Getting Down To Business Development - What You Must Know

The bullet points about the benefits of Juice PLUS+® can be found in the Juice PLUS+® products powerpoint presentation that is available for you to download from the Team JP University site downloads area. You will find it in the “Commercial Business Tools” section called Juice PLUS+® Products. Slide 36 is the one that contains the bulleted list of benefits. I have included the list below for a quick reference for you:

Simple selling strategy: is to use the nutritional assessment document with all new clients as part of their sign up and to offer a FREE 10 minute nutritional assessment consult with all existing clients (who will not get a chance to do this as they are already members with you) – this document highlights their lack of appropriate fruits and vegetables nutrition intake.  That is ALL it is designed to do...create an opening for dialogue about underpinning their entire training program, their results and their health with the “foundational nutrition” they must have.

1. Use the assessment to open the dialogue once you have identified that they are lacking in appropriate amounts of micronutrients
2. Tell them that not having the correct amount of these micro nutrients each day:
1. hampers their results from their training and therefore lessens the value they are getting for the money they are spending
2. places them at high risk of becoming immune depressed and sick therefore undoing the hard work they have done (they will also lose their motivation if this occurs and you may lose them as a client so you need to be aware of the impact of training on them)
3. places them at high risk of tissue damage and injury as the body does not have the nutrients it requires to heal and repair from the oxidative damage which occurs as a direct result of training (both cardio and resistance training increase oxygen utilisation which increases free radical production)
4. reduces their energy levels significantly as their is compromised delivery of nutrients and oxygen to the muscles and tissues

These are FACTS and we have a duty of care and a responsibility to educate our clients if we want to be GREAT and not just vanilla fitness professionals

By the time you have provided this education if you are direct about it and close with “so you can see that it is really important that we get this sorted out up front before anything else right?” the chances are you will be able to get them to fill in the order form on the spot.  If not and they want more information or show any signs of hesitation:

1. Hand them a brochure
2. Book a follow up conversation with them WITHIN NO MORE THAN 48 HOURS (THIS IS OF KEY IMPORTANCE IN SHOWING DUTY OF CARE AND GREAT SERVICE) and always say – “have a very good read of this information and by all means take a look at the product website www.teamjp-juiceplus.com for more information.  I will talk with you (when you have agreed) to answer any questions you have and to get you started! How does that sound?”  WALK THEM ACROSS THE LINE! It’s all about CLIENT SERVICE.
3. Follow up with them to answer their questions and get them started

Overcoming Sceptical Clients:
If you have done the job as described above you will no longer have sceptical clients.  A sceptical client is simply one that does not have enough information to fully have confidence in the product.  Provide the facts and the research – everyone understands that they must eat more fruits and vegetables (9-13 serves per day if you are training) if they are not doing it then they need to do something about it.  Juice PLUS+® is proven in 28 Gold Standard Research Studies which have been peer reviewed and published in leading medical and nutritional journals worldwide to:

• Be highly bioavailable – i.e. it gets into the blood stream and goes to work in the body immediately as the body recognises the nutrients in the powdered form of the fruits and vegetables powders in exactly the same way as it recognises the nutrients in whole raw produce form
• Provide the exact same benefits to the body as though you are eating the raw produce itself as pointed out in the bullet point list above
• Clients can have their blood tested for Homocysteine and Folate levels before they start taking Juice PLUS+® and again just 28 days later to prove to themselves that Juice PLUS+ has in fact been absorbed and utilised by their body to provide these benefits.  Clients can arrange for full antioxidant screening also if they wish however there is a cost of around $300 to do so.  Homocysteine and Folate can be tested by asking any GP to simply do these tests and they are free of charge (outside of the consult fee).

