Gary Huggins Named DSEF’s New Executive Director

Gary Huggins Named DSEF’s New Executive Director

At its June 1 board meeting, DSEF’s Chairman John Parker (Amway), announced that, after a comprehensive national search, Gary Huggins has been named as the Foundation’s executive director. “I am so pleased we were able to introduce Gary as DSEF’s Executive Director,” John said. “He brings a wealth of knowledge and experience that will equip him well in leading DSEF.”

For more than fifteen years, Gary has managed nonprofit organizations, working with various constituencies including educators, government officials, business executives and consumer advocacy groups. Most recently, he served as CEO of the National Summer Learning Association, a network hub for thousands of summer learning program providers and stakeholders across the country.

“Vision, leadership and action—as a new era begins for DSEF, these are the qualities that our volunteer leaders bring,” said Joe Mariano, DSEF President. “As Gary begins his tenure with the Foundation, we know he will share his vision, leadership and experience to turn our leaders’ great ideas into action.”

Gary also served as director of the Aspen Institute’s Commission on No Child Left Behind—a bipartisan, independent effort dedicated to improving the No Child Left Behind Act—and as executive director of the Education Leaders Council and the Education Leaders Action Council, organizations that represented governors, state education chiefs, state education boards and other officials focused on improving K-12 education.

Gary was the founding executive director of the Coalition for Safer, Cleaner Vehicles, an alliance of corporations, small businesses, and consumer and environmental groups that promoted market-based environmental solutions. He also served on George H.W. Bush’s 1988 presidential campaign and Inaugural Committee.

Earlier this month, Gary attended DSA’s Annual Meeting in Orlando, providing him the opportunity to meet with many DSEF and DSA board members and other executives. “I am honored to be part of advancing public knowledge of our industry and the life-changing economic opportunities we provide to more than 16 million people,” he said.

Originally from Dallas, TX, Gary graduated from Texas Christian University in 1988 with a Bachelor of Arts degree in Political Science and Communication. He lives in Laurel, MD, with his wife and four children.

After July 7, Gary can be reached at ghuggins@dsef.org. “If you did not have a chance to meet Gary in person in Orlando, I hope you do soon,” John said.

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4 Ways DSA’S Code Of Ethics Protects You And Your Customers

Ethical conduct is at the heart of good business decisions and these videos demonstrate this premise to consumers, entrepreneurs, direct selling executives, educators and public policy officials. Abiding by DSA’s Code of Ethics protects both the interest of consumers and sellers.

To learn more about direct selling ethics, please visit Direct Selling 411.

Ethics Initiative Videos

What Is Direct Selling?

What is direct selling? Let us show you what an ethical opportunity is all about!

What Is Direct Selling? (en Español)

What is direct selling? (en Español)

Intro to DSA Code

Learn more about what the code is, and why ethical companies comply.

Product Claims

Any claims a direct seller makes about a product must be truthful.

Ethics Initiative Videos

Meet a Direct Seller

Meet a direct seller who is learning to navigate the DSA’s Code of Ethics.

Product Buybacks

Learn about the buy-back policy that all DSA member companies adhere to.

Cooling Off

Learn how the “cooling off period” protects consumers from buyer’s remorse.

Earnings Claims

When recruiting someone into a direct selling opportunity, be honest.

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How to Increase Your Luck And Opportunities

There are many things in life that we cannot control, but your business doesn’t have to be one of them. Of course, luck does have a small part to do with success, but you can take actions to increase it. Don’t treat your business like a lottery ticket, doing nothing while hoping it works out. Take a look at our list of suggestions for increasing your luck and coming closer to realizing your dreams.

