Recruiting 101
Step 1: Who
The easy answer to who you should be asking if they would be interested in joining your team is... everyone! But, let's explore some ways to identify who might be most interested.
1) Make a List. Go ahead and list pretty much everyone you know. Write down next to their names why they might be interested in UBAM, why they would be good at it and why you would love to work with them.
2) Your hostesses. Obviously they love the books and/or you enough to host a party. They are already planning to share the books with your friends. Below we'll share tips about how to talk with her about it with her throughout the party planning process.
3) Recognize hints. No matter where you are - a Facebook Party, Home Party, booth, book fair, your kids' school, hanging out with your friends be listening for signs that someone might be interested. These might include:
- They LOVE the books
- They are having money struggles
- They want something more than just being mom or miss working
- They are looking for friendship or more social time
- They aren't happy with their current job
- They want more flexibility with their time
- Their kids are struggling with reading or school
Here are some words you might hear.....
Are these books all yours
How much money do you make?
How many hours a week do you work?
I want every book in the catalog
How many consultants are there in the area… is it saturated?
Are there minimums?
Do you have to carry inventory?
I’ve tried direct sales before and….
Being a working mom is so hard
Being a stay at home mom is so hard
Money is tight
I wish we could take that vacation
I wish I could send my kids to that camp, lesson etc.
I wish we could get new floors
4) Don't Prejudge. While you want to listen for hints, you also don't want to write people off because they seem too busy, have a full time job, are about to move, just had a baby, have a husband who travels a lot, have a husband who makes a lot of money. All of those circumstance might actually be THE REASON they really need this in their life!
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Our job as UBAM consultants is to provide people with information about the business so that they know that it exists, that they can be a part of it and how it works. Then we answer questions and help them make a decision about whether it is a good fit.
Step 2): Plant Seeds
The first step in the process is to let people know that the opportunity is available to them. Many people really might not know. They might think it is really expensive to join. They might think we don't want them on our team. So it is SUPER important to share that the opportunity is available.
In a Facebook Party your introduction post should include why you joined, why you love what you do and that you are looking for team members who might love it too.
In a home party, you can use those words as well. Perhaps... "watch what I do tonight. You will see that it is really pretty easy and fun. If you think you might want more information about the business, please let me know."
Just like how we are more effective when we personally invite people to a party, we are more effective when we personally ask someone if they would like information.
Leading Words to use:
You seem like a great mom
Wow, you seem to really love the books
I think you would be really good at this….
You are such a people person, bet you would have fun doing this…
It’s so fun to meet other book lovers. I think you would really like sharing them with others
Did you get everything you wanted today?
Your area could really use more consultants
I’m looking for help, there is more business then I can handle
You know you could get all these books for free or discounted
Asking/Offering Words
Here’s some information, why don’t you take it home and look it over
Have you ever thought of doing something like this?
Would you like to learn more?
Could you use an extra $100 a week?
Do you know anyone who might be interested in this?
Compliment Connect Be Sincere
Step 3: Provide Information
When someone says yes, they would like more information... they mean that they would like information. Occasionally, all someone needs is the invite and they will jump right on board. Most people need time to think about it, check with spouses, collect $, figure out timing etc.
Some ways you can provide information:
- A quick video about joining
- An invite to a Peek Inside event
- The link to the Join page on your website
- Send a recruiting brochure
- Provide a recruiting packet with brochure, catalog and maybe some fun goodies like bookmarks.
Watch this:
Ask what questions they have and work to answer JUST that question as succinctly as possible. DO NOT VOMIT everything you know, love & want to share.
*** Make sure to set a time to get back with them to see what they think!
STEP 4: The Conversation
***Be prepared to tell your story of why you joined- the quick, enthusiastic, easy to relater to story!
Some questions to ask:
Their Why
What peaked your interest in this business? What was the thing that struck a chord and made you think, this might solve an issue in your life?
2. Their Strengths
Learn a little more about their whys and what experiences, skills, character traits they bring to the table.
3. Their Questions
What questions do you have? What is holding you back? Most people's deep down concern is that they won't be successful or good at this... that they will fail.
Answer questions with empathy about their concerns and directly (don't go off on tangent about inventory if they asked about how much time this takes).
Some words to address objections/questions.
Time
All of us are really busy too and I’ve found that when you have something you are excited about you make the time for it. And we can definitely help you with tips on how to focus your time. With Facebook parties you can work after bedtime and build a business without leaving your home.
Bookings/Don’t have many friends or want to pester my friends
Here's what we'll do. We’ll start off with a kick off party, maybe two to identify your friends and family who are interested in supporting you and then move out of your inner circle pretty quickly. We can talk about other types of events that will help you find leads as well like booths.
Spousal Support
We do have a lot of husbands who can talk to yours but if you jump right in and earn your kit back and start making money right away, I’m guessing he’ll be pretty supportive of that.
Bad experience with Direct Sales in the past
Not required to purchase anything and can actually buy inventory later.
One of the reasons I joined and that makes our company so unique is all of the avenues for selling- not just your typical home party- Facebook, book fairs, booths, play dates, coloring parties etc.
We have so much training and a really supportive and helpful team. I think you’ll find that if you are willing to go for it, that it could be a really different experience for you.
No Sales Experience
I had no sales experience when I started and was nervous about doing parties. I listened to lots of training and I figured out what my strengths and style was and built on that. I found that it was really fun to connect with new people and talk about the books I love. I will walk you through your first shows, we have a team page where we have a lot of training and you can reach out and ask questions, there is so much training and support available.
Will I really make $?
You will earn an average of $100 for each party so depending on what your goals are, you can figure out how many parties a week you need to have.
Is this company/opportunity legit?
Usborne Books & More has been a company for almost 30 years, is publicly traded and has experienced tremendous growth the past five years.
Does that help, is there anything else?
Start working on scheduling their party
The next step is to get your kit ordered, would you like to do that right now or 3 days before your party.
More Videos:
Pamela- words to use: https://vimeo.com/162000042
Sarah Duch: Recruiting Tips for Facebook Parties https://www.youtube.com/watch?v=oG4cWSrsRiY
Suzanne Mosley Rocking Recruiting- https://www.youtube.com/watch?v=IuHj4_OVvLw
Remember how excited you were when......
You get to give the gift of that amazing feeling to your next team member!!
