Get to know your customers

Wouldn’t it be cool if you could read minds? This may be more desirable in certain circumstances. I think if we could  read our customers’ minds, it would open a lot of doors. Imagine knowing right off the bat what motivates someone and how they prefer to be talked to.

As an IBO at PURE, customers are the lifeblood of your business. Getting to know them inside and out is imperative to your success. Understanding what’s important to them and how they make decisions can mean the difference between a sale and a fail.

Today is Get to Know Your Customers Day. I challenge you to reach out and get to know your customers better, even meet some new ones! Treat them to coffee or invite them over to your house, just because. Make them King or Queen for the day and give them your utmost attention. Most importantly, listen and learn from them.

Really get to know them:

Create customer personas. Start a spreadsheet that outlines demographic information, education, professional status and hobbies and interests. Note what excites them and what would make them turn away. This list will give you a snapshot of your customer — a profile, if you will. With this information, you can better choose the products and tools you’ll introduce to them as well as discover ways of communicating that will capture their attention.

Leverage social media. If you have a PURE business, you must use Facebook, Instagram, Pinterest and Twitter if you want to stay connected with your customers. It’s where the action is! Here you can learn what they like and dislike, what their habits are and what they are buying. Interact with customers from all over the world.

Be proactive. Go to them first; don’t wait for them to come to you. And never assume anything. Your customer’s goals will evolve, as well as their reasons for taking the products or building a business. Never lose sight of their intentions. You can only do this by staying connected.

Ask the right questions. Learn what problems they have that need to be solved so you can appropriately align the products to their needs. Gain their trust so they’ll confide in you to help solve their problems. What are their top three health priorities? Find out what they’ve done in the past to try to fix their problems. What do they need in their life to feel like they’re really moving forward? Equally important is finding out what they don’t want. Tell them that their answers to your questions will help you better serve their needs, so they can take their own business, and health, to the next level.

If they are a product user, you could ask, “What challenging thing are you working through these days?” or “What lifestyle change have you been meaning to make for a while now?”

If they want to build a business, ask them, “What one thing do you really want but can’t afford?” or “What would be the most amazing adventure to go on if you could?” Think about your answers to these questions, too, and share them! You might find you have a lot in common.

Host an event. Are you a business builder? You might want to host an event in your community where you can invite a targeted list of customers to introduce to your business. This is a great forum in which to interact.

You simply can’t move forward without getting to know your customers. Try some of the above methods. You’ll be better able to understand their needs, you’ll broaden your reach and you’ll experience amazing success. You’ll make awesome relationships, too!

Happy #GetToKnowYourCustomersDay!

 

Educating customers about the products

If you are just starting out with your PURE business, you’re probably asking yourself, how am I going to learn everything I need to know about the products and opportunity so I can share them with customers? It may seem like a daunting task, but you don’t have to be an expert.

Conversely, if you’ve been with PURE, you know how important it is to be prepared to answer questions, and you know where to seek out answers you may not have.

Knowledge is power

It’s difficult to share products with a customer if you know nothing about them and if you don’t know how that product will address his or her specific needs. The key is knowing your customer’s needs and understanding how the product can benefit them. For example, a benefit of PURE Perk is that it provides mental focus within just minutes.* If you know someone at work who has trouble staying focused, they might benefit from this fantastic product.

Listen carefully to your customer and understand what they’re looking to gain from a product. You would not want to share Metabolic ONE with someone who has a goal of putting on additional weight. It wouldn’t make sense.

Here are some common scenarios. For each, we’ve listed the tools and/or resources that will help them find more information about PURE.

  • Your friend’s 8-year-old daughter hates eating vegetables. Show her the Product Overview Guide at livepure.com so she can become educated about our products, or you can send her directly to learn about Greens, a good source of antioxidant-rich fruits and greens. Here she will find the product description, recommended usage and ingredients. You can also show her where to find recipes using Greens.
  • Your sister was just laid off from her job. Introduce her to the PURE opportunity by sharing the PURE Prosperity Compensation Plan video. Send her to livepure.com so she can browse. Introduce her to PURE’s Facebook page to meet the community.
  • Your brother is competing in a half marathon and is looking for natural supplementation to decrease his time. Give him a GPS Playbook so he can learn all about the GPS performance line of products. Use the GPS sampling sleeves to introduce GPS Energize or GPS Hydrate.
  • You have a new IBO on your team who has nutrition questions you can’t answer. Show them the Ask the Expert forum where they can submit their questions and receive answers within 24 hours. Make sure they know how to use their Back Office to find product education. They can also find articles about nutrition on PURE’s corporate blog.

Be a product of the product

Education is important, but what about the delivery of your message? It’s imperative that you are a product of the product. That means that you regularly use the product so you can speak to its benefits, usage, and any other relevant topics a customer may want to know.

If you personally use the products, your confidence will show, and you will be enthusiastic to share them with others. Enthusiasm will come naturally when you love the products. When you’re enthusiastic, you’ll remove any uncertainty your prospects may have. If they believe in you, they will believe in the product.

It’s essential to be brief, too. Keep your benefit list short and choose the most impactful ones to share. Too much information at once can be initially overwhelming.

Any objections?

If a customer has an objection to a product, it’s probably because you may have recommended the wrong product for their specific need or they want to learn more about why that product is the best solution for them. Share with them the product’s value, how it should and can be used, and other products by PURE that it can be taken with.

Keep in mind you don’t have to have all those details memorized, but become familiar with the available tools, above, so you know how to quickly seek out answers to best support your customers questions.

Other ways to become educated are to regularly engage with your upline, which is the person who sponsored you. Keep a list handy of testimonials about a product to share. Your own personal use of the product is super powerful.

Remember that your customers crave product knowledge. It’s how they make their decisions, and it’s how they know they can trust you. So, they need to feel that you have their best interests at heart.