Lead with and focus on what you do best. Being aware of your skill set allows you to identify your own personal strengths. Use those strengths to make positive, memorable first impressions as well as integrating them into as much of your business as you can. For example, if you are quick-witted and easily make others laugh, don’t be afraid to lead off sales presentations, opportunity meetings, and even one-on-one introductions with a joke. Go a step further and integrate your unique sense of humor into all your business relationships when appropriate. When you can bring your strengths to the table, others will take notice.
Always be prepared. Although luck does play a small part in our lives, you can increase your chances of success by preparing yourself as much as possible. You wouldn’t go in to a final exam simply hoping that most of the questions are about topics you remember from the textbook; you would prepare yourself by reviewing the material, highlighting important points, and quizzing yourself before the day of the test. The same concept applies to your direct sales business. Rehearse your presentation before each party, even if you’ve been doing this for years. Create possible scenarios that might catch you off guard if you’re not ready. Calling a referral to book a possible opportunity meeting? Find out about the person’s interests and aspirations. Adequate preparation can be your most effective tool for finding success.
Be a connector to people and businesses. When you have a good experience with someone in business, take the initiative to share that experience with others. Be the one who refers friends, family, and customers to others without prompting. Put in a good word about your hair stylist to your cousin who is looking for a new place to go for a cut. Perhaps a customer is seeking out a service that you can’t provide; be the person who finds someone who does. Your role as connector will not be forgotten when an opportunity arises for someone to do the same for you.
Develop authentic relationships. This begins with showing a genuine interest in and sincere caring about others. Not all your relationships can or should be close ones, but they should all be authentic. People involved in your business in any way need to be able to trust you, be open with you, and want to be around you. Give others your full attention when interacting, and always follow through on your promises. Building good relationships is the foundation of a career in direct sales.

How do the items in our list apply to your business? Do you have any ideas to add? Please share your comments 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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How to Mentally Prepare for a Successful Business

When tackling any difficult task or project, preparing yourself mentally is crucial to accomplishing your goals. Sufficient mental preparation allows you to stay the course, handle obstacles that arise, maintain motivation, and follow through to the end. In today’s post, we suggest a few ways for you to mentally prepare yourself for a successful direct sales business.

• Establish and project an unshakeable confidence that you’ll achieve your goal. You may not genuinely have this confidence in the beginning, but “fake it ‘til you make it.” Achieving your goal should not be in question; think of it as something that WILL happen no matter what. Projecting this idea onto others will make them want to follow you because we are naturally attracted to those who are successful. For example, a fairly new direct sales consultant, eager to sign her very first recruit, is meeting a prospect to present the opportunity. When the prospect asks about incentives for building a downline, the consultant shares the company’s numbers and states very confidently that she herself plans on reaching the first recruiting level (4 people in her downline) in time to earn a free trip to this year’s national convention. The prospect is impressed with her certainty and therefore becomes confident in the company itself. Apply this same idea to sales presentations and networking events to provide a well-rounded business for yourself that is successful in all areas.

• Get used to being uncomfortable and excel in it. Remaining in your comfort zone and stepping away from every risk will not get you very far as an entrepreneur. Embrace those aspects of your business that cause you a bit of discomfort. Feel uneasy asking for referrals? Do it as often as possible in as many ways as you can think of. Dread the phone calls to follow up with a prospective hostess? Make those calls a strength of yours. After awhile, you’ll come to recognize this discomfort as an opportunity for big success and you’ll excel in trying new things all the time.

• Always keep moving forward and never give up. Accept the fact that there will be setbacks, you will experience frustrations, and you may even consider throwing in the towel. Tough times can truly test your resolve so do not even consider giving up for a second. If you make a mistake, fix it and learn from it. If you lose your motivation, set new goals that reignite your ambition. Use all the resources at your disposal to move your business forward, learn and grow as a professional, and see your goals come to fruition.

• Go all in 100%. Everything you do in your business should be done with every ounce of effort you possess. Whether you want to make this business your full-time job with a full-time income or you want it provide just a little bit of extra wiggle room when you pay your bills each month, put in 100%. If you only go halfway and find that it is not working out the way you want, you’ll never know what your true potential is.

If you are committed to doing all of these, then you are ready to build a successful business and all the ups and downs that come with it. Just as an athlete stretches before a game or a piano player runs scales before a concert, you must put in the preparation required to run your business.
Is there anything else you feel is necessary to mentally prepare for success? Please share in the comments section below!

