospects. Please note that this guide does not deal with the logistics of setting up your LifeWave business. Please refer to the LifeWave Welcome Guide: Starting Smart for that information.
At the end of this guide is the I Did It! Tracker, a step-by-step to-do list for a new distributor to get a jump-start in the LifeWave business. Let us know how it works for you. We’re happy to make improvements.
My sincere wishes for your prosperity and renewed health with LifeWave!
CEO and Founder
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1
TTThhheee MMMooonnneeeyyy
There are two ways to earn money with LifeWave:
1. Getting customers.
2. Building a sales organization.
Both can lead to tremendous success.
Why Customers First
The LifeWave business model encourages a new person to begin by getting customers. Here’s why:
1. There is a large potential market for LifeWave patches—people who crave more energy, better sleep, less pain, less weight, and slower aging—all without drugs or medication.
2. Cool product. LifeWave patches are easy to use, people friendly, and drug free.
3. Solid results. There are many distributors whose lives have been changed by the LifeWave patches. And now, they enjoy telling others about them.
4. Endorsements from respected people. Celebrity health advocates like Suzanne Somers, world-class athletes, and Olympic coaches, rave about the patches.
5. Bulk buyers. Often, people who have experienced the benefits of the patches buy in bulk for the better price, and go on Autoship for convenience and preferred pricing. These are ideal customers.
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6. A customer pool is an excellent source of top distributors, a solid foundation for a productive organization. Many of the big income earners in established network marketing companies started as customers.
Steve Jobs with his iPhones and iPods, created a multi-billion dollar company whose success is built on cool, easy-to-use, people-friendly gadgets that attract passionate customers—millions of them. Over time and with a steady customer base, Apple has overtaken Microsoft in market value.
Three Types of Customers
1. Retail Customer. She buys one month’s supply of patches at the retail price. She is not on Autoship.
2. Preferred Customer. She commits to a standing order each month and gets $10 off retail. (To become a Preferred Customer she must choose Autoship. This means she commits to a standing monthly order when she puts in her first order.)
3. Enrolled Customer. If your customer wants to buy in bulk, it’s best to enroll her. Your bulk customers enroll like a distributor does, even if they do not intend to formally sell the product or build a sales organization. Enrollment entitles a customer to discounts and bonuses and does not cost extra.
Two Quantity Options
1. By the sleeve. $89.95 per sleeve. Worth the extra money if your customer is cautious and wants to try it out first.
2. Bulk packages. All bulk packages include brochures, the LifeWave Report DVD, and virtual wallet account.
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Diamond: $1,499.95. Includes 37 quantities of one-month supply of product. Good for status and recognition.
*US version includes 34 one-month supply of product and includes homeopathic sprays as well.
Gold: $499.95. Includes13 quantities of one-month supply of product. This is the most cost-effective bulk option.
*US version includes 12 one-month supply of product and includes homeopathic sprays as well
Silver: $299.95. Includes 3 patch sleeves. Good if you just don’t have that additional couple of hundred on your card.
Bronze: $99.95. Includes 1 patch sleeve.
Money from Customers
The $40
You make $40 retail bonus when you sell one sleeve — a typical month’s supply — of any of the LifeWave patches, regardless what the customer pays. The $40 retail bonus is paid on all retail sales, as long as you have retail sales of at least three packages within the commission qualifying period.1
One patch, Silent Nights, is $20 less than the others ($29.95) – again, as long as you meet the three package minimum. You will earn a $20 retail bonus on this patch.
The customer can also opt for Autoship on any of the patches. This gets them a $10 discount on any patch. Regardless, you still make the same $40 (or $20 for Silent
1 The commission qualifying period is five weeks.
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Nights)!
This is a generous feature of LifeWave’s pay plan for customer acquisition.
The following table below outlines the LifeWave’s pricing structure. The more packages your sell, the more you benefit.
Category
Member
Preferred
Retail
Retail
(Any product, except Silent Nights)
Price*
Price*
Price*
Bonus
1 Package
$69.95
79.95
$89.95
--
2 Packages
$59.95
79.95
$89.95
--
3 Packages
$49.95
79.95
$89.95
$40.00
*Price per package
Product Introduction Bonus
This bonus is for enrolling a new member in LifeWave,2 or for an upgrade order from a member of your group.
This bonus was designed to motivate distributors to bring in other distributors. However, you earn this bonus also when a new customer wants to buy in bulk. They would buy an enroller package without having to sell.
Tell your customer that these are packages for the sales people, but they can get one without being a salesperson. They can take advantage of the bulk pricing without having to sell.
