Archive for November, 2008

Recruiting 101
Taking your recruiting to the next level

Ask the top recruiters in any direct sales company and you will discover that they attribute much of their recruiting success to using the recruit interview.

Email is a fabulous tool and can be used to the maximum for your business but there is nothing like the telephone or personal meeting to take your recruiting from average or below to super recruiter. Whether on the phone or face to face your chances of closing your potential new recruit are best if you spend most of your voice to voice time listening and asking questions and less time telling about your opportunity and spilling your story.

So here are some ideas for questions you can ask your new inquiring potential recruits that will get HER talking more and help you determine what she’s looking for and how your direct selling business can help!

1. If your prospect is responding to one of your advertisements ask her something like: “So what was it in our ad that made you decide to call me today?” Or: “What about the ad sparked your interest?” This not only will help you track your advertising but will also begin to explore her needs with regard to business so you can see if your opportunity would be the right one to fill that need.

2. “Tell me what you are looking for in a home business.” This is one of the best questions you can ask a prospect right at the beginning because you’ll really be able to see how your business might be what she’s looking for. Here, however, is where you need to put your listening ears on completely and really hear what she’s saying. Listen for clues to help see what her main desire is in a business.

3. “Tell me about your family (job, hobbies, education, etc can also be used)?” Again, helps to learn more about your potential recruit’s passion areas and history. Plus it’s just nice information to know!

4. “How much per month are you hoping to earn with a home business? How many hours are you thinking you can spend on a home business?” Asking these specific questions will help you to later show her how with your compensation plan she can meet those income and work hour goals.

5. “Have you been involved in Direct Sales before? Tell me about that.” The nice thing about exploring past Direct Sales history with your prospect is that you can determine what kind of “lingo” is appropriate when it comes time to talk about compensation, downline, overrides, etc. Some of those words are foreign to someone who has never been in direct sales before and you should avoid using them, especially in the first interview.

After you’ve shared a brief overview of the company and your 30 second commercial then ask some of the following… (or after you’ve sent the email/mail packet and during your follow up call)

1. On a scale from 1-10 how interesting does our business sound to you? What would it take to get your interest level to a 10?

Anything above a 5 means they just need some more info to make their final decision.

2. Other than _____(objection)_____ what else might hold you back from getting started right away? Address their specific fears and explore any more that they might have.

3. Is there anything else you think I need to know about you or do you have any other questions about me, our team or the _________ business in general? Make sure your recruit is comfortable with the information she’s received and feels confident about the decision she’s making at this point.

4. Is there any reason why we couldn’t get you signed up today?

Take the extra time to talk voice to voice with your prospect and watch your recruiting numbers soar!

Annette Yen

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People, Tools and Organizations

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* WAHM 2.0 — Chock full of articles on Direct Sales