CAL
Welcome to
Appointments
and Referrals
DIGITAL
VERSION
THIS SEMINAR COVERS:
Where are the People?
The Circle of Influence
The Unknown Market
The Powerful Talk
Be The Best
Managing Objections
Time to Act!
This mobile seminar is a quick reference guide,
for more details, refer to the full seminar in the
Business Center
This seminar focuses on
two key aspects:
Where to find the people.
How to talk to them in order
to book appointments and
ask for referrals.
To understand the role of
appointments in our business
we need to know about the
selling process. Since we are a
people business, there is no
other way to begin.
We find people through our
Circle of Influence and by using
proven methods to approach
people we don't know.
We give these people a powerful
talk to capture their attention in
order to book appointments and
obtain referrals.
SO WHERE ARE
THE PEOPLE?
All the people you have contact with
on a daily basis, could be potential
recruits, customers, or a source of
referrals.
We recommend always talking
about Rena Ware wherever
you go.
THE CIRCLE
OF INFLUENCE
Our circle of influence basically consists
of the people we know or the people with
whom we have a direct relationship.
The idea is to write down the names of all
the people we know, because each
person represents a new recruit, a sale,
or a source of referral, to keep expanding
our circle.
Legal Note: When requesting referrals from anyone, you must
disclose in advance that those referrals may be contacted for
sales or recruiting purposes.
THE CIRCLE
OF INFLUENCE
Friends
Sports and Family
Hobbies
Politics Neighbors
Owners of
Rena Ware Business
Products START Owners
HERE
Other Work
Groups
Friends of
Services Your Children
School Church
How to expand your
circle of influence
References are a powerful source of
potential customers because they have
the benefit of mentioning a mutual
acquaintance to open doors.
Ask for referrals from the people you
know, or from Rena Ware clients you
have. Most people will be willing to talk
to you when they know that a friend
recommended them.
Keep your Circle of Influence constantly
updated with each new contact you get.
This mobile seminar is a quick reference guide,
for more details, refer to the full seminar in the
Business Center
THE UNKNOWN
MARKET
Once you have contacted all the people in
your Circle of Influence, you will need to find
new prospects.
This means that you need to learn how to
approach directly other people in what is
known as “cold or unknown market”.
Legal Notice: When approaching a potential customer to make a sales
presentation, you must tell them who you are, why you are approaching
them, and what products you are selling. You must not imply that the sole
purpose of your contact is to ask the potential customer your opinion, or
to ll out a survey. In California, you must identify yourself, that you
represent Rena Ware, and explain that the purpose of your contact is to
make a Rena Ware presentation, immediately after greeting a prospective
customer and before saying anything else.
Tools to approach
the unknown market
THE AQUA NANO FILTER BOTTLE
Thanks to the new Aqua Nano Filter Bottle,
you have an excellent demonstration tool to
start a conversation with anyone.
WATCH THE VIDEO
TAKE YOUR FILTER BOTTLE WITH
YOU EVERYWHERE
It helps you to break the ice with other
people so you can tell them about the
Rena Ware Cause, Opportunity and
Products.
Tools to approach
the unknown market
SCENARIO 1
When you approach someone, first
state who you are, that you are a
Rena Ware Independent Representative
and the purpose of your contact, then
ask:
“Who do you know who would like to be
part of the solution to the environmental
crisis created from plastic bottles waste,
and at the same time earn some extra
money?”
If the prospect says they don’t know of
anyone, ask:
“Who do you know who would like to
have great tasting water at a fraction
of the cost of bottled water?”
Tools to approach
the unknown market
SCENARIO 2
This is an example of what to say
when somebody notices your
Aqua Nano Filter Bottle and
approaches you:
“I didn’t like the taste of my tap
water and I was paying too
much for bottled water.
But now I am not just saving
money, I am also helping to
protect the environment from
plastic pollution.”
Tools to approach
the unknown market
In both scenarios, invite the prospect
to join our Cause, show and share the
AQ645 and the AQ646 while explaining
the benefits the Rena Ware
Opportunity and Products have to
In the event the prospect shows
interest in other Rena Ware products,
show and share the RW92.
