After you’ve planted those initial recruiting seeds, follow-up.
“Be persistent, not “pushy.”
The comment I hear the most, when it comes to following up on recruiting is, “I don’t want to be pushy.” Following up and keeping in touch is NOT being pushy. (It’s only pushy when you don’t let “no” mean “no” – once you’re sure you’ve asked the right questions.) Remember, you are offering them a GIFT — the opportunity of a lifetime! You are offering them “The American Dream” of owning their own business and all the benefits that come with it.
How many times were you asked to join a direct-selling business before you actually said yes to one?
How do you feel about the person that recruited you?
Do you think they were too pushy?
Are you mad at them for sharing the opportunity with you?
Probably not. You should be happy that you were offered the opportunity to be involved in such a great company with so many benefits and opportunities. The trick to staying excited about recruiting is to keep this in mind when following up with your potential recruits.
Repetition and persistence are wonderful marketing principles which you should practice. How many times have you seen a commercial on TV or an advertisement in the paper and thought nothing of it because you didn’t need that product or service at the time? Then, when you DO need what they are offering, that company comes to mind. This is how many people respond to your opportunity, and your products.
Be excited to offer your opportunity to everyone. The worst they will say is NO, and what will that hurt? It is just one more NO on the way to a YES. Most people don’t say yes right away. That’s why following up is so important. Be persistent, not pushy. If you don’t ask the answer is already NO!
1. Plant the recruiting seeds.
As we covered last month, include recruiting stickers on all of your literature. Hand out recruiting dollars and other information. Mention your opportunity to everyone you meet, without prejudging or making assumptions. Use the larger stickers on the front of your catalogs. Make it look enticing to “Start their business” by getting the kit! Wear recruiting buttons to start conversations! Remember, you want to ATTRACT people to you by putting out there what you want to get back!
2. Seriously talk to people about your opportunity.
The first time you meet someone who would be great in your business, share your enthusiasm and a few of the benefits of joining your company. Ask EVERYONE at your parties. Give them enough information to get excited, but don’t overwhelm them. Practice telling your information. Keep your first recruiting message down to less than one minute. Use specific words and phrases such as, “Could I give you some information to take home and read?” Let them know you are not looking for a commitment now. Ask them questions like “Would you like to work part-time hours for a full-time income?” Then, LISTEN to them. Listen to their needs and wants.
L-I-S-T-E-N = Look In Side Their Eyes NOW!
Save the details for later. At the party is the time for you to be taking care of your customers. So, if someone wants more information ask them if you can set up an appointment where you can go over the details. Be excited but don’t overwhelm.
Give every interested person a business card so she’ll have some way to contact you. Mount it on a magnet!
Make a note on your guest list, of who you gave cards or magnets to so you can call them and set up interviews! At the interview, talk about details such as their commissions, benefits, prizes, and more. Explain how they can get started, how much money is required, exactly what is expected of them, and other specifics about your company. (You could even include any written information from your company in a guest folder (V4119) which has several recruiting slogans on the back.)
Remember, an interview is a time for two-way communication. Encourage each potential recruit to ask you questions and you should ask her questions that will help you determine if she really will be a good team member. Joan Nilsen, a master team builder featured in the Build It Big book, says “Ask questions to uncover her needs and motivations… Questions are the answer!”
Keep notes of what you talk about.
Don’t just look to join people for the numbers, look for people are willing to work and contribute to the team. Make sure to let your potential recruits know that you don’t make any money from signing new recruits, you only make money if THEY are making money and becoming successful. Reinforce that you will do all that you can to train her and continue to help her in any way that you can as long as she is willing to do her part. Be sure to let them know what is EXPECTED of them. Some are so anxious to get a team member that don’t let them know what is expected and then they are frustrated when people don’t work. We need to be straight with them and let them know that there are certain things that they need to commit to become successful.
End the interview by saying something like, “I really would love to have you on my team. Are you ready to give it a try?” You must ASK- remember, if you don’t ask the answer is already no!
