What is the secret for sponsoring people into your business?
Is it your opening line to introduce the business?
Is it a full explanation of your compensation plan?
The “Star Athlete” or big name entrepreneur attached to your company?
Is it the patent pending, rock star status of your product line?
Maybe it’s the super slick recruiting system your upline has in place?
Do you want to know a little secret that will increase your ability to sponsor others tremendously if you will take note of it and make sure you are always leading with it in your conversations?
It is none of the things listed above. Some of those will be important to some of your prospects over time.
But, the most important thing to your prospect is how what you are offering is going to offer a solution for your prospect, and something he or she wants.
That is where asking probing questions and being a genuine listener are so important. Why is your prospect even looking at your business opportunity? What brought him or her to this point? What is he or she looking for more of; or less of in their life?
If your prospect makes a great income, but has no time to enjoy it then focusing on the benefits of the compensation plan aren’t going to mean nearly as much as talking about the free time that can be created through your business.
Or let’s say your prospect is an “Empty Nester” Woman; she’s raised her kids and now she wants something for herself; something she can do to satisfy her desire to focus on something new. Share the fun and community offered by your business; perhaps the promotions and recognition; the ability to help others. These are the things that will appeal to her first; not the big name super star who is also promoting the business.
Find out what your prospect really wants/needs in their life. Put your focus there and offer a solution to the problem. You’ll find it much easier to sponsor new and excited team partners.
For more examples of how to become a better recruiter, check out Power Recruiting: How to Sponsor Your Dream Team!
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I would love to hear your feedback and comments. Let’s exchange ideas below. Just leave your thoughts/questions.
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Thanks for your positive feedback Beth! It IS hard to listen, especially in the beginning, and it is SO critical! I used to keep a post it over the phone that said – say less, make more – that was my reminder to do a LOT less talking!
EXPECT Success!
Jackie Ulmer
Hi Jackie!
I’ve settled in here to read up on some of your great posts this afternoon – this one is fantastic!
I do believe we often try way too hard, and as Darren mentioned, we are worrying so much about what we need to say next that we do forget to listen. Well, I admit that I do this sometimes, and this is an important lessen that I intend to master over the coming months.
This just confirms again what I already knew: we need to remember to keep it simple! Just be ourselves and really focus on our prospect’s needs. Ask questions. Then provide them with a credible way they can use what we have to offer as a vehicle for them to overcome their challenge(s). It is really such a simple concept! But we do need reminding of this – thanks Jackie!
~ Beth
Thanks for your comments Darren! Listening is a true gift to give to another!
Happy New Year to you, as well! Here’s expecting the BEST for 2011!
EXPECT Success!
Jackie Ulmer
Hey Jackie!
You definitely got that point right! I believe what’s most important to a prospect is that they know you care about them and you show them that you are indeed genuinely interested in them. Only when you are genuinely interested through the things you mention by listening and asking questions will we know their true purpose in finding a life through this industry.
Most of the time, we are so bogged up with what question to ask next that we forget to listen. A trick is that if we listen carefully, we can pick up questions to ask them from the things that they say! Amazing stuff I’ve learnt even from conducting interviews myself.
Enjoyed this post Jackie! Wishing you a Merry Xmas and a happy new year to you and your family! 🙂
Regards,
Darren Spruyt