integritasgroup© team reset Marketing method Revision 1.2
Welcome.
INTEGRITASGROUP© team reset marketing method
Before You Get STarted Welcome
Additional TraininG
The Team RESET Marketing Method is one of the most effective Marketing Methods we have ever seen. Anyone who invests a couple of hours into learning the program and scripts and uses them, gets results.
Throughout this training manual you’ll see video tutorials. Click on those for additional and more in depth training.
The Team RESET Marketing Method has helped many people become a Top 25 Preferred Customer Enroller with USANA.
Start with the one below.
Overview Video Watch @ www.integritas-group.com
YoU’ll Learn ‣ How
to sell the RESET ‣ How to get referrals ‣ How to have your customers bring you more customers ‣ Turn one customer into four customers ‣ How to use www.TheResetProgram.com to leverage your time and introduce RESET to people around the globe ‣ Help your customers achieve their weight loss goal ‣ Make people “Customers for Life” ‣ Create duplication in your team
outline Learn it
promote IT
Form RESET Teams
Customers FOr Life
Duplicate
TEAMRESETSUCCESS. over 400 RESETS sold by one Associate
INTEGRITASGROUP© team reset marketing method
One of our team members sold over 400 RESET kits using this script. He did this on Kodiak Island that has a population of only 13,592.
If a high school science teacher could do this on a remote island in the Gulf of Alaska, what can you do where you live? Kodiak Island, Alaska
What Could You DO?
promote.
INTEGRITASGROUP© team reset marketing method
Master the Basics
The Script
“I’m getting a team of people together who want to shed a few pounds or lose their cravings. I find people work best in teams. Do you know anyone who wants to shed some pounds or lose their cravings?” printer friendly scripts
Not Interested
“Ok. You know anyone off the top of your head who might be interested?
No Worries! Continue Conversation
Video tutorial Watch @ www.integritas-group.com
Referral
Personal Interest
“Great! Who is the person? Can I have their phone and email? Why do you think they may be interested?”
“What are you looking to achieve? What have you tried in the past? What are your goals?”
Contact THe Referral
Ask Questions & Introduce
Question&Answer.
They are Coming. Questions are good. Be Prepared!
“What is it?” “It’s NOT a diet. Diets don’t work for most people. In fact they are usually just a roller coaster ride up and down which eventually leads to more weight gain. This is a healthy lifestyle program. People are in their current form of health from years and years of daily habits. This program teaches people healthy habits in four areas: eating better, exercising, nutrition, and team work. Most people lose the carb cravings, shed a few pounds and just feel ‘clean.’
“How much does it cost?” “Some people actually save money while on this program when they add up what they spend on groceries and eating out. How much do you usually spend on lunch or dinner? The meal replacement shakes are about $3. They are usually cheaper then what it cost to eat out or what people spend on coffee. The first 5 day phase costs $99.”
Video tutorial
Note: If you have a RESET story, share it! Watch @ www.integritas-group.com
INTEGRITASGROUP© team reset marketing method
“Can ‘so-and-so’ do it with me?” Of course! Actually people have the most success when they do it in a team with people they know. It’s more fun that way and we can hold each other accountable. There are actually some pricing discounts for us to encourage team works. Who do you have in mind?
NExt Step Move to the Introduce step after answering each question. If they have detailed questions, refer them to the website!
Introduce.
INTEGRITASGROUP©
Let the Website work for you. Keep it simple. The Script
“I’ve found that people do really well in teams. So I’m getting a team together and we’re starting on [Date]. Go to www.TheResetProgram.com and use this access code: [Access code.] All the details are on there. Watch the “Before” section. When will you have a chance to check it out? Okay. When can we catch up after you’ve checked it out? Note: You don’t have to use the website. If you have the knowledge, you can explain or present the information one-on-one. Use your judgement.
team reset marketing method
Remember to update your Integritas Group system with notes and the follow up date. This way you never forget to call someone! Access Code
An access code allows you to create profile accounts for potential customers. It helps you keep track of where people are at and who’s looked at what.
Video tutorial Watch @ www.integritas-group.com
Watch and study the videos yourself to master the word tracks and improve your own knowledge.