3. Keep track of who you need to follow up with!
Staying organized, and being consistent is a key part of recruiting. After seriously speaking with a customer about the benefits of your business write down the name and phone number of that person on the “Butterfly… Recruit!” Erase Board (EB6129). Keep it handy on your refrigerator, or at your desk. This beautiful erase board has places for you to check off when you’ve made an interview appointment, had the interview, sent postcards, made follow up phone calls, got them to join the team, sent welcome postcards, etc. Remember, “It’s what you do with what you have that makes you who you are!”
I love the quote on the bottom of this erase board: “How do you help others become butterflies?” “Show them that to FLY is so wonderful that they are willing to give up being caterpillars.” It is up to you to show them that to FLY is so wonderful that they are willing to do what is necessary. If you gave out a recruiting packet, gift, etc. as mentioned previously, when you get home, add that person to your erase board so you are reminded to follow up.
Recruiting IS a numbers game. It is important to give everyone the opportunity, but it is even more about working with the people who choose to work with you. Don’t waste your time on people who YOU don’t want on your team, or those who aren’t interested. Their time may be later. Always be nice and keep in touch so when they are ready your name will be the first one they think of.
4. Send postcards.
I recommend that you send a postcard to a potential recruit about once a week, or once a month, depending on their interest level.
Postcards are not intrusive, yet they remind people you are thinking of them, and it keeps your name in their minds. Even if they never join your team, they will know who you are for when they need your product. We even have some with the text already printed on them for you, or you can use our FREE TEMPLATES to print your own then add a handwritten note at the bottom. We have several designs or you can use our BACKGROUNDS to print whatever you want. We even offer the designs PERSONALIZED with your information already printed on them. Just see the different designs with a PR following the item number.
When you send postcards, be sure to include something personal. (In another blog we talked about the importance of your guest list and writing down something about each guest to help you remember them better.
Be sure and write something positive like “great smile,” “makes people feel good,” “loves and knows the products,” etc. so you can use these comments when you send postcards. Then, as you get to know these people better, keep notes so you can continue to be original. It will pay off in the end by helping you to build a great customer base as well as a team.)
Think about the ABCD formula. A= A success formula. If the B for Benefit is greater than the C for Cost = DO IT! The cost of a postcard is less than 14¢. To mail it is 28¢ for a total of 42¢. Let’s say you send one postcard a week for 3 months and then one a month for 6 more months. That would be 15 postcards at a cost of $6.30. How much would you make if after 6 months the time was right for that customer to join your team? Would you make more than $6.30. Even if they didn’t join your team during that time, I’m sure you could have called them to keep in touch or get an order, or entice them to be a host. You would easily make you $6.30 investment back as well as building a relationship that could go on for years. What is important is that you set up a SYSTEM to send the cards. Make it part of your routein!
5. Follow up with phone calls.
Make a goal to call a certain number of contacts each week. You can invite them to rallies, unit meetings, or large sales meetings. Be interested in what is happening in their lives. KEEP NOTES!
If you are using our Customer Care Cards (V4124) as your contact system, attach a colored 4” x 6” card to the back of the cards with those whom you’ve made recruiting contacts. A different color for recruiting, hosts, and additional customer information makes it easy!
When you show genuine interest in them, they will be more receptive to what you have to offer whether it is products or the opportunity.
When you take care of the people, the money will take care of itself. Too many times people are so focused on getting a recruit that when the person is not interested they drop them like a hot potato. When this happens, it confirms in their minds that is was a good decision to NOT join their team.
Remember to continue to build the relationship with them as a customer and hostess. You never know, she might eventually join — but if you don’t keep up the relationship, chances are you will lose a customer, friend and host as well as a recruit.
6. Continue to send them literature.
When new catalogs or sales flyers come out, drop them one in the mail. Drop a recruiting bookmark, notepad, or magnet with your name on it in their envelope. They’ll see these items repeatedly, and think about you. Your goal is to keep in contact so when they are ready, they will come to you. Put recruiting stickers on the envelopes and catalogs you send.
Use the “Extra $100” printable stickers (PSA6208) as address labels and the “I love what I do” mini printable stickers (PSM6502) as return address labels.
