General Population - Amway United States | Start Your Own ... … · questions about the AMWAY™ business. ... not to Be used with prospects. 9 RespONse KeyWORDs • No • Core

©2012 All rights reserved. For iBo use only. not to Be used with prospects.

GeneralPopulation

©2012 All rights reserved. For iBo use only. not to Be used with prospects.

INTRODUCTION“Arm IBOs with the best answers to the toughest questions.”

~ Frank LuntzProspects, customers, family members and friends can ask some tough questions about the AMWAY™ business. IBO leaders told us that certain questions are asked over and over, and that effective, approved responses would be extremely helpful.This document contains simple responses to some of those questions - responses that have been extensively researched:• Responses to the top 12 most common questions were presented to

real prospects throughout the country. Frank Luntz conducted nine research sessions using his dial technology, testing the responses with potential prospects representing a wide range of demographics, including Hispanic, women, and Gen Y.

• Frank Luntz also attended four “open” meetings and conducted post-meeting focus groups.

• Amway conducted a nation-wide online survey of potential prospects.

• Amway followed up with in-depth interviews from selected survey respondents to learn more about their reactions to the responses to the top 12 questions.

The responses were tested, revised, and re-tested for effectiveness to help IBOs respond to these questions. By studying and using these re-sponses as guidelines, IBOs will be more confident in communicating who they are, what they do, what they sell, and what they offer. While these responses have been researched and tested, it is important that you use the keywords but make the actual wording “your own”.

1©2012 All rights reserved. For iBo use only. not to Be used with prospects.

Table Of CONTeNTs TOUGH QUesTIONsWhat do you do? 2What kind of business is Amway? 4If Amway is so great, why are you still working? Why aren’t you more successful? 6Isn’t Amway a pyramid scheme? 8If Amway is so great, why do so many fail? 10How do you explain all the negative stories about Amway on the Internet? 12How much time does Amway take? 14Why does it appear that AMWAY™ products are so expensive? 16If AMWAY™ products are so great, how come I’ve never heard of them? 18How much do IBOs earn? 20Do I have to sell products? 22Do I have to recruit new IBOs to Amway? 24

eXeRCIsesIn Your Own Words 26Name That Question 28Team Feud 30

2 ©2012 All rights reserved. For iBo use only. not to Be used with prospects.

What do you do?TOUGH QUESTIONS


RespONse KeyWORDs• Independent business Owner• Represent exclusive, high quality products• live healthy, look great, be kind to the

planet

RespONse eXample“I am an Independent Business Owner. I represent exclusive, high quality products that help people live healthy, look great, and be kind to the planet.”


What kind of business is amway?

TOUGH QUESTIONS


RespONse KeyWORDs• Whatever you make it• exclusive products • extra dollars • financial independence

RespONse eXample“Amway can be whatever you make it. For some people it is a way to access the quality, exclusive AMWAY™ products which they can’t get anywhere else. For others, they see it as a way to make a few hundred extra dollars a month to help with specific needs they may have for themselves and their families. And still others have used it to start their own business, achieve financial independence, and gain the freedom to spend time how they see fit instead of working for someone else.”Remember: when responding to this question - or any time you discuss income or earning potential - you need to provide the prospect with the ABoB and income disclosure.


If amway is so great, why are you still working? Why aren’t you more successful?

TOUGH QUESTIONS


RespONse KeyWORDs• Individual goals• I choose• Time to do the things I want

RespONse eXample“Everyone comes into this business with their own individual goals. Some want a little extra money, while others want it to become their career. I choose to build my business at a pace that allows me to have time to do the things I want. Candidly, it’s not always easy but it’s proven worthwhile for me.”


Isn’t amway a pyramid scheme?

