I am asked for the ‘how’ to manage a recruiting interview, ‘how’ to close the sale and ‘how’ to get new people off to a great start so often, that I thought I would set out in a few simple steps what I have done thousands of times – successfully!
Step one ‘The Interview’:
A. Pre-Interview – this is just a five-minute window where you find out about your prospects needs/wants and try to get a good idea of what joining your business would do for them. Keeping this information in mind, you can ‘sell back’ their needs/wants after the interview.
B. When you feel you know what benefits your prospect would gain from joining, say, ‘Before I excite you by explaining how this business works, let’s see if it would be a good fit for you’. Now, take out a Potential Business Planner** and work through it. ** You will find a PBP in my book ‘Social Direct Selling – Yes You Can’
C. Then take your prospect through a brief presentation of your business. If you know your prospect is joining to make money, focus more on how to earn commissions and bonuses, if they are more interested in the product, focus more on product pages. Remember – this is about them not you, don’t focus on what you get out of your business!
After implementing the three stages of interview, ask your prospect, ‘So how does that sound?’ or ‘So where are you on a scale of 1-10 – where 10 means you are ready to fill in the registration form’. Smile and try to relax. If your prospect is nowhere near ready to join let them ask you questions and answer as best you can. If you cannot answer, take a note and tell them you will find out the answer. If they are keen to join ask ‘OK, shall we do the paperwork to enable you to order your kit?’ If they are not, make a decision. Can you bring them closer to a 10 by answering questions, offering support, and explaining that you will be there along their journey to offer training and support? If so, do so and close the sale saying, ‘Welcome to my team’. If they are not ready to join say, ‘OK I sense you are not quite ready (or give reason) so why don’t I call you tomorrow to see what your decision is – what time is best for me to call?’ Then make an appointment to follow-up (always within 24 hours) or take other appropriate action such as booking a selling event/asking for referrals.
If prospect joins:
A. Book in their ‘New Tem Member Training’** with you or your upline (if you are new to recruiting and they are running regular NTMT’s) – ideally within a week.
** New Team Member Training needs to consist of everything they need to know to start a successful business; for example how the Career Plan works, how to sell, how to recruit, how to achieve future bookings.
B. Ensure you help them decide a date for a ‘New Business Launch’ – which you will need to do with them.
C. Explain that in order to have a successful start, and as part of their induction/training, they need to book between 4 and 6 selling events in their first month (minimum). Give direction on how to do this; give them words to say to excite their potential hosts/customers. Note – you have already done this on the Potential Business Planner so this should be fairly simple.
D. Arrange to call your new team member within 24-48 hours to see how they are getting on with booking in selling events – and also to ensure they have a good number of guests (around 10) attending their own ‘New Business Launch’. Refer back to potential hosts and guests listed on the Potential Business Planner as these people now form part of their initial business plan!
E. Give them dates of future Team Meetings – at least 3 months worth – and any company trainings/meetings that are taking place.
During the first 90 days of a new team members career:
A. Develop a list of key business activities and tick these off whilst you are taking your new Team Member through their ‘New Team Member Training’
B. Book in weekly support calls – these are 20 minutes of focused conversation whereby you can discuss and support you new needs. They talk, you listen…and offer help and advice whilst asking questions such as ‘Tell me about the people you have met this week’ to instigate generating leads, bookings, recruits etc.
C. Encourage your Team Member to work their way through relevant company business tools such as handbooks, training videos, literature. Note: Your weekly support calls could include clarification/re-iteration of these tools.
D. Track your new Team Members progress in order to raise awareness of company incentives and personal goals.
E. Devise and then ask them to fill in a ‘tracking form’ for their first 6 Selling Events. Without this they won’t know their averages and won’t be able to project earnings, and you won’t know what they need help on. For example if sales are super, but bookings are not being generated, you need to nip it in the bud fast and teach them how to generate bookings from selling events!
Give it a go and let me know how you get on!