What a Kid Can Teach You About (Direct) Selling

What a Kid Can Teach You About (Direct) Selling

Recently, Inc. magazine had an article entitled What a 9 Year Old Can Teach You About Selling. The main point of the article is that you need a clear and memorable message about your products/services that all buyers can easily and quickly understand. Here are three questions similar to the questions posed in the article:

What do you do?
Why should I buy from you?
Why don’t I do it myself or get someone else?

Come up with answers to these questions that will help all buyers easily and quickly understand your products/services.

For example – Here are our answers to why you should support the DSEF:

What do you do? We’re an organization that provides useful information and support that empowers direct sellers and small businesses to succeed.
Why should I buy from you? We help direct sellers and small businesses every day to keep their focus on succeeding and we’ve been doing it successfully since 1978.
Why don’t I do it myself or get someone else? Imagine trying to sort through all the current business information and apply it to your business (while still running your business!). We distill all that information for you, work as your help desk, promote the benefits of the direct selling industry and help small businesses like yours succeed.

When thinking about your answers, focus on using simple day to day language, on solving problems, on your personal strengths and why you do what you do. Consumers are bombarded by information overload. So, keep your message short, answer those three questions for them and chances are they’ll remember you when they are ready to purchase.

How would you answer these 3 questions about your business? Share your answers with us in the comments below. What other suggestions or comments would you like to share?

Free e-book “Business Owner’s Road Map to Success.” It has over 50 pages of techniques for everything a small business owner needs to master, from business planning and ethical selling to a success mindset. It’s all there and it’s free for you. To get it, just “Like” our Facebook Page here: http://on.fb.me/KsIN6P Pass it on!

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Using Your Strengths to Build Your Business

Using Your Strengths to Build Your Business

Look back on your childhood and think about activities you enjoyed: sports, playing an instrument, performing in a play, etc. Why did you enjoy the activity? Most likely, it was because you excelled in that area. When we have some level of success, it motivates us to continue learning and striving to improve ourselves even further. Applying your strengths to your business is crucial to achieving your professional goals.

Identify your strengths. Believe it or not, some people don’t even know what they’re good at. Make a list of things you do well, even if you don’t think they are relevant to your business because there’s a good chance that you can tap into it for even the most minor aspect of being your own boss. If one of your strengths is that you are well-organized, apply that to anything in your business that requires short or long term planning (marketing strategies, seeking referrals, etc.). Furthermore, if you are good at making people laugh, then use that in your interactions with customers and prospects. People always remember others who make them feel comfortable, so don’t be afraid to let your personality shine through.
Start with who you know. If you know other small business owners or direct sellers, pick their brains about areas of your business you’d like to improve. Don’t be afraid to ask for advice and even for some referrals or contacts if appropriate. Even if you don’t know anyone personally, consider secondary contacts, such as your best friend’s cousin, who owns the local pastry shop. Any connection you have to successful people in business can be an asset to your own.
Be yourself. You may have a lot of competition, but there’s only one you. Both employees and customers alike will be turned off if you present yourself as someone you’re not. People respond well to sincerity, especially in business, where it is imperative that you build meaningful relationships with others. If you’re uncomfortable talking about yourself, get the other person talking about themselves. Ask questions that will give you some more insight about how your product or service can help them, and show a genuine interest in what they are saying. The more at ease you are with yourself, the more the customer will be at ease with you.
Have fun! You’re probably involved in a business because something about it appealed to you. Maybe you have always enjoyed cooking, so being a consultant for a kitchenware company allows you to share your culinary talents with others. Even though owing a business requires hard work and can be stressful, don’t forget why you’re doing it. Take the initiative to share your love of what you do with others in creative, out-of-the-box ways. For example, in addition to throwing a traditional home party for that kitchenware company, host a community cook-off where local residents can demonstrate their own recipes using different products, vote on the best, and the winner can receive a nice prize from your catalogue. By showing others that you enjoy what you do, you spread a positive feeling that people want to be around.