TOUGH QUESTIONS


RespONse KeyWORDs• No• Core principles• your success is based on what you put

into the business• No “get rich quick” mentality

RespONse eXample“No. What makes Amway work so well for so many people is that its core principles are based on personal responsibility, effort and commitment. Your success is based on what you put into the business. Amway’s business model is over 50 years old and is based on the sale of high quality products. If you do the work, you can make money. If you don’t do the work, you don’t make the money. There’s no “get rich quick” mentality. If you work hard and smart, you can do well.”


If amway is so great, why do so many fail?

TOUGH QUESTIONS


RespONse KeyWORDs• This business is not for everyone• Willing to work hard• Willing to learn• self-motivated

RespONse eXample“This business is not for everyone. I won’t speak for others, but I can speak to what you can and cannot expect from Amway. You can expect that if you’re willing to work hard and willing to learn, Amway and other business owners on your team will help you to succeed. You can’t expect to succeed if you’re not self-motivated or if you’re not willing to put in the effort. But if you want more control of your life, if you want the financial freedom to choose what you do, where you do it, when you do it, and how you do it, then Amway is definitely something you should try.”


How do you explain all the negative stories about amway on the Internet?

TOUGH QUESTIONS


RespONse KeyWORDs• That’s the web today• product satisfaction Guarantee *• Decide for yourself

RespONse eXample“There isn’t a business anywhere that doesn’t have critics somewhere. That’s the web today. Sure, sometimes people have been dissatisfied. And some people just don’t have what it takes. But Amway is so confident in its business and products, that they provide a product Satisfaction Guarantee*. If you’re not satisfied, you can get your money back. Try the products and decide for yourself.”

* exclusions apply; for complete details visit Amway.com or Amway.ca


How much time does amway take?

TOUGH QUESTIONS


RespONse KeyWORDs• you decide• The more you put into it, the more you can

get out of it• you’re in full control

RespONse eXample“You decide. You decide how much time you put into your Amway business. Of course, the more you put into it, the more you can get out of it. That’s one of the best things about this business – you’re in full control. Maybe you spend a few hours a week on the business, maybe you work it full time – you choose. You decide what’s best for you.”


Why does it appear that amWay™ products are so expensive?

TOUGH QUESTIONS


RespONse KeyWORDs• True value• High quality products• 180-day satisfaction guarantee on products

RespONse eXample“Amway offers customers true value. For example, many of Amway’s high quality products are highly concentrated – you get a lot out of one bottle of soap or jar of multivitamins. They may seem expensive when you look at the price of a bottle. But when you think of the quality of the products as well as the cost per use, you will see that Amway products offer great value. And Amway backs that up. They stand behind the quality and value of their products with a no excuses, 180-day satisfaction guarantee.*”

* exclusions apply; for complete details visit Amway.com or Amway.ca and search for: satisfaction guarantee.


If amWay™ products are so great, how come I’ve never heard of them?

TOUGH QUESTIONS


RespONse KeyWORDs• exclusively available• bonuses instead of advertising

RespONse eXample“Amway’s more than 450 high quality products aren’t sold in stores – they’re exclusively available only through Independent Business Owners like me. Instead of spending a lot of money on advertising, Amway spends on bonuses for their Independent Business Owners.”


How much do IbOs earn?

TOUGH QUESTIONS


RespONse KeyWORDs• based on your performance• your earning potential is up to you

RespONse eXample“I love the fact that I’m in control with this business. You can do this business to supplement your current earnings, or make it your primary source of income. Compensation and bonuses are based on your performance, so if you want to earn more, you can with extra effort and achievement. You can even earn more than your sponsor. With Amway, your earning potential is up to you. It’s really up to you.”


Do I have to sell products?

TOUGH QUESTIONS


RespONse KeyWORDs• amway teaches you • speak with integrity• personal stories

RespONse eXample“We all know natural born sales-people, but that’s not me. And with Amway, you don’t have to be. Amway teaches you very easy ways to sell exclusive, high-quality products. The first step is to try the products yourself so that you can speak with integrity about them and use personal stories. People don’t want to hear loads of information about the products. They just want to know that you use them and have been satisfied by the results. That’s the most powerful endorsement you can give – and it works.”


