“How Successful People Recruit Almost 8 Out of Every 10 People They Talked To, AND Sponsored 15-20 People a Month Consistently WITHOUT Slick Sales Tactics or Ever Overcoming Objections!”
Nice headline, right? It is achievable, however you need a very good marketing funnel in place to achieve the results in the headline. This article is based on a training presentation from Scott Rogers. Rogers is well known to give great advice on converting leads into customers. But, past all the hype and excitement – you are rarely ever told the entire truth about what it really takes to achieve a higher than average conversion rate.
How would you like to know an exact strategy Rogers used to personally sponsor 15 – 20 plus people a month into a network marketing business consistently without using slick sales tactics or having to “overcome objections”? The surprising thing is there is no secret to this result. Rogers follows very basic selling techniques. There is no doubt you can apply it to your business and do the same thing!
What are typical average results in network marketing? Sponsoring 1 or 2 people a month (sometimes 3) into a business.
But when Rogers applied a special strategy to his efforts (detailed below), he went from 1 or 2 people a month to 6 people the very next month – then on to 15, 20, 21, month to month after that!
1) The first key ingredient in making this a reality – is that you must have good, qualified leads to be working with upfront. Without proper filtering, you can’t expect to recruit 15-20 people a month or sign up 8 out of 10 prospects. Conventional “prospecting” methods most people are taught do a poor job qualifying leads. Those methods tend to be more solicitation, and less attraction. In a rush to talk to the most people, a few prospects are swamped by many “suspects”. Rogers makes it clear not spend your time trying to convert suspects into prospects. Instead, simply learn how to attract TRUE prospects through a well designed marketing funnel, and you will skip a wasteful step most other network marketers always make.
So if you want to be able to sponsor more people, then you must have plenty of prospects to work with just about every day – and they must be qualified prospects. Otherwise, it’s wasting your time and stealing your leverage.
The focus of this strategy really hinges on communicating with your prospects in a way that can allow you to increase your sponsoring efforts exponentially.
Even if you have a functioning marketing funnel and generate lots of qualified leads every day; if you don’t communicate with them effectively and uniquely – you’ll still have difficulty converting leads into solid recruits (and sales).
2) The second key ingredient is to help that prospect get what they want!
What does that mean? Active Listening.
The focus is away from the typical thinking of “how can I get this person to sign up”. Effective recruiting is more about getting that prospect what he/she wants, and less about you getting a “yes” from them.
Consider yourself a “solutions provider” instead of a representative from your network marketing company who wants to sign them up. Put yourself in your prospect’s shoes, and think about how you would want to be treated if you were that prospect. Think of yourself as somewhat of a consultant, with a potential solution to their problem.
You must put your prospect’s needs/wants above your own, and focus on helping them achieve or obtain what they want.
Here is an example:
When you call a prospect to follow up with them or return their request for more information, ask questions about what they are looking for or need, and listen. By asking them questions, you will find out exactly what they are looking for; and then can better help them to achieve that through what you offer.
Rogers used a two step process when he communicated with prospects. First, when someone asks for more information or is considered to be a qualified lead for you – call them directly on the phone. And instead of trying to pitch them on your deal or tell them all the great stuff about your opportunity, offer them a free 30 minute consultation to discuss how you can help them find or get what they want!
Secondly, you call them again the 2nd time to do the actual consultation. The word “consultation” may sound big and intimidating – and you may think that you may not be qualified or prepared to consult someone. But, consulting is about asking them questions to better determine how qualified and interested they are; and finding out if and how you can help them find what they are looking for through your opportunity. It can be a very simple conversation.
What do you say when you first call them, and how long should that call last?
Basically, your only objective is just to “schedule a consultation” on that first call, so it should only typically last about 4 – 6 minutes:
Here’s an example from Rogers of what to say in that call:
1. Start by introducing yourself and letting them know the reason for the call.
2. Then, you check to make sure that it’s a good time for them to talk (people may be distracted when you call and it would not be wise to continue if that’s the case – so ask “Did I catch you at a good time?”)
3. Then offer them a free 30 minute consultation to discuss what they are looking for or help with what they are trying to accomplish.
4. If they would like a consultation, qualify them a little further first by asking them a few questions to gauge their level of commitment and desire (how serious are they about getting involved in a home based business, do they have any time or money to invest into a business venture, etc.)
5. Finish the call with a scheduled consultation for 1-3 days later.
The Consultation Agenda
1. Set aside at least 45 minutes of time for a consultation (average about 25-30 minutes, but sometimes it will go over that). Be prepared to take notes.
2. The focus of the consultation is not to “close” the prospect into your business. The purpose of the consultation is really to start a relationship with your prospect, uncover what their needs/wants are, and assess their commitment level to know how to move forward in the recruiting process. (Roger asserts that effective recruiting is a process, not really an event!)
3. Identify their concerns/issues, listen to see what they need help with or have an interest in, figure out how you can help them solve those issues; and if the solution you arrive at is appropriate to their needs, and is in line with what you offer.
4. You move them forward in small, non-threatening steps towards applying or obtaining that solution (your business opportunity or more info about it).
5. Start the call by asking them questions about themselves, their seriousness of interest, and what they are trying to accomplish or fix. The answers they give you will help you determine if they are truly good prospects and what the next step for them in the process would be.
6. It’s to simply keep them moving forward towards their objectives (or signing up) using certain ‘commitment criteria’ in a step by step process that they are comfortable with.
7. As long as they continue to show ‘commitment steps’ every time you talk to them – they are still a serious prospect and will most likely to become a customer as soon as the timing is right for them.
8. During the call, you will be able to determine how serious they are and where their commitment level is. Then, as you end the call – you will better know where to direct/send them for the next step.
Finally, as long as they keep moving along with ‘commitment tasks’, keep following up with them until they sign up or they stop committing to the process – or they begin to steal your time from your serious prospects.
Here is the bottom line: recruiting focuses on your prospects getting what they want – and your job is to simply guide them through that process in a ‘consultative’ way. Then, if what they want to accomplish or achieve lies in what you offer – you lead them to that in a direct, but never pushy way so it becomes a win-win situation.
Helping others get what they want (especially in this industry) will allow you to get what you want!