Prospecting and Recruiting - Fishing for Superstars by Tanya Fussell

“Fishing For Superstars: Seven Steps To Recruiting Like A Pro!”

Fishing For Superstars: Seven Steps To Recruiting Like A Pro!

Brought to You By… Tanya Patterson- Fussell www.heytanya.com

“Fishing For Superstars: Seven Steps To Recruiting Like A Pro!”

Table of Contents Introduction……………………………………………………………………………………………

#1: Lead Generation………………………………………………………………………………..

#2: Appointment Setting………………………………………………………………………….

#3: Trust & Rapport…………………………………………………………………………………

#4: Identify Customer Needs……………………………………………………………………. 10 #5: Share the Benefits……………………………………………………………………………… 10 #6: Close…………………………………………………………………………………………………. 12 #7: Follow-Up………………………………………………………………………………………….. 13 Conclusion……………………………………………………………………………………………….. 14

“Fishing For Superstars: Seven Steps To Recruiting Like A Pro!”

Introduction The income possibilities that exist within the network marketing industry are limitless. The thought of fancy cars, lavish houses and luxurious vacations inspire us all to race out the doors of our business meetings to become the leading salesman in our companies. However, the detailed steps to actually bringing in the sales and the numbers can be where things get complicated, as a great deal of reps are often daunted by the thought of prospecting, recruiting and closing sales. These terms are often avoided and less appealing to the sales process. But once implemented, it can be the most rewarding. As fearful as you may be regarding prospecting, once you begin to understand the psychology behind it, you will realize that it’s simply about one simple concept. Relationship Building! You Have The Power Prospecting is about taking action on connecting with those around you to determine whom you can service and who has a problem that you can solve. It’s that simple. Nothing more, nothing less!! Of course, there is a goal of getting a transaction to take place, whether it is a purchase or a partnership. But either way, you’re here to service the needs of others and help them solve a problem in their lives. Prospecting is also a time for you to “interview” others to determine if you’re interested in doing business with them or not. Selling is more of an act to convince someone to make a purchase. However, prospecting differs in the fact that you’re sifting through the human marketplace to find the individuals that fit the matching profile for what it is that you have to offer and qualifying them to determine if they’re worthy of your time or not. The truth is, you have the power when it comes to prospecting. It’s as simple as going fishing. While there are hungry fish in the sea, you’re the fisherman that throws out the bait to solve the hunger problem of a lucky fish. If he/she takes a bite and you feel like it’s a good match, then the transaction is made, and they’re now going home with you! However, if the fish isn’t quite what you’re looking for, you unhook them, and throw them back into the ocean while you continue fishing. If you change the way you view the process of prospecting, it can actually become a fun and rewarding experience.

“Fishing For Superstars: Seven Steps To Recruiting Like A Pro!”

Success is in the Mind Your success is practically already determined before you even pick up the phone or come in contact with your prospect. Your attitude, mindset, posture and beliefs are the starting point to winning your prospects over. If you approach someone with a negative mindset and a fear of rejection, whether you realize it or not, your prospect can sense this from you, and it will be a huge turn off to them wanting to move further with you. But if you maintain a positive mindset and tell yourself that you are here to help solve the problems of those around you today, and you approach your prospect from that point of view and ask them “How can I serve you today”?, you will see a huge difference in response. After they step back in shock from such a winning approach, they will greet you with kindness and appreciation that you thought highly enough of them today to want to help them, and the floodgates will open for them to hear anything you have to say. Before approaching anyone for the day, spend the first 30 minutes of your day repeating affirmations that build you up and enhance your posture, so that you can leave out your doors “knowing” you’re a winner. Here are a few affirmations you can begin using today:  I am an Ambassador of Change and a Change Agent.  I am the Leader People Are Looking For.  I love Myself!! I deserve to have it all!  I am comfortable with who I am becoming!  I realize all fear is invisible.  I am now able to turn time into results… time into money!  Money flows to me easily and effortlessly.  I am becoming more valuable through the service I am performing in free enterprise.  My mind is renewed and today is a new day.  All that happened yesterday is history; tomorrow is a mystery so I will spend my time and energy focusing on today.  I am the leader of a flourishing organization. Everyone who joins my team experiences personal growth, personal fulfillment and success!  My company acknowledges my hard work and devotion, and they continue to shower me with rewards at every recognition event!  I am making a difference, and people love being around me.  I am the influencer of change. I bring forth change in others, while I grow, mature and change in every aspect of my life.

“Fishing For Superstars: Seven Steps To Recruiting Like A Pro!” Understanding the Sales Cycle Knowledge is definitely power! But the implementation of knowledge is what will bring forth results. Fear is often created when people are faced with the “unknown”. However, once you’ve been informed and given guidance on exactly what to expect, you will find that the sales process will evolve to become an even more gratifying experience that you begin to thrive in. The sales process is a 7-step process from beginning to end. The steps consist of the following: 1. 2. 3. 4. 5. 6. 7.

