National Coach Call Audio Transcription Topic: Perfecting your 2- Minute Elevator Pitch Host: Sr. Vice President of Global Sales, Jeff Hill Featured Coach Speakers: Melissa McAllister and Danielle Hinson Date: July 23, 2012 Jeff: Let's jump into our featured guest speakers. One of them seems like a bit of a show- off today, I heard her name mentioned on this about 17 times, Danielle Hinson, this goes to show she's moving her business forward. Let me introduce both of our Coaches this morning. We are so excited to have Melissa and Danielle on our call. Let me tell you a little bit about Melissa. She's a Super Star Diamond Coach from Frisco, Texas. She joined and became a Coach in June 2008. She's had 27 consecutive months in Success Club 5, 15 consecutive months in Success Club 10. She's an Elite Coach in 2010-2011. She joined us in Tahiti on the Elite adventure just this past spring. It was tremendous. She's been a Success Club trip qualifier in 2011-12. She has developed 19 lifetime Diamond Coaches and has sold over 35 challenge packs to date. You have to ask yourself: "Why is she creating success?" Joining Melissa this morning is Five Star Diamond Coach from Allen, Texas. You've heard a bunch of things she's achieved this last week. She joined as a Coach in April 2010 and has had 18 consecutive months in Success Club 10. She was a Success Club trip qualifier in 2012 and she has developed seven lifetime diamond Coaches. You get the sense we have two individuals who know what they are talking about and have been consistent and successful in the business. Ladies if you will un- mute your phones, of course we've asked you this morning to talk a little bit about the elevator pitch and how you approach people. Melissa and Danielle are you with us? OK, well it's all yours, take it away. Danielle: I want to tell you about what challenge groups I am running and book I am reading. I m currently running two Insanity challenge groups and a mixed program group called project Look Good Naked and I am re- reading the Compound Effect as I wanted to make sure I got everything out of it that I need to. Today we are talking about your elevator pitch and the reason it's called this is it's not just about the elevator, it's about thinking about only having a minute or two to talk to somebody. So this is how you initiate conversation when you are out and about in your daily life, whether you are in an elevator, the grocery store or at the bank - how are you going to make that first initial conversation with somebody. So we are going to use specific examples and at the end Melissa will go back and re- summarize the points. The first point is don't have your elevator pitch memorized. This is not something we can script for you. This is something that is situational for each person. You are going to want to have a couple
different things that you know will be a great conversation starter with somebody. It's not something that you are going to write out and memorize. This is something that is supposed to flow naturally, when you come into contact with somebody, you have a few starters you can just get going. Don't leave your introduction to chance so again, you want to have some different things that you can say to people. In an elevator, people are looking straight forward, they are not looking at you or making eye contact so you cannot wait for them to make conversation. So you have to be the person to get that started. Don't spend the whole time talking about Beachbody. You will have your chance to word vomit all over them about how great Beachbody is after you make some contact with them and develop a relationship with them. This is your chance to start conversation with a stranger, so this is not where you are going to tell your whole story about how you got into Beachbody. It may come up, but this is a time to talk about their day, the weather or the outfit they are wearing. Whatever it is that is going to be your starter to that conversation. Your speech is going to develop over time. When you are talking to somebody the more comfortable you get at initiating conversation the better you get at it and it's going to change. So just remember, it's not something that when you've tried it a couple of times, it's not going to be set, it will change the more comfortable you get with it. My kids always tell me now "Stop talking to people." I can't get through the grocery store quickly as I stop and talk to everyone I meet. It's going to change over time and there is no one set way. With these points you'll be able to initiate conversation with strangers in a comfortable way. Melissa: Thank you. Good morning and good afternoon everybody. I am just finishing up a Pump challenge and getting ready to start a Turbo Fire challenge. I am reading Exceptional Service, Exceptional Profits, Leonardo Inghilleri. I wanted to tap on is the one thing I want you to think about when you have an opportunity to initiate a conversation with somebody. You want to make a personal connection before you invite anybody. My husband has been a salesman his own life and this business [Beachbody] is difficult for him, as it's not sales, you don't want to walk up and you don't want to stick your hand