What Makes Your Business Better

Setting long-term goals for your direct sales business is an effective way to keep you focused and motivated to give it your all. As you likely already know, you should always aim to grow your business and move it forward. In doing so, take a look at how you operate certain aspects that could use improvement. In today’s post, we offer you some suggestions on where to begin.

How your products/services provide a solution – This is the foundation on which your marketing and sales pitch should be based. Educate yourself thoroughly about what problem your potential customers have, how they may have tried to solve it in the past, and how your product or service is the best solution. Furthermore, use this information to find your target market. For example, a skin care company that specializes in organic products has a line just for babies. A consultant for this company would want to know that many parents want to use shampoos and lotions without added chemicals that have unknown effects on the baby. Also, these parents have tried other organic products but weren’t satisfied with their effectiveness, fragrance, or price. Equipped with this information, the consultant would emphasize the quality of her product, how well it works, and how affordable it is. The bottom line is that this product solves a problem that many parents have with products they use on their babies every day.
Using real testimonies – Consider the level of importance internet shoppers place on reviews. Websites like Yelp and Angie’s List thrive on the fact that real people who have truly used the products and services have given their honest and unsolicited opinions. The advantage you have as a direct seller is that in using these testimonies, you can also personally explain a little bit about the customer making them. At a home party for example, while demonstrating a product, you can easily give a short anecdote about a customer from a recent party about how she discovered the product and why she loved it so much. These types of testimonies are especially meaningful because they are true, first-hand accounts.
Telling people what you are best at. Recognizing your strengths and playing them up is important, but don’t be afraid to share them with others. If you have a strong ability to remember names and faces after only meeting people one time, it’s okay to tell people that and demonstrate it. In the example above about using real testimonies, that would be an appropriate time to lightheartedly add that you have this unique ability that many people find fascinating about you. In addition to telling people about what you do best, find ways to show it in your interactions with customers.
Putting it in writing – You don’t need to draw up a formal contract in order to make something official, but putting things in writing does place a level importance on it that a verbal promise doesn’t necessarily have. For example, adding the phrase “call or text me at (your cell phone number) on your business card, gives customers permission to send you text messages, which may be more convenient than a voice call. Because it is in writing, they will feel comfortable doing so, possibly without having even met you first. Mean what you say and mean what you write. The strength of your word is a valuable thing in business.

In what ways have you tried to make your business better? Will you be putting our suggestions to use? Please share your comments below!

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How to Get Your Customer to Buy

When figuring out how to get customers to buy your product or service, it is often helpful to put yourself in the customer’s role. When was the last time you bought something? What about it made it interesting? Why was it appealing? What made you ultimately purchase it? Whether the most recent thing you bought was a box of diapers or a new car, the same principles still apply. Read our brief list below for tips on how to get your customers to actually buy your product.

Make your product/service interesting and unique. In order to pique the interest of potential customers, emphasize your product’s unique qualities. What does it offer that competitors’ products don’t? For example, one company specializing in children’s meal time needs offers a line of sippy cups that help a toddler transition from a bottle to a regular cup. A customer can choose what kind of top to use like a spout or straw, which is a pretty standard choice when it comes to transition cups. The unique part about this company’s line of cups, however, is that if your child doesn’t take to a certain one, you can exchange the top free of charge until you find the one that your child prefers. As many mothers will tell you, this is a unique concept that prevents having to buy several different kind of cups to find one that the child will actually drink from. This company’s consultants most often highlight this feature and find it to be their top seller.
Make it easy to understand and use. Depending on what the product or service is, this can either be a simple job or something more complicated. Whichever the case, find a way to make sure the customer is completely confident using it independently. If the product has a multi-step process, allow customers ample time and plenty of opportunity to try it by themselves so they will have enough confidence to make the purchase. One beauty consultant, when giving makeup consultations, demonstrates the products on the customer. Once the customer is satisfied with the end result, the consultant creates a customized magnetic card that can be placed on a vanity or bathroom mirror while a customer applies her own makeup every day. Taking the time to do this for each customer proves financially worthwhile because even the most inexperienced people can easily understand and use the products.
Demonstrate that there are multiple uses and applications. When you show the versatility of your product, you are demonstrating that it has value. People are generally willing to pay a little bit more for something if they know it is of high quality, will last a long time, and can be used for more than one thing. Also keep in mind that different uses for something will appeal to different kinds of customers. A handbag that easily expands to a larger size will satisfy the needs of a young college student and a stay-at-home mother. Evaluate your customer base to decide how and when to highlight the versatility of your products and services.

