WAHM Forums

In the past I offered lots of recruiting incentives, even as far as paying for part or all of the start-up kit, sending a box of catalogs to start people out (before they even signed up)... those were all mistakes! After being taken advantage of and ripped off many times, I'm wondering if it's a mistake to offer any incentives at all!

Apparently, people aren't interested in the benefits I already have in place such as:


*A very comprehensive Team website I built myself which includes exclusive visual tutorials, forum, tips for success, business coaching, conference calls, marketing documents, etc.
*Exclusive marketing tools, including over 100 documents to pick and choose from to help run a successful business
*More exclusive stuff -- too much to list...

The stuff I've worked very hard to put in place isn't being utilized and most new people potentially interested in the business simply bypass me altogether and sign up with someone else. It's hard not to take it personally, especially since I'm a very sensitive person. But people don't see any value in what I have to offer.

It's hard for me to understand this because when I first signed up for Uppercase Living, I'd never even saw the products and all I had to hear was "I'm getting more business than I can handle" and I jumped in.

So, I'd like to learn more about what you all do as far as recruiting incentives. Do you just stick with what the company offers and don't try to offer anything additional? How do you "stand-out" from the crowd?

At this point, I haven't offered anything extra to get them to sign up. I haven't felt the need, and felt that the company offered enough incentives.

I think a better way to offer incentives is to offer them something once they meet the goals. Let them show they are working. For instance, GC offers a $20 sign up kit, and if you do 350/700 in sales, you get your kit for free. So if you have someone that it signing up for that, you could offer to pay them back the $20, but... only after they made the 350/700 in sales. Because if you pay for their signup, they aren't likely to work as hard. Make sense?

I definitely wouldn't send them a box of catalogues before signing. I've had several people tell me they were signing on X day, never did. Send them a book or two when they are interested, and if you feel the need to provide more, wait til you see them signed.

As for standing out, I like to hope that my quick responses, and willingness to answer their questions truthfully is enough for them.

I'm wondering if it's a mistake to offer any incentives at all!

In my opinion, it's a huge and very fundamental mistake.

When we recruit people, we are doing them the favor. They, if anyone, should be offering us "incentives". Seriously.

Our entire recruitment/attraction process is a screening process for us, that gradually, in a step-by-automated-step procedure before we ever speak to them at all, eliminates the various categories of people whom we're not willing to sponsor into our business. The idea is that by the time we return their call, we do so knowing that we're dealing with a "high probability prospective associate" who has already had all the difficult questions answered. If we do it that way, (i) everyone can do it, so it's duplicable and people don't drop out because they feel they "can't do it", and (ii) nobody has to face "rejection", which is often what makes people drop out of MLM companies, because they get fed up with hearing "no" or a load of "objections" they can't "overcome" (we don't get "objections" because we don't cause them).

In order to make our whole system work that way, we do it from the reality that we have something very special to offer limited numbers of "qualified" people with whom we choose to work. So we are doing them the favor. Simple. ;)

I would absolutely hate somebody to be interested in working with me because I'm offering "free marketing tools"! http://www.clicksmilies.com/s1106/aetsch/cheeky-smiley-012.gif

Another quick note.. I'm sure I've seen it in the general candle folder, but someone posted that it is actually against the rules of their company to offer an incentive to someone before they join.

In my opinion, it's a huge and very fundamental mistake.

When we recruit people, we are doing them the favor. They, if anyone, should be offering us "incentives". Seriously.

Our entire recruitment/attraction process is a screening process for us, that gradually, in a step-by-automated-step procedure before we ever speak to them at all, eliminates the various categories of people whom we're not willing to sponsor into our business. The idea is that by the time we return their call, we do so knowing that we're dealing with a "high probability prospective associate" who has already had all the difficult questions answered. If we do it that way, (i) everyone can do it, so it's duplicable and people don't drop out because they feel they "can't do it", and (ii) nobody has to face "rejection", which is often what makes people drop out of MLM companies, because they get fed up with hearing "no" or a load of "objections" they can't "overcome" (we don't get "objections" because we don't cause them).

In order to make our whole system work that way, we do it from the reality that we have something very special to offer limited numbers of "qualified" people with whom we choose to work. So we are doing them the favor. Simple. ;)

I would absolutely hate somebody to be interested in working with me because I'm offering "free marketing tools"! http://www.clicksmilies.com/s1106/aetsch/cheeky-smiley-012.gif
Good points! Well, you know I've been learning things the hard way! LOL ~ But at least I'm learning, even if it's by hard knocks!

Uppercase Living is an extremely unique business and I do have special things to offer, but communicating that to people not yet in the business hasn't been easy - I probably need to word it differently other than "marketing tools" because that doesn't really convey what I'm getting at.

The whole rejection thing gets very very wearing for me especially. I don't think Direct Sales/party plan companies have any sort of screen people out duplicable system. In fact I think most of us are taught that Direct Sales can be for everyone (and therefore we should try to recruit anyone and everyone) and anyone can do it. So, even though this may be true that anyone can do it, there's still an extremely high drop-out rate in this industry.

In my opinion, the Direct Sales industry needs some real changes to be more effective. There's this overall languishing behind the times/outdated/think-inside-the-box way of doing some things that contributes greatly to the attrition rate.

