How to Find, Sponsor, and Retain Leaders to
Grow Your Network Marketing Business Part II - Sponsoring Leaders
By Stephan Iscoe
The interview process is designed to get the candidate to ask
to join your opportunity. Even though you are looking for front
line leaders, a happy by-product of this process is that you
will also sponsor a lot of people deeper in your organization.
Now let's run through the basic qualifying interview. Use that
exact term with your candidates: "Let's set up an appointment
for a qualifying interview", or, "and you'll get all your
questions answered during the qualifying interview".
First, we'll look at the basic structure for the interview,
then we'll go though a typical scenario.
The nine elements of the qualifying interview:
1. Discovery
2. Romance
3. Confirm
4. Educate
5. Qualify
6. Take Away
7. The Trial
8. Guarantee
9. Commitment
Now we'll try the process with what many feel is the most
difficult candidate - a high-level executive with no formal
sales background. We'll call the candidate, Kim, and the
interviewer, You.
Kim: Exactly what is that you do?You:
Terrific question!
I don't know if this is for you or not; but we'll get that and
all your questions answered by the end of this qualifying
interview. What was on your mind when we set up this meeting?
[Your opening statements are designed to give you control of
the interview; you have put the candidate at ease with a low-
risk out, set the stage for the take away, assured the candidate
that their concerns will be addressed and asked the probing
question - this is where you listen closely and discover what's
important to the candidate]
Kim: I've been in purchasing at Major Corp. for six years
and
feel like I'm not advancing anymore.
You: Glass ceiling?
Kim: I don't think so; business has been flat the last few
years and there's no growth or new openings.
You: Well, you've done great at Major Corp. It must be an
interesting field to be in.
Kim: It was more exciting at first when I got to travel.
You: Oh?
Kim: Oh, yes! (and Kim's into a 30 minute passionate
travelogue) [Now that you know what's important to the
candidate, begin the Romance by tailoring your presentation to
hit the candidate's hot buttons]
You: ...and we just took our Top Executives, people like
yourself, on a seven day Caribbean cruise for Leadership
Training and R&R...
Kim: And you get paid to do this?!
You: Y'know, Kim, this isn't for everybody, and I'm sure
you
have some questions or concerns.
Kim: I'm still not clear on exactly how you make money or
what
I have to actually do...
You: Let me tell you about Pat, one of the leaders in our
organization and what Pat's been doing to earn a five-figure
monthly income...
[At this point you edify Pat, who is in your upline, and
Educate Kim about the easily duplicable profit building
activities. Let the candidate in on one of the methods of
creating prospects on demand]
Kim: ...and the commission checks keep coming in forever
even
if I stop working?
You: Does this sound like something you'd be interested in?
[This is the Confirmation Step before going on to Qualifying and
the Take Away]
Kim: You said Pat started part time...
You: Kim, not everyone becomes a leader in this business
and
most people discover their talent for it by beginning part time.
And some of the best in the industry never got around to going
full-time! Let's say you qualified to start part-time, could
you find about 10 hours a week to build your business?
[You've positioned the take away and are into the process of
qualifying the candidate by finding out if they have the time,
money, equipment, support, understanding, and desire to work the business]
Kim: ...and my nephew said he'd come over and get me set up
on
the Internet!
You: That's great! Kim, I'm looking for someone to
take a
leader-ship role in building a large, profitable organization.
Based on your past achievements and the interest you've shown
today, I think you could be very successful in this industry...
Kim, this may not be right for you... [I'm sure you've figured out that this is the
"take away" phrase -not only does it put people at ease but gives both parties a
graceful out. It is also a great way to answer every objection, "Well, this
doesn't sound like a good fit for you..." In this case, we want to work with the
candidate, but are playing a little "hard to get" - and if you don't think that
raises desire then you haven't dated in a while!]
Kim: It sounds perfect for me, where do I sign?
You: In order to give you the best shot at succeeding as a
part-
timer, I suggest beginning on our Fast Start Qualifying Track;
this is the best and quickest way to demonstrate leadership
while working just a few hours a week... Does this sound like a
good way to start?
Kim: I want to be on the next Cruise!
You: Terrific!
[Out comes the paperwork, pens, credit card, Fast Start gift,
etc. Don't rush this part - double check everything. Next comes
the Guarantee and Commitment]
You: Kim, I'm really glad we'll have a chance to work
together -
and if anytime you decide this is not the right choice for you,
then I'll refund your basic startup distributor cost. And if you
decide to really build your business, I'll be there for you; for
every step you take, I'll take one with you. Congratulations! You've just personally
sponsored a sharp leader who will catapult your business into the stratosphere.
Don't forget to read Part I - Finding Leaders - biz56
and Part III - Retaining Leaders - biz61.
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Stephan Iscoe publishes the MLM Profit Letter, an online
Newsletter featuring tips, strategies, and secrets that will
skyrocket your MLM Profits! Get 12 Free Issues at
http://MLMProfit.net, A Practical
Resource for Networking
Marketing This article copyright 1998, Stephan Iscoe, MLMProfit
Network. Permission granted to reproduce, copy and distribute
this article only in its entirety and including this statement.
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