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!

Finding My Confidence

Last week was a whirlwind of AHA moments as I listening to training calls, coached other direct sellers, attended a business plan class and then an AMAZING network meeting.  It all reinforced a posting that was on the Direct Sales Education Foundation's website about "Finding Confidence".

Self confidence has always been a struggle for me.  I have talked about it often in my blogs but it seems that I have been blessed over the last week with a bombardment of positive energy that is propelling me forward.  I am going to relate it to some of the tips that I found in the article.

• Practice makes perfect.   I used to play the piano and I heard this ALL the time.  As we get older, at least for me, continually practicing my scripts for parties, etc seemed silly.  So I started small after our business plan class on describing my business.  I used to say "I am a Thirty One Consultant.  We sell purses, totes and accessories".  Well, the truth is we do much more than that so I have been practicing "I CELEBRATE, ENCOURAGE, REWARD hardworking women with simple solutions to life's organizational challenges while helping them to fulfill their dreams by offering them opportunities".  A mouth full but let me tell you, it changed the entire perspective for people on Friday when I introduced myself.  NOW, they were interested.  Without practicing, I would have resorted to my old intro.  
• Find a mentor.  I have an amazing upline, Hope Shortt has been supportive and know just when to challenge me.  Find someone who you want to be like, ask them if you can shadow them.  Find someone who you can trust and respect and build a relationship.  I now also have an AMAZING group of women at Entrepreneurial Think Tank for Moms  who without knowing it have mentored me.  From blogging to dressing for success, they have helped me to find my confidence that I lost so long ago.  Thank you Nicole Borato from Jersey Cookie Girl for inviting me to the first meeting.
• Find a partner.  Find a close friend, family member or even your spouse who can share in your accomplishments and help to bolster your confidence.  My hubby is my partner.  He shares in my accomplishments but he is also the first one to call me out when I am making excuses.
• Dress for success.  This is something else that I have heard since my college days.  Wear something that makes you feel good when you go to a presentation or a meeting.  It should fit well and be put together with accessories and hair style.  Someone asked me the other day if I had a makeover.  I was THRILLED.  No, not a formal one but I did in my head.  How?  Hair style instead of just long hair hanging.  Out of my jeans for meetings and into a pair of khakis (capris right now) with a nice shirt and jewelry.  Makeup.  I never leave the house without some even if it is just mascara.  You never know who you will run into on the trip to the grocery store to grab a gallon of milk.

Simple tips but for those of us who have a small comfort zone, this is a BIG deal.  Things that I have heard for years but seemed to think they wouldn't work anymore - guess what, they do!  Are you ready to grow your business?  Are you ready to challenge yourself?  Try one of these tips, if not all of them.  DREAM BIG!  The sky is the limit.

How did you find your confidence?  Please share, I would love to hear and at the same time, you may help someone else.  Have a ThirtyOne-derful day!

Selling Tips

I don't profess to have all of the answers, in fact some days I truly believe that I don't know anything when it comes to selling.  No, I am not going to be "Debbie Downer" but  I also don't want anyone reading this to think that my business never experiences the roller coaster of sales.  For some people selling comes natural - my mom, Joan Heldreth,  is like that.  I truly believe that you could sell anything.  I remember when she was a manager of a bakery - people would come in for 1 item and leave with a bag full of things that she suggested (sold) to them.  I always wondered how she did it.  I envied her and her ease with making a sale.

As I entered the world of direct sales, I was now the one "selling" my products.  I found an article on this exact subject on the Direct Selling Education Foundation website.  Here are some of the tips that they shared:

• Ask questions to quickly find out what the problem is and/ or what the customer needs.  In the party plan business, everyone is expecting the sales pitch.  You know the 100 reasons why they absolutely NEED your product.  STOP!  Your customers and the potential ones will be more open to what you have to say if you have something that will help THEM!  Sometimes they don't know that that is but if you have a SIMPLE solution to make their life easier, they are going to listen.  You have to LISTEN to them.
• Use language that is simple to understand.  Talk to people about your business as if you would talk to a friend.  Remember that you need to build a relationship with people in order for them to connect with you and your product.  Don't use acronyms or things that they aren't familiar with to try and impress them.
• Create and describe a picture for the customer.  Encourage your customer to imagine what their life would be like if they used XYZ product.  For example, if their children's sports equipment is rolling around in the trunk of the car.  Suggesting how easy it would be if everything was in one bag would be and as a result, no lost sports equipment and more space in your trunk.  Having had a daughter in sports, life would have been easier if some of those things weren't forgotten or lost in the trunk of the car.
• Ask more questions and listen carefully to their answers.  When a customer says "no" or is hesitant, I stumble sometimes depending on how far we are in the relationship building phase.  I am always worried about being perceived as pushy but as long as I remember to focus on what the customer needs and not let my own needs get in the way, it all works out.
• Think of yourself as a guide.  LISTEN and help your customers navigate through the roadblocks - color, style, price, value, etc.  Offer solutions that address their concerns - sometimes this will work, sometimes it won't.  Remember that a no now may mean not at this time.  

