Hey everyone. If you haven't already posted your reruiting packet results, here's teh palce to do it. remember, we'll be picking a winner based on total packets handed out, total appointments held and recruiting results. you can post your results, or if you're shy, you can email us.
Also, I made a post on another of my blogs regarding recruiting with the prospect's needs in mind.
Basically, I've had a number of Sarah Coventry reps calling me, and this one in particular wasn't excited about my jewelry co - she SAID it was becaus she didn't like the product.
It turned out that while it wasn't her favorite jewelry on the planet, the real problem was that she met with a local consultant before she called me. The consultant showed her 3 pieces from her kit - one of them was broken. THEN the consultant tried to strong arm her into signing up because she needed "just one more" to get her kit for free.
GAH! Can we say THE WRONG WAY TO DO THINGS!?!?!
A potential recruit (or customer, etc) is not someone you can just bend to your will and your needs, folks. I was fortunate that she was willing to talk further with me - I'll tell you why in a minute. If she hadn't been willing to talk, I never would have found outher real objection.
It turns out, she's still just a tire kicker - she hasn't figured out WHAT she wants to do yet.
As a recruiter, it's my job to help her make the best decision possible for HER. in this case, the timing was bad. She's alread going to miss the best part of the holiday shopping season, so why not wait until January, after she's had a chance to really decide how she wants to run her business.
I did, by the way, encourage her to sign up for "PartyOn!" so that she could get some free training tips before she made a decision. That way she could learn more about my training style and how I work!
So here's the question: Why did she call me if she had already "decided" she didn't like the jewelry?
Two factors: first, as I already mentioned, she really hadn't decided anything. She was still not sure about the jewelry, the company, or her career choice. Second, she GOOGLED me, learned more about me, and wanted to talk to me in person. Simply put, she saw me as an expert, wanted to talk to an expert and get an opinion from someone that she figured knew a thing or two.
THIS is what we want or each of you: to becom the expert in your company. We want people to be able to GOOGLE YOU, and reach you to ask you, the expert, questions.
As we pass the halfway point of this series, we're going to start rolling into a LOT more of the technical/internet type stuff. Ezines, newsletters, and other ideas to help keep you in front of your customers on a regular enough basis that they start to see YOU as an expert.
Questions, comments? Post 'em here, or email 'em. We'll be looking for them!
Showing posts with label Recruiting. Show all posts
Showing posts with label Recruiting. Show all posts
Friday, November 21, 2008
Tuesday, November 18, 2008
Can't Afford It / Don't Have the Time Objections
One of the best responses to the "I can't afford it" statement is "Frankly, based on what you've shared with me, I don't think oyu can afford NOT to do it."
You can't just throw that out there, though.
Remember that recruiting interviews are just that - INTERVIEWS. You should be asking questions and screening candidates based on how your opportunity can help them, but also based on how they will fit into your team.
A person that continues to make excuses will be the same person who's always looking for hand holding for the duration of their stay on your team - which may be shot lived anyway.
Remind them, that this isn't about spending money, it's about making money. The purchase of a business kit is almost always a tax deduction (check w/ your accountant. I don't provide tax advice!).
As far as "having time", I ask them right at the interview, "How much time can you see yourself devoting to working your new business?" And that's key. I remind them this is a new business.
If a potential recruit is truly only in it for the kit - you have to ask yourself if you're okay with that.
Ruth's wording for the person who doesn't want to do 6 shows is great, but I can be a little more abrupt with people sometimes. I've also used this:
"Oh! You've already talked with another consultant? Well, I don't want to step on someone else's toes! If you're happy with what they're offering as a leader, then by all means, let's end the conversation here so you can get back in touch with them."
And then remain silent.
If they want you, they'll come after you. If they just want to get a kit - let someone else have that headache.
Remember: If you're serious about growing a team, sometimes it's better to let them go.
Don't let them go TOO quickly, but after you've pulled out the arsenal of tips we're sharing, if they're still not ready, maybe now's NOT a good time for them.
The last recommendation I can make is this one:
When you're interviewing, ask THEM what they expect out of their business. If all they want is a free kit - then 1 show is all they need. If they want a consistent income of a few hundred dollars - then a show a week is what they need. If they want to replace a full-time income, then they need to be doing a minimum of 2-3 shows a week and working on building a team as well.
