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Recruiting with FAQ - Part Two
Posted by randy on: 2005-11-15 16:17:40
Kara Kelso
Knowing what the potential recruit needs/wants to know is half
the battle. What do the recruits want to know?
First and foremost there's nothing better than stating the
obvious here but, greet your potential recruit and thank them
for their interest. After that it's best to give a little
background about the company. By doing this you'll be making the
recruit feel comfortable with the company itself and gives her
an idea of what your company stands for. It's also nice to
include your email address again right from the beginning,
letting her know that if you did miss a question she may have
you're available and ready to answer it for her.
Using www.EasyBakeGreetings.com as an example this is what I
tell my potential recruits upfront. Feel free to use these and
adjust them to fit your business.
1. What are Greeting Cakes?
Hopefully if your recruit has even made it this far they already
know what your product is, but just incase...let them know.
2. How do I become a distributor?
Spell it out step by step (leaving no stone unturned out). Do
they need to purchase a start up kit? What forms need filled out?
3. Why do I need to fill out a W-9?
Don't let recruits in the dark why certain forms are needed.
Explain why the company wants this information. What is it going
to be used for?
4. What is included in my distributor kit?
If your company requires a start-up kit (distributor, consultant
etc kits), let recruits know exactly what they're going to be
getting and how much it costs. Even though we know that startup
prices shouldn't be one of the most important deciding factors
but truth be told we all know it is. If someone can't afford the
distributor kit, they just can't. Also be sure to mention if you
have a program available to "earn their kit".
5. What are my tax requirements?
Oh now isn't this a fun aspect of the business? Of course it's
not and some of us probably even hate the word "tax". But, it is
extremely important! There's even some direct sales companies
that are not allowed in certain states due to certain laws. Let
your potential recruit know anything you do. Don't be a tax
advisor or a lawyer...just the facts. And always, always
recommend that each recruit checks with his/her respective
states for sure.
6. What are the Sales Quotas?
This of course is a handy little detail that you're going to
want recruits to know. There's a lot of direct sales companies
out there and a lot of them with different sales quotas.
Monthly, quarterly, yearly or maybe even non-existent. This will
most likely be an important deciding factor for the recruit.
7. How long does it take to get an order?
I know this can often be a difficult answer to make because
everyone will be having their products delivered to different
parts of the country or in some cases different parts of the
world. The best way I've found to answer this question is like
this: "Products are shipped from Any City, Any State and I live
in Your City, Your State. I usually receive my orders XXX amount
of time after I've placed my orders." State how long it usually
takes you to receive your goods and the company's shipping
policy. Use the following statement as an example:
"XXX Company does their very best to make sure all orders are
shipped within 48 - 72 hours."
8. How are my cakes shipped?
This question of course can be answered with the above question
or all by itself. This pretty much depends on your company's
policies or how many options customers may have. Let your
recruits know in advance how their products are shipped. Are
they shipped UPS, USPS, FedEx etc.?
9. What if I have a problem with my order?
Well, let's hope there never are any problems but, let's also be
realistic. They happen. So just incase of any misfortunate
events; let recruits know what they can expect to be done. Who
do they contact and how?
10. Does the company drop ship my orders to my customers?
This can often be a major deciding factor also. Some wish not to
handle the products at all. Then there are others who have to
have complete control and want to know what's going on at each
step.
11. What commission am I paid?
Well let's just say if this question wasn't answered ... you
might as well not have even wasted your time. This of course is
usually one of the first and the largest questions of them all.
Besides, we're going into business to make money, right? I've
seen quite a few payment structures from quite a few different
direct sales companies in my lifetime and let me just say that
sometimes I'd rather read "The 10 Million Laws of Complicated
Physics". Of course I'm joking but sometimes they are really
hard to understand. If you do have a complicated payment
structure, try to spell it out as easily as possible.
12. How am I paid?
Of course this also could be incorporated into the above
question but, if you feel the need, separate the two so there
isn't any confusion. Are they paid "instantly" or once a month?
Are distributors paid actual paper checks, paypal or direct
deposit?
13. How do you (me) sell the cakes?
I personally like answering this question for my potential
recruits. I'm often asked how I sell them. What works for me? I
think this is a legitimate question. They don't want to hear
what "everyone's" doing. They want to know what you do. You're
possibly going to be their mentor/supporter/trainer ... they
want to know how you handle business.
14. How much does the shipping and handling cost?
I myself have seen some outrageous prices on shipping and
handling. These recruits probably have a pretty good idea as to
if they're going to be able to charge these costs. They usually
have pretty basic idea of who they're going to sell and if the
price is reasonable. Who wants to join a company that they can't
move the merchandise?
15. Is there websites available or can I build my own?
Simply put there are a lot of variables in this and everyone has
different wants/needs. Some businesses offer company websites
while others don't. Some potential recruits would rather have
the company website while others don't.
16. Where can I advertise?
Are they permitted to advertise online, offline etc.? Is there
any restrictions, if so, list them.
17. How do I obtain printed materials? Catalogs, Business
Cards, etc.?
Can distributors/reps/consultants etc. produce their own
marketing tools? Do they have to purchase them from the company?
Can they have someone else produce them? If you do have to
purchase materials from the company, what do they cost?
18. How often are new items released?
Is your company the type that is always brining in new
merchandise or is it basically the same thing all the time?
19. How distributors are there?
Everyone has their reasoning for this question. Sometimes they'd
rather new "stomping ground" or sometimes they'd rather a
company with a bunch of representatives "under their belt".
20. What kind of training/support does the company provide?
This very well could be a "biggie". Sometimes these people who
are researching companies are brand spanking new to the direct
sales industry. As "seasoned pros" at this we often forget what
it was like when we first started and didn't know anything. We
tend to assume that people just "know how to do it". Which isn't
always the case. So for some, added training/support is
definitely a Huge benefit. Does the company offer training? Do
you offer something in addition? What is it? How often? And
anything else you can possibly offer. Remember, you're counting
on their success too.
Whatever you do; don't try to make your business sound as the
"best". Just because it's right for you; doesn't necessarily
mean its right for everyone. You don't want to spend your time
with someone whose heart just isn't in it. You'll go much
farther working with those who are.
The basic concept behind this is to let everyone know exactly
what is and will be expected of them if they should choose this
company. If the facts are straight right from the beginning,
there shouldn't be any problems.
About the author:
About the Authors: Kara Kelso & Anita DeFrank are two busy
wahms, and the owners of Direct Sales Helpers. For more Direct
Sales Success Tips, visit:
http://www.directsaleshelpers.com/newsletter.html
Open community website
http://www.business-business.biz
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