Tools to approach
the unknown market
Plastic Never Goes Away CAL
2016. and Statistics.” Published online by www.bottledwater.org. Accessed June
Join Our Cause * “Bottled Water 2014: Reinvigoration, U.S. and International Developments
Help to eliminate single-use plastic THE AQUA NANO LEAVING PIECES
waste and earn additional income. CLEANER WORLD.
The Zylstra family — 4th generation owners
SIMPLE TO JOIN
A family company for over 75 years:
· Low entry fee. LESS PLASTIC. CAL (AQ645 AND AQ646)
More than 282 billion liters of · No inventory purchase required.
bottled water are consumed · Excellent commissions; fast payment. our environment and marine life.
annually worldwide.* SIMPLE TO SELL.
· Financing for customer orders. thousands of plastic bottles from damaging
All plastic is not recycled. · Minimal down payment. Aqua Nano water filters can help prevent
· Rena Ware ships products directly to
customers. Join Our Cause
Rena Ware’s
Discarded bottles enter the Contact Help to eliminate single-use plastic
environment. worldwide.*
waste and earn additional income.
consumed annually
Plastic breaks down into Plastic Never SIMPLE TO JOIN The AQ645 and AQ646 help to
microplastics. · Low entry fee. bottled water are
Goes Away · No inventory purchase required. last for generations.
More than 282 billion liters of bottled water are
282 billion liters of
Marine life mistake it for food. · Excellent commissions; fast payment. • Durability that allows our cookware to promote the benefits of the
consumed annually worldwide.* SIMPLE TO SELL
More than
· Financing for customer orders. • Cookware with lifetime warranties.
WATER FILTERS WITH
All plastic is not recycled.
May end up in our food chain. · Minimal down payment. performance.
· Rena Ware ships products directly to Aqua Nano water filters while
renaware.com customers. A GLOBAL MISSION • Water filters with extreme filtration
* Bottled Water 2014: Reinvigoration, U.S. and International AQ 645 CAL 2645.C1.0317 | Home Office U.S.A. (425) 881.6171 | © 2017 R.W.I. JOIN OUR CAUSE
Developments and Statistics.” Published online by www.bottledwater.org. Discarded bottles enter the
Contact
Accessed June 2016. Only for California, Colorado, Iowa, Massachusetts, Wisconsin versatile features.
make your life a little more awesome.
environment. • Products with exclusive designs and showing your prospects how
Learn how Rena Ware can help you
Plastic breaks down into
microplastics. OFFERS CUSTOMERS:
through our outstanding Opportunity.
simple is to join our Cause.
We are dedicated to improving lives
OUR PASSION FOR QUALITY
Marine life mistake it for food. help to keep oceans clean.
excellent warranties.
offering top quality products with
May end up in our food chain. WATER FILTERS filters that provide fresh tasting water and lifestyle, including state-of-the-art water
world as a high integrity company
WITH A GLOBAL MISSION
Rena Ware is recognized around the
renaware.com innovative products to promote a healthy
PLASTIC WASTE
* Bottled Water 2014: Reinvigoration, U.S. and International AQ 646 CAL 2646.C1.0717 | Home Office U.S.A. (425) 881.6171 | © 2017 R.W.I. JOIN OUR CAUSE
Developments and Statistics.” Published online by www.bottledwater.org. Rena Ware offers a variety of exceptional,
Accessed June 2016. CAUSE! Only for California, Colorado, Iowa, Massachusetts, Wisconsin PRODUCTS
QUALITY INTEGRITY FAMILY
ELIMINATE SINGLE-USE
·
·
COMPANY
A GREAT
A GREAT JOIN OUR EXCLUSIVE
OPPORTUNITY DISCOVER
AWESOME
THE PRODUCT/ RECRUITING
LEAVING PIECE (RW92)
BE AWESOME
• Transform your life. The RW92 offers information
• Bring people together.