If someone presents the "well another consultant told me..." scenario, then you can follow up with the following:
"Well, perhaps they didn't ask you the same questions that I did. It's my job, as your recruiter, to help you be as successful as you want to be. Based on what you've told me you expect out of your business, you would need at least X number of shows on you calendar, based on our averages, to achieve that. I'm sure if you told that consultant what you told me tonight she's tell you the same thing."
This way, you're not calling anyone on the carpet, and you're not making any assumptions. Always keep your conversation in the here and now, because that conversation could have taken place 2 years ago.
Again, setting up recruiting interviews are a time for YOU to kep control of the conversatio, ask questions (just like a real job), and get to know your prospect. don't go signing up someone just because you need one more for a trip! Make sure they are a good fit for your team, because THEY will be working with YOU - possibly for a very long time!
You can't just throw that out there, though.
Remember that recruiting interviews are just that - INTERVIEWS. You should be asking questions and screening candidates based on how your opportunity can help them, but also based on how they will fit into your team.
A person that continues to make excuses will be the same person who's always looking for hand holding for the duration of their stay on your team - which may be shot lived anyway.
Remind them, that this isn't about spending money, it's about making money. The purchase of a business kit is almost always a tax deduction (check w/ your accountant. I don't provide tax advice!).
As far as "having time", I ask them right at the interview, "How much time can you see yourself devoting to working your new business?" And that's key. I remind them this is a new business.
If a potential recruit is truly only in it for the kit - you have to ask yourself if you're okay with that.
Ruth's wording for the person who doesn't want to do 6 shows is great, but I can be a little more abrupt with people sometimes. I've also used this:
"Oh! You've already talked with another consultant? Well, I don't want to step on someone else's toes! If you're happy with what they're offering as a leader, then by all means, let's end the conversation here so you can get back in touch with them."
And then remain silent.
If they want you, they'll come after you. If they just want to get a kit - let someone else have that headache.
Remember: If you're serious about growing a team, sometimes it's better to let them go.
Don't let them go TOO quickly, but after you've pulled out the arsenal of tips we're sharing, if they're still not ready, maybe now's NOT a good time for them.
The last recommendation I can make is this one:
When you're interviewing, ask THEM what they expect out of their business. If all they want is a free kit - then 1 show is all they need. If they want a consistent income of a few hundred dollars - then a show a week is what they need. If they want to replace a full-time income, then they need to be doing a minimum of 2-3 shows a week and working on building a team as well.
If someone presents the "well another consultant told me..." scenario, then you can follow up with the following:
"Well, perhaps they didn't ask you the same questions that I did. It's my job, as your recruiter, to help you be as successful as you want to be. Based on what you've told me you expect out of your business, you would need at least X number of shows on you calendar, based on our averages, to achieve that. I'm sure if you told that consultant what you told me tonight she's tell you the same thing."
This way, you're not calling anyone on the carpet, and you're not making any assumptions. Always keep your conversation in the here and now, because that conversation could have taken place 2 years ago.
Again, setting up recruiting interviews are a time for YOU to kep control of the conversatio, ask questions (just like a real job), and get to know your prospect. don't go signing up someone just because you need one more for a trip! Make sure they are a good fit for your team, because THEY will be working with YOU - possibly for a very long time!
Sunday, November 16, 2008
Call 3 is tonight!
Heading into the half way mark of our fantastic telecourse and tonight, we're digging into the dirt on recruiting, what to say and more importantly, what NOT to say.
Call #3: "Watch Your Mouth! What to Say and Not to Say When Recruiting" is going to take you into the depths of how to master recruiting at the show. In one hour, we're going to cover:
1. How and when to make recruiting bids at the show.
2. Why you DON'T want to camp in the host's kitchen all night - even if she's interested in your opportunity.
3. Tested word choices and scripts you can use to recruit more effectively.
4. The two most important quesions oyu can ask a potential recruit.
5. Why and how you WATCH Your Mouth
6. The ins and outs of online recruiting.
This week is a big business boosting week! You Don't want to miss this week's call!