Reflecting upon your strengths and not letting your weaknesses become obstacles are two key elements to small business success. How do you use your strengths to build your business? Please share with us in the comments section below!

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How to Make the Sales Process Faster

How to Make the Sales Process Faster

In today’s busy world, everyone is looking for ways to make things faster and easier. That’s why large retail chains like Target and Best Buy do so well; they cater to people’s need for one-stop shopping.

As a small business owner, you can serve this need as well by implementing some shortcuts and conveniences that will make a customer’s shopping experience both easy and quick. The better the experience is for the customer, the more likely that person will be to patronize your business repeatedly in the future.

Here are some suggestions to speed up the actual process of completing a sale.

Keep payment methods on file. This works especially well if your customer uses the same card to pay every time. With your customer’s permission and as long as you are in compliance with government requirements, you can keep a credit or debit card on file. This way, the customer doesn’t have to bother with presenting the card, signing receipts, or entering the card number online over and over again. With a payment method on file, you’re eliminating an often time-consuming step of the sales process.
Set up your website for online orders. This involves a few details, such as obtaining an SSL Certificate for encrypting transactions as well as setting up a payment system such as Google Checkout or Paypal. If your website includes a product listing, it makes sense to allow your customers to not only browse, but order too.
Allow automatic refills of consumable products. If you have express payments implemented, this type of shortcut is a logical progression. For example, the cosmetics company Bare Escentuals offers a club membership where customers can have their personalized color combinations of makeup delivered to their door at their chosen frequency. This eliminates the need for customers to have to keep reordering the same thing, it ensures that the customer never runs out of what is needed, and it also keeps the reorders and payments steady for the company. This mutually beneficial setup makes shopping much more convenient.
Go mobile. Use the explosion of smartphones to your advantage. Consider implementing QR codes that users can scan from their phones. The code can take them directly to an order form, a product review, and/or a list of related products/services. QR codes are not difficult to implement, especially if you use some of the simpler services such as Delivr or QR Stuff. You may also want to consider accepting mobile payments. This can be done by individual salespeople using a mobile phone reader like ProPay’s JAK or Square, or you can have a mobile app developed that customers can download and shop through. You should also make sure that your website is mobile-friendly (not just visible in a mobile browser). Consider developing a mobile version of your site that is sized appropriately for a mobile browser that allows customers to shop easily from their phones without a lot of scrolling.

As with any aspect of your business, make sure that whatever shortcuts you put in place for your customers act as a help to your business rather than a hindrance, which can occur if you dive in without deciding how it will truly impact the sales process. Tailor each shortcut to meet your customers’ needs, and make sure that all links and scannables are working properly.

How do you implement shortcuts to make the sales process faster and easier for your clients? Please share with us in the comments section below!

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7 Steps to Create a Winning Mindset

7 Steps to Create a Winning Mindset

In life and in business there are many unforeseen obstacles. Some of these obstacles can trip us up and cause us to fall flat on our faces.

How do you get back up? How do you make the pain of falling on your face go away? How do you keep going?

If you have a winning mindset you can overcome these obstacles and use them to motivate yourself to push forward and succeed. Here’s an outline to create your winning mindset.

Define your WHY. List three top reasons that you want to succeed. The first reason should be personal and for yourself, the second reason can be based on loved ones and the third reason could be for anything important to you.
Make a plan. The plan should include short, medium and long term goals. Then include the how, when, where, who and what.
Accountability. Share your plan with a friend or family member that is willing to cheer you on and be honest with you. Even better, get a small group of supportive, positive people who will hold you responsible and keep you on your plan.
Make a daily routine and schedule. A winning mindset is built on momentum. Checking off each thing on your to-do list daily will help you see progress and give you motivation to continue.
Use visualizations. See yourself and your goals as a campfire. Like a fire you need to keep adjusting it, adding wood to keep the fire going and make it big. Every step makes the fire bigger and sometimes a misstep or problem may diminish your flames. That means you need to adjust quickly and keep the fire going.
Make a plan for when you fall. Like with any injury you will need time to heal, to evaluate what happened and maybe some physical therapy to get back to full strength. Have a system in place that you’re comfortable with to help you evaluate and learn from your mistakes. You could keep a journal, take a walk or draw a map. See mistakes as detours that help get you where you want to go more quickly.
Perspective. Goals are destinations and mistakes/missteps are detours. You will get lost from time to time and sometimes you’ll speed ahead. That’s the nature of a journey. It doesn’t matter how you get there, as long as you get there. Having patience will give you the long-burning fuel you need to reach your destination.

