How To Be a Remarkable Recruiter

For those in direct sales, we know the best way to build our income AND to make a difference in someone’s life is to share the opportunity.  We call those individuals new to our teams “recruits” so we are in essence “recruiters”.

A term I am not thrilled with.  Why?  The term recruiter by definition is “a person whose job is to enlist or enroll people as employees, in the armed forces, or as members of an organization.

For years, I would say “I’m not good at recruiting”.  I would play the comparison game with those who grew their teams by leaps and bounds.  By no means would I call myself a remarkable recruiter, at best an average recruiter and most of the time not recruiting at all.  I tend to miss cues of those who may be interested, or not sharing with everyone while asking if they would be interested in the opportunity.  I could blame the MS but the truth is I worried about those I invited to be a part of this pink bubble.  I worried if they would be successful. I worried if they would think I mislead them.  

Then one day, I stopped worrying.  I just shared the difference Thirty One make in my life and things started to happen.  Did all of those who joined, stick and stay?  NO!  But the odds are getting better.  

Here are FIVE habits which make a REMARKABLE recruiter – rate yourself on  a score of 1 – 10 with 10 being ALWAYS to see how you do.  Don’t score yourself on where you WANT to be or be too hard on yourself.  Be honest, this will help you to achieve your business recruiting goals.

  1. Remarkable recruiters work consistently smarter and not harder.  They consistently have parties booked on a monthly basis.  They are sharing their products with EVERYONE they run into whether they know they or not.  
  2. Remarkable recruiters ALWAYS smile.  No matter how bad the party or the day, they always have a smile on their face and a positive thought to share.  Did you know smiling is a reflection of what’s inside of you?  Share the joy you feel about your business with everyone simply by smiling.  I remember a comment a friend made “your face lights up when you talk about Thirty One“.  I am learning to wear the joy all of the time so people are curious why and I can share the blessing given to me.
  3. Remarkable recruiters are active not passive.  They take the lead when someone shows interest in the business.  They get on the PHONE (I know the dreaded 500-pound one) and don’t rely on flyers and emails to recruit new consultants.  
  4. Remarkable recruiters think about what is in it for someone else!  Yes, more recruits mean more money for us.  The key is to focus on how your business will help someone else – make more money to reduce debt, have a vacation, pay for their kid’s activities  etc.  CONNECT with people.  Our business is all about relationship building – go out and BUILD one today.
  5. Remarkable recruiters stay in control of the recruiting process. If a potential recruit says they want to think about it – do you wait for them to call you?  The fortune is in the follow-up.  How about asking them what the TWO things are that keep them from jumping in?  LISTEN to their answer and see if you can overcome those doubts.

Okay, so how did you do?  What were your weaknesses – where you scored yourself below a 5. Now focus on developing those skills.  Habits can be learned so if you are trying to GROW your business – find some training calls and then practice these habits.  Honestly, I have some weaknesses but I am working hard to overcome them by listening to training calls, talking with those who are successful in this area and seeking out ways to overcome my fears.  
 
Love to hear from REMARKABLE recruiters with their tips for success.  
Have a ThirtyOne-derful day!

Now is the Time to Grow Your Business

We are kicking off the busiest selling season of the year which is the perfect time to think about growing your business.  I mean people are shopping, ready to spend money on those they love and you have amazing products to offer them.  So, building your business now should be easy right?  Many of us will do 60% of our sales during the next 6 to 8 weeks, BUT we want the business to keep moving forward, right?  I don’t know about you BUT I like getting a regular paycheck.

This is the time of year when we get to connect with new and repeat customers.  We get to share all of the newness of the holiday gift guides and help them to find the perfect gift for those they love.  What happens when the holiday excitement fades?  Will your business fall flat or will it continue to grow or at least maintain an even pace?

This time of year gets me excited.  There are lots of vendor events connecting with other direct sellers and business owners.  I get energized thinking about new ways to build my business.  For those of us in direct sales, we know to build your business, you need to:

Sell, Book, & Recruit

Sales are easy during the busiest selling season of the year.  Vendor events open the door to new customers.  We get to introduce our product to people who have never heard of our companies.  Lots of customers result in an increase in sales, right?  Potential customers are all around us.  Sharing our passion about our products along with tips and tricks is something which comes easily for most of us.