• Improve the environment. about Rena Ware, our Cause,
Who doesn’t want a little extra income? You can be your own boss, set your own
With Rena Ware, it is: schedule and start to earn extra income products and life-changing
SIMPLE TO JOIN based on your efforts.
• Low entry fee.
• No inventory purchase required. Join the Rena Ware Family Opportunity.
• Excellent commissions. Fast payment.
SIMPLE TO SELL Next introductory meeting:
• Financing for customer orders. Date: Time:
• Minimal down payment.
• Rena Ware ships products directly to
customers. Place:
EASY. FUN
• We provide you with everything you need —
the tools, training, support and a little fun.
• You bring your enthusiasm and effort to earn
promotions, prizes, awards and recognition.
RW92 WW 1092.01.0317 | Home Office U.S.A. (425) 881.6171 | © 2017 R.W.I. renaware.com
Tools to approach
the unknown market
The AQ645, AQ646 and RW92 are available in
2 , formats: digital and printed.
Share digital versions of these pieces via
instant messaging (WhatsApp, Facebook
Messenger, Line, etc.), text or email.
The main advantage is that in any of these
cases, both you and your prospect will have
each other’s information for future contacts
and follow-up.
These digital versions are available for
download on RenaDrive and the Mobile Kit.
GO TO THE
MOBILE KIT
Tools to approach
the unknown market
Leave printed versions in places you frequent
often (supermarket, stores, restaurants, etc.)
or give to people you meet when prospecting.
Be sure to add your contact information on
the back so that your prospects can reach
2016.
you. LESS PLASTIC. CLEANER WORLD. and Statistics.” Published online by www.bottledwater.org. Accessed June * “Bottled Water 2014: Reinvigoration, U.S. and International Developments our environment and marine life.
Always try to book an appointment to see
The Zylstra family — 4th generation owners
Rena Ware’s
thousands of plastic bottles from damaging
A family company for over 75 years:
last for generations.
worldwide.*
Aqua Nano water filters can help prevent
consumed annually
• Durability that allows our cookware to
bottled water are
performance.
them as soon as possible.
• Cookware with lifetime warranties.
282 billion liters of
More than
versatile features.
• Water filters with extreme filtration
• Products with exclusive designs and
OFFERS CUSTOMERS:
OUR PASSION FOR QUALITY
help to keep oceans clean.
filters that provide fresh tasting water and
lifestyle, including state-of-the-art water
make your life a little more awesome.
innovative products to promote a healthy
Learn how Rena Ware can help you
Rena Ware offers a variety of exceptional,
through our outstanding Opportunity.
We are dedicated to improving lives
excellent warranties.
PLASTIC WASTE
PRODUCTS
DISCOVER
EXCLUSIVE
offering top quality products with
ELIMINATE SINGLE-USE
world as a high integrity company
AWESOME
Rena Ware is recognized around the
CAUSE!
JOIN OUR
QUALITY · INTEGRITY · FAMILY
COMPANY
Plastic Never
Goes Away
A GREAT
consumed annually worldwide.*
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603 555-4636
Time:
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Date: 10/24/17
• Excellent commissions. Fast payment.
Place: Cocoa’s Coffee Shop
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• Financing for customer orders.
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• Minimal down payment.
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renaware.com
renaware.com
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customers.
• We provide you with everything you need —
WATER FILTERS
the tools, training, support and a little fun.
EASY. FUN RW92 WW 1092.01.0317 | Home Office U.S.A. (425) 881.6171 | © 2017 R.W.I. AQ 645 WW (NO-CAL) a -TRJ 4KąHJ : 8 & a l 7 < .. WITH A GLOBAL MISSION (603) 2626-2421
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promotions, prizes, awards and recognition.