Follow Up.
INTEGRITASGROUP© team reset marketing method
The fortune is in the followup The Script
“I’m getting the team finalized for people who want to lose the cravings and shed the pounds. Did you have a chance to go through the website?”
printer friendly scripts
YES, looked at site
“What did you like best about the RESET Program? Did anything really stand out to you?”
Move on to Close
No, did not #1
“Why not? Do you still have the access code? The deadline is on [date] and we’re getting a good size team together. When will you have a chance to look it over?” repeat follow up
Video tutorial Watch @
www.integritas-group.com
No, did not #2
No, did not #3
“You don’t have to look at the website before ordering the product, just before we actually start.
“I feel like I’m chasing you down on this...be honest, is this something you’re interested in or not?”
Do you want to go ahead and just get setup?”
Note: Be nice, but direct
Move to Close or repeat follow up
Close, Followup or move on
Close.
INTEGRITASGROUP© team reset marketing method
You have to Ask People to Join The Script
Do you want to join my RESET Weight Loss Group?
printer friendly scripts
Video tutorial Watch @
www.integritas-group.com
“Yes, I do” “Great! What’s your address for shipping? Which credit card do you want to use to pay for it? USANA knows that people have more success when we do the RESET in small teams. They want to encourage teams by offering a price break. If you can get three other people who want to shed some pounds and lose the food cravings, everyone can save about $20 per RESET kit. Do you have anyone in mind to form a team with?”
Move on to final Preparation
Many people will want to form their own team or save money for themselves and their friends. Utilize RESET 4 Pack to help turn one customer into four customers. Encourage teamwork!
“No, I don’t” “Okay, any particular reason?” Note: Prepare for some Q&A. If still no interest, that’s fine. Don’t push the conversation or try to talk the person into it. Many people you talk with now, will turn join a RESET Team at a later date. You’re building a “long term” sales pipeline.
FinalPreparation. Making a list, checking it twice
INTEGRITASGROUP© team reset marketing method
Checklist ‣ Get
all orders in by the deadline so people get the RESET by the start date. ‣ Call EVERYONE - both people on a team and people not on a team (yet). ‣ Consider getting extra Nutrimeal on hand, people will want to buy right after the 5 day RESET is done. ‣ Make sure everyone who is doing the RESET has reviewed the “Before” section at www.TheResetProgram.com or you’ve walked them through the equivalent. ‣ Get creative - what can you do to get more people on your team? ‣ Meet with your upline and attend training calls to finalize your team. ‣ Make sure everyone has the website and access code.
RESET Team members Order NOT placed yet or organizing a 4 Pack team: “The deadline for our RESET team is here. We need to get you setup so everything arrives in time. Are you and your team ready?” Once orders are placed: “You should get the RESET kit a couple days before we start. I’ll go through the final details with you then. In the meantime do you have any questions? We’re starting on Monday, the [start date]. Will you have a chance to go through the “Before” section on the www.TheResetProgram.com site?”
Non Members Get in touch with everyone who has expressed interest and who has not given you a definite YES or NO answer. “I’m getting everything finalized for my weight loss team. The deadline to get everything setup is [deadline]. So far I have XX number of people, so a really solid team is forming. It’ll be great. Do you want join my team?” Note: Many people who join your RESET Team this time, will in the future. Update your Integritas Group system so you can followup.
Video tutorial Move on to RESET Week Watch @
www.integritas-group.com
RESETWeek.
INTEGRITASGROUP©
Lose the Cravings, shed the pounds & Get Results Before
Call all team members to make sure they are ready to start on Monday.
Day 1 Check in with everyone to make sure they are doing the RESET.
Day 2 Call and check in. Make sure they are logging into www.TheResetProgram.com and watching the “During” videos.
Day 3
team reset marketing method
Video tutorial
Call, “Doing Good?”
Watch @
www.integritas-group.com
Day 4 Call, “Doing Good?”, discuss next phase
Day 5 Call, “Doing Good?”, discuss next phase
Tips ‣ There’s
no ‘Perfect’ script this week. Check in with people, be supportive, and be upbeat. Touch base daily. ‣ Even though RESET is not a starvation diet, many people will starve themselves. Don’t let them! ‣ Make sure people are going through the “During” videos. ‣ Get with people to create an “After” plan. ‣ Make sure to follow what the Integritas Group system tells you!
