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Finding Confidence

There are so many different factors that contribute to success in your direct sales business, but one of the most important is the confidence you project to others. Because your business functions on the relationships you build with others, your customers must know that you are the right person for the job. When you truly believe that you’re great at what you do, then your customers will know it too.

Practice makes perfect. If you lack confidence in your sales presentation for example, improving yourself can be as simple as practicing. Start by making your presentation in front of the mirror, and then move on to your kids’ stuffed animals. When you start feeling better about what you’re doing, get up in front of a few close family members to continue rehearsing. For the truly brave and ambitious, consider recording yourself on video. Watch it back and take notes on what you’d like to improve as well as where you excelled. This will give you a more accurate perspective on how others perceive you and will also allow you to pinpoint areas of strength and weakness.
Find a mentor. The mentor relationship can be extremely beneficial for both the mentor and protégé. The first place to look is to your upline, most likely the person who brought you into the business. If that person is unavailable, he or she can connect you with other experienced and successful direct sales consultants either within your company or others that can help increase your self-esteem through pep talks, professional development opportunities, networking events, etc. It may be a good idea to observe your mentor in action. If the person is always at the top of list in sales every month, ask him or her to take you along to a sales presentation or home party. You may come away from the experience with some fresh ideas that you can apply to your own method. The key to an effective mentor relationship is having someone that you trust and respect.
Find a partner. A partner, unlike a mentor, doesn’t have to be someone involved in the business. Sometimes the best partners are people already in our lives that can act as our personal cheerleaders. A close friend or relative that can share joy in your accomplishments and bolster your self-esteem after rejection would make a great partner. Identify first what you want and need in a partner and share your ideas with that person. It never hurts to have someone who you know will be in your corner no matter what.
Dress for success. This may seem obvious, but when we are self-conscious about the way we look, it affects our entire being; this lack of confidence can be sensed by others. Make sure when you leave the house for a sales demo or training event, for example, you are wearing something that makes you feel good. It should fit you well, be appropriate for the event (not to casual and not too dressy), and be put together with appropriate accessories and hair style. A put-together look exudes professionalism, competence, and of course confidence.

How do you find confidence within yourself? Does it increase your success? Please share your ideas with us in the comments section below!

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Tips to Generate Business

Tips to Generate Business

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

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

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

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Socialize to Increase Business

Socializing is the art of meeting and engaging people. Mastering socialization skills will not only help you in developing better relationships, but will also increase your business. Incorporating these characteristics into your everyday interactions will help you find and reach your target market.

Sincerity – Most people can see through a fake smile or greeting and are therefore turned off by it. Be genuine in your interactions. Your customers will know that you truly do care about satisfying their needs and giving them a positive experience.
Confidence – Project confidence not only in yourself, but also in the product/service you are offering and the manner in which you conduct your business. It reassures your customers that you are knowledgeable about your field and qualified to meet their needs.
Inquisitiveness – Getting people talking is all about asking the right questions. It is of utmost importance that your customers feel that you have a sincere desire to learn more about them, but they won’t divulge anything without being asked. Decide what you really should know about a customer to meet his or her needs and strike up conversations with people that relates to those topics. Tip: Create a “script” to get you started that includes a few pre-planned questions, topics, or anecdotes to break the ice or fill a pause in a conversation.
Listening – There is a great difference between hearing what is being said and listening to it. Listening requires you to process information; a person can easily tell if you are listening to him or her. Show that you are listening by responding when prompted, making eye contact, and reading the body language of those to whom you are speaking. Tip: Listening skills role-play makes a great activity for professional development. Plan a few topics ahead of time, and take turns speaking about and listening to them for five minutes at a time.
Positive – People are turned off by negative people. Make sure your conversations stay positive. Even if the conversation turns critical, always maintain a positive view. The impression you will leave after the conversation is an optimistic and can do person. And that’s the kind of person people want to do business with.
Promote others – Make sure most of your conversations are about others. This shows people that not only are you caring, but also gives you an opportunity to highlight your ethics and values. Customers are loyal to businesses that they like and trust.

Places to socialize with your target market:

Community events and hot spots (local fundraisers, playgroups, sports games, farmers markets, dog parks)
Informal and formal parties (summer barbeques, beach outings, holiday cookie bakes, New Year’s celebrations)
Online through blogging, social media sites (Facebook, Twitter, LinkedIn, etc.), your business website
Self-sponsored open house or grand opening event

However you choose to do so, socializing with your target market requires you to know exactly who they are. Once you have identified them, put yourself in situations that allow for meaningful social interactions. You will not only promote your business, but also learn more about how to satisfy your customers’ needs in the process.

How do you interact socially with your prospects? Would love to read your thoughts in the comments below.

