Grab a pen and paper to jot down some notes. Ready? Start with this video on 4 reasons WHY we recruit. Be sure to watch thru to the end to learn what TOXIC mindset you want to avoid. Comment after with the concept that you most want to remember.
https://youtu.be/DIyWTEuQ58Y
What is your RECRUITING ATTITUDE?
FIRST...if you believe recruiting is trying to get someone to "help" you, persuading them, or convincing them to "do you a favor"...you'll feel scared/awkward/uncertain. If you believe that you have found something that could be of GREAT VALUE to them....you'll feel excited/natural/confident. You may have just what they have been looking for! How fun would that be if you could help them solve a problem??!?
-Belinda Ellsworth's consulting group did a study that shows that 50% of people who attend a party are considering becoming a consultant. Almost ALL guests expect that there will be an invitation to join. If you DON'T offer an invitation to join, guests may feel that you don't believe they would be good team members.
-More and more people are looking for the right Home-Based business to join.
WHO? WHO should you invite to join you?
1) People at your events: This is EASIEST because you already know they have an interest in children's books2) People you know: Those you would LOVE to work with, Those who would make your team more FUN, Those who would probably be super successful, Those who are educators/librarians/speech pathologists or in any career field involving children.
There is no stereotypical UBAM Consultant...which makes being a part of UBAM even more amazing! Prejudging is the biggest MISTAKE we can make in recruiting. Parents, grandparents, pregnant women, people who work part or full time, retired people, financially well-off people, people struggling financially, extremely busy people, people looking for something to do and even those without children are all examples of people on our team!
Whether someone appears to need something like this or not does not mean they may or may not be interested in joining you!
HOW to Recruit!! Part 1.
It can feel a little EASIER to recruit people who are at your events: parties, booths, etc. We will talk about how to do that well in the next post. Here's a great tip on how to invite people you know (but who may not yet know anything about Usborne).
Challenge: jot down the names of 5 people you know who:
-would be fun to have on your team
-you would love to work with
-would probably be super successful at this
-have a background in teaching/educating/early childhood development
HOW to Recruit!! Part 2
Social Media is powerful.....Watch this for HOW to effectively use Facebook/Social Media without alienating everyone you know. ;)
This video is talking about bookings but the concepts apply equally to RECRUITING...so you get booking tips and recruiting tips in one video
Social Media is powerful.....Watch this for HOW to effectively use Facebook/Social Media without alienating everyone you know. ;)
This video is talking about bookings but the concepts apply equally to RECRUITING...so you get booking tips and recruiting tips in one video
HOW to Recruit!! Part 3: WORDS to USE
When you are new:"I'm so excited! Come & do this with me!"
"We can figure it out together!"
"I am looking for people to help me serve our community. I can't meet all of the needs myself" *This is great for S&L work...when the freeze is lifted.
After you've been doing UBAM for 4-6 weeks/have experienced some success:
"This is what attracted me to Usborne...."
"This is what I've been able to do with my Usborne $"
"Another benefit to me has been....."
"This is what Usborne has allowed me/my family to do...."
"This is what attracted me to Usborne...."
"This is what I've been able to do with my Usborne $"
"Another benefit to me has been....."
"This is what Usborne has allowed me/my family to do...."
HOW to Recruit!! Part 4: KEY QUESTIONS
You are having a one-on-one conversation. You've brought up the topic and told them what Usborne has done for you. Now find out what they are looking for."What are you looking for with Usborne?"
"What would be your goals with Usborne?"
"What could Usborne do for you or your family?"
INVITE THEM TO ASK QUESTIONS
"What questions do you have for me?"
PROVIDE INFORMATION so they can make a decision if Usborne is the right fit for them. You are NOT here to PERSUADE them into doing something they are reluctant to do.
KEEP IT SIMPLE. You don't need to explain how to place an order in orderpro at this point. LISTEN FIRST and answer the question they are answering. Then stop and LISTEN AGAIN.
