Last night a friend who is a direct sales superstar contacted me about joining Willing Beauty. “I can’t believe I’m even asking,” she said. Those are the private messages we all love to get. So, I gave her my spiel and when we were done, I asked her to critique me. When she asked how honest I wanted her to be, I knew I was in trouble. And boy, was I ever. Based on her critique, here are my top five direct sales sponsoring tips.
Direct Sales Sponsoring Tips: #1 The opposite of word vomit
When I began my journey in direct sales, I made the mistake of word vomiting all over my potential new team members. “So, tell me about the company” ended with a 15 minute monologue about the company, the products, the compensation plan, the leadership, the specials, the Oh-my-God-is-she-ever-going-to-stop-talking?. I was passionate, but overwhelming my potential new team member, leaving her head spinning and making the opportunity seem so much more complicated than it needed to be.
So, I dialed it down. Apparently, waaaaaaaay down. My friend told me I gave very short answers. Looking back at our message history, I could see exactly what she was talking about. She asked a question, I answered “Correct”. That’s it. Correct. What? Where’s the “That’s a great question, Betty.” or “Thanks for asking, Sharon.” Nope, I gave her “Correct.” What is this, a math test?
With short answers, the perception could be that you are irritated (ugh, why so many questions), she’s interrupting you (sorry, can’t talk, The Bachelor is on) or any other not awesome reasons. You can be friendly and engaging without being overwhelming.
Direct Sales Sponsoring Tips: #2 Do I even know you?
In my effort to dial back my presentation and keep myself from presenting 1,000 word answers, I became robotic. Not only were my answers short, they were completely devoid of my personality. There was no Windy in our conversation. Looking at the conversation, she could have been talking to some dude halfway around the world explaining how to update the settings on her wireless router. Windy just wasn’t there. The pink-haired, overly-caffeinated, flamingo-loving bestie who says things like “Girrrrllll, let’s do this” wasn’t involved in the conversation at all.
Honestly, that was probably my biggest problem in our conversation. Because there are thousands of other people who can mentor someone in Willing Beauty, but there is only one Windy.
Don’t feel like you need to suddenly turn into Little Miss Professional Recruiter. Be yourself, that’s who she already loves anyway!
Direct Sales Sponsoring Tips: #3 Ask questions
This wasn’t in her critique, but as I read our conversation back, I saw another glaring misstep. I didn’t ask questions. I gave information, but didn’t ask any questions. Not a single one. I told her about the products (didn’t ask what she was currently using or if she had any skin issues), I told her about the training (didn’t ask her what she wanted to learn), I told her about the compensation plan (didn’t ask her what her goals were). From her perspective, I didn’t care about her needs.
My saving grace, I think, (I hope), is that she know me and knows my heart. I’m not a What’s In It For Me person at all. I’m a What’s In It For You person. But, you’d never know that by looking at our conversation. And that makes me sad.
Even if someone reaches out to you- especially if someone reaches out to you- ask them why. Why are they interested? What do they want from this? What are their goals, their hopes, what are they looking for in a mentor? It really is all about her, not you.
Direct Sales Sponsoring Tips: #4 Ask open-ended questions
Again, I didn’t ask any questions, let alone open-ended questions. Luckily, she had questions, a lot of questions (which is good, right? It means she’s seriously considering the opportunity). And I should have. But not just any questions. If you want the conversation to keep moving forward, ask questions that cannot be answered by yes or no. How does that sound? What do you think? Have you…? Questions that keep the dialogue going.
Direct Sales Sponsoring Tips: #5 A little enthusiasm goes a long way
So here’s the thing, I’m not a recruiter, I’m a sponsorer. Like so many people, I don’t want my friends to feel like I’m selling them anything. Ever. I don’t want to morph into P.T. Barnum (Step right up, ladies and gentlemen, to behold the greatest skin care company ever invented!) when I’m talking to someone about the Willing Beauty opportunity.
Now, in my defense, it was late, I had a headache and I was tired, but more importantly, I don’t think I was prepared for the conversation, even if I thought I was. And the dagger in my heart, as I read back through our conversation, is I never told her I wanted her on my team (which, of course, I do). I never told her I thought she’d be fabulous at it (which, of course, I do). I never made her feel special or that this opportunity is special.
Be enthusiastic and heap on the praise! Don’t be disingenuous, because you can smell that a mile away, but if you think someone will excel, for crying out loud, tell her!
Direct Sales Sponsoring Bonus Tips: Bonus What I should have said
Her: Hey, so tell me about Willing Beauty.