Upgrading
Upgrading means getting to a higher level of membership
2 Refers to a new member who orders product. If you are at the $25 Starter level, you do not qualify for this bonus. To earn it, upgrade to one of the higher levels before placing your customer’s order.
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by ordering more product.
Each level of membership entitles you to certain bonuses or commissions from orders placed by people you have referred and by people they have referred, several levels deep.
If you anticipate that people you refer will place bulk orders, consider upgrading so you earn more on their initial order.
To upgrade:
Go to your Back Office.
Click Order Product at the top menu bar.
Click New Order on the left.
On the left of the New Order page is a Product Categories box. Scroll down and click on the last item ―Upgrade Kits.‖
Select the upgrade package you want.
Amounts of product introduction bonus—for bulk orders
For New Customer Orders: Product introduction bonuses range from $200 down to $15 depending on the amount of your customer’s order.
New Customer Order Your Bonus
$1,500 – Diamond $2003
500 – Gold 100
300 – Silver 50
100 – Bronze 15
3 Members who have been doing the business a while may achieve higher managerial ranks that entitle them to a larger product introduction bonus of $300–500 on a $1,500 Diamond order or an upgrade to Diamond.
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For Upgrade Orders: If the order is from a current customer who wants to upgrade, you are paid the difference between the bonuses for the lower rank and the higher rank. For example, the bonus for a $500 Gold order minus the bonus for a $100 Bronze order: $100 minus $15 is $85.
Upgrade Order Your Bonus
$1,000 – Gold to Diamond $200
200 – Silver to Gold 50
400 – Bronze to Gold 85
200 – Bronze to Silver 35
500 – Starter to Gold 100
300 – Starter to Silver 50
100 – Starter to Bronze 15
See the Full Pay Plan – ―2. Initial Product Bonuses‖ http://www.lifewave.com/payplan.asp
Other Commissions and Bonuses
There are other commissions and bonuses for members who want to build a sales organization. These ―binary‖ or ―cycle‖ commissions and ―matching bonuses‖ are described in the Full Pay Plan. See http://www.lifewave.com/payplan.asp and videos by LifeWave President Mike Collins and one of LifeWave’s top distributors, Chuck Michel, in the LifeWave Training site. The advanced features of the full pay plan will be discussed in Guide 2 for Marketing Professionals.
Three ways to fill an order:
1. From your own inventory.
Most appropriate for:
A health practitioner who sells products in their
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clinic: an acupuncturist, chiropractor, medical doctor, naturopath, nutritionist, acupressure or other body worker, qi gong, tai chi or other martial arts teacher, or veterinarian.
A patch party host4
To get your inventory at the best price, sign in as a distributor at the Gold level.
The Gold enrollment package includes 13 sleeves of any one patch5 or a sampling of the different patches. Plus matching homeopathic sprays and a first-rate product DVD.
2. Place the order with LifeWave for the customer.
LifeWave takes your customer orders and ships them. You place the order online from your Back Office.
Before you go online, get the following information from your customer. The * indicates required information.
First Name*
Last Name*
Company
Social Security (SSN) or Tax ID number*
Billing:
Bill Street*
Bill Street 2
Bill Country* (drop down)
Bill Postal Code*
City, state and county are automatically filled
4 See section below on Introducing the Patches.
5 US Version includes 12 sleeves, plus homeopathic LifeWave Plus Sprays.
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in after you enter the postal code.
Note: Billing address given above must match the credit card billing address.
Shipping:
Ship Street*
Ship Street 2
Ship Country* (drop down)
Ship Postal Code*
City, state and county are automatically filled in after you enter the postal code.
Contact:
Home Phone*
Work Phone
Email*
Fax
Cell
Credit card:
Credit card number*
Expiration date*
Security Code*
Note: Billing address given above must match the credit card billing address.
When you have your customer’s information, log in to your Back Office and place the order from there.
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IMPORTANT: Before you place an enrollment order (Bronze, Silver, Gold or Diamond), set the LifeWave pay program to optimize your commissions. Here’s how:
Go to your Back Office
Click on Profile — in the top navigation bar, on the left.
In left rail, click on Preferred Placement — 6th item down.
In the box in the drop-down menu, select Not Specified
Click Save Changes
3. Show the customer how to place their order.
First, make sure you have set the pay program to optimize your commissions — see above box.
It’s best is to be online with your customer. You can both be looking at the order page at the same time, even if you’re miles apart. Talk her through the process as she places the order.
Another option is to email her these instructions.