up and introduce yourself as it's too sales- pitchy from the get go. You want to make a connection with somebody first before you introduce yourself or you have any kind of agenda come out. Make some sort of connection such as smiling or making eye contact first. What works for me is I start my conversations with a compliment and end with a question. For example: I would compliment someone on their hair or their body and make sure I end my introduction with a question so they have to respond. Like "You have incredible arms. What do you do to get those arms?" So they have to give you the conversation back. It's really important to make eye contact with people and it can be hard to do and takes practice, but it lets them know you are interested in them. Also have an open posture. When one of my long- time mentors told me about this, it made a huge difference to me. Notice the way the person you are looking at is holding their body and you want to match their posture. If they are sitting, make sure you sit down as well. If they are sitting on the floor sit with them on the floor. If they are standing up and their hands are on their hips, stand up and make sure you are facing them and your chest is adjacent to their chest. So you are squared to them and not turned a shoulder to them and this helps them to feel more at ease when your posture is open. Also, match the person's energy level. If
you've ever been at a mall and some overzealous person came up to you with high energy and it immediately feel uncomfortable with that person. So if you are speaking with someone or making an introduction with someone and they have high energy then match it with high energy. If they are quiet and have low energy, then stay low key and hopefully their energy will build as yours does. Danielle: I hear people talking have zero intentions. If you go and into a conversation thinking you have to get their phone number, email or find out what their workout is you are going to come off unauthentic. If you just go into the conversation to find out more about this person, that energy is going to come off to them that is true and it's going to make them want to talk to you. It's going to make them want to share their information with them. Just remember, when you start talking to someone, if you don't get their contact details, it's okay. Life will go on. There are plenty of people out there that you are going to come in contact with so if you miss a few contact details, it's going to be fine. Also, give, true undivided attention; put away your cell phone! I know this can be hard for a Beachbody Coach as our phones are surgically glued to our hands. But it' really shows how important a conversation is if you put away your cell phone. Don't text, answer a call, look them in the eye. Think of how you would feel if you were talking to someone and their phone rang and they just ignored it. They didn't pick it up or see who it was, they just ignored it and kept paying attention to you. You would feel important and you'd be interested in what this person had to say and you would to continue this relationship. So, please, whatever it is can probably wait just one more minute until you are done talking to this person. So give somebody your undivided attention and put away that cell phone. Just remember this is the time to create a moment. If I have a moment with someone or a shared memory or a funny story, then I am more likely to remember them. I met a woman at the airport on Thursday and she started talking to me and she told me her story how she was a hairdresser. I told her I was always looking for someone to do my hair. We didn't even talk about Beachbody, but we shared a moment. I was excited she was a hairdresser and she was excited I was excited. So when I do initiate and invite her and give her information on one of my challenge groups, she'll remember me after that shared moment. That's all an elevator speech is, creating a moment. Melissa: Also you want to practice it just like any skill. One speaker that I heard at the weekend said something really profound: "If you want to hit the bulls eye you have to throw more darts." That resonated with me and I get that because if you are uncomfortable even just making eye contact with people it will become natural with practice. I tell my new Coaches who say that is really tough. When it comes to a colder market, they freeze. The first thing you want to do is just start making eye contact with people. Whether in the grocery store, pumping gas, just make eye contact, smile and look away and then when that gets comfortable then try saying hello. You will get to the point where you can ask them a question and you can move into the steps Danielle and I are talking about. It will get easier I promise. It's one thing to walk into an elevator and look at somebody and say "Great shoes." or to say something like "Wow! Those are like retro aren't they? Man, I miss the 80's." You have to do something that makes them smile. If you compliment someone, they will nod and smile, but if you put it into a wording that incites memories in them, they will be more open to talk with you back. So, wording is everything. It's all in the way you say it.
