Blog

Getting Your Message Heard

One of the advantages of modern technology is that it is easy to get your information out the masses very quickly. The downside to this is that there is an overabundance of data everywhere we turn, so our message can get lost in the crowd. Here are some tips on making sure your message is heard, received, and acted upon.

Focus on the customer, not on your product. People respond well to others taking a sincere interest in them. Keep this in mind when designing your marketing material, updating your social media presence, and interacting with others face-to-face. For example, instead of posting a Facebook status centered on your product or service, write one that requires comments from others about something in their lives. “Nothing better than a morning jog after I’ve had my XYZ Protein Shake. What a boost of energy! What do you drink in the morning before a workout?” This status mentions your product, why you love it, and asks others to respond to a question. It also allows them an opportunity to ask about your product, especially if they share your interests. When people are talking about themselves, they don’t feel as if they’re being “sold to” and are much more open to listening to your message.
Not interested? Say thanks and move on. If you have presented your product to a customer or your opportunity to a prospect in an effective way and he or she is still showing no interest in your message, accept their response and move on to your next task. It does not pay (literally!) to waste time, energy, or materials on someone who is not interested. Not every product or opportunity is for everyone. For example, when talking to a guest at a home show about your business, you ask to make an appointment with them to discuss your opportunity. The guest replies that she already works full-time at a job she loves and is stretched pretty thin between work and family. Instead of pressing on to get that appointment, accept that she is likely not the right person to pursue, thank her for coming to the home show, and continue with business at hand. Getting your message heard has as much to do with listening to others as it does talking to them.
Make it about customers’ needs. Part of selling involves educating customers about why they would need your product. At a recent gathering of other health-conscious individuals, a direct seller of nutritional supplements found himself in the company of someone who follows a vegan diet (consumes no animal products). This person was unknowingly depriving his body of probiotics (good bacteria) needed to break down bad bacteria since he cut out all dairy (yogurt, cottage cheese, etc.). The direct seller was able to teach the client about the importance of probiotics and what his company’s probiotic supplement line could do for his health. This approach is requires a good deal of preparedness and listening skills, but can be very effective in getting your message across to others.

People are inundated with all kinds of messages throughout their day. Make sure yours is heard by focusing on the customers and their needs. How do you get your message heard? Please share your ideas below!

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!

Blog

Questions to Improve Your Business

Running any kind of business requires a lot of self-awareness and self-reflection. Self-awareness helps us use our strengths to their fullest potential and minimize our weaknesses, while self-reflection allows us to improve upon past mistakes. In order to tap into these two qualities and improve your business, ask yourself the following questions to focus your energy in all the right places.

What do I do best? Perhaps you have a unique way of making people feel comfortable, getting them to talk about themselves, and leaving a positive memorable impression on them. Harness your strengths into selling power for your business. Make it a point to chat up as many guests at a home party as possible, and conduct your networking opportunities face-to-face when you can. Whatever you happen to be good at, find a way of incorporating it into your business because you’re not just selling a product; you’re selling yourself.
What is my product’s best solution? The product or service you sell must be the solution to a customer’s problem. Most likely, it has several uses. Decide which is most valuable and desirable for consumers and emphasize it in your demonstration and marketing efforts. For example, your company’s line of educational books for children comes with a trade-in program for customers who make at least one purchase every six months. This solves the all too common problem of children’s rooms being overfilled with books they’ve outgrown. Such a unique and valuable solution to a problem plaguing most parents should definitely be one of the first things a customer learns about your product, as it sets it apart from competitors.
Where are most of my sales coming from? This applies to both your demographic and your method of sale. What is the profile of the customer who is buying the most? (Businesswomen between 25-45 years old, mothers of young children) How are those sales being made? (online, at a home show, through referrals) Analyzing your sales will help you maximize your marketing efforts so you get the greatest return on your investment. It will also reveal any dead-ends you may have been unknowingly pursuing.

You’ve asked the questions; now what do you do with the answers?