HOW to Recruit: Part 5
Switching gears to HOW to INVITE people that are at your events!1) Plant Seeds
With your Hostess:
-3 days before your party send this message:
Hi Nicole! You are getting a great response on your party page! That's great! I just wanted to reach out to you and chat quickly about the business of working with Usborne. We are definitely in need of lots of help nationwide, and it’s a super fun way to earn some family income and build a home library. If you decide you’re interested, we can turn your party into your business kick-off and we can split the commission and the party bookings can go to you instead! Have you ever thought about doing what I do?
-After the party, (if she did a great job) let her know that you think she would make a great consultant.
-Follow up...Are you guys loving your new books? I keep thinking that you would make a great consultant! Have you thought any more about that?
Plant Seeds at a Home Party:
-In your opening few words at the Home Party, after you've told people how the party will work and what to expect, make sure to mention "If you are looking to add extra income to your family and be part of an amazing fast growing company with products that really change lives...I'd like to invite you to find out more about being a consultant later on tonight"
-After the Book presentation at the Home Party, ask for bookings, and then give your "Join Me" talk. -Why did you join Usborne, What you've been able to do with the $, Another benefit to me has been.... Is there something you would love to do for your family? Is there a financial challenge you are facing? We may be the way that you can meet those needs. I'd like to invite you to find out more about Usborne. There is minimal investment or risk, it is so EASY to give it a try, and this is a really exciting time to join! If you aren't interested, I'm always looking for leads and I'll reward those with free books!
-When people check out: Would you like to take home some information?
-In your opening few words at the Home Party, after you've told people how the party will work and what to expect, make sure to mention "If you are looking to add extra income to your family and be part of an amazing fast growing company with products that really change lives...I'd like to invite you to find out more about being a consultant later on tonight"
-After the Book presentation at the Home Party, ask for bookings, and then give your "Join Me" talk. -Why did you join Usborne, What you've been able to do with the $, Another benefit to me has been.... Is there something you would love to do for your family? Is there a financial challenge you are facing? We may be the way that you can meet those needs. I'd like to invite you to find out more about Usborne. There is minimal investment or risk, it is so EASY to give it a try, and this is a really exciting time to join! If you aren't interested, I'm always looking for leads and I'll reward those with free books!
-When people check out: Would you like to take home some information?
HOW to Recruit: Part 5 continued...
Planting Seeds via Facebook Parties:Each FB Party you run should have a JOIN ME post (don't call it that). Here are a few samples:
***NOTE (Please use your own voice when you create your FB party posts...the same way you would customize a Home Party to be a reflection of you...feel free to use these as models...but we encourage you to make them your own)****
POST FOURTEEN -- We are almost ready to shop. Yay!!! But first, one more game to really rack up those PARTY PRIZE entries! Usborne is COMMITTED to ending the literacy crisis through book ownership! We TRULY need more consultants in every community in the U.S. helping us do that - and it is an amazingly rewarding home career. Usborne has allowed me to earn an extra income while staying home with my kids. What could you do with an extra $400 (or more) a month?
Would you like to be a part of a growing, debt-free company? Build an incredible home library? Get a 25% discount on every Usborne book with zero minimum sales requirement?
ALL QUESTIONS about being a consultant and having an Usborne biz GET ONE ENTRY EACH in the free books prize drawing. And asking a question may mean you want to win, not that you're necessarily on board for joining our team. ;)
GO:
<<sample2>>
POST 13: The other way to save is to join me and become a UBAM consultant! Have you ever dreamt of:
> flexible work hours
> being your own boss
> extra cash or replacing your income
> incentives and rewards for working hard and having fun
> TONS of FREE books
> NO minimums or quotas
And we're going to Disney next year for 6 days!
If you answered yes to any of the above, check out what UBAM has to offer!
https://YOURID.myubam.com/Join
ASK ME ANY QUESTIONS ABOUT MY BUSINESS BELOW AND EARN AN EXTRA POINT! And, again, if any of you decide to join my team, both you AND [Host] will get $25 in free books from me!
