All successful direct selling companies (MLM and Party Plan alike) realize that the vast majority of those who join their companies and seek an income opportunity are not – nor do they wish to be – professional sales people. In fact, the thought of outright selling typically scares them to death. They don’t know what to say and when to say it. And they don’t know what to do in what order to build their business. So . . . you have to give them a simple, proven, step-by-step system to follow. Something they can do over and over again – and the more times they repeat it the more success they will experience in building their business and their income. This simple, proven, step-by-step system to follow is called: The Success Cycle.
Note: The Success Cycle is part of the overall Fast Start System – see additional LaunchSmart™ System Tool: RetentionSmarts™ Module 3 – Fast Start Success.
The Success Cycle – The General Principles
Great success cycles are built on four distinct phases which are repeated in a continuous cycle. The first phase (Assess & Set Goals) is the action that new recruits must be pointed toward – and that experienced distributors must be reminded of and pointed back toward in order to stay focused.
The second phase (Create an Action Plan) and third phase (Implement Your Plan) also require careful mentoring and support early in the distributor’s experience with the company, and become habitual thereafter.
The fourth phase (Report & Celebrate) cannot be overlooked, as reporting and celebrating improve motivation and assure that the cycle will be repeated.
At times, a complete cycle can take as little as a few hours or a day, and your company’s training systems – from day 1 after enrollment – should be designed to train, encourage, and reinforce the supporting behaviors.
The Success Cycle – Specific Examples
Below are three examples of success cycles – one party plan and two MLM. Your success cycle will have the approach you endorse and that fits the culture of your company. These examples will help illustrate what you have to provide – simple steps that almost anyone can follow to achieve success.
Party Plan Example A:
Step 1: Create your vision – determine your why.
This is where your field rep identifies why they want to be successful in their new home-based business. What do they want to change in their life, both from a lifestyle and an income perspective? What’s really in it for them?
Step 2: Set your business goals.
Most people don’t know where to start in this area, so it’s important that you give your new field rep a road map for their first 90 days. Make sure that the road map is aligned with your fast start reward system. Here’s an example:
| When | Do What | Reward |
|---|---|---|
| First 30 days |
|
|
| First 60 days |
|
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| First 90 days |
|
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Note: You will also need to provide annual road maps that show the path to higher income and leadership levels.
Step 3: Make a list of your warm contacts.
Help your new field reps identify their top candidates for their grand opening and additional parties to fill their calendar.
Step 4: Plan and conduct your Grand Opening party, and two more.
Step 5: Secure at least two additional parties and one prospective recruit from each party you conduct.
Step 6: Repeat the process.
MLM Example A:
Step 1: Become a product of the product by getting on autoship
Step 2: Create your vision — determine your why.
Step 3: Set your business goals (tie to fast start incentives – sales and recruiting)
Step 4: Make a list of your warm contacts
Step 5: Share samples of the product
Step 6: Invite prospects to a local meeting
Step 7: Enroll and train prospects
Step 8: Repeat the process
- Monthly targets:
- Invest in a monthly sample pack
- Give samples to at least 15 people
- Bring at least 4 prospects to meetings
- Enroll at least 3 new people
- Personally purchase at least 100 points in autoship
MLM Example B:
Step 1: Create your vision – determine your why
Step 2: Set your business goals (tie to fast start incentives – sales and recruiting)
Step 3: Make a list of your warm contacts
Step 4: Get on the first 1-800 training call – learn how to give out the 20 CDs that came in your welcome pack.
Step 5: Get on the second 1-800 training call – learn what to say when you follow up with your prospects
Step 6: Enroll and train
Step 7: Order more CDs and repeat the process
The enlightened path to stress-free sponsoring with greater results!
Principle-Centered Sponsoring™ is a proven approach to engaging prospects in home-based business, direct selling, MLM, and Party Plan. The following information, when implemented by your sales force, will increase their recruitment and retention.
Importantly, make sure that you seek:
- New ways for your distributors to instantly build rapport with prospects that leads to lasting and meaningful relationships;
- How to avoid the single biggest mistake that 95% of direct sellers make when conducting an opportunity interview;
- How your distributors will engage prospects in the interview process with powerful questions that help them tap into their why and then share it with the distributor;
- The skill of heart-centered listening so that it becomes their greatest key to effortlessly discovering their prospects deepest desires;
- Why most opportunity presentations fail to result in a YES and how knowing this single key can transform their business
SIX STEPS TO PRINCIPLE-CENTERED SPONSORING™
Principle Centered Sponsoring™ is a proven method of sponsoring people from a place of service. When your distributors come from a place of service instead of “What’s in it for them,” people will respond to them much better. The true secret to successful sponsoring lies in discovering the needs and desires of the prospect, and then sharing how your company can help fill those needs.
The significant advantages appear in the following forms:
- Easing concerns and fears about sharing the opportunity.
- Sharing the opportunity becomes natural, fun and stress free.
- Closing ratios increase.
- The stage is set for healthy relationships.
- The coaching process begins before the prospect even enrolls.
Step 1: Establish Rapport
By building rapport, your MLM distributors and Party Plan consultants turn a “business meeting” into a chat with a new friend. The most effective way to build rapport with a prospect is to practice the Five Principles of Success:
TRUST
Create a safe environment where she can share without feeling judged.
INTEGRITY
Make promises the distributor can keep, and share the business benefits openly and honestly.
RESPECT
Show a genuine interest in the prospect, their work, family and desires.