Danielle: Wear and share is important. There's more to it than just slapping on an Insanity t- shirt. First of all, for those of you know my story I used to be an elementary school teacher so when I'm out in public I carry myself differently than I did when I was teacher. For example, I wouldn't be seen in the grocery store, racking up the beer and wine because the community might judge me as boozing it up. You need to think about the same thing with wear and share, because you are representing Beachbody and your own company. I am not saying you have to be picture perfect in wear and share, but you should be thinking how about you are representing yourself in public when you are wearing and sharing. Think about what kind of energy you are projecting. Another thing is, so many of us have had great success with programs so when we are wearing a logo we immediately want to tell our own story. So when I am wearing an Insanity shirt, my tendency is to tell people my story, but somebody might look at me and think "I can't look like her, there's no way I can do that program." So sometimes wear and share can be about somebody else's story. So instead of talking about myself, I tell a story about someone else's story. Like my friend, John Purdoe who lost 93 lbs doing Insanity. Wear and share doesn't have to be about your story, it can be about someone else's story so the person you are talking to knows it's not just about you. There are other regular, everyday people doing these things so they begin to think "Oh, if they can do it, I can too." Melissa: How many times have you heard "Be a product of the product?" It's something that is engrained in us. I'm not saying that you are going to be more comfortable walking up to someone if you have abs of steel it is more when you are using our products and doing the programs you actually have self confidence. How much better do you feel when you've done your workout in the morning and drink your Shakeology and then you go out and start your day. If you are a product of the product you are going to have more energy and feel better and have more confidence to talk to somebody about who we are and what we do. We are so busy and I know every single one of us get in lulls where we slack on working out and we've run out of Shakeology, but if you are not a product of the product then it's not going to come out as genuine, then if you are really committing yourself to doing the Reset or doing the fitness program and drinking your Shakeology every day. All of this will come out so much more naturally as you are truly passionate. I'm going to recap for you real fast, so grab your pens: Make sure you don't memorize your speech. You always want to have a center, this fitness family we have, so always keep it in your heart, so people will feel it. At the same time, you do not want to have this memorized. It should be natural. Make sure you always start with a compliment and end with a question so it's open ended and they will have conversation with you. Work on making eye contact with people and also have an open posture and energy level that matches the other person. Give them your undivided attention. Keep your eye contact on that person, to let them know they are important to you.
Practice. Practice. Practice. Start by just making eye contact, then saying hello to people and then initiating conversation with people. Definitely wear and share and like Danielle said, it doesn't have to be about you all the time, share other people's success stories. Finally, be a product of the product so you have that inner fire knowing that what we do and what we use works, we love it and we want to share it. Jeff: Some really great pointers there. I'm taking notes that I think are really key. It's interesting what you've shared regarding authenticity and the intent and looking at people. My wife will always say to me, Jeff, stay focussed on the people you are talking to as I tend to focus on what is going on around me and my wife will always remind me to focus on the person I am talking to. So as you were saying that, it really hit home that I need to do so much better to be invested in that person by doing so. Let me ask you a question: One of the big focuses this last year has been on Challenge Groups, as you've gotten past introductions, breaking the ice how to do you introduce the concept of the challenge group. This moves over into the inviting piece, but how to move from introductions to inviting? Danielle: For me, it's never done in an initial conversation. When I am out and about and meeting people, I am a little overly friendly and chat to a lot of people, it's never in that moment. It's always when we connect later, once we've opened a dialogue and remind them of who I am that's where we start talking about that. So for example, the hairdresser I met. I might say to them: "Hey, this is Danielle, we met at the airport, we talked about you potentially doing my hair, I also wanted to let you know I'm getting ready to start a challenge group, it's a group of people that meet online, virtually every day to start a workout experience." I keep it very casual and real. I don't use wording that's casual and personable. I don't even go into a ton of details of what a challenge group is until they show me some interest. I use the five step process to find out about their goals are and what they want. It really goes far beyond that initial conversation. It's a multi- step process and it does all start with that initial conversation but it never happens immediately at the moment as it takes away from the authenticity of what we just shared. If I would have said right away that's when they would suspect an alterior motive. It has to go beyond that initial conversation then I bring up the challenge group. Melissa: Yeah, I do agree with Danielle that it's not something you need to get out in that first initial contact, but at the same time this weekend, I was at the airport and my friend of mine, Chris Beech, and he had on an Insanity t- shirt and he had two people come up to him and asked if he was doing it and it was exposure for him and it gave him an opportunity to invite them to a challenge. It's not something that is automatic with me, but the wear and share definitely helps for brand and name recognition and people will approach you because they are interested in the product or they have it but haven't gone through with it, so it's a good opportunity to let them know about your challenge. Jeff: Some good insights. The one piece you hit on at the end Melissa is that it is a matter of practicing and really getting out there and doing it. I always maintain anyway that you may not always say it the right way and grammatically correct and that doesn't matter as long as you intent is right about them and finding a solution that meets their needs makes up for a multitude of errors because people know that your head and heart is in the right place. Has that been your experience?
Danielle: Absolutely. People who join my challenge and tell me they came to me even though they were approach by other people because you seem real. I think Melissa and I both get that a lot. When your intentions are real and you go in with the heart and you just want to help somebody it makes this job a whole lot easier. End.