Lead Generation Appointment Setting Trust & Rapport Identify Customer Needs Share the Benefits Close Follow Up

Because our focus is on prospecting, I’m going to go through each step briefly and discuss the most important elements that you need to implement in the prospecting process. 1. Lead Generation Before you get really gung-ho about racing out to talk to the world, let’s talk about why people join Network Marketing Businesses and why they don’t. There are several reasons why people are inspired to join the industry, but let’s discuss a few of them:  They see it as a solution to their problems – Everyone has needs that need to be met. And one of the most critical needs common to man is financial security. The MLM industry paints a picture of Freedom in multiple ways. Time freedom, financial freedom and mental freedom. If you share the benefits with those whom you’re prospecting, and ask them enough questions to discover their need, you will find that you have the solution in your hands to help them meet their needs.  They see the value in joining – it’s true that when someone sees the value in something and how it can benefit them, nothing can hold them back from making a decision. Once the business is presented in a way where the value is revealed, you will make it irresistible for people to turn away.  They can become apart of something – People love to be apart of something. We all want to feel loved and connected, and when they experience the team unity and inspirational environment that’s established © All Rights Reserved http://www.heytanya.com

“Fishing For Superstars: Seven Steps To Recruiting Like A Pro!” within their organization, they’re sold on buying into the business and the culture.  Someone asked them!! – This is probably the most important reason on this list. If you think about how you joined your business, I’m 99.9% sure that someone actually invited you to the opportunity meeting or shared information with you about the business. This is a word of mouth industry where you only acquire interest from those you inform. If you’re not sharing your opportunity with people around you then how will they ever determine if they want to join or not? Here’s why people don’t and won’t join a network marketing business:  They were misled previously or had a bad experience! – How many times have you come across a bitter “ex-network marketer” who can read you 30 different ways that she was ripped off or abandoned in their business. A bad experience can often cause people to become bitter toward the industry, and make them raving fans about all the wrongdoings that happen to them, blaming it on the entire industry. When you come across someone that is bitter and hostile towards the industry, run for the hills because at any given moment they can explode, and if you’re too close, their fire will burn you. Don’t waste your time on bitter people. It’s a lost cause and will create more frustration than it’s worth.  They were misinformed! – There are tons and tons of myths out there about the industry, and I’m sure you’ve come across a list of them yourself. When you’re faced with questions and comments from people about the industry that you know are incorrect, don’t become defensive. Instead, listen to them, ask questions and carefully explain the truth, without creating conflict. Just as in our first example of those that have been misled and burnt by others in the industry, myths can spread for various personal reasons. Just because they become popular myths don’t mean that they’re true. Common myths that people say constantly are things like: o Network Marketing is a Pyramid Scheme o Only the people at the top make all the money o It’s going to be hard to sell your products. People don’t buy from network marketers o Network Marketing isn’t a real profession I can go on and on about things that people say about our industry, but you must note here that before you go battling anyone about their beliefs and © All Rights Reserved http://www.heytanya.com

“Fishing For Superstars: Seven Steps To Recruiting Like A Pro!” thoughts about the industry, you must first be convinced yourself and have a strong belief system in the business. One of the biggest challenges of many Network Marketers is that they don’t know if they believe in the industry or not. And every time they sit down with someone who comes at them with tons of opposition and objections, they allow their minds to fall prey and begin questioning themselves as to whether they’re doing the right thing or not. Be confident and proud of your industry, and work under experienced veterans who can properly equip you with building up your confidence on how to deal with the various objections that exist today.  They weren’t asked! – Just as many of us joined the business because we were asked, many have never joined because no one has ever asked them. I can’t tell you how many times I’ve judged a family member or friend and thought to myself “they’ll never do network marketing”, allowing my judgments to refrain me from exposing and inviting them into the business opportunity. All to find out a few months later that they had just joined the same business that I was in, but had signed up with someone else. Although everyone isn’t going to be suited for the opportunity, it doesn’t hurt to let them make the decision and tell you no, knowing that if they change their minds later, they can come back to you. This industry is very tricky, and there is a saying that “Those you think will won’t, and those you think won’t will”. You just have to ask, and go from there! 2. Appointment Setting Recruiting is like a game of baseball. You start off at the home plate with the goal of covering 4 bases to make a home run. In the mlm industry, your home run is accomplished by following the below 5 steps:     

Up to Bat = RECRUIT 1st Base = EXPOSE 2nd Base = CLOSE 3rd Base = FOLLOW UP 4th Base/Home Plate/Homerun! = DUPLICATE

