Direct Sales Products are Ideal for Secretary’s Day
As direct sales consultants, it’s a good idea to always be aware of upcoming holidays and special events. These make tremendous opportunities for marketing to a certain group of people. With that in mind, Wednesday, April 22, is Administrative Professional’s Day. This is the day that bosses all over America will honor their assistants with a token of appreciation. And many of those executives are just looking for a unique way to do that rather than with simply lunch or a bouquet of flowers. That’s your cue to share gift ideas from your company catalog and help those bosses look good in the eyes of their assistants. Here are some ways to do that.
• Buy or make some nice greeting cards to include with every gift you sell so your customer doesn’t have to shop anywhere else. You can easily print these from your computer using free graphics and simple phrases of gratitude.
• Offer gift wrapping or gift bags with every purchase at no additional charge.
• Place a few products in inexpensive gift bags and attach a balloon to the handle to make it more festive.
• Team with other direct sales consultants to offer a broader selection. You can include one or two items that each company sells and share in the profits.
• Do you sell mugs? File a few with various products such as Hershey’s Kisses®, herbs, a small plant, silk flowers, coffee or tea packets, etc. Tie a ribbon to the handle.
• Look for inexpensive baskets at yard sales, thrift stores or the dollar store. Paint them gold, pink or white and fill with small gifts.
• Include gifts in a variety of price ranges so you can market to companies of all sizes.
• Do you sell food? Fill a small basket, bag, or tin with several of your food products. Include a recipe card, wrap with cellophane and tie with curling ribbon.
• Sell beauty products? Choose several items that don’t aren’t colorized such as lotions, soaps, pedicure products, etc. so they’ll work for everyone.
• Don’t be discouraged if the direct sales company you rep for specializes in items that aren’t traditionally considered for secretary’s day. Look for original and innovate ways to market them.
For instance, for scrapbook companies, create a memory book kit with a small album and supplies to make several pages. Or for companies that offer children’s products, opt for a fun-filled selection of games for all ages.
• Don’t be afraid to mix products from more than one company. If you sell beauty products and kitchen items, for instance, select a nice kitchen container and fill it with beauty supplies.
• Offer to make more than one of the same gift for companies with more than one office professional.
• Make up a simple gift certificate if your company doesn’t offer them and sell those in place of the actual gift. Include a catalog and contact information so the recipient can choose what she wants.
• Don’t forget the men! While this is still a predominantly female profession, more and more men are becoming assistants. Be sure you have some gifts that would suit them as well.
There are so many ways to market your direct sales products to bosses for Administrative Professional’s Day. Do some brainstorming or creative thinking and come up with as many ideas as you can to grow your business on this special day. Think outside the box and you’re almost guaranteed to find some products that will fit the occasion.
Gift Basket Themes for Direct Sellers
When you think of gift baskets, you may think of lavish, over-priced baskets filled with lots of shred and a little fruit or cheese. But there are so many other choices for gift baskets (or gift bags, gift boxes, gift tins… you get the idea)! The profitability factor for a gift collection made using your own direct sales products is tremendous.
Instead of selling one item in a single purchase, you can sell several at one time. And the service you provide your customers by having a ready-made, pre-packaged gift that is totally unique, wrapped and ready to give makes for many repeat customers. Once your customers know you can whip up a gift basket, they’ll contact you for gifts for every occasion. Talk about profit!
Once you understand the profit potential for creating gift baskets from your direct sales products, you may wonder what to include in your baskets. One of the best ways to build a creative, attractive gift basket is to go for a theme. Choose products that complement each other, both in type of product and in color. Here are some themes to get you started…
• All Occasion
Good for housewarmings, new neighbors, congratulations, etc. Use products that would be good for a man or a woman for more versatility.
• All Things Chocolate
This may be your best seller!
• Anniversary
Select romantic, traditional or contemporary themes and fill your container with a variety of items for the happy couple.
• Baby
This is a perfect gift for a baby shower. Include rattles, bottles, lotions and more
• Barbecue
Nice for men who are always hard to buy for. Consider a BBQ apron, long-handled spatula, oven mitts, BBQ sauce, etc.
• Beauty
The options for this one are unlimited! Skin care, spa products, lotions, nail care…
• Birthday
Make one for every age and be sure to keep a few on hand for last minute shoppers.