From: Amoeba <amoeba@xxxmail.com>
Date: July 23, 2021 6:21:29 PM PDT
To: Kathy C <guanyin@xxxmail.com>
Subject: You ready to get your patches?
Hi Kathy,
I can do it with you, but just so you know, here are the steps:
1. Go to http://yourdomain.com.
2. At the top, click on Sign Up.
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3. The Sponsor ID is: 000000
4. Country: scroll down and choose it.
5. The product packages will then appear. Choose the Gold Y-Age Plus for $499.95. That’s what I got, too.
6. Complete your order form.
7. You'll get an email with your site info and then you'll have your own site and ID. I can show you how to get a catchy domain name that customers can remember.
Let me know when you're ready and we can do it together. Or try it yourself if you like.
Fun!
Amoeba
PS. If you do it yourself, let me know when it’s done.
. . .
The 64-thousand dollar question is:
How many customers do I need to get what I want from my LifeWave business?
The following chapter shows you how to figure it out.
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3
FFFiiirrrsssttt GGGoooaaalll PPPooossstttsss
One can make a decent living or even obscene income doing LifeWave. The sky is the limit in a marketing business.
However, a string of regular small successes is often a greater motivator than rare big successes with nothing in between.6
When they started, some of the highest earners in the industry could not envision making more than a few hundred dollars a month. Then, small successes led to bigger visions until they were looking at a seven-figure income. Other successful people with giant goals chunk them into baby steps—first goal posts.
Goal Post 1 – My patches free
Goal Post 2 – Mad money
Goal Post 3 – Something-specific money
It’s fine to stop at the first goal post, or the second or the third. A distributor once confessed that she was embarrassed to give her goal in a public conference call because it was too small. No goal is too small. Whatever it is, you are a full-fledged member of the LifeWave business community.
The formulas below are based on the $40 LifeWave pays a distributor for each single pack of patches a customer buys. No matter which patch you sell and whether it’s Autoship or not, you make $40 on single orders of patches. But remember, to qualify for this retail bonus you have to
6 Taleb, N.N., 2007. The Black Swan. New York: Random House.
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have a minimum of three package sales within the 5-week commission qualifying period.
For example, if you sell an IceWave sleeve for $89.95 retail, you make $40. If you sell it for $79.95 on Autoship you still make $40.
Here’s how to calculate the number of customers for each goal post.
Goal Post 1: My patches free7
First, fill in the blank:
Every month I spend $_______
on patches for myself and my family.
Here’s the formula:
Amount you and family spend on patches _______ (above)
Divided by $40
= ____ single-pack patch orders to get my patches free
Goal Post 2: Mad Money
Mad money is extra spending money.
7 This formula holds true as long as you meet the three package minimum sales requirement within the commission qualifying period.
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Tidbit: The term ―Mad Money‖ dates back to the 1920s. It originally referred to money a woman kept on hand in case she wanted to return home from a date without her escort.
First, fill in the blank:
Mad money I want per month $_______
LifeWave pays its distributors $40 for each single pack of patches a customer buys.
Here’s the formula for your mad money:
Mad money I want per month $_______ (above)
Divided by $40
= ____ single-pack patch orders for my mad money
Goal Post 3: Money for Something Specific
For example, a distributor wanted $1,200 to visit her grandson. Here’s how she could make that money with the patches.
Money I want for ______________________: $_______
(specific reason)
LifeWave pays its distributors $40 for each single pack of patches a customer buys.
Here’s the formula to get your something-specific money:
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Something-specific money I want $_______ (above)
Divided by $40
= _______ single-pack-patch customers for
something specific.
Tips
1. Customers on Autoship are ideal. They pay $10 less than one-time customers, but you still get $40 each time they’re charged for the product. And you don’t have to look for a new customer every month.
2. Get one or two more customers than you need, in case someone flakes.
3. If a customer decides to buy a bulk order, you could earn a product introduction bonus. See the previous chapter, ―The Money.‖
4. Set aside a little quiet time to think about your new LifeWave business. Decide what your long-term goals are…then let them go and set your sites solidly on a goal post you believe you can do.
Once you decide on your short-term goals, the number of brochures and other sales aids to order will become clear.
Ordering Sales Aids
How to order:
Go to your Back Office.
Click Order Product in the top navigation bar.
Click New Order in the left rail.
Click Sales Aids on the left under Product
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Categories.
Select the sales aids you want.
You can also download brochures for these patches: Energy Enhancer, Icewave, Y-Age Glutathione, and Silent Night; as well as a brochure for the homeopathic sprays.