Booking and recruiting can get a little harder.  Despite the fact I love the company I am with, the hostess benefits are awesome and I am blessed to have it pay all of my bills as I work from home; I still stumble over words when talking to someone about having a party or becoming a consultant.  Crazy, right?

So what is the trick to turning customers into hosts and recruits which will help to grow your business?  The truth is not everyone is going to be interested in having a party or becoming a consultant and it is OK.

Here are 3 simple ways to increase the number of customers who turn into hosts and new team members.

Strategy 1: Keep it all about them.

When we share our hostess program or business opportunity, how often is the focus on us as the consultant?  I can hear all of the denials but sometimes it is tough to turn “our needs for sales/bookings” into being all about them, right?   We need to practice talking about how it could benefit THEM.  As a business, people need to see how it can fit into their life and add value to it.  The key is building a relationship with our customers and then sharing the VALUE of what you have to offer with confidence!

Asking questions and offering solutions to fill their needs, helps our success rate go up. Whether tit is for the discount on the products,  time with friends/family, or a chance to earn extra money, YOU offer solutions.

Strategy 2: Uncover their concerns.

The key to finding new hosts and customers is knowing how to listen. If you ask someone if they would like to have a party and they say, “no”, don’t be too quick to move on from the conversation. Asking more questions doesn’t have to be pushy or salesy.  You can simply ask “is there anything holding you back?”  Then LISTEN to their response, it allows you to overcome their objections

Validate their concern and offer a solution along with some encouragement.  Who knows you could turn a no into a yes. Take time to find out more about their hesitation.

Strategy 3: Consistently Follow-Up

When someone says “no”, do you ask them if it is okay to check back with them at another time?  Then do you actually follow-up?

Think about when you were invited to attend something. Maybe you initially said, “Thanks for the invitation, but I’ve got so much going on I won’t be able to attend.”  A few days go by and the same person asks you if you are attending.  Now you respond with, “I don’t know. Maybe. I’ll have to see how my schedule pans out.”  Another week or so goes by and you get a messaging from the person saying they are hoping to see you at the event. This time you say, “You know what. It sounds like fun. Yeah, I’ll see you there!”

It happens all of the time. Initially, someone may decline to join your team or host a party, simply because they are busy and don’t want to think about it.  Then some time passes, if you reach out again they may be more open to the idea. A “no” doesn’t mean never contact me again, just not at this time.  You will miss opportunities if you don’t follow-up.  Remember, follow-up is important because needs and situations change.

When we focus on the needs of our customers, uncovering their concerns, and following up consistently, you will turn more customers into hosts and recruits.

A little long but hopefully it will help you to extend this busy selling season into the new year.

Have a ThirtyOne-derful day!

 

 

Direct Sales and FUNdraising

I don’t know about you but as soon as it hit September 15th, I feel like my mailbox (snail mail and email) has been hit with LOTS of requests for donations.  Some from organizations near and dear to my heart while others are those spammy kind which try to pull on your heart strings.  As someone who does fundraising through my direct sales business, I tend to look at the pleas in a different way.

Fundraising can be done with monetary donations or by making a difference in the lives of others with gifts which will bring a smile to their face as they battle their struggle.

I know, you are wondering how to make fundraising work for your direct sales business right?  I actually issued this as a challenge to my team.  Find out what causes are near and dear to the hearts of your customers, pick one which is also dear to you and go for it!  What better way to get to know people then by finding out what causes they love.

So, why is fundraising a good move for your business?  Let’s start with your desire to build a team and move up in leadership.  In most DS companies, you earn income not only from your business but also from those who are on your team – bigger team = greater income.

If you want to grow your team, statistics show the more people you’re in front of, the more you will recruit. It’s a number’s game.