• Book Lover
Include a couple best sellers, bookmarks, even a journal for recording notes.
• Children
Include toys, puzzles, books, bubble bath, etc.
• Gardening
You can include plants, gardening tools, gloves, seeds, gardening books.
• Get Well
A can of chicken soup and a soup bowl or mug make this another basket that’s good to keep on hand.
• Graduation
Consider pens, notebooks, photo frames, dorm room supplies, snacks and more.
• Holidays
Christmas, Easter, Valentine’s Day, Fourth of July, St. Patrick’s Day, etc.
• Kitchen and Baking
This is good for a housewarming gift, for the chef in your life, or for a new bride.
• Mother’s Day and Father’s Day
Go for traditional or fun gifts, but make up a bunch since these are always best sellers.
• Romance
It’s not just for Valentine’s Day, you know!
• Secretary’s Day
Provide several sizes of baskets for different size companies. Market these to bosses and executives.
• Sports
Baseball, basketball, golf, soccer, you name it.
• Tea or Coffee Lovers
Include a mug, stirrers, tea bags, coffee packets, flavored non-dairy creamers.
• Teachers
Parents are always looking for something to give at the end of the year. Be creative and you’ll sell several.
• Teens
This age group can be hard to buy for so products that would appeal to them are very welcome.
• Wedding
Options are broad. Select items on the bridal registry or choose things you know every new couple needs.
As you can see, the ideas are never-ending. And so is the profit potential! Have some inventory on hand or some things that a customer ordered then backed out on? Create a nice gift basket or bag and sell those products quicker while offering a service your customers will love.
Selling More Products with Gift Baskets
You know that thrill you get when someone places a nice size order with your direct sales business? Think of that multiplied several times over… with just one customer! That’s how you’ll feel when you begin creating and selling gift baskets, bags and boxes you’ve put together yourself from your company’s products.
The thought of creating gift baskets doesn’t have to be intimidating. It’s really an easy process and you can make your gifts as simple or as complex as you choose. Start with the easy gifts then, as you feel more confident and your abilities increase, create more complex arrangements.
Whatever you do, though, do it now! You’ll be wonderfully surprised at how much profit you can make by offering complete gift packages to your customers. And they’ll think you’re wonderful because of the added service they’ll receive.
So how do you put together a basket? It’s really not hard.
You’ll need a container to hold your gifts. Choose a basket, gift bag, decorative box, tin, plastic container, paint can, lunch box or anything else you can think of that will hold your items.
Place a little color coordinating shred in the bottom of the container to form a cushion that will protect your items as well as adding interest.
Select the gifts you’ll use in your package. Choose items that complement each other, of varying sizes. Keep in mind the amount of container space you have to fill.
Arrange your items in the container with the largest items in back, getting smaller as you come forward. Save the smallest items to use as fillers. Create a nice arrangement. It doesn’t have to be elaborate, just pleasing to the eye.
If appropriate, cover the entire gift with cellophane. This isn’t necessary for gift bags or certain other containers. If you do cover the gift, you can use a cello bag or shrink wrap.
The dollar store always has nice large “basket bag” kits that come with a twist-tie and bow or ribbon. If using one of those, you place your basket inside, twist-tie to close, then use your blow dryer to shrink the cellophane for a nice tight wrap.
Then just add a bow with curling ribbons and a gift card with your company name and contact information.
You’re good to go with a delightful, creative gift that’s customized to your customer’s needs.
Make a variety of gift baskets using your company’s products to have on hand for upcoming occasions and let everyone know you offer them.
You might even want to send out a postcard mailer or email to your customer list to announce this new service. Your sales will increase dramatically!
Creative Ways to Market with Expired Catalogs
Sometimes as direct sales consultants, we end up with extra catalogs that we couldn’t use before the expiration date. Maybe we ordered too many for an event, or just didn’t get them handed out like we thought we would. Whatever the reason, catalogs are money in hand, so we certainly don’t want to just toss them out! Here are some ideas to make the most of your expired catalogs and hopefully, get some added exposure and sales from them.
• Print up some stickers with your contact information, including email and website, that say “Contact Me for a Current Catalog!” Put one on each expired catalog before you begin to distribute them.
• Give them to sub-sellers at no cost. This is especially good if you typically charge your sub-sellers for catalogs.