Call #3: "Watch Your Mouth! What to Say and Not to Say When Recruiting" is going to take you into the depths of how to master recruiting at the show. In one hour, we're going to cover:
1. How and when to make recruiting bids at the show.
2. Why you DON'T want to camp in the host's kitchen all night - even if she's interested in your opportunity.
3. Tested word choices and scripts you can use to recruit more effectively.
4. The two most important quesions oyu can ask a potential recruit.
5. Why and how you WATCH Your Mouth
6. The ins and outs of online recruiting.
This week is a big business boosting week! You Don't want to miss this week's call!
Saturday, November 8, 2008
Writer's Cramp is a good thing, right?
Making my tickler file has been great for my business - but now I got writer's cramp. So far, over 200 index cards... and looks like I'm going to go buy more cards.
The bright side: I have a lot more contacts than I realized. Which is probably true for many of you. As I stared going back through old invoices, there were people I had TOTALLY forgotten about - sad but true.
People fall through the cracks - even when you don't mean to.
The bright side part 2: I booked a hostess I haven't talked to in 2 years. She rescheduled on me because she got mono. I figured she was blowing me off so I stopped following up. I also booked a girl that was in a musical with me this summer to do a jewelry party for me. I also added 3 new prospects to my recruiting pipeline. Their lives have changed a LOT this year, and the time is good for them. Plus the countless reps from Sarah Coventry reps that have called ME has been staggering. One poor girl had JUST gotten her kit when they closed their doors! Haven't signed them all yet, but this is a ton of activity for a girl who usually only does one show per week.
When YOU finish your challenge for this week, post your results here! There just might be a prize.
The bright side: I have a lot more contacts than I realized. Which is probably true for many of you. As I stared going back through old invoices, there were people I had TOTALLY forgotten about - sad but true.
People fall through the cracks - even when you don't mean to.
The bright side part 2: I booked a hostess I haven't talked to in 2 years. She rescheduled on me because she got mono. I figured she was blowing me off so I stopped following up. I also booked a girl that was in a musical with me this summer to do a jewelry party for me. I also added 3 new prospects to my recruiting pipeline. Their lives have changed a LOT this year, and the time is good for them. Plus the countless reps from Sarah Coventry reps that have called ME has been staggering. One poor girl had JUST gotten her kit when they closed their doors! Haven't signed them all yet, but this is a ton of activity for a girl who usually only does one show per week.
When YOU finish your challenge for this week, post your results here! There just might be a prize.
Thursday, November 6, 2008
Sarah Coventry Reps Displaced Need a JUMP Start More Than Ever!
I wanted to drop you a note to let you know a couple of things:
First, my heart goes out to ALL Sarah Coventry reps that have been effected by their recent closure. I'm working on a special call for all reps, but ESPECIALLY Sarah Coventry Reps faced with a "now what?" decision. Stay tuned for more details.
If you know anyone looking for the next step in their business, I encourage you to point them to our website, get them signed up for the newsletter and help them in any way you can. Direct Sellers need to stick together.
I've been contacted by more than a dozen Sarah Coventry Reps in the past few days, which is why I KNOW this is a critical time in the business - not just for them, but for you as well.
Most of them called asking for guidance, direction and company recommendations. But a couple called to THANK me. Because of what I teach in Home Party Solution, they were able to position themselves as an expert and grow their personal database even while their Sarah Coventry websites were being deactivated. These consultants are transitioning to new companies with less effort and headache than those that put all their eggs in the basket of Sarah Coventry.
I wish I could say I was shocked. In this day and age, not much surprises me anymore. This year has seen at least two well-funded, reputable companies close their doors - and a few more less-than-reputable ones as well.
This is why I PREACH on the fact that you need to brand yourself first. In fact, I decided today that my next book will focus entirely on that concept. Direct sales reps eed to be concerned about promoting their own image and perosnal brand in the marketplace. That way, when your company closes (and Sarah Coventry is a great example), you'll still have clients and a market to srve - you'll just need a new product.
Think of it this way: If you own "SUPER STORE", and the manufacturer stops making "Brand X Soap", do you close your doors? No! You find a different supplier. But if people only thought of you as a Brand X Soap salesman, you'd be out of business fast.
That's what's happened to so many consultants this year.