Creating a winning mindset is like being a great baker: it’s part science, part self-confidence and part ingenuity. The science is in the plans you make, the confidence is in the belief in yourself, visualizations and your perspective, and the ingenuity is in finding ways to get things done.

Did we leave anything out? What else would you include in a winner mindset? Please share with us in the comments section below!

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DSEF & CBBB: 3 Easy Steps to Protect Yourself From Investment Scams

3 Easy Steps to Protect Yourself From Investment Scams

By Monica Bradford

When looking to invest your hard earned dollars, take the time to do your homework. Anyone can be a victim of investment fraud. Before considering an investment, ask questions, do your research, and reach out to your local investment firms and advisers.

FINRA Investor Education Foundation, specializes in Investment Fraud and has a plethora of valuable information to help you sort through your next investment decision. FINRA, along with BBB, recommend three key strategies to help distinguish good offers from bad ones:

End the conversation. Practice saying “No.” Simply tell the person, “I am sorry, I am not interested. Thank you.” Or tell anyone who pressures you, “I never make investing decisions without first consulting my___. I will contact you if I am still interested.” Fill in the blank with whom ever you choose- your spouse, child, investment professional, attorney or accountant. Knowing your exit strategy in advance makes it easier to leave the conversation, even if the pressure starts rising.

Turn the tables and ask questions. A legitimate investment professional must be properly licensed, and his or her firm must be registered with the Financial Industry Regulatory Authority (FINRA), the Securities and Exchange Commission (SEC) or a state securities regulator- depending on the type of business the firm conducts.

Talk to someone first. Be extremely skeptical if the person promoting the deal says, “Don’t tell anyone else about this special deal!” A legitimate investment professional won’t ask you to keep secrets.

Exercising these three key strategies will go a long way when protecting yourself from fraudsters. Remember, the more knowledgeable you are when making investments, the less likely you are to become a victim. When making an investment there’s no urgency to race against the clock – take your time and make an informed decision.

For more information on protecting yourself from investment fraud, visitwww.saveandinvest.org.

DSEF and Council on Better Business Bureaus (CBBB) fosters honest and responsive relationships between businesses and consumers—instilling consumer confidence and advancing a trustworthy marketplace for all.

About the Better Business Bureaus
As the leader in advancing marketplace trust, Better Business Bureau is an unbiased non-profit organization that sets and upholds high standards for fair and honest business behavior. Every year, more than 87 million consumers rely on BBB Business Reviews® and BBB Wise Giving Reports® to help them find trustworthy businesses and charities across North America. Visitwww.bbb.org/us for more information.

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Simple Ways to Add Value to Your Business

In this economy, it has become the norm for consumers to seek out products and services that will bring them the most bang for their buck. In other words, everyone is looking for the best value. Even an everyday trip to the grocery store involves a search for the best value; why buy three individually packaged rolls of paper towels for $3.00 each when you can get a 6-pack of the same kind for $14.99? As a small business owner, it is important to add value to your own products and services, so your customers are assured that they are making the best decision by patronizing your business.

Problem: A higher-priced product is perceived as too expensive and rarely sells.

Solution: Highlight the versatility of the product, and educate customers on its many uses, some of which they may be unaware. For example, a cashmere blend sweater wrap in your company’s catalogue is one of the priciest products at $79. Most of the customers who see it and try it on absolutely love it, but don’t want to spend so much on one article of clothing. Add value to the product by highlighting its ability to be worn on its own, as a wrap over a dress or blouse, tied in front or in back, etc. You may also point out that because of the high-end fabric, it will last many years and serve as a staple in one’s closet. Once all of that is considered, the price does not seem so high.

