Recruiting

Recruiting, Sponsoring, Mentoring

13 March 2018 By LA Leave a Comment

Scented Masterminds at Work

This week I am working at Scentsy headquarters with approximately 40 others leaders who earned the Annual Mentor Award. We are brainstorming and collaborating on the subjects of recruiting and sponsoring. It’s an honor to be here helping to keep our company moving forward.

I love that Scentsy is asking those in the field with a proven track record for advice, input and suggestions. Too many places create policy and programs from their ivory tower and don’t take into consideration “life on the street, where the rubber meets the road.”

Best Recruiting, Sponsoring Mentoring Advice All Week

It’s been enlightening hearing what other leaders do or say. I wish I knew who to credit this gem below to. I’m sure it was one of our Rockstar consultants who said it. It’s my all-time favorite “THIS!” moment so far. As it relates to how to best recruit new team members:

I’m not a hunter with my spear, going after people. I’m feeding the birds.

Then envision hands cupped together, palms upward, outstretched arms, offering a handful of seeds to all who are in the area. It’s a much gentler, welcomed approach. Simply share what you love and connect with people. It really is that simple.

Isn’t that fabulous?

Have You Considered Joining Scentsy?

If you have thought about joining Scentsy, but haven’t yet, what’s holding you back? Whether you want to earn $50 a month, or $5,000+, or need at outlet to get out for adult time, or want to earn free trips, or some other reason, Scentsy can be that for you.

Want to chat a bit to see if it might be right for you? Hit me up.

Bribing People to Join Your Direct Sales Team

13 February 2018 By LA 2 Comments

“Join My Team and Get a FREE xyz!”

I’ve been around direct sales for many years, 2018 marks my 30th year in the industry. I’ve seen a number of phases or sales tactics come and go. One that has continued to stick around is the practice of many desperate direct sellers attempting to bribe recruits into joining their team. “Psst – over here. I’ll give you this if you join my team. Hey! Hey! Over here, I’m offering this, my offer is better than her offer.”

Desperation

I don’t understand why some would lower themselves to increase team members. Whenever I see “Psst, over here honey, join my team” all I can think of is a line of prostitutes standing on the street corner, with Johns passing by, ogling at the goods, looking for the best offer.” Okay, that may have been a little harsh. How about this one? Little Suzy is throwing a temper tantrum in the store and mommy says, “If you stop screaming, I’ll give you a new dolly.” Little Suzy stops screaming and gets her dolly. Mommy may be out $30 but so what, she manipulated the result she wanted. Who really won here? Right – Suzy did.

Return on Investment

Consultants who feel they need to give away the milk for free rarely receive a ROI (return on their investment). Sure they get recruits. Sure they may have the numbers to meet their qualifications – short term. But are they truly recruiting team members who are joining because they believe in the product and want to work the business? Or are they getting people who mostly just want to see how much stuff they can get for little money?

Unethical Sponsors

It’s also unethical, unprofitable and in most direct sales companies it’s prohibited by policy, thereby making the consultant out of compliance. Do you really want to join with someone to be your leader and mentor who either has blatant disregard for company policies or who hasn’t bothered to read and understand them?

Since my daughters were old enough to have money, I’ve taught them the importance of understanding they do not need to buy their friends and to be weary of friends who use them for their money and their generosity. Yet these consultants who offer to give xyz for those who join their team don’t seem to see that they’re being used.

Who wants friends (or team members) who are only in it for the extra freebies? Personally, I’d be embarrassed to be advertising, “Join my team and receive a free xyz.” Many people read that as “Join my team because I’m desperate and have to bribe people to join and I like to be used for my free stuff and don’t really worry about having quality team members who want to be here.”

What’ll You Give Me?

I worked with a potential new team member for an extended period of time – more than a few emails and a few questions. She continued to ask me IF she joined my team would I be able to give her xyz? I could have easily promised her I would just to lock in the deal. Aside from the fact that I wouldn’t or couldn’t do that, I saw a huge red flag about the character of the person attempting to play both sides against the middle to get the best deal for her.

The best deal for her would have been to sign up with a proven leader, but if she were merely after freebies, then it’s probably good that she went with the consultant who was out of compliance by agreeing to a recruitment enticement.

Re-evaluate

If you are currently bribing people to recruit new team members, then perhaps you should take a hard look at your opportunity. If you don’t honestly believe that your business opportunity or your starter kit is a good value, then it may be time to look for another opportunity. Additionally, if you have someone knocking at your door for the best offer, and it doesn’t include your knowledge, skills and abilities, I’d throw that minnow back in without giving it a second thought. There are plenty of other fish in the sea. Some will. Some won’t. So what. Someone’s waiting.

