In 1974 when I wrote first edition of "Magic Methods of Recruiting Commission Salespeople" (Pelican Press) I covered what was then a relatively new concept:
"MLM RECRUITING IS A SALES PROCESS"
That fact had somehow been lost on all mlm management teams of time. In fact, they worked very hard at trying to convince their organizations that "selling" was unnecessary and that people would flock to their opportunity if only they learned about "cutting-edge" new products company had created.
Balderdash! ... Clear that junk out of your mind right now. If you don't approach sponsoring as a *selling process* you are doomed to long term failure. Period!
All conventional tools of professional salesmanship apply to recruiting process. In fact, given overall importance of recruiting, to your ultimate success or failure as a mlm distributor, I will go so far as to say that if you are to excel in sponsoring new distributors to your network... you simply *must* develop a high level of understanding and expertise in professional sales.
Please note that I am not talking about high-pressure, beat them over head selling techniques. If you have to pound your prospect into sand to get him/her to sign up for your program... you are wasting a lot of time and energy for nothing. These types of sponsorship activities do not win long term converts... they make for begrudging failures who will only eat up your valuable time trying to train non-trainable and teach unteachable.
Consultative Recruiting involves gently leading prospect to realize that by getting involved with your opportunity they will more rapidly achieve their greater goals of: financial independence, improved lifestyle, security, happiness, health & wellness, etc.
Consultative Recruitinginvolves top-level, persuasive techniques of great consultative salespeople. The techniques are basic to any good selling system:
1. Generate high quality, targeted, sales leads and an automated system for immediate personalized response to their interest or inquiry.
2. Questioning and Qualifying methods that expose true underlying values, wishes, dreams, desires, and goals of your prospect.
3. Presenting your opportunity in its best possible light using tons of benefits that directly address your prospects concerns about:
- your credibility and believability
- product quality
- company stability and integrity