We almost all agree that a distributor starter kit is a good idea.
Some companies have gone “virtual” with their kits. Usually, because of cost. Recently, I had a company owner tell me that his new reps didn’t want to spend $25 on the starter kit. Apparently, they would rather have it online where they can read it and/or print it on their own. This same owner admitted that his company was “stuck” and not growing. I wonder if there is a connection? Are his newest reps actually taking the time to read the kit online? Do they even know where to find it online? Are they getting the guidance they need to go do something productive when they are new and the most excited (and scared)? Who is responsible for getting that new rep focused on the most important steps?
Another owner tells me he can’t imagine NOT having a physical kit. The kit provides a lifeline to the newest reps and gives them the “handholding” they need to do something positive during their first days in the business. It describes in a very realistic and simple manner what they should do first in order to achieve their goals. In addition, the kit provides some very positive reinforcement that the rep made a good decision by joining the company. Not to mention the fact that it allows him/ her to show their spouse or family that the company is very real and professional. And, this company has a sustained growth rate that almost any company owner would envy.
Amazingly (to me anyway), many companies send materials to the new reps with the intention of exciting them and getting them going forward in their business. But, there is NO clear “DO THIS FIRST” guidance in the kit. When you buy that new Blu-Ray player do you read the entire manual to get it working or use the “quick start guide” so you can start watching your movie asap?
Many kits provide training and info that is almost inappropriate for a brand new rep. Just like when you were in school, you learn in steps and advance through grades. The amount of materials and information you receive grows as you grow. You don’t start with the 12th grade curriculum when you are in 7th grade. Instead of giving new reps a guide on what to do on days 1-7 and up to the first 30 days, the information is often geared toward being a very sophisticated well-trained rep that has been in the business for 90-180 days and beyond. And, more often than not, the materials included in the kit are added over time — leaving much to be desired in terms of branding and presentation appeal.
That leaves me wondering;
What are they supposed to do on Day 1?
Do we assume their upline/sponsor is responsible enough to provide that guidance?
Do we assume the new rep can read through 36-48 pages of content and go forward on their own?
Is your branding and messaging consistent throughout all components?
Take a look at your kit!
Is it an accumulation of materials that you’ve created over the past few years or is it a well designed cohesive presentation of a) who you are, b) what to do and c) how to do it, that helps your new rep achieve success in their first 30 days in the business? Does it provide the tools and information for the new rep to start being productive TODAY?
I really think there is some correlation to the two examples above and why they are experiencing two different things in their businesses.
Get the new rep started right, help them be a promoter of your business, and don’t compromise. Show them the basic first steps and have a plan to help them grow into being a better, more sophisticated and more successful rep.
It all starts on day 1 when they get their kit.
