You’ve gotten all these leads, some have expressed interest in learning more about the opportunity, some just say they'll think about it, others may be referrals. The question is what are you going to do with those leads?  The fortune is in the follow up!

This is where many designers face a challenge. They can create the interest. They can get the leads. But taking a new recruit lead . . . to a Designer signing on the dotted line of the agreement is often where we lose them. The recruiting process does not stop with just getting the leads or creating the interest. It’s really just the beginning.

During an interview you will be providing your prospects with the information they need to make a decision.  Often, the information you provide is not to convince them to join but rather, to have the confidence that they can succeed. Most of the individuals you invite to join may be hesitant, unsure if they want to join, not certain they want to make a commitment. Why? They may simply be afraid of failing, not sure what to expect, and lack confidence to give it a try.  It is your job to reassure her that it's worth giving it a try and that the support she'll need will be there for her. 

When you place a follow-up call to share information, keep it simple, short and sweet. Ask if she has had a chance to read over the information, watch the DVD, and if she has any questions. If she does, answer her questions, and the conversation will direct itself. But what happens more often than not is she says she hasn’t had a chance to look over the information.  So what do you do then? Talk about two things: our Smart Start Program! Program and how she can earn income. The way to transition into that is after she says she hasn’t had time to read the information, you say, "Hey, no problem. But if you’ve got a minute, let me just go over how you can give this a try without any risk whatsoever," and the conversation moves forward.

During the conversation, find out what attracted her to the opportunity in the first place, and talk directly to what she hopes to get out of it. That way, you’re able to share the benefits that really pertain to her. For example, if she just lost her job, ask her how much she would need to earn and then tell her how easy it would be to replace that income.  The most important thing to do is end the conversation with an ACTION! Avoid setting up another phone call because that can turn into a never-ending cycle of ineffective follow up that can go on for weeks, or even months. Remember, you are the initiator, so you are going to suggest her next step.

The number one step you want your recruit lead to take is to BOOK A SHOW. If she has a show on the calendar, you are way ahead in the process of actually getting her to sign up. If she seems apprehensive about making a commitment, you can say, "Let’s just call it a 'decision show,' Mary. Let’s see how it goes, let’s see the reception we get from your friends and family, and we’ll take it from there. How does that sound?" If something comes up and she decides not to do it, you’ve still got the show . . . and the bookings . . . and lots of new customers and new recruit leads.

If you call a recruit lead and you get an answering machine instead of hanging up leave a voicemail. When you call a lead back at a predetermined time and she is not at home, leave a voice mail message that says, "Hi Amy, this is Sue. Sorry I missed you on the day we agreed to chat, but I will try giving you a call again at the same time tomorrow night. I’m looking forward to answering any questions you might have and exploring the possibilities of this great business opportunity with you." Or, "I will give you a call on Thursday at 7:00 in the evening. I’m looking forward to talking with you then." It’s important to set another verbal appointment at that time.

How long should you keep trying to reach your leads? If she is not home the second time you call, simply leave a message on her machine that says: "Hi Amy, this is Sue. I’m sorry we weren’t able to connect, but I’d still love to share some information with you. I think you’d love this business," or "I know you were looking for something to earn a little extra money, and this is the perfect way to do that," or "Last night I earned $150 just for a couple hours of work," or something to that effect (and to prompt her to call you back).  Then wait a couple of days and if she hasn’t returned your call, just drop her a note in the mail, thanking her for her interest, letting her know how much you enjoyed meeting her an that you’d love to keep in touch or invite her to book a show.

 

The interview process may take ten minutes...or a year.  Some personality types make quick decisions based on instinct. Others take a long time, ask a lot of questions and analyze every detail. The important thing to realize is that when the prospect reaches an informed decision that is right for her, it will also be the right decision for you.

Telephone interviewing requires an extra skill level because you can't see your prospect. On the phone, the first step is to confirm that it's a good time for your prospect to talk:

"When we met at ____, I promised to give you a call today. Do you have a few minutes to talk?”