AfterTheReset.
INTEGRITASGROUP© team reset marketing method
What’s their next phase?
Next phase ‣ There’s
no perfect script for the next phase. ‣ Know their goals. Recommend the next best Phase. ‣ Know why the USANA Foods and Supplements are the best. ‣ Tell people what Phase you’re on. “Stories Sell, Facts Tell.” ‣ Ask questions! “What’s your plan? What are you having for breakfast? What did you like best about the RESET?” ‣ Use the “Four Key Health Principles.” It provides structure. ‣ Work closely with your upline and attend conference calls.
Video tutorial Watch @
www.integritas-group.com
Customerforlife.
INTEGRITASGROUP©
turn a one time buyer into a loyal, lifetime customer How To
Creating a customer for life is essential for you to build a long term residual income with USANA. People will not magically turn into a long term, loyal customer. It’ll take a bit of work on your part, but it’s well worth it. Use the guidelines below to help you out.
Personal Touch ‣ No
matter how advanced technology gets, nothing beats a thoughtful personal touch by YOU. ‣ Minimum of one personal touch a month with each person. ‣ Keep detailed notes of their interests and goals; share updates, new products and info that is relevant.
Follow up ‣ Make
sure people are using the products regularly and correctly (many people misread the labels!) ‣ People get extra product on hand, when that happens, push back their autoship, rather then them canceling it. ‣ Are the products helping the person achieve their health goals?
Did you know that one RESET Customer has the potential to earn you over $10,000 in commission profit over his or her lifetime? That’s profit, from one customer.
Education ‣ Educating
people on the science behind the products is critical. Educated people won’t get distracted when the next magic juice,potion or lotion comes out! ‣ USANA adds informative product flyers into people’s shipment. ‣ The Integritas Group system has weekly “Health” emails.
team reset marketing method
Video tutorial Watch @
www.integritas-group.com
organization ‣ Organization
is the key in helping you stay on top of things. After a handful of customers, people will start following through the cracks if you’re not organized. ‣ Use the Integritas Group system and the “Customer” section. It was designed for USANA Associates by USANA Associates to assist you.
Referralprogram.
INTEGRITASGROUP© team reset marketing method
Create a continuous stream of referrals
The Script USANA doesn’t spend a bunch of money on TV ads or pay athletes millions of dollars to endorse their products. Rather, they know if people get results with the products, word will naturally spread. They have a referral program in place so that you can get your products paid for by referring a few people to the products. Do you want me to get you setup for that?
“Yes, I’m interested” “Great. USANA just needs one more piece of information and that’s your Social Security Number. Sometimes it works out where people can make a decent chunk of change from referrals, and in case you do, they need that on hand for tax purposes. What’s your social?”
“Will I have to do much?” “No, you won’t. If someone is interested in the product, you’ll just refer them to me. I’ll take care of them, provide them great customer service, and you’ll get credit for the referral. It’s a win-win-win for everyone.”
How it Works We’re signing people up as Associates in USANA. But rather then saying “Associate” and “Business Centers” we keep things simple by calling it the “referral program.” There is the $29.95 eBDS fee. Your call to pay for it yourself or have your customer pay.
Video tutorial Watch @
www.integritas-group.com
Pacesetter Program The Referral program is a great way to help you get Premier Platinum/or Pacesetter done. It’s a very easy way to get new Associates, especially if you pay their $29.95 enrollment fee. Attend the training calls for more details.
ReadyFireAim.
INTEGRITASGROUP© team reset marketing method
action always Beats Perfection
Hit a RoadBlock?
Checklist ‣ Learn
the initial script and Q&A. Memorize it and role play with your upline to get it solid. ‣ Go through www.TheResetProgram.com. Study the videos to learn the program and the word tracks that are used. This will help you improve your skills. ‣ Create a promotion plan to get people for the next RESET group. Use the script with a minimum of 50 people. People who do, have groups with 5 to 20 people. ‣ Meet with your upline for accountability. How many times will you use the script per day? Per week? Set goals. ‣ Put all your contacts into the Integritas Group System. This will keep you organized and help your upline coach you.
