November 2012. A Record of Results Foundational Research Dozens of focus groups with prospects US...

November 2012

A Record of Results Foundational Research Dozens of focus groups with prospects US survey with over 1,000 interviews 1,200 Australia/New Zealand survey Gen Y, Women, Hispanics What prospects want really 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

What Ive Done for Amway: 2012 Australia & New Zealand Perfected the Language in a Mature Market 2 focus groups in Melbourne & Sydney AUS/NZ survey with 1,200 interviews (+/- 2.8%) Gen X & Gen Y What prospects want and what they want to HEAR from YOU

The Ten Amway Commandments 1Simplicity 2Brevity 3Credibility/Numerically 4Interactivity 5Relatability 6Individually 7Aspirationally/Emotionally 8Capability (you can do it) 9Call to Action 10Mentorship 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

For me, the moment of discovery came when watching IBOs present to potential prospects. It was all one-sided. No listening. No interaction. It was all about the IBO, not the prospect. Fix that and youll open up a world of opportunities. 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects. Frank Luntz

Your Biggest Challenge But your pitch could be EVEN BETTER. Embracing innovation is inviting improvement. I GET IT. Old habits are hardest to break. Especially if theyve led you to success. 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

CONTINUOUS IMPROVEMENT Always seeking a better approach A better method A better answer A better result to the challenges and life goals of the people we serve. TOTAL ALIGNMENT. NO EXCUSES. IBOS AT THEIR BEST 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

Dont act like Amway is the obvious solution. Dont ask prospects to bend themselves to the Amway experience. Explain how the Amway experience bends itself to them. Reach to them. Dont ask them to reach to you. Your CORE MESSAGE must emphasize prospect needs and prospect benefits. 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

Dont convince CONNECT. Its not about winning them over. Its about knowing where they stand, what they need, what they worry about and meeting them where they live. 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

Its NOT about AMWAY. Its About Her. (the five key presenter concerns) Why should she trust you? Why should she listen to you? What do you offer that she doesnt already have? Will it work? What happens if it doesnt? 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

ECONOMIC FREEDOM. Our MISSION as a company and as IBOs YOU decide where and how you work YOU are fully in control of your career YOU, working together, choose how far you go and how much you achieve 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

The BASICS of a Great Presentation: First, create the need. Do you have the financial stability you want? Will your job be there five years from now? Are you reassured youll be ready for future needs for children, for their university, for retirement? Are you able to enjoy meaningful family time on more than just weekends? You deserve better 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

The BASICS of a Great Presentation: Amway is the solution. Imagine Being able to have control of your time, your life, and your money Making your ideal work/life choices (balance) a reality Finally having the chance to build your future the way YOU want it. 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

The BASICS of a Great Presentation: Now AFFIRM the solution. Amways incredible products All with our 90- day satisfaction guarantee Financial security Real rewards and incentive bonuses for your hard work Proven record of success Amway is a 50+ year model with an incredible track record of helping individuals achieve their goals How to earn money (NOW its time for details) 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

The BASICS of a Great Presentation: And finally close with the Call to Action. Why wait? No Regrets The difference between the life you have and the life you WANT. 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

5 Essential Techniques 1.Engage: Ask questions with simple responses (would you like to do better?). 2.Gender Appeal: Have both a male and female on stage (where possible). 3.Personalize & Individualize: Talk about your own concerns, doubts, challenges. 4.Low-Pressure: Call it a coffee, not a presentation! 5.Focus. Its not for everyone. 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

ASK QUESTIONS. Listen. Engage them from the outset to build interest. How many of you could use a little extra cash ? How many of you would like more control over your time? How many of you dont really have job security? How many of you would like to have a bit more control over your life? A WINNING Presentation Tactic: 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

questions that connect How many are morning people or night people? Do you like to work from home... Outdoors... At a coffee shop? Who has missed an important family event this year because of work? 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

Amway is a story, not a pitch The purpose of a pitch is to sell something. Nobody wants to buy from a person they dont know or a company with a questionable reputation. Stories humanize you and describes Amway as they will experience it. 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

Reflect their GOALS and ASPIRATIONS. -------------- Begin with If youre like me, you want/need Reflect their GOALS and ASPIRATIONS. -------------- Begin with If youre like me, you want/need 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

"I wasn't sure if I could do this. Some days were really hard" Personalize!

What People Want Most MORE TIME MORE MONEY MORE CHOICES FEWER HASSLES NO WORRIES

Where Do I Stand? Do you feel more financially stable today than you did five years ago? Will your job still be there five years from now? Do you think youll be able to retire with plenty of savings? 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

Using IMAGINE IMAGINE if there were a company that for over 50 years had been dedicated to helping individuals take control of their life with a proven track record of success? Imagine a company that empowered ORDINARY people to do Extraordinary things. Imagine a company that rewarded independence hard work A will to succeed. 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

IMAGINE. IMAGINE if this company had a global infrastructure in 100different countries and territories helping over 3,000,000 independent small business owners with products and services supported by over 950 unique patents. 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

Just the Facts What if you knew that this company had over $US10 BILLION in global sales in 2011. Has paid out nearly $US40 BILLION in worldwide bonuses and cash incentives to business owners A unique business with a proven track record of success And a legacy of helping hundreds of thousands of people achieve security, financial freedom and peace of mind For more than 50 years. 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

AND DONT FORGET THE GUARANTEE! 90-day 100% satisfaction guarantee is COMFORTING it reassures prospects they can STAND BEHIND what youre asking them to DO and SELL.

