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.
Slide 3
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
Slide 4
What do you most want and respect in a large company? 2012 All
rights reserved. Confidential. For IBO use only. Not to be used
with prospects.
Slide 5
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.
Slide 6
THREE KEY STEPS WHY? The PROBLEM. THEREFORE. Amway. SO THAT
Freedom. Control. Security. YOU DECIDE. ? 2012 All rights reserved.
Confidential. For IBO use only. Not to be used with prospects.
Slide 7
Genuine opportunity REAL financial freedom Authentic financial
security Get REAL 2012 All rights reserved. Confidential. For IBO
use only. Not to be used with prospects.
Slide 8
TRUST
Slide 9
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
Slide 10
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.
Slide 11
RisingImproving Forward Say No to the Status Quo 2012 All
rights reserved. Confidential. For IBO use only. Not to be used
with prospects.
Slide 12
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.
Slide 13
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.
Slide 14
Its not about your philosophy or your process. Its about how
THEY can benefit. Dont push. PULL. 2012 All rights reserved.
Confidential. For IBO use only. Not to be used with prospects.
Slide 15
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.
Slide 16
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.
Slide 17
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.
Slide 18
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.
Slide 19
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.
Slide 20
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.
Slide 21
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.
Slide 22
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.
Slide 23
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.
Slide 24
Are you stuck? doing something you don't like? For a boss you
don't respect? In a company you don't love? 2012 All rights
reserved. Confidential. For IBO use only. Not to be used with
prospects.
Slide 25
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.
Slide 26
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.
Slide 27
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.
Slide 28
"I wasn't sure if I could do this. Some days were really hard"
Personalize!
Slide 29
What People Want Most MORE TIME MORE MONEY MORE CHOICES FEWER
HASSLES NO WORRIES
Slide 30
Why make a change? 2012 All rights reserved. Confidential. For
IBO use only. Not to be used with prospects.
Slide 31
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.
Slide 32
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.
Slide 33
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.
Slide 34
How manybranded products are offered in Australia today? 2012
All rights reserved. Confidential. For IBO use only. Not to be used
with prospects.
Slide 35
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.
Slide 36
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.
Slide 37
IBOs love this. Prospects dont. Just 3% of prospects deem it
important. Move away from The Power to Be Your Own Boss!
Slide 38
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.
Slide 39
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.
Slide 40
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.
Slide 41
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.
Slide 42
if you remember only one thing 2012 All rights reserved.
Confidential. For IBO use only. Not to be used with prospects.
Slide 43
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.
Slide 44
Youre asking prospects to make a life change Amway fills an
EMOTIONAL need, not just a financial one. 2012 All rights reserved.
Confidential. For IBO use only. Not to be used with prospects.
Slide 45
So DONT lay out the business model until youve made the case
for personal change. 2012 All rights reserved. Confidential. For
IBO use only. Not to be used with prospects.
Slide 46
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.
Slide 47
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.
Slide 48
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.
Slide 49
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.
Slide 50
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.
Slide 51
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.
Slide 52
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.
Slide 53
Present the EX's Excellence Exceptional Extraordinary 2012 All
rights reserved. Confidential. For IBO use only. Not to be used
with prospects.
Slide 54
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.
Slide 55
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.
Slide 56
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.
Slide 57
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.
Slide 58
Show cooperation & collaboration: People want to work
together Images That Work 2012 All rights reserved. Confidential.
For IBO use only. Not to be used with prospects.
Slide 59
This tells IBOs that theyll be working at a desk and/or alone.
Even happy faces dont work Images That DONT Work 2012 All rights
reserved. Confidential. For IBO use only. Not to be used with
prospects.
Slide 60
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.
Slide 61
IMAGES THAT DONT WORK Which MOST makes you feel that Amway is a
good company to work for? (Bottom 3) 11% 15% 2012 All rights
reserved. Confidential. For IBO use only. Not to be used with
prospects.
Slide 62
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%
Slide 63
Dont forget: Prospects are DIFFERENT from IBOs. You need unique
messages for unique audiences. 2012 All rights reserved.
Confidential. For IBO use only. Not to be used with prospects.
Slide 64
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.
Slide 65
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.
Slide 66
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.
Slide 67
You have to use 2013 technology. No exceptions. No
excuses.
Slide 68
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.
Slide 69
Why I LOVE Amway An incredible company that gives people the
life and the freedom they WANT.
Slide 70
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
Slide 71
A 50-year old model A proven track record of success
Award-winning products Amway OFFERS what Prospects WANT. Its That
Simple!
Slide 72
Its up to US to make good decisions today that will give us and
our families a better tomorrow. 2012 All rights reserved.
Confidential. For IBO use only. Not to be used with prospects.