􀂃 If "No," ask, "When would you have a few minutes?" Set up a time to talk as soon as possible or schedule a person-to-person interview.

􀂃 If "Yes," ask, "From what you know so far, what appeals to you?" Or, "You know, Celebrating Home can be for anyone...What about it looks interesting to you?"  Or, "If you ever decided to try a home-based business, what would your reason be?" (You want to start by discovering a possible "heart tug," rather than asking, "Do you have any questions?")

Call her back in a couple of days and ask, “Have you thought about what CH can offer you?” What do you think?” Listen to what she says. If she is sending messages that she is not sure about joining ask her “On a scale of 1-10 with 1 being not right now and 10 you’re ready to start, what number would you be?.” Wait for a reply and then say “Great, what’s holding you back from making that a 10?” Wait for the reply and listen. Once you know her objections you can work towards resolve and reassure the reasons that are holding her. Also ask her if she has picked out her favorite starter kit. If she says yes then she is thinking of joining. You need to overcome her concerns so she'll have the confidence to make the decision to join.

Prospects need to be reassured.  Address their concerns and reassure them again.  If you follow up with someone and she says “I haven’t done anything like this before” you can say “That’s what’s so great about CH. You can be in business for yourself, but not by yourself. As your sponsor I’d be there to help you every step of the way and you’d be a part of a great team filled with support and idea sharing. Plus, the training and support provided is one of the things that makes our company so special.  I'd like to encourage you to just give it a try. If you don't try you'll never know what you can accomplish.”

If she says “I tried another party plan before and it didn’t work” you already know you have someone interested in the party plan business and you need to say “Was it Celebrating Home?" And the answer will be no and then you say “Then it doesn’t count! CH offers the best party plan. It’s easy to market with a great variety of products that are affordably priced. Plus, our hostess plan is very generous. In addition, no other party plan offers the support, free training, and programs to help us succeed like CH does.”

If they say “I just don’t think I’d have time to do this.” you can say “That’s what is so wonderful about CH. There are no quotas and you can decide when and how much you want to work. Could you fit just one evening or weekend afternoon into your schedule a month to give CH a try? What could you do with an extra $200 a month? Just one party a month could give you the opportunity to see if you like it and you’d know better then how you could fit CH into your schedule.”
Or
“I am just way too busy!” You might reply with “How many hours a week do you think it would take to have a successful business?” (Pause and wait for her to reply. Often the hours they say are 15-20 hours a week.) “What if I told you that with about 5 hours a week you could bring home around $800 a month?”

At this point invite them to “explore the possibilities…no obligation.”

If they say “I don’t know enough people to do parties” you can follow with “What if we offer your show as a starter party?…we can invite the guests attending your show to have a party to help you to get started with your business. You can offer a small Grand Opening and invite your friends to bring several friends with them.  Their guests may love to have a show! I can also help you to write up your talk to list and work with you to locate craft fairs and other events which can always provide an opportunity to meet new hostesses.”

If she says “I don’t have the money to start something like this” you can say “With just one show I can pretty much guarantee the cost of your kit would be paid for and we could schedule your first party within two weeks to assure your initial investment is returned” or depending on the situation you might be able to say “If I could help you with earning the funds you need by having a catalog party would you like to get started?"

If they say “I don’t think I could get up and talk in front of other people like you do” ( she may be shy or not think she’ll know what to say) you could say something like “That’s what is so great about CH. They literally make it so easy for us to have a fun girl’s night out. I was nervous about that too but they give us everything we need. We have DVDs to watch which make it so simple and our team even has a party presentation all written out on cards, the same as the ones I used tonight. If you can read, its really that easy...let me show you…" (and then show her your party presentation cards)

Or

“I don’t think I could talk in front of people like you do.” You might reply with “I can understand, about half of the successful Designers, including me, felt that same way. What if I told you I could teach you a Party presentation where your guests do most of the talking?”

