Friends and Networking

Over the weekend I did two different vendor events which were a great opportunity to see friends and build my network.  My views on vendor events have changed dramatically over the last several months - of course, we all want to make money but beyond that I am building relationships that are leading into some amazing friendships.

For those that know me or have met me at events, I LOVE to share tips with people - not just about my products but with other vendors about things that I have learned.  I was paid the ultimate compliment on Sunday by a relatively new vendor Heather Kirkpatrick that had Diaper Cakes By Heather - she was sharing with anyone that would listen how the ideas and tips that she got from me has helped her to look more professional as well as work her business like a business.  WOW!  I was amazed but since the first time I met her, we connected and she grown so much - I am thrilled for her.  Another friend Lisa Yanoschak  who I met by networking asked for me help and if she could pick my brain!  I have been humbled by the compliments of both of these people.  

I credit a lot of people for my personal growth (the list is getting longer each day) but here are some great tips from Direct Sales Education Foundation:

1. Don't just attend events, be an active participant.  I attend as many events as possible. I practice Dana Wilde's 10-second rule and am learning to be more confident.  
2. Hold off on the sales pitch.  I love this!  The 30-second commercial is really not who I am.  I love sharing what I do but as someone told me - I am so much more than just bags.  As a result I have been building relationships.
3. Ask good questions.  This goes back to Dana Wilde's 10-second rule.  I ask questions AND then listen. If I find myself talking too long, I quickly ask the other person a question so I don't monopolize the conversation. 
4. Follow up.  Okay, so this is a tough one for me, especially when it comes to the phone.  I am much better at emailing people that I have met and offering the opportunity to discuss my business further with them.
5. Incorporate your online presence with your offline presence.  Make sure you share information with people that will allow them to find you online.  I have my email address and website on my business card but I don't have my Facebook page or my blog listed.  Time to update those business cards.
6. Ask friends to make introductions.  Don't be afraid to ask your friends to introduce you to other people.  I like the idea of setting a goal of how many NEW people I want to meet.  I am going to try this at the next event.
7. Do something NEW!  We all get those general invites to an event or function.  Someone is having an open house or a gathering - why not go!  Step out of your comfort zone.  Attend a vendor event as a guest and make it your business to talk to the vendors that are there about the show and their products.  Begin to build new relationships.

Hopefully, some of these things will help you... they have changed the way that I look at vendor events, network meetings and conferences.  I have begun to build my confidence (yes, it is a little shakey) and make some amazing new friends.

How do you build your network?  Please share some of your ideas with us.  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.

Benefits vs. Features

When I started in direct sales over 2 years ago, my why was to get a discount on bags, totes and accessories that I was already spending money on.  It was the GREAT features of the products that I shared with potential recruits and customers.  Business was okay - more like a hobby instead of a business.  When I shared the uses or how it helped people, my sales changed but I never understand the reason.  

Features are the facts about the product/ company - prints, designs, commission you could earn, the discounts, etc.  Although this appealed to some people, it didn't really create a reason for people to buy the product or join my team.  Then I would resort to "selling" the product but I really didn't want to be a "sales person", I wanted to share why I loved the product and the company with people....

Then I read an article by Dana Wilde entitled "Home Party Selling Technique Focuses on Benefits!" and a light bulb went off.  Okay, so I can be a little slow sometimes.  As a Social Worker FACTS sold or were the reason that people utilized services offered by our agency so talking about benefits was a new concept for me. Or so I thought.  Now, when I talk to potential recruits and customers I talk about the benefits.  It is more about the person you are talking with and how my product can help them.  Not sure how to figure out the difference - check out this link for a worksheet to help you with the process.  Everything I read is about building strong relationships with people.

Once you finish the worksheet, you can turn your benefits into an emotional story that sells your product.  Studies show that people shop and buy emotionally so create statements that highlight the emotional benefits of your products.  Sprinkle them through your presentation or party, see the difference it makes in your sales.  Watch the light bulbs go off as people begin to connect with your product.  Let the passion for your DS company and the benefits of the products shine through all the time.  Would you buy a tote with 7 outside pockets?  Or..."Our Organizing Utility Tote has helped many people including business women, kids and moms get organized.  The 7 outside pockets have a place for everything that you may need access to quickly - water bottles, keys, phone, etc.  The wipe down material makes it perfect for the mom on the go when something spills on the inside.  It is big enough to carry your lunch, files for work, groceries for a quick trip to the store, workout clothes and more..."

Look forward to hearing some stories of how your business was transformed using this tip.  Have a ThirtyOne-derful day!

