Direct Sales:It’s All About The Momentum
What do you think of when you read the word momentum? Think of a marathon runner, keeping the pace, never slowing down to let the person on his tail overtake him. Just as a marathon runner holds a steady pace, so as to not expend his energy too quickly and sputter out, so should we in direct sales.
How do we do that? What is a steady pace in direct sales and how do we keep from sputtering out? Here are some tips and suggestions to help you get the momentum and keep the momentum going to help build a strong direct sales business.
1. Start off strong but steady. Don’t take off too hard and fast. Book your first six shows but no more. Book them over a two week period, 3 in the first week and 3 in the 2nd week. From there you will get other bookings for the following weeks, taking everything nice and steady. You don’t want to overbook yourself from the start because you will feel tired out and then get burned out from the get go and your family probably won’t like that you’re gone all the time. Having a lot of shows to deal with – until you create a system to handle it all -makes it harder to keep records then you get behind and feel unorganized. Starting out with a steady pace will keep you organized and going strong during your direct sales career.
2. Keep the momentum going by setting a goal of getting at least two bookings from every show. Be sure to book your new shows the same as in step one; 3 in one week and 3 the next week. In many direct sales businesses, holding 3 shows a week is enough to earn a good income. You will probably have a team meeting one day a week and the fourth day you will need for record keeping and organizing. If you need to hold more shows, choose the 3 days in a week and hold 2 or 3 shows each day. You could do a morning and afternoon or evening show. Be sure you are prepared with meals and check with your family first. You don’t want to be gone 8 hours a day, 3 days a week when your family needs you.
3. Set aside one day a week for record keeping, organization and follow up phone calls. This is very important. You need one day to update your records, record your sales and receipts from the previous week and make follow up phone calls to your new clients, new hostesses and old clients and for sales calls. If you keep a steady pace in doing these things, you will keep up your momentum and your business will grow and succeed. You won’t get behind and then have piles of receipts to catch up on, sales to record and phone calls to make. You will be offering your customers good customer service by making regular phone calls they can count on.
4. Set your long term goal and then set smaller, weekly goals to reach your long term goal. Some good weekly goals to keep the momentum are:
- Hold a set number of shows a week. If you don’t get your bookings at your shows then make phone calls to those who showed some interest but didn’t book at a show. Maybe the time wasn’t right or they didn’t think they could fit it in their schedule, but now perhaps something has changed. You never know unless you call. Make those calls – it’s your job. If you were working in an office and didn’t make the required calls you would probably get fired. Just keep repeating, “The phone is my friend.”
- Set a dollar amount in sales to reach each week. How much money does your family need to pay the bills or to buy those extra things you normally can’t afford? Take into account what your commission is and then set your goal to sell a certain amount each week. You will need to know how many shows you will need to hold to reach the dollars in sales that you want, so set your show goals accordingly as well.
5. When you find your momentum slowing down a bit, and it will, re-energize your business by making some warm market calls and some cold market calls. In these tough economic times, your resources like friends and family and their friends and family may run out, so you will need to find some new resources. Warm market and cold market calls may be just the ticket you need to reach a whole new set of people you wouldn’t have probably reached otherwise, so don’t be afraid or intimidated by making those phone calls.
6. Perhaps your momentum is slowing down because you didn’t reach some goals and you feel like you’ve failed. Remember this: You only fail when you stop trying. To get your momentum going again, set some new and exciting goals. Is the company offering any new incentives for sales or recruits? Then set your goals to reach those incentives You can change your goals, but never stop setting them and striving to reach them. If you always have goals to reach you will never stop growing.
Just like a marathon runner, when you start out steady and strong, keep a steady pace and look toward the goal, you will keep the momentum and your direct sales business will grow and be successful. Simply follow these steps and refer back to them often when you need some reenergizing and to get the momentum going again!
photo credit: Lindsay N. Kelly
Build That Momentum: Booking Your First Six Shows
You’ve signed the agreement and paid for your starter kit. You’re excited about starting a new career in the company that sells your favorite products and now it’s time to book your first shows.
The key to success in your direct sales business is holding shows, selling products and recruiting new team members. To get your business rolling, you need to get some shows booked so that you can meet the people to make the sales and sign up new team members. You can do all of this while you’re waiting for your kit to arrive and if you have someone that wants to book a show before you get your kit, well, that’s fine, too. Your up line leader will be happy to share some items to display until your kit comes. Here are some great suggestions for getting your first shows booked.