The ―@home‖ version is easier to read than the ―full print‖ version. You can download the brochure you want and print it yourself or take it to a print shop.
There are other useful tools available for download. Check them out.
You’re now ready to start reaching out to prospective customers.
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4
FFFiiinnndddiiinnnggg CCCuuussstttooommmeeerrrsss
How do I find customers?
First make up a contact list. Then, decide which communication methods you’re most comfortable with:
Calling friends and family
Sending a Dear Friend email
Sending a Dear Friend letter with or without patch samples
Putting on a patch party or seminar, or having a friend host one
Amping up your social life
Introducing the patches to the cold market
o Calling on local health practitioners and businesses
o Trade shows
o Gold fish bowls with giveaways
o Health talks at community centers
o Attending support groups or hobby groups
o Business networking groups
o Chamber of commerce mixers
o Social media networking
In this chapter we describe each method briefly. But first...
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Which one are you?
You may be someone who can’t wait to pick up the phone and tell a friend about a patch that took pain away almost instantly, or helped you sleep through the night for the first time in years, or helped someone suddenly look ten years younger.
Or you may be someone who feels scared of that first phone call. After all, what if they say no??
Well, what if even the no feels ok? What if most of the time, you and your contact both enjoy the conversation... and sometimes you get a customer or a referral?
Using ―words that work‖8 are your insurance that you’ll enjoy the work of finding customers. The way you talk will tell your contact that you’re not a pushy seller. You’re just looking for people who might like to know about the patches—or who know such people.
In that ―first date,‖ you won’t be asking for money and you won’t be asking them to join your business. Instead, you’ll be bringing them information about something good they probably haven’t heard about, yet.
Your Contact List
Imagine people whom you’ll enjoy contacting...
Now take out your address book or mailing list and look for people who know you. When you look at each name, ask yourself:
―Does so-and-so know me?‖
8 How to use words that work is summarized in the next chapter, ―Introducing the Patches.‖
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If the answer is yes, write the name down.
Then, add the people who were not in your address book, such as:
Hairdresser
Manicurist
Tennis buddy
Recent acquaintance
Business cards not yet in your address book, etc.
This is your patch contact list.
Below are ways you’ll be reaching out to them. Pick the ones you feel comfortable doing.
NOTE: The scripts you’ll be using to reach out are in the next chapter. We first give you a rundown on different methods so that you can select those that appeal to you. The methods you select will give you a context for the scripts, enabling you to learn them more easily.
Let’s start with warm-market methods.
Five Warm-Market Methods
1. Calling Friends or Family
Set aside an hour to call a bunch of friends and family members on your list. Do nothing else until you’ve called for an hour. Each call will be a little smoother, a little easier.
Before you start calling:
Have your script ready. (See next chapter.)
Have your list handy so you can note the status of the calls, when to follow up, and what you said you’d do when you follow up.
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2. Dear Friend Email
Send an email introducing the patches to your online friends and family.
If you care about the privacy of your contacts, best to address the email to yourself and enter the email addresses of your contacts in the bcc field.
A script for a Dear Friend Email is included in the next chapter. It includes your patch story.
Keep an alphabetical list of people to whom you send the email, so you can easily add to it, avoid duplication and note the status of the prospect.
3. Dear Friend Letter
A physical letter sent by snail mail is best for people on your list who are:
Not online.
The special few to whom you’d like to send a few patches to try, as a gift.
Call in a few days just to make sure they received your letter. If you sent them patches, ask if they’ve used them and if they need help placing them. No hounding.
4. Patch Party or Seminar
Gather people and demonstrate the patches in a party or educational setting.
You or a friend can host one. Offer an incentive to motivate a friend to host, e.g., a sleeve of patches of their choice.
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Preparation
Book the date.
Pick a theme. For example, women over 40 who are concerned about aging, or eliminating pain without drugs, or weight loss, etc.
Send out invitations. Email, snail mail, evite.com or call people on the phone.
Order patches to sell at the event. Order them in plenty of time to have at the event.
Call each person on your invitation list and let them know you're sending them an invite. Tell them to watch the mailbox for it. If you didn't get an RSVP back, call again a day or two before the party. (Maybe they forgot.)
The gist of what you’d say on the phone would be:
―Hi, Betty. I'm having this Acupressure Rejuvenation Party. And I thought of you, because you're always talking about xyz."
See the next chapter for a more detailed script.
Prepare an order sheet for each person, so people can choose which and how many patch(es) they want to buy. Include all the information that is required to place an order on the website.
On the day of: Set a relaxed tone with music and something to munch on. Keep it fun and festive.