Ideas on Increasing Your Sales

In February of 2011, I joined my first direct sales company with the goal of it being my full-time business SOMEDAY!  I joined companies before mostly for the discounts and there may have been a passing thought about it being more than a hobby but none of them really panned out.  I should say, I didn't work them as all of them are still in business despite my lack of business.  

As I am still working on growing my team and reaching my monthly minimum in sales, I am always looking for new ideas to increase my sales.  I do many vendor shows and honestly need to be better at the follow-up from those - I know that should be my first stop when trying to increase my business, right.  Well, for those of you who have a 500-pound phone, here some more ideas:

• Cross selling - is recommending related products that complement others that have already been purchased.  When I am talking to someone about our products, I ask them general questions and then offer solution sets for them demonstrating how our product can help them.  This way you can pay attention to the customer's specific needs.
• Best value quick sales is offering products/ services that give customers value for their money and quick delivery.  I always have a cash and carry display when I am at a vendor show.  These are NEW products that I have which I sell at a discount.  The basic discount is 25% off because I have already earned my commission during the initial purchase from my company.  I also don't charge tax or shipping on these items since I am just recouping my money for the initial purchase. 
• Business referral exchange program - teaming up with other businesses or consultants in your area.  At vendor shows, I have to say that other vendors are some of my best sales people.  They carry my product and will share tips with customers who see it - referring them back to me for the sales.  I am looking for more ways to develop this WITHOUT joining another direct sales company.  Still a work in progress for me.
• Personalize appointments is one of product offerings.  As a direct seller, we are a  party plan company but the truth is some people just want to SHOP!  They are not interested in having people to their home and claim that they are not good at it.  I have begun offering "a product experience" for those women who want to "try out" our products.  I have done a few of these and they have been successful.  A no obligation opportunity to see if our products work with their vision for using our products.  To date, everyone who has had one of these appointments has purchased the products that they tried.
• Reward your customers - for referrals whether it be for more parties (booking bonuses) or for more customers.  I have a VIP Facebook page where I offer contests with product prizes, discounted products that help boost my sales and special events that allow them to bring guests and get more gifts.  I also have a Frequent Buyer Program which encourages my customers to continue to buy from me for the discount that they receive after so many purchases.

Creativity is the key to increasing sales and expanding your customer base.  What other ideas do you have to increase sales?  What has or hasn't worked for you?  Please share them below in the comments.  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.  

Networking Mistakes

Many of you know that I am BIG supporter of networking for my business and yours.  An article in Direct Selling Education Foundation  focused on "Three Networking Mistakes" and before the light bulb went off - I am sure that I made them.  Entering room filled with people that I didn't know was definitely out of my comfort zone.

1.  Focus on building relationships.  This is part of long-term planning because if your contact can't help you now, they may in the future be a customer or know someone who can use your product.  This should have been a no-brainer since this was key when I worked as a Social Worker.  I now look at people as connectors (for lack of a better word).  They may or may not be my customers but as they get to know me, they will happily refer me (and my products) to other customers.  A key example is a customer, Heather, who is also a vendor/crafter.  We met, she bought product and now is my biggest promoter.  She tells everyone how much she loves her product (and me).  We are building a relationship as I help her with her "new" craft business sharing tips and ideas.  

2.  Don't play the role of counselor; keep the conversation social and friendly.  WOW!  this also seemed so basic.  When asked what I do, I share about Thirty One but then try to focus on the other person, practicing Dana Wilde's 10-second rule.  This leads into the next mistake..

3.  Digging too deeply into people's lives makes them uncomfortable.  By using the 10-second rule I have learned to just stick to the "general" areas of a person's life without getting too personal.  Of course, the social worker side of me loves to know more but I am learning that it isn't important in my direct selling business.  Knowing basics MAINLY helps me to remember tidbits about people that I meet so that when we meet again, I can talk to them in a little bit more detail.  For example, after the initial basic meeting; the next meeting I will be able to call children and/ or hubby by name or ask about their job.

Networking has been a key to growing my business over the last several months.  We all will make mistakes but we need to learn from them, bless and move on.  What advice would you give for successful networking?  Please share your comments below!

Have a ThirtyOne-derful day!

New Opportunities for Your Business

As I am getting ready for a busy weekend of vendor events, I found this article on Direct Selling Education Foundation website with some great tips...  Some of these seem so basic  and almost a "no brainer" but i was good to hear a different take on things....

1.  Talk to more people...You never know who may need your help or who knows someone who can use your products.  Of course, this means stepping out of your comfort zone which for some (including me) can be difficult some times.  