The more you know about your products, the easier making the sale will become. Create interest, make it easy to use, and demonstrate versatility. What else would you add to our list? Please share your ideas below!

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Three Keys to Establishing a Loyal Customer

When trying to establish loyal customers, put yourself in their shoes. Surely, you are a loyal customer of a business yourself. Perhaps you always get your hair cut and styled at the same salon, or maybe you grab your coffee from the same deli each day, even though you pass three other coffee shops on your way home. What is it about the business that keeps you coming back to only that place? When did you decide that you wouldn’t frequent any other competitor’s business? Asking yourself these questions and following our suggestions will help you create loyal customers.

Focus on the individual. From the very first interaction you have with the customer, demonstrate your genuine interest in him or her as an individual with unique needs and concerns. In making conversation, remembering one or two details about the person will serve you well in the future. A customer interested in skin care products for her teenage daughter mentions that this purchase is part of her high school graduation gift. In subsequent meetings, the consultant usually starts off by asking how the daughter is enjoying college and how the mother is adjusting to an empty nest. These types of details shows people that they are more than just customers to you, and your interest in their lives will make them happy to bring you repeat and exclusive business.
Make sure you have enough time for the person. Once your business really begins to grow, (this is a good thing!) you likely won’t have as much time to spend on each customer as you’d like. If this is the case, make sure that you make time for your potentially loyal customers. Make a personal delivery on your way to pick up your kids from soccer practice, send a quick text message asking how he/she likes the newest product, etc. If the person reaches out to you at a time when you can’t return the call right away, send an email to say you’ve gotten the message and are looking forward to returning the call; provide a specific date and time you’ll call back. In doing so, you are showing the customer that he or she is important to you and you appreciate the loyalty.
Ask; then really listen. Asking the right questions is a smart way to engage a customer, but it doesn’t end there. Truly listen to the answers, and consider going so far as to jot down a summary of the conversation afterward. Refer to your notes regularly to keep the customer’s needs in mind and stay proactive in satisfying them.

Always remember that whatever product or service you are selling, you are in the business of people. Be kind, caring, and genuine, and you’ll already be one step closer to achieving a loyal customer base.

What would you add to our list? Please share your ideas below!

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Three Tricks to Improve Your Communication

The advantages to living in this digital age are nearly endless for your direct sales business. It only takes a few seconds to send an email or text to a customer or colleague. However, face-to-face communication is still an extremely important part of how you interact with others. Emails and text messages are convenient, but they cannot convey tone of voice, emotion, and other non-verbal cues. As you continue to build professional relationships, make it a priority to improve your face-to-face communication skills.