Have a small display: The LifeWave Experience book, Suzanne Somers’ books, brochures, 1 sleeve of each patch, appropriate magazine or online articles, etc., to trigger interest. Not too much stuff. Just a little allure.
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Select from materials in your Back Office: https://extranet.securefreedom.com/LIFEWAVENANO/Welcome.aspx
Presentation
Select what you feel comfortable doing:
All or part of the LifeWave Report DVD
PowerPoint presentation focusing on your theme
Demo of patching, on volunteers from the audience volunteers using patches
Muscle testing to demonstrate effects of the patches
Taking Orders
Offer three ways to get the patches and maybe an incentive for purchasing that day.
1. Bulk purchase with appropriate discount
2. Single sleeve at the retail price
3. Preferred Customer Autoship order (Get $10 off today, and you can cancel any time.)
Asking for the Next Host
At the end of the presentation, while guests are filling out their order form, ask for the next patch party host:
―By the way, if anyone would like to host one of these at your house, come see me and I’ll tell you what’s involved.‖
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New Customer Follow-up
A patch party or other demo typically results in a customer or two.
Check on your new customer to make sure they are applying the patches correctly every day.
Check, say, on Day 3 and Day 7. Get specific feedback. Keep checking as long as it takes them to use their patch(es) effectively.
5. Amping up Your Social Life
We meet new people at social activities or reconnect with friends we haven’t seen in a long time. Parties, groups, clubs, classes, blogs and other online forums create opportunities to introduce people to the patches.
So, amp up your social life. Rejoin groups. Go to parties and outings you’d have passed up thinking they were frivolous. Take a class you’ve always wanted to take. Pick things you enjoy, like a:
Gardening club
Writing club
Mahjong or bridge group
Meditation or prayer group
Spiritual group
Drumming circle
Weight loss group
New mom group
PTA meeting
Tai chi or qigong class
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Ballroom dancing
Hospice volunteer job
Tennis circuit
Walking, hiking or biking club
Investment club
Real estate club
Raw milk political interest group
Health blog
Website forum on water safety
And many others.
Do not approach anyone with the intention of selling the product. When you meet someone, wait for them to ask ―What do you do?‖ Don’t go first. You may have to encounter them two or three times. Be patient. Let them get to know you a bit.
Be prepared to introduce the patches effectively when you meet new people or bump into old friends. Before amping up your social life, create and master your scripts.
Know your 45-second and 7-second scripts and their variations. Practice them so that they come out of your mouth naturally—day or night. For practice tips, see ―Cold Cadaver Calling‖ in the Orange Book, pages 180–184.
The Cold Market
The cold market is made up of people who don’t know you. Some of the ways we’ve already described to amp up your social life, includes the cold market: strangers.
Some distributors like cold marketing because a ―no‖ from
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a stranger doesn’t hurt as much as one from a friend. And there are no friendships to strain.
Most cold market efforts, however, either cost money, take time, or require skill or nerve.
You don’t have to do cold marketing. If you choose to, pick a cold market strategy that suits you.
If you have lots of time and no money, don’t pick a strategy that worked for someone with lots of money, like running ads. If you don’t like designing and mailing postcards, don’t do it. If you’d rather not do business when you’re at the gym, or if you don’t strike up conversations with strangers easily, don’t do it.
A method may be easy for a friend, but not for you, and vice versa. Teaming up with a buddy is often fun and educational. For example, if you have a budget to buy leads, but have never done cold calls, practice a lot first, and start cold calling with an experienced buddy. Offer to give your buddy a few leads in exchange for their expertise.
Cold market techniques are listed at the beginning of this chapter, and described in the Orange Book on pages 254–283. See also the recruiting materials on http://bananamarketing.com.
Now, what should I say to all these people?
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5
IIInnntttrrroooddduuuccciiinnnggg ttthhheee PPPaaatttccchhheeesss
Use this section as your script cheat sheet to introduce the patches.
These scripts give you an engaging way to:
Respond when people ask what you do
Introduce your product to new people
Create ads, flyers, and business cards
Create voice mail messages
Create email messages, email signatures, and blog posts
Put them on Facebook and Twitter
They guarantee that you will:
Not come across as a pushy seller
Preserve your friends and family relationships
Trigger your contact’s brain to either accept your offer themselves or refer someone
Distributors who had been in LifeWave for several years without success report a burst of new orders since they started using these scripts.
The essential scripts are:
Your 45-second First Date Script
Your 7-second First Date Script
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Both scripts begin and end with a crucial line:
Transparent Opening Line:
I market a product for...
