Why a rating question
It's a stronger question than asking them to choose between two goals. And "why not a 10?" opens the door for them to tell you about their own health.
Step 1 of 4
Stop them with one easy question
Don't just hand out the brochure. Hold it out, and before you let go, ask a quick, easy question. It's simply a way to start a chat.
The warm-up, as you hold out the brochure
"Before I pass this to you, can I ask you a quick question? Have you heard of [something easy on the brochure]?"
(If you like, add one more small "by the way" question, just to keep the chat going.)
On the call I used an Earth Hour pamphlet as my example. I'd ask, "Have you heard of Earth Hour?" and people usually say "oh yeah". Then I might add a second easy one, like "By the way, when you go travelling, do you actually switch off your plugs at home?"
None of this is selling yet. It's just a nice, easy conversation starter.
Then ask the question that leads to what you do
Say this next
"I know you might be busy, but I'm just very curious. Have you heard of cellular technology?"
If yes"Oh, amazing. What do you know about it?"
If no"No problem at all."
"This is what we do. We brought this technology over from Japan, and we're teaching people about it, and also about how the Japanese look after their health. If you have about 3 to 5 minutes, I can share more with you. Is that okay?"
On the call I didn't use the exact name of the technology, so use the name you always use.
Step 2 of 4
Walk them to the booth and sit down
When they say yes, or even a soft "ah, okay", start walking with them towards the booth. You want them sitting down with you.
Once you're both seated, start with a bit of small talk so they feel comfortable. Then tell them how long you'll take, and ask if you can check in with them first.
Say this once they sit down
"How did you hear about this event?"
(A little small talk first.)
"So I know you might be busy. I'll just take 3 to 5 minutes to share more about the technology. But before I begin, can I just check in with you on something?"
Step 3 of 4
Ask a rating question, then listen
Before you teach anything, find out where they are right now.
The rating question
"I'm very curious. On a scale of 0 to 10, where 10 means you feel super healthy and full of energy, and 0 means you feel very unwell, where would you say you are right now?"
"Why do you think it's not a 10 right now?"
(Then keep asking about them. Let them tell you what's going on before you share anything.)
Softer words for older visitors
On the call I said 0 means "close to death". Angela asked if that's too strong for older visitors. I'm not particular about the words, so use whatever feels right, as long as it stays a rating.
Show the brochure and teach it simply
Say it the way you'd explain it to a 12-year-old
"What most people don't know is that our bodies are actually very good at healing themselves. If you cut yourself, it heals without any medicine. A lot of people get over a flu on their own too."
"But over the years, our lifestyle, and leaning too much on medicine, make it harder for the body to heal itself. And it all comes back to our cells. When we take care of our cells, the body is able to fight off bad cells and recover."
These are my rough words from the call. Angela will check the science words so they fit what we're allowed to say. Keep it this simple.
Don't over-teach. Ask for their top two instead.
The top-two question
"These are the four main reasons people have poor immunity: [reason 1], [reason 2], [reason 3] and [reason 4]. I'm just curious. Out of these four, which two do you feel you're struggling with the most right now?"
On the call we got to inflammation, detox, energy and cell metabolism. Angela will confirm the exact four.
Whatever two they pick, add one or two lines of simple teaching on those. For example, if they pick inflammation:
Example, if they pick inflammation
"Inflammation, 100%. A lot of us are inflamed, not because it's natural, but because of our lifestyle, especially food. Poor sleep and stress make it even worse. That's why some people take all the medicine and the inflammation is still there."
"By the way, do you have any questions for us?"
(If they don't have any, no problem.)
"So what I'll do now is share very quickly what we do. Is it okay if I take about two more minutes?"
Step 4 of 4
Offer three packages, then close
Keep doing the pitch you usually do. I don't want to change that. These are the four things to add around it.
Three packages, biggest first
For example, 50, 20 and 10 sessions. Angela will confirm the final three, and the price to mention first as your anchor.
Turn the price into a cost per day
For example, "It works out to about [RM__] a day." That's about a cup of coffee for most people, but it can be the daily booster for their health.
Share your guarantee
If you have a guarantee, this is the moment to share it.
Ask for a review
"If you get results, all we ask is a short review, so we can help more people too."
The cost per day is the same way we got people to give about $500 a year to charity. We showed it as a small amount a day instead of one big number.
Marc, on how to say the price
Make it a small expense for a potential big benefit that can help you for the rest of your life.
Close with a few small yeses
The close
"So I'm very curious. If you had to choose, which one would you pick: package A, package B or package C?"
"Wonderful! Can I get your name so I can register you?"
"Would you like to book your first session now?"
If they're rushing"Or would you like my team to call you to arrange the timing?"
(Then take the rest of their details, and the payment last.)
Each question is a small yes. Payment is the very last thing you ask for, after they've already picked a package, given you their name and chosen a session.
After the yes
How they pay and book
There are two simple paths, depending on what they choose.
Wellness packages and intensives
Once they've picked a package and a session, take payment right at the booth with the payment terminal (Touch 'n Go, GrabPay, Boost or Shopee).
If they couldn't pick a time, the team calls them afterwards to arrange it.
If they say they need stronger support
Book them a medical consultation through the booking link: [booking link]. Keep it separate from the wellness packages.
The link lets them pick a time themselves, so nobody goes back and forth on dates.
Keep it simple
Two rules for the whole team
Leave the air ionisers out
Don't sell them on their own at the booth. Only bring them up if someone is clearly more interested in them.
You already have a lot on the table, and too many choices will confuse you and the customer.
Tell stories, don't make claims
Share what happened for a real client. Never promise what the technology will cure.
Saying "we help fight X" is a claim. Sharing what one client went through is a story.
What happens next
Make it yours, then send it to me
Angela, go through these notes again tomorrow, fill in the blanks in [square brackets], and write out your own version of the script. Send it to me and I'll review it. If the timing works, bring Jonathan and Jason on a call with me so we can run through it together.
You got this.