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!

On the Road to National Conference

By the time you see this post, I will be on my way to National Conference.  A road trip with two girls from my team and my momma.

What is National Conference and why should YOU go to yours???

National Conference is the biggest party of the year and creates the most amazing energy and excitement.  It is an opportunity to not only meet other consultants, but it is also a chance to fill your cup.  Many of us spend all year filling the cups of others with little time for ourselves – this is your opportunity!

13690833_10208957064181073_5948784812756784981_n

This year over 7,000 Thirty One consultant will converge on Columbus, Ohio to paint the town PINK!  The welcome in Columbus is AMAZING.  I am always surprised to hear there are actually people who have never heard of Thirty One Gifts.  REALLY??

You will want to bottle up the energy so you can take it home to pour on yourself and others when we lose momentum?  It won’t be long and we will be heading into the busiest selling season of the year, so you want to ride the National Conference Wave all the way into the fall.

Did you know????  These are the stats from last year’s Thirty One Conference.  Although the numbers may vary, the same rings try in all direct sales companies.  Individuals who attend conference, are overall more productive during the year.

Attendees, on average, submit more Personal Volume after attending Conference:

New Consultants – extra $2,753/year
Tenured Consultants – extra $1,948/year
Attendees, on average, have more parties after attending Conference:

New Consultants – extra 4.9/year
Tenured Consultants – extra 3.2/year
Attendees, on average, recruit more after attending conference:

New Consultants – extra 1/year
Tenured Consultants – extra 1/year

In addition:

95% of those who attended the Conference 2016 were still active as of October 2016 compared to 69% of those who did not attend  Those who attended Conference last year were 5.1 times more likely to promote. So to summarize, Consultants who attend Conference are overall more productive – more active – more engaged.

And don’t you want this for you and your team?

IMG_2013.JPG  So, what can you do to get ready?

Prepare in Advance

I know this sounds like a no-brainer, right? BEFORE you go to conference, you want to decide what you want to accomplish in the three months following the conference.  What will you need to make it happen?

If you are a leader? Take some time to help each of the people attending conference to prepare their plan, too. When you come home loaded with the tools to accomplish your personal goals, you will be catapulted into action.

Be Focused at Conference

Conference is filled with LOTS of information and it can be overwhelming.  If you have a plan for where you want to be in 3 months, it will help you to focus your attention on what YOU need to learn and grow in the areas to make your plan a reality. If your goal is to recruit, gather tips on recruiting. Introduce yourself to the top recruiters in the company and spend time with them. Prepare a few questions about recruiting in advance to ask the people you meet. When you narrow your focus, the information you receive will be less overwhelming.  If your focus is on more sales, look for those who are tops in sales or in hosting parties?  Get some fresh ideas.  Be willing to step out of your comfort zone to try some of the things you learn.

Follow Up

Here are some tips from successful leaders on how to help YOUR team move forward with the information they gathered at National Conference.

  • Create a plan to put the ideas you gathered to work before you get home and get caught back up in life.
  • Schedule time to make follow up calls to your conference attendees the first week back. Help them get started right away so they don’t’ lose their momentum.
  • Have a meeting or team conference/Zoom call scheduled a few days after the conference. Ask each person who attended to share their three best ideas. This will recognize those who attended the conference, help them focus what they learned and the rest of the team will catch the conference wave, too.

National Conference is a big investment for you and your company. Make it make a difference in your life (business and personal) by planning and following up!

Who is going to their National Conference and where is it being held?

Have a ThirtyOne-derful day!

 

 

 

Sizzle not Fizzle

Here we are at the last day of June and rolling into another “J” month.  For some in direct sales, they dread these two months.  WHY?  The summer is here, people are headed to the beach, lake or pool to have fun with little thought of hosting a party.  For those of us who rely on our business to pay our bills, it means getting creative.

I honestly used to hate “J” months but it is definitely a mindset.  Yes, what you speak into the Universe will happen.  I used to say “no one wants to party” or “sales are awful in the J months”.  The result, horrible sales with few parties in January, June and July.  Truth be told, I headed into June this year with NOTHING on my calendar.  I am ending the month with over $2,000 in sales. Why?  Because I changed my mindset and got creative.

Your direct sales party plan business doesn’t have to stop when the summer heats up.  You actually can make money and have fun during the summer months.

Here are some tools from Misty Kearns, CEOofMe.com you should pack in your business beach bag so you can have a sizzling hot successful summer.

Swim Suit = Parties! Parties are the core of our business so be sure you always have parties booked. Cancellati­ons and reschedule­s are higher in the summertime so be sure to over book. Offering fun, summer time themed parties will help you book more parties and have higher attendance at your parties too. A few of my host & customer’s favorite party themes include Luau, Garden Party, Party at the Park, Pool Party & Ice Cream Party. You can do these as home and online parties and even have fun with themed catalog parties too.

Sunscreen = Don’t let yourself get burned out in your business! You should apply training often. Attend your team and company’s regular training events. Stay connected with your fellow team members for accountabi­lity, motivation and support.

Sunglasse­s = Have your Business Glasses on & look for new business everywhere­! Always be on the lookout for new people, places and opportunit­ies to share your business this summer. Take your business with you as you are out and about, doing summer activities and traveling.

