2017 Leadership Insight Speaker: Sandy Galaszewski

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1 All of this is a little overwhelming, not because I didn t believe I could be up here someday, but instead how quickly I achieved my goals by fine-tuning my sampling process. I m honored to have the opportunity to share some of my sampling success with you. I started my business after falling in love with samples from Maria Burgos Woods in the fall of I had an adventurous military career, went to college, worked a corporate sales job, and now I m a stay at home Mom. I said no to a party and no to the business with Maria. It took me several months of sampling, using, and even referring Maria to friends. It s exciting for me to be asked to talk about sampling. A large portion of my customers and Consultants have come from samples. Today, I will share with you how I have changed my sampling approach over the past several months. MOVE PAST FRIENDS & FAMILY When I started with L BRI, I took the time, probably like most Consultants, learning as much as I could from L BRI University, other Consultants, and Maria. (I was nicknamed Red Tornado I had lots and lots and lots of questions.) I started sampling and doing parties with my closest friends and family. I was comfortable with them. This helped build my confidence, learn skin types, and answer product questions. After my first 6 months, I realized if I was going to reach new goals, I needed to do more than hope my small group of family and friends would continue to increase my sales and parties. I needed to step out of my comfort zone and start handing out samples to strangers. I knew I needed to learn how to engage strangers without telling them my whole life story and L BRI s story and every product I love and my trip to Ireland. Handing out samples was a bit intimidating. How do I approach people about their skin that they might already be self-conscious about? I m not typically shy, (unless I m on a stage) so why was I struggling to take the samples out of my purse? I carried them with me everyplace I went! I needed to figure out how to start talking to the women I was around all day. I also needed a new goal, a bigger goal. I told Maria that I was going to earn the L BRI car by qualifying as an Executive Manager in I wasn t sure how that was going to happen, but I needed to start moving my business forward. WEEKLY GOAL I gave myself the weekly goal of one sample. I started at the place I spend most of my mornings, the gym. Since I don t care to be interrupted on the gym floor when I m working out, I wanted to take a different approach. How about the locker room where all of the ladies chat and get ready for work? It helped to take in my trio, serum, eye repair and the papaya peel. The peel always attracted conversation. I started keeping samples in my gym bag with my business card. Great sales started in the locker room. I 1

2 continued reaching out to my lady friends on Tuesday night when I work at the front desk. Now, I keep invoices in my gym bag so I can take re-orders! The sampling at the gym went well because I was seeing the ladies again pretty quickly - guaranteed follow up opportunities. Of course, they loved their samples and wanted to place orders. I was even able to identify that I was seeing and having conversations with all of the women in the kid s room multiple times every week, but I had NEVER offered them a sample. They all knew about my trip to Ireland and how I earned it, but I didn t ask them for their opinions about the products or to host a Show. One of the girls agreed to have a party, which led to several orders and one new Consultant. BRANCH OUT My opportunities were quickly growing with my samples. I branched out from the gym samples and started sharing with women at the grocery store. I love to shop at Sendiks, and I m always there during the day. I was finding that people actually were willing to stop and talk. They were eager to try the samples and gave me their phone numbers. As I added more samples every week, I was losing track of who I sampled where and with what and when I should call. I wasn t organized! I had 50% of the equation going well - I was taking samples out of my purse and meeting people - but my follow up was still not great. CONSISTENCY I participated in Lin Ragle s November 30-Day Challenge. I loved having something to do every single day! I was doing something for my business every day previous to this challenge, but as with the sampling, it wasn t consistent or focused. Lin helped me to have a plan every day. Samples, customer letters, go for 100 NO s, and track my results. This was the missing piece of the puzzle. Track what I m doing and what is yielding the best results. November turned out to be my personal best month in sales and my first qualifying month as Executive Manager. My team sales were great and I had some Consultants working that had not been for several months. Even more of my samples turned into sales in November, and I had my first EVER phone call (from a sample) to ask how quickly she could get the products, she loved them so much! BIGGER GOAL I had the opportunity to listen to Linda s Moving Up to Manager calls the last couple months of She helped remind me that follow up is key, but if I wanted to change my business I had to do something different. I was playing it safe with sampling, mostly sampling people I was comfortable with and just giving one to two samples every week. In October I set a new goal of five samples every week. My week was Monday through Friday as that was my time out and about. Linda talked a lot about keeping 2

