Power Recruiting: How to Sponsor Your Dream Team

by Jackie Ulmer

Recruiting is the lifeblood of your business. You've probably heard that phrase many times if you've been in network marketing or direct sales for any length of time. And, you may be feeling the same way as thousands of other would-be network marketing success stories—stuck!

You see others in your company recruiting people with ease. Their name shows up in the company newsletter, month after month as a top recruiter. It seems to come effortlessly for them.

And here you are, month after month, afraid to pick up the phone, unsure of what to say if you do, wondering if your friends will think you've lost your mind when they find out you started your own business.

What's the secret of those top recruiters? Why does it work so well for them? Do they know some secret script or method that you don't? What is wrong with you and what are you missing?

Here is the first thing you must know: there is nothing wrong with you, your opportunity or your products. You are just missing a few key pieces that will turn you from zero to hero in the recruiting department. Those top recruiters have moved passed their inhibitions and stumbling blocks and developed the skills needed to be successful. And, you can, too!

The first mistake most often made is getting bogged down being too concerned about what others might think of us. I had a terrible time with this. How about you? I was so worried that people were going to think I was crazy for having joined "one of those" that I didn't want to talk to anyone. Here's a clue on that one: people spend much less time thinking about us than we imagine. After over sixteen years in network marketing, I can assure you I've never lost a friendship because of my business.

The biggest mistake most direct sales professionals make when they first get started is that they spend way too much time learning all of the intricate details of the product line and the compensation plan. They believe that the more they know, the easier it will be. This is a myth.

The reality is that when you first begin to engage with your prospect, your conversation needs to be all about your prospect. You'll have greater success using language that gets your prospect talking about him/herself and revealing to you what might make him/her a great candidate for your offering.

Your product's latest patent is of no interest to your prospect, nor is the Star Fleet Commander bonus in your compensation plan. It goes back to the old acronym WIIFM—What's in It for Me, how will this solve a problem that I am currently experiencing?

Your story may be like mine. I struggled terribly with this in the beginning because I thought that I needed to become a professional salesperson for my opportunity. I wanted to wow my prospects with how great our products are and how wonderful the company is.

Successful recruiting is really about developing a set of business skills that assist you in

  1. knowing how to engage with people and ask probing questions,
  2. determine very quickly if the person is qualified or not,
  3. developing the mindset for success,
  4. structuring a system using tools to easily showcase what you are offering,
  5. and knowing effective follow-up techniques and how to handle objections.

These are all skill sets that can be developed. You don't need to be born with them. And just like working a muscle, they develop with time and consistent practice.

Finally, it's important to be willing to detach from the outcome. Some people are going to tell you "no" right up front. That's okay. An up-front "no" beats a "maybe" drawn out for weeks anytime.

Remember that not everyone is your prospect. Everyone could be but everyone won't be. Think about it: we don't all drive the same type of car, wear the same label of clothing or eat at the same restaurants, right? The same goes for your opportunity, and someone else's choice has nothing to do with you.

Every day, you have the opportunity to offer the gift of your opportunity as a Power Recruiter. What another chooses to do with that gift is their business. Just be sure you are offering it with confidence and ease, using the language and skills that will engage those who are interested.

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