Do I have to recruit new IbOs to amway?

TOUGH QUESTIONS


RespONse KeyWORDs• Up to you• performance bonuses

RespONse eXample“Recruiting new Independent Business Owners is not required. How you build your business is fully up to you and depends on your goals. However, many IBOs find it personally and financially rewarding to recruit other business owners. You can be rewarded with performance bonuses when people you sponsor sell products.”


IN yOUR OWN WORDs Purpose• Introduce the Tough Questions topic• Review the Tough Questions materials

Group SizeOne-to-one, small group, or large group

Time5 to 10 minutes per Tough Question

Supplies• Tough Questions document• Paper• Pencil or pen

ExErcISES


Process1. Make sure each participant has a piece of paper and pencil/pen.2. Read one Tough Question, and the Response Keywords and

Response Example.3. Tell participants they have 2 minutes to write THEIR response

to the question. 4. Ask a volunteer to read their response. Remember to thank

the volunteer.5. Ask discussion questions about the response (see examples). Repeat

steps 4 and 5 to discuss two or three responses.

Discussion Questions• Would that response be effective with prospects or customers?• Why? What specifically makes the response effective?• Which of the Keywords did you hear?

VariationFor a fun variation on this exercise, have participants write their re-sponse to a Tough Question, and then crumple up the paper to make a “snowball”. Say “Let’s have a snowball fight!” and start throwing the snowballs. After 30 seconds, stop the snowball fight. Ask each partici-pant to pick up a snowball and read it. Then ask for volunteers to read out loud the response written on the paper. Ask discussion questions about each response.


Name THaT QUesTIONPurpose• Review the Tough Questions materials

Group SizeSmall group or large group

Time15-20 minutes

Supplies• Tough Questions document• Flip chart paper for each team• Flip chart markers

ExErcISES


Process1. Divide participants into two (or more) teams. Each team needs flip

chart paper and a marker.2. Have each team select one member who will draw. Explain to those

team members that they cannot talk; they can only communicate through their drawings.

3. Select one Tough Question. Show the question to the participants who are doing the drawing (and only to them).

4. Explain that on you signal they will draw pictures that will get their team to identify the question. The first team to correctly identify the question will win two points.

Hold one round per participant on each team, making sure each partici-pant gets a turn as the one to do the drawing. Congratulate the team with the most points.

Variation• The team that correctly identifies the question on the card gets a

follow-up: They have 20 seconds to identify the response for that question. If they are successful they get 1 bonus point; if they guess wrong, the other team(s) can try to steal the bonus point by identifying the correct response.

• Instead of showing the questions to the participant doing the draw-ing, show the Keywords/Response. The participants need to remem-ber the question and then get their team to identify the question.


Team feUDPurpose• Review the Tough Questions materials

Group SizeSmall group or large group

Time15-20 minutes

Supplies• Tough Questions document

ExErcISES

©2012 All rights reserved. printed in the usA. d4780end 31

Process1. Divide participants into two (or more) teams of six people or less.

One participant from each team will compete at the same time.2. Have competitors stand next to a sturdy table. Tell participants that

you will randomly select one of the Tough Questions cards and read the question. The first person to slap the table will be given a chance to identify one of the Keywords for that question. A correct response wins that team 3 points.

3. A correct response also earns that team a chance to identify the other Keywords. Give the team 10 seconds to talk together to determine their “official” answer. If they correctly identify the remaining Keywords, they earn 1 point.

4. If the first person to slap the table answers incorrectly, then the op-posing team can attempt to win 1 point by answering correctly.

5. If a team cannot correctly identify the remaining Keywords, then the other team can attempt to win 1 point by answering correctly.

The exercise lasts for 6 rounds. Make sure each participant has a chance to be a competitor. Congratulate the team with the most points.

Documents

General Population - Amway United States | Start Your Own ... … · questions about the AMWAY™ business. ... not to Be used with prospects. 9 RespONse KeyWORDs • No • Core