7. If they aren’t interested, ask for a referral. If they tell you they are not interested at the time, ask if they know of someone else who might be. Still keep in contact with them as a customer, and be sure to follow up on the new lead! Build that new person’s self concept by telling her that her friend thought she would be fabulous in the business. Be sincere in your compliments, letting her know you would love to tell her more about the opportunity. Put a recruiting sticker, on the back of your business cards and ask them to share. If a person then joins, reward the person who gave you the name. She might then give you more names or decide to join too!
8. Encourage comments from customers.
Encourage your customers to share their dreams with you. Then, tell them HOW you can help them to reach their dreams.
Think about the benefits that you like best about the business you are in. Then, think back to when you first decided to sign up with your company. What influenced your decision the most? Compile a list of five reasons someone should join your company. These are the ideas that you should work into every presentation, and most importantly every recruiting interview you do. (See your Recruiting ONE LINERS list from last month!) Remember, be enthusiastic and sincere when sharing your opportunity so everyone will know that you really do “Love what you do, and they can too!” See the Bill and Dream Bucks (V6660 & V6661) to learn how Rhonda Townsend won :Recruiting Queen with her company by using this technique!”
Remember the challenge game: To keep track of how many “NO”s you get before you get a “YES.” Then, try to get less “NO”s before the next “YES,” etc.
Get to know each person you approach with the opportunity. Find out each person’s likes, dislikes, needs, and dreams. Point out the qualities each person has that you think would make her a great member of your team. Send her a recruiting postcard. Help her to envision her success. Explain that she will be part of a team who will support her all along the way. Tell her that you, and the rest of the team, would love to help her get started, will continue sharing new ideas throughout the years, and hopefully you will become close friends.
TIP: When you are finishing up an order at a party with someone you would love to have on your team, say something like this:
“Could you use an extra $100 a week? You know, I’ve noticed you tonight and I would love to have you on my team. Have you ever though of becoming a ____ Consultant?”
If they give you the normal excuses, point out one or two advantages (flexible time schedule, being their own boss, etc.) and ask if those would be of interest to them. If those benefits don’t interest them, find some that do. Then, if they still say no, not now- but showed a glimmer of interest, explain “That’s OK, I felt that way too, at first, but I have a gift for you.”
Then present them with a recruiting bookmark (with your contact info on the back–use the “Extra $100 “Printable sticker with your contact info and a “I would love to have you on my team” sticker.) and the “I would love to have you on my team” Business Card Size sticker (PSB6309) made into a magnet with your info.)
You could also give them a little sample of your product in a clear cello bag tied with a festive ribbon. Ask them to use the magnet to put the bookmark on their fridge and say: “Every time you look at these, I want you to remember that you would be FABULOUS in this business because you are so __ (outgoing, talented, love the products, etc.) and I would LOVE to have you on my team. I’ll be checking back with you in a week or so, OK?” How do you think they will feel about themselves every time they look at the bookmark and your magnet? Right, they will feel good about themselves and feel good about you. Even if they don’t join your team, you will be building a relationship which will likely lead to future sales! That magnet with your contact info will be on her fridge forever! Once you’ve talked to her encourage her to use the bookmark in her favorite book to remind her of your opportunity.
Be persistent, but not pushy!
Remember to use the Recruiting Stickers:
Lately there has been a LOT of talk about creating “sparks” that will interest people in your business … that it takes too much time to plant seeds and wait for them to grow. However, you can create all the sparks you want over concrete and you’ll not get a flame. The trick is to lay down the kindling, create an atmosphere where they are receptive to your “spark” and then when you say something that generates a spark of interest, they are more likely to respond.
Remember, “The Secret”? It is all about ATTRACTING to us what we want to occur. As you lay the groundwork about your opportunity you will be putting out there what you want to get back. People will be drawn to you as you are consistently enthusiastic about your business and the benefits it offers. Then, once you’re created the spark and a fire has ignited, be sure to gently fan the flames until they are on fire and excited themselves!
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