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Leveraging Your Strengths and Advantages

Because the direct sales industry is such a people-centered business, it is extremely important that you find your motivation and ambition from within. Tapping into your interests and desires will give you an advantage over your big business counterparts by allowing you to connect with your clients and recruits on a personal level. If you are just starting out in direct sales, looking to reinvigorate a business that has reached a plateau, or seeking to maintain your success, find ways to use your strengths and advantages to achieve your goals.
Choose a product/service…
• you can be passionate about and maintain focus. Finding your passion is where it all begins. If you choose something that doesn’t evoke a strong feeling, the chances of success with that product/service are slim. Having been a public school teacher for close to a decade before staying home to raise her children, a prospective direct seller named Robin knows she is passionate about education. She has been researching several popular direct sales companies for which many of her friends are consultants. Robin enjoys attending these parties and shopping the catalogs of these companies, but since her true interests lie in the education field, she decides to sign with a company that specializes in educational books and other materials. Because she is already knowledgeable in this area and cares about providing children with quality literature, Robin can grow a profitable business by focusing on her passion.
• in which you can be an expert. Robin chose something in which she has solid expertise, and that can be a great foundation for a business. Even if you have been a direct sales consultant for a long time already, find a product or service within your company to learn as much about as possible. If you become an expert in this item, your sales presentations and opportunity meetings can include an emphasis on it. Prospective customers and recruits will notice how proficient you are on the subject and can feel comfortable looking to you for guidance about it.
• in which you have a strong community. Ask yourself: how can this product/service build ties to my community or strengthen existing ones? One of the innovative ways that Robin gets involved in her community is by volunteering to be a guest reader at local elementary schools. She chooses books that align with the curriculum and plans a themed activity to connect to the book. It’s a wonderful way to give back to the community while simultaneously using her strengths to help educate children and gain some exposure for her business. Find ways to build your own community ties with your product/service by using your existing strengths.
Your passion for the product/service that you offer should be the foundation and motivation for all you do in your business. Your expertise will help you take the action needed to achieve your goals, and a strong community will allow you to grow. If you have all three of these, you’ll be unbeatable.
What other ways do you think you can leverage your strengths and advantages? Please share your ideas below!

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Four Ways to Make Sure You Perform at Your Best

In order for you to work up to your potential, you must be in good physical and mental condition. The demands of a successful career in direct sales can sometimes be stressful, mostly because there is usually no one else to share the workload. You are not only your own boss, but also your own employee. If you find yourself feeling sluggish, unmotivated, or just disconnected from what you want to accomplish, here are four ways you can get back on track and create a ritual that will help you reach your full potential.
1. Eat foods that make you feel good and are healthy. This is often easier said than done, but eating a balanced and nutritious diet is beneficial in so many ways. You will look better, feel better, and have more energy. When all of these things are happening, you are free to concentrate on achieving your business goals. Tip: To accommodate a busy lifestyle, consider planning your meals a week at a time. Pick one day of the week to plan out meals for yourself and your family, shop, and prepare or cook what you can ahead of time. Freezer-friendly meals and slow cooker recipes are great for both healthy eating and convenience.
2. Get your body moving. Some people enjoy weekly yoga or spin classes at a fitness club, while others incorporate less formal exercise into their day. For example, put on your favorite song and dance in the kitchen as you get breakfast ready. Find a parking spot farther away from the building, take stairs instead of elevators, or take a walk on your lunch break. Physically active people enjoy better overall cardiovascular health. Think of how much more productive you could be with your blood flowing properly and your energy level steady throughout the day.
3. Write down your achievable goals for the day. Instead of a regular “to-do list,” jot down what achievable goals you’d like to accomplish for the day. Thinking in terms of “goals” rather than “tasks” puts more importance on how your daily tasks contribute to your business’ success and gives you a feeling of true accomplishment at the end of your day. Furthermore, by writing these goals down, you give yourself direction and will be more able to limit your distractions.
4. Focus on something that inspires and motivates you. Take some time for self-reflection to figure out what genuinely inspires and motivates you to be the best that you can be. Is it your children? Your quest for financial independence? A desire to positively affect others? Identify your inspiration and make it your focus each day. Use it to keep you on track and strive to do your job to the absolute best of your ability.

Keeping yourself strong in both the body and mind as well as staying connected to your emotions will serve you well in your professional endeavors. Incorporate these things into your life in ways that allow you to sustain them long-term. You are the only one who can do it, so believe in yourself.

Do you have anything to add to our list? Please share your ideas below!

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Twist on Check Scam Targets Direct Sales Reps

Twist on Check Scam Targets Direct Sales Reps

By Emily Patterson

Reps for direct sales companies like Avon, Thirty-One Gifts and Mary Kay are finding themselves the targets of a new take on the classic check scam. Scammers pose as new customers and try to con consultants out of hundreds of dollars.