The key to momentum is to get those shows booked today! Sit down and start a list of everyone you know. Use F.R.A.N.K. to help you get some ideas – Friends, Relatives, Acquaintances, Neighbors & Kids (friends’ mothers, etc.) Make a long list of everyone you talk you, everywhere you go, whenever you go grocery shopping or running errands. Then start calling them, or talking to them as you see them, one by one. Take an hour each day to do this. Make it part of your daily business routine. Fall in love with your telephone. This “power hour” will become important to the growth of your business.
Start with the easiest person first, the one you know will say yes because they love and support all your efforts. Maybe this is your mom, best friend, or sister. Don’t know what to say? Your up line leader will be able to help you with that but if you want to get started and don’t want to wait for her, here’s a little script that will get you going. Be natural and real, a smile on your face will add a smile to your voice. Feel free to adlib and don’t feel like you have to “sell” them something.Okay, here’s the script:
Potential Hostess: Hello (that’s her answering the phone)
You: Hi (Hostess’ Name) This is (your name) How are you?
Potential Hostess: I’m doing good! How are you?
You: I just started a new career as a sales consultant with (insert name of your company).
Potential Hostess: Oh yeah! I went to one of those parties a few months ago. I really like the (insert name of product).
You: Oh great! Then you’re familiar with their stuff? Well, I’m just starting out and am starting to build my business, when would you like to have a show for me? (Did you notice how that question is posed? It requires more than a yes or no answer.)
Potential Hostess: Oh, well let me look at my calendar, hang on……..(waiting)……uuummm, let’s see, how about 2 weeks from tomorrow?
You: That works for me. I have 4:00 or 6:00 open, which will work for you? (Remember, you are in control of your schedule so give them a couple of options to choose from).
Potential Hostess: How about 6:00 that way I can have dinner done for my hubby when he gets home.
You: Sounds good. (Write in your datebook immediately). Okay, how many guests do you think you’ll have?
Potential Hostess: I can ask my mom, and Chuck’s wife, oh and let’s see…oh my friend at work was at the other party I went too and liked the stuff too, so I will see if she wants to come.
You: Oh, how about that lady you met at church a couple of weeks ago? Remember, she is new in town? I bet she’d like to meet some new people. (Make suggestions of people for them).
Potential Hostess: Oh yeah! I will ask her on Sunday.
You: Okay, and when you think of others, just let me know. I will send out the invitations (if that’s what the direct sales company suggests) to your guests, so get me their names and addresses as soon as you can. I will call you in 3 days to get those, okay?
Potential Hostess: Sounds good!
Say your goodbyes and make the next call. Do not forget to follow up! Follow up, follow up, follow up! Ingrain those words in your brain right now!
There are, of course, different scenarios that will play out. And your Potential Hostess might not say yes (I can’t imagine!) She may be too busy or something. If that happens, simply move on to the next person on your list. Always be polite and professional. You never want to be rude to them because they may change their mind and have a show for you in the future. Treat everyone you talk to as a potential customer!
Okay, so you got your first 4 shows booked! Good start! Your first show is in a couple of days so you need to get organized and don’t have time to make more phone calls right now because hubby needs dinner or the baby needs their bed time story. The goal is to get bookings from every show. Some companies give the hostess extra incentives for getting at least 2 bookings from each show and that is a good goal to set. So how do you do that?
Most companies offer incentives like discounts and/or free product for being a hostess. That is usually the main reason you will book a show, so talk about it throughout your show. If you are displaying or presenting a product that is also a hostess gift, be sure to let your guests know. If the hostess gifts are in the catalog be sure you direct them to that page and point out what they can win or get for free. If the company offers a nice discount based on the amount of sales at a party, encourage your guests and potential hostesses by informing them of the monthly specials and what it takes to get them.
As you sit down at the end of the party with each of your guests, ask them what they would like to have as a hostess gift. Here’s a little script to help:
You: So, Suzy, what is your favorite thing you saw or tried tonight?
Suzy: I loved the way (insert name of product) made my skin feel and look.
You: Great! Well you know you can get that for free just by having a few friends over like Catherine did tonight. Do you think you’d like to do that?
