Your Prospect Has Googled #USANA. Now what?

- by Pete Zdanis

The Situation:

You’re working with a prospect who is very motivated, enthusiastic and interested in USANA.

You’ve answered all of their questions, and they’ve indicated they may be ready to sign up.

You schedule a follow-up call to enroll them.

However, in the meantime, your prospect (or a well-meaning friend or spouse) has decided to do some “research” on USANA by doing a “Google search”.

If anyone digs deep enough and hard enough, they can discover negative opinions, articles or even “news items” about USANA (or anything else, for that matter.) Every company, person or cause has its detractors. Guaranteed! The internet has made it easier than ever for those detractors to make their voices heard.

Since your prospect doesn’t yet have all the pertinent facts relative to any given issue, and their belief level regarding USANA has not yet been established, their natural reaction is to dismiss USANA as a viable option for them.

Remember: A confused mind always says “No”.

When you call back, your prospect tells you they are no longer interested because of “something they read on the internet”.

Now what?

First of all, what you should NOT do is dismiss or minimize your prospect’s concerns ( i.e., “That’s not true.”; “Do you always believe everything you read on the internet?”; “I don’t deal with negative thoughts.”, etc.), but rather address them head-on.

Remember, our business is all about our prospects and what they need, want or don’t want in their lives. While you know that what the prospect has discovered is not true, their concern is very real to them and they will not move forward with you and USANA unless and until the concern is addressed to their satisfaction.

Tell the prospect that you appreciate their concern, and ask them what the specific issue is. Don’t accept generalities such as “I heard USANA is a scam” or “I read that USANA is a bad company.” Those are simply opinions with no factual grounds. Find out the specifics behind the concern, and keep the conversation focused on facts, and not emotion.

If you are familiar with the issue, address it immediately.

If you are not familiar with it, tell your prospect that you will investigate the matter and get back to them with your findings. Depending on the nature of the subject, you may want to start by contacting one of your upline leaders for guidance. Other options may include the USANA Legal/Compliance Departments.

Then be sure to get back to your prospect with your findings as soon as possible.

Be Prepared – Be Informed

The best way to be able to deal with these situations is to anticipate ahead of time that they will come up from time to time, and keep informed about your company and your business.

I am NOT suggesting that you waste your time scouring the internet for any possible negative items about USANA. (Remember that clicking on negative items only serves to help increase their visibility on the search engines.) But rather, keep informed – and stay informed - on issues as they arise.

You should also keep up to date with all of USANA’s news releases. You can find them at 
https://ir.usana.com/news-events/press-releases This link allows you to access all USANA news releases dating back to January, 2007.

I would also recommend that you share this link with your prospects, especially those with concerns. This will help insure that they have accurate, factual information about USANA to include in their decision making.

Some Final Thoughts

Understand that you may not be able to satisfy every prospect’s concerns. Some people just choose to focus on negatives, whether they are real or imaginary.

However, you owe it to your prospect, and yourself, to make sure that they have all the facts necessary to allow them to make an informed decision.

© 2019 - Zdanis Total Performance Organization ®  - www.ZdanisTPO.com - All Rights Reserved

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Dawn ‘til Dusk Skin Protection

Sunshine is a solid source of vitamin D, but too much sun exposure can be harmful to our skin.

Educating your customers about the sun and its effects on skin along with proper skincare habits is vital. Protecting your skin from sun damage and photoaging isn’t as intimidating as it may seem. No matter the season, break down these simple steps to keep your Celavive® customers’ skin happy and healthy-looking.

Protect: Help them choose a face moisturizer like Protective Day Cream or Lotion to hydrate and help protect their skin.

Lotion is best for oily/combination skin, and cream is better for dry/sensitive skin. Let your customers try both moisturizers to feel the difference. Remind them to regularly reapply sunscreen on any exposed parts of the skin at least every two hours or after swimming or sweating.

Shield: It’s important to carry sunglasses, a wide brimmed hat, or a sun umbrella while outdoors. Encourage your customers to search for shady spots for lunch or while exercising outside to stay protected from too much sunshine. Wearing lightweight, cotton long-sleeved shirts is a perfect example of protective sunshine wear to stay cool and shielded. Especially if they’re boating, swimming, or by other reflective surfaces, sun damage is highly likely.

Soothe: According to an article on the American Skin Association, sun rays affect the epidermis, the outermost layer of skin. When the sun’s rays penetrate the dermis layer of the skin after prolonged, unprotected exposure, skin reacts by producing chemicals that irritate tiny blood vessels. It’s this irritation and swelling that results in a red, uncomfortable sunburn. Soothe skin with aloe vera, cool baths, and plenty of rehydration from moisturizers and drinking extra water. Watch for any discoloured moles or bumps and visit a dermatologist yearly for regular skin checks.

Practice Sun Protection

The most effective way to introduce customers to healthy skincare habits and Celavive is by using the products yourself while you’re out and about. Pack your Celavive moisturizer in your beach bag and reapply often. Opportunities are everywhere. If you’re staying protected from the sun, rocking your shades, and looking fabulous in that wide brim hat, others will feed off your energy.

Check out the Share USANA Media Center for more shareables to educate and encourage others to keep their skin glowing and happy in the sun.

SOURCE: USANA Health Sciences