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5- PART MLM RECRUITING MINI-COURSE
© Copyright 2002-05 Thom Reece All Rights Reserved
In 1974 when I wrote the first edition of "Magic Methods of
Recruiting Commission Salespeople™" (Pelican Press) I covered what was then a relatively new concept:
Market Research1 Chronicles 5(KJV)verse 18 " The sons of Reuben, and the Gadites, and half the .....
"MLM RECRUITING IS A SALES PROCESS"
That fact had somehow been lost on all the mlm management
teams of the time. In fact, they worked very hard at trying
to convince their organizations that "selling" was unnecessary and that people would flock to their opportunity if only they learned about the "cutting-edge" new products the company had created.
Balderdash! ... Clear that junk out of your mind right now. If you don't approach sponsoring as a *selling process* you are doomed to long term failure. Period!
All the conventional tools of professional salesmanship apply to the recruiting process. In fact, given the overall importance of recruiting, to your ultimate success or failure as a mlm distributor, I will go so far as to say that if you are to excel in sponsoring new distributors to your network... you simply *must* develop a high level of understanding and expertise in professional sales.
Please note that I am not talking about high-pressure, beat
them over the head selling techniques. If you have to pound your prospect into the sand to get him/her to sign up for your program... you are wasting a lot of time and energy for nothing. These types of sponsorship activities do not win long term converts... they make for begrudging failures who will only eat up your valuable time trying to train the non-trainable and teach the unteachable.
Consultative Recruiting™ involves gently leading the
prospect to realize that by getting involved with your
opportunity they will more rapidly achieve their greater goals of: financial independence, improved lifestyle, security, happiness, health & wellness, etc.
Consultative Recruiting™involves the top-level, persuasive techniques of great consultative salespeople. The techniques are basic to any good selling system:
1. Generate high quality, targeted, sales leads and an automated system for immediate personalized response to their interest or inquiry.
2. Questioning and Qualifying methods that expose the true underlying values, wishes, dreams, desires, and goals of your prospect.
3. Presenting your opportunity in its best possible light using tons of benefits that directly address your prospects concerns about:
- your credibility and believability
- product quality
- company stability and integrity
- the long-term viability of the industry you are working
in
- the potential for immediate and long term profits
- training and on-going support ... a train-the-trainer
program
- your commitment to their success and willingness to hold their hand in the early stages.
- etc. etc.
4. Make it easy for the prospect to sign-up now... and ASK them to do so.
5. Immediate immersion of the new distributor into a structured training and development program geared to build product knowledge, sales and marketing knowledge, procedural knowledge tied to individual goals and objectives, and... most importantly... a commitment to a written plan of action by the new distributor.
6 Automated systems in place for continuous follow-up should the prospect choose to "think it over". Remember ... ......
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