5 answers to objections to VDI recruitment

1 - She doubts her ability to become a VDI consultant

Doubts about her ability to become a consultant are likely to be one of the first objections you encounter.

Start by understanding the source of your customer's doubt. Is it because she lacks self-confidence, or is it because she doesn't know the profession?

If she has never worked in sales before, you can easily reassure her by talking to her about home-based ready-to-wear sales training. She'll never be starting from scratch and she'll always have support.

You should also try to get to know her a little better to find out more about her professional career. Has she worked in a job similar to that of a VDI consultant? If so, don't hesitate to reassure her that she will be perfectly capable of taking on the job, given her past experience.

If the objection to recruitment is linked to a lack of self-confidence, discuss it with her to understand the situation. Then turn the negative into a positive.

Here's an example:

- She thinks she's too discreet and not outgoing enough? Explain to her that she's perfectly willing to listen to customers, put them at ease and invite them to talk.

2 - She has a false image of home selling

Home shopping can sometimes be misunderstood.

It can be equated with pyramid selling, which calls into question the legality of direct selling. Explain what pyramid selling is (prohibited) and explain the VDI activity (legal). This will make them realise that direct selling is a real, legal and controlled activity.

Home selling is sometimes perceived as a "hobby". If your potential recruit tells you that she'd like to have a serious job, so much the better! It means they really want to invest themselves in their business. Show them that VDI is a profession in its own right and that they can turn their passion into a lucrative business.

The people around her may also have a poor image of home selling and dissuade her from taking the plunge. It's worth talking to the person concerned to find out why. What's more, you can schedule a meeting with her family and friends to reassure them and explain that home selling is a job like any other.

3 - She's afraid she won't be able to develop her market

You'll often come across a woman who thinks she won't be able to develop a network, or who feels that the people around her won't want to take part in her sales.

Sit down with her and help her list all the contacts she may have: family, friends, colleagues, acquaintances at the gym, parents of schoolchildren... her network may be bigger than she imagines. The more active she is, the wider her network.

There are bound to be a few people around her who are interested in her activity. Showing her that she has real networking potential will reassure her and restore her confidence.

If she's worried about having a limited network, talk to her about social networks: there's real potential on networks like Instagram and Facebook. On Facebook, tell her that she can join clothing sales groups, chat with people who share her interest in fashion and discover new people interested in IDV. On Instagram, it's more about posting photos with the right hashtags, tagging the brand and making engaging stories with the clothing collections.

If she's not a fan of social networks, you can explain to her the principle of hostesses: women who host private sales in their own homes, using their own network. This will give her a new circle of potential buyers.

However, if your potential recruit tells you that she's really shy, introverted and doesn't like meeting people, it could be because she's not cut out for the job. Explain to her again what being a VDI involves and get her to think about what she wants to do.

4 - She's wondering how much time she should devote to her mail order business

For the recruitment objective related to time, it's first up to you to carry out your own little investigation. Talk to your interviewee and ask her clearly how much time she thinks she can devote to being a VDI advisor. Take stock of her daily schedule and you'll quickly see whether her project is feasible or not.

If you think she can organise herself to do direct selling, explain that it's all a question of organisation and that she will be given support on this point if she feels the need.

Direct selling should be a "pleasure" job, i.e. it shouldn't become a burden. VDI advisers therefore choose when they sell.

Tell your future recruit that she can organise sales whenever she likes. Give her concrete examples: weekends, Wednesdays, evenings. Anything is possible, as long as her network is available to take part in her private sales.

5 - She wants to be reassured about the financial, legal and accounting aspects of being a VDI

When it comes to accounting and finance, your role as advisor is very important.

Normally you have already shown her that VDI is a legal profession. You can't tell her that she'll earn a very good living straight away, but you can listen to her and assess whether or not her expectations are achievable.

Talk about your personal experience to start this discussion: how did you get started, what are your goals and results, how do you see yourself in the future, etc.?

You can also talk about other consultants you know who earn their living with VDI.

You should also tell her about the sales system of the brand you work for, so that you can be totally transparent and give her complete confidence. There are two possibilities:

- purchase then resale of the products at a price set by the sales assistant

- intermediary saleswoman between the brand and the buyers, with commission defined by the brand

What's more, if the person you're talking to already has a job and doesn't want to leave her permanent contract, you can reassure her by explaining that it's possible to combine her work as a VDI consultant with her current job.

However, certain clauses in her employment contract may prohibit this, so advise her to reread her contract carefully. However, you cannot replace specialist organisations. The best solution is to recommend that she go and see these organisations for the best advice.

As a VDI advisor, the most important thing is tolisten to your customer and understand her objections. That's how you'll be able to answer all her questions and reassure her.

Related question: How do I recruit VDIs?