Alev and Mehment (from
bmeal is a RAW VEGAN business that offers both ready made RAW VEGAN foods, RAW VEGAN ingredients such as wheat grass (and many more), juicers and other machines for RAW VEGAN cooking as well as RAW VEGAN cocking education programs/seminars and lessons.
bmeal also offers special D-TOX programs and nutrition plans to relief/solve various health problems.
Alev completed her studies as a certified cosmetician and working with the Dr.Baumann products was just the natural extension to her RAW VEGAN healthy living business idea.
Alev is an extremely smart business woman (with a rich marketing and management background) that understands the 20%-80% business principles, meaning: 20% of your customers will make 80% of your sales.
Alev also understands customer’s psychology: it means that people/customers appreciate more things that are “hard to get”!!!
So, as a matter of strategy Alev decided to:
1. Concentrate on getting the 20% of the strongest customers and leave out the 80% of the weak customers.
2. To make it so difficult (for the customers) to a level that they will really crave for getting a Dr.Baumann product (and as a result also appreciate and respect the Dr.Baumann products as Alev does).
Here is the process that Alev uses:
1. She invites customers for a free skin analysis and for a personal interview.
2. During the skin analysis and the interview, Alev explains/educates to the customer about the customers skin needs. Alev does is with a beamer/projector and a Power Point presentation. This presentation includes the treatment and the kinds of products that Alev will use to solve the customers skin needs/problems.
3. Alev tells the customer that she isn’t going to treat her and or sell her anything until she (Alev) will be convinced that the customer is serious and is really prepared /committed to do some “life changes”. Those “life changes” include changes in the customers nutrition as well as the customers skincare habits.
4. Alev books a paid treatment (with the customer) for 10 days after the above skin analysis. The condition that Alev will agree to carry out the treatment is: that Alev will recognize visible changes in the customer’s skin/body condition. (The customer has the right to cancel the booked treatment at any time), (The customer can call Alev for further consultation until the treatment days).
5. The customer appears to the treatment and Alev carry’s out the planned treatment.
6. When the treatment is over, Alev gives the customers prescribed product samples so that the customer can continue to treat herself at home and maintain the treatment results. Alev again, doesn’t agree to sell to the customer any retail products as home care.
7. The customer who uses the product samples and experiences the results is now really willing to do everything (to buy) in order to maintain her NEW SKIN CONDITION. The customer really demands to buy the products (at this point) and is really happy to finally be able to pay and own the Dr.Baumann products.
Alev doesn’t sell just products but she sells A WHOLE WAY OF BEING. This includes:
· A full program of personally prescribed nutrition and personally prescribed skincare that can really solve customer’s problems.
· Alev sells herself as a personal “life improvement coach” instead of acting as a classical cosmetician.
Alev respects her time and her efforts and strictly insists to work/coach exclusively customer that are serious about having a visible change.
For Alev it is a matter of: A WHOLE WAY OF BEING or nothing!!!
Alev doesn’t need to ask her customers to buy as her well educated customers insist to buy.
Talking to Alev, I understood that she is doing very well and she is busy building her most loyal cliental.
*I will tell you more about Mehemt in another POST.
** When you are in