No-Pressure Closing Question:
Do you know anyone who might like to know about a product like that?
Learn these phrases by heart.
The Opening Line tells people up front that you are marketing something. No uncomfortable surprises at the end of your conversation. Your friends won’t mind that you’re marketing something if you tell them up front— before you talk about how great the product is.
The Closing Question does not pressure the person to buy or join anything. It asks them only if they know anyone who...
These lines are the result of experimenting with thousands of exchanges with prospective customers. Try them exactly as they are and see if they work for you.
NOTE: The step-by-step procedures to create the complete scripts are in the Orange Book If My Product’s So Great, How Come I Can’t Sell It?, available in your Back Office. The page numbers below refer to this book.
You can also listen to the entire process in the Customer Enchilada CD series, also in your Back Office.
Your 45-Second (Long) First Date Script
Your First Date Script (FDS) is the first thing your prospective customer will hear you say about your product. First dates are just first dates. No telling your entire personal history on that first date. That comes in the second and third date.
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This is not about memorizing something that everyone parrots. It’s about learning to use a formula to create your own unique script. If you put an authentic part of yourself in your script, you’ll touch certain people and magically open their minds to your product.
See pages 64–123 of the Orange Book to create your 45-second FDS. Write it here.
I market a product for...
Do you know anyone who might like to know about a product like that?
Your 7-Second First Date Script
Create your 7-second FDS (short FDS) from the 45-second FDS (long FDS). The short FDS is perfect when time is short or the person is a stranger. Going up and down elevators or standing in line at the post office are two such occasions.
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See pages 124–127 of the Orange Book.
NOTE: Create your long script first. Then, excerpt your short script from it. Write your short script here.
I market a product for...
Do you know anyone who might like to know about a product like that?
Tip: Before introducing the patches to a real customer, practice your scripts first. Say them out loud until they sound conversational and natural to your own ear. Find a friend to role play with. Then do cadaver calling with a LifeWave buddy as described in the Orange Book, pages 180-184.
Situations
Use your short or long script, as appropriate, in the following situations. In general, the long script is good for people who know you well. The short one is best to start a conversation with a stranger.
Calling friends or family
Answering ―What do you do?‖
Dear Friend email
Inviting to a patch party or other demo
o Phone invitation
o Email or snail mail invitation
Introducing the patches to your healthcare specialists
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1. Calling friends or family
AMOEBA
Hi, Aunt Lulu? This is Amoeba.
Listen, I only have a minute and I’m calling everyone I know to ask them a question. Do you have a minute?
AUNT LULU
Yes, honey, what’s up?
AMOEBA
Well, I don’t know if you know this, but I market a product for...
Your long script here
Anyway, if I get [five customers, they give me my product free.9] So I’m calling to ask, do you know anyone who might like to know about a product like that?
2. Answering, “What do you do?”
Any time you meet someone new, this is one of the first questions they ask—at parties, business meetings, any social occasion.
Your short script (pages 3–4 above) is probably most appropriate here. Insert parts of your long script during the rest of the conversation as the opportunity arises.
9 Use the number of customers and the reason you have chosen as your initial goal post; for example, ―...10 customers and I can take that trip I’ve been telling you about...‖
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On the other hand, if you meet an old friend you haven’t seen for a while, they might like to hear the 45-second script right away.
See the Orange Book, pages 157–162.
3. Dear Friend Email
For folks who know you, email subject options:
o Quick question
o Do you know anyone?
o Can you help me?
Choose the subject that would make you open the email.
Hey (or Hi), Aunt Lulu,
OPTION A (if she doesn’t know about your business):
I don’t know if you know this, but I’ve started a little business of my own. I market a product for...
[Your long script here]
I’m writing to ask if you know anyone who might like to know about a product like that.
If you do, can you let me know?
Love,
Your name
Email signature with your local phone number
OPTION B (if she knows about your business):
Hi (or Hey) Aunt Lulu,
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You know I recently started a little business of my own, right? Well, I’m writing to ask if you can help me.
I market a product for...
[Your long script here]
I’m writing to ask if you know anyone who might like to know about a product like that.
If you do, can you let me know?
Love,
Your name
Email signature with your local phone number
4. Inviting to a Patch Party or Other Patch Demo
You can send out email invitations, use evite.com, or call people on the phone.
a. Sample email – informal
Subject: Free eats Wednesday night at my place
Hey (Hi) Lulu,
This coming Wednesday night I’m hosting a little patch party at my place. I’m showing how I use these little patches that have finally eliminated my knee pain. So I’ve decided to market them.