Bring a friend or partner for confidence. Meeting a friend, acquaintance, or even a stranger for a sales presentation or opportunity meeting can be intimidating and anxiety-inducing. Don’t be afraid to ask a friend or colleague to tag along for moral support. For example, you are about to do your very first home party hosted by someone you only met one other time. All the guests at this party will be strangers to you, and you don’t feel completely comfortable going it alone. Ask someone in your upline or even a close friend to accompany you. Introduce him or her as your assistant, for instance, and you’ll not only have someone to help build your confidence, but you’ll have someone to help you set up, pass out catalogs, and answer questions if appropriate. Sometimes just the feeling of having a friend in the room can boost your self-esteem and make you appear confident to others.
Practice your conversations. This can be done alone in front of a mirror, by recording yourself on your smartphone or tablet, or even by role-playing with a friend. A direct seller named Vanessa always rehearses the introduction of her sales presentation in her bedroom mirror right before she leaves for her parties. In doing so, she pays attention to her facial expressions like making sure she’s smiling, and her tone of voice to make sure it stays warm and light-hearted. Another benefit of doing this is that she will notice before it’s too late if anything about her outfit interferes with her presentation or just doesn’t look and feel right. Find a way of practicing that is comfortable for you, and make a habit of doing it often.
Make eye contact naturally without staring. Eye contact is an essential part of face-to-face communication, as it signals to the other person that you are in fact listening and giving your undivided attention. Looking directly into someone’s eyes can be intimidating, however, so use some techniques to avoid staring. Tip: Look directly in between the person’s eyes instead of right into the eye when talking. It won’t be detectable by the other person that you’re not looking into the eye, and you will feel more at ease while giving your attention. As with any skill, you will become more proficient and comfortable with practice and experience.

Possessing strong communication skills will serve you well in any career. When you can appear confident, demonstrate good listening, and use proper eye contact, you can begin to build and maintain the relationships that are so important to your business.

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Three Ways to Reach New Customers

Growing your business and achieving success requires you to continually increase your customer base. Retaining existing customers and acquiring referrals alone will not translate into long term success. One of your goals should be to introduce more people to the benefits of your product or service. Here are three ways to start finding new customers right away.

Find a new niche and build a market around it. Within your obvious target market, there likely lies a smaller, specialized one that has potential to become the spotlight of your business. Find out what this is, and make it the center of your customer search efforts. For example, after a few months working for a direct sales company that sells women’s fitness products, one consultant met a pregnant guest at a home party who purchased a starter kit in preparation for shedding her pregnancy weight after the baby arrives (under her doctor’s supervision, of course!). This gave the consultant an idea for how to market some of her products to this very specialized population of potential customers. She chose a select handful of products that were deemed safe for post-partum women to help them ease back into a safe and effective fitness regimen. In order to build a market around this niche, the consultant used word-of-mouth and chose a few places to advertise where expectant and new moms could be easily reached (the fitness club child care room, Mommy & Me classes at the local library, etc.). Concentrating your efforts on a niche market can have long-reaching benefits for your business.
Use events and gamification to engage people. Your social media presence can be a very effective tool with which to engage people and start conversations about your business. Hold contests on your Facebook page that require people to share in some way, from which random winners will be chosen. Amazon Mom, a program from Amazon that allows members to save on baby & children’s products, frequently holds themed photo contests. Members post a photo relating to the theme (one recent theme was May Flowers). They choose a “Top 20” list where each winner’s photo is featured on their page for their hundreds of thousands of followers to see. Get creative with how you engage people, and keep in mind that you don’t need to spend money or give something away to do so.
Do things differently to generate curiosity. Thinking outside of the box will almost always serve you well in this industry, so create a bit of mystery around a new product, perhaps, that will get people interested and talking. One direct sales consultant ends her presentation with a question and answer session. Before she starts, she asks guests to retrieve their cell phones because the questions will be asked via text message. This piques guests’ curiosity, and after the Q & A ends, she instructs them to add her phone number to their contact lists so they can reach her if they have any questions, concerns, or want to reorder. Furthermore, she reminds them that she also now has each of their phone numbers as well to make getting back to them and reaching out much easier. When seeking feedback about the party afterwards, this text message Q & A is what people report as the most memorable and fun part of the presentation. Use your unique qualities and have fun with finding different ways to do things.

Reaching new customers doesn’t always require casting a wider net. Look within your existing base for niche markets, engage people in innovative ways, and think outside the box. In doing so, you move your business forward and come closer to achieving your long-term goals.

What would you add to our list? Please share your ideas below!