JOIN OUR CAUSE
25 Oct. 4:30 p.m.
Jalissa Green
(603) 8250-2631
Spring Plaza
28 Oct. 2:30 p.m.
Carol Smith
Ritz Coffe & Bakery
03 Nov. 9:30 a.m.
John Liberty
(603) 3460-7443
Columbus Ave. White
Port 34677
Tools to approach
the unknown market
GRAND DRAWING
C ARD
Your Name:
ID Code :
Complete the information and submit this section to the
Home Oce for the Grand Drawing. THE GRAND
Date:
Contact Name:
Phone: DRAWING CARD
Email:
RW54
Address:
Hello, my name is
and I represent Rena Ware International. I’m here talking with people
about the beautiful line of cookware Rena Ware oers and setting up
appointments to do a quick presentation. The 45 minute presentation
is enjoyable and very informative about cooking in a healthy and
delicious way. There is no obligation to buy and after the presentation, Includes a series of
you’ll be entered into a Grand Drawing for valuable Rena Ware
products just for answering a few simple questions. When would be
the most convenient time for me to come by? questions that have
proven successful in
CONTACT INFORMATION Keep this section for your records. catching the attention
Appointment
Date/Time: Today’s date:
of future customers,
Name:
scheduling Parties
Address:
Phone: and booking
Email:
appointments.
Comments:
Thank you, I will see you then. Before I leave, let me ask you …
(ask the two Hostess questions below and then questions 8 and 9 on
side2)
More gifts for you!
Have you ever hosted a Party before? Yes No
Are you interested in receiving special oers as a Rena Ware hostess?
Yes No
www.renaware.com
RW54 U.S.A. 1054.U1.0517 | Home Oce U.S.A. (425) 881.6171 | © 2017 R.W.I.
CUSTOMER RECEIPT You will be entered in the Rena Ware quarterly Grand
Prize Drawing. Drawings will be held March 31st,
June 30th, September 30th and December 31st of
each year. No purchase is required. Prize consists of $750 in Rena Ware products based on
the retail price in eect at time of drawing. There is no cash exchange for the prize. Winners
will have up to 90 days to select their products. Rena Ware reserves the right to make like
substitutions for the selected prize based on product availability. No current
employee or Independent Consultant is eligible for this drawing. The odds
of winning depend on the number of entries received. Questions concern-
ing the drawing must be directed to: VOID WHERE PROHIBITED
RENA WARE GRAND PRIZE DRAWINGS
15885 NE 28th Street
Bellevue WA 98008
Phone: 425.881.6171
DATE www.renaware.com 1
Tools to approach
the unknown market
GRAND DRAWING
C ARD
GRAND DRAWING
Your Name:
ID Code : C ARD
THE GRAND Complete the information and submit this section to the
GRAND DRAWING
Your Name:
Home Oce for the Grand Drawing.
Date:
ID Code :
C ARD
Complete the information and submit this section to the
DRAWING CARD Contact Name:
Home Oce for the Grand Drawing.
Your Name:
Phone:
Date:
ID Code :
Email:
RW54 Complete the information and submit this section to the
Contact Name:
Address:
Home Oce for the Grand Drawing.
Phone:
Date:
Email:
Contact Name:
Hello, my name is
Address:
Phone:
and I represent Rena Ware International. I’m here talking with people
about the beautiful line of cookware Rena Ware oers and setting up
Email:
appointments to do a quick presentation. The 45 minute presentation
Hello, my name is
Address:
and I represent Rena Ware International. I’m here talking with people
is enjoyable and very informative about cooking in a healthy and
The card is divided into delicious way. There is no obligation to buy and after the presentation,
about the beautiful line of cookware Rena Ware oers and setting up
you’ll be entered into a Grand Drawing for valuable Rena Ware
appointments to do a quick presentation. The 45 minute presentation
Hello, my name is
products just for answering a few simple questions. When would be
is enjoyable and very informative about cooking in a healthy and
three parts, the upper and I represent Rena Ware International. I’m here talking with people
the most convenient time for me to come by?
delicious way. There is no obligation to buy and after the presentation,
about the beautiful line of cookware Rena Ware oers and setting up
you’ll be entered into a Grand Drawing for valuable Rena Ware
appointments to do a quick presentation. The 45 minute presentation
part must be sent to the products just for answering a few simple questions. When would be
is enjoyable and very informative about cooking in a healthy and
the most convenient time for me to come by?
delicious way. There is no obligation to buy and after the presentation,
CONTACT INFORMATION
you’ll be entered into a Grand Drawing for valuable Rena Ware
Keep this section for your records.
administrative office for products just for answering a few simple questions. When would be
Appointment
the most convenient time for me to come by?
