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Assertive or Aggressive?
Don’t you just love it when you walk into a store or onto a car lot and the salesperson, who obviously works on commission, instantly pounces on you? You mean you don’t crave that instant attack of desperation? No – me neither. I don’t know anyone who does.
Yet I see it all the time from new direct selling consultants – both online and offline. These desperados are under the false impression that there is a race and the first person to pounce on a potential gets the big prize. Personally, I run the other way when I see someone chase ambulances. There are some who “call it” (remember when you were little … the person who “called” the front seat first, was the lucky person to sit next to Mom?) Hard up new consultants will be all over the poor innocent person who just has a simple question and will announce to the world “PMing you (sending you a Private Message) now!” Meaning to the other forum participants and lurkers: I am sitting here, desperate; doing my impression of a vulture, and by my “calling it” no one else can address this person who has questions.
Personally the passive stance works much better for me. I make myself and my candle business visible. I try to help others who have questions without expectation of them buying or signing with me. I can honestly say that I have never asked for the close – contrary to recruiting gurus. Yet I have a very successful team of consultants who are with me because they chose to be – not because I force fed them and shoved myself down their private message inbox.
Make sure you are not sending the message that you are desperate. There’s a difference between being assertive and well, just obnoxious. There are more leads available than anyone could possibly ever get to; chill, relax and enjoy your business.
About the Author: Laurie Ayers is a WAHM from Michigan. She started her first home business in 1988. As a single parent, Laurie has supported her family by working out of her home. She is currently an Independent Superstar Director with Scentsy Wickless Candles. You can find Laurie at http://www.ThrivingCandleBusiness.com and http://la.scentsy.us
Experienced Sponsors
If you’re looking to join a direct sales company it’s a good idea to interview more than one sponsor before deciding with whom to sign. There are many factors to consider. I’ve heard some interesting comments with regard to signing with a seasoned consultant.
While I fully agree that you need to mesh with whomever you agree to have as a sponsor, I’m still somewhat baffled why someone would choose to go with a new consultant versus a veteran one.
I’ve heard the argument “how can new people ever build a team if people don’t sign with them because they’re new?” I get that if your warm market wants to come along on your new journey with you you can all learn the business together from your upline. Your warm market (friends, family, acquaintances) will support you and won’t expect you to know the answers.
But why would a new person want to start actively recruiting others before she herself has had an opportunity to learn the business? And more importantly why would a potential recruit who is interested in starting a direct sales business want to have a sponsor who is also new?
Consider a hair stylist. Would you want to have your locks cut and colored by someone fresh out of beauty school or someone who has been working on hair for years? What about a doctor? Do you want an experienced doctor or a med student? Do you want your student getting the bulk of his/her education from a student teacher or from a teacher with tenure?
I contend that new direct sales consultants should focus initially on sales and on learning the ins and outs of the business. Be selfish and soak up everything there is to know about the compensation plan, the policies and procedures and become an expert on your product line. Then the recruits come as a result of your working your own business and then you’ll be well positioned to build a strong team.
When you are new and share your new business with others, it is true that sometimes others will flock to you and “want in”. By all means if recruits come to you, sign them, just be sure to disclose that you are also new and still learning the ropes. Don’t mislead people with your experience.
I actually had someone tell me that they would not sign with a Director because “she’ll be very demanding and expect you to report in your progress and attend meetings and, and, and…”. Well that is certainly a misnomer. I mean some Directors might roll that way; but surely not all. And if that style isn’t your cup of tea, that’s an area that could be discussed while you’re interviewing potential sponsors. But I definitely would not intentionally stay away from signing with a Director simply because you envision boot camp and a drill sergeant.
Lastly, if a newer consultant promises you the world if you sign with him/her, consider the offer carefully. If he/she offers you freebies such as a website, more product than comes in the starter kit or exclusive coaching, a red flag should go up. Any direct sales company should have a complete starter kit. If you truly think that you’re going to need extras right away, more so than what is included in your company kit, then perhaps it’s not the right opportunity for you.
Also, if your starter kit does appear to have everything you need to get started, why is the new consultant giving away his/her profit and time to leer you onto her team? Does this person appear desperate? Or lack sound business practices? Will you also be expected to give away freebies that come out of your own pocket to recruit people?
Lastly, if it appears that the new consultant you are considering joining with has some unique skill set that he will teach you, also look at the knowledge, skills and experience with that direct sales company. Someone can be a whiz at closing the deal or at Internet marketing, but if she doesn’t quite yet grasp the compensation or policies of the company, how beneficial really is the offer of the less experienced consultant?