Suzy: Oh, I can get that free? Well in that case, sure! I could probably get some girls from college to come! They owe me! I’ve been to so many of their parties!
You: Fantastic. I have next Wednesday at 6:00 or next Friday at 2:00 open, which is better for you?
Suzy: Friday at 2:00! I don’t have class on Friday and all the girls will want makeovers before we go to the movies! (Assuming you’re selling skin care of course!)
You: Awesome. Thank you so much. Now, what would you like to buy tonight to help Catherine reach her sales goals?
Don’t forget to offer a purchase now. A lot of direct sales people make the mistake of offering their future hostesses the world for having a show, and then don’t make a sale at the original party where they first met them and are excited about the product. Don’t make that mistake. Do tell them the great stuff they can get for free or at a discount, but don’t forget about the show you are at currently. You don’t want your hostess sales to be low because you pushed show bookings but didn’t generate any sales in closing for them.
Encourage your hostess to get outside orders before the show to help her better reach her sales goals or hold the show open a few days so she can get more orders. When you make the follow up call to the person who placed the outside order, tell them about the hostess gifts and ask if they would like to get a discount or free product as well. Ask for a booking. Most people expect to be asked. Some will be armed with a rejection right away, but don’t let that deter you. Carry on to the next person and the next. Rest assured you will hear a lot of “no’s “in direct sales, but if you are confident of your product and know it’s the best around, then with some perseverance and determination, the “yes’s” will come.
Getting the first 6 shows is probably actually the hardest to get, so once you do get them, remember to follow up and follow through. When you do, you will have fewer cancellations and more bookings and they are the key to building momentum.
Direct Sales: Do You Have What It Takes?
You just had an awesome party for your favorite skin care product or home décor and your consultant knows you’d be perfect at being a consultant too. After all you just had the best show she’s had in 6 months! That must mean you’re cut out to do direct sales, right? Well maybe. Take a look at why you are considering a career in direct sales.
Before you go diving into joining a direct sales company, there are a few things you need to ask yourself to see if you are ready to start a career in direct. Before you begin investing your time and money you want to make sure that this is the right step for you to take.
Sit down with a pen and paper. Write down each of the following questions. Then, think about the honest answer for each one; the answers should be true for where you are right now in life, and your current situation. Make sure to ask your spouse or any loved ones that might be affected by this decision, too.
These steps will help you see the areas you may need to work on while building your career and help you avoid a serious, financially costly mistake. Okay, so what are the questions; what should you ask yourself before making the jump into direct sales?
Do I have the time, right now, in my schedule that is needed to work and build my business?
Too many times a recruiter will tell you they only work a couple of hours a week and make hundreds of dollars. While their actual shows or parties may only take a couple of hours a week, you must consider the set up time, the bookkeeping time, driving time, organization time, meeting time, etc. When you account for all of those things that are necessary to make a direct sales business successful, do you, right now, have the time for that? Do you work another job full time or part time? Do you have a family that obviously requires nurturing and caring for? Do you attend church regularly or belong to other organizations that take up some of your time? Okay, that’s more than one question, but you need to consider all of these things when accounting for what free time you have available.
Do I absolutely LOVE the products I will be selling?
Are you 100% sold out? Do you already tell your friends and family about it and essentially “sell” them on it? Make sure you love the product. If you don’t you will have a hard time convincing anyone else to love it let alone buy it. You can’t sell something you don’t love. You might not LOVE every single product a company sells but you should really believe in the main product line and the majority of the rest of the company’s line. AND you should use the products yourself.
Am I driven and motivated?
Do you have the desire deep in your heart to really work your business? Are you a goal setter and strive to always reach your goals when you set them? To become successful at anything, you must have a long term goal and then short term goals that will help get you to your long term goal. Is the nice car your long term goal? Then what do you have to do to earn it; how many recruits and dollars in sales? What are you going to do to get your first recruit, your second and so on? How are you going to motivate your down line to success? How many shows do you have to hold a week to reach the ultimate dollar amount in sales to earn the car? Are you ready and motivated to do this? Is it your desire to be able to quit your job and work from home full time in direct sales? Then you’re going to have to work twice as hard; work your full time job and work your direct sales business in the evenings or on weekends.
Can I speak to a group of people?
