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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!

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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!

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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!

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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!

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6 Ideas to Increase Sales

Working as a direct seller requires you to wear many different hats: sales representative, party planner, marketing executive, administrative assistant, etc. It can be easy to get sidetracked with all of these responsibilities, so it’s important to remember that the bottom line of your business comes down to sales. Even if you have built a substantial downline, many direct sales companies require you to meet a minimum number in sales every month to earn your commission.

Here are some tips on how to increase sales.

Cross-selling is recommending related products that complement others that have already been purchased or are being purchased at the moment. Your customer is likely unfamiliar with your entire line of products, so introducing something that might be of interest based on past purchases can increase the amount of that sale. Using this technique repeatedly can quickly add up. For example, if a customer is buying a baby lotion that is specifically designed for sensitive skin, direct him/her to your company’s line of products that are hypoallergenic and free of unnecessary chemicals. Besides the lotion, the customer may wind up walking away with body wash, diaper cream, and sunscreen as well. As an added bonus, you’ve also demonstrated your attention to the customer’s specific needs, which will make him or her want to buy from you again.
Best value quick sale is offering products/services that give customers the best value for their money and are ready for immediate delivery. Especially for new customers, this will establish that you’ll sell them products/services of high quality at a reasonable price, and give them instant gratification.
Business referral exchange program. By partnering or teaming up with other businesses or consultants in your area, you not only generate more brand exposure, but increase sales. Create relationships with other businesses that compliment your products/services where you recommend each other’s services/products and may consider offering special promotions for each other’s products/services to your customers.
Personalize appointments by offering to meet with people face to face and set up private appointment. It gives you a chance to be more social, develop a relationship and explain the advantages of your products/services related to the customer’s needs.
Create contests or promotions to market your products. Whether your company has a featured product for the month or if you have some excess inventory you’d like to unload, contests are a fun and effective way to draw attention to certain products and make them stand out from the rest. With spring almost over and summer close upon us, it might be a good idea to get a jumpstart on your summer-related products with a raffle. For every dollar your customers spend on beachwear in the month of May, for example, they will receive one entry into a drawing for a family-sized beach tote filled with goodies for the kids to enjoy while playing in the sand this summer on vacation. Specific promotions like these allow you to control what products are highlighted, draw focus to featured items, and give customers the opportunity to purchase something now that they may have held off on by offering them a fun incentive.
Reward your customers by implementing a referral program. In direct sales, word-of-mouth goes a long way, especially when there is a lot of competition. Make sure you have some way of learning how each new customer found you: you could ask them when making a transaction face-to-face, create a space for it on your order form, make it a question on a post-purchase web survey, etc. Every time a customer refers you to someone who in turn becomes a customer, reward the original customer to show your appreciation. Some consultants make their own rewards cards a la Subway, while others give away vouchers, coupons, or free gifts. Whatever you decide, make sure you always follow through and that your customers, especially the new ones, know that such a rewards program exists.

Increasing sales requires planning, creativity, and knowledge of your company’s product line. Focusing on your existing customers is a great place to start, and always make sure they know that you appreciate their patronage and that you will always do your best to make them satisfied and happy they chose you.

What other ideas do you have to increase sales? Please share them in the comments section below!

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Creating Additional Income Streams For Your Business

As an entrepreneur, you’re always looking for ways to increase sales and diversify your opportunities. The business world is unpredictable, but especially in times like these, having the security of an alternate income can be a lifesaver if for some reason you experience a lull in business. Fortunately, there are many ways to create additional income without having to shell out any kind of significant investment.

Teaching, coaching, and consulting are all great ways to bring in some extra cash. All you need to invest is your time, which you’ll use to reach out and offer your services, as well as time you’ll need to prepare a presentation of some kind. If teaching interests you, reach out to local community colleges, libraries, or recreation centers with an idea for a class, workshop, or seminar. Create multiple sessions and offer prospective students a package deal. If teaching isn’t your thing, you might be more comfortable with one-on-one coaching or consulting. Using your skills and experience, you undoubtedly have a lot to offer someone who is just starting out in small business ownership or something else related to your field. The possibilities are limited only by what you’re willing to do, and the result can be very profitable.
Start a blog. Writing a blog can be an effective way to share your expertise with others, market your business, and attract more customers. You don’t have to limit yourself to blogging; create a website that includes how-to videos, customer testimonials, or even guest posts from other industry experts. Earning money as a result of online content can take some time, but the potential for it paying off is certainly achievable.
Listen to what your customers want. Take the initiative by asking your own customers as well as others in your network about what other services/products they would like to see. For example, if you’re in the business of creating gift baskets, ask your customers what other service/product they would like to see. A customer might suggest fun gift baskets for kids. This might be an idea worth exploring. Ideas from customers are often your best source of creating an additional income stream.
Explore your other interests and skills. Make a list of all your hobbies, as well as all the things you do around the home, for your kids and through volunteer work. For example, you might list doing pedicures with your daughters. Since you sell cosmetics, this might become a service you offer. Or besides selling kitchenware, you also love healthy cooking and you might sell an easy to follow healthy cooking program. You want to look for things that compliment what you are doing now and other interests and skills you possess.
Other ideas to explore.
- Create your own How-To-Videos
- Sell other services that compliment your current business
- Personalization services – gift wrapping, sewing, special delivery
- Create partnership with local businesses

With some effort and extra time, you have the ability to find additional sources of income. This revenue can help you get through a slow season or simply help you reach your personal and professional financial goals faster (not to mention expanding your contact list for your primary business!) What other ways can you create alternate streams of income? Please share with us below!

