Sponsoring With Integrity -

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Damian Daniels
5 years ago
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1 Sponsoring With Integrity - How to Attract and Recruit Serious Business Builders to Your Network Marketing Team 6 Month Coaching Program Class Two - Relating Relating - Get People Hungry to Hear About Your Business! The first step in the five step Sponsoring with Integrity process is called relating. Relating is the skill of creating rapport with people, connecting on a human level and warming up a conversation. It can be about finding and discussing things that you have in common and helping others see you as someone they can like and trust. Besides chit chat, there are 4 critical points that must happen in this phase in order to gracefully segue and set yourself up for a successful sponsoring conversation. 1. Get their interest! Ideally, you want people to be hungry to hear more about your business. To create this level of interest, it helps to create an interest statement that will grab your prospects attention and get them to sit up and listen! 1

2 You do this by describing who you are and the benefits of your business opportunity in a way that will strike an emotional chord with each kind of prospect (remember WITT). Think back to your most common prospect profiles. How can you make a statement that will help them identify with who you are, and highlight what is important to them? Try on this formula to help you structure your statements I am a who works with who want to in order to. Some Examples: For A Corporate Woman Who Wants To Leave Her Job I have a business that helps women in the corporate world fire their boss, be in control of their lives, and even be able to make more money. Many of them now work part time from home, and are very happy because they have no limitations and can set up their work hours, however they want. For A New Mom Who Wants to Earn Money And Be At Home With Her Kids I am an entrepreneur who works with new moms who want to contribute to the household finances, but don t want to have to put their kids in day care to go back to work. They love being able to work part time and still make great money and most of all they feel proud to know they are able to be there for their kids during the most important years. For A Salon Owner Who Wants Control Over Her Hours I have a business that specializes in helping salon owners be able to take time off and still see an increase in their profits. Some are now making more 2

3 money with a product line than they previously were working full time in their salon. Best of all, when they are away from the salon, they can relax and enjoy it, without having to worry about anything at work. Exercise Write interest statements for all the main prospects you outlined in the previous table. Use these suggestions to prompt you: Type of Prospect (Profile) I am a (How can you describe yourself so that your prospect will like/trust you and feel you have something valuable to offer?) Who works with (Who is your prospect? How would you describe him/her?) Who wants to (What is important to this particular person? What do they want? Ex. More money? More time?) In order to (If your prospect achieved the above, how would they experience as a result? What is the end result they are really after? Happiness? Fulfillment? Connection with family? Peace of mind?) Repeat this process for each prospect profile you created. 3

4 2. Be direct and don t beat around the bush. When speaking about your business opportunity, be very direct and let people know what you want to talk about and why. Don t be vague or unclear it will make them uncomfortable and make your job impossible. You have a great opportunity, so brag about it! Example: I am not sure if this opportunity would be a fit for you, but it is working so well for other (Stay-at-home moms, teachers, professionals) like you. I would at least like to give you the main details and you can decide if you want to find out more. Would you be willing to spend 15 or 20 minutes with me over coffee to hear more? 3. Take the heat off. Nobody likes to feel sold and if people think you are asking questions to try to manipulate them into saying yes, they will resist you. You will make them more comfortable answering your questions if you take the heat off. Give them an out if they aren t interested and let them know it s ok for them to be honest with you. This sets the stage for everyone to be more real and authentic with each other. Example: And know in advance, if for some reason this business doesn t feel like a fit, don t be afraid to tell me so. You won t hurt my feelings. I do want to be sure this is the best choice for you. Most people who learn about my business become pretty intrigued with it, so I at least want you to hear the main info and then you can decide how you want to continue. 4

5 4. Get permission to ask questions. Asking the right questions is the key to your sponsoring success! To set the stage, you need to ask permission first and let people know why you are asking these questions. Example: In order for us both to know if this opportunity could be a fit, I would like to ask you a few questions. It would be great to know a little more about you and your future goals and plans. That would help us both determine if this business could work for you and fit into your lifestyle. Would that be ok with you? How All Four Relating Points Might Sound Together Your conversations might sound like this (after you have initially broken the ice with some small talk): Mary, you know it s been really great talking to you, and I have an idea I would like to run past you. I have a home-based business that helps women who work in the corporate world just like you. I have been able to help (or I have seen many of) these women make a great income, take more time off with their kids, and even help their husbands retire early. I don t know if this is a fit for you or not, but I would really like to at least let you know about it. I have seen this business work so well for people like us, I feel responsible to at least tell you about it. Would you be open to meeting me for a quick coffee and can give you the big picture and show you how to get more details? 5

6 And know in advance I have no attachment to this. If it s not a fit don t be afraid to tell me so. I don t want you to feel pressured in any way. I am only interested in working with you if it s a real fit and you truly want to get involved. **(use this last step only when ready to move right into Discovery phase and ask questions) What I would like to do, if you are ok with this, is to ask you a few simple questions. It would be really helpful to find out more about your goals and future plans. That way, you and I will both be able to determine if this business could work for you, and then you can make a decision about how you want to get involved. Would that be alright? (Segue into Discovery Questions from here) Exercise 2: Go back and look at your current sponsoring approach. How can you adopt these 4 important relating points into your Prospecting Phone Calls? How can you weave these into the beginning of your one-one interview or group presentations? 6

7 Make notes below and compare this with your trio partners. 7

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How to Approach Your Friends and Family About Your Business (Without Turning Them Off or Making Them Uncomfortable)! by SONIA STRINGER on FEBRUARY 14, 2012 How often has this happened to you? You have