Me: Oh my gosh, BettyLou, I’m so glad you asked. I know your heart belongs to the Acme Direct Sales Zipper company, and the Willing Beauty business opportunity was developed to be complementary to direct sales superstars like you. Acme Direct Sales Zipper company is a party plan model, right?
Me: Willing Beauty has a social sharing model, there are no parties to hold, no inventory to carry. The concept is simply sharing a better for you skin product. It’s better for you because we meet the EU standards for banned chemicals. Did you know the US only bans less than 30 ingredients and the EU standards include more than 1300 ingredients?
Her: Wow, I had no idea.
Me: It’s cray cray. I honestly wasn’t paying that much attention to what I used on my skin before I learned that. I just want to look like I’m 25 forever. Which is why I’m super stoked about our anti-aging line, Hy+5. That’s high five (high five emoji). The line has six powerful anti-aging ingredients that are all sciencey- there’s a whole article on my blog if you want to read it. And it was developed by Annette McVoy- she was on the founding team for Bath & Body Works and has a track record of success with beauty brands. Have you heard of Willa?
Me: So, Willa is a successful skin care company for teens/tweens that Origami Owl acquired last year. Willing Beauty is the result, the combination of the best of both companies to create one powerhouse global brand. Yup, I said global! We are only launching in the US right now, but since they are making products that meet the EU standards, how long can it be before they launch in Europe, right? Um, I’m down for a global team!!! World domination, baby! So, what skin care products are you using right now?
Her: I really like Brand XYZ but it’s so expensive.
Me: Girl, I hear you! Our monthly regimens are at a significantly lower price point than Brand XYZ. And, you know, as a Beauty Advisor, you’re not paying retail! Plus, you can make a few bucks too, selling product. Were you thinking about Willing for personal use or to sell? Are you able to be with another company or does Acme Direct Sales Zipper company prevent that?
Her: I was thinking about selling it. It’s not a problem.
Me: Awesome! So, there are three options for the starter kit. The Willing (anti-aging) line is $261, the Willa (teen/tween) line is $250 and the combo kit (includes both lines) is $344. You don’t have to a specific kit to sell that line. So, if you just wanted to use Willing and bought the $261 kit, you could still sell Willa. You just wouldn’t have that product initially to use or sample. Does that make sense? Which kit do you think works best for you?
Her: I don’t know. I have sensitive skin so I really need to try the product first.
Me: Girl, I get it. So here’s one of the really cool things about Willing. We have a 100% happiness guarantee. You can return the product, even an empty bottle, at any time and get a full refund, including the return shipping. It truly is risk-free. Two weeks, two months, two years later- send that baby back if it doesn’t work for you. And that applies to your starter kit. The kit is 100% product, no business materials, so if it’s not for you, you get every penny back. Pretty cool, right?
Her: No business supplies???
Me: Yup. All product. There are no expensive catalogs you need to order, it’s a social sharing model. Everything you need will be available online! I don’t know how expensive the Acme Direct Sales Zipper catalogs are, but I’m looking forward to not having to through down a chunk of money every quarter for new catalogs! Isn’t that awesome?
Her: What about training materials?
Me: Oh, I’m so glad you asked. We will have online resources that are viewable on your schedule! Like webinars. And my mentor, Heather, a direct to corporate superstar, holds training too. Plus, I do a ton of training for my team. In fact, last night we had a private coaching call with Brenda Ster. We are hitting the ground running!
My team is so much fun, we’re a true sisterhood and it’s so amazing to see everyone coming together to help each other in this exciting period of pre-launch. BettyLou, I would love to have you on my team. I know this is going to be an amazing journey and I want you to be part of it from day 1! What do you think?
Her: I’m not sure. I really can’t do anything until I sample the product. Is there any way to try the product first?
Me: I completely understand. Our product won’t be available until mid-April because we have these glass bottles being made in Italy for one of the products. We’re so fancy. So there’s no way to try the product before then. But, we do have the 100% happiness guarantee with covers the enrollment kits too, so you could sign up tonight, be one of the very first people to get product in her hands in April and try it then. If it doesn’t work for you, send it back and get your money back. There’s truly no risk. What do you think about that?
It shouldn’t be a surprise that she didn’t sign up. It’s a shame, because not only did I rob myself of an awesome potential teammate, I may have robbed her of the opportunity to be a part of something amazing!
But my friend gave me constructive criticism that will help on my quest to world domination and hopefully help you go rock your own direct sales business! Got a question, a comment or some direct sales sponsoring tips that you want to share? Connect with me on Facebook or contact me!