Problem: Most people don’t patronize small businesses because they don’t think they can offer the same conveniences as big box stores.

Solution: Emphasize your excellent customer service and throw in conveniences when possible. For example, if someone wants to make an exchange or purchase an add-on to one of your products, offer personal delivery so the person doesn’t have to make the extra trip. Take it one step further by making a follow-up call a few days later to make sure the customer is completely satisfied. Most people are willing to pay a bit more for top-quality service and convenience. The ability you have to be more personal with your customers is something you should take full advantage of when marketing your business.

Problem: Customers seem skeptical about making the purchase.

Solution: Offer a test drive of your product or service. This is an effective way to demonstrate your confidence in your business as well as an opportunity for you to showcase what you have to offer. One local masseuse who works out of her home offers three-minute “mini-massages” for just $3, but it becomes free when the client decides to either stay or book a future 30-minute or longer session. This strategy allows potential customers to literally try out her service completely risk-free, which works especially well for this kind of business since you can’t “return” a massage if you’re not happy with the results.

Adding value to your business doesn’t have to cost you any money. With a bit more time and effort, you could find yourself an increased customer base that is spreading the good word about your products and services to family and friends. How do you add value to your business? Please share your ideas below!

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DSEF & CBBB: Who Called Me? How to Find Out

Who Called Me? How to Find Out

By Holly Doering

When you get a call from an unfamiliar number, call it back and there’s no answer, what do you do? Here is what I do. First, I go to a few websites where you can enter the number that’s bothering you and see if other people know who it is or what they want:

www.whocalled.us
www.800notes.com (for area-code 800 numbers)

You can also Google the number, or run it through an online directory likewww.411.com or www.anywho.com. Use an “area code locater” website to find out what city and state the call is coming from.

Stopping unwanted calls isn’t easy, but legitimate businesses should put you on their internal do not call list if asked. You can also try using a call blocker. According to the Who Called Us website:

Uniden DECT1288 blocks up to 20 numbers, plus Private and Unknown, with the reject tone, without ringing the phone.
Panasonic KX-TG106 blocks up to 30 numbers, plus all unidentified callers, with a busy tone, after the phone rings once.
JF Teck Caller ID with Ring Controller blocks up to 70 numbers, and can be set to always allow up to 100 to ring through.

If the pests won’t quit calling, you can contact your telephone company and file a complaint with the Federal Trade Commission, which runs the National Do Not Call Registry. You can also complain at the Federal Communications Commission website or by calling 888-225-5322.

Personally, I have found that signing up with the Do Not Call list and switching to an unlisted phone number have drastically reduced the number of nuisance calls made to my family. (Be aware that your status on the Do Not Call list doesn’t prevent alltelemarketing calls—there are exceptions for groups like charities.)

To sign up for the American Do Not Call Registry go to www.donotcall.gov or call 1-888-382-1222 from the phone you wish to register. To sign up for the Canadian Do Not Call List, click here.

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Tips to Generate Business

Tips to Generate Business

Whether you are just starting out or simply looking to light a fire under your bottom line, it may be time to look for more ways to generate business. Don’t forget about the tried and true, such as word-of-mouth marketing and social media, but you should also look for alternate avenues to attract more customers and increase your profit. Read on for some helpful suggestions.