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Five Ways to Keep Customers When Prices Go Up

Five Ways to Keep Customers When Prices Go Up

Throughout the course of your business, you will undoubtedly be faced with the prospect of increasing your prices while making sure you don’t lose your customers. As long as you are truthful and you maintain your high quality products and customer service, you can rest easy with the knowledge that your clients likely aren’t going anywhere. If you find yourself in the situation of having to increase prices, here are some tips.

Give an honest explanation for the increase and thank them for being loyal customers. It won’t take long for customers to notice a price increase, especially for items that they buy on a regular basis. The most important thing is for you to be honest. For example, a local business owner who designs and makes window treatments (curtains, draperies, etc.) gets most of her materials from out of state. Because of a recent increase in gas prices, her distributor is charging more for shipping. In order for her to maintain her profit margin and keep her business afloat, she must increase the price customers pay for both her supplies and services. Customers will understand and most likely relate to your reasons, so don’t keep them in the dark. Instead, thank them for understanding and show your appreciation for their loyalty. They won’t want to bring their business elsewhere if they know you sincerely care.
Offer another lower price item. There will be times when a customer is unable or unwilling to pay the higher price, so in this situation you may want to offer an alternative. The window treatment designer offered her customers a similar fabric that is less expensive for her to buy, so she is able to pass that savings on to her customers. Again, be honest about what you are offering and why it is a lower price, but be sure to emphasize that it is of the same quality that your customers have come to expect.
Add more value to your existing items. This is a great way to keep your customers happy despite the price hike. Add value to your items by offering an extra service or perhaps a discount on a future purchase. Listen to what your customers want, and be creative in finding ways to make them happy. In most cases, they won’t mind spending a few extra dollars if they know they are getting more for it, instead of less.
Show how the increase gives them more for their dollar. When the window treatment designer explains the reasons for her price increase to her customers, she also makes a point of explaining that without the price increase, she wouldn’t be able to offer as wide of a selection of fabrics. This is a big selling point for her because her business is among only a handful of those like it in the region, and by far the one with the most choices. So for customers who are willing to pay the higher price, they are getting an expert who can offer them exactly what will be best for their needs.
Demonstrate how the increase in price is not to increase profit. If you have been honest in your explanation and fair in your increase, it will become apparent to your customers that you are increasing your prices out of necessity, not greed. All too often, we read in the newspaper how large corporations are posting record profits, even in times of economic distress. Show your customers that your small business is unlike those corporations and that you need to increase your prices to maintain your business and livelihood. They will likely agree with you and understand the reasons for your actions.

By being honest with your customers and adding value to your products and services, you will maintain your clientele despite your prices going up. Your customers will appreciate your honesty and will remain loyal if they know you sincerely appreciate them in return. What are your ideas for keeping customers while raising your prices? Please share your comments with us!

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A Simple Way to Make More Sales

A Simple Way to Make More Sales

When you are in the process of making a sale, your enthusiasm and adrenaline kick into high gear. These may help you close the deal, but they can also hinder your progress. The most important thing to remember about making a sale is that the sale should never be a one-sided presentation. Think back to your school days. Were your favorite teachers the ones who lectured on the material the entire time or the ones who engaged you with thoughtful questions and hands-on experiences? It is most likely the latter, since we tend to grow bored and stop listening if there isn’t a dialogue involved.

In order to prevent your sales presentation from becoming one-sided, focus on keeping your customer engaged with questions. These questions should elicit more than “yes” or “no” answers. They should allow a dialogue to take place and give you an opening to present more information. For example, you’re about to demonstrate the effectiveness of your all-natural carpet cleaner on your sample red wine stain. Ask the customer, “Have your children or pets ever stained your carpet so badly that all the scrubbing you’ve done just won’t get rid of it?” When the customer answers yes, ask them to tell you that story. This shows that you are interested in what the person has to say, and that you are not simply giving a generic presentation. Continue asking questions throughout your presentation, and customize it based on what the customer shares with you.