Make the best use of this information by creating an action plan. Set a goal (be specific with numbers and deadlines), create benchmarks, plan rewards for yourself, and map out your path to completing the goal. If your goal is to implement a target marketing campaign, use the information you have about your strengths to come up with a way to execute the plan. Identify the solutions your product provides in order to hook your target market, and plan sales methods that will reach them. Now your business approach is based on proven information about just a few elements which are essential to improving your business.

Being aware of yourself and being willing to reflect on past actions are two qualities that can make you a strong business owner. Remember to always be honest with yourself about the answers to these questions, and commit yourself to putting your action plan into effect. What questions do you think should be added to the list? Please share your ideas below!

Blog

Techniques to Get Motivated

Techniques to Get Motivated

Motivation, for most people, comes from within, but there are techniques you can use to get moving. Running a business requires a great deal of self-discipline, so it can be hard to maintain that all of the time. Here are some suggestions for getting motivated and staying the course.

Set your goals and put them in writing. Identifying your goals is a great start to achieving your dreams and making them happen, but if you aren’t putting them in writing, they can lie dormant in your subconscious forever. The act of writing down your goals is a call to action that will drive you to take the steps necessary to accomplish them. Tip: When writing these goals, be specific about any numbers involved; also, include a completion date. For example, if your goal is to increase the number of times you share your opportunity every month, be specific about how much it needs to increase by. “I will share my opportunity 5-7 times per week,” is a much more specific and attainable goal than “I will share my opportunity more often.” The easier your goal is to visualize, the more motivated you will be to achieve it.
Use benchmarks. Much of what is involved in a direct sales business requires long-term projects and objectives. It can be difficult to stay on track, so implement benchmarks to keep you focused along the way. Using the aforementioned goal of sharing your opportunity 5-7 times per week, create a benchmark of 1-2 per day. By doing so, you won’t let the entire week go by and feel like you have to cram it all in to meet your goal. Create benchmarks that are not impossible to meet, but challenge you enough that you feel satisfied with your work, and tailor them to suit the needs of your goal.
Reward yourself. We all need and want something to look forward to. Many nutrition experts suggest that people who are trying to lose weight reward themselves in non-food related ways each time they achieve a goal. The anticipation of a meaningful reward can be a very effective motivator. Not only will it help you reach your immediate goal, but it will help you stay on the path to achieving any long-term objectives you have set.
Read and/or listen to inspirational people. There are a ton of books out there written by motivational speakers both in the sales industry and not. Take some time each week to read a bit or listen to them on your iPod. You can learn a great deal from those who have been where you are, and sometimes all we need is a little extra push from an outside source to keep us on track and get us re-energized. Think of it as another form of professional development.
Focus on excellence rather than perfection. If you set out to be perfect, you are setting yourself up for failure because nobody is perfect. Even the most successful people in the world didn’t get where they are without making mistakes along the way. So instead of focusing on perfection, strive for excellence. You will then be able to celebrate your own personal and professional victories, large and small, and continue reaching for more. You may be your own worst critic, but you should also be your own best cheerleader.

How do you find self-motivation? Please share your ideas in the comments section below!

Blog

Why Price Doesn’t Matter

Whether you’re making a big purchase like a new car or a small one like a jar of baby food, there is a variety of factors to consider besides how much something costs. Like virtually all direct sellers, you really cannot control the price of your products, but successful salespeople know how to think like a customer. In doing so, you can showcase those other factors that most likely outweigh price.

