“I can’t sponsor.”
Those three words are one of the biggest lies direct sellers tell themselves. If that’s you, it might be because you haven’t found a comfortable, authentic way to talk about what you do.
The truth is, most (ok, all) women are looking for a side-hustle in this economy. So much so, that your party guests and hosts are showing you signs that they’re interested all the time.
And do you know what you’re doing?
Ignoring them.
Your limiting beliefs might be the cause, closing your mind to the possibility that successful women would want to do what you do. Instead, you pick the low hanging fruit and recruit kitnappers who just wanted the product or discount, but have no real interest in building a business. Not to say a kitnapper won’t be your next superstar because they might be, but it’s way easier to recruit motivated people than it is to try to motivate the people you recruit. Ya feelin’ me?
Kick that crazy liar outta your head and listen in for the top questions that let you know someone is most likely interested in learning more about what you do. And yes, that could be your chiropractor, lawyer friend, teacher, or the pharma sales rep in your Mom’s Group.
Listen for the top 5 “I want to learn more” questions:
1. Can you really make money doing (company)?
2. How many parties do you do each week?
3. How long have you been doing that?
4. How do you have time for that?
5. Do you have to do parties?
(insert buzzer sound) All those questions are signs that your friend, host, or party guest might want to get a little closer to see what your biz is all about.
Here’s an example of the right way to respond to question #3:
“I’ve been doing this for (number) years or months. At first, I didn’t think I’d have the time but it’s been super flexible and we finally have some wiggle-room after the bills are paid. I’m curious, have you ever thought about it?”
Hint: They have. That’s why they’re asking. And notice how I overcame the “I don’t have enough time” objection in my response there?
Avoid going all panther-like and take a breath. This is not the time to send a picture of the starter kit, recruiting brochure, or opportunity video. Instead, LISTEN. You’re having a conversation. Just two people having a casual chat.
If the response is favorable but there’s an obstacle like, “I have been thinking about it, but I’m just sooo busy”, ignore them. The obstacle is almost always an excuse. The real reason is usually more about a lack of confidence and belief. Turns out your potential recruit has the same fears that you do.
Here’s what to do about it. Keep the conversation going by ignoring the obstacle and ask: “So, what interests you most about it?” Your objective here is to listen. Build their confidence and belief by letting them acknowledge why they were thinking about it in the first place. With a big enough why they’ll figure out the how.
The more they (insert customer, party guest, friend, etc..) are talking, the more they will figure out their obstacle and work it all out in their head. All you have to do is believe in them. Keep nodding and repeat back what they said to you so it sounds something like…
“You’re saying you really like the flexibility, and this will give you the extra money to help with bills, but you’re not sure if you have the time?” Nod. Smile. Nod. Give them a chance to respond and reply back with a simple solution, “I know we’d have a blast working together and I’d love to help take some of that financial stress and worry off of you. How does a practice party sound to see if we can make it work with your schedule?”
This is a no-brainer solution. Seriously, why wouldn’t they want to try it? By the way, nodding and smiling works on a voice message too because they’ll feel your vibe.
If the response is favorable schedule their “practice party” and keep building their confidence by host coaching for a successful launch. Or, if they are hosting an upcoming party turn that into their launch party. By the way, practice party is a term I made up. It makes it less scary for your potential sponsor to give the business a try with no big commitment. The reality is, once they give it a go and build their confidence they’ll be all in.
If they are still on the fence it’s best to move on and sponsor your next host or customer. Fence-sitters usually say they “have to think about it” because they don’t want to say no to you.
Sponsoring should feel like a conversation between friends who care about each other, not a yucky pitch where you’re trying to convince the person you’re speaking to (or at) that they should be “joining your team.” You can usually tell that’s not working when your potential sponsor or recruit ignores your messages.
Now repeat after me: I can sponsor. I can sponsor. I CAN sponsor.
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Lynn Bardowski is an award-winning entrepreneur and bestselling author of Success Secrets of a Million Dollar Party Girl. She speaks to global audiences about work-at-home success, vision and branding and is a resource for press, media and bloggers. Like her on Facebook, follow her on Twitter and subscribe to her YouTube channel.