IBOs love this. Prospects dont. Just 3% of prospects deem it important. Move away from The Power to Be Your Own Boss!

Its NOT about helping others. Prospects arent interested in altruism. You wont convince them to join by telling them whats in it for everyone else. Its about whats in it for THEM.

r = p + c commitment passion results Commitment: we say what we mean and mean what we say The Formula for Success: 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

Establish Credibility through HONESTY. Ask permission to share the negatives! Offer to tell the good AND the bad. Dont be afraid to talk about failure. Shine the Light on DOUBT.

Dont Promise What You Cant Deliver Its not get-rich-quick. -This is a real business and success takes time and effort, like anything worthwhile. Its not always easy. -Success will take focus, persistence and commitment. Its not for everyone. -There are those who will fail, and those who shouldnt even sign up. And thats OK.

1.If you don't plan today, your future might not be what you want 2.You get out what you put in. 3.It works for those who work 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

Keep the details SIMPLE Keep the details SIMPLE. Even some experienced IBOs dont understand how the marketing plan works. DONT try to make prospects EXPERTS. Youll fail. Give them the FUNDAMENTALS and tell them where they find out MORE if they want. 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

To increase sponsoring, EMPHASIZE OPPORTUNITY Its not a get-rich-quick scheme. But there IS unlimited opportunity. And if you put in the work, you WILL be recognized for it and you WILL be rewarded. You set the goals you decide how much time to invest and you receive the rewards. 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

And dont forget the call to action! By attending, theyve already started down the path. Remind them that THE TIME IS NOW: You deserve to live your life with no regrets. You have the chance to build your future the way YOU want it to achieve the success, the balance, the peace of mind YOU deserve So why wait? 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

And finally RETURN TO THE FUNDAMENTALS. After appealing to their desire for MORE After presenting Amway as the SOLUTION After explaining details in SIMPLE terms and ACKNOWLEDGING DOUBTS to reaffirm credibility BRING IT BACK TO THE EMOTION.

If Not NOW, WHEN? It is NEVER too late for opportunity. It is NEVER too late to make a change and take control of your future. It is NEVER too late to own your future. NO REGRETS 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

Its Your Choice. Its Your Life. Its Your Future. Take CONTROL. Thats the difference between the life you HAVE and the life you WANT. 51 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

We know that OUR SUCCESS depends on RESPECT. RESPECT for YOU RESPECT for your life, your career, and the flexibility you need to balance both 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

Amway Words that Work ImagineYoure In Control Financial SecurityNo Excuses Believe in BetterQuality of Life Exceed StandardsPeace of Mind The Chance to SucceedIndependence The Right BalanceReward for Effort You DecideIts Not Always Easy Track Record of SuccessYou Deserve Work/Life ChoicesNo Regrets Satisfaction GuaranteeFlexibility I Get It 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

Key Phrases 1Building a better future 2No excuses 3I get it 4If you remember only one thing 5Uncompromising commitment 6The simple truth 7Believe in better 8Real/Straight/Genuine 9Fact-based 10If I can do this, you can do this 11/12Lets make it happen / NOW 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

More Key Phrases 1The Freedom/Commitment to Success 2Highest environmental and ethical standards 3If you do the work, you can make the money 4Youre in control of your future 5The opportunity is unlimited 6Amways proven business model 7Low cost, low risk 8Were serious about your satisfaction 9Excellence is our standard -- period 10Our products last longer/do more/cleaner/safer 11/12Remember, its YOUR life 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

Which of the following images give you the most favorable impression? Example: The Very Best Image for Celebration/Respect 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

IMAGES THAT WORK: Do something Which MOST makes you feel that Amway is a good company to work for? (Top 4) 37% 34%29% 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

Show the benefits of work/life balance THAT WORK Which makes you feel MOST positive about the WORK/LIFE BALANCE a business with Amway would provide? (Top 3) 44% 36% 34%

To increase activation, EMPHASIZE MENTORSHIP. Prospects who join but dont activate need a BOOST from a team member. Tell them follow-up and person-to- person guidance WILL help them get going. 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

It is not enough for new IBOs to want a better future. Just seeing it or even believing it is different from achieving it. You need a 100 DAY PLAN. 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

The 1-1-1 Plan Once a day, send out an inspirational personalized email and general tweet. Once a week, make a phone call even if just to say hello. Once a month, meet them face to face even if its part of a bigger meeting.

You have to use 2013 technology. No exceptions. No excuses.

Other companies look for short cuts and loopholes. WE will RAISE THE BAR and set the standard for sound business practices. Our principles will drive profit; profit will NOT drive our principles. 2012 All rights reserved. Confidential. For IBO use only. Not to be used with prospects.

Why I LOVE Amway An incredible company that gives people the life and the freedom they WANT.

Its not what you say Its what people hear This slide presentation reports the results of surveys conducted by Luntz Global LLC on behalf of Amway Australia in 2012. The presentation is confidential and for use by Amway IBOs only. The presentation is not to be reproduced in whole or in part without the permission of Amway Australia. Although care has been taken in assembling and producing the information contained in these slides, to the maximum extent permitted by law Amway denies liability for use of, or reliance upon, the content. Copyright 2012

A 50-year old model A proven track record of success Award-winning products Amway OFFERS what Prospects WANT. Its That Simple!

November 2012. A Record of Results Foundational Research Dozens of focus groups with prospects US...

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