“Fishing For Superstars: Seven Steps To Recruiting Like A Pro!” their interest, you’ll then want to set the appointment to talk to them more about the business.  Expose – this is when you invite them to an actual presentation, and expose them to the full business opportunity.  Close - we discuss below (#6), this is when you’re encouraging them to make a decision!  Follow Up – we discuss below (#7), nows the time to do what you said you’d do when you were trying to recruit them! There officially a teammate, so time to show them the way to follow in your footsteps!  Duplicate – It is best to spend quality time on the front end with your new partners, training them and getting them plugged in to the system to build their confidence so that on the back end, they are self sufficient and you can move forward with continuing to build your team. Duplication is critical to MLM, as it is the driving force to helping you build leverage and residual income within your business. Without team duplication, you go back to the ‘J.O.B.’ way of earning money; it will be just you exchanging time for dollars. But with team duplication, now you can multiply yourself times as many people that are working, and get that much more of a % in increase for your total volume produced within your organization, and income earned that you can deposit into your bank account. 3. Trust & Rapport In the sales industry, the first thing you must learn how to do is “SELL YOURSELF!”. Most people fear the idea of sales because they lack the confidence and self-esteem to believe that people would actually be interested in listening to what they have to say and will purchase what they have to offer. Sales are based primarily on relationships and your ability to connect with the prospect. It is often said that people do business with people they know, like and trust, the key is getting them to know, like and trust you. As an entrepreneur, there’s no way to get around this essential element that is so critical to your businesses success. The truth is that competition is lurking everywhere, but you have to be the person that makes people overlook the competitors and drive past all of their doors, just to get to yours. In the process of connecting with your prospect, you must focus primarily on them and their needs. As much as you may be anxious to get the sale, and fire off about © All Rights Reserved http://www.heytanya.com

“Fishing For Superstars: Seven Steps To Recruiting Like A Pro!” your company, that’s not the priority in the connection. The true priority is them! You should be 100% focused on their needs and their goals. By doing this, you build a level of trust that allows them to see that you’re not there just to make a sell, but you actually want to help them in any way possible. When you make others feel special and important, they will do nearly anything you ask. This doesn’t mean you manipulate them. It simply means, you put your ambitions on the back burner long enough to determine how you can help your prospect, and once you’ve officially assessed their needs, you can begin introducing them to the various ways that you can actually meet their needs. Which leads us to our next point….. 4. Identify Customer Needs When speaking with a prospect, you always want to think about the following:    

What problems are they faced with that you can help solve What is their desired result What are the consequences if the problem persists How soon can you get them to see results and the value of your offer

When you identify the needs of the prospect, you are creating a higher level of value to your offer. The sales experience is an emotional one, and people make purchases based on how they feel. When you give people an “experience”, it adds intrinsic value that they can’t resist. You must also consider that when you’re dealing with someone one on one, and you’re essentially hoping to get this person in your business, you will be spending a lot of time together, which means, they have to like you! Therefore, creating an internal habit of becoming a great listener with a servant’s heart will become your secret weapon to building your business, creating team synergy and becoming an influential leader. 5. Share the Benefits Far too many people love to emphasize the money someone is making in their business, which is often too farfetched for belief of the non-network marketer. But very few people actually promote the benefits of being in the industry. There are countless benefits far above money that adds intrinsic value and experience for the reps involved. And if more people knew about them, they’d want to be Network Marketers too.

“Fishing For Superstars: Seven Steps To Recruiting Like A Pro!” Unlike any other industry that exists today, Network Marketing is able to reach people right where they have needs. It’s almost like a combination of a church, hospital, non-profit organization, therapist, bank, college and family all rolled into one. Why do I say that you ask? Because, in this industry, you’re able to get many of your personal needs meet. From spiritual, motivational, relational, financial, emotional, physical and family needs. How can that be? Here’s why:  Network Marketing places you in an environment where you’re encouraged to live out your life’s purpose. For the first time in so many people’s lives, they are liberated to dream and actually discover a vision for their life. I’ve seen it time and time again where people are crying from the liberation of actually doing something they want and enjoy doing versus doing things out of survival.  Network Marketing gives you an environment to grow. In this industry, no matter how much or how little your income is, you will be a changed man or woman within 12 months if you are plugged in and dedicated to the profession. It’s almost as if you’re in the college of life and success, where everything about who you are is challenged to become everything you’ve ever wanted to be.  This industry is inspirational in so many ways. The weekly exposure to success stories, and hearing about peoples personal experiences and growth gives you a drive and motivation to push harder than you ever thought you could. Despite any fears you once had, this industry kicks in the gates of fear and teaches you how to confront it head on in a way that nothing could ever hold you back again.  The accountability partners and support are angelic. We all love having great friends, but having friends with like minds who are where you want to be and will hold your hand to help you live out your dreams, is heaven sent. We’ve all had those “old friends” that we love dearly, but they just don’t have any ambition in life. And no matter how much of a dreamer you are, somehow they seem to rain on your parade and bring you back to reality to show you how impossible it is. © All Rights Reserved http://www.heytanya.com

