Easy Sale - Fact or Fiction?

We have all had customers where EVERYTHING we sell will work for them.  Then there are those times when sales are not easy.  You know, the Negative Nellie customer who thinks that nothing you have is right for her but she will still look.  Curiosity will get them every time.  As Julie Anne Jones says, as long as there is a small interest - you have a chance for a sale, a party or a recruit.

As I wind up the week talking about sales and customers, I found the "Profile of an Easy Sale" in the Direct Selling Education Foundation.  They identify 4 basic steps which are now becoming my way of doing business.

1. Identify the right product for the right client.  If you have defined your target market then make sure you have products that solve their problems.  Since my target market is all women who are looking for organization solutions, I make sure that I highlight things that will help to make their life easier and less of a hot mess.  I have even begun doing "product experiences" for those customers who want to see my product but do not want to host a party.  This is a private showing based on what they have told me they are looking for or the solution they need to a problem.
2. Develop and cultivate relationships.  This is key to all direct selling businesses.  Once you have a relationship, whatever the basis is, your sales pitch now becomes a solution to their problem instead of hard sell. Customers buy from people they trust and as a result this will generate more referrals as well as reorders.
3. Once you have a relationship with your prospect, find out what their likes and dislikes are.  Practice the 10-second rule from Deb Bixler.  Ask an open ended question and then LISTEN!  Whether it is at a home party or a product experience, I find out what problem my customer is looking to solve then make a suggestion of a product.  Ask questions about other solutions they have tried and you will quickly learn what they like and dislike.
4. Finally, make the sales process quick, simple and easy.  The easier the better.  I usually tell my customers picking the product solution is the easy part, the tougher decisions come when you have to decide print and personalization options.  I make it as "painless" as possible so that they are not overwhelmed.  

What is your current approach to selling?  Are you a hard seller - sure that your product is the only one for EVERY customer?  Or, are you about building relationships while sharing your business with potential customers?  We all have different styles, talents and gifts - if your current approach isn't reaping the benefits that you want, maybe it is time to change.  Please feel free to share your thoughts?  Have a ThirtyOne-derful day!

Lead Generators

Remember the day you told your family and friends you joined a "party plan/ direct sales" business?  At first, they were excited for you and eager to try all of the new products that you had to offer.  Then the realization sunk in that now THEY were EXPECTED to hold parties and help you.  Okay, so the words may not have ever been said but the thoughts were there.  I mean realistically, how many parties a year can you have for the same company? I would think it depends on how many catalog changes you have in a given year, for me and my company - it is three.  So, you now have family and friends locked in for 3 parties a year but your goal is 2 or 4 parties or more a month.  Where are you going to find those people?

All direct sales companies will tell you that the best place to book a party is at the party.  Okay, so you now have maybe 2 or 3 more parties a month on the calendar but you want to GROW your business.  Some here are some ideas from a top selling direct sales coach that may help you on the quest to find new customers, new parties and EXPAND your circle.

Deb Bixler talks about The Fish Bowl Lead Generator.  We have all seen those cute little fish bowls at the register of your favorite restaurant or store.  Usually, they are encouraging you to enter a drawing for a free meal or for a chance at free products.  Did you really think that they threw away all of those business cards or leads if you weren't a winner?  The idea is to put your fish bowl someplace with foot traffic, offer a chance to win your direct sales products, then advertise the winner after all is said and done.  Maybe it is a business where the manager loves your product and you can offer them a percentage of the sales from the parties that you book.  How about a bank that may highlight local businesses.  Look at your connections and determine if it is the type of customer that you are looking for then GO FOR IT!

Another tip from Deb is "Go to Vendor Events as a Guest".  This is a GREAT way to network with other vendors as well as the guests who are attending the event. I never thought about this since I was doing ALOT of vendor events but I tried it a few times and IT WORKS!  In fact, at one event where I was a guest - I booked a party and took orders.  Visit vendors that you already know are doing the event PLUS stop and meet new ones.  I ALWAYS have my product with me as well as catalogs.  Selling all kinds organizational products in the form of totes and bags helps ALOT.  It is simple: Go up to the table and let the vendor do their thing.  Always answer questions or talk in 10 seconds or less and always end in a question. Finally, wait for the right moment and say "How is this event?  I was thinking of bringing my business to it next time.  Is this vendor event a good one?"  The vendor will then ask what you do - remember the 10 second rule when you share and see what happens.

Follow-up is the key to fortune.... I have heard this many times in the workshops that I have been attending hosted by the Entrepreneurial Think Tank for Moms.  So, if you are not good with follow-up, PRACTICE.  Remember it takes 30 days to become a habit.  Set a small goal to follow-up with the leads (so many each day) and go from there.  Generating leads is not going to get the people to walk through your door (or buy your products) BUT if you follow-up with them, you can build a relationship and THEN they may become your best customer or hostess.

How do you generate leads for your business?  We would love to hear from you about what works and even what hasn't worked for you.  Have a ThirtyOne-derful day!

