Sara Eatherton-Goff is a fabulous coach and inspiration. Are you ready to climb the ladder of success, but have no idea how to go about it without wrestling people to the ground? Here is her article about 24 non icky tips on getting recruits on your team.
1| Know your product
- What types of products do you carry?
- Have a quick-reference list of prices.
- Memorize the cost of the most popular products.
- Know what the hottest sellers are.
- Where are your products made?
- How are they supposed to use it?
- [How often?]
- [In what order?]
2| Know your company
- What do they stand for?
- Who founded it?
- How long have they been in business?
- What sets them apart from their competitors?
3| know your story
- Why did you start?
- What were you afraid of at first?
- How did you overcome that fear?
- What’s your goal?
- Compile it into a story and edit it down to less than 1 minute long. The time spent with her isn’t about you. It’s about her.
- Memorize your personal story.
- Memorize your party or presentation and know it like the back of your hand. But use an outline to make sure you stay on-point.
- Memorize your recruiting presentation enough to not have to heavily rely on tools. Yet I fully recommend using something as a fall back. Just in case.
- Make or use a cheat sheet to stay on-target and your delivery fluid.
- Memorize the way you’ll introduce “what you do” to everyone you meet.
- Practice speaking to various people every day. You’ll feel less fear when chatting with someone new about your opportunity.
5| identify your ideal recruit
- Know WHO you want on your team.
- Understand their driving personality trait(s).
- Communicate with them in the way that correlates with their personality.
6| Know your DiSC personality
- Just like you can identify your potential recruit, you need to know your DiSC personality trait.
- Who are you?
- What’s your style?
- You can’t connect and know how to help others when you don’t know where your personality profile lies or how to identify the different types.
7| tell her exactly what to expect
- When she knows what’s coming next she’ll be prepared.
- Avoid catching potential team members [and customers] off-guard by suddenly slapping them with the opportunity when they didn’t see it coming.
- Establish your leadership by displaying your strong communication skills.
- Keep them comfortable and more willing to listen when they know what’s coming.
- Establish an impression of your strong leadership skills.
8| Listen and relate
- When she’s speaking, treat her like she’s the only person in the room.
- Look at her in her right eye when she’s speaking—it’ll make her feel like she has your undivided attention. You’re totally involved in what she’s saying.
- Relate to what she’s saying. Maybe you can’t directly relate, but I’m sure you know of someone who has.
- Empathize with her.
9| ask “the right” questions
- What’s something she’s proud of?—This will tell you her primary DiSC trait immediately.
- What’s her favorite product that she tried/saw?—Get her excited about the product.
- Did she enjoy her chat or have fun at the party?—Gauges her interest in the business dynamic.
- If she could take any product(s) home with her right now, what would they be?—Gauges her level of interest in the product and her desire to have them. Be sure she has a pre-filled out Wish List that you can refer to or add products she recalls on.
10| Make “it” about her (or him)
- Your personal story, again, should be less than one minute long to recite.
- Make eye contact with each guest, or if on the phone, wait to speak when she’s done speaking—unless you need to control rambling.
- Ask engaging questions. Family? Pets? Work? Hobbies? What she likes to do for fun? She’ll talk most about her top interest—her personality trait. Make sure to jot these things down and keep it with her file for follow-ups.
11| find the quality that would make her a great consultant—share it with her
- Ask what interests her most about the business opportunity.
- Ask her what excited her about it.
- Ask her why she thinks she’d be good at it.
- Tell her why you know she’d be great.
- Immediately find out her level of interest and take the next steps.
12| find her pain and prescribe accordingly
- What’s holding her back from trying out the business? Provide a simple, thoughtful solution.
- What’s her biggest fear in trying it? Share a brief story about yourself or someone who went through the same thing and how you/they overcame it.
- It’s best to overcome objections beforehand. If you’re on the phone or in person, you can work in common objections and overcome them throughout your presentation. Or, if you’re in a group setting, you can make a game out of it using flashcards or “money”—objections and solutions printed on the dollar bill amount it costs to start. For example, if it’s $100 to start, print the solution on the back and the objection on the front of a fake $100 bill.
- Never overcome objections simply to recruit. When you go through the motions, make sure your intentions are to help her get out of her own way because she’s possibly blocking herself from a great opportunity.
13| Connect on social media
- Don’t beg for followers. Connect. Hopefully you’re not in business for vanity metrics right?
- Where does your audience frequent? Facebook? Twitter? Pinterest? Instagram? Get on them and engage your audience.
- Connect, invite, follow, and support their interests—as long as you find them interesting, of course.
- Connect with every person you share the opportunity with. Well, every person you like.
- Show them your humanness. Be real. Be genuine.
14| Answer questions online
- Get on groups in LinkedIn, Twitter, Facebook and more that are related to your field and help by answering questions where you can.
- Answer industry-related questions on Yahoo! Answers, Answers.com or Quora.
- Answering questions online builds your range of authority and follower base.
15| Be original online
- What are other direct sellers doing online? Unless they’re at the top, don’t copy them.
