Asking The Experts: Bill Firth, New Senior Master Coordinator, NY
Master Coordinator -- the top leadership tier in Shaklee -- represents the pinnacle of achievement in the Shaklee Field…but how do you get there and grow beyond to Senior and Presidential Master Coordinator? We asked new Senior Master Coordinator and 42-year Shaklee veteran Bill Firth what he’s doing to take his business to the next level.Look for builders with heart: We pinpointed teams within our organization that “have a heart” for Shaklee. If the desire and heart is there to build, volume will come. We contacted them and let them know they have the right attitude and skills to build. Commit to those teams, invest a part of your life in them, and make it a strong working entity that can go forward into the future. Keep in contact with them on a regular basis.
Differentiate Shaklee by emphasizing our history and philosophy: Today’s landscape is different than when Shaklee first began. There are many competitive products in the marketplace. That’s why we emphasize Shaklee products as an extension of the philosophy of being In Harmony with Nature® that Dr. Shaklee founded the company on and which represents a major element of what makes us different. We’re not just another vitamin company and it’s important to convey that to prospects.
Keep refining your presentation: I started out by using a DVD presentation, and at first, I would play the entire program straight through. But I realized I was losing my audience. After thinking this through, I broke down the DVD into five segments of 6 to 9 minutes each. In between segments, I interject comments about what they’ve seen and heard, reinforcing the Shaklee philosophy at each juncture.
Follow up and follow through: I make sure that each prospect goes home with a packet that reinforces what they just heard. Documentation beats conversation. Then we follow up on each packet with the goal of having each attendee start with Rx for a Healthier Life™. If someone says that they cannot afford the Rx, we encourage starting with Vitalizer® or Vivix®.