Date/Time: Today’s date:
the customer to be CONTACT INFORMATION Keep this section for your records.
Name:
Appointment
Address:
entered in the drawing. Date/Time: Today’s date:
CONTACT INFORMATION
Keep this section for your records.
Name:
Phone:
Address:
You keep the middle part Appointment
Email:
Date/Time: Today’s date:
Comments:
Name:
Phone:
for your records and Address:
Email:
Thank you, I will see you then. Before I leave, let me ask you …
Comments:
(ask the two Hostess questions below and then questions 8 and 9 on
give the customer the Phone:
side2)
More gifts for you!
Email:
Thank you, I will see you then. Before I leave, let me ask you …
(ask the two Hostess questions below and then questions 8 and 9 on
bottom part of the card. Have you ever hosted a Party before? Yes No
Comments:
Are you interested in receiving special oers as a Rena Ware hostess?
side2)
Yes No
More gifts for you!
www.renaware.com
Thank you, I will see you then. Before I leave, let me ask you …
Have you ever hosted a Party before? Yes No
(ask the two Hostess questions below and then questions 8 and 9 on
RW54 U.S.A. 1054.U1.0517 | Home Oce U.S.A. (425) 881.6171 | © 2017 R.W.I.
Are you interested in receiving special oers as a Rena Ware hostess?
side2)
More gifts for you! You will be entered in the Rena Ware quarterly Grand
Yes No
www.renaware.com
CUSTOMER RECEIPT
Prize Drawing. Drawings will be held March 31st,
Have you ever hosted a Party before? Yes No
June 30th, September 30th and December 31st of
RW54 U.S.A. 1054.U1.0517 | Home Oce U.S.A. (425) 881.6171 | © 2017 R.W.I.
Are you interested in receiving special oers as a Rena Ware hostess?
each year. No purchase is required. Prize consists of $750 in Rena Ware products based on
the retail price in eect at time of drawing. There is no cash exchange for the prize. Winners
Yes No
will have up to 90 days to select their products. Rena Ware reserves the right to make like
You will be entered in the Rena Ware quarterly Grand
www.renaware.com
substitutions for the selected prize based on product availability. No current
CUSTOMER RECEIPT
Prize Drawing. Drawings will be held March 31st,
employee or Independent Consultant is eligible for this drawing. The odds
June 30th, September 30th and December 31st of
RW54 U.S.A. 1054.U1.0517 | Home Oce U.S.A. (425) 881.6171 | © 2017 R.W.I.
of winning depend on the number of entries received. Questions concern-
each year. No purchase is required. Prize consists of $750 in Rena Ware products based on
the retail price in eect at time of drawing. There is no cash exchange for the prize. Winners
VOID WHERE PROHIBITED
ing the drawing must be directed to:
will have up to 90 days to select their products. Rena Ware reserves the right to make like
substitutions for the selected prize based on product availability. No current
RENA WARE GRAND PRIZE DRAWINGS
You will be entered in the Rena Ware quarterly Grand
CUSTOMER RECEIPT
Prize Drawing. Drawings will be held March 31st,
employee or Independent Consultant is eligible for this drawing. The odds
15885 NE 28th Street
June 30th, September 30th and December 31st of
of winning depend
Bellevue WA 98008on the number of entries received. Questions concern-
each year. No purchase is required. Prize consists of $750 in Rena Ware products based on
Phone: 425.881.6171 VOID WHERE PROHIBITED
ing the drawing must be directed to:
the retail price in eect at time of drawing. There is no cash exchange for the prize. Winners
will have up to 90 days to select their products. Rena Ware reserves the right to make like
RENA WARE GRAND PRIZE DRAWINGS www.renaware.com 1
DATE
substitutions for the selected prize based on product availability. No current
15885 NE 28th Street
employee or Independent Consultant is eligible for this drawing. The odds
Bellevue WA 98008
of winning depend on the number of entries received. Questions concern-
Phone: 425.881.6171 VOID WHERE PROHIBITED
ing the drawing must be directed to:
DATE
RENA WARE GRAND PRIZE DRAWINGS www.renaware.com 1
15885 NE 28th Street
Bellevue WA 98008
Phone: 425.881.6171
DATE www.renaware.com 1
THE POWERFUL
TALK
A powerful talk is a conversation
using certain elements, such as
phrases and questions, that work to
achieve a specific goal or response.