Use scripts to be more effective. Flying by the seat of your pants isn’t always a good idea, and using scripts can help prepare you for the unexpected. For example, before reaching out to a prospect, write out a few responses to questions the person may ask or concerns that he or she may express. The act of writing it down and even practicing saying it will help you exude the confidence and capability needed to close the deal. Find out more about how and when to use scripts by clicking here.
Find new leads. Have a plan to find new leads everyday. This can be done in several different ways including via social media, reaching out to current customers, joining local clubs, activities and partnering up with other local business owners. For example, if you write a blog, be sure to end it by asking for questions, feedback and other ideas in the comments section. Respond personally to as many as you can, especially when someone leaves you outstanding feedback, which could possibly be turned into a testimonial. Finally, encourage your readers to share your blog with their friends for even further exposure.
Reach out to current customers for reorders. Reorders should be an additional income stream. Be a good record keeper. You most likely have some kind of purchase history for your customers; take a look at this history for a certain time period such as the last six months. Reach out personally to a few customers. Ask them how satisfied they are with their purchase and suggest other products or services that complement something they’ve already bought. Such a phone call can not only bring you reorders, but also helps build and maintain an important business relationship.
Upselling is a highly effective way to increase profit, especially if you are an expert when it comes to your products and services. For instance, a customer wants to purchase a foot scrub from your health and beauty business. Before she checks out, suggest that she add the massaging cream and travel size moisturizer for a complete foot care kit. Offer to make a gift basket out of it for her, and now you’ve given her the idea that these products would make a great present. The worst thing you can hear is no, but you’ll never find out unless you ask.
Reach out to the community by hosting an event. Open houses, new product demo nights, and holiday celebrations can be the perfect opportunities to socialize more personally with the very people you want to patronize your business. Choose a theme or topic, invite local residents and business owners, provide refreshments and product samples, and most importantly, show your sincere desire to serve their best interests. Hosting events is a great way to introduce or re-introduce yourself to your customers and prospects.

What other tips do you have for generating new business? Please share your ideas below!

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How to Choose Social Media Tools for Your Business

How to Choose Social Media Tools for Your Business

When you begin to consider using social media marketing for your business, the choices can seem overwhelming. There are so many social networks out there, and will the time needed to do all of them really pay off in the long run? How do you choose what makes sense for your business?

Here’s a process you can use to help you decide and then use what you choose effectively:

Write down your goals for social media marketing: Are you seeking new customers, or looking to grow your mailing list? Are you interested in finding people that are interested in a business opportunity? By taking some time to consider your goals, your subsequent actions will be a lot more focused.
Define your target market: You must understand who you want to reach if you’re going to find them online. So spend some time narrowly defining your target market…their ages, education, income level, interests, etc. Then you can go and find them!
Figure out where your target market spends time online: Once you know who you want to reach, then do some research to find out where that target market spends time online. Facebook is a great place to find consumers, but if you’re looking for people interested in a business opportunity you may do better on LinkedIn. If you want to reach a more niche audience, perhaps the people you want to reach are on a more specialized network like fashionspace.com or wahm.com. Don’t just assume that the “biggies” are best for your business. Take the time to do the research so you know which network will help you reach the people you are looking for.
Decide how much time you can devote daily: This is also very important. If you’re a solopreneur, you’ve got a lot to do already, and adding the maintenance of dozens of social networks to your plate means that you won’t do anything well. Instead, narrow your focus to one or two social networks based on the daily amount of time you can invest. Remember, doing one social network well is better than spreading yourself too thin and leaving no impression on people at all.
Learn the social network before jumping in: Once you’ve got a short list of social networks that would work for your business, spend some time researching them. Talk to other business owners that have used them, and ask about their results and best practices. Read the terms of service of the network so you’re clear on what you can and cannot do as a business on the social network. And take some time to observe how others use the network at a personal level. If most people use the social network personally, you want to be sure your understand the norms and cadence of the interactions there, so you don’t come in like a bull in a china shop, alienating the very people you want to reach.
Commit daily: Once you establish your presence on the social network, realize it’s a daily commitment. Especially in the beginning as you’re building your momentum, it’s absolutely critical that you spend time every single day connecting with the people on your social network. Share great content, talk to people, answer questions. It’s the giving of yourself each day that builds the engagement that leads to new business.
Add your social networks to your offline marketing: Now that you’ve got an online presence, be sure to add it to your offline interactions. Add the URL of your social presence to your business cards and signage. Invite every customer to connect with you online. Let your in-person business contacts know about special “online only” offers that you provide online to encourage them to join you there. The beauty of the online presence is that you can connect with people a lot more regularly than just waiting to connect in person. Be sure every person you work with is invited to join you online.
Measure! This is perhaps the most important part of social media, and the one most often neglected by business owners. It’s not enough to set up your online presence and “feel” that things are going well. You must measure. The ultimate goal of any social presence is to convert contacts on your social networks to people that help you meet the goals you outlined in the first bullet of this article. So if you’re looking to build your mailing list, be sure you’ve got a way for people to sign up to do that, and call it out regularly on your social networks. Then measure how many people come to your sign up form, and how many get to the success page after filling it out. How many do you lose? If too many people are abandoning your form before completion, maybe you need to change your form. If your goal is to get more customers, then you should be measuring how many people are coming from your social network to your shopping page (or into your store…are you asking how they heard about you?), and then how many actually make a purchase after visiting. Google Analytics will give you a lot of this information. Make sure you’ve got it installed on your website, and are looking at the data regularly.