I love the quote "the art of selling is one that can be developed over time".  I am grateful for that or I would have given up in my first few months of direct sales.  Thank you Mom for showing me how easy selling can be when I use these tips - see, you thought I wasn't paying attention all of those years, you were a great example for me.  

What selling tips do you have?  Please feel free to share them.  I look forward to hearing from you.  Have a ThirtyOne-derful day!  

Promoting Your Business

I am sure that many of us BELIEVE that we know how to promote our business - pass out business cards, talk to as many people as possible and the list goes on.  But if you were to look at how much business you got for the amount of time, energy and money you expended, would it be worth it?  Don't get me wrong, the law of averages says that you will get an occasional yes when you contact that many people.  I mean all of the party plan companies tell us to contact or connect with as many people as possible right?

With all of that energy put into being creative and reaching new customers, are you forgetting about the wonderful resource that you have in your current customer base. I have shared many times that follow-up is one of my greatest weaknesses in my business which I am working hard to overcome.  I have a plan in place to begin on Monday contacting past customers to just check in.  No ulterior motive other than to see how they are doing.  

I learned a valuable lesson at my party the other night - a past hostess was in attendance.  When I began to share about the benefits of being a hostess - she shared how WONDERFUL it was for her to be a hostess with me. No hassle since I did the invitations.  I kept posing on her Facebook event to encourage orders and attendance.  I bagged and tagged the orders, delivering them to the hostess to make it easy for her.  I was humbled by her kind words.  This was an unsolicited compliment from a past hostess who is also a current customer AND who works for another direct sales company.  Mind you that when we first met, she said that she didn't do home parties - too much hassle.  Then as the party went on my current customers began to share all of the pluses about the bags that they had to the 3 people in the room who had never seen one of our products. 

Here are some tips from Direct Sales Education Foundation on the subject:

• Create excellent products/ services your customers need.  As direct sellers, we have a passion for our products but realistically all of our products are not perfect for every customer.  Make sure that the product that you are selling your customers fits their needs. Don't force a fit!
• Give clients what they want so they get excited about sharing their experience with others.  LISTEN to what your customers are saying that they need or want.  I have begun doing "personal product experiences" for those individuals who don't want a party but would love to see our products.  I usually talk to the customer to get an idea of what they are looking for, then I pack up a bag with products that MIGHT meet their needs.  They get to play - no obligation to buy. This has helped many customers who THOUGHT they wanted something but in reality it would not meet their needs.  Yes, I have gotten sales AND repeat customers.  
• Seek out a loyal customer with a good story to tell who is eager to share it her network of friends.  This is what I am doing to start working on.  My hostess sharing her story of how easy it was to host a party was the perfect lead into seeing if others wanted to book a party.  I actually walked out with 2 tentative dates for the Fall.  
• Look for genuine stories that customers want to share; do not pay for testimonials. This to me is a no-brainer.  Most of us in direct sales would never do this but there are some that might consider it to increase their sales.  It isn't necessary if you are doing all of the right things to satisfy your client's needs.

If you are currently using your customer base to generate more sales and promote your business or product - AWESOME! If you aren't, start with customer care calls to those who have already purchased product and work from there.  

What creative ways are your promoting your business?  Do you have any tips that will help others in growing their business?  I would love to have you share your thoughts and ideas.

Have a ThirtyOne-derful day.

So You Want to be a Leader?

I never thought of myself as a leader, let alone a great leader.  I have always been a "behind" the scenes girl.  When attention was drawn to the work that I did, I backed away and gave credit to bosses or those on my team, anyone else but me since I did not like being in the spotlight.  When I made the official decision to go into leadership with my Direct Sales company - the thought terrified me.  What did I know about being a leader?  I didn't want to let anyone down - my up-line, my team, my family or friends.   I have been a "people pleaser" most of my life, a follower and not a leader.   