Do you have the ability to talk in front of a group of people? If you are shy and timid, certainly you can overcome shyness, but if you have trouble standing in front a group and speaking, how are you going to hold shows, parties and presentations? You might want to work on overcoming your shyness before diving into a direct sales business. You can practice by holding shows for your close friends and family, which is where you usually start anyway. Another way to help you overcome shyness is by reading books on building your confidence or on public speaking.
Once you sit down with and ask yourself these questions and answer them honestly (don’t forget to talk to your spouse, too), you will know whether you have what it takes to be a success in direct sales.
As you answer the questions, you may find you are qualified in some of the areas, but not all. If that is the case, then maybe you do have what it takes to be successful in starting out a direct sales business, while working on one or two of the other areas to give your business the kick it really needs to be a success.
Be honest with yourself, determine which characteristics you already possess and determine which ones you need to work on and go from there. Don’t let a recruiter convince you otherwise. Sit down with your hubby or best friend and ask them how they would answer these questions about you.
You don’t have to make a decision on the spot and a good recruiter will give you the time you need to really consider these things. The recruiter,your potential up line leader, will want you to succeed because it will help them be more successful as well!
photo credit: mlinksva
Joining A Direct Sales Company Just To Get A Discount
You’ve just hosted a show for your best friend who just joined your favorite direct sales company. You love the product, but are just too busy to make a career out of direct sales but, you love the product and realize if your friend were to even agree to selling you products at cost she wouldn’t make any money. You will probably buy tons of the product because you love it so much but that could get expensive. So, what do you do?
Join the company just for the discount. Yes, you can do that! Although not highly publicized, often direct sales companies will offer a “personal use” program to gain new recruits. Since it’s your business you can sell as little or as much as you want and the companies hope that one day you will actually begin working the business – and who knows someday you may have the need to start earning some extra money.
Each company has different offerings. Some offer a lower discount amount to people that only want a personal discount. Another way direct sales companies might deal with this is by giving higher discount prices to higher producing consultants. Be sure to get all the details from your recruiter though before signing the dotted line.
Benefits of signing up as a “personal use” consultant are:
- The obvious; discounts on the product.
- Helping others. Your friend will probably get credit for recruiting you, so you are helping their business grow.
- Being able to order products as you need them without having to host a show or waiting for your consultant to put in their next order.
- Trying new products. Often a direct sales company will allow you to buy products and try them first. If you don’t like them you can return them, hassle free. You possibly may be able to buy sample sizes as well to try before you buy the actual product.
- Time under your belt. Say you become a personal use consultant first then decide you want to be a regular consultant. Most companies will allow you to count the time you’ve been a personal use consultant toward your time in the company. Often you get rewarded for years of service.
- Product knowledge. You’ve been using the product for so long and have tried just about everything they have, so you probably know more than someone just starting out in the business. You can use that knowledge to help someone out, or start building your business up by becoming a regular sales consultant.
- Firsthand knowledge of new products coming out. Because you are a consultant, you will be notified when new product is on the market, or before it hits the market so you can plan your budget to purchase!
As you can see, being a personal use consultant definitely has benefits. Just be sure to read the fine print before you sign on the dotted line. Some companies may require you purchase a certain amount each month to be qualified or that you pay a higher sign up fee than if you were going to be a sales consultant.
Being a personal consultant can save you money on the products you love and help a friend out. So give it some thought and read the fine print before you say no. You may find that being a personal consultant is just what you were looking for.
Is Your Direct Sales Company Web Friendly?
Getting involved in a direct sales business can be a very easy way for someone to earn an income from home. One way to help maximize the amount of money that you can make with your direct sales business is to select a business that has web-friendly policies but, how do you determine a direct sales company is web-friendly?
After you have decided on the type of product that you would like to sell, you need to research which companies allow you to sell online.
Here are some questions to consider:
• Do they offer a website that consultants can utilize in order to make sales online?
• Are the company-made websites easy to navigate?
• Is it easy for your customers to place an order or sign up as a consultant?
• If they do not offer company-made consultant websites will they allow you to make your own website to sell their products?
• Does your company offer the use of an online party chat room?
• What restrictions do they have for online advertising?.
As a potential direct sales consultant that is looking for a web-friendly business you need to take the time to find out what types of online advertising are acceptable. Most direct sales companies have their own unique set of rules when it comes to online advertising. Some do not allow any online advertising.
