As a direct seller there are two ways to make money: sell things or grow a team. There are so many direct sellers I’ve seen not fulfill their true potential because they overcomplicate growing a team, they get in their own heads. But I am here to tell you, it doesn’t have to be that hard, friends!
Think about it this way. You are a direct seller representing a brand you love. You don’t have a problem representing that brand and selling all the goodies because you see the value in them, right? You know that these products you’re selling have the opportunity to change the way people do things, make their days more fun, simplify things to make their lives easier, help them make themselves a priority.
Well, let me ask you a question. How is asking someone to join your team any different than that? In a way, you’re presenting them with the opportunity to change their life, that’s much bigger than the transformation a single product is going to provide them, right?
So why is it that we feel so comfortable selling products, but not “selling” the lifestyle our business has allowed us to live?
After coaching tons of direct sellers, I discovered there are five things that people do that make recruiting harder for themselves. The good part? They’re all super easy to overcome. Let’s dig in to what those things are, and how to fix them if you find yourself guilty.
The Wrong Mindset
The biggest problem I see is mindset. Mindset matters, y’all! I need you to ask yourself, “Who is recruiting really about?” I’ll let you in on the answer. It isn’t about you. Like I said before, it is about the women you’re asking to join you on this crazy journey of entrepreneurship. It is about how your company can change their lives just like it did yours. If you frame your mindset to think first about how the opportunity could help someone, it makes it easier to ask them to join your team.
We let our minds race and think well, what if I don’t say the right thing? What if they ask me a question I don’t know the answer to? How the heck am I going to train people? I’ve never been a leader before! What if they don’t do anything?
Y’all, stop letting those questions rule your brain. Instead focus on one simple question:
How could this business opportunity transform THEIR life?
When you get nervous or scared about asking someone, ask yourself why? It isn’t a marriage proposal, friends, it’s not that serious. In reality, most kits cost less than a dinner at a decent restaurant with the whole family. That small investment can allow a Mama to stay at home with her kids, allow someone to get out of debt, allow someone to pursue their dream of traveling with their family.
So every time you start letting your mind race and think about yourself – I want you to relax, pump the breaks, and think about them and what the opportunity could lead to for them.
A quick mindset shift that makes the ask a lot easier.
Overthinking Who to Ask
There is a simple answer to who you should be asking to join your team. The answer is everyone. You offer it to everyone.
The thing is you can’t read people’s minds. We tend to tell ourselves, oh she wouldn’t need this, she’s got XYZ going on already or her husband makes plenty of money I’m sure this wouldn’t be for her.
But the truth is everyone has their own why. You may have heard me tell this story before, but my upline never actually asked me to join the team. She figured I was busy homeschooling four kiddos and I had a nice house. But what she didn’t know is that yeah, I was busy with four kiddos, but I couldn’t wait to take off that Homeschooling Mama hat and spend a night with some friends. I would have joined so much sooner if she had just asked.
Think about your business in terms of a pie chart. The pie chart is everyone that loves your products. But not everyone on that pie chart is going to love your product in the same way. Some are hostesses that love having parties, some are guests that love purchasing products, and the smallest percentage will be those ladies who have purchased and been a hostess enough that they’re ready to join your team. Not everyone is going to want to join and that’s okay. If they did, you’d be out of a job! If everyone wanted to be a teacher, or a plumber, or a doctor, our world wouldn’t go round.
You need all these roles to build a thriving business and you don’t know who is going to be in that small percentage that want to join your team unless you ask, figure out where they land on that pie chart and regardless of the response, you’re working your business and growing!
Overthinking What to Say
This is a big one. But let me put it this way. You can’t say the wrong thing to the right person. If you have someone who is already sold or interested, there is probably not much someone can say to tell them otherwise. You’ll find those people as you practice your ask, and for every conversation you’re learning something new.
When my son started 7th grade, he had to write his first ever one-page paper. He did it, and he came back to me, mind blown, overwhelmed, didn’t know what just happened. But a few years later, I know that same experience is going to seem easy for him. After doing it for years, fine tuning his skills, practicing and perfecting his strategies, he’s going to be able to write a ten-page paper effortlessly.
The same thing goes for your ask. You have to practice asking, you have to craft your ask.
Too many direct sellers look at their conversations asking people to join their business as a pass or fail scenario. It isn’t! If you don’t get a yes, don’t see it as a fail, see it as a learning opportunity. It also likely wasn’t your messaging; it was likely their current life situation or it’s just not for them – you can’t take it personally, all you can do is learn from the interaction and apply it in the future!
A good place to start is asking your hostesses. They are your #1 prospect. You know that they’re willing to open up their home and share these products with their friends, many of them are ready to join a team – so start there and build your confidence!
Thinking Everyone’s Why is the Same
Not everyone gets into direct sales for the same reason. Many direct sellers go into their ask assuming that everyone has the same goals and desires as them, which isn’t the case and can sometimes lead to the wrong messages being shared.
Everyone is different! The best way to get over this is to simply ask “What would you want this company to do for you?”. Right off the bat they’ll answer with their why.
Whether it’s making enough money to pay off a car, to make money so their children can go to college debt-free, heck it could even be they just want a lil’ discount on the product because they love it so much! You’ll never know their why and how you can convince them it’s the right opportunity for them unless you ask. We complicate it by only focusing on what we wanted out of the business!
The other thing to think about is that you don’t want to build a team of little yous right? It would get a bit boring if everyone on your team had the same goals, aspirations, and personalities. Variety is the spice of life and it’s the spice of being a team leader!
Becoming a direct seller means so many different things for so many different people, be inclusive, embrace those diverse whys and your team will grow.
Not Doing it Enough
How do we learn how to do something? Out of practice. It’s like muscle memory. You have to go through the process so many times before you get your recruiting legs on, y’all! It doesn’t happen overnight.
I bet you your top leaders in your company started out exactly as you are. I know I did! They started out fumbling over words, asking how to be a leader, questioning every move and convincing themselves they didn’t know what they were doing.
The more you ask, the better you’ll get, the more confidence you’ll grow. The stop and start method doesn’t help. Practice makes perfect, and it’ll help you craft an ask that works!
Set a goal for yourself to do x number of asks a week or dedicate a push month to growing your team – this is where you will see results.
It’s Time to Grow…
At the end of the day, you know how your direct sales business has transformed your life, right? Why don’t you make it easier on yourself to share that with others? You’re not embracing your opportunity to change lives if you don’t ask. You could be the reason a single mom is able to maintain her flexible schedule, you could be the reason a family gets to go to Disneyland like they’ve always dreamed – you could change lives, it all starts with the ask.
Now, pick up that phone or get that email open. Who are you going to ask first?