The Strategy Behind Selling Vs. Hiring
Inspired by David Wishecoby;
People in the marketing industry all have different techniques when trying to present someone with a ‘Work From Home Opportunity’ or a ‘Home Based Business Opportunity.’ Some approach people aggressively and others go for the ‘soft sell’ method of dripping on the prospect. No one can claim that either method is wrong necessarily; and ‘Sally’ may do it differently than ‘Bob.’ Everyone has their own method for marketing to prospects.
Here is a little bit of input from a successful marketer’s perspective.
Marketing IS a JOB. Hiring IS a JOB.
This JOB is about posturing and mindset. The agents are NOT sales people and the major corporations that pay them DO NOT NEED them to sell their products. They (the companies) are excellent sales people already, if they weren’t they wouldn’t be established as Fortune 500 Companies.
The agent’s ONLY job is to HELP the companies obtain new customers. Once a new customer has been referred the agent receives their pay. They were paid to help the company get their foot in the door of a NEW potential customer. Quick and easy.
This following point is very important to remember; when an agent is on the phone with a new lead they must keep in mind that they are NOT selling, they ARE hiring! The rule of thumb for sales is that 1 in 10 will say yes; so that means in the world of sales that 1 out of 10 new agents that are brought on will keep a product or service they signed up for. That’s not very profitable if you are being paid to sell now is it?
Look at it from this perspective; if you are looking to put ‘One more agent on your team this week’ you need to make sure you exude a sense of confidence and implant a sense of urgency into the potential referrals mind during the phone call and hiring process.
Have you ever gone to a job interview and had the hiring manager look at you and tell you that it is your decision when you start and that you could work whenever you wanted to, choose your own hours? You start when they say you start, work when they tell you to work or they find someone else who will. It’s that simple.
So when approaching a lead or potential prospect you, the hiring agent - need to be in and keep the mindset of a person ‘offering someone an excellent opportunity to change their life’.
You need make sure to tell the new prospects; that have already been sent to the video that you are not here to sell to them, only to ‘offer them an opportunity or a job working from home’. Let them know that if they are looking to put a couple hundred dollars more in their pocket a week that you can help them do that; and that if they want to put a few thousand dollars more in their pocket a month that you can help them do that also.
As an agent you know that they can actually make the money they need to make with Inbound Calls because you already do this. Hire instead of sell! The new prospects, or potential referrals do not know this and may not be presented with an opportunity like this one again because it sounds too good to be true.
One more very important point needs to be made:
That is, that as a hiring agent you must NEVER put the ball in their court because once you do that it is OVER!
Tell them point blank, “Watch this video and after your done call me back right away because I will be filling this position today and if it’s not you it will be someone else.”
Doing this will place a sense of urgency in their mind and help you hire a new agent that day.
YOU ARE HIRING, NOT SELLING! This is a strategy that many other agents use and it has worked wonders in growing their businesses.
People in the marketing industry all have different techniques when trying to present someone with a ‘Work From Home Opportunity’ or a ‘Home Based Business Opportunity.’ Some approach people aggressively and others go for the ‘soft sell’ method of dripping on the prospect. No one can claim that either method is wrong necessarily; and ‘Sally’ may do it differently than ‘Bob.’ Everyone has their own method for marketing to prospects.
Here is a little bit of input from a successful marketer’s perspective.
Marketing IS a JOB. Hiring IS a JOB.
This JOB is about posturing and mindset. The agents are NOT sales people and the major corporations that pay them DO NOT NEED them to sell their products. They (the companies) are excellent sales people already, if they weren’t they wouldn’t be established as Fortune 500 Companies.
The agent’s ONLY job is to HELP the companies obtain new customers. Once a new customer has been referred the agent receives their pay. They were paid to help the company get their foot in the door of a NEW potential customer. Quick and easy.
This following point is very important to remember; when an agent is on the phone with a new lead they must keep in mind that they are NOT selling, they ARE hiring! The rule of thumb for sales is that 1 in 10 will say yes; so that means in the world of sales that 1 out of 10 new agents that are brought on will keep a product or service they signed up for. That’s not very profitable if you are being paid to sell now is it?
Look at it from this perspective; if you are looking to put ‘One more agent on your team this week’ you need to make sure you exude a sense of confidence and implant a sense of urgency into the potential referrals mind during the phone call and hiring process.
Have you ever gone to a job interview and had the hiring manager look at you and tell you that it is your decision when you start and that you could work whenever you wanted to, choose your own hours? You start when they say you start, work when they tell you to work or they find someone else who will. It’s that simple.
So when approaching a lead or potential prospect you, the hiring agent - need to be in and keep the mindset of a person ‘offering someone an excellent opportunity to change their life’.
You need make sure to tell the new prospects; that have already been sent to the video that you are not here to sell to them, only to ‘offer them an opportunity or a job working from home’. Let them know that if they are looking to put a couple hundred dollars more in their pocket a week that you can help them do that; and that if they want to put a few thousand dollars more in their pocket a month that you can help them do that also.
As an agent you know that they can actually make the money they need to make with Inbound Calls because you already do this. Hire instead of sell! The new prospects, or potential referrals do not know this and may not be presented with an opportunity like this one again because it sounds too good to be true.
One more very important point needs to be made:
That is, that as a hiring agent you must NEVER put the ball in their court because once you do that it is OVER!
Tell them point blank, “Watch this video and after your done call me back right away because I will be filling this position today and if it’s not you it will be someone else.”
Doing this will place a sense of urgency in their mind and help you hire a new agent that day.
YOU ARE HIRING, NOT SELLING! This is a strategy that many other agents use and it has worked wonders in growing their businesses.
Be Persistent!
Inspired by Chris Mwaka;
The natural tendency for most new agents is to stop focusing on their business once they get a few objections. Stopping can rob you of your potential. You will not make the weekly or monthly goal if you do not stick to a plan. ASK for help from a mentor or other agents. LEARN your business. Like any thing new, do not expect to be at 100% or even 50% when you start. Being persistent will allow you to discover strategies that work for you.
ASK anyone who is making over $1,500 weekly if they ever felt like stopping. Chances are they will say yes they did. If they never felt like stopping, it was probably because they already knew that Rome was not built in a day and they knew that inbound calls income would also not come easy but through applying the existing guidelines relentlessly.
The natural tendency for most new agents is to stop focusing on their business once they get a few objections. Stopping can rob you of your potential. You will not make the weekly or monthly goal if you do not stick to a plan. ASK for help from a mentor or other agents. LEARN your business. Like any thing new, do not expect to be at 100% or even 50% when you start. Being persistent will allow you to discover strategies that work for you.
ASK anyone who is making over $1,500 weekly if they ever felt like stopping. Chances are they will say yes they did. If they never felt like stopping, it was probably because they already knew that Rome was not built in a day and they knew that inbound calls income would also not come easy but through applying the existing guidelines relentlessly.