Another quick note.. I'm sure I've seen it in the general candle folder, but someone posted that it is actually against the rules of their company to offer an incentive to someone before they join.
It seems those rules come more from companies that have been around for a while. Luckily, Uppercase Living is quite young and it does take some time for the younger companies to adopt the outdated rules and regulations. That's why I have no interest in most any of the older Direct Sales companies. I have too much of a maverick/non-conformist mindset to play along with too many rules and regulations.

Totally fair. :) I'm a firm believer in incentives after they sign for accomplishing different incentives

It is against Scentsy's P&Ps to offer cash incentives to team members. We can offer (at our discretion) kit upgrades and things of that nature to help our new team members kick off their business. I change mine up from time to time...
I ALWAYS offer up a basket kit for potential team mates. They can share all that Scentsy has to offer with their own contacts and collect orders (basically host a basket party) then when it's time to submit the orders, if they are ready to sign up... I help them do that online and put the orders under the new consultant. Then I let them keep the basket kit until their starter kit arrives so they can continue sharing. Usually, this also helps them achieve the Shooting Star Enhancement Kit too!
Also, in my welcome kit, I include PYO labels so they can label all of their materials and product. A few catalogs, blank Scentsy cards, order forms... things to help them get off to a great start.

I don't offer personal incentives to potential stylists. I believe that the company plan & products sell it to them. I just facilitate the process. I also don't believe DS is for everyone! I think they ought to consider it and ask questions and through the process we decide if is the right fit. I also, Do Not Sponsor anyone and everyone! I only have so much time...

Remember, time is $$. Who is your Target Market? Focus on that.

I do offer incentives to active team-members and we have a lot of fun along the way!!!

I offer an additional item to add to their kits. I feel that having more to display or use is a good benefit to my team. It shows that I appreciate them for joining "me" and the kit is great for them from the "company".

Not only is it a show of support and how I treat my people..... But also gives me some volume in the process.

For me....its a win win :)

Yes, as said, incentives give them no incentive. :-) What you get is "kit stealers."
When consultants invest, they are taking a step. If we sort of "buy" them, there objectives for starting the biz are not really there.

Instead of offering incentives, really get to know your potential recruits. Build a relationship to find out why this will be a good match with them. Once you have a relationship and their why, they will sign up for the right reasons, with no incentive needed.

And for rejection, you can't take it personally. They are not rejecting you. A business is a big thing. It has to be the right fit. That has nothing to do with you, it just means either they don't see themselves in your company, or maybe the timing just isn't right.

Recruiting is never about us, it's always about the other person. When you put that idealology first, recruiting will become a little easier, and so will "rejection."

Best of luck!

Debbie

Great post Debbie.

Thanks. :-)

I agree with what is being said so far. I have learned that when I have sent a potential recruit free product or catalogs they do nothing. Meaning tons of emails and training info, but once they get product for free all correspondence stops. On the other hand, those that have paid for the product will join and do well. So, I no longer send anything for free. I will offer incentives for new dist. during their first 30 days instead..

I don't offer anything since I think our company incentives are very generous, well thought out and HECK, I'm cheap! ;-)

Jannifer, maybe you might want to suggest "richer" rewards to those considering the opportunity to your company directly. Any company "worth their salt" listen to their field and if you and others take this to your corporate offices, maybe you can facilitate some changes.

Good luck!

Well said, Littledeb!

Keep your profits in your pocket! You only want to work with new recruits that want to work WITH you! After a bit, you might reward them with a gift! I am giving all of my downline a gift that sold $800+ than they did in Nov. We doubled our activity rate! That is also, because it is Dec., but why not reward them with a perfectly timed gift! I appreciate their effort. I see this as a different incentive, though, as it isn't offered pre-signing.

I like to offer monthly 'challenges' and I use the corp. incentives as the Big Picture. If they meet the monthly challenges, they will be 'on-target' for the Free Incentive Trip! Just another carrot on the end of the stick.

I'm with you Elise on recognizing efforts once they are a part of your team. I just send out "year end gifts" to my first-line leaders and I do a monthly "Tiny Team Incentive" that anyone on my team can get into and earn. I like to have fun and do all types of recognition all year long. Much of it free or very inexpensive (like a nice card) but spending a little every now and then is a nice thing to do if you're able.

Jennifer-tell us more about your Tiny Team Incentives!

;-)

Elise -
I do toss out a monthly challenge for my team with a fun themed name. The name "hides" what the actual prize is so it's really fun for the earner to get a surprise in the mail. For instance, in November my Tiny Team Incentive was called "Don't Tread on Me." I was encouraging my team members to NOT feel like a victim this January and February. Don't feel "walked all over." Take control and have your January/February booked during the month of November. For every dated booking obtained, they posted their hosts first name and last initial with the date of the party. I, in turn gave them a ticket for every booking they posted. My son draws the earner and I send out the gift. It's that simple. Oh and BTW, the gift was a Tastefully Simple door mat and the earner loved it!

So that's my TTI's in a nutshell, Elise. Thanks for asking and sorry for the late response. I'm just catching up after my surgery and the holidays.

Totally fair. :) I'm a firm believer in incentives after they sign for accomplishing different incentives

I totally agree!