• Leave them on a table in your local library. Our library actually has a table set aside for people to drop off used magazines and books. I’ve picked up catalogs for several direct sales companies there.
• Drop them off at local doctors, dentists, chiropractors and other offices where people have to wait.
• Leave one in the dressing room when you try on a new outfit.
• Cut a circle of netting or sheer fabric (or buy circles ready-made at Michael’s or Hobby Lobby). Place 4-5 Hershey’s Kisses® in the center of the circle and tie with ribbon. Attach one to each expired catalog and drop them off around town in any office that has a receptionist. Consider car dealerships, insurance offices, contractors, etc.
• Ask if you can drop off a few at your child’s day care center.
• Leave a few in the restaurant’s restroom when you go out to eat, and leave one on the table with your (generous) tip.
• Give one to your bank teller when you go through the drive-through.
• Leave a couple on the fabric counter in your local department store.
• Take a couple with you when you have your nails done.
• Ask your hairstylist if you can leave a few in her shop. Offer her a discount for any orders that come from there.
• Drop one off with the secretaries at your local elementary, middle and high schools.
• Leave several around your local college campus. You can also add a recruiting sticker to these since college kids are always looking for ways to make a little money.
• Leave a few in your local laundromat.
• Make up a coupon good for 10% off a first order (six to a page work well). Place one inside each expired catalog. Leave them anywhere else you can think of.
The whole idea is to change the way you think about expired catalogs. While they may have looked like money wasted before, you can now see them as potential orders and recruiting prospects with just a little effort and creativity.
Are You Offending Your Direct Sales Prospects?
A recent post on a direct sales news blog caught my eye today. It was an exaggerated scenario about a direct sales consultant (DSC) approaching a young mom at a park where they had both taken their children to play. Almost as soon as they had introduced themselves, the DSC stuck a catalog in the other mom’s hand and began sharing her latest hostess incentives. That poor prospect couldn’t get out of that park fast enough!
Now, I’ll admit that there are a few (very few!) people who might could pull this off. But to the majority of us, this approach simply comes on too strong. This kind of behavior can not only offend, it can literally turn a new customer off so badly that they will never be reached by our products. Attempting a sale without becoming better acquainted makes the DSC appear gauche and insensitive. It’s better to build a relationship with a prospect first, then let them know of your business.
Put yourself in the prospect’s shoes. You’re at the park with your child. Enjoying a beautiful, sunny day. A nicely dressed woman walks up to you and asks if she can sit on your bench. She smiles. You smile and invite her to sit. Immediately she pulls a catalog out of her oversized purse and thrusts it toward you. “Hi, I’m Mary. I’m a direct sales consultant for XYZ Company. I’d love to show you the latest items in our catalog.”
Now, I don’t know about you, but I quickly start looking for an exit in a situation like that!
But consider, on the other hand… this same nicely dressed woman walks up to you and asks if she can sit on your bench. She smiles. You smile and invite her to sit. She says, “Hi, I’m Mary. What’s your name?” You begin to chat. She tells you about her kids. She asks about yours. You talk about where you live, hobbies, husbands, work. You spend an enjoyable few minutes getting to know each other.
Before long you look at your watch and realize it’s time to go. As you stand, Mary stands also.
“I have really enjoyed talking with you,” she says. And you believe her. She reaches into her purse and pulls out a business card. “Give me a call sometime when you’re free. Maybe we can go to lunch,” she says as she hands you her card.
You notice she’s a consultant for XYZ Company. You say to her, “Wow. I’ve been wanting to see a recent catalog. Do you have one with you?” Being the good consultant she is, she pulls one out of her oversized purse and hands it to you. “Sure,” she says. “Look it over and call me if you need anything.”
Totally different scenario. No pressure. No feeling of imposition. You’ve just met a new friend and she happens to be a sales consultant for XYZ Company. What a pleasant coincidence.
Which of these situations do you think would create a loyal customer? The second one, of course!
Yes, there are times when it’s appropriate to hand someone a catalog right after you’ve met. And you’ll have to use your own judgment as to when that may be. But be sensitive to the feelings of others and if you see them begin to back away, slow down. Those times are the exception rather than the rule. More often than not, we need to get to know our prospects – at least a little – before coming out with a sales pitch. Build friendships first. Customers will naturally follow.