If you do plan to pursue your business online, this is a very important consideration. Be very careful. Even if you see others in the business promoting online, if the agreement states that it is against the rules, do not believe your upline when she says you can “get away with it”. DO NOT DO IT! Many of these companies do police the internet, and you don’t want to feel reprimanded or hindered in your business after you’ve invested much time, money and energy. Choose a company that fits with your needs in advance. Don’t try to tweak one to work for you, unless you are 100% sure that it’s worth it.
However, if you fall in love with a company that has strict rules concerning how the company is represented online, do not let that discourage you from becoming a representative of that business. Find a quality up line and they will be able to assist you in learning ways to promote and network your business both offline and online while staying within company rules.
Using Direct Sales Fundraisers To Build Your Business & Boost Your Income
Joining a Direct Sales company can provide you with an excellent way to earn a great income with the added bonus of being able to make up your own schedule. In addition, the ability to work online opens up a huge market in which you can sell your products. Yet another avenue you should consider when marketing your products online is fundraising. Fundraising is an excellent feature to add to your online direct sales business for several reasons.
Fundraising exists to help groups that are in need of money. Fundraising is not limited to charities although they certainly do use fundraisers. Some groups that regularly run fundraisers are schools, churches, daycares/preschools, scouts, and non-profit organizations.
Quite a few direct sales companies have fundraiser programs in place for your use. Others allow you to sell creatively and make up your own fundraiser and allowing you to determine the percentage of profits that are given to the fundraising group. You can help the group conduct their fundraiser offline, online or a combination of both. Since there are such a wide variety of a products being offered by direct sales companies, groups doing fundraisers have an excellent chance of being successful, as they will be offering something new and different.
Most groups looking for a fundraiser are looking for fresh ideas in order to increase their chances of raising the cash they need. (All groups get tired of the same old fundraisers year after year. Offer them something different!) Think about what products your company has to offer. Some products, like jar candles, can be stand alone products or part of a candle package while a beauty company might offer a package that includes several items. Ask the fundraiser’s leader to brainstorm ideas with you to help them feel more involved in the offering.
If you make product delivery part of your customer service why not go the extra mile and put together the packages for them and include a business card in each order. This is sure to increase your income when you they run out of the item and wish to order it again. Likewise, think about placing a small sticker with your contact information on each individual product. The fundraising group will really appreciate your extra effort and just might book you in advance for the fundraisers in the coming years.
Adding fundraisers to your online direct sales business may also help you to meet your sales goals. Say you need to make a certain sales quota each month, simply plan ahead to organize a least one fundraiser per month and you are sure to meet your monthly sales goals.
This will also work for longer term sales goals. For example if you are hoping to win a trip that your company is offering as an incentive, fundraisers can go a long way to help you meet that goal. Try to schedule at least one fundraiser each month, and see the difference in your overall sales.
As you begin to look for ways to build your direct sales business by adding sales and contacts, definitely consider the benefits of organizing fundraisers. Not only will they help you meet your own personal goals for yourself and your business, you will be helping very worthy groups get much needed funds to help run their programs.
photo credit: mattlemmon
The Ins and Outs of Advertising on Online Forums
Learning how to advertise your direct sales business online can mean a definite increase in sales for your business. The thing that you need to keep in mind, however, with direct sales is that there is often a different set of rules for online advertising so make sure you check with your company to verify what you can and can not do online.
Here are some tips and tricks for advertising your direct sales business online through forums.
Finding the right forum is essential if you want to connect with people that want what you have. Creating relationships with meaningful posts and replies will give you the advantage over other people trying to put up a link to make a quick sale – which probably isn’t likely to occur.
Forums can be a great place to advertise your business within reason. You can participate in the forums –offering genuine support and advice when needed, which not only builds trust among the online community you are participating in, it is just simply fun to do. Choose your forums selectively. If you sell make-up you probably won’t want to post too much on travel forum but a forum filled with women is a completely different story.
