As I’m writing this, I’m about to head off to my monthly massage.
Even as I type that, it makes me feel so EXTRA, but it’s truly about health!
When the hubs and I set our 2020 goals, getting monthly massages was at the top of the list. I work at a desk all day, and my husband works with elementary students. Needless to say, our bodies get a lot of stress!
Being the researcher that I am, I started off the year looking into different massage therapists in the area. I used to have the BEST massage therapist until she moved. And I just haven’t found “the one” since, but I was determined to try!
We landed on Massage Envy and booked our first massages.
When we went to pay, the front desk worker dutifully went through her sales spiel.
She didn’t have to convince me. We knew we wanted to become members and receive our monthly dose of ahhh.
But here’s the thing…
If I hadn’t gone in knowing I wanted to join, I wouldn’t have. No, not for the reason you’re thinking. Not because I didn’t want to spend the money. Not because I didn’t like the masseuse.
I wouldn’t have been able to make a decision because a verbal sales pitch isn’t how I receive information.
You see, I’m NOT an aural learner. Hear me again (pun intended!) when I say I don’t learn well from someone telling me something out loud.
Do you ever meet someone new and ask for her name, and then 5 seconds later you don’t remember it? Yep, me, too. On the other hand, if her name was written on a name tag, for instance, I’d have it stored in my pictorial memory.
In the same way…if brochures had been out at Massage Envy, I would have grabbed one and read every detail… Because that’s how I learn best.
It’s not that I wasn’t interested in what she had to say or didn’t want the opportunity. I just couldn’t process it the way it was presented.
Consider this when you’re presenting the business opportunity to prospective team members.
We all have different learning styles. You have visual learners, auditory learners, and kinesthetic learners.
If you’re only verbally sharing the opportunity at your skincare classes, what might be some other ways you could incorporate the message?
Learn by Watching or Reading – You need to see it to learn it.
- Having recruiting brochures on the table for guests
- Sharing your AnchorCard link so she can read about the opportunity anytime of day at her convenience
- Your party is actually a great demonstration of what it is like to be a beauty consultant! Your guests are watching you the entire time. This is your chance to show them what your job is like.
Learn by Hearing – You need to hear someone say it to learn it.
- Verbally share the opportunity at a party, and sprinkle it in often!
- Direct her to the videos and audio message on your AnchorCard where Directors are sharing their real-life experiences
Learn by Doing – You need to try it yourself to learn it.
- Have her help you at your skincare class. Show her how easy it is to do it!
- When you send her the link to your AnchorCard, she has the opportunity to see the different hands-on training opportunities available, which makes her feel comfortable knowing she will be supported
- Allow your hostess to get involved by having her man the Satin Hands station as guests arrive. She can give them each of the three steps as she greets them!
Learn by Talking or Discussing – You need to talk it through to learn it.
- Encourage your guests to ask questions, and in return, ask them questions
- During your party, try playing the ticket game. For every question that your guests ask about the opportunity, give them a ticket. At the end, give a fun prize like a mini mascara.
- Ask your guest to complete the opportunity marketing page on your AnchorCard, and book her for a follow-up conversation so you can talk with her about the opportunity
- During the close, discuss your customer’s lifestyle needs and make targeted recommendations based on what she says. Answer her questions 1-on-1.
Learn by Understanding Reasoning – You need to understand the WHY or the PURPOSE behind something to learn it.
- Share the “why” behind what you are doing. Since your party is your best demonstration of being a beauty consultant, you can use it as an opportunity to shed insight into what you are doing!
- Use your AnchorCard to answer questions and give deeper explanations when you are not present. It represents your brand when you can’t be with your customer.
- Be patient in answering questions, and don’t hold back details
My favorite all-in-one tool for nurturing customers of various learning styles is the AnchorCard Digital Business Card. Just like this blog post which offers text, audio, and a Facebook Live option, your AnchorCard caters to multiple learning styles! Give your potential team members the best possible opportunity to, well, learn about the Opportunity!
Just like the front desk worker at Massage Envy should have done, don’t only rely on a long spiel to share your message. Find multiple ways to share the opportunity that will reach ladies of all learning styles.
Get an AnchorCard of your own to share with your customers, and watch your team grow!