This article talks about follow-up in the context of recruiting. However, the process is applicable to any type of follow-up in your direct sales business!
Sponsoring or recruiting new members into your direct sales team is the way to grow your business.
But many consultants find it hard to follow up with people who’ve shown an interest.
I certainly found it hard in the beginning!
I struggled with this for a while. I wanted to build my team and expand my business. I wanted to make progress fast, but I found myself procrastinating when I did have leads. I found it hard to get a “no”. I didn’t make many follow-up calls at all and I didn’t grow my team very much.
At some point I decided I had to get better at following up. The way I did it was to ‘gamify’ the process. I turned following up into a game with prizes. Who doesn’t like prizes?
How you can learn to enjoy follow-ups in your direct sales biz
The first thing I did is that I switched my focus from worrying about the results to my actions instead.
I started by rewarding myself with $2 in a spending jar for each follow-up phone call, regardless of the outcome. My goal was to get myself moving, to overcome procrastination, to reward myself for the doing, not the result.
Once I made enough calls and earned a nice amount of $2 coins, I treated myself and my husband to a night out at the movies. We enjoyed a fabulous night at the Gold Class cinema because I had finally started making regular follow-up calls.
This first step, focusing on the actions and rewarding these actions, massively changed my attitude to making these follow-up phone calls.
As a result I started to make lots of calls. So when I happened to reward myself two weeks in a row with a cinema evening, my husband suggested I think of a cheaper reward .
I then moved on to jelly beans as I love jelly beans. I had a jar sitting on my desk but I could only have one when I made a follow-up phone call.
I had to end that reward when I decided to clean up my eating habits.
So then my teaching background came in handy and I made myself a star chart. I put stars on a chart for every call I made and I promised myself a nice treat when I filled up the chart! And that worked very well for me.
As you can see, I tried a few different reward systems and they all worked.
I quickly overcame my fear of follow-up calls, overcame that procrastination and learned to enjoy each and every call for its own sake.
Don’t get me wrong, I still got lots of “no’s”, but I also started to recruit a lot more than I had before. Just because I made the calls!
Of course, now that I was making more calls I was getting more practice. And just by making more follow-up calls, I got better at it. So my success rate improved and I noticed that I was getting fewer “no’s” to get each “yes”.
And all I did to achieve this was to gamify my follow up process. I enjoyed my rewards and I learned to enjoy the process.
This is why I want to encourage you to gamify your own recruiting actions too.
To help you with this, I’ve created a handy printable worksheet for you that you can use to encourage yourself to make those follow-up calls, which will lead to more practice and eventually a higher success rate.
Set yourself mini rewards for every 10 calls you make. When you’ve earned 5 mini rewards, you have filled the sheet and you can treat yourself to a bigger reward. Remember, the results do not matter – you get a reward for the doing so you learn to love the process!
However, it’s still useful to track your numbers. You’ll see that as you make more calls, you’ll get fewer “no’s” for each “yes”. Seeing such improvement is incredibly motivating.
Not to mention, once you know what your average number of “no’s” is per “yes”, you will become more motivated to make the next call to get closer to that “yes”!
Mini rewards could be things like indulging in a sumptuous bubble bath, watching a movie, catching up with friends…. Those things that you don’t normally take time to do but that you really enjoy doing.
Once you fill the worksheet, you can treat yourself to something bigger. Perhaps a dinner out, some new clothes or shoes, or champagne and chocolate, something for your home office….whatever motivates you.
It’s important to celebrate your efforts and your growth in your business. We tend to make it all about results, but to get the results we need to put in the work, to develop, to get better. Then the results will come.
I’d really like to hear what you’re rewarding yourself with and how you’re going with the worksheet. Leave a comment below, let’s build a stockpile of reward ideas!
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!