The product is a solution to a problem. You’ve probably heard before that you should be educating your customer about the benefits of your product and how it can solve a problem. For example, a businessman who travels frequently wants to improve his diet, but finds it very difficult to do so on the go. Your company’s individually-sized protein powder packets can easily be mixed into a bottle of water and supplemented with whatever else he happens to be eating at the airport or in the hotel. This convenience may come with a higher price tag, but in this case, the benefits far outweigh the cost.
Present a good value. Customers are always in search of a good value. As a representative of this product, it’s up to you to know what the product’s overall value is and how to share that information with your customers. In the example above, the product offers convenience and nutrition, two things that contribute to its value. Find out what the customer is looking for, since value can be perceived differently by everyone. Aside from the protein powder’s nutrition and convenience, it also mixes well and pours easily out of the packet to eliminate messes; most people would rather pay a bit more for a product that suits their needs in so many ways. Everyone wants to get the most value out of a hard-earned dollar.
Know why you have a competitive edge. Knowing what your consumer wants and needs is important, but it’s also important to know what your competitors are offering. It’s not uncommon for a customer to say, “But the XYZ company has this same kind of thing for a lower price.” Such a statement can make or break the sale, depending on how prepared you are to respond. Your customer may not realize that the competitor offers an inferior guarantee or that its product is made from lower quality materials. Educate yourself about not only your product line, but also how your company competes with similar products and prices.
Offer peace of mind. Because there is some degree of risk involved in making any kind of purchase, you want to be the one to minimize that risk and offer peace of mind to your customer that he or she is making the right decision to buy from you. Of course you want to emphasize any guarantee policy that your company has in place, but you should also emphasize the quality of the product and your commitment to satisfying the customer. Let’s say at a home show, one of the guests is visiting the hostess from out of state and is worried about the hassle and cost of having to make a return or exchange. Offer to cover the postage and personally take her through the process if she needs to send something back. With someone’s biggest concern no longer an issue, the sale can easily be made.

The price of a product is only one of many factors that contribute to a customer’s decision to make a purchase. With a bit of research and preparation, you can be sure to overcome any obstacles you feel the price point has created when it comes to closing a sale. How do you show your customers that price doesn’t matter? Please share with us below!

Blog

DSEF & CBBB – Go On, Trust Me: Why We Trust Some People But Not Others

By Holly Doering

Ever think about why you trust some folks and not others? Author and psychologist Michael Lovas once conducted an experiment using body language. He stood at one end of the airport and walked toward someone at the other end, copying their gait, head position, and hand gestures. Almost always, the other person nodded, smiled, or otherwise acknowledged — even kids who looked like gangbangers.

I can remember a customer review on www.bbb.org that mentioned the author was initially inclined to trust a certain business because of the store cat, a well-fed, rescued animal. But the customer ended up unhappy. I don’t know who is wrong, right or misunderstood in that situation, but I do know this: If you want to “start with trust” when you research a company, it’s great if they’re kind to animals, a family-owned, multigenerational minority business, donate to charity, or in some other way seem similar to you. But!

The real substance is their track record. When you check out a company at www.bbb.org, you’re starting to build a picture of its past actions in the marketplace. Are they properly licensed? Do they generate a pattern or volume of complaints? How do they handle complaints? Remember that scam artists love to prey on your sympathies by telling you they, too, are Christian, policemen, disabled, teachers or something else that seems trustworthy.

A recent study at the Kellogg School of Management found that using subliminal clues, like the name of a good friend, could stimulate feelings of trust for a stranger without people realizing it. Con men, the professor says, commonly drop names to stimulate trust. So investigate before you invest: A gut feeling is fine, but trust ideally is earned.

Previously published in the Spokane Spokesman-Review.

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.

Blog

Leverage Your Productivity

Which would you rather do: spend two hours completing a task or get it done in 45 minutes? You may be spending more time than is necessary on various projects and day-to-day responsibilities for your business because you may not be working efficiently. Take a look at the list below to learn how you can make the most of your time and increase your productivity.

