Think about why you joined your direct sales business in the first place. Chances are you loved the products and saw an amazing opportunity to share them others. Next, you starting talking to everyone you know because you just knew they were going to love the products as much as you do. Of course, they will love it! Of course, they will join your team! Right? Here are some direct sales sponsoring tips to help you grow you team to levels of your dreams.
Sponsoring takes practice, organization, and just a touch of bravery. Becoming “good” at sponsoring requires good communication, demonstrating leadership and expertise, and showing passion. People want to join with someone they view as successful. Yes, it can be scary. The best thing you can do it remain cool, calm and collected. Perfect time to fake it until you make it.
Be Cautiously Enthusiastic
Your passion for the products and business make a huge impact! If you aren’t showing excitement, you cannot expect others to be excited about it. Why would someone want to sign up under someone who is just ho-hum about the products or opportunity?
On the other hand, being excited about your business doesn’t necessarily mean acting like a teenager who just saw their celebrity crush in person for the first time, either. Really listen to the people you are wanting to share with. Pay close attention to both verbal and non-verbal cues. Then share what you feel will be beneficial to them.
Catch Verbal and Non-Verbal Cues
Whenever you are at a party, an event, or having a conversation with just one person, verbal cues will often give you a lead-in to introduce your business opportunity. For example, anyone who says “I want one of everything”, is a prospective future team member.
Be a Goal Digger
Set a goal of how many people you will talk to each day and stick to it! Give yourself options of different forms of communication but make sure you are “talking” to your goal number daily! Make opportunity packets to have ready to send to anyone who says they are interested. Remember, time is of the essence once they give you the go ahead. Set follow-up goal for each contact on a daily, weekly, and monthly basis.
Make Opportunity Packets
Make professional opportunity packets that contain information on your company. Include a catalog, career and commission plan, and any company or team benefits to show you are serious and passionate about your business. Update them regularly with current and relevant information.
Have those Opportunity Packs with you at all times, in your car, purse, home, and office. Also, make a digital version for those who request information over social media or your website. We live in an information age, but not everyone prefers the same way of receiving that information.
Learn Your Products
Nothing will kill your credibility faster than not knowing your own company and products. Spend time familiarizing yourself with your products, pricing, and company story. Think of questions that may be asked, such as what are your products made of, where are they made, or how much is shipping. Showing you are a product expert will give you more credibility as a sponsor.
Know Your Career Plan
Someone who is interested in a business opportunity will likely wants to know a few key things. How do I make money? What are the requirements to promote? Study your company’s career plan so that when these questions come up, you can answer confidently. Including these answers in our opportunity packets can help answer these questions before they are even asked.
Stop Recruiting, Start Sponsoring
Instead of bringing people into “your business”, bring people into business “with you”. Recruiting is what an HR director does in big companies. They don’t get to know their prospects and foster relationships with them, but that is what a sponsor does. A sponsor is a coach, a mentor, a friend, someone who cares more about others’ success than their own. Sponsors realize that they will not be successful without helping their team be successful.
Think Big, Grow Big
Whether you have 2 team members or 200 team members, you have a team! The focus should be the same. Train with them, share with them, be excited with them. You should always demonstrate the behavior you want your team to model. When talking with others, speak proudly about your team. Even if your team is only made up of a few people, you convey the ability to lead with confidence.
Hostesses Make Great Team Members
Let me say this again: Hostesses make the best team members. Just by doing hostess coaching, you are already training your hostess on how to be a consultant. They will know how the hostess rewards work, how to prepare for a party, and how to maximize their rewards. Your hostesses most likely love the products already. If you aren’t offering the opportunity to every hostess, you are leaving potential at the door.
Develop a Sponsoring Script
Developing scripts, to be used in various sponsoring situations, is extremely helpful to making yourself come across as an expert in your field. Each one should be short, sweet, and focused on how much you love your business. Different scripts will be needed for different situations. If a stranger asks what you do – have an answer. If you run into an old friend from high school who asks you what you are doing now – have an answer. Soon you will have scripts you can quickly pull up in your mind for every situation that comes along.
Use “I” Statements
No one likes pushy people! Use phrases that appeal to people in a positive manner and invite questions to be asked, such as “I love what I’m doing..”, “I love the flexibility of..”, and “My team and upline are so incredibly supportive”. Avoid phrases that can be off-putting, such as “YOU could earn..”, “YOU would make..” , and “YOU should join me”. Your enthusiasm will draw people in, rather than appearing pushy.
Believe in Yourself
There is no doubt, we are our own worst critics. No one is harder on us than ourselves. Hearing repeated no’s can be very discouraging. This is when it is time to be brave, believe in yourself, and know that the right person will come along, in due time. There will be someone who loves your business as much as you do, and you will share your opportunity.
Get Outside Your Comfort Zone
Do something that scares you every day. Whether that is talking to someone on the phone or signing up for your first networking event. Try new things to make yourself known and associated with your brand. Try different places that aren’t necessarily all about selling, such as joining a church group, or attending your children’s school activities. The goal is to meet new people.
Building your own social media strategy, and focusing on growing your online presence will help you get your name out there. Depending on your company, the best online platform might be Facebook. Other options are Pinterest, YouTube, Instagram, Twitter, blogging, and so on.
Wear Your Product, or Have Samples
If your product is wearable, you should be wearing it! If you don’t have a visible product, (such as health or cooking supplies), or a product that can be easily carried, always have samples, catalogs, or opportunity packets available for quick handout.
Top sponsors are always planting seeds, while continuing to farm and harvest them. Someone you talk to today might say no, but that no doesn’t necessarily mean no completely. It could mean no, not right now. Add them to your mailing list, and do a monthly check-in with them. Their right time could come about later on. By doing this, you are demonstrating your will to be a good sponsor, by being a good consultant first.
Personalize Your Messages
When you follow-up with your contacts, make each message personal. This means, NO copying and pasting mass messages to your contacts, that is called spam. Besides, the possibility of landing you in Facebook jail, if you are sending them messages through Facebook Messenger, it makes you look like you don’t care about the people you are talking to at all. Direct sales and network marketing are all about relationships. Make it personal.
Promote Your Upline Support and Team Resources
New team members want and need support. While you are selling yourself as a sponsor, a strong motivator is the upline support that will be available to your prospect. Would they receive training? Can they join private team groups? Will they be eligible for special incentives or challenges not available anywhere else? Share these benefits with your prospective team members so they know there is a full team available that will be there to support them and to help them reach their goals.