Now before all the new consultants spam me with nastygrams about how I was once new too, yada yada yada, please don’t miss my main points which are:
1. If you are a new consultant, please learn your own business well before actively recruiting others, whom you are responsible to train and mentor and
2. If you are considering a direct sales opportunity and are serious about running your business like a business, then wouldn’t you want to learn from the person who has the greatest knowledge, skills and abilities with that particular company and industry?
Do your due diligence with both which company and which sponsor and you’ll be off to an exciting career in direct sales.
About the Author: Laurie Ayers is a WAHM from Michigan and a Superstar Director with Scentsy Wickless Candles. She enjoys helping others start and maintain a candle business. You can find Laurie at http://la.Scentsy.us or http://www.ThrivingCandleBusiness.com
How to Look Desperate During Direct Sales Recruiting
Looking for tips to help increase your recruiting numbers? Prior to talking about some of the things you can do to help grow your team, it’s important to talk about what not to do.
Before you say, “But that’s not focusing on the positive, Laurie” let me say that I am positive that if you are currently engaging in any of the actions below; and if after you read this you find yourself with a new awareness that what you’ve been doing isn’t necessarily a best practice, I am positive you will see an increase to your down line.
Join My Team and Get …
Bribing people to join your team is numero uno on my list desperate recruiting moves.
- Do you really want team members who are just there for the freebies?
- It looks like your company’s business opportunity and/or starter kit isn’t good enough to stand on its own.
- How is this any different than the little elementary school girl who couldn’t get anyone to play with, so she gave away her cookies at lunch just to have friends?
- It’s sending a message that your mentoring and coaching skills are sub-par. Otherwise you wouldn’t devalue what you have to offer.
- Based on the percentage of royalties you will receive on your new recruit’s sales, have you calculated how much she/he will need to sell before you merely break even on your give away?
I Only Need Two More People To Qualify for the Trip
Do I really need to elaborate how desperate this one makes you look?
Push It… Push it Real Good
Some sales gurus will tout the benefits of creating a sense of urgency. Ok, I’ll give you that some feel this is a good tactic. However my personal experience with direct sales is that it is not appropriate to push too hard when recruiting team members; doing so only makes you look desperate.
- It’s one thing to let people know if you have a ground floor opportunity or a limited time offer, but will their lives really be that miserable if they don’t act now?
- If you represent a stable company with an awesome opportunity, isn’t it reasonable to expect that you (and the company) will be around for a while?
- You may be able to strong-arm someone into joining your team, or create must-have hype, yet if someone starts a business before she/he is ready, who will that benefit … anyone?
- Some will question the motive behind you pushing so hard to recruit new team members. If it’s a good fit, it should flow naturally.
I have never asked anyone to join my team. Never. I simply make my opportunity and myself visible; those who want to join merely do. I’ve had potential recruits ask if me I am offering any sign-up specials (no) or tell me that another consultant is offering free websites to their recruits (so). The passive, put-it-out-there-and-then-just-step-back and let-it-simmer approach has worked well for decades (yes decades) with me.
If you need to make some adjustments in your recruiting efforts, there’s no time like the present to do so!
About the Author: Laurie Ayers is a WAHM from Michigan and a Superstar Director with Scentsy Wickless Candles. She enjoys helping others start and maintain a candle business. You can find Laurie at http://la.Scentsy.us or http://www.ThrivingCandleBusiness.com
Throw Out That List of 100
If one more direct selling company or sponsor encourages new recruits to “Make a List of 100 People You Know” I’m going to stick a fork in my eye! I’m talking about the practice of spamming the snot out of their friends, family and acquaintances. It goes against the entire concept of target marketing and finding a niche. No wonder the direct selling industry still has a bad reputation in many circles.
This archaic and tired practice claims that if you make a list of 100 people to hound, it’ll be your first networking contact list that will supposedly help launch your new direct sales career. Although, whether you’re selling candles, jewelry, kitchenware, makeup, home décor or any other product offering, wouldn’t you have better results if you presented your new product line to the people whom you believe could benefit from and enjoy your goods?
This concept is ridiculous. What if your dental hygienist started a business selling metal widgets that would help expedite an automobile factory manufacturing process. If this person made a list of 100 people she knows and included you in that list to push her steel vehicle widgets on, you’d think she was totally off her rocker for wasting your time. Yet as direct sellers, we’re supposed to do just that; having no regard to market to those who have a specific want or need.
