New
Recruits?
Make them feel cozy with practice!
Your new recruits are probably very excited, nervous and downright scared!
They are anxious to get started earning money, confidence with their products
and a steady business growth. But are you casting them to the world too
soon?
Many sellers we consult with offer to help their new recruits with their
first party or two. Once the recruit has a party booked, the recruiter attends
to assist and guide them until they feel comfortable. However, some of the most
successful sellers we work with go one step better: they offer a New Recruit
Practice Party.
Each of your new recruits could be invited to such a “practice party.” This
party would involve each of the new recruits you've signed up that month.
Each of these new recruits should invite two people to attend the practice
party. Having friendly faces in the crowd always helps to steady jitters. The party
should include their friends/relatives and possibly a couple of your own more
successful and seasoned team members. The team members can offer valuable
advice and tips to newbie recruits for boosting their sales, how to present,
ideas for party games, etc. They will be excellent at "critiquing"
the newbies and offering useful and applicable tips.
These parties should be segmented so each recruit gets the chance to do a
part of the presentation. The presentations should be divided up and each
recruit does a separate item, service, etc. They should each be involved in the
sales part of the presentation (usually toward the end).
These parties are fun and relaxing and perfect for new recruits to “get the
bugs out” of their presentation skills, sales skills, etc. The guests should be
informed that it is a practice party and everyone will feel more relaxed
knowing that fact. Guests are at ease and the newbie sellers will feel more
freedom in giving information, showing the products and practicing
their sales skills.
Recruits will feel much more comfortable knowing that they have this
practice party (or even two) in order to develop their confidence and skills
before setting off themselves. Since it won’t be billed as a “real” sales party
it will set them at ease. Of course, it should be a selling situation as well.
It should be productive financially but very casual and easy-going (read: lots
of laughter, a few goof-ups, but ultimately a confidence builder!).
As their recruiter you can attend the party to offer them tips, suggestions
on their techniques, etc. This can be done after the party at a personal
consultation session or as a group session after the party. This is when
the seasoned team members should offer their own ideas on how to run a
profitable party. Recruits can learn from others’ mistakes and their own
triumphs.
Some sellers even go so far as to pair up a newbie with a seasoned team
leader. They work together until the new recruit feels comfortable on her own.
Using this tactic helps get the newbie off to a faster start, earn more at her
parties and streamline her party/presentation skills. Remember, an earning
recruit is a happy recruit!
K. Moehr is President of Moehr & Associates, a marketing firm that specializes in helping motivated direct sales professionals grow their business. Moehr & Associates is publisher of numerous marketing books and newsletters, including the Direct Seller Guide and Direct Sales Boot Camp Success System. Learn more at: www.isellmoretoday.com.
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