3 your office open. I kept my office open every day, every errand and shopped stores for my home needs AND shopped for the women I was going to sample. I started packing two sample Trio s in my purse along with the wow products. Admittedly, I frequently go shopping in my gym apparel or horse riding gear. I do add a splash of color to my face with my lip gloss. What I found was that a lot of the other daytime shoppers were also stay-at-home Moms, out with their little ones. FOLLOW UP IS KEY My increased sampling needed an improved way of follow up. I have been using a paper calendar in my purse and a calendar at home for our family. I have notes for my notes all over the place. In December I started using a calendar on my phone. (Thank you for that suggestion, Linda.) I set reminders when I need to follow up with people, AND I write my list of what I sample to whom in my notebook in my purse. Starting this month, every Monday morning I am writing the numbers 1-10 in my paper calendar. (Thank you for the ideas, Gina LaGalbo) I write the names of everyone I sample during the week on this list. If I don t reach 10, onto the next week. HOW TO SPEED DATE I am working on my 30-second commercial all the time. I am a passionate person and always excited about the topics I love. I understand less is best when meeting new people that I want to sample. Lin Ragle has given me so much of her time helping me sponsor and grow my business. One of the things that stuck with me was sponsoring is like dating potential new consultants. Get to know them. Ask them more questions than I am sharing about myself and the company. I have used this in my sampling as well, but as speed dating. I don t always have a lot of time, especially if my chatty 3-year old is with me. So, my goal is less of ME, more of THEM. I am finding that women love to talk about themselves, especially their family. OLD SAMPLING SANDY: Hi, my name is Sandy, I really like your scarf, glasses, hat, shoes Have you ever heard of L BRI PURE n NATURAL? (Yes/No) L BRI is a local skincare company with an affordable aloe based skincare line safe for the whole family. I have been with L BRI for almost 2 years, I love every product, Evelyn has eczema, I have allergies, the makeup is great, I went to Ireland, I would love to share a sample with you and get your opinion. What is the best number to reach you? OLD SAMPLING SANDY: Oh dear, what did I just say, I don t know anything about her, where does she work? Does she have kids? I can t give out another sample until I figure out all the right things to say. 3

4 NEW SAMPLING SANDY: Hi, my name is Sandy. Do you have a moment? I really like your Have you ever heard of L BRI PURE n NATURAL? (Yes/No) L BRI is a local skincare company that uses aloe as their first ingredient in their skincare formulations. The products are affordable and safe for the whole family. Do you currently use anything special for your skin to wash/moisturize? (Yes/Clinique) I always like to hear when someone is committed to a skincare line. Let me ask you this, are you happy with the results? (Yes-Clinique has always been great.) If you had to choose a skincare line that is natural or chemical based, what would you choose? (Most respond natural.) What if there was something that could give you even better results, wouldn't you like to know about it? I m looking for women who care about how they look to sample my skincare. I would love to treat you to a sample of L BRI skincare so you can see for yourself. I just ask that you share your honest opinion with me. What is the best number to reach you on Wed. or Thurs? (Regardless of the outcome, touch her arm and smile, thank her for her time, and assure her that once she uses L BRI she will never want to put anything else on her skin.) If they say no - they don't want a sample, they like what they use I say, I respect that you have been using Brand ABC. Touch her arm and say, thank you so much for your time. I would like to leave you with something to take home with you - L BRI VS. the Competition. Just take a peek at your products labels at home. NEW SAMPLING SANDY: I can t overanalyze what I said or didn t say or what she said or didn t say. Just move on to the next friend to be made. I really do believe that most women are looking for something better. I have been striving to get 100 No s because I know it means I m talking to enough people. I have only received one stern NO thus far I offered samples to two ladies who were in a job interview. I smiled and apologized for the interruption, but asked if I could leave L BRI VS. the Competition and my business card. Interviewee lady said NO, the girl doing the job interview said YES PLEASE. HA! KEEP YOUR OFFICE OPEN If you don t keep your office open, no one will know about the wonderful samples in your purse. If you don t open your office and fumble with your words a little bit, you won t find the confidence to try again. I continued following up with samples that I had given over a year ago. The girl was IMPOSSIBLE to get in touch with. I haven t seen her since High School. She used the samples and loved the products, she even had asked questions about the business. But, she just would not order or book a party. That was a sample result that was really 4

5 worth the wait. In November, I had my largest party ever, which was from that sample I sent in the mail last year. DON T GIVE UP Don't stop calling and trying to communicate. If I find myself leaving lots of messages, I try to change it up a bit. Sometimes I say, gosh, I m sorry I keep missing you, but I m so excited to connect with you. Or, I wanted to include you in my customer appreciation this month. I know you aren t a customer yet, but I didn t want to leave you out. PLANNING & PERSISTENCE I would like to end with a little joke about a farmer, planning, and persistence: Ole and Sven are out hunting in MN and they shoot a deer. They begin dragging the deer back to the truck by the tail, but they keep slipping and losing both their grip and their balance. A farmer comes along and asks them, What are you boys doing? They reply, We re dragging the deer back to the truck. The farmer tells them, You are not supposed to drag a deer by the tail. You re supposed to drag the deer by the handles. They re called antlers. You re supposed to drag a deer by the antlers. Ole and Sven say, Thank you very much for the idea. They begin pulling the deer by the antlers. After about five minutes, they are making rapid progress. Ole says to Sven, Sven, the farmer was right, it goes a lot easier by the antlers. Sven replies, Yeah, but we re getting farther and farther from the truck. So, are you making the best use of your time? Are you letting Stinkin thinkin in? Daily madras really do work! Start your day with something positive. Ralph Morston s daily messages are a great resource. Are you keeping the momentum going with consistent/persistent efforts? Don't stop calling and following up. Make up your mind to sample. Set a goal every week and start sharing. Keep fine tuning the process. No matter what, don t stop believing in yourself! Who has samples in their purse? 5

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