How To Build A Team In Direct Sales

Author: Susan Squier

Building a team takes place, on purpose, at your shows and away from your shows. On purpose means being presentable at all times, having catalogs on hand at all times, asking everyone you encounter to join your team, and making a conscious, consistent, effort to build your business. Building a team doesn’t happen over night; it takes work and planning. Building a team is sharing your opportunity with others and helping them overcome their fears and hesitations. In return, you’ll have expanded your business, made life long friends, and built a residual income.

Guidelines

Before building your team, put together guidelines for your recruits to follow. From the very start, your recruits need to know exactly what is expected of them. Your recruits will have many questions, like:

How many shows should they book?
Will they need to attend meetings?
Should they first try to find the answers in their Consultant Manual?
What are your business hours?
How much time will they get from you?
Will you give the same amount of time to the recruit who continues to do nothing as you would the recruit who does shows on a regular basis?
How much will they earn?
Will they be required to submit a minimum amount of shows each month?

Your answers should be the same for all recruits; no favorites. Guidelines will keep you in control and help your recruits feel secure.

Outside Of Shows

Away from your shows you should be a walking, talking advertisement. When your mouth is closed, so is your business.

Running errands is a great opportunity to build your team. While running your errands to any of the following places post office, gas station, grocery store, department stores, the mall, hair dresser, tanning, kids games strike up conversations and ask questions, like:

Would you like to earn an extra $200 to $400 a week, part-time?
Would you like a free shopping spree?
You look miserable, would you like a fun job that pays great?
Would you like to party for a living?

This is when being prepared comes in; always have business cards and catalogs on hand.

When handing out your catalogs be sure to get names and numbers or you'll just be wasting your time and your catalogs. And if they don't want to book a show, or take a catalog, ask if they know someone who may be interested.

Show Arrivals

Arrive 30 minutes early to your show. This gives you plenty of time to set up so that you never look or feel rushed.

When walking into your hostess’s home, don't be overloaded with bags, but don't make five trips back to the car, either.If your job looks hard, you will be hard pressed to find anyone who will join your team.

Demonstrations

During your demonstration start planting sponsoring seeds to stimulate interest. Throughout the demonstration, nonchalantly ask the following questions:

Who could use an extra $100 a week?
Who would love to be their own boss?
Who likes free shopping?
Who wants a flexible schedule?

Then give out tickets to those who raise their hands.

Later, play a game called “Ask Me”. The guests have 3 minutes to ask you anything about your job with each question resulting in another ticket for the guest. At the end of the evening, have them sign their names on the back of the tickets, then host a drawing for a prize.

This is much more effective than you giving the big boring sponsoring speech. Just keep in mind that your demonstration is to stimulate interest; very rarely will someone jump out of their seat and say “Sign me up.”

Closing Orders

When closing out orders, ask each and every person the following questions:

Did you have a fun tonight?
Do you have any questions for me?
When would you like to have your own shopping spree?
Have you ever thought about doing what I do?
Do you know anyone who likes to party?

If it’s yes, great, schedule their first show.

If it’s no, first try to overcome their hesitations. If it’s still no, ask if it’s a "no not now" or "no not ever". Then, if it’s still no, go for the referral. Ask these same questions whether you’re looking to book more shows or hire recruits. You must ask every one. You can’t pre-judge as most people are waiting for a personal invitation.

Final Thoughts

Finally, keep this quick tips in mind every time you host a show or greet a potential customer.

Always have fun and smile.
Keep demonstrations short and simple.
Don’t try to be perfect; be yourself.
Allow for mistakes; when you make mistakes, it makes the idea of your job less scary.
Don’t over dress; business casual is best.