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No Sales? Tips to Make Sales

No Sales? Tips to Make Sales

If you are experiencing a lag in sales, the first thing to do is use your direct sales method to your advantage. Because your business model relies on person-to-person interaction, emphasize your genuine concern for customer satisfaction and the relationships you have built to generate sales. No matter what product or service you offer, here are some tips to increase your sales in everything from health food to handbags.

Refocus on what people are buying. Consumers’ needs are always changing. Consider the explosion of smartphones purchased in the last five years. Once the major manufacturers created a product so convenient and affordable, it became nearly impossible to live without. It’s important to always pay attention to the trends in consumer interest. As a direct sales representative, you may not have control over the product, but you do have control over how you market that product. For example, there is a big need right now for people to be able to add more fresh produce into their diets. When marketing your cookware, highlight those pieces that make recipes such as summer squash casserole and broccoli rabe salad easier and more fun to make.
Sell the benefits of your product instead of the product itself. Once you’ve identified what customers are buying, center your attention on marketing the benefits. This will help them understand why it is they want the product. For example, instead of just focusing on the aesthetics of long necklace, demonstrate that its various colors make it a versatile complement to any wardrobe; display all the different ways in which it can be worn for any occasion. When a customer understands the benefits of a product, they will place greater value in it, and therefore want to own it.
Offer something free. This is your opportunity to get creative. Offering something free with a purchase can come in many forms: a free gift on the spot, a free sample of a brand-new product, a voucher for a gift with a future purchase, etc. Again, the focus should be on what the customer wants. Don’t be afraid to experiment with different offers and promotions until you find the one that works best for your product and customers’ needs.
Minimize risk. Everyone can be hesitant before making a purchase, no matter how big or small. Alleviate that fear by minimizing the buying risk. Your company most likely has some sort of guarantee in place, but in certain cases, you can go above and beyond that if possible. For example, say your company offers a lifetime replacement guarantee on any handbag found to have a manufacturing defect. A customer asks you about this guarantee but is disappointed to hear that she would still have to pay shipping costs to return the defective item. Offer to foot the bill for the shipping or offer a complimentary pickup service to save her the hassle of a trip to the post office. The less risk there is in making a purchase, the more likely the customer will be to try it out.

The direct sales industry is all about meeting your customers’ needs. Once you can get in touch with what those are, use your strengths in customer service and your creativity in marketing to increase your sales. Happy customers will gladly share their positive shopping experiences with their friends and family, so satisfaction certainly goes a long way.

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How to Run a Business on a Shoestring Budget

How to Run a Business on a Shoestring Budget

Running your business on a tight budget is not only possible, but extremely beneficial, even when times are good. You don’t even need a degree in business or finance to create and stick to a budget; all you need is common sense, organizational and planning skills, and motivation. Read on for some ways to operate your business on a shoestring budget.

Understand your cash flow. Cash flow, in its simplest terms, is the movement of money in and out of your business. It is of utmost importance that you know where every penny you spend goes, and where every penny you earn comes from. This may seem easy, especially if you’re the only employee, but unless you document carefully and review your cash flow frequently, you may find that too much money is being spent that does not contribute to your bottom line. If you need to tighten your belt, so to speak, it may be necessary to cut back on expenses that are not directly related to income. For example, that shiny new business card certainly looks nicer coming out of your pocket to hand to a prospect, but is the higher cost going to directly result in a sale? These are questions you need to ask yourself when creating and/or revisiting your budget.
Stick to your budget. This may seem obvious, but it isn’t difficult to underestimate your expenses and overestimate your income. When budgeting, be conservative. Before making any kind of purchase, ask yourself why you need it and how it will bring in money. Sticking to your budget and reviewing it often will help prevent cost overruns before they happen. Tip: Categorize each expense according to a pre-determined system that works for your particular situation. This will make it much easier to sort your expenditures and decide which ones contributed to your income and which did not.
Push sales. Starting and running on a shoestring budget means you lack capital and that’s not the ideal. To overcome the lack of capital you must be willing to quickly generate sales. You must clearly identify your target market and have prospects ready to buy. Make sure your marketing materials reach those who need your products/services and your sales presentation is effectively closing sales. For free marketing resources, visit the Small Business Administration website.
Establish a network. You will need to quickly establish a large targeted network of prospects that are ready to buy, a network of influencers that will help spread the word about your business, and a group of people who’ll support your vision. Having a large network of people is the key to running a business on a shoestring budget. The more people you and your business are connected with, the more sales you will have. This will allow your business to get established, maintain stability and create the foundation to a successful long term business.

If you do go this route you will need strong planning, organization, networking skills, and a commitment to push for sales to quickly generate income to establish your business. Operating on a shoestring budget is definitely achievable as long as you’re willing to put in the work. How do you run your business on a budget? Please share your ideas below!

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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?

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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!