First Class Image

Did you know in 3 seconds people decide whether they want to continue a relationship with you or not?  I have heard this many times but I guess I always thought it had more to do with my 30-second "commercial" than how I looked.  Well, to say the least during a 31 minute training call this week, I had another AHA moment.  

Some may remember the show "PanAm Girls" (Am I showing my age?). When you thought of these flight attendants they were well groomed ALL the time, top notch, first class all the way.  Their hair, makeup, jewelry and clothes had everyone wishing they were like them.  What do you think of when you think of First Class?  As direct sales consultants, we are "on" all of the time.  Do people think we are well put together or a hot mess? People pass judgement on us without us even opening our mouth.  Our clothes have a language all its own and believe it or not, I am not sure mine doesn't show that I am a hot mess more often then I want.  Is it a good thing that I am known for my PINK shirts?

I have been a jeans girl for as long as I can remember.  When I worked in the non-profit world as a Social Worker and even as a Chief Operating Officer, I wore jeans with comfortable shoes (no sneakers) and a nice shirt.  Of course, I dressed differently for things out of the office when I was representing the agency but most of the time it was still some form of jeans.  As a direct sales consultant, jeans and a company tee shirt has been my attire for parties - again no sneakers but comfortable shoes.  After listening to this training and the top tips, I may be going through a small transformation (nothing costly or dramatic) but just enough to  portray my best at all times.  Here are some of the tips that were shared with us during the call:

1. Always where solid colors to a party or event.  You certainly don't want to clash with your products.  As a Thirty One consultant, we have lots of prints to show so this makes sense but I also understand now why I see so many direct sales consultants in solid colors when they are highlighting their products.
2. Be genuine, gracious and acknowledge others.  To me, this is a no-brainer for we Celebrate, Encourage and Reward our customers and hostesses.  This also is a great way to use Dana Wilde's 10-second rule.
3. Little details make up the big picture.  Pay attention to the little details that your customers or potential customers share with you.  When I am at an event or party, I even make notes on the order forms so I can remember something about the customer.  I tend to have
   "senior moments"
4. Dress to showcase the best you.  Leave the tennis shoes at home.  Stay away from clothes that are too tight or too big.  Instead of jeans and a tee why not khakis and a tee. 
5. If you saw you, what would you think?  Are you an all together girl?  Or are you a hot mess? When I think of an all-together person, there is a women at Weight Watchers who always looks FIRST CLASS.  Color coordinated, hair done, makeup, jewelry, etc. and she is just weighing in.  I always tell her that I aspire to be that together.
6. You only have 3 seconds to make it or break it.  You are what you wear even BEFORE you have a chance to give your 30-second commercial.

There were 2 books that were shared that I have already ordered on Amazon:  Casual Power:: How to Power Up Your Nonverbal Communication & Dress Down for Success - Sherry Maysonave and You've Got Only Three Seconds - Camille Lavington.  What have I got to loose, right?  Who knows, I may recruit more & sell more so isn't it worth a try?  The first step was to style my hair.  A clean cut that is more professional.  Next is a more put together look... one step at a time. How about you - do you portray a first class image or a hot mess?  

Have a ThirtyOne-derful day.

Repeat Sales are the Key to My Business Success

For many businesses, repeat sales are the difference between success and failure.  Building relationships or friendships are more important than the sale.  Treat your customers like you would treat your friends which helps to build trust in you with an end result being the desire to continue to give you business.

Here are some tips from Direct Sales Education Foundation:

• Create opportunities for friends to buy, rather than having sales.  My company offers amazing monthly customer specials but sometimes these are not the items that my customers need at the moment.  If a customer doesn't want the special, I offer it to other customers who may want or need the products on special.  Providing good customer service will encourage people to shop with you again and again.
• Truly believe that your product/ service helps your friend.  Many people I meet at vendor shows and parties are curious about my "style" of selling.  As much as I believe  that I have an organizing solution for every customer, the reality is, the items may not be for everyone.  The products may not fit their vision for the space or area that they want to organize.  I want everyone to like their products and will do whatever it takes to ensure customer satisfaction.
• Always deliver excellence.  Our company has a return/ replacement policy for 90 days, if a problem occurs after that, it is important that I find a compromise to help the customer ensuring their happiness.  Follow-up customer care calls help to ensure that everyone is happy and using their product.  Honestly, follow-up phone calls are where I fall short in my business.  
• Keep your promises.  I don't make promises, I simply am honest with my customers.  If I don't know the answer to a question, I tell them that and then seek the answer.  If I make a mistake, I admit it.  It is not easy sometimes but the truth is - honesty is the best policy.  Customers may be upset at the moment but in the end they will appreciate the fact that you were honest with them.
• Focus on conversation, not a sales pitch.  This goes back to the 10-second rule promoted by Dana Wilde.  Provide solutions based on what you know about their lives - don't try to sell them based on your needs or sales goals.

Repeat business is based on developing relationships with your customers.  How do you generate repeat business?  Please share your ideas below!

Have a ThirtyOne-derful day.