“Fishing For Superstars: Seven Steps To Recruiting Like A Pro!” Well not in this industry! You’re new friends love to read books, attend personal development events, listen to motivational tapes, cds and dvds and are serious about their future. After flying in these circles of champs, you will soar like an eagle and escape the chicken coop of dream killers who will never elevate past where they are in life, due to their mindsets.  It’s amazing to see how wealthy people very rarely look out of shape. Yes, there are the exceptions to the rule, but I’ve noticed that wealthy people can often be some of the healthiest people. Aside from the fact that they can afford it financially, the time freedom makes room for you to pay closer attention to your health and body image, giving you time to go to the gym, participate in recreational activities and pamper yourself. Physical image can often become a priority as a means of being associated with the industry. And with great health, you’re extending your lifeline so that you can enjoy your wealth, after all those years dreaming and working to live your dreams. These are just a few of the benefits of our industry, and I’m sure after reading them, you too are refreshed to jump head first into the pool of partnership with other network marketers to get things ramped up in your life personally. Begin shedding more light on this side of the business, and you’re guaranteed to see things change with regards to your prospecting and team building process. 6. Close Just like in our baseball analogy, getting to the close is only half the battle. Many people assume that once you close, its time to count your checks, but not really. Closing is when you’ve agreed as new business partners that there is a mutually beneficial relationship with partnering in the business together. Once you’ve found out the needs of your prospect, established trust and shared the benefits, now’s the time for them to say yea or nay as to whether they’re ready to move forward or not with a decision that can potentially change their lives. In order to persuade the close, considering that you see the prospect as being a good fit for your organization, you’ll want to remind them of the needs they have, and how this will help them get the desired results that they want in a much more rapid period of time.

“Fishing For Superstars: Seven Steps To Recruiting Like A Pro!” Closing isn’t begging!! You don’t want to beg for the prospect to join. Instead, you want to assure them of what they can look forward to, based on their needs, once they join. This is when you ask them the following questions:  What do you like best about what you heard?  Do you see how our company can benefit you and assist you with the needs that you currently have  On a scale from 1-10, how would you rate yourself based on your interest in joining?  Would you like to get started today? / Are you ready to get started today? This is when you encourage them to make a decision and let you know whether you need to continue spending time with them or not. The key to a successful close is to already have the application in hand, and “assume the sale”! You want to address the prospect as though they’re already going to sign up by using words like:  “Once we get you signed up….”  “Now that you’re on our team….”  “I’m looking forward to introducing you to….” These words will empower them with the mindset that they’re officially apart of the team, preparing them mentally to invest the start up capital to get things going. 7. Follow Up I can’t stress how much money is left on the table due to the lack of follow up. The reason why people overlook this one critical step is that they celebrate after the close and quit. Closing is only half the battle, but now that you’ve signed them up, you gotta get them working… and that’s what follow up is designed to do. In the follow up phase, your goal is to contact your new teammate and get them immediately plugged into the system and working their network. This is when you will want to plan their first event, help them make their list, and show them how to contact and invite their warm market. Once you get them going, set a goal with them to make their initial investment back within the first 30 days of being in business. Once you help them earn a paycheck, they’re sold and ready for the next step. These 7 critical steps, including all the details in between, easily reveal the secrets to Prospecting like a pro! By applying the 7 steps listed above, you will begin to boost © All Rights Reserved http://www.heytanya.com

“Fishing For Superstars: Seven Steps To Recruiting Like A Pro!” your confidence and your numbers allowing you to see a massive level of success, while showing so many others how to do the same. Conclusion Congratulations, you now know the 7 steps to recruiting like a pro! Let’s recap your 7 Step Formula: #1: Lead Generation – keeping leads in the pipeline at all times by prospecting continuously! #2: Appointment Setting – connecting with the prospect and getting them scheduled to talk more in detail about the opportunity! #3: Trust & Rapport – being a good listener to really “hear” what they have need for and determine how you can help. #4: Identify Customer Needs – once you determine their needs, you provide a solution to their problems, and show them how your company and the products can be a good fit for what they need. #5: Share the Benefits – showing the prospect the multiple benefits of partnering with you as either a customer or a teammate. #6: Close – getting them to make a commitment. #7: Follow Up – once you’ve gotten them on your team, now’s your chance to make good on your promises, and equip them for success. Now that you know these 7 Steps to becoming a recruiting pro, it’s time to do one simple thing: Take Action!! Don’t overcomplicate this process. These simple strategies have been around for decades and those that have reached Mega Success would attest to the fact that keeping things simple, systematic and consistent is what will generate your personal success story!