This is part 1 in the “How to Overcome” series that delves into how to deal with objections when you’re talking to potential new team members for your direct sales biz.
When people are faced with a big decision, like joining your direct sales biz, they often need a lot of information to overcome the questions or objections that their mind (or their partner) throws up.
This series of articles is intended to help you talk to them about their objections. It’s not meant to steamroll over their questions (because an objection is really a request for more information).
These articles are not encouraging you to be pushy! With these articles I want to help you understand what the objections mean and how you could address the questions people have about starting a direct sales business.
So let’s get started with the first, and most common, objection:
“I’m sorry, but I can’t afford to join your direct sales biz….”
If you have tried to recruit people to your direct sales business, you will have heard this sentence.
It’s such a common objection that if you haven’t heard it, you haven’t been recruiting!
In this article I’ll go deeper into why people say this and what you can reply to help you to be prepared in your recruiting chats.
What are people really saying?
Before looking at how to deal with the objection, let’s have a look at why someone might have said it:
- They genuinely can’t afford it. Sometimes people really don’t have the money to join your party plan business even though they would like to.
- They have the money but they have other things in mind to spend that money on. Your offer isn’t a high enough priority for them. They are really saying: “I can’t afford to spend money on something that I don’t think is very important….”
- They have another worry or concern that makes them believe it won’t work for them. In that case what they’re really saying is: “I don’t’ think this will work for me so it would be a waste of money. And I can’t afford to waste that money….”
How to deal with each reason
1) They genuinely can’t afford it
If someone is genuinely interested but really can’t afford your offer, keep them as a lead.
You could ask when a good time is to contact them again and schedule a follow up that suits them better. In fact, you could still make your offer, saying something like: “That’s okay, you don’t have to join right now. I’d still like to share the business opportunity with you for the future. How about we have a coffee and a chat?”
This will be a low pressure conversation because you’ve already agreed they don’t need to join right now. It could still lead to them joining in the future or them referring someone to you.
More importantly, if the real reason was number 2 or 3 you have a second chance to talk to them!
2) They can’t see the value
You haven’t made the value of your offer clear to your leads and they’ve told you that they ‘can’t afford it’.
When you present your offer, you need to find a way to present the benefits that will appeal to your leads.
For some people the benefit of a direct sales business is the flexibility, for others the fact that they can be with their kids. Some people like the friendships they make, others are ambitious and like the recognition along the way. I’ve also met people who do a very different job during the day and like to do their direct sales business as a side hustle to enjoy their evenings with like-minded women.
If you do get another chance to speak with your lead, ensure you listen to find out which of the many benefits of a direct sales business will appeal to them.
Once they can see the value, it becomes more of a priority for them to spend their money on a new adventure with you.
4) They actually have another worry
You need to find out what’s actually worrying them. You could ask something like: “Do you mind if I ask, if it wasn’t for the money would you go ahead? Or is there something else that might cause you to hesitate?”
You want them to tell you what’s holding them back, so again good listening skills come into play here.
Once they tell you their concern or worry, you can address that specifically with examples from yourself or from your team mates.
You don’t have to be a sleazy salesperson to be a good seller, in fact don’t be.
Listening is crucial
As you can see, it’s vital to listen carefully to what people tell you so you can find out the real reason behind the objection.
Check out the other articles for more:
- Part 2 for How to Overcome “I don’t want to be salesy or pushy“.
- Part 3 for How to Overcome “I don’t have time”
- Part 4 for How to Overcome “I’m afraid to stand up and speak in front of people”
Recruiting or sponsoring can be daunting… What do you say? How do you bring it up? When they show an interest, how do you follow up without being pushy?
In 8 Modules, the Recruiting Masterclass will teach what to say, what to display, what to play, how to find potential team members outside of parties, online recruiting events, how to overcome objections, how to warm up your leads and how to follow up!
Recruiting is a skill that you can learn, even if you think you don’t have it in you!