While you want to make sure you are targeting people that will buy your products don’t be afraid to think outside the box. As a candle consultant leaving thoughtful comments on a real estate or other service based forum might get you some business. Just make sure that you are saying more than “good post” or “that’s great”. Then when someone is looking for a product that you may offer, you can casually mention that you are a rep for a company that carries what they need and the person will be encouraged to make a purchase from you since you have spent the time and have built that level of trust. And no matter what, make sure to follow the rules and regulations of the forums that you would like to potentially advertise in. You do not want to be reprimanded for spamming.
If you are not allowed to post advertisements on online forums, then look into the possibilities of advertising in your forum signature. All you need to do is create a catchy tag line or reference to your business to encourage people to click on your link and hopefully make a purchase. Using an email signature for advertising in the emails that you send is also a good way to get your information out. Each time you correspond with someone you are advertising your business.
These are only a few of the many ideas that you can implement as you are working on your online advertising campaigns. Keep yourself aware of the rules whenever you are advertising and realize each forum you participate in might have their own set of rules. You do not want to be accused of spamming even if it is unintentional. By using forum advertising this way, you’ll be off to great sales in no time.
photo credit: david.orban
Direct Sales Home Business
photo credit: Aitor Escauriaza
There may come a time when you hit a bump in the road with your direct sales home business. Here are some great ways to help you over that bump and on down the road to success.
3 Easy Steps To Improving Your Business
I know we are all on the look out to try the newest marketing method or jump in to another way of promoting. Before you do start some new method of promotion, read this first.
Not only will this help you stay better organized, but give you direction as well. Follow these steps to build a better business right from the start.
1. Make a list
Start by making a list of what ideas you would like to put into motion. Go over your current marketing plan. Do you have a newsletter? Build it more. Do you have a website? Tweek it so it converts better. Do you book parties? Set a goal to book more. Regardless of what methods you are working on, focus on building on them.
2. Organize your list
Take your list, and put those ideas in order and decide where you should start. For example, let’s say you have a personal website you want to work on, a newsletter, and you also want to work on bringing more visitors in to the site. Your first task should be working on the website to make sure it’s pulling in enough sales. Working on increasing your traffic is going to be a waist of time until your site is working like it should.
3. Stick to it!
With so many marketing ideas out there, it’s hard to focus on just one. However, making a goal to work on just one type of idea can be a huge benefit.
If you are lacking in ideas or direction, you may consider picking up a copy of Direct Sales Success Kit to help get you organized. Good luck!
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About the Authors: Kara Kelso & Anita DeFrank are two busy wahms, and the owners of Direct Sales Helpers.
Your Phone, Your Friend
photo credit: Lorenz Walthert
Never forget the power of your telephone. It is the main connection to your life blood, Your Customers! Some people embrace their phone. Others cringe at the thought of calling someone. But it is a critical element in our business, whether you run an online business or offline business. You need your phone!
Is your business a bit slow? Pick up the phone and connect with your customer. How is that product you have been using? Did your friend like the candle that you bought from me to give her? Do you need help cooking with or seasoning the new cookware or pottery? How did that new jewelry look with your dress?
Thank of some reason to call and check. You will be amazed at how people remember that and respond to a personal call. Email is ok for casual use. Not for professional contact! Why is it that spammers are happy with a 1% response rate? It is not personal and they know they can’t get much better through impersonal usage. Personal connections are powerful!
Hey, have a sale! Anyone you talk to, throw an item on sale for them; this week only save 25% on X product. Surprise! You may sell something as well, but what you gain will be ten times better! Satisfied customers that will remember you and refer people to you. Customer Service will make the difference between your business and your competitors.
Give it a try! You have nothing to lose and only Satisfied Customers and a growing business to gain!
Have You Ever Thought About Working From Home?
photo credit: jm3
I love asking…
Have you ever thought about working from home?
I use this line all the time at the parks and places I am hanging out with my kids.
Simply start the conversation with another mom…
Do you come here often?
Which kids are yours?
Then bridge the conversation into…
Do you stay at home with your kids?
When she asks, What about you?
You say…
Yes, I am so fortunate, I have a business I work right alongside my children and our activities and create extra income for my family. Have you ever thought about working from home?
I have to go to the dentist today so I’m gonna try and talk to someone there and then I’m stopping at the park again today to meet some more moms! We have about 45 minutes between appointments today so we are gonna sneak in a park visit. Everyone wins! My kids are happy to go to the park and I’m happy cause I never know who I am going to meet.
Who are you going to meet today?
Louann Cormier