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Event Ideas for Your Business

Events can be a powerful marketing tool. They provide something new, timely, and interesting you’re your customers and prospects to talk about. By building some excitement around your event, you build excitement about your business. Because of this, it is important for your small business to plan events that help with both marketing and customer service. The following are some ideas to do so both in the real world and online.

Monthly clinics or seminars about a product or service you offer – These can give you a chance to highlight chosen products/services, bring in new clientele, and network with others in your community. If done successfully, these types of regular events will also create buzz about your business and expose it to potential customers.

Host an after-hours gathering for your employees and friends/families. If you have a brick and mortar location, after-hours events can be effective marketing tools, but even if you are home-based, you can tweak this idea to work for your business. Provide refreshments, music, and put together some special displays on which to focus the event. Be sure to provide business cards, brochures, a free sample or giveaway, and other promotional materials to your guests.

Host an Open House for your community. Consider holding an open house with city officials (mayor, congressmen/women) and local press in attendance. Center the event around a theme or cause that is of interest to your community.

Sponsor a holiday window design contest for art students at a local school. Involving the young people in a community is a surefire way to spread word about your business. You can even modify this idea to include technology students competing to design your next online ad or website graphic. The announcement and celebration of the winner could be incorporated into the unveiling of the finished product.

Host an open-mike night for local business owners. Most comedy clubs reserve their slowest nights of the week for amateur open-mike nights. You can use this idea by hosting a forum for other local small business owners to exchange ideas for marketing and customer service. Each participant could take a turn at the mike to offer input and take questions from the audience.

Do a Twitter Q&A about your industry or products. This obviously requires you to have a moderate following on Twitter, but with the right promotion among your customers and preparation by you, it can be done fairly easily. You can even offer a reward or incentive at the end for participants that can be tweeted about intermittently throughout the session.

Host an online suggestion box via video chat headed by a panel of related industry experts. Choose like-minded people in your field and/or fellow small business owners in your community with which you have no competition for your video chat using a program like Skype or iVideo. Invite customers to “call in” with suggestions for what they think would improve their own shopping experience.

What events you have sponsored or attended which you have found to be informational and fun? Tell us about them in the comments section below!

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Improving Your Customer Engagement

In this era of big box store dominance, it is more important than ever to help your customers feel that doing business with you is a worthwhile experience. Improving your customer engagement builds customer loyalty, which in turn can help grow your business. There are several ways to develop relationships with your clients so that your engagement with them results in a positive perception of you and your business.

Make yourself personally available to your customers. As a small business owner or direct seller, you have an edge over big corporations in that you are able to personally interact with your customers. Be sure to provide your customers with every possible way to reach you. Use it to your advantage by taking some time out to contact them once or twice a month. Make a phone call, send out an email to 15-20 customers a month, connect over Facebook, or make time to have coffee with a few of them. Discover their passions, connect and start the conversation with topics important to them. Then, ask how satisfied they are with a recent purchase, ask if they need further assistance, and find out if there is some other way you can be of service to them. Your customers will appreciate and remember the individualized attention, and won’t hesitate to mention you to their friends.

Use social media wisely. If the thought of maintaining a Facebook page, a Twitter profile, a website, and a blog are overwhelming to you, then don’t try to do everything at once. Start with Facebook. Be a positive and supportive voice online. Post fun, useful tips and be their cheerleader online. Treat them like a friend, and they’ll remember how you made them feel.

Ask and listen for feedback regularly. Most people find it difficult to hear others point out what they’re doing wrong. However, it is essential to seek out constructive criticism in business because not only will you be able to improve, but you also show your customers that you care about their satisfaction. Eliciting feedback can be done in a variety of ways, including email and phone surveys, face-to-face conversation, and links placed on websites and blogs. Be creative in your search for feedback; you can use reward and referrals systems, contests/giveaways, or even feedback parties. Whatever you decide, make sure your customers know they are being heard by taking their suggestions to heart and thanking them for their input.

Invite your customers to participate in your business. Many small businesses are encouraging participation by using “customer models” in ways that promote a product or service. For example, a company that sells clothing or jewelry could ask customers to Twitpic a photo of themselves wearing a product, which would then be displayed in a special section of the company’s website. By doing so, you are incorporating your business into your customers’ lives and making yourself more memorable than your competitors. And to top it all off, you’re interacting with customers and promoting a product all at the same time.

Promote your values and build trust. Regularly talk about what’s important to you and the high standards you bring to your business. Put your high standards on your marketing materials and in your business practices. Your customers will begin to depend on your services/products and trust you as a person.

Customer engagement is all about having a genuine concern for your customers’ satisfaction. With that idea as your guide, any or all of the above ideas can be tailored for your specific needs and allow you to improve your relationships with clients.

How have you engaged with your customers? Share your ideas with us in the comments below!

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Seven Ways to Get Others to Promote Your Business

When other people talk about your business, it increases credibility and adds value to your brand. But when people want to help you promote your business, do you know what to ask them to do?