Direct Sales Prospecting: Who Do You Know?
Looking for new direct sales customers, hostesses for your home shows or even recruits? One great strategy to find all of the above is to contact everyone you know and determine their interest. The problem is thinking of everyone you know!
You may have friends you’ve lost touch with or people you know from a club you no longer belong to, friends who live in your “old neighborhood,” or any number of other contacts that you’ve simply forgotten about or haven’t considered. Here are possible contacts you may not have thought about. Once you work through this list, you’ll probably think of even more prospective customers, hostesses and recruits that haven’t even crossed your mind.
• Accountants
• Auto insurance sales rep
• Babysitter
• Babysitter’s parents
• Bank tellers
• Barber
• Bookkeepers
• Business associates
• Candy stripers
• Car salesman
• Chiropractors
• Chiropractors’ Assistants
• Church family
• Church secretary
• Club members
• Co-workers
• College friends
• Convenience store clerks
• Dental hygienists
• Dentists
• Direct sales reps in other companies
• Doctors
• Editors
• Firemen
• Former business associates
• Former church family
• Former church secretary
• Former club members
• Former co-workers
• Former neighbors
• Friends of family
• Friends of friends
• Grade school friends (if you’re young enough)
• Graphic artists
• Grocery store cashiers
• Hair stylist
• Health insurance sales rep
• High school classmates
• Jewelers
• Journalists
• Life insurance sales rep
• Neighbors
• Nurse’s Aides
• Nurses
• Non-profit workers
• Optometrists
• Ophthalmologists
• PTA members
• Pastors
• Pet walkers
• Pharmacists
• Physicians’ Assistants
• Play group parents
• Police officers
• Postal worker
• Publishers
• School principal
• Security guards
• Servers at your favorite restaurant
• Shoe salesperson
• Spouse’s assistant
• Spouse’s boss
• Spouse’s co-workers
• Spouse’s club members
• Spouse’s former assistant
• Taxi drivers
• Tax preparers
• Teachers
• Teachers’ Aides
• Tutors
• Volunteers you know
• Writers
• Your boss
• Your boss’s spouse
• Your former boss
This list is by no means exhaustive, but there are surely people here that you haven’t thought of in ages. Get out your old phone book and give them a call. You can almost bet on finding some new customers, hostesses or representatives for your direct sales business if you do. And that means a definite increase in profit. So start right away!
10 Reasons to Use Twitter to Build Your Direct Sales Business
Unless you’re Bill O’Reilly, you’ve probably heard of twitter, and maybe even use it already to promote your direct sales business. If so, you’ve certainly discovered what a tremendous networking tool this can be!
But if you’re new to twitter, or haven’t signed up yet, here are ten reasons you may want to do so before the day’s over. Using twitter can be an extremely profitable way to build your direct sales business at no additional cost.
1. You can post a link to your website on your profile. While it may not be indexed by Google, since the pages have a nofollow tag, it does draw visitors to your site when twitterers visit to learn who you are.
2. You can brand your name. Offering free advice and information, rather than only advertising your business, will help build trust among your followers and help brand your name by making it recognizable to your followers. Then, when people need what it is you have to offer, they’ll think of you and your sales will increase naturally.
3. As long as you go about it the right way, you can promote your business on twitter. You can post (up to 140 characters) about new blog entries, sales you’re holding, coupons you just released, hostess goodies you offer, benefits of doing business with you rather than other reps in your company, and more. Just don’t abuse the privilege or people will unfollow you. And add some useful non-advertising content in the mix.
4. Get your questions answered. Send out a twit (a post on twitter) with any question you may have. You’ll get lots of answers from a variety of perspectives.
5. Get input on your new website design or blog post. Let your twitter friends know what you need and they’ll give you an honest opinion, typically filtered with kindness and respect.
6. Expand your circle of influence. The interaction on twitter promotes online friendships and valuable networking. Recommending those you follow to others encourages them to do the same for you. And you can quickly and easily build a twitter full of loyal followers who’ll listen to what you have to say.
7. Twitter is also a tremendous place to find new knowledge on a variety of subjects. Just as tweeps (people on twitter) will learn from you, you can learn from hundreds of others in your field of direct sales or in other, totally unrelated, fields. The potential is truly unlimited.