Water Bottle = Stay hydrated & motivated. It’s important to keep yourself hydrated physically and mentally. Make personal developmen­t a daily habit. Surround yourself with positive influences and other motivated business owners. Read some new books this summer, catch up on training series you signed up for but didn’t finish or complete some business projects you have been putting off. Take care of your health too so you are able to work to the best of your ability.

Shovel = Determinat­ion! Be prepared to dig deep & work hard this summer to reach your goals. Don’t let yourself get lazy. Stick to a (flexible) schedule and be sure to do all the weekly activities you should be doing in your business.

Beach Ball = Build a Team & Bounce Up to Leadership­! It’s not really much fun to play on the beach by yourself. You need a team to play with. Focus on recruiting­, finding new team members and helping them get off to a strong start this summer. You’ll enjoy an increased income, leadership promotions and most of all be able to help others reach their goals.

Bucket = Something to carry all the money you will be making! That’s right, if you work your business consistent­ly and apply these ideas you will be carrying home a big bucket full of money instead of just sand at the end of the summer. Buy yourself a beach bucket from the dollar store and write your goals for the summer on it. Put your beach bucket on your desk for daily motivation­.

Flip Flops = To remind you to keep on moving. Remember NO means “next opportunit­y” and gets you one step closer to the next YES! Keep on sharing your business & moving forward no matter what!

I am teaming up with three other friends in direct sales for a BINGO night.  A chance to book some parties, get some sales and expand our customer base.  

What are you doing to make your summer sizzle?  Share your best tips with us..

Have a ThirtyOne-derful day!

 

How To Change Your Recruiting Results

15578492_10210373534168992_5438397386721171243_nI see the eyes rolling…… you figure this is just another “pitch” to get you to join my team, right?  The truth is, it doesn’t matter what direct sales company you are with – recruiting is a key to your success (and more money).

So, do you easily share your business with others or does the word “recruit” send you into a tailspin?  I have to be honest, it has taken a long time to finally NOT be afraid of sharing the gift called Thirty One.  So, if you are afraid of the word, I get it – you and about another 95% of direct sellers are in the same boat.

When we talk about the top reasons why direct sellers are afraid of recruiting, we usually hear…..

  • I am afraid people will think I am pushy.
  • I hate hearing “no”.
  • I am afraid people won’t like me.
  • I am afraid I don’t know enough about our business.
  • I am afraid my new people won’t succeed.
  • I am afraid I won’t find the “right” people.
  • I am afraid that we will saturate our market.
  • I am afraid I can’t convince people to join my team.

12414868-Stop-sign-illustration-Stock-Vector-no

This is the biggest mistake in recruiting… it isn’t about you.  Are you shocked?  I know you are trying to promote, or earn a leadership incentive trip or maybe earn more money, right?  So you HAVE to recruit.zig ziglarYou are not selling your business so you don’t have to convince anyone to sign up.  You just need to talk to enough people to find the ones who are looking for what you have to offer.  So, let’s bust some of the myths which come with the word recruiting:

#1 – I am afraid people will think I am pushy. Focus on how your company may help them.  Share don’t sell!  Being pushy is not taking a “no” as NO!  Pushy is trying to get someone to do something they don’t want to do.

#2 – I hate hearing “no”.  We all hate the word NO.  What if everyone said yes, to everything?  Can you imagine what things would be like.  Stop making it all about you. Do you think the waitress who offers you dessert takes it personally when you say “no” to her offer?  Do you think she stops offering dessert to everyone after dinner?  People are not saying “no” to you, they are saying no to the offer.  For those of us who are people pleaser, this is a tough one.

#3 – I am afraid people won’t like me. Again, take the focus off of you. People will still like you if you are sincere in sharing the opportunity.  Remind them you will still like THEM if they say no.  Ask them if it is just “no, not at this time” or just “no, never”?  This way you won’t feel like you are being “pushy” if you make the offer again.

#4 – I am afraid I don’t know enough about our business. I hear this all the time from my newest team members.  The law of ONE MORE says you have been in business one more week, month, or hour than the person you are recruiting. You will never know everything about the business but I am sure you know where to get the information to answer any questions, right?

#5 – I am afraid my new people won’t succeed. I’m guilty of this one!  It has taken me a long time to understand I can’t want more for them then they want for themselves.  This was always a struggle for me as a Social Worker too.  It isn’t your responsibility to make someone succeed.

#6 – I am afraid I won’t find the “right” people. Is there really a “right” person?  With over 15 million people in direct sales in the US alone, do you think one size fits everyone? There is not a “right” person.  Who are you to judge or decide who the “right” person may be?

#7 – I am afraid that we will saturate our market. UGH!  The “S” word – there is an unspoken rule about this word.  If you haven’t asked everyone you have come in contact with to either book, buy or join your team – the “S” word does not exist.  Do you really think you and your recruits will know all the same people and go all of the same places?  It is so difficult to saturate a market regardless of how small a town you live in.

#8 – I am afraid I can’t convince people to join my team. This is the truth – you can’t.  Enjoy sharing the gift and inviting people to take a look at your business to see if it is a good fit for them and if they are a good fit for your business.

Who is ready to recruit some team members?  What are you best tips?

Have a ThirtyOne-derful day!