I saw an interesting quote on Direct Selling Education Foundation  that said "the more others respect you as a leader, the more successful your business will be."  Here are some basic tips that may help you to be a LEADER:

1. Keep your word.  This is a basic concept for life.  If you give someone your word, it should mean something.
2. Be inclusive, welcoming and make others feel safe.  If you do not get this kind of support from you company sponsor or director, find someone in the company that makes you feel like this way.  I have been blessed with an AMAZING Director Hope Shortt.  I tell her that I want to be like her when I grow up.  Okay, so I may be a few years older than her but she is a leader that I would follow to the ends of the earth.  I want my team to feel like that as well.
3. Encourage creative thinking.  This was hard for me when I was in the non-profit world, in my early years of being a Program Director.  I lacked confidence in myself so it was difficult to encourage creative thinking in my staff.  As I grew, so did they and so did my ability to encourage "outside of the box" thinking.  I find this a little bit more difficult in direct sales but encourage my team to build their business with a solid foundation of company standards (home parties, etc) and then get creative.  Make their business - THEIR business.  Stand out from the crowd. 
4. Allow people to share ideas and concerns.  Although my early management style was that of a dictator, I have learned to temper my demands and be open to suggestions.  I had a potential recruit come to a team training and share how she felt with my current party style.  WOW! In a room full of other consultants, that was a hard pill to swallow but I listened and thanked her for her suggestions.  Yes, I have since changed my party style.
5. Support others and help them grow.  I tell my recruits that when they sign up, they not only get their kit and the company but they get me.  I am there to help them in good times and bad.  It isn't just about MY income or MY goals but it is about helping them grow in their business and in their personal lives.    
6. Keep things running smoothly.  This is sometimes tough for me.  On the outside, I have it all together but my desk and office is another thing.  I know where everything is but am still trying to find the right systems that will help me work smarter, not harder.  I am open to suggestions if anyone has any.
7. Maintain an exciting and fun atmosphere.  This was tough for me when I worked for non-profits.  I was insecure and thought that too much fun was a sign of bad management.  Over time, I found that it was important to have a place that people enjoyed working in and coming in every day.  As a direct sales leader, my team tells me all of the time - You are crazy!  I like to make things fun for them, get them excited and that way they share that excitement with their customers and their teams.
8. Hold others accountable for their actions.  I was a tough boss in the workplace but EVERYONE got treated the same - good or bad.  As a direct sales leader, I struggle with holding my team accountable for their actions/ goals.  I do try to encourage them and help them along the way but sometimes that isn't enough.  I never want them to feel like I am there for them only because of the money or what their goals mean to my business.

As I have said before, I originally fell into leadership but then I made a conscious decision that I wanted to be a leader.  I do a little each week to work on my personal development.  I know that if I focus on overcoming my challenges as a leader, I will be able to be a more effective one for my team.  What qualities do you think make a good leader?

Have a ThirtyOne -derful day!  

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.

Habits - Good or Bad?

Habits, personal or business, can be positive or negative.  They can be things that we want to quit like smoking or eating too much.  In business, especially in direct sales, if we don't have good habits - follow-up, goals, etc. we can have a business that is more like a hobby.  Psychologists say that it takes 21-days of a repeated action to create a habit. I can agree with that on two counts - blogging has now become a habit after over 2 months of daily posts and counting points for everything that I eat (via Weight Watchers after YEARS).

As the new year begins (with my direct selling company), I am looking to create new habits that will help me build a successful business.  I found some tips on Direct Selling News that I wanted to share:

• Set goals - I have been working on this ALOT lately - short, moderate and long term goals.  Short term are within the next month, moderate or medium goals are within the next 6 months and long term in the next year or so.  I have set them but if I don't put steps in place to take action - are they goals or wishes?
• Define success.  Most in direct sales call this their "WHY" but was is the emotional aspect of your why?  How will you feel when you reach that goal?  This is a hard one for me and I struggle with a definition of success.  Guess I never really BELIEVE that I will be successful so it is hard for me to imagine what it will feel like when it happens.
• Prioritize.  Another tough one for me.  I always have a list of things that I want to do on my planner and I mark them as complete which should give me satisfaction, right?  The truth is are they busy work or are they work that will grow my business?  EEK!  
• Organize.  I always thought that I was organized but since I have gone to full-time with my direct sales company - I am beginning to have my doubts.  I know where everything is and can quickly put my hands on it if someone were to call BUT my messy desk creates a sense (in my head) that I am not being productive.  I hope that makes sense!  LOL.
• Personalize.  This is one thing I LOVE to do as long as it doesn't involve picking up the phone.  I love building relationships with my customers and hostesses, customizing things to fit their needs and helping them find the best solution to their organizational dilemma.
• Identify the bad habits.  Okay, we all have them.  Mine would be procrastinating when it is time to call customers for follow-up or potential party hosts.  FACEBOOK!  I am learning, slowly, that this is a time waster for me.  I don't want you to think that I am a hot mess - orders, parties all take priority with me but the truth is lead follow-up for me is a struggle.  I need a system that works for me.  I have tried several but can't seem to find one that sticks.  I would LOVE your input on what systems work for you in following up?
• Change one thing at a time.  Okay, so I am usually an all or nothing kind of girl.  Change EVERYTHING and then nothing becomes a habit.  So I need to focus - tracking with Weight Watchers is a habit that has just become a part of my life, now for business - follow-up on leads need to be the same kind of habit.  I am telling EVERYONE this is where I need accountability - follow-up with leads is my NEW change.

