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.
- 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.
- 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.
- 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.
- 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!
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!
Many direct sales companies are in the midst of a catalog change and ours is one of them.. With this change comes changes in the way we do our parties as well as present our products.
I read an interesting article by Deb Bixler called "Show Presentation Tip: Focus on Collections" which has some great tips. All direct sales companies have "collections". Items that are easily grouped together to solve a particular problem - organization, aging, etc. First, do you know what your company collections are? If so, when you present at a party do you talk about collections or individual products with the guests trying to guess what would work well together?
My company (not mine personally but the direct sales company that I am a Director for) has focused on collections for as long as I can remember. A core product plus two which for us is usually a purse or tote with two accessory pieces. These are our solution sets and the company has set up our catalog to highlight or market most of our products in one or more of these combinations to help our customers see the versatility of the products. I keep this in mind when I am doing a party as well since it helps customers in making choices. They usually just say "I want that collection". I also use the catalog to highlight the same collection and the different ways that it can be used.
Interesting tidbit - sales tend to increase with a collection because people can see themselves using all of the pieces. People will buy down if they do not want something but if you talk about the middle or bottom of the line (instead of telling them why they need the top of the line) they will not buy up! WOW! This was an eye opener for me. Time to look at how I am presenting my collections, ensuring that I am highlighting the high end/ high demand products.
Have a ThirtyOne-derful day!
Comfort Zone is defined as "a situation or position in which a person feels secure, comfortable or in control" and most of the time, we are encouraged to "step out of our comfort zone".
For me, I believed that my "comfort zone" was there because I lacked self-confidence. I know for those that know me, this may surprise them! On the outside, when I am talking about my passions (my family, my direct selling business, the causes that I believe in - HIV/AIDS education, bullying, Breast Cancer Awareness), I may be nervous on the inside but on the outside I exude confidence. Stepping out of my comfort zone includes - going some place (a meeting or event) where I don't know anyone or talking in public to groups of people. I have learned a few tricks from some wise women that have helped me to tackle this "stepping out of my comfort zone" thing.
Here are just a few people who have helped me out:
Deb Bixler talks about the 10 second rule. When you are out, ask questions of other people. For example, I attend a lot of vendor events (as an exhibitor & a guest) so I always stop and talk to people. It isn't about "selling" my product, it is about building relationships with people. Hence, you know longer "don't know anyone". If you find yourself talking for longer than 10 seconds, the focus turns from learning about your "new" acquaintance to you. I have met some amazing people who are now not only customers but other business women that I refer my customers to with confidence. In addition, check out her Tuesday tidbit on "Step Out of Your Comfort Zone"
Julie Anne Jones, (my favorite trainer) as many of you know, shares lots of tips about getting business and customer service. By focusing on the "customer", their needs, solving their organizational problem, I am able to step out of my comfort zone.
Hope Shortt - Not only is she my director in my direct sales business, she is an amazing woman who inspires me (and lots of others) to make small steps in stepping out of our comfort zone.
Lastly, but actually above all else, is my faith. Faith to believe when the going gets tough.
What is your comfort zone? Are you willing to step out of it so that you can achieve your dreams? It doesn't have to be a HUGE step, baby steps are fine. Your dreams can become reality if you are willing to take that step of faith out of your comfort zone.
Have a ThirtyOne-derful day!