Follow up with “Trust me, this is one of the best decisions you could make to have fun and earn additional income…all on your own terms. If you think you might be even a little bit interested I encourage you to give it a try. Otherwise, you’ll never know if this could have been a good opportunity for you.”

If she still says no….ask if she knows anyone else that would benefit by doing this? Don’t miss the opportunity for asking someone to provide you with referrals.

Either in person or on the telephone, you want to follow up with all your prospects who have shared an interest in possibly joining CH.  Continue by discovering her interest level. Begin with a "trial close." "Do you want to talk about how Celebrating Home would fit in your life, or do you just want to know how to get started?"

􀂃 If your prospect says, "How do I get started?" help her fill out an application and choose a Starter Kit. The interview is over and you can begin training!

􀂃 If your prospect wants to talk some more, continue the interview by getting informed.

"We didn't have a lot of time to talk when we met at __________. I'd like to get to know you better to find out how this business will fit into your life. May I ask you a few questions?" Take notes.  As you listen, note why she would be good for Celebrating Home.  People love to talk about themselves! It's amazing what you will hear when you become a great listener. Listen with undivided attention...listen with your "heart ear"...listen between the lines...listen without interrupting...ask more questions.  When you get informed about your prospect, you can offer the business benefits that meet your prospect's needs and wants. It's easier to begin by asking questions about family and occupation. Then, ask questions about what your prospect likes to do for fun. You will rarely have to ask questions about motivation. You will usually hear what motivates someone in the rest of the conversation.

Family:  "Tell me about your family. Do you have children? How old are they? Where do you live? How long have you lived there? How do you like it?"

Occupation:  "Do you work outside the home? What do you do? What do you like about your job? Is there anything you would change? Have you ever had a home-based business? What did you like about it?”

Recreation:  "What do you enjoy doing with your free time? Do you like to travel? What was your favorite vacation?"

Motivation:  "Is there a big event coming up in your life? Is there anything you've been putting off because you need to save the money for it?"   As you listen, pay attention to "green flags" that your prospect is interested in a change in her life.

As you listen, express your understanding. Summarize what you heard with, "What I hear you saying is..." Your prospect will either agree or say, "No, what I meant was..." Continue by describing the Celebrating Home benefits that seem to suit her needs and wants. Don't confuse your prospect with too much information! Ask "tie down" questions. Tie downs help you determine your prospect's interest as you go

along. Often, her decision will become apparent while answering these questions, and the close will be obvious to both of you.

* "What impresses you most so far?"

* "Can you see yourself...?"

* "Have you begun to think about who your first Hostesses might be?"

* "From what you know so far, does this seem like the kind of company you'd like to work with?"

Let your prospect know that you expect her to have questions.  After reviewing these, ask her if she has any other questions.

Let her know that Celebrating Home welcomes three types of Designers:

*  Casual Designers work 2 or 3 times a month.

*  Consistent Designers work 1-2 times a week.

*  Career Designers work 3 or more times a week.

Ask, "How many Parties do you see yourself doing?" When your prospect chooses a number, you know she is close to joining! If she hesitates, ask, "Do you have any other questions?"  Answer her questions as simply as you can. Answer only the questions she asks! Don't volunteer information that may not matter to her at this stage. You may overwhelm her and bring up concerns she didn't even have. If you are not as successful at sponsoring as you would like, try asking yourself, "Am I answering her questions or giving my favorite answers?"

Anytime during the process may be decision time. You are looking for signs that your prospect "sees herself in the picture." When you hear the words, "When I..." from your prospect, you know she is ready. Don't continue interviewing, just sign her up and begin her training! When you sense she is ready, try saying, "I think we can both see that we've got a great match. Shall we get you signed up so we can begin your training?"

“If you’re thinking this might be something you’d like to just give a try why don’t we just fill out an application and you can get started making money.

