Written by The Scribbler
Pamela Waldrop Shaw tells you just how easy it is to recruit. (Easy? Really? Not for most everyone!)
Scrib’s note: This is a terribly long-winded document rivalling the length of a car repair manual – classic Pam Shaw form. I have chosen to list the hardcore sticking points that would behoove potential recruiting targets to know before they get roped into a recruiting interview.
Step 1 – GATHER INFORMATION!
What do you NEED most in your life right now?” (LISTEN!!! THIS IS HER HOT BUTTON AND THE PLACE THAT MARY KAY MIGHT BE ABLE TO FILL!!!) “If I can show you how to keep what you value and get what you need, is there any reason why you wouldn’t consider Mary Kay as a part time business for yourself?”
Step 2 – EXPLORE!
“What would you need to know about Mary Kay in order to make a YES decision?” (Stick to her issues ONLY!!! We are interested in answering her questions, not our own!!) After each question, “What else? What would you need to know?” Create a focus on her most positive thought with, “If in your wildest dreams you decided to do this, what would you enjoy the most?”
Step 3 – ESTABLISH INTEREST LEVEL!
On a scale from 1-10, 1 being you would never do this, 10 being you are ready to order your showcase now, 5 is for chickens, so it’s out, where are you right now? What would you need to know in order to get to a 10?”
Step 4 – OVERCOME OBJECTIONS!
Be prepared to overcome at least 3 and probably 4 objections. If you don’t get this many and you don’t have an agreement, you did not get the real objection yet…. so persist! Be professional by getting to the bottom of what she is saying so you can support her to get the needs in her life met by our Mary Kay opportunity.
If you know her HOT BUTTON, there is NO objection you can’t overcome short of “I don’t want to do this”, which you almost never get!! So, refer back to her NEED, her HOT BUTTON. Example: “Remember earlier when you said __________? What other plans do you have to (fix, remedy) that (need)?”
Step 5 – CLOSE IT! ASK FOR THE CHECK!
Memorize this question: “Great! Is there any reason we couldn’t get your showcase ordered? How would you like to take care of it? M/C, VISA, or check?” WAIT FOR HER TO RESPOND BEFORE YOU SAY A WORD!!
Remember that a prospect is hottest when she is closest to the product – right after a class or facial. Use the Four Point Recruiting Plan at every appointment!! If you let a sharp gal get past you without an interview or event, get her close to the product again: another appointment, color, nail care OR a drop by appointment to see new colors and new products! Of course, get the team building appointment!
TEAM BUILDING HAPPENS WHEN YOU INITIATE CREATING AN ENVIRONMENT WHERE THE PROSPECT CAN SAY “YES”!!!