Find your best time of day. We all have a certain time of the day during which we are the most energized, motivated, and therefore productive. For example, if you’re a morning person, plan on tackling the most challenging of tasks as soon as you begin your day. Not only will you be able to make the most out of your peak time, but you will also be able to enjoy the remainder of your day much more because you already completed the hardest part. On the other hand, if you know you work best after lunch, make a point to eat something healthy and filling enough to give you the fuel you need to kick the next chunk of time into high gear. By identifying when you work best, you can plan your day around those times.
Focus on what makes you money. It isn’t difficult to side-tracked with several smaller tasks like answering emails, updating your Facebook status, and de-cluttering your filing cabinet. Although these are all things that need to be done regularly, when time is of the essence, pour your energy and attention into things that actually make you money. Call your referrals about hosting a party, book a meeting with a prospect to share your opportunity, or work on your demo for that upcoming vendor sale. Money-making activities should always be a top priority when creating your day’s agenda.
Keep a time journal. Whether your do it electronically or by hand, keeping a time journal can be a very helpful tool that you can use to improve your work habits. Document every activity for at least a full work week. Don’t forget to include snack breaks, time spent sending and receiving personal texts, and anything else that you think only take a second. Those “seconds” quickly add up, and by seeing in writing how you have been spending your time, you may realize that a change is in order. On the other hand, you may also find that you are generally good at tuning out distractions, but certain times of day are less productive for other reasons (less energy, something unexpected comes up). Analyze your time journal to further improve your good habits and eliminate bad ones.
Take advantage of what your upline has to offer. One of the great things about the direct selling industry is the access you have to people with experience and success doing exactly what you’re doing. Reach out to your upline to help you stay on task. Ask them for tips on staying focused, how they manage a typical day, and what strategies they have used to increase their own productivity. Your upline is a wonderful resource that can both help you directly or refer you to others who can. Do seek them out to help you make the most out of your day.

Leveraging your productivity requires knowledge of your own strengths and weaknesses, a willingness to reflect and adjust, and motivation to succeed. How do you leverage your productivity? Please share your ideas in the comments section below!

Blog

Effective Sales Calls

Effective Sales Calls

Making sales calls are a necessary part of your business, though for many people, it is one of their least favorite things to do. We are sometimes hindered by a fear of rejection, but by implementing a few suggestions and preparing well, you will find your sales calls to be much more pleasant and effective.

Use referrals. When making your list of contacts, use your referrals as a starting point. You already have an opening when you make the call by telling the customer who referred you; this can even lead to a bit of small talk that will put the person at ease. For example, “Jane Woodson referred me to you. Our sons play on the same baseball team, and she mentioned that your son is on the team as well? How is he enjoying the season so far?” Using referrals can help you take a genuine interest in your contact, which will motivate them to listen to your pitch.
Offer a good value. This can be a bit tricky, as value is perceived differently by different people. However, as long as you are knowledgeable about the benefits of your product or service and how it compares to others, you will be able to demonstrate its value in ways other than price. For instance, if a product you carry has similar features to a competitors’ but is more expensive, point out that it is made from higher quality materials, that it comes with a lifetime guarantee, or that the customer can try it risk-free for 60 days. Whatever the incentive, always be clear in emphasizing a product’s value.
Provide solutions. Most consumers are seeking certain products that have a purpose in their lives. What solution does your product provide for a customer’s problem? Reflect on your own experiences to help you answer that question. One consultant for a jewelry company first fell in love with the product line because it allowed her to take her outfit from the office to an evening out by simply changing out one necklace for another or clipping an extra piece onto her bracelet to make it sparkle for her night out. This may not be a life-altering solution, but it is a common one that most women would love to know about. Be the answer to your customers’ problem.
Know your client. A client never wants to feel as if he or she is just a number on your list of calls to make. Tailor your calls to be specific to each person; this doesn’t mean that every single call will be different, but it does mean that you have done a certain amount of preparation for the call so that you can appeal to a client’s unique need. You wouldn’t have the same conversation with a repeat customer that you would have with a prospect you’ve never met or done business with. Take a few minutes to find out something about each contact before picking up the phone. Often that research can be done when receiving the referral.
Anticipate objections. Sometimes you will encounter one or more objections to what you are trying to sell. Before making a call, prepare a list of possible objections and decide how you will respond to each one. You will not be able to anticipate every possible objection, but having a good idea as to how you will handle them can be useful in helping you overcome objections and make the sale. The more prepared you are, the less likely you are to be caught off guard without knowing what to say.
Use scripts wisely. Writing a script is a great way to get started with sales calls. You can literally map out your ideal conversation, and then using the suggestions above, prepare yourself for the many different turns the conversation may take. One thing to be aware of, however, is not to sound like you are reading from a script which can sound extremely impersonal, and may cause a client to either tune out or cut the call short. Use the script as a guide only; know what you are going to say and speak in a natural, conversational tone.