Here are ways that other people, such as family, friends, community members, and network associates can help you promote your business.

Display your literature. Something as simple as a brochure on a table in a waiting room can pique the interest of potential customers. If designed well, such promotional materials will attract others to pick them up, read them, and ask about them. Other places to display information are community bulletin boards (clubhouse lobbies, libraries, municipal buildings, and online newsletters), local businesses with whom you have no direct competition, and places of worship. Increasing your visibility can quickly add to your customer base. Remember to ask permission from the appropriate people before doing so.
Showcase your testimonials and reviews. Highlight your loyal client testimonials and reviews of your products/services in your literature, online presences and other marketing materials. People will be more likely to trust what their neighbors, friends and family say about your business than any other kind of marketing.
Reward referrals. People who help you promote your business can provide prospects that may be in need of your products or services with your contact information, a little bit about you, how they know you, etc. If you have an incentive system in place to reward those who give you referrals, they will be more likely to continue doing so.
Sponsor events. When holding an event such as an open house, recruit others to donate space, equipment, advertising, or other resources needed. This kind of help can be mutually beneficial as it increases the visibility and promotes the interests of all involved. For example, if you sell jewelry and are running a holiday shopping promotion for corporate customers, ask someone you know who works in an office setting to let you set up in their conference room, talk up your event to coworkers, and perhaps recommend a local deli to provide finger foods and beverages.
Use social media and contests. You most likely already have a website, Facebook page, Twitter account, blog or any combination of these set up. One key to making these work for you is to get others to want to share your content with their friends. Consider setting up contests, polls and games that give out prizes. This encourages sharing of your information, products, or events and maximizes the effect that word of mouth can have.
Invite you to relevant events. Many business organizations hold conventions, workshops, and seminars for their members and guests. Ask members of such organizations to invite you to one of these events. For example, a workshop for interior designers would be a great place for a self-employed home organizer to meet prospects who may either be in need of their services or who regularly work with others that do. Not only will you gain valuable information there, but you will also have a chance to meet potential customers.
Tap influencers. Seek out influencers in your community and provide them an incentive to promote your business. The difference here is that influencers generally have larger networks and/or have more credibility. The key here is again to have them share your information and provide a testimonial to increase word of mouth.

Decide what methods you are most comfortable with in getting others to promote your business, and make a list for yourself. Incorporate one of more of these methods on a regular basis to facilitate the growth of your business.

What have you found to be an effective way for others to promote you? Please share your ideas and experiences below!

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Ethical Testimonials Help Build Your Brand and Your Business

Ethical Testimonials Help Build Your Brand and Your Business

Testimonials are one of the greatest marketing tools you have. Research tells us that people are a lot more likely to believe what others say about you than what you say about yourself. This is the reason that online shopping sites often have a place for customers to leave reviews about individual products (and why so many shoppers turn to them when making a decision about what to buy.) As a small business owner, you should be asking your loyal and enthusiastic customers for testimonials on a regular basis.

Yet it’s also important to be sure that your testimonials are accurate and ethical. This enables you to comply with Federal Trade Commission (FTC) rules regarding testimonials and endorsements, and also helps customers to trust you. After all, testimonials that go beyond the facts can damage your credibility, and lead to disappointed customers. And testimonials used in your marketing material that made health, income, or product claims beyond what you’re allowed to say legally can get you and your business into hot water.

So how do you get started using testimonials to promote your business? Here are some tips:

When asking for testimonials, provide testimonial starters such as:

What I like best about (Your name/business) because__________________________________.
The product/service was great because (it was easy, fast) _______________________________.
Working with (Your name/business) was great because it was able to help me__________________.
I would recommend (Your name/business) because____________________________________.

Use the complete testimonials whenever possible. This way you ensure that the customer’s intended message cannot be misunderstood.
If you’ve got a parent company, get approval to use the testimonials that address product, income, or health claims. Usually your company has a legal department that can determine whether or not you can legally market your business using the claims in the testimonial. When in doubt, don’t use it!
Use testimonials to overcome inherent objections in your business. If there are certain objections that you hear a lot, use a testimonial provided by a customer to address that concern. Print it in your marketing materials (with the customer’s permission, of course.)
Use testimonials to make a point or promote your message. Rather than just lumping all your testimonials together, use them strategically throughout your marketing materials. For example, if you are talking about how quickly you deliver your products, use a testimonial of a customer raving about the speed of delivery. It’s like the exclamation point on your message.
Asking for testimonials should be part of your sales process. Whenever you complete a transaction, make asking for a testimonial a part of your follow-up process. Once you’ve determined that the customer is satisfied, it’s a good time to say, “Would you be willing to provide me with a testimonial?”

Using testimonials that are accurate and stick to the facts can be a great marketing tool to help you build your business even bigger. How do you use testimonials to promote your business? Where do you put them? How do you ask for them? Would love to read your thoughts in the comments below.