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Here’s how to become the queen of closing -- show your potential recruits you CARE! Check for understanding Imagine if instead of rattling off 101 reasons why your opportunity is the greatest on earth, that you actually stopped, connected, and shared with them from the heart? Using the CARE method of recruiting, let’s you bond with them as a person. It changes to focus to being on them, how this opportunity will truly help them, and how you can help them overcome any challenges of time, money, or fear that they might have. Here’s an example. Let’s say I am doing a recruiting appointment with
Susie.
Stop right here. What Susie is saying is not that she is not interested. She is saying that she has a problem of not knowing how to make enough time to work your business opportunity in her schedule. She wants you to help her solve her problem. Here’s how you respond with the CARE method. C - Check for Understanding - Mirror back what you think you heard her say. Nod your head and look her in the eye.
A - Acknowledge - This is like giving a verbal hug and really honoring her feelings.
R - Respond honestly - Share that you understand how she is feeling. Here is where the feel, felt, found method works great. Show her that you can help her solve the problem she is mentioning in the objection. Recruiter - “I know we moms are always busy running around doing things for the family. I know lots of moms feel that way. We have actually found that busy moms do great with this opportunity because they are really on top of things. If I could show you how to work this into your schedule would you be interested?" E - Expectantly wait - After you say your last close to overcome the objection, just pause and wait to see what she says. Make sure the next words that are spoken are hers. If Susie offers another objection, you start over again with understanding her issue, acknowledging it, responding honestly, and waiting. If Susie offers 3 objections, consider that she might be having a hard time saying no and give her an out. Don't waste your time trying to sell an opportunity to someone who is truly not interested.
So next time you are conducting a recruiting interview, remember to show them you care. Before you know it, you’ll be on your way to building a huge downline. Good luck building your team! Article by Kristie Tamsevicius - Speaker, Author, and Online Business Expert, Kristie Tamsevicius. She is the author of several books including "I Love My Life: A Mom's Guide to Working from Home" and a contributing author to the upcoming book, "More Build it Big: 101 Insider Secrets from Direct Selling Experts" by Dearborn Publishing.
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