"That’s what is so great about CH…they literally give you a chance to give it a try. You can do a few shows and see if you like it. If you decide it’s not for you, you can just walk away and own some beautiful products. But you might discover that you love it. You’ve got nothing to lose and everything to gain! We can get you started today….And you can be on your way to making some great money!”

If they say yes, right away…..sometimes it is because they say, “well, I’ve been thinking of getting something else…” It’s because they have been thinking about it.

If they say…."well let me go home and think about it." you can say…. "Let’s schedule a time when we can get together in person or on the phone and I will share some more information and answer your questions. And then you can decide if this is something that’s right for you. That way, you’ll have all the information you’ll need to make a decision. If you want after that…you can think about it some more."

Or

“How about if you look over the opportunity packet I’m sharing with you tonight and I‘ll call you tomorrow. I’ll be able to share with you more information, answer any questions you have, and then you will be able to make a better decision.”
 

* If your prospect says, "I have to think about it," try inquiring, "I'm curious. What's holding you back?" Often the concern is easily handled and you can ask another closing question.

* Ask her "I would like to be sure that I know what you want to see happen next."  Often in the process of considering her next steps, your prospect decides she would like to get started.

* "It does look like fun (YES!), but I'm too busy (NO)."

* "I love the products (YES!), but I could never be a salesperson (NO)."

This response is normal! Many people have never had a home-based business before, so feeling insecure is natural. Just respond: "Lots of successful Designers felt exactly the same way before they got started! You've got nothing to lose by trying. If you don't give it a try, you'll always wonder 'What if...'" Only three things can happen and all of them are good:

*  You'll have some wonderful products to try.

*  You'll earn some money.

*  And most important, you'll know if this business is for you!

􀂃 If Yes ~ "Great! And please be sure to call me if you have any questions before I call you."  Make notes on your prospect in your notebook and note the date you will follow up.

􀂃 If No ~ Ask for a referral. "That's too bad; I would have enjoyed working with you. Since you know a little bit about the business now, does anyone come to mind who might appreciate knowing about the opportunity?"

People don't express a concern unless they are giving an idea some consideration. They are really saying, "Tell me more." Don't get nervous. Just continue the conversation. Here are more ways to do that:

Concern: "I could never sell anything."

Continue the conversation with a question: "I'm so glad you told me that! Would you be surprised to find out that most successful Designers had never sold anything before?"

Concern:  "I don't have the money."

Response: "It's much less expensive to start your business than you may think. Is money the only thing standing in your way?"

Your goal is to find out the question at the heart of the concern.

This classic technique addresses your prospect's concern with an example. Listen carefully to identify the question hidden in the concern, then respond with:

Feel: Acknowledge the concern. "I know how you feel..."

Felt: Relate to the concern by sharing that you or someone you know felt the same way.

Found: Share a story that illustrates what you or that Designer found.

Here's an example:

Concern: "I just don't have the time."

Response: "I know how you feel. Designers have told me that their lives were packed when they signed up and they didn't know when they could fit this in. Together, we looked at their calendars and found a few discretionary hours a week that they spent watching TV. They used those hours for their business. Do you think you have any discretionary hours in your week?"

Respond to any concern with this simple beginning. The beautiful thing about a Celebrating Home business is it CAN be anything your prospect wants it to be! 

"You know, ladies, what's so great about our company is that they give you a chance to just give it a try. They simply ask you to do a handful of parties with some friends of your own."  Simple as that!

Here's an example:

Concern: "I don't have the money to start a business."

Response: "That's the beautiful thing about Celebrating Home. They give you a chance to just give it a try. It's amazingly inexpensive to get started and show a profit after one or two Parties. I can pretty much guarantee that the cost of your kit will be earned back in just a few weeks by inviting a few friends to have a party.  If I can show you how, do you think this is something you'd enjoy doing?"

No matter which method you use to invite others to join, always end with a question to continue the conversation.

If your prospect says, "No," it doesn't mean never. Ask permission to follow up. Create a system for following up that works for you! Take a few notes about your conversation and make sure you do follow up with her!