Setting goals and being held accountable is critical in helping you build your USANA business. Are you setting weekly goals with your mentor?
Confused? Lost? Stuck? Your upline is not a mind reader. If you’re having trouble executing, let your upline know or speak out on the conference call. The Integritas Group Community is here to help you. However, you have to speak up for help. Everyone in USANA runs into issues and has “skeletons in the closet” that create self imposed obstacles. Don’t be embarrassed or let them stop you. We all have them. The successful people face them and overcome them.
Video tutorial Watch @
www.integritas-group.com
Bottom line is that your business won’t grow unless you take action and promote. What are you doing to grow your business?
CreatingDuplication. Create Leveraged, Residual Income
If you can’t get a customer or form a RESET team together, what will you teach your future team to do? You must lead by example. Chris Lopez & Jason Wells have been in USANA for 10 years with a very big and successful business. They still consistently get customers on a regular basis.
team reset marketing method
Duplication Checklist
Foundation Many people want to be at the “top” and earn big money, but very few people are willing to roll up their sleeves and do the necessary work. Learning how to sell the product and get customers is a skill that you must have to lay a strong foundation for your business.
INTEGRITASGROUP©
‣ Remember
the KISS Principle: “Keep It Simple, Silly.” Don’t overcomplicate this business. ‣ If you currently have a downline, share this training document with them and run RESET Teams together. ‣ Run a RESET Team to learn it yourself. You learn the most by doing. ‣ Once you run a RESET Team, keep doing it over and over again with the deadline on the website. ‣ Have all of your new team members read this document and help them as they run their RESET Teams. You might want to keep notes as you do it. Believe it or not, before long you’ll be an expert on the RESET Teams. ‣ It’s that simple :)
WrappingUp.
INTEGRITASGROUP© team reset marketing method
Getting Plugged In “Can I share this document?”
Yes you can share this document. We’re believers in Karma. You do good, good comes back to you. You do bad.... The goal of this document is to help you and other USANA Associates build a strong, long term business. We’re all in it together. We ask that you don’t copy, make changes or misuse this document. Please do not share and abuse access codes on the www.TheResetProgram.com with other Associates. Please use this with your potential customers. There are production costs for creating the videos and website and video delivery costs every time someone watches a video. You may notice our videos are some of the fastest loading on the Internet. We pay a premium for that. The Integritas Group subscriptions help cover those costs.
“I Have more questions”
“What is the Integritas Group?”
Please read the document thoroughly and watch the training videos because many of the common questions are already answered.
The Integritas Group is a team, community, marketing system, and training hub for USANA. It was founded by Chris Lopez and Jason Wells to provide a “one stop shop” for their team. It grew from there. Since then, it’s constantly improving.
If you have additional questions, ask your upline, attend one of our training calls or ask us on Facebook at www.Facebook.com/IntegritasGroup
Subscribe to our channel for additional training, marketing tips and USANA updates. www.youtube.com/integritasgroup
Check out www.integritas-group.com for more details.
Follow our fanpage to ask questions, build relationships, and get plugged into the community. www.facebook.com/integritasgroup
fAQ’s.
INTEGRITASGROUP© team reset marketing method
Get the answer you need! “Do We Enroll Them as PC’s?” We don’t enroll them as PC’s when they order the RESET kit. Do a Shop@USANA order for them. This allows you to place the volume that works for your business the best. Plus you don’t have to worry about explaining the PC program, what to put on their autoship, etc. KISS! Just get the RESET ordered for them and make sure they have a great experience. After the RESET, then talk with them about becoming a PC.
“Do you mention anything about tax and shipping because that makes the actual price be $120-$125?” That wasn’t included in the video or training scripts because everywhere is different with the amount of tax they charge and shipping costs. Figure out the costs for where you live for ordering one RESET kit and a 4 pack. You can give people an estimate of the total cost and then present the “4 pack” savings by getting a few other people on board.
“Do you offer samples?” There’s no hard or fast rule on this. It depends on the situation (geographic location, your conversation, taste concerns, etc). If a sample will help, provide one if you can. But don’t get in the mindset that you must always sample to get a customer. Trust us - You don’t! You can always remind people that there is a no questions asked refund policy
fAQ’s.