What bad habits do you need to break and replace with good habits?  What habit do you have that contributes to your success in business - PLEASE SHARE!  

Have a ThirtyOne-derful day. 

Virtual Events

"Hi, my name is Hope and I am technically challenged (as well as vertically challenged)".  Yes, I blog, do Facebook, re-tweet & tweet but when it comes to doing an online event - FEAR!  I know many people who successfully host online parties and meetings but I am not one of them.

In an effort to learn more about it and to try and have a successful event, I checked in with Direct Selling Education Foundation and found an article on "12 Tips for Successful Online Virtual Events".  They seem basic enough even for the technically challenged:

1. Have a clear goal for the event.  Simple enough.  A meeting for my team, a sale on my VIP Customer page, etc.  Stating this up front lets people know what to expect and whether they want to be a part of it.
2. Invite several ways.  Don't just set up a Facebook event and forget about it.  TELL people BEFORE you send the invite so that it isn't considered spam.  WOW!  I just kept posting on FB, I never thought about putting out an email.  I guess that should have been a no-brainer.
3. Make the invitation special and fun.  This one still has me a little baffled because I am not sure how to make a meeting fun online.  The thrill of a sale is fun for some.  
4. Special offers.  This worked with my flash sale in my VIP Customer group.  It was a contest to see who could "grab" the special item first at a discounted price.  
5. Be brief.  OPPS!  It is recommended that they be no more than 30 minutes.  My flash sale went on for 2 hours.  People came and went while some stayed the whole time to see what deals they could get.
6. Pick up the pace.  Keep things moving.  I can understand that with a party, event or sale but I am not sure how to do this with a meeting.
7. Make it visual.  This is the only way that I know to keep things moving - pictures of products with little words.  Looking for ideas on how to do this during a meeting....HELP!
8. Don't overwhelm.  Don't pitch too many products or details.  Okay, so I definitely blew this one.  Over 50 items in 2 hours may have been a bit much!
9. Be social.  Encourage the participants to interact with each other.  Ideas on how to do this with a meeting would be helpful.  Sharing product and uses is easy for people but how about during a meeting
10. Provide a call to action.  I did this by ending the event with a "special" deal good only for those who participated in the event to shop at a discount for any item.  It was a huge hit and added to my current sales.
11. Get their contact information.  This confuses me if you are doing an invitation only event, shouldn't you have their contact information.  
12. Stay online after the event.  Make yourself available for questions or so people can reach out to you for up to 30 minutes after the virtual event.

I am putting together another flash sale online so I am going to try and give some of these ideas a try.  I would still love to figure out how to skype a party or meeting as well as do an online meeting - any ideas or tips would be appreciated. 

Have you attended or run online events for your business? What was the experience like? What would you like to improve about the experience? Would love to read your thoughts in the comments!

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!

Attracting More People

Over the weekend at a vendor event, I had time to watch how people interacted with potential customers and with other professionals.  As much as I used to say that I "hated' to do public speaking - I LOVE networking and meeting people at vendor events.  I was blessed with TWO compliments from other direct sales consultants who "connected" with me because they liked the way that I interacted with people.  WOW!  I was a little surprised because I never really thought about it then I came across this article - Six Easy Ways to Attract More People.

Here are the tips:

• Engage everyone with a friendly greeting.  I usually greet everyone who hesitates at my table and then askthem if they are familiar with our products.  We usually talk about the weather, the event or something that caught their eye on my table
• Focus on the individual.  I always have a giveaway at my table so while they are filling out the form, we get to chat a little bit more about THEM.  Kids, work, compliment them on something they are wearing, etc. 
• Avoid arguments.  This seems like a no brainer to me.  Stay away from topics that will cause controversy.  If they have had a negative experience with our product or a consultant - I apologize and then leave it open if they want to purse any further discussion.
• Assume everyone is good.  Always be positive.  People tend to say that I can be "too perky" which is something that I never considered myself.  I just believe that positive feelings will be contagious and if the person is having a bad day, maybe my positive attitude will help them.
• Be helpful.  I have helped out customers by offering a discount on a product or logging their favorite or wish list item - then calling them when I can offer a discount.  Small random acts of kindness are appreciated and remembered.  
• Get involved.  I LOVE to support causes that are dear to my heart - HIV/AIDS, Anti-bullying (my newest addition) and Cancer awareness.  Not only will I be a vendor at events but I donate product and offer discounts when possible.  My newest "get involved" stand is to volunteer my time and skills to local programs.