Be always ready to say something
that will arouse interest in your future
clients.
The 5-Point Star System
to obtain appointments
Healthy cooking methods
Fresh tasting water
Extra earnings opportunity
1
Best time? 5 2 Helpful and
enjoyable
presentation
No commitment 4 3 Drawing
participation
Create your own example of what you
could say during a presentation by putting
the 5-pointed star system into practice.
Be “The Best”
By becoming an expert conversationalist,
you will reach out to more people,
gaining useful information to sign up
more recruits and close even more sales.
Mastering the art of conversation is not
easy, however these tips will be very
useful.
TIPS
Be “The Best”
Obtaining an appointment is
about selling yourself rather than
selling the Rena Ware Opportunity
or products.
When you show confidence,
excitement and knowledge about
what you have to offer, people are
more receptive to what you say.
But in some cases, you will find
objections from prospects that
you need to learn how to
manage.
MANAGING
OBJECTIONS
Objections are concerns, questions, or
feelings (expressed or not) the future
customer or potential recruit has, that
may prevent you from obtaining a
presentation appointment.
MANAGING
OBJECTIONS
MANAGING MANAGING
SALES RECRUITMENT
OBJECTIONS OBJECTIONS
No matter how good the approach or
presentation is, there is always the
possibility of objections.
In order to deal with the prospect’s
actual objection, it is necessary to
carry out a process called LCO.
MANAGING
OBJECTIONS
LCO
LISTEN OFFER
CONFIRM
Use Alternative
communication solutions.
techniques.
Customer
Determine the solves
real objection. Understand the objection.
objection clearly.
Use closed questions
and pause.
MANAGING
OBJECTIONS
By listening actively, you will
receive valuable information
about the actual objection.
LISTEN It means being attentive to
what the prospect is saying,
to understand the feelings
and views of the person.
MANAGING
OBJECTIONS
Ask questions that allow
the client to reaffirm their
objection, or on the
CONFIRM
contrary, clarify it:
“So, what you’re saying is
that you worry about not
having enough time to
dedicate yourself to this
activity?”
MANAGING
OBJECTIONS
Once your client’s
response is affirmative
(“Yes, that’s my
OFFER
objection”), consider
possible solutions.
The key is to think:
“What would I do if I were
in your case?”
MANAGING
OBJECTIONS
LCO
LISTEN OFFER
CONFIRM
One of your goals in managing
objections should always be
to replace a negative thought
with a positive thought!
Look at the objections as
opportunities to share the
benefits your prospects will
enjoy with Rena Ware.
IT’S TIME TO ACT
You now have the basic
knowledge to get appointments
and referrals.
Now, put this knowledge into
practice and master this ability
by following these steps:
IT’S TIME TO ACT
Attend all seminars and meetings
organized by your leader.
Role play different scenarios with
other people in your group, as well
as family and friends to test your
objections management
capabilities.
Keep expanding your Circle of
Influence day after day.
IT’S TIME TO ACT
Look for opportunities to start
conversations with everyone,
strangers are just people you do not
know yet.
Remember, every time you open your
mouth, you are opening your
business.
Practice your Powerful Talk and learn
the 5-Point Star system so you
always have something to say.
IT’S TIME TO ACT
5 And remember always to
ask for at least 5 referrals
after each Opportunity or
Sales Presentation you do.
GET STARTED NOW!
Always give your best
Commit step by step in
doing small changes that
improve your life and the
image you project.
The fruits you will collect
will be wonderful!
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