So I'm asking you to pass this message on as a reminder. The more we share this message with consultants, the stronger our businesses will grow. I'm so passionate about this, you'll see it on my blogs in a day or so. We need to keep hearing (and sharing) this message.
Lastly, I wanted to remind you we still have a couple of slots left on this teleclass. Tell your friends in the industry. I don't want to see anyone else become a "Sarah Coventry" statistic.
First, my heart goes out to ALL Sarah Coventry reps that have been effected by their recent closure. I'm working on a special call for all reps, but ESPECIALLY Sarah Coventry Reps faced with a "now what?" decision. Stay tuned for more details.
If you know anyone looking for the next step in their business, I encourage you to point them to our website, get them signed up for the newsletter and help them in any way you can. Direct Sellers need to stick together.
I've been contacted by more than a dozen Sarah Coventry Reps in the past few days, which is why I KNOW this is a critical time in the business - not just for them, but for you as well.
Most of them called asking for guidance, direction and company recommendations. But a couple called to THANK me. Because of what I teach in Home Party Solution, they were able to position themselves as an expert and grow their personal database even while their Sarah Coventry websites were being deactivated. These consultants are transitioning to new companies with less effort and headache than those that put all their eggs in the basket of Sarah Coventry.
I wish I could say I was shocked. In this day and age, not much surprises me anymore. This year has seen at least two well-funded, reputable companies close their doors - and a few more less-than-reputable ones as well.
This is why I PREACH on the fact that you need to brand yourself first. In fact, I decided today that my next book will focus entirely on that concept. Direct sales reps eed to be concerned about promoting their own image and perosnal brand in the marketplace. That way, when your company closes (and Sarah Coventry is a great example), you'll still have clients and a market to srve - you'll just need a new product.
Think of it this way: If you own "SUPER STORE", and the manufacturer stops making "Brand X Soap", do you close your doors? No! You find a different supplier. But if people only thought of you as a Brand X Soap salesman, you'd be out of business fast.
That's what's happened to so many consultants this year.
So I'm asking you to pass this message on as a reminder. The more we share this message with consultants, the stronger our businesses will grow. I'm so passionate about this, you'll see it on my blogs in a day or so. We need to keep hearing (and sharing) this message.
Lastly, I wanted to remind you we still have a couple of slots left on this teleclass. Tell your friends in the industry. I don't want to see anyone else become a "Sarah Coventry" statistic.
Thursday, October 30, 2008
Direct Sales Recruiting: 3 Halloween Tips For More Treats, Not Tricks
Ann Vertel writes in today's blog post that if you look at kids that trick or treat, they don't get all worked up about which houses don't have their lights on. The direct sales correlation is that we as direct selling consultants shouldn't get worked up over the people that don't want to participate in or business - either by booking buying or recruiting. In essence, they've "turned off their house lights" and we shouldn't take it personally - just move on to the next house and collect our goodies elsewhere.
But as I thought more about the correlation to Halloween, there's even more you can cull from this:
1. Those parents at the curb.
On your first Halloween, a trusted adult probably walked the whole neighborhood with you, holding your hand, walking you right up to the door and showing you exactly how to say the magic words that opened the door to candy paradise. As we mature in our business and "get better at trick or treating", these parents and adults stand at the curb, so we don't look "uncool".
You've either been one or had one - a leader that guides you down the path, watches your actions, and helps you be the best you can be. On your first few attempts at working your business, they might have even held your hand and walked you straight up to the door - even did the knocking for you. They're not doing the work for us. But they've got their watchful eye on us, helping us along the path to the next door, giving us tips on how to make the next house even better than the last. Don't be ungrateful, but don't expect them to do the work for you. If you want the goodies - you've got to get the training (from your leaders) - then you've got to say the words to get them!
2. Those "Candy Grabbers"
Every Halloween has it's share of killjoys that run around the 'hood snatching the bags of little kids. Those bullies get their kicks takin' candy from babies and making mischief on Hallow's Eve. Do the other kids stop going from house to house? Naah. Do the homeowners stop passing out the goodies? Of course not!