Would you like to be a part of a growing, debt-free company? Build an incredible home library? Get a 25% discount on every Usborne book with zero minimum sales requirement?
ALL QUESTIONS about being a consultant and having an Usborne biz GET ONE ENTRY EACH in the free books prize drawing. And asking a question may mean you want to win, not that you're necessarily on board for joining our team. ;)
GO:
<<sample2>>
POST 13: The other way to save is to join me and become a UBAM consultant! Have you ever dreamt of:
> flexible work hours
> being your own boss
> extra cash or replacing your income
> incentives and rewards for working hard and having fun
> TONS of FREE books
> NO minimums or quotas
And we're going to Disney next year for 6 days!
If you answered yes to any of the above, check out what UBAM has to offer!
https://YOURID.myubam.com/Join
ASK ME ANY QUESTIONS ABOUT MY BUSINESS BELOW AND EARN AN EXTRA POINT! And, again, if any of you decide to join my team, both you AND [Host] will get $25 in free books from me!
<<sample3>>
Have you ever thought about doing what I do? Consultants get a 25% discount on every purchase PLUS make a commission starting at 25% of sales. Usborne gave me hope that life could be a little easier financially while doing something that matters and would benefit my kids. Is there something you would love to do for your family or a financial challenge you are facing? Usborne may be the way that you can meet those needs. Any question you ask now about being a consultant, (or how to get started) will earn you another PARTY PRIZE ENTRY...one for every question. Ready, Go!
Have you ever thought about doing what I do? Consultants get a 25% discount on every purchase PLUS make a commission starting at 25% of sales. Usborne gave me hope that life could be a little easier financially while doing something that matters and would benefit my kids. Is there something you would love to do for your family or a financial challenge you are facing? Usborne may be the way that you can meet those needs. Any question you ask now about being a consultant, (or how to get started) will earn you another PARTY PRIZE ENTRY...one for every question. Ready, Go!
More Details: A bit more info: While the publishing industry on the whole is down 8%, Usborne's sales numbers have been skyrocketing from $21 million in 2015 to $52.8 million for fiscal year 2016!!! We just posted a record August of $9.1 million compared to $3.9 million in August 2015. September sales were up 160% over September last year and the forecasted sales are well over $100 million in Fiscal year 2017, which puts UBAM in an elite class of companies with sales over $100 million.
HOW to Recruit: Facebook Follow Up
Who to follow up with:-anyone who commented on your JOIN ME FB party post
-anyone who made tons of comments but didn't make a large purchase (didn't have the budget but loved the books)
-anyone who bought books (drop recruiting seed 1. when you message them their tracking number. 2. when you make contact after their books have arrived to confirm everything arrived ok and nothing was damaged/missing. 3. 1 week after arrival to find out how they are enjoying the books, which is their favorite, and oh by the way...Have you ever thought about doing what I do?
-Party Prize winner (at the very least, you should be asking this person if they'd like to upgrade their party prize or Free Shipping Refund into $30 in free books by hosting their own party)
FACEBOOK MESSAGE SENT ---------> NO RESPONSE?
That's okay! Often people need time and not responding can just mean they need more time, or they saw your message while they were managing 4 kids and the dinner rush.
FOLLOW UP AGAIN-----> 2-4 weeks.
I like to shoot out a follow up message before we have a Peek Inside Event (5-7 days before, or even day of...but people usually need time to plan):
<<<sample>>>>
Have you had any other questions about Usborne that I can answer for you? We have a Facebook event on Wednesday this week called a Peek Inside that is run similarly to the facebook party you attended and is designed to give folks considering joining the Usborne team a closer look at all that Usborne has to offer and a chance to ask questions. Would you like an invite?
<<<<in this case, she wanted an invite, but didn't attend>>>>
One month later, I sent this:
Hi ------! Just checking in. We are running another Peek Inside the World of Usborne facebook event and I thought about you. I remember your enthusiasm for the books and I don't want to miss following up with you in case Usborne is a great fit for who you are and where you are in life. Also....how are you liking your books? Did everything arrive ok?