It’s not enough to just jump on Facebook because everyone else seems to be doing it. A measured, thoughtful approach to your selection of social media tools, and then measuring the results of your actions, will bring you much closer to your goals.

What social tools do you use? Why did you choose them? How are they working for you? Would love to read your thoughts in the comments.

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DSEF-Supplied Content Enriching CBBB, Consumers

DSEF-Supplied Content Enriching CBBB, Consumers

Instilling consumer confidence and contributing to a trustworthy marketplace are common goals shared by the DSEF and the Council of Better Business Bureaus (CBBB), one of the nation’s recognized leaders in developing and administering self-regulation programs for the business community.

In May 2010, the two organizations formed a close partnership that has resulted in an increased awareness and understanding—and appreciation—of the importance that the direct selling industry places as an industry on ensuring it is an ethical and trustworthy marketplace.

“The BBB, which is one of the most foremost brands of trust and integrity for consumers, is tasked with educating consumers as well as educating businesses about best practices,” says Catherine Landman, Chair of the DSEF Ethics Committee and the Chief Legal Officer for The Pampered Chef. “This parallels DSEF’s goal, which is to educate consumers about direct selling and the best practices direct sellers follow.”

The CBBB, the network hub for BBBs in the United States and Canada, is dedicated to fostering honest and responsive relationships between businesses and consumers. Millions of consumers visit its website each month seeking information that will help them make wise decisions relating to a variety of business practices, services and opportunities in the marketplace.

“A key goal of DSEF’s partnership with the CBBB on ethics and trust in the marketplace is to provide accurate and valuable information on diverse business and consumer issues, including the direct selling method of distribution,” says Bettie L. Smith, Senior Program Director for DSEF. “Our unique partnership helps pave the way for increased respect and understanding among the 116 BBBs, direct sellers and the general public.”

The general public has been the biggest beneficiary of the partnership. The DSEF has contributed numerous articles and videos on direct selling, as well as informative blog content, that consumers can easily access from the CBBB site.

Jim Guthrie, Senior Consultant of Advertising and Marketing for CBBB, says “the partnership has brought important, engaging and entertaining content to us that has enriched our website—content from DSEF about direct selling—both about the opportunities to get into the direct selling business and how to purchase knowledgeably through a direct selling channel. It’s the kind of information that the BBB offers to consumers who come on to our site asking about businesses. It’s a wonderful source of information.”

The CBBB tracks the content supplied by DSEF using 25 different metrics that evaluate the CBBB’s ability to deliver content to site visitors. Over the two years that the DSEF has contributed material, the interest in direct selling from consumers has not waned. The rate of engagement with DSEF’s content is at the top of the curve—approximately six times higher than an average message online. On a monthly basis, the CBBB site receives 1.3 million impressions directly related to the DSEF content.

“Consumers are very interested in what we have to offer about direct selling,” says Guthrie. “I think [the economy] is encouraging a lot of people to consider direct selling opportunities.”

Thanks to the efforts of the DSEF, CBBB visitors can find the information they need about becoming a direct seller.