Your Best Foot Forward
Recruiting face-to-face involves different
techniques than recruiting at a meeting. When you meet
with a prospect one-on-one, you're selling yourself as
much as, or perhaps more than, you're selling the
company.
Dress conservatively. That doesn't mean you have
to wear a three-piece suit and a tie. It does mean,
however, that you dress in a way that won't draw
attention. No spiked hair, no tank tops. You have to
convince your prospect that you're a serious person
who's serious about conducting business.
Start the meeting with a handshake that's neither
limp nor a bone crusher. Don't underestimate the
importance of the first handshake: Any banker will
tell you more loans are approved or disapproved on the
basis of the introductory handshake than on all the
documents borrowers provide.
When you make your presentation, you need to get
the prospect to trust you. Look into his eyes when you
talk and when you listen. If you look away, you're
telling the prospect he's not important and he won't
want to work with you.
Show enthusiasm. When you describe your MLM
opportunity, be a booster. Otherwise, your prospect
will doubt your sincerity.
Whether you're meeting one-on-one or with a group,
a good way to start things off is to tell something
about yourself. Don't spend an hour on your life
history -- just touch on the highlights. Emphasize
your work experience and your family ties. Your goal
is to convince prospects that they can trust you. Only
then will they agree to work with you.
Then, go into introductory remarks about the
business at hand. Explain to your prospect that you're
going to talk about the following points:
- The company
- Its products
- The income opportunities for distributors
In other words, go through your presentation
enthusiastically but concisely. Don't talk too long.
Make your points, ask for questions, and shut up.
Don't talk too much. Don't confuse the prospect
with all the details about compensation, overrides,
price lists, etc. Your prospect will get sidetracked,
discussing minor issues. Instead, hit the highlights,
telling your prospect about the product and the income
opportunities.
Make a list. Actually, have your prospect make a
list of all the people he or she knows who might become
downline distributors. This involves prospects right
from the beginning and helps them visualize a future in
which many people are working for them. This will help
increase your success rate in recruiting.
Answer all the questions as well as you can. If
you can't answer a question, admit it. If it's a
crucial issue, promise to find the answer as soon as
possible.