How the Scam Works:

You are a consultant for a direct sales company, and you receive an email or text message from a potential customer. The exact details of the situation vary. The “new customer” may simply request to purchase a few products, but some scammers provide an elaborate back story. In one recent version, the scammer alleges to be working on a movie filmed nearby and urgently needs makeup for the actors.

The request seems like an easy sale, so you prepare the products and receipt. Then, your new “customer” sends you an urgent message. There was some mix up, and she/he accidentally sent a check for far more money than the purchase amount. The customer suggests that you fix the mistake by depositing the check, keeping the money for the purchase and wiring the remainder to someone else.

The stories given vary. Sometimes you are asked to wire money to a “doctor.” Other times, you are supposedly sending cash to the daughter’s wedding planner. No matter the tale, a few things are for sure. The check is a fake, and, if you withdraw money against it, you are out those funds.

Tips to Avoid Fake Check Scams:

Whether you are a professional direct sales consultant or simply selling a few items on Craigslist, check scams are common cons. Here are some tips:

Be wary of checks received from unknown individuals: When selling to someone you don’t know, it is safer to accept cash or credit card payments.
Do not accept overpayments: Don’t take checks for more than the sales price, no matter what convincing story the buyer tells you.
Do not wire money to anyone you do not know: Wired money is extremely difficult to trace, and you will not be able to recover these funds. The same goes for pre-paid debit cards, a new favorite payment method for scammers.
Confirm before you withdraw cash: A check can take several days to clear, and, until then, you are responsible for any funds withdrawn against it. To make sure the check cleared, call your bank… not the telephone number listed on the check.

For More Information

To find out more about scams, check out BBB Scam Stopper.

DSEF and the Council of Better Business Bureaus (CBBB) foster 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. Visit www.bbb.org/us for more information.

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Five Concepts to Improve Your Salesmanship

Among all your various responsibilities as a direct seller, don’t forget that the life blood of your business comes down to sales. A product or service has to be sold in order for you to make money. Improving your salesmanship can take your business to the next level, whether you just signed on the dotted line yesterday, or have been doing this for years while creating a large downline. The list below will help strengthen your salesmanship.

1. Imagine yourself as the customer. By putting yourself in the customer’s shoes, you can avoid doing anything that might cause a rejection. You’ll also be able to tap into what a potential customer truly needs from you. If you were the customer, what would you need to know before making a purchase? What problem do you have that can be solved? How can you be sure the product is of high quality and value? Considering a different perspective of a sale will allow you to address concerns and emphasize relevant information.

2. Don’t shy away from talking about money. Most people, understandably so, feel uncomfortable talking about money in any specific way. Avoid giving the impression that you are one of them. Discuss any financial talk in a straightforward, matter-of-fact way, and answer any questions honestly, thoroughly, and without hesitation. Potential customers are always wary of being taken advantage of, so demonstrate that you have nothing to hide and truly want to provide a valuable product or service to them. Talking about money is a necessary step toward closing a sale.

3. Take your time and be overly prepared. Do some research ahead of time to prepare for a sale. Who is the potential customer? Find out some background information to incorporate into your presentation. For example, your hostess has told you that most of her guests are her colleagues, mostly teachers and teachers’ aides. Ask some questions about the school, what subjects/ grade levels the guests teach, and what they might be looking for at that night’s party. Your customers will appreciate your attentiveness and interest in their lives and will be in tune to your desire to fulfill a need. Think of the time spent preparing as an investment in your business.

4. Be truly curious about your customer. If you aren’t genuine about helping others, it won’t take long for the customer to figure that out. Accept that truly caring about what a customer wants or needs is the key to earning trust and respect. Ask questions, listen carefully, and respond appropriately to the individual. No one is interested in a generic pitch, so adopt a curiosity that will benefit both you and the customer.

5. Always follow up promptly and thoroughly. Whether the sale is made or not, follow up with the customer in a timely manner. If the sale was made, find out if the person is satisfied with the purchase and what you can do if there is a complaint. If the sale wasn’t made, contact the person anyway to thank him or her for taking the time to speak with you. Following up consistently is a skill that will serve you well both personally and professionally.

It’s okay if you don’t feel comfortable playing the “salesperson” role, but adopting the concepts mentioned above will greatly improve your selling ability. What would you add to our list? Please share your ideas below.