As a direct seller, you’re responsible for your own success, but that doesn’t mean you’re on your own—there is a big difference! Part of the reason you may love being in direct sales is the team mentality. Hopping on those weekly and monthly team calls with like-minded people from across the country or the world is empowering!
Often, you are searching for your tribe when you start in direct sales, and it is in these tribes where you can find your biggest cheerleaders and friends. That is what it means to be on a team in direct sales!
As you grow, as you start to invest in your business, growing your tribe of team members is likely a top priority. But just because you want it doesn’t mean it will be easy. That’s life, right?!
But with the following tips, you’ll be able to start growing your team through effective conversations. I’m sure of it because I’ve seen it work!
Want a proven plan for growing your direct sales business without feeling like you're chasing your tail? The Direct Sellers Business Blueprint explains the 4 key areas you must master to build a simplified, systematic business. It will even tell you which area to tackle first, so you can stop feeling overwhelmed or confused about what to do next. The best part? It's completely FREE!
GET OUT OF YOUR OWN WAY
The biggest reason I see a direct seller fail at building a team is that she’s getting in her own way. Most of the time, without even realizing it.
You see, we all have limiting beliefs. Whether it’s a fear that you’ll be a bad leader, or have a habit of taking no’s personally, or even listening to that little devil on your shoulder telling you you’re doing it “all wrong”—whatever your limiting belief is, it’s holding you back.
Instead, think about your recruiting conversations coming from a place of service. How can asking someone to join your team bless their life? Obviously, there is a reason you are in the business. How has it blessed your life? It could do the same, or more, for someone else. You never know what situation someone is in and what they need. Even if you aren’t sure they’d be interested, always ask. Think about it in terms of what is in it for them if they join, not what it is in it for you!
This will lead to a more natural approach that leads to more positive results and conversations!
ASK QUESTIONS & BE CURIOUS
Direct sales is a relationship business, plain and simple. Get to know your hosts, get to know your guests, get to know your fellow team members—all those relationships are important! Without relationships, it’s unlikely you’re going to make enough sales to support your hobbies or reach those big sales goals you have for yourself and your family.
You may be asking, “Well, how do I do that?” You ask questions! You pay genuine attention to everyone you encounter with authentic curiosity about their life, family, hobbies, goals—all the things.
You don’t have to be wildly outgoing to be a successful direct seller. Just have a list of simple questions you’d ask anyone in casual conversation and let it flow. Think questions like:
- How do you know so and so (host, other guests, etc.)?
- Do you have children, how old are they?
- Do you work outside the home, or are you a full-time mama?
- What are your favorite things to do as a family?
- Where are you from?
You could also lead in with your own answer to make them feel more open and connected to you. Share your kids’ names and ages, then ask about their family. Simple conversations can go a long way to building relationships. You want them to feel like they’re getting to know you, but you want to get to know them too!
LISTEN EMPATHETICALLY
Sometimes it’s good to know when to shut your mouth. That may sound sassy, but when your business is built on relationships, you need to let the other person talk! When you get nervous about something, it’s easy to word vomit. You share everything, many of which do not need to be shared. Sound familiar? We all do it, and it’s okay.
But here is where you need to learn empathetic listening. Empathetic listening is a style of listening that is designed to build relationships through understanding. It requires skills like being open and non-judgmental, giving undivided and authentic attention, validating thoughts and feelings, and repeating to understand.
So, when you’re asking the questions, and they respond, you must pause, truly listen, and soak it all up to respond in a way that provides value for them.
OVERCOME OBJECTIONS WITH A SOLUTIONS LENS
When you start to listen, a lot of the time, you’ll hear objections. Probably about 95% of your Asks, in the beginning, will be a no with an objection. Do NOT take it personally because it’s not about you. Listen to that objection and work out how your business opportunity can solve it in your head. Then, share it!
Think about it this way: an objection is a problem, and your business is the solution to that problem. You just have to figure out how.
For example, if they say, “oh, well, I don’t have time,” share how your busiest team members make it happen and how the extra income could free up more time as they can start to outsource and spend on products to make their lives easier.
If they share that they don’t think they have a big enough network to make sales, that’s okay! Express how all you really need is a friend or two that will host a party, then as you start to book parties with friends of friends, your social network will grow, as will your business. Double whammy!
The key here is to validate their concern, then provide the solution in your response. Use phrases like:
- Oh, my word! I totally understand that.
- I hear you!
- We have a few other team members who were in your exact same position.
- I feel your pain, mama…
By starting with these phrases, you ensure they feel heard. You show you were listening. And you share the solution that will help them as it’s helped others before them!
ASK THEM TO JOIN
Okay, this may seem slightly self-explanatory, but you’d be surprised! Getting caught up in your words is easy when you’re nervous. So, while you may think you are asking someone to join, you may not be making your Ask clear enough. You need to spell it out for them explicitly.
Here are two Asks that will help you be more explicit:
- Are you ready to order your starter kit today, or do you have any other questions?
- I have an idea. What if we got you your kit today!? We could get you started on some parties, and you could have your first commission check on XYZ date. What do you think?
Easy peasy! You put an urgent call to action by using the word “today” and sharing that they could have more money in their pocket in just two weeks. You’re making it real.
IT’S TIME TO TAKE YOUR TEAM TO THE NEXT LEVEL
It’s important to remember that everything takes practice. Leading and building a team are both skills that take learning. You’re going to make mistakes, and you’re going to find things that don’t work as well as others. You’re going to get down on yourself and say you’re “not good at it.”
But when was the last time you were perfect at something the second you tried it?
I’m going to guess it’s been a bit. You need to change that self-talk to “I’m not good at it YET” or “I’m killing it, but I can work on some things.” You have to crawl before you can run, so take those baby steps, gain confidence, learn new strategies, and use these five foolproof tips for effective recruiting conversations, and you’ll be on your way to building your team and tribe. I know it!
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Want a proven plan for growing your direct sales business without feeling like you're chasing your tail? The Direct Sellers Business Blueprint explains the 4 key areas you must master to build a simplified, systematic business. It will even tell you which area to tackle first, so you can stop feeling overwhelmed or confused about what to do next. The best part? It's completely FREE!
Mary Haynes is a highly successful direct sales leader turned strategist and coach. Her passion is helping party plan people streamline and scale their businesses using simple, proven strategies. Her goal is to eliminate business overwhelm so direct sellers know exactly what to do and when to do it. Mary is also a homeschooling mama that lives in sunny Florida with her husband, 4 kiddos, 2 dogs, and various other backyard animals.
