Five Steps in the Recruiting Process
Following is an explanation of the five steps to success
in the recruiting process.
Recruiting is simply a series of
exposures of your prospect to your information leading to a decision.
Did you get that?
As a networker, you are in the business of
exposing people to your products, services, and income opportunity... and then,
collecting decisions.
I now want to suggest five simple steps you can
take in order to be more successful in your prospecting efforts. Once you fully
understand the simplicity of these five steps, you'll be ahead of the vast
majority of the population and well on your way to success.
Five
Steps to Success
These five steps are the same regardless of your
product or service, the same for any of the special programs, and will work for
any business. I have refined them down here to only the essentials... as you
become more experienced, these steps will be developed out more fully and
covered in the advanced training.
- Find Leads
- Qualify Your Leads to become Prospects
- Make your Presentation
- Follow up
- Close
 Another way to picture these steps is with a baseball
diamond. The four bases are the foundation of the Freedom
LifeStyle marketing system. Learn how to move YOUR prospect from base
to base until they reach Home Plate!
With the tools and strategies we
provide, you can reach each base with your prospects. Then teach your signups
how to advance their runners to Home Plate!
- The Pitch - Obtaining Leads
- 1st Base - Qualifying Leads
- 2nd Base - The Presentation
- 3rd Base - Follow Up
- Home - Sign up and Train
Once you learn how to get to Home Plate of our marketing
system - you've mastered the business. It's really simple.
 1. Get in the Game
or Stepping up to Bat
One of the most important elements in our system
and the most critical is generating leads - or finding people to talk
to.
Without a fresh supply of leads regularly for you and your
downline organization, your business will not grow.
 Using the above baseball analogy -- without the pitch, you never
get the chance to hit the ball and advance to 1st base. And, the pitch won't
come until you step into the batter's box indicating you're ready to play.
There are many ways you can find leads for your business and we'll go
into more details about suggested lead generation systems in the more detailed
Prospecting article.
For now I
suggest you begin by ordering a quantity of leads to get started and to become
familiar with how the invitation process works. If you joined either Leaders
Club or Empowerism, you'll have access to leads every month. Otherwise, you'll
have to find another source of leads.
2. Qualifying Your
Leads
 Once you get the pitch (or obtain
a lead), your next goal is to "qualify" them to determine if they have an
interest in a home-based business. The BEST way to begin doing that is with a
personal telephone call, perhaps using a simple invitation inviting them to
watch the online presentation on your web site.
When contacting people
initially, you have only one goal: to qualify the lead to determine if they
have an interest in a home business, and if so... get them to review more
information. That's it! You're not selling them on the product or the
business. Again, DO NOT overcomplicate this step.
I'll go in to greater
detail about using automated systems for qualifying your leads HERE, but for the time being, you should begin
inviting your prospects to your web site.
3. Make the
Presentation
 If your prospect is "qualified" from the previous step
and has an interest in a home-based business, this next step will begin the
process of giving them the information they need to make an informed
decision.
Fortunate for us, Follow Our Lead Team does the
sales presentations for you with the web site and our online meetings. You DO
NOT need to make the presentation yourself. YOUR job is to INVITE people
to the website and meetings.
Simply invite your prospect to join us in
our conference room at the appointed time to learn about what our team is doing
to build a business. Remember, you are NOT selling... you're only inviting your
prospect to review more information.
If you're uncomfortable using the
telephone to invite prospects, work with your sponsor who can do a 3-way call
with you until you become comfortable making the calls yourself.
4. Follow
Up
 Most of your income will come as a result of
your following up with prospects.
"The Fortune Is In The Follow
Up."
This step might involve multiple tools including personal
email, the telephone, Instant
Messenger, and an automated drip email autoresponder system.
After
you've used the telephone to invite a prospect to your web site you should
immediately follow up with a personal email. This is a simple email reminding
your prospect of the link to your web site.
I recommend you load each
of your leads into a long-term drip email followup system.
In a day or
two you next want to follow up with your prospect on the telephone to verify
they have visited your web site and if not, to re-invite them. If your prospect
has viewed your web site, your next step is to answer any questions they may
have and to move them to the next step -- the Close.
5.
Close
 Remember, recruiting is simply a series
of exposures of your prospect to your information leading to a decision. If
your prospects have been moving through the previous steps, oftentimes they
will close THEMSELVES and sign up without you actually closing them. For
others, you'll need to use the telephone and a personal contact to suggest
their next step.
As you become more experienced and comfortable on the
telephone your closing ratio will improve. Don't be surprised when you are
starting if your prospects don't join you right away. You will likely need to
refine your prospecting (inviting and closing) skills before you see higher
closing ratios.
The important key right now is to PRACTICE. Consider
your first 100 leads as practice leads allowing yourself time to become more
comfortable and effective in your phone skills. We will discuss more techniques
for prospecting and additional tools you might use in other sections of this
web site.
In Summary...
You now
have the basic resources for completing the five success steps and here are my
personal recommendations for implementing the five steps...
- Find Leads
- Qualify Your Leads
- Make your Presentation
- Follow up
- Close
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