8. Build your direct sales team. For direct sales consultants who are recruiting, twitter can be invaluable. Post that you’re looking for additional consultants and direct people to your website for more information. It’s an easy, painless way to offer your business opportunity to prospective consultants.
9. Use twitter to announce new products. Many people are online searching for things they want to buy. Letting them know when you offer something new can draw added sales to your business.
10. Announce upcoming events, sales meetings, seminars, shows and more through twitter. You may or may not get people who are interested in attending, but if nothing else, it lets them know what’s going on in your business and keeps you in the forefront of their minds. That’s a great place to be when you’re trying to brand yourself as the consultant for your particular direct sales company.
While this doesn’t cover all the ins and outs of twitter, and while you may not understand all the twitter-ese unless you already use twitter, hopefully, you can see the potential for growing and building a thriving direct sales business using this free and popular social network phenomena.
Use Subsellers to Increase Direct Sales Profits
The idea of subsellers (or helpers) in direct sales isn’t a new one, but many direct sales representatives neglect this profitable way to build their businesses with less effort than building a full direct sales team or downline.
The difference in a subseller and a regular team member is that the subseller is not a consultant for your company. She strictly helps to sell product under your account.
A subseller’s main purpose is to generate orders. She may be motivated by making some extra money (you can give her a percentage based on sales as noted below), or she may just want to earn enough to get her own products free. Whatever the reason, she will gather her own orders, collect the money from “her” customers, pay you, separate and bag her orders, and then deliver the orders she has collected.
If you decide to use a subseller, or more than one, be sure you have an agreement in place so she and you both understand what each one’s role is. Typical agreements include the following guidelines:
• Subsellers place bulk orders only. The subseller takes the orders from her customers, compile the orders, then gives you one order for everything she needs.
• Subsellers package all their own orders. You return the bulk order just as it was given to you and she separates it as needed.
• Sales Aids such as bags, samples, etc. should be made available for your subsellers at cost.
• Set a discount amount for your subsellers based on their sales. For instance:
• $50 or less in sales, 10%
• $51 – $100, 20%
• $101-$150, 25%
• $151-$200, 30%
• over $200, 35%
• Subsellers should be able to order their own products at the same discounted rate.
• Decide how you’ll handle giving her catalogs and brochures. You may give 1-2 and then charge for additional ones. Whatever works best for you.
• Set a specific time that orders are due to you. For instance, every other Friday by 6:00 PM.
• Let her know when her products can be picked up. For instance after 12:00 noon on the Wednesday after the order is placed.
• Decide on the payment form you’ll accept: cash, money order, PayPal, etc., and when payment is due. It’s best to require payment when the order is placed. This will ensure that your subsellers collect payment from their customer when orders are placed with them.
• Some representatives require a minimum order of as much as $50 from their subsellers. It’s up to you, but if you want to require a minimum, be sure to Include it on your agreement.
• Include a place to sign with an agreed upon statement such as:
This agreement can be changed or altered only with the signature of both parties, however, _____________________ [Your Name] reserves the right to terminate the relationship at any time.
• Above the subsellers signature, add:
I agree to these conditions and understand that I, _____________________, [Subseller’s Name] will be held responsible for all monies due.
• Have your subseller sign and date the Agreement and you do the same.
Now, simply make a copy for her and keep the original yourself. “Hire” as many subsellers as you feel comfortable working with to build your business much more quickly than you could on your own!
While you don’t have the same responsibilities for subsellers as you do for a full team downline, you will want to offer sales helps and ideas, as well as encouragement. After all she is helping to build your business. That’s why it makes so much sense to use subsellers to increase your direct sales profit without undue labor on your part!
Direct Sales: Finding New Business In Your Cold Market
You started your direct sales business and every single on of your friends, family and their friends and family are your customers. Now it’s time to branch out and get some brand new customers. Where do you look? Where do you find brand new customers that have never heard of the company or tried the product? It’s time to enter the cold market zone.
What’s a cold market, you ask? Simply put, your cold market is anyone you don’t already know. They may also not have any experience with the product and also who may never have heard of the product or company.
Reaching your cold market can be very rewarding but it can also be a little intimidating. The term alone can send shivers down your spine. But don’t let the words intimidate you or stop you from reaching a whole world of possible new customers. Reaching your cold market can open doors of opportunity you may have never thought possible.