TIP #1:  Some of your best recruits can come as a result of being the hostess of fundraisers. Don’t forget to ask them to join your team and do their OWN fundraisers in the future! If they are raising money for a group, chances are-they know TONS of people!

TIP #2:  Make sure you funnel everyone into your customer group so they will continue to see your recruiting (and booking) posts.

TIP #3: Make sure you invite people from the Facebook Event to your team’s monthly opportunity night!  Find the one who comments a lot, who already has a lot of your product or the one every seems to ask for their opinion.

TIP #4: This is the most important as far as I am concerned! Send a “thank you” email to everyone who ordered from the party with links and graphics for booking and recruiting.

How can fundraisers help you with your bookings?  Again, the more people you’re in front of, the more bookings you’re going to get. Funnel everyone from your fundraiser into your customer group and you’ve created a breeding ground for future bookings!

TIP #1: Create a way for everyone who attends the fundraiser to help even more Tell by offering a booking incentive.  Something like, anyone who books a party (limit the dates) will also have 10% of THEIR party donated to this fundraiser/cause.   This is a great way to get your hostess booking parties for you! I also offer something to my hostess so she is pushing the bookings too.

TIP #2:  I do my events so they are linked to my public business page so everyone can SHARE the event! Maybe even do a giveaway for anyone who shares a certain post onto their personal timeline.  Create excitement.  Make it fun.

Wouldn’t it be great if you could have an extra $500 to $1000 a month in baseline sales BEFORE you even enter in any your regular parties?

What are some of you best fundraising tips?

Have a ThirtyOne-derful day!

Throwback: Rockstar Recruiting

This post first appeared on August 18, 2014.  rock star recruiting

First of all, I need to say I am far from a Rock Star when it comes to recruiting.  I have been blessed in my business with the recruits I have and this is an area where I continue to work on to so I can share the gift of Thirty One.

At the suggestion of my Director, I have ordered the book,  “Be A Recruiting Superstar” by Mary Christiansen.  I am anxiously awaiting its arrival so I can study it and become a Recruiting Rock Star this year.  Yes, it is one of my goals.  If I become one, then my team will become recruiting rock stars.  I have a team member who rolled up, who is a ROCK STAR when it comes to recruiting and as a result, her team is rocking it.

Here are the top 5 tips from the book…..

Tip #1:  Always have your antenna up for potential team members. Make it a daily habit to think: “Who will be interested in starting their own business?” or “Why will they be interested?”  Our entire Celebrate and Connect meeting was on this topic.  I heard some great ideas I need to put into practice.  This is one is key.  My antenna isn’t up except at a party and as a result, I am sure I miss out on a lot of really good potential recruits.  If you’re not looking you can be sure someone else will find them. 

Tip #2:  A sincere compliment is a winning conversation starter and you’ll sponsor more by making it all about your prospects. Think before you speak: “Why am I approaching this person to join my team?” and let them know it!

  • To a customer who is always friendly: “Because you’re always so friendly. I feel good when I call you.” OR “You’re one of my favorite customers and I would love to work with you.”
  • To a favorite host: “Your party was my best this month and it was definitely because you were a great host. We would be thrilled to have you on our team.” OR “I would love my other team members to meet you. We’re a fun group and you are exactly the kind of person we love joining us.”
  • To a close friend or sibling: “Because I keep thinking how much fun it would be to work this together and maybe even get to travel together.”

Tip #3:  Try an attitude adjustment.  Change your thinking to: “If I’m not getting lots of no’s I’m clearly not asking enough people.” We’d all prefer to say no than not be invited. This statement is a game changer for me.

Tip #4:  I LOVE this mantra: “I know my next Consultant is here today. My job is to work out who it is.” With the absolute certainty that she was in the room with me, possibly sitting right in front of me, I focused on identifying her Start with talking less and interacting more to make it easy for us to connect.  With my revamped party format, thank you Melissa Fietsam, I will be talking less and interacting more.  Time to have fun as well as plant those seeds.