Whether we want to admit it or not, there's a crowd of people in direct sales that gives the industry a bad name - but it doesn't mean that everyone is going to give up and go home. On the contrary. I know for myself that when I was confronted with a bully on Halloween night, I just went back and tried double hard to recover my losses. Now that I'm older and wiser, I know there are plenty more neighborhood to visit when searching for direct sales gold.
3. Sorting the Goodies from the Maple Buns
Oh how I hated the Maple Bun as a kid. We'd trade those things away as fast as we got them - if we could. We took notes each year about which houses had the best candy, and which ones weren't worth the trek up the long driveway for the tiny little maple bun they'd drop in your bag with a toothy grin. Mom would, of course, check out each wrapper to ensure safety and collect her obligatory fee for so doing.
As network marketers, we have to do our own sorting. Some "goodies" will be great additions to our team, and others will start out looking good, but you'll find the wrapper's not all there. And of course, you'll end up with a Maple Bun or two, but realize that the better you get at identifying the King Size candy from the Maple Buns, the easier the sorting becomes. The only way to get good is to keep practicing.
So this festive holiday, as you're standing at the curb with the little tykes, perhaps do some trick or treating of your own. I frequently pass out free samples to the moms as we're trekking the 'hood together. It allows us to strike up conversations while we shiver in the cold with our little trolls, princesses, and ninjas. Do they all book a party or join my team? Nope. And we all just keep moving on to the next house.
==========
Don't forget, Our Direct Sales JUMP Start program starts SUNDAY! Shake a leg and get registered pronto:
http://www.homepartysolution.com/jumpstart
But as I thought more about the correlation to Halloween, there's even more you can cull from this:
1. Those parents at the curb.
On your first Halloween, a trusted adult probably walked the whole neighborhood with you, holding your hand, walking you right up to the door and showing you exactly how to say the magic words that opened the door to candy paradise. As we mature in our business and "get better at trick or treating", these parents and adults stand at the curb, so we don't look "uncool".
You've either been one or had one - a leader that guides you down the path, watches your actions, and helps you be the best you can be. On your first few attempts at working your business, they might have even held your hand and walked you straight up to the door - even did the knocking for you. They're not doing the work for us. But they've got their watchful eye on us, helping us along the path to the next door, giving us tips on how to make the next house even better than the last. Don't be ungrateful, but don't expect them to do the work for you. If you want the goodies - you've got to get the training (from your leaders) - then you've got to say the words to get them!
2. Those "Candy Grabbers"
Every Halloween has it's share of killjoys that run around the 'hood snatching the bags of little kids. Those bullies get their kicks takin' candy from babies and making mischief on Hallow's Eve. Do the other kids stop going from house to house? Naah. Do the homeowners stop passing out the goodies? Of course not!
Whether we want to admit it or not, there's a crowd of people in direct sales that gives the industry a bad name - but it doesn't mean that everyone is going to give up and go home. On the contrary. I know for myself that when I was confronted with a bully on Halloween night, I just went back and tried double hard to recover my losses. Now that I'm older and wiser, I know there are plenty more neighborhood to visit when searching for direct sales gold.
3. Sorting the Goodies from the Maple Buns
Oh how I hated the Maple Bun as a kid. We'd trade those things away as fast as we got them - if we could. We took notes each year about which houses had the best candy, and which ones weren't worth the trek up the long driveway for the tiny little maple bun they'd drop in your bag with a toothy grin. Mom would, of course, check out each wrapper to ensure safety and collect her obligatory fee for so doing.
As network marketers, we have to do our own sorting. Some "goodies" will be great additions to our team, and others will start out looking good, but you'll find the wrapper's not all there. And of course, you'll end up with a Maple Bun or two, but realize that the better you get at identifying the King Size candy from the Maple Buns, the easier the sorting becomes. The only way to get good is to keep practicing.
So this festive holiday, as you're standing at the curb with the little tykes, perhaps do some trick or treating of your own. I frequently pass out free samples to the moms as we're trekking the 'hood together. It allows us to strike up conversations while we shiver in the cold with our little trolls, princesses, and ninjas. Do they all book a party or join my team? Nope. And we all just keep moving on to the next house.
==========
Don't forget, Our Direct Sales JUMP Start program starts SUNDAY! Shake a leg and get registered pronto:
http://www.homepartysolution.com/jumpstart
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