Here are the single most important points of understanding that I can get across to anyone working with Juice PLUS+®:

• JUICE PLUS+®  IS REALLY NOT AN OPTION TO ANYONE OTHER THAN ORGANIC VEGETARIANS THAT CONSUME 9-13 SERVES OF DIFFERENT FRUITS AND VEGETABLES DAILY
• WE ALL NEED 9-13 SERVINGS* OF DIFFERENT FRUITS AND VEGETABLES EACH AND EVERY DAY WITHOUT FAIL TO ACHIEVE AND MAINTAIN OPTIMAL HEALTH, AND TO ALLOW OUR BODY TO HEAL AND RECOVER FROM THE STRESS WE PLACE IT UNDER
• THERE ARE 2 CHOICES: YOU EITHER BUY THE FRESH PRODUCE DAILY AND EAT IT, OR YOU CONTINUE TO DO WHAT YOU ARE DOING NOW (and improve it a little if you can) AND ADD JUICE PLUS+ TO YOUR DAILY ROUTINE TO “BRIDGE THE NUTRITIONAL GAP” YOU HAVE EVERY DAY

*this is higher than the 5-7 servings usually spoken of because that recommendation is for those who do not incorporate training into their lifestyle.  Training elevates the amount of oxidative stress and free radical production/damage in the body and therefore more of the antioxidants from fruits and veggies are required.  It is plain scientific known FACT.

Business Selling Points:
These are covered in the introductory 10min Team JP Wellness Partners Opportunity video located on our Team JP Facebook Fan Page (click here to go to the video tab).  This link is included in your Team JP email footer.  But here is a bullet point list to give you a quick reference:

• No capital investment
• No risk
• No need to purchase and hold stock
• Increased return from each client upfront
• Increased return from clients long term even when they are no longer training at the centre
• 75%+ retention rate long term i.e. clients stay on Juice PLUS+® for years
• A long term on going and growing return on investment into the team of personal trainers/sales staff that are on the Juice PLUS+® team
• Even when they trainers have left the facility and moved on:
• there is a % return on all existing clients registered by those trainers at your facility
• there is a % return on all new clients registered by those trainers outside your facility
• many will grow a team with them which will create larger volume movement and larger return on your investment into them
• Value added service for the clients and something that they really need
• Strong long term additional income stream for your business – 10% of the total volume turnover of the business will be the passive income realised

Bullet Point Passive Income Realisation:
There are 2 sides to this answer:

• for the individual Personal Trainers you need to learn the “Earnings Overview Napkin Presentation” that you can download from the Team JP University site in the “Powerpoint Presentations and Videos” section.  Watch the slide show because the way the animations are set up is the exact way that you should be able to draw out the basic earnings available to an individual (no need to go through the Senior Corporate positions until it is necessary)
• for the business owner the opportunity is obviously larger and they can achieve the Senior Corporate positions fast because they are able to put a structure in place immediately to achieve the requirements of Sales Coordinator (3 min.  Direct 4% Business lines), and then onto Senior Sales Coordinator the 1st corporate position (3 min. Senior Direct 9% Business lines)

This is where the professional implementation with Team JP within the commercial fitness environment sets this opportunity apart for those involved with Team JP and in the BDM Team – while others are out there putting 1 person at a time into their business and working hard to get structure in place and volume moving,  we can take a business owner very quickly through the sales and marketing plan, and volume can move easily out to a warm existing client base to get the early momentum established!

By working with the trainers who are registered to the business owner as frontline there is now even more potential for driving further team growth, and for driving volume turnover and profit potential outside of the facility!

In this scenario the numbers that you need to know are those that are covered in the 4.1.4 Dealing with the “What’s in it for me?” question
Let’s go make it happen!

John Pilato - Founder
TEAM JP Wellness Partners®
“Together making a difference”
Qualifying National Marketing Director
NSA Australia Pty Ltd

NEXT ISSUE:
THE IMPORTANCE OF THE EXPRESS TRACK PROGRAM AND WHY YOU NEED TO ENSURE THAT EVERY NEW PERSON IN YOUR BUSINESS IS WORKING ON THIS PROGRAM IN THEIR FIRST 2 MONTHS