Instead of investing precious time trying to list and then contact all of the people you know such as: Family, Friends, Neighbors, Your friends’ parents, Your parents’ friends, Your parents’ colleagues, Your children’s friends’ parents, Classmates, Alumni of any school you attended, including high school, Members of the local chamber of commerce, Members of your church, temple, or other faith-based groups, Professors, Teachers, Mentors, Former Bosses, Former or current colleagues, Former or current customers, Former employees whom you managed, Members of the YMCA, YWCA, or other clubs, Members of professional groups to which you belong, Members of a service organization (e.g. the Rotary), School committee members, Counselors, Friends from military service, Coaches (in sports, arts, hobbies, etc.), Your doctor, Your lawyer, Your insurance agent, Your accountant or tax preparer, Your auto mechanic, The manager of your favorite coffee shop, The bartender at your favorite watering hole, The owner of maitre d’ of your favorite restaurant, Your barber/hairstylist, Your mortgage broker, Your real estate broker, Your veterinarian, Your dry cleaner, Any shop or business owners who know you by name (especially in ‘high touch’ businesses like art dealers, florists, dress shop managers, wedding planners, wine dealers—people who have long conversations with others), Any acquaintance who owes you a favor, spend some time defining your target market.
The likely results of spamming the above list:
- You’ll ostracize yourself from them so that in the future they’ll be forced to check Caller-ID before taking your call or find themselves suddenly running late for an appointment and need to promptly depart your presence.
- You may get a few mercy purchases from those who have a hard time saying no because they don’t want you to feel discouraged.
- If you stumble upon someone who is genuinely interested in what you’re offering, it is mere statistics. If you spray enough bullets you’re bound to eventually hit something.
Leslie Truex of Work at Home Success agrees, “Having a business is about finding the market that wants your product/service, not brow beating people you know into supporting you. Plus if you’re successful without the list, your recruitment may go up because talking to friends and family is a major reason why many people avoid direct sales and you’ll be able to show them how to do it without a list.”
Further, Adriaan at Direct Sell Assistant concurs that “90% of new consultants will stay with this list and expect to make a lot of money. I wish more people that get recruited are rather shown how to market a product and find new customers, than to write down that list of a 100.”
Lastly, if you’ve signed up for a company that has a fantastic product line, don’t you think you should be able to find others who enjoy and benefit from it as much as you do? No need to approach your auntie who has severe allergies to buy your candles or your sweet bald mechanic about your organic shampoo. Just because you may know 100 people, doesn’t mean they’d be good customers.
My advice: It’s 2010, time (way past time) to throw out your “List of 100 People You Know.”
Do 7 Things to Sponsor New Consultants
If you are in network marketing, then one of your goals should be to meet new people and to sponsor new people into your business. Here are seven things you can do to begin a relationship with others:
1. Make a goal of talking to at least two new people every single day about your business. I’m not saying to “pitch your deal” to someone, I’m suggesting mentioning some aspect of your business every single day to at least two others. Maybe this will be sharing an article. Maybe this will be brainstorming on product usage. Maybe this will be asking someone if they’d like a catalog. Two people every day for a month is 60 new people you’ll have spoken to in just one month.
2. Join at least one new online or offline community and get involved. You might join a message board community online, or you might join a networking community such as Ryze or MySpace. Don’t just join, go one step further and get involved. Offline, you might join a local non profit, or you might join a local breakfast club. Again, go beyond joining and get involved.
3. Load up your purse, briefcase and car with business materials. Make sure you have business cards, catalogs and recruiting information with you, everywhere you go. You never know when someone you meet will want information or a catalog.
4. Create a newsletter. What can you write about that others will enjoy learning about? If you don’t have a website to promote this newsletter, consider using a service like Yahoo Groups. I get a few newsletters via Yahoo Groups. This is a wonderful way to meet others and share your knowledge. Thousands of people search Yahoo Groups each and every day and just might be looking for the newsletter you’re offering.
5. Make a goal of talking to five new people every single day. This is different than the above suggestion of talking to two people about business. I’m suggesting that you make a point of introducing yourself and saying hello to five new people every single day. In one month’s time that is 150 people you will have met. There’s a good chance that of those 150 people, one of them knows someone who wants what you’re offering.
6. Reconnect with old acquaintances. Write an email or make a phone call and say hello to folks you have not spoken with in a long time. Just this past week, I was in a community and recognized a woman I had known from two years ago. I sent her an email, told her how wonderful it was to see her again, caught up with her and discovered she wants what I have to offer.
7. Make a point to learn new things this month. For example, I’ve never used Twitter. It’s my goal to learn how to use Twitter this month. What have you thought about learning more about? Make it a point to learn something new this month and to implement this new learning into your business.
About the Author: Audrey Okaneko has been working at home since 1983. She can be reached at audreyoka@cox.net or visited at www.recipe-barn.com Article Source: http://www.wahm-articles.com
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