If you have asked the right types of questions and have followed up with related ones, you have learned a bit about your customer. Use this information and keep referring to it while you interact. When you asked the customer to tell you the story about the carpet stain, you notice she mentioned that she has a newborn baby in the house. When you get to the part in your presentation where you tout your product’s environmentally friendly ingredients, emphasize the benefits of reducing the amount of chemicals her baby is exposed to. This might lead her to ask what exactly is in your carpet cleaner, and the conversation continues. Remember that the more questions a prospective customer asks, the more likely you are to make the sale. Think of this as time well spent, as it is an investment into your business. Take the time necessary to grasp every opportunity you can to continue the conversation and lead the prospect to ask more questions. You will be sparking and maintaining interest in your product or service, which will likely lead to a sale.

By simply focusing on your customer, engaging him or her in the presentation, and investing your time well, you will certainly find yourself making more sales. Enjoy this part of your business; interacting with others is fun and interesting work. Use it to your advantage while you help others find solutions to their problems with your products and services. How do you engage your customers while making a sale? Please share your comments below!

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4 Ways to Keep Reinventing and Re-energizing Your Business

4 Ways to Keep Reinventing and Re-energizing Your Business

Have you ever reached that point in your business where things just feel a little stale? Things have been the same for a while, and the business just doesn’t feel like it’s growing? It’s important to move beyond this, because a business that isn’t growing is one that’s fading. You are always moving in some direction. Take control of the direction of your business, and help yourself move forward, with these tips.

Socialize with Customers: Sometimes you need to get out of your rut. So find out where your customers hang out, and spend time there yourself, socializing and getting to know people. Find out what’s important to them, what interests them, what they talk about. Make sure you’re focused on learning as much as you can about the people you serve, and use that insight to improve and grow your business.
Connect with Other Business Owners: Another great source of insights that can help your business grow is other business owners. So team up with other local small businesses and learn from them. Join the local Chamber of Commerce and volunteer your time to help improve the business environment in your town. Help promote the businesses of others, and you may find that you increase your customer base as well.
Remind People About Your Business: Don’t assume everyone remembers what you have to offer, especially if you don’t own a brick and mortar establishment that people see regularly. Marketing and advertising should be a regular part of your business activities. Make sure everyone in your local community knows what you do and do whatever necessary to encourage them to come to you with their needs. For example, a local scrapbooking consultant always sponsors her son’s sports team. For the entire season, her name and her business are on the backs of all the children playing (for all their parents to see), and it’s also listed on team schedules, as the name of her business is the name of the team. Another business buys a plaque each year at the local Little League field, and it stays up all year, reminding people about the business. Make sure you’re doing what it takes to stay front of mind for your business.
Provide Personalized Service: If your business has a reputation for personalized, excellent customer service, your reputation will spread. Everyone likes to feel like they have someone who is completely committed to meeting their needs. Make it a point to make every single customer you work with feel like they are a rock star. Ask questions, learn the names of their kids, find out what matters to them. Bring these things up each time you talk to them. And try to anticipate their needs, so that they feel like you are going the extra mile for them. It will be appreciated and bring them back, because very few businesses provide this level of service anymore.

A growing business takes careful thought and strategy. Be sure you are consistently focused on what you can do to grow your business, so you don’t stagnate and go in the wrong direction! By constantly working on growth, you can enjoy a thriving business and enthusiastic customers who refer their friends to you.

How do you keep your business growing? Would love to read your thoughts in the comments below.

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5 Ways to Get More Sales from Existing Customers

5 Ways to Get More Sales from Existing Customers

Most businesses focus on getting new customers, but retaining your current customers is often even more important. Research shows that it costs 6 to 7 times as much to acquire a new customer than to retain an existing one. With this is mind, it makes sense to have a specific strategy in place to keep in touch with former customers, so that they continue to purchase from you. Here are some tips that can help you get more sales from your existing customers.