Tip #5:  Step into their shoes! Your enthusiastic, impulsive Peacocks will respond to compliments, and the fun, social aspect of direct selling! Don’t be too casual with your analytical owls, they will expect you to be ready with the facts and figures! You’ll be challenged by your competitive eagle so be direct and businesslike; and give your wary Wrens space to make a decision. When you learn to identify and adapt to your prospect’s personalities you’ll see better results.

So, my antenna is up, I am stepping into their shoes, LISTENING more and TALKING less.  Who is ready to be a ROCK STAR Recruiter?  Have some tips that have worked for you?  Please share them with us.

Have a ThirtyOne-derful day!

Let’s Close the Deal

Yesterday we talked about getting out of the summer slump, today is all about the ASK!  Yes, you need to ASK for the sale.  Yes, you need to ASK if they want to host.  Yes, you need to ASK if they want to join your team.

Do you think “all my friends know I sell (your DS company), if they wanted anything they would ask”?  How about “I have posted all of the GREAT things hostesses can get, if they wanted to have a party, they would ask”?   Or, “if they wanted to make some extra money, they would ask about joining my team – it is only a $1″?

We have all been there.  I was at my niece’s wedding last weekend and to my surprise, someone actually said “I didn’t know you sold Thirty One“.  Okay, it wasn’t someone I see a lot BUT I thought everyone I knew – KNEW!

ASKing seems like a non-brainer, right? When was the last time you asked a friend or family member to buy, book or join your team?  I don’t mean just mentioning it, I mean flat out ASKING!   With more and more parties being online and NOT face-to-face, we sometimes forget about the ask – or at least I do.  You would think it would be easier because you can’t see their facial expressions or body language when you ask.  But I find, it is sometimes the last thing I do.  So whether you are partying face-to-face or online or Facebook or whatever party platform you use…. here are some tips which might help you “close the deal”.

Blogger, Pam Terry wrote an article called the Do’s and Don’ts for Selling at the End of Your Presentation“.  Granted she is talking about home parties or face-to-face parties but I believe we can use some of the same wisdom in our Facebook/online parties.

The biggest take away question for me was: “Have you ever failed at providing an offer at the end of your presentation?”  When I look back at my last parties (all on Facebook) I realize the answer is a DEFINITE YES!  We talk about full-service checkout when we do home parties but shouldn’t we offer the same thing to our guests when we party online?

YES I talk about recruiting.  YES, I talk about the benefits of hosting your own party.  YES, I share the gift of Thirty One.  But during a full-service checkout at a home party, I ASK each of those questions when I talk to each customer.  Why not do it with an online/Facebook party?

Here are some tips from Pam and I am going to shed some light on how we can use these same tips for our Facebook parties:

  1. Your presentation content should tie closely to your offer, but not sound like you are selling during the major part of your talk.  During our Facebook parties, we play games and share information.  I share products and the versatile uses of Thirty One‘s purses, totes and accessories.  I sprinkle in booking and recruiting seeds BUT I usually fail to remind everyone how easy it is to get all these things FREE or discounted by being a consultant or booking a party.  What if you asked each one in a private message after they placed their order?
  2. Prepare your offer so that it creates value and is at a special discounted price just for today.  I heard someone recently talk about offering “packages” to customers to make it easier for them to shop.  I have done “bundles” with discounted prices based on the monthly Customer Special but the concept of offering 3 packages took this one step further.  It is like building a set of products to be used together with the more you buy, the greater the value.
  3. Provide a way for your attendees to easily sign up for your offer.  Once you have ASKed or made the offer, you need to be ready with your calendar to book a party or have recruiting information ready to send someone who may be interested in the opportunity.  I am always ready but if I don’t ASK for the PARTY or offer the opportunity what good is it?

Pam’s concept of building audience trust and fostering a relationship works in ALL businesses.  The key is DON’T BE AFRAID TO ASK FOR THE SALE or THE PARTY!  This is something I sometimes forget to do because of FEAR.  So, who is ready to close the deal?  Who is ready to book those parties and find those new recruits to offer the opportunity to make their dreams come true?

Have a ThirtyOne-derful day!