SERVICE
Keep the focus of your conversation on the prospect rather than on the distributor
AUTHENTICITY
Make the prospect feel comfortable by offering a compliment and smiling.
Step 2: Ask and Listen
The true secret to successful MLM sponsoring and Party Plan recruitment lies in discovering the prospect’s “WHY,” and then sharing how a relationship with your company can turn their “WHY” into reality.
The fastest and most effective way to discover how your company can fill the prospects needs is to practice three essential communication skills:
- “You’re the Expert” Questions
- Heart-Centered Listening
- I See You Acknowledgement
1. ‘You’re The Expert” Questions
Train distributors ask the following “You’re the Expert” Questions during conversations with prospects. The answers will reveal to the distributor how the prospects can benefit from your business opportunity.
- What do you love most about your life right now?
- What’s important to you at this stage of your life?
- If you could wave a magic wand and change some things in your life today, what would they be?
- What would that feel like?
2. Heart-Centered Listening
In “Heart-centered Listening” the interviewer gives 100% of their focus to the other person. They listen to the words, as well as their feelings, needs and energy. When they commit to Heart-Centered Listening they:
- Remain curious and non-judgmental.
- Ask open-ended questions (that begin with “what” or “how” avoiding “why” questions).
- Help the prospect explore their feelings.
- Give the prospect space to experience the feeling of not having what they want in life right now.
3. “I See You” Acknowledgement
Practice “I See You Acknowledgement” when you notice and honor your prospects’ qualities and strengths. Learn to recognize the difference between acknowledging their qualities, and complimenting their achievements. True acknowledgement recognizes the inner character of a person – who they are, rather than what they do.
Here is a partial list of qualities to look for and acknowledge:
- Enthusiastic
- Dedicated
- Generous
- Ambitious
- Fun-loving
- Kind
Step 3: Clarify Their Emotional “Why”
The greatest mistake made in business interviews every day happens when the interviewer speaks to the WRONG “WHY.”
Clarifying the prospect’s “WHY” is essential and it helps them understand what they truly want. When your prospect is in touch with their deep desires, they are more willing to enlarge their comfort zone.
The important stage of this step is for the distributor to make every effort to clarify their “why,” whether they get it right the first time or not. The simple act of stating out loud what they heard them say will help the prospect move closer to understanding it themselves. If the interviewer is wrong, the prospect will correct them, and together they will both move closer to discovering their deep desires.
Following is an example of how to clarify their “why”:
You certainly lead a full life, Carol, yet it sounds as if you really would like to
…Provide for your family and live a better quality of life.
…Bring some fun and excitement back into your life.
…Have something of your own that makes you feel like you make a difference.
They may need to further clarify their “why” through asking questions such as:
How would you feel about you if you achieved that goal?
How would your children feel about you if you were very successful in your business?
How would your spouse feel about you when you are highly successful with your own business?
Step 4: Make the Connection
Ask prospects what material things they are looking for in the business. After determining their primary and secondary needs, ask:
“Would you like me to share how this business might provide you with what you’re looking for?”
At this point, the interviewer should take some time to show the prospects how they can enjoy the top two or three things they are looking for.
| If they are looking for: | Show them how they can: |
|---|---|
| Extra Income | Earn money at every Show |
| Pay off a lump sum through retail sales | Move into leadership by building a team Start off part-time and work toward full-time by mastering the basics and building a team. Review the Career Plan only if they are interested in the details. |
| More Fun & Friends | Share the exciting world of home-based business with pictures! Pictures from convention, awards & recognition, photos of incentive trips, local team meetings, and business associates, family or friends. |
| Tax Benefit | Having a business makes good financial sense. Having a home-based business is the smartest way to reduce their annual taxes. Writing off child-care expenses, business mileage and business travel, office equipment and phone expense are just a few of the benefits. |
| Personal Growth | Enhance the quality of their life, gain new skills and discover a fresh enthusiasm for what they do. |
Step 5: Extend the Invitation
Find out where the prospects’ interest level is, and help them take action. Ask:
On a scale of 1-10 (with #1 being, “I would never consider becoming a Distributor” and # 10 being, “I want to sign my agreement and get started right away”), where are you on the scale? What additional information do you need to take you to a 9 or10? When would you be in a position to take the steps toward getting what you truly want?
Have the Distributor offer the “Pillow Test” to those who need to sleep on it. Tell them:
“Some people need to give it the Pillow Test. So, if tomorrow morning you wake up and are still thinking about this career opportunity, you’ve passed the Pillow Test and should give us a try. What time should I give you a call tomorrow to see how you did?”
Step 6: Follow-up, Follow-up, Follow-up!
Teach your MLM distributors and Party Plan consultants to keep track of their follow-up with every new prospect. They must know that some of your company’s top Distributors waited months before joining the team! You will want them to be politely persistent and not give up until they have attempted to engage the prospect at least five times.
Here are a few more techniques for your Distributors and consultants to learn about effective follow-up:
- Follow up fast, friendly, but not forever!
- Desperation breeds hesitation.
- Maintain a position of strength by letting go of the outcome.
- If they are hanging their hopes on a few, they are not talking to enough people.
- The more they interview, the less they will feel the rejection of a no!
Sometimes, signing a new Distributor really is a matter of asking at the right time and in the right place. You will want them to keep the door open to future possibilities by saying to the prospect things like “I can see that now might not be the right time to get started in your own business. May I have your permission to contact you in three to six months to see if anything has changed in your life?”
When you bring Principle-Centered Sponsoring™ into the culture of your company, your distributors will enjoy greater success in building the organization and have stronger relationships for better retention.