SHARE THE CAUSE, SHARE THE DIFFERENCE SEMINAR The complete guide to recruiting for success Power Point version available on Rena Drive 1
FOR THIS SESSION YOU WILL NEED THE SEMINAR THE WORKBOOK YOUR CIRCLE YOUR STARTER KIT (digital or printed) (digital or printed) (digital or printed) OF INFLUENCE (RW120) fjlled out 2
Establish your warm and cold markets This step takes place before the Perfect Presentation. It is IDENTIFY included here to complete the larger context . • Introduce yourself and Rena Ware APPROACH • Decide: start presentation/make appointment/ask for referrals 1. Pave the way 2. Share the Cause and invite your prospect to join your team RECRUITING 3. Share the Rena Ware Difference (recruit) 4. Enroll your prospect SEMINAR •At the beginning FOCUS of a presentation PRESENT 5. Share the products (sell) 6. Close the sale (steps 2-4) •At the end of a 7. Ask for referrals presentation (step 8) 8. Share the Rena Ware Difference again (if not successful before) Be a good Team Leader FOLLOW UP The Sale after the Sale 3
SEMINAR CONTENT 1 Recruiting basics 2 in this session The recruiting process in 6 steps 3 Recruiting skills 4 Practice in your own time 5 Assessment PAY ATTENTION TO THE FOLLOWING ICONS questions for you to answer role plays/simulations page(s) in this seminar exercises 4
RECRUITING BASICS 1 5
RECRUITING BASICS What is recruiting? Why do it? p. 9 6
RECRUITING BASICS STRENGTH in NUMBERS How much recruiting? What helps you? 1 2 from from YOU RECRUIT RECRUITS YOU + + or 2 4 from YOUR TEAM RECRUITs from RECRUITs YOUR TEAM per GROUP 3 per GROUP = = 6 IN YOUR IN YOUR RECRUITS ORGANIZATION ORGANIZATION RECRUITs per WEEK per BONUS PERIOD (2 WEEKS) 7
RECRUITING BASICS THE 7 NEEDS 1 2 3 What are they? pp. 12-13 4 How are they met in Rena Ware? 5 Optional ex. 4 6 7 8
RECRUITING BASICS RECRUITING ETHICS ¿True or False? When approaching prospects for the fjrst time, you mustn’t tell them 1 | why you are approaching them or give them your contact information. You mustn’t make any representation of earnings from a Rena Ware 2 | business that is not included in offjcial company materials. You mustn’t tell or promise your prospects that they will earn 3 | a specifjc amount of money if they join Rena Ware. You shouldn’t explain to your prospects how the earnings plan works. 4 | You mustn’t promote employment opportunities in marketing or 5 | other areas. p. 14 9
THE RECRUITING PROCESS 2 10
THE RECRUITING PROCESS 6 STEPS to RECRUIT EFFECTIVELY SHARE THE ENROLL YOUR 1 IDENTIFY 2 APPROACH 3 SHARE THE CAUSE 4 5 6 FOLLOW UP DIFFERENCE PROSPECT For each step: Details Summary pp. 17-25 table 2 p. 6 WHAT TO DO WHAT TO USE WHAT TO SAY 11
THE RECRUITING PROCESS 6 STEPS to RECRUIT EFFECTIVELY STEP 1 | IDENTIFY What do you use to identify your fjrst prospects? p. 18 12
THE RECRUITING PROCESS 6 STEPS to RECRUIT EFFECTIVELY STEP 2 | APPROACH What do you use to approach your cold market? What do you use to approach you warm market? p. 19 What do you say in each case? What do you say to make an appointment? Optional ex. 7 Practice Steps 1-2 13
THE RECRUITING PROCESS 6 STEPS to RECRUIT EFFECTIVELY STEP 3 | SHARE THE CAUSE What do you use to share the Cause? Before talking about the Cause, what transition can you use: ...with your cold market? ...with your warm market? What do you say to connect the question on page 15 pp. 19-21 of the Water fjlters brochure (AQ700): ...with your cold market? ...with your warm market? Practice Step 3 14
THE RECRUITING PROCESS 6 STEPS to RECRUIT EFFECTIVELY STEP 4 | SHARE THE RENA WARE DIFFERENCE What do you use to share the Difference? What 3 things make Rena Ware different than other direct selling companies? What are 3 benefjts of starting your Rena Ware business? What 2 questions can you ask your prospect to pp. 21-24 make the message more relevant to them? What are 2 ways to connect the Difference with your prospect’s interest? What can you say to assume the enrollment? Practice Step 4 15
THE RECRUITING PROCESS 6 STEPS to RECRUIT EFFECTIVELY STEP 5 | ENROLL YOUR PROSPECT What do you use to enroll your prospect? What can you do to help your prospect get ready for the fjrst training session? pp. 24-25 16
THE RECRUITING PROCESS 6 STEPS to RECRUIT EFFECTIVELY STEP 6 | FOLLOW UP What can you do to follow up on an enrollment? What can you ask your prospect to show p. 25 interest in their development? Practice Step 6 17
RECRUITING SKILLS 3 18
RECRUITING SKILLS THE COURAGE to BE VULNERABLE What does it mean to be vulnerable? What are 6 ways to engage with your vulnerability? pp. 28-30 19
RECRUITING SKILLS LISTEN for NEEDS What barriers can prevent you from listening? What can you do to overcome these barriers? p. 31 20
RECRUITING SKILLS LISTEN for NEEDS What are issues? 1 2 What are feelings? What are needs? Example 3 Prospect: I don’t know how long I can pay my mortgage. In this example: What are... ...the possible feelings? ...the possible needs? p. 32 21
RECRUITING SKILLS LISTEN for NEEDS 1 Identify and acknowledge feelings and needs Representative: Are you worried because you would like to be sure you can sell effectively? What is the feeling? p. 33 What is the need? 2 Offer options ex. 3-4 Representative: You could join, do it part time and then evaluate... 22
RECRUITING SKILLS MANAGE OBJECTIONS L... What is an objection? C... L.C.O. What does L.C.O. stand for? O... pp. 34-35 23
RECRUITING SKILLS MANAGE OBJECTIONS What do you do to listen to an objection? LISTEN Turn the following objection into a question in your mind: p. 35 L.C.O. CONFIRM I don’t know how to sell / recruit. OFFER 24
RECRUITING SKILLS MANAGE OBJECTIONS What do you do to confjrm an objection? LISTEN Confjrm the following objection: L.C.O. CONFIRM I don’t know how to recruit / sell. p. 35 OFFER 25
RECRUITING SKILLS MANAGE OBJECTIONS Present options to overcome the following objection: LISTEN I don’t know how to sell / recruit. L.C.O. CONFIRM p. 35 OFFER 26
RECRUITING SKILLS MANAGE OBJECTIONS What are the most common recruiting objections? pp. 36-37 27
PRACTICE THE RECRUITING PROCESS Role play 1 or Role play 2 Appendix 28
Stop: What did we do that is not effective or even counterproductive? Keep: FEEDBACK ON THIS What did we do that is effective and we TRAINING SESSION should do more of? Start: What didn’t we do that could be effective and we should start doing? 29
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