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DIRECT SALES SUCCESS
Many party plan/direct sales business consultants start looking into how to be successful in direct sales long before signing their application. Whether you are already a representative for a company or hope to be one soon, here are a few tips to ensure direct sales success.
1. SET GOALS. Why are you building a direct sales business? Do you want to save for a holiday? A new car? A new home? You can have all these things, but you must want it enough to do the things that have to be done to get it. I know some people would like you to believe you sign up and the business magically appears (if they are saying that to you please run in the other direction! You need to work with a sponsor who is real and honest with you – you can check out more on choosing your sponsor here.)
Set actionable goals. “I want to replace my full-time income,” is not an actionable goal. “To replace my income, I need to hold 8 home parties per month,” is however. That is a goal that you can write down and start taking steps towards. Once you have the broad goals down – like 8 parties per month – start breaking them down further into tasks that need to be accomplished monthly, weekly and daily. To hold those 8 parties per month, how many leads will you likely need to reach out to per day?
Whatever your goal, write it down and give yourself a deadline. Divide the time period into blocks of achievement that are reachable. Work consistently toward accomplishing this goal each day, each week, and each month. Goal setting is a must in your direct selling business. Very little is ever accomplished without clear, defined goals.
2. BE A LIST MAKER. Get organized. Those daily, weekly and monthly tasks are not likely to get done unless they are written down. In addition to your goal and to do lists, keep track of leads, hostesses, clients and repeat clients. You will also need to get a good accounting system in place. Each evening list all the things you want to get done the next day. This gives you an organized approach to each day. As each task is finished, tick it off your list. You will get a great feeling of progress every time you mark something off on your list. It really is amazing how much more gets done when you work with a “to-do” list. You can make it a physical list or use technology and Apps – but make yourself accountable!
3. BE POSITIVE AND ENTHUSIASTIC. Enthusiasm generates its own energy. Energy and good health are synonymous with busy, happy people. Sales, as in life, is 90% attitude and 10% aptitude. If you are upbeat and believe in what you are selling, sales will come far easier.
4. THE MAGIC WORD IN DIRECT SALES IS “ASK.”
Ask for the sale. New consultants are often afraid to ask for the sale. Don’t be, people (in general) are not mind readers! You have to seek out new customers and sales, they are not going to come banging your door down on their own (I wish!!). Every “no” is one step closer to a “yes.” And sometimes “no” means “not right now.” Never take it personally. In direct sales we don’t have to wait for business to come to us (in reality we can't wait for it!). We create our own business by asking for it. Ask for appointments, then you can do business. Ask for business, then you will close sales. Ask for referrals, then you will always have a full list of prospects to contact.
Get out and about. The more you are around new people, the more frequently the opportunity will arise to talk about your business. Don’t just surround yourself with your colleagues. Get involved in your community. Volunteer at your children’s school. Find local networking meetups through social media platforms like Facebook, Twitter, Instagram or meetup.com.
5. SCHEDULE TIME WISELY. It takes the guess work out of your day. It assures that what must be done gets done. You want to plan your work, then work your plan. This is even more true when you are fitting your direct sales business into the ‘cracks' of your busy life. You need to work your business everyday even if it's just for 15 minutes – so schedule it in!
6. HAVE A POSITIVE ATTITUDE. Success in direct selling (as in all areas of life) is 90% attitude and 10% aptitude. You should be proud to be in direct sales. Sales make the wheels of our economy turn. Bernard Baruch, adviser to several presidents, once said, “If every salesperson sat down and took no orders for twenty-four hours, it would bankrupt our country!” Remember, sales is one of the highest paid professions in the world for a reason. You might not know what you are doing when you start but if you keep at it, study the craft and approach it with the right attitude then you are destined to succeed!
7. HAVE A DEDICATED WORK SPACE. Most direct salespeople work from their own homes, but it is vital that you have a place where you can work in a organized and effective manner. An office, plus a working schedule, are absolutely essential for efficient operation and to the success of your business – remember treat it like the business (that it is) and you'll make money like a business, treat it like a hobby and you'll lose money like a hobby.
8. BE INVOLVED. Most direct sales companies offer incentives and training to motivate their associates. Include winning contests as part of your business goals. Incentives make your direct selling business fun, as well as adding a nice little extra to your income. But it isn't all about the winning, taking part in the training your company has to offer will set you up for success and give you real transferable skills that you can use in any business!
Every year thousands of men and women across the world sign up with direct selling companies, hoping to make a little extra money (or a lot of extra money). They sell merchandise to a few relatives and close friends, but then they are through. They quit before they give themselves a chance to learn the basics of success in direct sales. “I am simply not a born salesperson,” they often say. No one is born a salesperson, any more than someone is born a doctor, or a lawyer. Sales is a profession. To be successful in any profession you need to learn, not only the basic techniques, but also how to apply those techniques. Success in direct selling makes use of all the abilities one is born with, plus all those acquired through training and experience.