She responded that she was too busy now, but had it on the back burner...so I'll keep doing my occasional follow up. We'll see!
That's okay! Often people need time and not responding can just mean they need more time, or they saw your message while they were managing 4 kids and the dinner rush.
FOLLOW UP AGAIN-----> 2-4 weeks.
I like to shoot out a follow up message before we have a Peek Inside Event (5-7 days before, or even day of...but people usually need time to plan):
<<<sample>>>>
Have you had any other questions about Usborne that I can answer for you? We have a Facebook event on Wednesday this week called a Peek Inside that is run similarly to the facebook party you attended and is designed to give folks considering joining the Usborne team a closer look at all that Usborne has to offer and a chance to ask questions. Would you like an invite?
<<<<in this case, she wanted an invite, but didn't attend>>>>
One month later, I sent this:
Hi ------! Just checking in. We are running another Peek Inside the World of Usborne facebook event and I thought about you. I remember your enthusiasm for the books and I don't want to miss following up with you in case Usborne is a great fit for who you are and where you are in life. Also....how are you liking your books? Did everything arrive ok?
She responded that she was too busy now, but had it on the back burner...so I'll keep doing my occasional follow up. We'll see!
One more Follow Up Sample
CAUTION: Don't make the MISTAKE of letting an excited potential consultant wait until the next Peek Inside! If they are ready, go ahead and get them to the JOIN page on your website and help them choose a kit! Then...they can attend the NEW CONSULTANT Training instead of the Peek Inside.
Hi ______! Have a few things coming up I thought you might be interested in. Wednesday of next week (June 22) has two Facebook events. One is aPeek Inside the World of Usborne...for those wondering if Usborne is the right fit for them. (pretty sure you already attended one a while back) The 2nd is a New Consultant Training FB Event...designed to be a helpful mini-training overview for Consultants who have recently joined the team. If you are thinking of joining soon, its nice to have one of those New Consultant Trainings to go to as an orientation.
Tell me more about what your goals would be with Usborne? What are you looking for? I know more and more women are looking for the right Direct Sales company to help make an extra income while having the flexibility to stay at home. But some people join just to earn the free books for their own home and kids.
Tell me more about what your goals would be with Usborne? What are you looking for? I know more and more women are looking for the right Direct Sales company to help make an extra income while having the flexibility to stay at home. But some people join just to earn the free books for their own home and kids.
Overcoming Objections
What do you do if you have someone interested but they have concerns orobjections like the ones below:
~ I don’t know very many people
~ I’ve never sold anything before
~ I don’t want to be pushy
~ My husband and/or I work a lot, I don’t know if it works for our schedules
When people bring up questions and concerns like those listed above, it’s not because they don’t want to join. Simply answer their questions! As you answer their questions, try this phrasing:
"Oh I used to think that too" or "I used to worry about being pushy too, but"
"I felt nervous my first party, but now..."
"I thought......but now I ....."
"Oh I used to think that too" or "I used to worry about being pushy too, but"
"I felt nervous my first party, but now..."
"I thought......but now I ....."
-If they feel like they aren’t a salesperson: most people start with no sales experience; the books do sell themselves! Its more of a helping others kind of a job anyways.
-If they don’t have time to work outside of the home: it is flexible and many people work entirely from home doing Facebook parties and Book Drives, etc.
-If they’re only interested in the discounted books: in your first twelve weeks, there are tons of incentives for earning free books and extra cash.
-if they aren't a party person: There are School and Library opportunities!
-If they don’t have time to work outside of the home: it is flexible and many people work entirely from home doing Facebook parties and Book Drives, etc.
-If they’re only interested in the discounted books: in your first twelve weeks, there are tons of incentives for earning free books and extra cash.
-if they aren't a party person: There are School and Library opportunities!
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