Top
Ten Tips for Recruiting with a Strong Posture
By Hilton Johnson
1. The Paradigm Shift
What would you rather have: 1,000 front-line distributors who never do
anything with the business or 10 distributors who build large
organizations without your day-to-day involvement? Easy question, huh?
The first step to having an MLM organization that's a lean, mean,
money-making machine that works with or without you is to adopt the
attitude of focusing on “selective sponsoring” instead of
“wishful sponsoring.” Make up your mind that you will not attempt
to recruit large numbers of people again. Your attitude should be that
every single distributor you recruit must be the kind of person who
will earn $100,000 the very first year in the business, with or
without your support, or you don’t want them.
2. Approach Leaders, Not Losers
The very people that most network marketers are reluctant to approach
are the ones you must target. You want business people who are already
somewhat successful. You want people who are highly organized; self
starters; self motivated; people who are determined to change their
financial situation and willing to back that determination up with
massive action.
You do not want people that you have to constantly motivate. You
cannot afford to baby-sit unmotivated, unorganized, irrational,
unqualified, lazy people that expect you or the company’s system to
do everything for them.
(If you are now beginning to make excuses in your mind why you cannot
find and approach these types of high-level prospects, you might as
well forget success right now before you get started and waste your
time.)
3. Third Party Approach
When you do target an ideal prospect, try this script to reduce or
eliminate pressure on your prospect when calling for the appointment:
“I’ve started a home-based business that I’m excited about and
I’m looking for a few key people that have leadership abilities. I
know this is something you would not be personally interested in, but
I was wondering if you would do me a favor by looking at my business
and tell me who I should be calling?”
4. Probe for Pain
Tell this person that you are looking for people who are concerned
about not having enough money for retirement; layoffs; downsizing; not
enough free time with family or job dissatisfaction. If your prospect
has any of these concerns, he or she will ask you if you would
consider THEM for the opportunity. This will set the stage for you to
begin the interview/qualify process.
5. Create a Benefit State-of-Mind
After your initial “shock and surprise” that they themselves would
be interested, ask questions like, “Why would you be interested in
this; what appeals to you about this business; what has attracted you
to know more; how would this program benefit you?”
The more reasons they tell you why they need something like this, the
better your chances of enrolling them as a top-notch leader.
But…it’s too soon to let them know they have qualified to be part
of your business. You need to make them jump through some hoops that
will absolutely prove to you that they are serious.
6. Get Them Using Products
Since 90% of the people that get into network marketing do so because
they’ve had a positive experience with their company’s products or
services, your prospects must be believers in them too. Sell them some
products as a requirement to schedule a second interview. Do not
convey to your prospects that they have a good chance to be accepted
into your business. The psychology of “Selective Sponsoring” is to
keep them off-balance until you are convinced they have met all of
your requirements.
7. The Meeting Requirements
During your second interview, quiz them on the benefits of the
products and services you sold them. Make sure they are sold on them
before continuing. Assuming they like them, explain (not sell) your
company’s business plan. Tell them that they have to attend a small
meeting with you to meet other distributors in your company. Require
that they attend a regional or national conference that will give them
the big picture. Be sure that you take them to these meetings
personally, but at their own expense.
8. Action Commitment
The final requirement for them to qualify to be a part of your
organization is for them to embrace your start-up system. (What, you
don't have a system? Shame on you.)
Sit down with them and, using a checklist, get them to agree on what
you want them to do to get started on the right track. You may want to
include: setting goals, making up a warm list, purchasing your
company’s top level start-up package, setting two or three
appointments their first week, making three-way calls with you, etc.
9. Point Them in the Right Direction
Be there for them the first thirty days in the business. Go with them
on their first few appointments. (I cannot stress enough the
importance of you supporting them in the beginning by helping them
with their first few presentations.) Agree to make three-way calls
with them. Show them your company’s procedure system. Encourage them
to get the training they may need. And then, let them go.
10. Disqualification
During the entire process of this system, if your prospect balks at
any of the steps (including going to a national convention at his or
her own expense), you must immediately disqualify them as a candidate
for your organization.
Understand that most people that want to join your business will not
qualify. That’s okay because you don’t want everyone anyway. This
system focuses on spending your time and energy in the recruiting
process instead of the developing process of building a business. If
you successfully implement this system and stay with it, one day you
may have people literally standing in line to join your network
marketing business. Doesn’t that sound like fun?
In just 30 minutes an MLM Coach can help
you break through your barriers to success in your network marketing
business...for FREE!
Go to: http://www.mlmu.com/freecoachcall.html