“I can’t sponsor.”
Those three words are one of the biggest lies direct sellers tell themselves. Probably 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 hostesses are showing you signs that they’re interested all the time.
And do you know what you’re doing?
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, sponsoring kit-nappers who just wanted the product or discount, but have no real interest in building a business. Not fun.
Kick that crazy liar outta your head and listen in for the top 3 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 or even the Pharma Sales rep at the party.
Listen for the top 3 “I want to learn more” questions:
1. Do you need help unpacking?
2. How many parties do you do each week?
3. How long have you been doing this?
(insert buzzer sound) All those questions were signs that your friend, Hostess or Guest might want to get a little closer to see what your biz is all about.
While you’re worrying about being pushy, your Hostess or Guest is thinking you don’t even believe in them enough to help you take some products out of a box. Or find out why they’re asking.
Here’s an example of the right way to respond to question #1:
“Thanks so much! I’d love your help!” Then continue to compliment them on what a skilled box unpacker they are and start a conversation like this,
“You’re way more organized than I am. Have you ever thought of giving this a try?”
Avoid going all panther-like and take a breath. Then LISTEN. You’re having a conversation. Just two women having a little fireside chat.
If the response is favorable, but there’s an obstacle like, “I have, but I just don’t have the time.”
Keep the conversation going by ignoring the obstacle and ask: “What interests you most about it?”
The more your (insert Hostess, friend, customer) is talking, the more they will figure out their obstacle and work it all out in their head. All you have to do is believe them. Keep nodding and repeat back what they said to you so it sounds something like…
“You’re saying you really like the flexibility so you can have more time to take care of your son. And this will give you the extra money to get a new car?” Nod. Smile. Nod. Give them a chance to respond and reply back with a simple solution, “I’d love to help you (fill in the blank with their response). How does a trial run sound to see if we can make it work for 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 customer goes all Zombie on you. Even though The Walking Dead might be your fave show, that’s not who you want to sponsor.
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.