INTEGRITASGROUP© team reset marketing method
Get the answer you need! “How do I know when the next RESET challenge is?” The RESET program is always set for the first Monday of each month. For example, the first Monday in August, 2012 is August 6th. That’s the starting date. The ordering deadline date is set for 1 week before the start date. In our example that would be Monday July 30th. This allows 5 business days for shipping. If UPS or FedEx ground (the most economical shipping) takes 5 days to get to you, feel free to move your ordering date by telling your people.
“Can I choose my own starting date if it’s different?” Absolutely! If a different date works for your RESET team better then our date, feel free to adjust the date. The timer on the website will still countdown to our starting date, just let people know you’re doing a different date. They won’t mind! Do what you need to, to build your business!
“when the timer runs out, is there an online vitrual IG group?” No, IG doesn’t run any virtual, team wide RESET groups or meetings. The countdown timer is designed to help you with monthly goal setting, getting your customers on board with the use of a deadline and to create energy among all the Associates leading groups. However, what you do with you team is your decision. The different timezones, niche groups and people’s schedules make it too difficult for to run a system wide one. You know what’s best for your group. Use the video on the TheResetProgram.com as your base. We highly encourage that you work with other Associates to create virtual groups.
Makingithappen. RESET Script Success
INTEGRITASGROUP© team reset marketing method
Over 10 responses on Facebook and private messaging (PM) within 1 hour of posting the script. Notice how she “Made It Her Own”? Nice work Evelyn!
Video tutorial
Evelyn Ojeda-Fox - Pregnancy, Birth and Parenting Mentor at The Peaceful Birth Project - http://thepeacefulbirthproject.org/
Get More Details @ Watch @ YouTube.com/Integritas Group www.integritas-group.com
socialmedia
INTEGRITASGROUP© team reset marketing method
How to use Facebook and others online Using Facebook and other social to form a RESET team is almost the exact same as doing it in person. Use the scripts and the training just as it was outlined in this training manual! There are just a few differences and things to keep in mind.
Step 1 Publicly promote the initial script. Add on to the end that people should Private Message (PM) you if they are interested. About 50% of people will PM you and the other 50% will reply back on the public status.
Step 2A For people who reply back publicly. If they say they are interested, reply back with “Great! I’ll PM You” For people who reply back with a question, answer the question publicly and then ask them a question to engage them (“What are you looking to achieve?”) Send them a PM with the same information.
Step 3 Once you have a picture for what they’re looking, send them the website and access code or just write out a bit of information (use your judgement). Then get their phone number and talk with them offline! “Let’s get the final details worked out and see if this program can help you out. It’s easier to catch up on the phone. What’s the best number?”
Step 2b For people who PM you and people you’re PMing back from a public reply, start by engaging them and asking questions! (“What goals do you have?” What have you tried in the past?”, etc. Learn about what they’re doing.) Have a conversation with them over PM.
Keep the PM’s short and simple. Only do one question and one “fact sharing” per message. People’s attention spans are short on social media (and texting.) If you ask more then one question, usually people will not reply or only answer one of your questions. Look at your personal messages to see examples!
Marketingmethods. Get our other Training Manuals too!
Log into your IG account or go to www.integritasgroup.com/healthpak
INTEGRITASGROUP© team reset marketing method
releasenotes.
INTEGRITASGROUP© team reset marketing method
See what’s been updated version 1.1 ‣ Updated
various formatting issues. ‣ Updated “Can I Share This Document?” on page 16, “Wrapping up.” ‣ Created a FAQ (Frequently Asked Questions) section with 6 Q&A on pages 17 & 18. ‣ Added a “Making It Happen” Success Story on page 19. ‣ Added a “Social Media” page to give you tips and to clarify how to use social media to form RESET Teams on page 20. ‣ Added the “Release Notes” on page 21 so you can track what changes from version to version. Check this page to make sure you have the latest information and aren’t missing any updates!
version 1.2 ‣ Update
training video links to YouTube hosted videos so any USANA Associate can view the training.