2.  Be more curious... ask questions?  This is where Dana Wilde's 10-second rule is great! Ask the questions BUT you also have to LISTEN for the answers.  I do this a lot at vendor shows which gives me a chance to get to know people a little bit more.  Their questions can help me to  have something to talk about when I do the follow-up with them.  It also gets them to ask questions of you.  Relationship building in business is as important as the initial sale (at least to me).

3.  Show your passion.  This is really my "why" that I share at my parties.  People who meet me know that I LOVE the products that I sell.  They also know that I will not try to sell them something that they do not need or that will not work for them.  My passion in my business is also creating GREAT customer service.

4. Constantly ask for introductions.  This is a little bit broader than just a referral.  I do referrals with my business especially when I am looking for new recruits.  I am always looking to meet new people no matter where I am - who knows when they may remember you and need your help.

5.  Try new things... I must admit this is one that I struggle with but I am getting better.  There are so many things on my "bucket" list that I want to try - I need to stop finding a reason not to do them and just TRY them.  Trying new things doesn't necessarily have to be business related, it could be taking a class, going to the gym (opps, did I say that) - just expose yourself to a new group of people - who knows where that will lead your business.

As I get older and stretching out of my comfort zone, I am getting better at many of these things. I LOVE sharing my products with others.  I am learning not to take it personal when they say "no" or "I don't like the product/ prints".  Isn't that why there is vanilla and chocolate ice cream?

What new opportunities will you try to create more business for you?  Have a ThirtyOne-derful day.

Becoming a Leader

Several months ago, I promoted to Director with Thirty One - a goal that I had been working towards for several months.  In fact, that was my main goal to achieve before National Conference this year in Atlanta.  Goal achieved!  

As I read an article by Karen Phelps on Leadership Skills, I realized that I had achieved my goal but didn't know what to do next.  Although I have been a Program Coordinator and a Chief Operating Officer in the non-profit world, in the direct selling world of leaders - I was clueless.  It seems that after doing some research, I wasn't alone according to Karen Phelps - "many direct selling leaders arrive accidentally at a new position and aren't sure how they got there or what to do next".  On paper my goal was to be a Director but I don't know if I really knew what that meant (besides a more money in my commission check).  The reality that there was more to being a Director hit when one of my downline recruited TWO new team members.  Her question "Who will send them their new consultant binders - you or Hope Shortt (my Director)?" SMACK!  It would now be me and I was definitely not ready for that task.  Quickly, I began to cut and paste what I was sent to send to MY new team members.

So, here are a few tips that I gained from the article and will begin to put into action for myself:

• Change yourself first!  If you need to change things in your life, start there.  Don't worry about what everyone else is doing just what positive things you can change.  This is a tough one for me because I almost always catch myself comparing my business to others.
• Realize that human beings are emotional and that what we say and do is based on our emotions.  Basically, we need to take time to find out about our team.  I have been blessed to be able to connect (even if only by Facebook or email) with most of my team so I know what their goals (large or small) are as it relates to their business.
• Good leaders are empathetic and sensitive to others.  Basically, be a good listener so that you can hear what they are saying between the lines.  The more that you listen, the more they will trust you.
• One of the greatest ways to influence others is by asking questions and really listening to the answers.  Don't state a comment if you can ask a question.  This goes along with the 10-second rule that I learned from Dana Wilde from the MindAware.  If you are talking for more than 10-seconds after you ask a question - you aren't listening.  I try to practice this on a regular basis.
• Set a good example!  People love to follow a leader that knows where she is going.  Good leaders are self-disciplined, have clear ideals and continually aspire to reach their goals.  Sometimes I think I just fall into this.  I do have goals, a vision board and on most days clear ideals.  As far as self-disciplined, this is something that I have to work on.
• Keep Learning!  When you arrive at a leadership level it is the perfect time to learn new skills so you and your team can keep ahead in the game!  I am always looking for new tips and skills that I can put into practice as well as share with my team.

So, even though my goal was to promote to Director, I am not sure the reality of it has hit or will hit until I have the privilege of walking across stage at National Conference in July to meet THE Cindy Monroe and have my picture taken.  On any given day, I have to have FAITH that God is with me, walking beside me to help me on this journey and is guiding me to fulfill my mission which is "to inspire and nurture women; cultivating their inner beauty that God delights in.  To help them identify their dreams while providing personal, preferred service to my Thirty One customers, hostesses and team."   

Have a ThirtyOne-derful day!