Mary Christensen

Preparing a Fresh Recruiting Strategy for 2011

1. Sales are my income

for…

2. Scheduling is my

income for…

3. Sponsoring is my

income for…

Why do People Join Norwex?

Why don’t they join?

Why do I ask everyone?

Find the Gap

Ignite the

Pilot Light

Open-ended Questions

1. Open-ended questions Lead to…

2. Boring questions lead to….

3. Interesting questions lead to…

Examples of Interesting Questions:

Make a Booking Decision Simple

• Control the Calendar

• Week at a Glance vs. Month at a Glance

Bridge the Gap

Making the Shift• From Manipulating to

Engaging• From Convincing to

Discovering• From Directing to

Following

Why Book a Party with YOU?

Create a Name for Yourself

What’s unique about you?

Relational and Passionate

Action Plan

1. Write down 2 specific things you have heard tonight that will help you fill your calendar.

2. Write down the Shift you will make to change your presentation/approach.

• An “Eagle’s eye view” of the recruiting interaction from start to finish.

• Series of skills and strategies which,• Relieves fears• Increases fun and decreases stress• Increase your closing ratio• Build strong relationships• Guides team members to their dreams

Six Steps to Building Team Members

• Being on the same wavelength

• Mutual understanding or trust

• Natural process of matching and being in alignment with another

Step #1 Build Rapport

• A genuine smile• Eye contact• Finding common interest• Matching and Mirroring• Voice quality, pitch, speed and tone

Time Tested Rapport Building Techniques

Integrity Respect

Service

TrustHonesty

A Norwex Approach

• Are you demonstrating the characteristics of someone you would want to do business with?

• Of the techniques and principles discussed, which are your strengths?

• Which do you want to develop over the next four weeks?

Think About it…

Jane Deuber, Co-Founder of the DSWA

“The true secret to successful team building lies in discovering your prospect’s “emotional why” and then sharing how your business can turn their “why” into reality.”

Step #2 Ask and Listen

1) What motivated you to meet with me today?2) If you could pinpoint one or two things you feel

you would enjoy about having your own business what would they be?

3) What do you love most about life right now?4) What’s important to you at this stage of your life?5) If possible, what few things would you like to

change in your life right now?6) If you knew you could not fail what would you try?

Key Questions

• 100% focused on the recruit• The intent to hear the recruit’s words • Understand the speakers feelings and needs behind

the words• Body posture and eye contact that expresses interest• Being unattached and non-judgmental about what is

being shared• Conversing from a place of curiosity• Comfortable interaction that validates and affirms

Heart-Centered Listening

• Confirmation that you are on the right track

1) How can this business serve the prospect

2) How they could benefit from their business

Clarify the WHY

Herein lies the gift that everyone receives who sits down to talk about the business opportunity with you!

Step #3 Clarify the Need

• Making a connection between what the prospect wants and what Norwex can offer.

• Get permission to share your Norwex material and information focusing only on those points they have shared an interest in.

Step #4 Make the Connection

• Extra Income• Reduce Debt• Additional Career Options• More Fun and Friends• Tax Benefits• Personal Growth• ????????????????

What does the Recruit WANT

1) 1-10 Assessment 2) Pillow Test

Determine level of interest and watch amazing result happen!

Step #5 Extend the Invitation

1) Get permission to follow-up2) Under promise and over deliver3) Make notes about your prospect4) Write a letter or email within

24 hours5) Offer help with challenges

Step #6 Follow-up Fast and Friendly

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An Overview of the Steps to ASuccessful Norwex Business!