Take the time to understand what your customers value. Keep a record of every customer you work with, and note their needs, challenges, and preferences. Then, when you have a new product or solution that meets those needs, you can reach out to that customer and let them know about it. This kind of attention is rarely given to customers anymore, and they will appreciate the fact that you remembered.
Stay in touch on social media. Invite every customer to connect with you on social networks like Facebook, Instagram and Pinterest. Share fun events you’re holding, and creative uses of your products. Don’t just post your catalog…rather, focus on providing value. For example, you might set up a customer recipe board on Pinterest, and repin recipes that your customers post that you think other customers might enjoy. Your customers will enjoy being featured, and you extend the value of your business to your network.
Be a social connector within the community. Take some time to talk to each customer and get to know what they are involved with. For example, you might learn that a customer is a member of her local church choir. When you talk to another customer who is new to town and looking for a place to sing, you can introduce the two. This is a great way to help a new person get comfortable in town while naturally expressing the value your business brings to the community.
Participate and donate. Most communities have local events and causes that are important to the community. Make sure your business has a visible presence in these events and causes. For example, one local community’s food bank was facing a slowdown in donations due to the economic collapse, and in the summer months donations were even lower. Local businesses agreed to host local food collection boxes throughout the summer, and some even offered discounts to residents who brought in a certain amount of cans. Some businesses even posted about donating on their social media presences. As a result, the food bank publicized the businesses in its weekly church bulletin, and posted about the businesses on its social media profiles. The church members made a point of shopping at those businesses, which increased the visibility and repeat purchases of these businesses. It was a win for everyone, and the food bank stayed full for the summer.
Be seen often. As a small business, your best business marketing tool is yourself! So be present. Show up for as many local events as you can. Shop at other local businesses, dine at local restaurants, spend time at the community pool. The more people see you, the more they will remember your business. You can also use the time to get to know your customers better, so you can better service their needs. This all leads to repeat customers who come to think of you as a friend, and who go out of their way to shop with you.

The key to repeat business is providing a great initial purchasing experience, and then providing the personal attention and reminders that customers need to want to come back. Customers that feel like they have a personal connection to you are a lot more likely to make a point of shopping with you again and again. So build those connections! The result is a business that continues to grow as customers also refer their friends.

How do you keep your customers coming back? Would love to read your thoughts in the comments below.

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3 Things You Must Do Now to Prepare for Fall Business

3 Things You Must Do Now to Prepare for Fall Business

Smart business owners are always thinking ahead. It’s not enough to be satisfied with where you currently are, and the business that you currently have. If you want your business to continue at the same or better levels of productivity, you need to prepare in advance. This is how you keep your momentum going, and help your business continue to thrive.

Here are three things you should do right now to prepare your business for growth next season:

Stock up: Now is the time to make sure you have on hand the products and samples you will need for the next season. So find out or plan what you will be offering for your holiday selling season, and make sure you’ve got the samples and products on hand that you need to show your customers. Remember, you are most likely to sell what you show, so be sure you have plenty to show so you’re prepared to meet the needs of your customers.
Make calls and appointments to schedule fall business: Even though you may still be in summer mode, now is the time to scheduling your fall sales appointments. That way, when everyone gets back from vacation, you’ve got a full calendar and are ready to hit the ground running. So reach out to both previous customers and current prospects, and get as many dates on your calendar as possible. Use your new fall product line as a reason that people will want to make sure to get their first choice of date.
Plan 2-3 marketing campaigns: Most people in sales get pretty busy during the fall selling season, with the holidays approaching. So use this time to plan two or three marketing campaigns you can implement to grow your business even bigger. You may decide to hold a contest or event, or host a boutique. Whatever you decide to do to promote your business to a wider audience, get the details squared away now, and create as many materials for the campaign as possible now when you have time to focus. This way, you’ll be better able to focus on serving customers as business picks up.

Don’t run a business built on reaction. Rather, plan for fall business so that your business grows by design in the direction you desire.

What are you doing now to plan for your fall selling season? Would love to read your comments below.