Do you have any tips to share for making your sales calls more effective? Please share them with us below!

Blog

DSEF & CBBB: Can You Get Rich Quickly By Flipping Houses?

By Holly Doering

This weekend, a company is coming to my town to hold a free seminar on “flipping” houses. According to our state’s Department of Labor & Industries, flipping is defined as owning a property for less than one year, making more than $500 in improvements, and selling the property with the intention of monetary gain.

The company in question has advertised in the past that you could earn between $3,000 and $10,000 a month with their program. Now they just say you’ll earn cash and build a massive residual income stream. It’s supposed to be pretty easy. Sound like a sweet deal?

Not so fast. Here’s the rest of the story:

1) While initial seminars are free, additional seminars cost $1,500. You’ll also be encouraged to invest in more training—up to $25,000.

2) Fox Business says that to make a living flipping houses, you’ll need to have at least half a dozen going at once. Other sources caution that flipping isn’t for the financially strapped—it requires cash reserves.

3) Even if you only flip one house per year, your state may consider you a “contractor,” which means you’ll need to be licensed, bonded, and insured with L&I. If the IRS considers you a “dealer-trader,” you’ll have to pay self-employment taxes.

4) This company has earned an F rating with the BBB, based on a government action alleging deceptive trade practices and consumer complaints reporting trouble canceling purchases and obtaining refunds. Always check the track records of companies atwww.bbb.org before doing business.

According to MSN Real Estate, house flipping is not as easy as it looks on TV. They report that on the original video of the A&E reality show “Flip This House,” there was even a warning stating “Do not try this at home. It’s for trained professionals. You will lose money.”

Making money in real estate is possible. But like anything else, it takes time and effort. If you attend a seminar like the one described above, ask a lot of questions and read contracts thoroughly before signing. (Make sure you get the exact name of the seminar you attended.) Understand any cancellation clauses or refund policies too.

Blog

4 Rules for Business Growth

Do you remember running the 50-meter dash as a kid in gym class? The task was simple: run as fast as you can until you reach the end. Your direct sales business, however, requires a much different approach, one more similar to running the mile; you need endurance, stamina, and a view of the overall task in order to succeed. Growing your business should always be a super-objective you are striving to achieve to stay ahead of the competition, evolve with the industry, and know how to satisfy your customers’ needs. Read on for some suggestions to grow your business for the long haul.

Educate yourself on current trends. You should make it your business to always be aware of where the industry is headed; the last decade, for example, has found the direct selling industry rife with change. The focus has shifted from building face-to-face relationships exclusively to combining those efforts with building online relationships as well. In addition to this virtual internet takeover, the economy has also played a major role in how direct sellers operate their businesses. Did you know that an economic downturn can actually benefit the industry? Always do your research to stay on top of what is happening with the direct sales industry as a whole, not just your particular company.
Evaluate your ideas and seek improvement. This is especially true if you have been working your business for a long time. You most likely have some tried and true methods of marketing, demonstrating products, and recruiting prospects for your downline. Make sure you periodically self-evaluate what you’re doing and continually be on the lookout to better your own ideas. Get feedback from your upline, your customers, and your network. The best way to grow your business is to be a perpetual student; never stop learning.
Take calculated risks. Risk-taking is a necessary element to any business, but since you are ultimately responsible for the consequences, both good and bad, of those risks, really weigh the pros and cons before making the final decisions. When faced with a decision about your business, take into account not only the financial implications, but also those that may affect other aspects such as your reputation, adherence to your company’s policies, or your ability to provide top-quality customer service. While we certainly cannot look into a crystal ball, the key to risk-taking is to be educated enough to make an informed, well-thought out decision.
Brand and market yourself. You are likely one of thousands of direct sellers representing your company. What sets you apart from other consultants? What benefits would a customer reap by choosing to work with you instead of the representative across town? Focus your efforts on becoming an expert in your field, and market yourself as someone who is passionate not just about the products themselves, but what they can do for others. If your company sells products that are environmentally-friendly, your prospects and customers should know why this is such an important issue for you. What is your connection? Why did you choose to do this as your way of earning a living? Decide what makes you unique and begin building yourself into a brand to differentiate yourself from others.