Scentsy?

If you’re considering joining Scentsy, see why I may be a good fit as your sponsor. Then join here.

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Direct Sales Sponsoring

7 February 2018 By LA Leave a Comment

If you are in direct sales, and want to maximize your earning potential, then sponsoring other people is part of the plan.

There are two different philosophies on sponsoring. One philosophy is to sponsor many; some will stick, some won’t. The other philosophy is to sponsor just a few and then nurture them.

Sponsoring others is how consultants build their team. There is more than one way to build a team. You can build a team sponsoring fifteen people per month or you can build a team sponsoring just two people per month.

Sponsoring Many

When you sponsor fifteen people per month you are absolutely playing the numbers. Of these fifteen people, you’ll find a few who just want product discounts. You’ll find a few who want to sell to family and friends and earn a little bit of supplemental income each month; and you’ll find maybe one who asks questions and truly wants to build a business. The rest will never turn in a first order and will fade away. Again, this is not good or bad, right or wrong, these are just the statistics.

Joining a network marketing company is similar to joining a gym or subscribing to a members only website.

With a gym or website membership, your goal is to get the most for your money, to work out daily or weekly or to read and participate in the forums and task suggestions. But the reality is many people set never set foot in the gym after the first week, or only skim posts or visit websites periodically. We think we want something today, but by tomorrow it just is not as important as it was yesterday.

If you’re able to sponsor fifteen people each month and have the time to truly help the one or two who want the help – then go for it.

Sponsoring One or Two

The other philosophy is to sponsor just one or two per month and invest your time nurturing and working with them.

There are definite pluses to having just one person you’re working with. You have the time to really offer help and assistance. You’re able to walk them through each step of owning their own business. You’re able to spend a lot of one on one time with them. You’re also able to help them build a team by helping them meet others and offer the opportunity to others.

When you sponsor just two per month, you’ll still find those who just want a discount and those who want supplemental income, however you may have fewer who drop off.

I’ve sponsored two people in a month and I’ve sponsored fifteen people in a month. Either way, my goal is to continue to build my team and help those on my team achieve their own personal goals.

If you’re looking to join a direct sales company, please consider Scentsy. I joined Scentsy in 2006, and would not still be here if it wasn’t the amazing company that it is.

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Throw Out That List of 100

15 September 2017 By LA 4 Comments

**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 some 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 decor or any other product offering, wouldn’t you have better results if you presented your new product line specifically to the people whom you believe could benefit from and enjoy your goods?

Market to Those Who Have a Specific Want or Need

This concept of making a list of 100 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. But is that the reputation you really want to start off with? Or would you aim narrow, and therefore miss narrow?

I’m Not The Only One Who Believes This Way

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.”

If You Said Yes …

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 2017, time (way past time) to throw out your “List of 100 People You Know.”

*I originally wrote this post in 2008, and periodically revise it to ensure it’s still current.

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Would You Rather Join With an Eeyore or a Tigger Sponsor?

3 July 2014 By LA Leave a Comment

Attitudes are contagious.

If you spend time with someone who is always crabbing and complaining, it too can drag you down. It won’t be long before you also start to adopt nonproductive emotions and attitudes.

Likewise, if you spend time with those who are positive, chipper and generally happy, it’s easy to maintain your own peaceful, joyful attitude.

Some say opposites attract, but I disagree. Like attracts like. I consider myself pretty positive. I embrace living in the moment and appreciating each moment. I don’t sweat the small stuff … and it’s mostly all small.

If you’re a direct sales independent consultant you know that you have a two-fold business, sales and sponsoring. If you’re having a hard time team building, take a look at what type of recruits you may be attracting.

Are You a Tigger?

Tigger personality Tigger is genuinely friendly and bouncy. He likes to sing, “The wonderful thing about Tiggers is I’m the only one!” He is cheery, positive, sweet and energetic. He’s FUN to be around. See for yourself.

Or Are You an Eeyore?

Eeyore is a pessimistic old grey donkey. He lives in the southeast corner of the Hundred Acre Wood, in an area labeled “Eeyore’s Gloomy Place: Rather Boggy and Sad” Have a look.

Like Attracts Like

I see direct sales consultants on forums and Facebook complaining or finding reasons to be upset about one thing or another. It’s no surprise their business isn’t going well. It’s no wonder they’re not building strong teams. They are leading by example, but not a very good example. [Read more…] about Would You Rather Join With an Eeyore or a Tigger Sponsor?