Recruiting with FAQ – Part Two

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.

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Anita DeFrank & Kara Kelso, authors of Direct Sales Success, specialize in coaching direct sales representatives to reach their goal of becoming successful in their field. Visit http://www.DirectSalesHelpers.com for free weekly tips.