So, how do you go about reaching your cold market? Most sales people save the cold market for last when making sales calls because it can be scary to call a complete stranger, who might slam the phone down on you as soon as they hear you are a sales consultant. If that happens, and it probably will, just move on. Don’t let rude people stop you from reaching your goals and dreams.
Think of every place you go as a place to meet new people. When you enter an office (think doctor, dentist, pharmacist, post office, hair dresser, etc) who do you encounter first? Most likely you’ll meet the receptionist. Receptionists are usually busy so be sure it’s a good time to talk and keep it brief. If your company offers samples, leave some. If they don’t, think of a way to let them try the product. If you are selling skin care, talk to the receptionist on a personal basis. Oh, and be sure there aren’t any “No Soliciting” signs up. If there are, then you cannot go in there and solicit to the receptionist. But, if there aren’t any, then go ahead and ask the receptionist a few questions.
Here are some examples to get a conversation going:
You: Hi. My name is Mary. I was just in the neighborhood and thought I’d stop in and see if you’ve ever heard of Great Stuff for Your Home? I’m a consultant for them and looking for people who’ve never heard of it or who’ve never tried it. We’ve got some really great products that you might be interested in.
Receptionist: No, I’ve never tried it, but I have heard of it.
You: Okay, well let me give you my card and here’s a brochure. Can I give you a call at home?
Receptionist: I suppose so. But, I am only home in the evening after 6:00.
You: I will be sure to call after 6:00. (Be sure to write that down! You don’t want to make a mistake and blow the whole deal!)
When entering a business, make it brief, short, sweet and to the point. Offer your business card and brochure first before asking for their name and number. Don’t try to sell them right then and there. Follow their lead and don’t take too much time. They won’t be happy if their boss isn’t happy. And always be sure to follow up and follow through.
Another possibility is the phone book. It’s full of names and phone numbers just waiting to hear about your company or product. Well, maybe not, but if you’re at a loss for people to contact it can be a good place to start. You can start with A and work your way to Z, or vice-versa. Or you can just pop it open, point and the name you point to is the first call you make. Either way, make sure you write down or keep track of who you’ve called so you don’t call them twice.
Here’s a little script that will help you when making cold market phone calls:
Other person: Hello.
You: Hello. My name is Mary and I’m a consultant with Great Stuff for your Home. Do you have a minute? (Always, always ask this first. I don’t care if you’ve been taught otherwise, this is called having manners. I know I hate it when I don’t get a chance to say, “Hey I’m busy right now, I’ve got food on the stove or a baby playing in the toilet”, so always be polite! This will get you much farther in the long run than being rude and not letting the person on the other end speak!)
Other person: Um, yeah, I suppose so.
You: Oh great! I’ll only take a minute of your time (and be sure to do just that!) Have you ever heard of Great Stuff for Your Home?
Other person: Yeah, I think so. My ex sister in law used to sell it or something.
You: Oh okay. So you’ve never seen it or tried it then?
Other person: No. Not that I know of.
You: Well let me tell you a little bit about what we have. (Be brief, descriptive and find out if they have a need for your product).
Other person: Oh really?! I didn’t realize you sold that! I was just thinking I needed that something along those lines for my home office!
You: We also have this that may help with your home office organiztion. When would be a good time to get together? I have Monday at 2:00, Thursday at 4:00 or Friday at 6:00 available next week.
Other person: Thursday at 4:00 will work great!
You: (Tell them about the hostess plan and ask them to invite a few friends too.)
The scenario may play out where the other person just doesn’t have a need for the product. That’s okay. Be sure to give them your name and number so when a need does arise, they have it. Also be sure to ask them if you can send them a brochure in the mail with your card so when a need arises they have it on hand. If your company has a website or you have one, direct them to that as well. You want them to remember your name and look you up when they are ready to purchase.
Other ways to find people in your cold market to talk to include drawing boxes left in local business locations (with permission) and event booths. Any time you have a chance to talk about your company, try to get the information of the person you’re talking to and ask permission to contact them. Handing out free “samples” with your business card attached is also a great way to get your product in the hands of people and simply a nice thing to do.
Reaching your cold market can open new doors of opportunity for your business, so don’t be afraid to get out there and find those people who have never tried your product or heard of your company! Cold market calling can be fun and rewarding so don’t let the “No’s” stop you!