Want to come cheer me on?
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Do you know anyone who has trouble with pain and who wants to do something about it without drugs? Well, they’re invited too.10
Let me know, ok? I’m just getting this off the ground and would love for you to be there.
Ta ta,
[Your Name]
[Email signature, including phone number and street address]
b. Sample email – more formal
Subject: Quick Question
Hi John,
My question…
This Wednesday night I'm doing a free demonstration in [name of your town], on how to relieve pain without drugs, pills, needles or surgery, like I’ve done.
I’ll be demonstrating a product that works like acupuncture, but without needles.
Do you happen to know anyone with aches or pains who's open to alternative therapies? And who might like to come to this demo?
If you do, please let me know in the next day or so. Thanks in advance!
10 An alternative to this paragraph: ―I thought of you, because you're always talking about xyz. And if you know anyone who also has aches and pains and who doesn’t want to use painkillers, they’re invited.‖
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Best,
[Your Name]
[Email signature including phone number and address]
c. Sample Phone Invitation
AMOEBA
Hi, Kathleen This is Amoeba. Do you have a minute?
...
I’m having a get-together at my house on [day] to do a demo of a new product that I’m marketing. It’s especially good for people with aches and pains. Of course we’ll have a few munchies and I’m hoping you can come. [pause]
KATHLEEN
What’s the product?
AMOEBA
It’s these little patches that have helped me...
[Use an appropriate piece of your 45-second script here, without the Closing Question.
Note: If your results do not include relieving aches and pains, add:]
And, the product also reduces aches and pains without drugs. That’s what we’re gonna demo.
So, would you like to come? [small pause] ...
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Do you know anybody (else) who might like to come?
5. Introducing the patches to your healthcare practitioner(s)
Next time you’re in for a visit, try this as part of the conversation you have with your doctor, acupuncturist, massage therapist, etc.
Dr. Dingaling, I don’t know if you know this, but I’ve just started a new business. I market a product for...
[Use either your long or short script here – except use the following as the Closing Question]
Do you have any patients (clients…) who might like to know about a product like that?
More situations in the Orange Book, pages 108–194.
Whew!
Now, what if they’re interested and start asking questions? What do I say then?
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AAAnnnssswwweeerrriiinnnggg QQQuuueeessstttiiiooonnnsss
If a person is interested when they hear your long or short script, they usually ask one or more of these questions.
These are the answers that are most likely to maintain the customer’s interest. No hype and no seller talk.
1. “What is it?”
―It’s a small patch that looks like a little round Band-Aid.‖
―It’s a patch that you put on your body. It works like acupuncture, but without the needles.‖
―It’s a patch. It is what I use now instead of needles to do acupuncture.‖
―It’s like a medical patch. But it’s a non-invasive approach to health—no drugs or chemicals. We call it acupuncture without needles.‖
2. “Will it work for [me/my sister/other person]?”
―I don’t know if it will work for you [her/him] or not. But what if it works for you [her/him] the way it did for me? Would you like to try it then?‖
3. “Will it work for [fibromyalgia/tennis elbow/other condition]?”
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I don’t know if it will work for that or not. But what if it works for you the way it did for me? Would you like to try it then?
4. “How does it work?”
If you have not yet told your story, start here:
That’s the best part...
Let me tell you what happened to me. I used to be someone who...
[Your long script here
without the Closing Question]
[Continue below.]
If you already told them your story in the previous five minutes, start here:
That’s the best part...
It’s like acupuncture without the needles. It gently stimulates the body’s acupuncture points. They have illustrations and videos showing how to do it on the website. Would you like the link?
5. “How much is it?”
That depends. Let me tell you how it comes. You can get one month’s supply for $89.95 [$69.95 for Silent Nights].
If you place a monthly standing order, they give you a $10 discount.
They also have bulk packages—like going to Costco or Sam’s Club. Do you want to know what they are? [Pause…]
If yes:
They have a $1,500 package, a $500 package
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and a $300 package.
Do you want to do one of those? Or do you want just the one-month supply?
Take the order. See Chapter 4.
6. “Is it a pyramid?”
Oh, goodness, no. Pyramids are illegal. [smile]
What we do is direct sales, kind of like Avon. We bring the product directly to people who want to see it or learn more about it; like I’m doing for you right now. [pause]
The company pays us to do that instead of setting up retail stores.
See how that works?
7. “Is it MLM?”
There’s that option, yes, if someone wants to do it.