- Don’t “Like” other consultant’s pages. Not even your director’s or up-line’s. People who Like your page or follow you on Twitter will be recommended to Like or Follow them, too. Don’t confuse prospects. Don’t deter from your leadership, either.
- Share your original ideas and content.
- Direct sellers are the only people who boast about how much money they’re making. And generally it’s a load of hooey. Don’t boast. People you want on your team can see through it and won’t look to you as a strong leader.
- Share free items you’ve earned like cars or jewelry or even a cash bonus! But share it in a way that promotes others’ and plants the possibilities of what the opportunity could provide for them.
- Stop complaining and venting online. All it does is chip away at your credibility and again, your presumed leadership capabilities.
16| Have your own website for your team and potential team members
- Don’t rely on your “low-cost company” website.
- Differentiate yourself online. Build your own website and if it’s not great, outsource to a designer when you can afford to. You’re a leader. Prove it.
- Supply your site with team building information and a private section (password protected) for team members.
- Position yourself as an authority in your industry.
17| BLOG to recruit
- Blogging is one of the largest sources of online traffic.
- Blog consistently.
- Share relevant content that connects with your target audience.
- Share tips and experience that is worth paying for. But provide it for free.
18| Be a leader
- Again, don’t vent or complain online.
- Don’t whine to your friends when something doesn’t work out in your business.
- People are watching you. Don’t turn around… Just kidding. But seriously. That woman who’s still deciding about the business opportunity is following you online. She’s watching you. She’s deciding if you’re the leader she wants to follow.
- Buy the book “The 21 Irrefutable Laws of Leadership” and read it cover to cover. Or if you’re in a rush, you can read a summary here. Although I still recommend getting the book and reading it.
19| Don’t fish in spoiled ponds
- Stay away from the bitter, ex-consultants. Learn from the successful ex- ones, though. They have a balanced outlook, generally, and can provide great advice on what not to do and possibly provide ways to do it differently, or better.
- Don’t try to change negative minds. Just move on.
- Get away from naysayers and disbelievers. Surround yourself with positive people.
20| You’re cool so be cool
- Don’t “beg” or “chase down” people who showed an interest at one point. There’s a better way [which I’ll share in a couple of points here].
- Relax. Sure, there’s plenty to stress about, but if you show up disheveled or you’re frantic on the phone, your prospect(s) will turn away from the opportunity.
- Stay connected with prospects, but don’t stalk them. The easiest way to do this is invite them to follow you on social media, “Like” your page, or distribute an online newsletter—which is my top suggestion.
21| Share with everyone
- Don’t cram it down throats, but don’t hold it back either. You might be keeping someone from an opportunity to change their situation. You owe it to them to tell them.
- Have cards with you at all times. Get contact information in exchange for every card you hand out. Otherwise, don’t waste cards.
- You don’t have to approach everyone with the intention of recruiting or selling to them. I highly recommend avoiding that if you really connect with them on a friendship level, anyhow. Get to chatting with them and ask what they do. Listen. Relate. She’ll ask what you do. There’s your open door. Step through it.
- Don’t not mention that you’re a consultant with ‘X’ company when meeting someone then bombarding them later on social media, via email or text. If you’re chatting with her and she cares, she’ll ask you what you do.
22| Don’t dig down—reach up
- Judgments aside, propelling forward requires stepping outside of your comfort zone. That also means connecting with people who intimidate you.
- Keep your eyes and ears peeled for the woman who wants an incredible opportunity over the woman who needs it to survive. But don’t sell her short, either.
23| The hostess with the mostess
- Your hostess is either your link to new team members or your team member.
- Your hostess got friends together, enjoyed your product enough to sit through another presentation. She likes and trusts you enough to introduce you to her friends.
- Coach your hostess. Let her help you. Take her along step-by-step. Keep her excited by sharing your excitement.
- Why do you think she’d be great? Tell her.
24| Have a newsletter
- Share your new blog posts.
- Share new product launches.
- Share videos, specials and more.
- Don’t rely on “Company-promoted” emails. Most people hate them, actually.
- Make it legitimate. Use MailChimp or another email-distribution service. I can’t tell you how many times someone has asked to add me to their email list and after receiving it—and in some cases finding it irrelevant to me—that I can’t simply unsubscribe. Make it easy to sign up and easy to unsubscribe if they don’t want it anymore.
- Keep your designs clean and simple. Use two fonts only—you can have one fancy one for headlines but all sub-headlines and body text should never, I repeat, never be anything but a “standard” font. Like Sans, Serif, etc. I’ll have to make a design course, huh?
Sure, this is a relatively long list-post of ideas and suggestions, but you’ve still gotta start somewhere. Start at the top.
Get to really know your product, your company and hone in on your story. Some people could care less to hear about you. Others will connect with you more because they relate to the human being in front of them who shared your story.
Stay true to you. Deliver and present yourself with courage and strength.
Remember, you’re a leader. People want to follow you.
So lead them.