A successful direct sales business is within your reach; look at the big picture, continue developing your talents and skills, and make informed decisions about where to focus your professional efforts. What are some tips you have to add to our list? Please share them with us below!

Blog

How to Run a Successful Direct Selling Business (and a Free Gift for You!)

How to Run a Successful Direct Selling Business (and a Free Gift for You!)

More and more people are turning to direct selling to supplement their incomes. And it’s no mystery why. Benefits like flexibility, training, and low cost of entry make this as attractive option for millions of people around the world.

While there are a variety of factors that contribute to a successful direct selling business, it’s important to focus on the basics to succeed in this unique business model. It doesn’t matter if you are just launching your business or if you have been running your business successfully for years; a mastery of the basics will allow you to maintain and grow a profitable business for as long as you would like to.

Here are some keys to running a successful direct selling business:

Keep your calendar full. This obviously depends on how much work you want. Let’s assume you would like to have a consistent schedule of three parties per week. Your goal for each party you complete should be to replace it with another party. If for some reason that does not happen at that particular event, find that booking elsewhere. The same goes for one-on-one sales appointments. Set yourself a weekly number you want to maintain, and hold yourself to it. Don’t stop until you’ve got the dates on your calendar. Your business is a business, so time, planning, and effort are all required for turning any kind of a profit on a regular basis. Be proactive and schedule as many sales opportunities as you need to meet your goals.
Make each sales appointment count. What this means is that each time you do a party or sales appointment, you should approach it as freshly as you did for your very first one. Even if you’ve done your sales presentation hundreds of times, even if you’ve demonstrated your products hundreds of times, etc., your enthusiasm and commitment to your customers should always be strong. To prevent your own boredom with your sales “routine,” don’t be afraid to tweak it every now and then. While you don’t want to alter things that always work really well, it’s still necessary to keep it fresh by replacing certain elements with new ideas. Look to your upline and internet resources such as Direct Selling 411 and Between Moms for tips on how to incorporate new ideas into your sales presentations.
Be an expert on your product. No product sells itself. Because of this, you need to know the ins and outs of your product line, especially its benefits. Think of your product as a solution to a problem. When in a sales situation, solving this problem for the customer should be your focus; you are educating the customer so they know why they need it and demonstrating your expertise to show that you are the person they should be buying from. Direct sales companies normally provide additional product information to supplement the standard materials like catalogs and pamphlets, but if this isn’t the case, don’t be afraid to reach out to your upline and even your corporate office. It behooves everyone involved for you to know as much as possible about what you’re trying to sell.
Recruit often. Many direct sales consultants shy away from recruiting for fear of seeming pushy. What they don’t realize is that they are likely missing out on additional streams of income. If you truly believe in your company and the opportunities it offers, then take the initiative to share it with others often. Always be ready to talk about your business in both formal and informal situations. Tip: Create a few scripts to memorize that cover a wide variety of situations. How would you respond if someone making small talk at a birthday party asks what you do for a living? What about if a customer at a party asks how if you enjoy being a consultant? Different situations call for different conversations, so preparedness is essential.

At the Direct Selling Education Foundation, we’re committed to helping you achieve success! That’s why we’ve created a free e-book called “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!

Here’s to your success!