I’m focusing on doing the direct sales part of it, like nutraceutical companies do. Anyway, I wouldn’t hype or hound you, in case you’re worried about that. I’m just calling all the [chiropractors, acupuncturists/etc. in the area to introduce the patches and see if they have any patients/clients/ customers/members who might like to know about it. Do you have anybody like that?
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CCCaaauuutttiiiooonnnsss
“Forewarned is forearmed.”
I've always liked that expression. I like knowing about something beforehand because then I can avoid it or be prepared.
Here are ten things you may run into.
1. People who don’t buy...
even if they need it or see the benefits.
It's not you or the patches. And it's not because they don't have aches and pains. Many people are venters who talk about their ailments, but are not ready to do anything about them, yet. At least not anything that costs any money. And some don’t understand alternative treatments.
Go on to the next one.
2. Some don’t buy on the first date.
It takes several dates for some people. When a product is unique and unusual, some people want to see it, think about it, and talk about it with their friends or spouse first.
Be patient.
3. Some would rather pay more...
than go on Autoship right away.
While going on Autoship may cost less, some people hesitate to make a monthly financial commitment until they have more experience with the product and the company.
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4. Little goals and big goals
Don’t let someone else’s big goals discourage you from the goals you’ve set for yourself.
If getting your patches free is what you want, that’s as good a goal as earning a living with the patches.
Set your own pace, and your own style. Work with people who respect your goals and make you feel good.
5. Dangers of seller talk
Guard against falling into seller talk—sounding hypey, using technobabble, or making promises.
We all have to overcome the tendency to talk like a seller about our thing.
See the Orange Book, pages 32–51.
6. No health claims.
Predicting that a friend will have specific results is dangerous. Here’s why:
o You don't know for sure what will happen in another person's body.
o The new regulations of the USA Federal Trade Commission generally prohibit claims about specific health results without adequate scientific evidence. You can describe the clinical research that LifeWave presents in its website without making any claims.
o Making promises about results will make you sound like a pushy seller. Better to come across like an
o advisor or a counselor, don’t you think?
7. No income claims.
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Same cautions as Item 6, above.
8. Negative professional talk.
Don’t be put off if some chiropractors and other health practitioners speak negatively about MLM. They probably have experienced the hype and hounding of MLMers who have not been trained properly.
Learn how to answer the question, ―Is this MLM?‖ in the previous chapter ―Answering Questions.‖
9. Protect your self-esteem.
Three ways: Say no first. Say goodbye first, and change the subject first.
o Say no first.
When someone gets gruff during your patch conversation, say, in a kind tone,
―You know, you’re right. This is probably not for you. But if you know anyone, let me know, ok? Gotta run, another call. Have a nice day, ok? Bye!‖
Hang up gently. Take a deep breath before the next call.
o Say goodbye first.
When you’re on the phone, be quick with folks. Always be the first to say,
―OK, I gotta run, have more calls to make. Catch you later, ok?‖
o Change the subject first
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If you get a blank look or negative signals after asking your closing question, you can say,
―Well, if you do, let me know, OK?‖
and change the subject immediately. Complimenting the person works well. For example,
―I’ve been meaning to tell you that your new hairdo looks great! How’s your mom doing?‖
You want to convey that you’re not upset with her reaction and that you’re still interested in her. You’re also not begging.
10. Stay clear of negative people.
Well-meaning friends who have heard of bad MLM experiences may try to talk you out of doing your business.
Ask them to give you a chance to get it off the ground. If they continue to be negative, stop associating until you’re comfortable with your business.
Tom Cruise asked his parents to give him ten years to get his acting career off the ground. They were horrified, but they supported him anyway. And now look...
Ready to start tracking your progress?
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III DDDiiiddd IIIttt!!! TTTrrraaaccckkkeeerrr
The tracker is a tool to help you organize the many things you need to do to be successful in your business. The items are keyed to the chapters in the guide. As you complete each one, check them off and know that you’re one step closer to making your first sale!
1. The Money I know the two ways to earn money with LiveWave. I know the six reasons customers are important to the success of my business. I know what I make when a customer orders a month’s supply of the different patches. I know what it takes to earn product introduction bonuses. I know what it takes to earn binary commissions (optional – advanced). I know what it takes to earn matching bonuses (optional – advanced). I know the benefits of upgrading. I know what the bulk packages are. I know there are three types of customers and that a customer has to enroll to buy a bulk order, even though she may not be selling the product. I know how to fill a customer’s order. I know how to help a customer place her order.
2. First Goal Posts I have decided on my goal posts. I have ordered brochures and other sales aids. I know how to refer people to the product page of the LifeWave website so they can check out the patches.
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