If you are like many direct selling companies, you may be offering choices to your independent representatives.
If you do, make sure they are good ones!
Good Choices
A good choice is a choice that can be made easily, with no bad feelings afterward.
For example, if you offered two starter kit options, one for $99 that includes no product and another for $299 that includes a few product samples at a discount, a new rep can decide which one works best for him or her and make the purchase accordingly.
Bad Choices
A bad choice is a choice that will make the person question one’s judgment afterward. Here is an example of a bad choice….
In your compensation plan, you decide to offer two ways for a representative to be promoted to the second rank. Option 1 is to personally purchase the super product pack. Option 2 is to enroll a representative who buys one.
If a new representative purchases the super product pack and enrolls a representative who does the same thing, the sponsor may question his or her judgment afterward, perhaps thinking, “Well, that was a poor move on my part. I didn’t need to purchase the pack because one of my recruits did it for me.”
If a new representative chooses not to purchase the super product pack with the plan to enroll a representative who will buy it himself or herself, if the enrolled rep makes the same decision, the sponsor won’t be promoted to the second rank in the plan. He or she may conclude, “Well, this company isn’t any good, so I’m done.”
Easy Choices
When you offer choices to your representatives, try to make it as easy as possible for them to choose. Offer reasons why a rep would choose one choice over another. This way, each rep can review the reasons and make his or her choice with knowledge instead of frustration.
Not Too Many Choices
“Everything in moderation.” This includes choices. If you offer too many choices, it’s too difficult to make a decision!
For example, don’t offer 4 or more different starter kits, each with a different price. If a rep can’t make his or her choice quickly, the choice may be to make no choice!
Questions?
If you have questions regarding the choices you are currently offering to your independent representatives, give us a call at 503.244.8787. We can help you.
Jay Leisner, the President of Sylvina Consulting, is a top compensation plan and direct selling expert, a trusted adviser to new and established network marketing and party plan companies. For more than 30 years, Jay has enjoyed assessing and improving network marketing, party plan and referral marketing companies across the globe.
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