Although at times, I worry about what other professionals think or compare myself to other DS consultants, I have found that if I stick to "being ME" and follow these tips -  people will see the true me and want to do business with me.  If a customer sees me on the street, they get the same "perky" person that they met at a vendor event or a party.  It is all about relationship building as a wise person told me - customers like to buy from someone they trust and know.

Do you have any other tips on attracting people to you? Post them, share them with others.  Have a ThirtyOne-derful day. 

Opportunity is Knocking...

For those of us in direct sales, we know that besides sales we need to recruit team members in order to grow our business and our team.  Having recently promoted to Director, you would think that I would know how to do this but sometimes the basics (book, sell, recruit) get lost in craziness of the day.  

Here are some ways to be on the lookout for opportunities and to keep yourself open to them:

1. Focus not just on working harder, but working smarter.  Over the last few weeks, I have had to re-evaluate how I was spending my time (Facebook, emails, etc) instead of being productive.  I was busy but never seemed to have time for the things that would help me to grow my business.  If this is an area you struggle with, check out Balancing Without Sacrificing Business or Delete - Defer Delegate.
2. Consider "no" as "not yet".  This is a challenge for me.  I heard another DS leader say "use the "QTIP" method (Quit Taking It Personally) so I am practicing that along with many who are taking classes with me through my upline.  We have a 100 NO Challenge.  The goal is to get 100 no's because when you do, you are actually then sharing the opportunity with others.  Who knows while getting the no's, there will be a few yes or maybe sprinkled in along the way.
3. Have a long term outlook for your business.  We all have goals (short and long term) for our business but have you ever made a business play?  Chances are if you are in DS and just starting on the leadership track, you haven't, at least I know that I haven't.  I am actually going to take a class on how to do a business plan so that I can build my DS business as a business and not as a hobby.
4. Network and explore new social groups.  I have talked about networking before..This is actually the need to step out of your comfort zone which is terrifying for some (okay, some days I am in this group) but it is important to expand your circle and reach new potential customers and recruits.  It isn't just about sharing the "business you", it is about sharing "you - the person".  You need to build relationships in order to build your business.  Think of the long term benefit and not the short term numbers (sales).
5. Establish and maintain a great reputation.  For a long time, I compared myself to others in my DS company and tried to do things the way that they did - some things worked and some didn't.  My main objective was to establish a good reputation for providing good customer service.  I want my customers whether at a party or online, to be happy with the products that they purchased and to be sure that the product that they are buying fits their vision for its use.  Okay, that may sound crazy but believe it or not, I have gotten business and referrals because of my "no obligation product experience".  Having a good reputation has begun to open doors for me to exciting new opportunities.

Share your tips for being open to opportunity... Have a ThirtyOne-derful day.

Overcoming Doubts

Advice from Direct Selling Education Foundation (yes, I do love their stuff) was about overcoming your doubts in business but why not apply the same principles to weight loss.  Being so close to goal (7.2 pounds), I have doubts.  Many would say doubts are fears and fear is a lack of faith.  GUILTY!  So, here are some ways for me to face my fears and get rid of any doubts.  

1. Establish an advisory group.  My Thursday morning Weight Watcher's meeting is THAT group lead by the wonderful Nicole.  They have been AMAZING during my ups an downs.  In my business, I have a Director, Hope Shortt  and a team (Beacon of Hope) who is beyond words when it comes to giving advice or support.  Both of these groups help me on a daily basis to gain a fresh perspective and boost my self-confidence.  Mind you the fresh perspective is easy, it is the boost in self-confidence that is a little tougher.
2. Get a mentor.  A mentor provides more personalized guidance.  Both of mine were mentioned when I talked about the advisory groups.  See, they are also there to help on a one-to-one basis when things get tough.
3. Step away and clear your head. Being a recovering addict, getting "into my head" and getting overwhelmed is what I do best!  So, I need to move away - move away from the tempting cookies or candy, get my butt up and take a short walk.  As far as my business, when I get stuck and  am focusing on what I need for a given month, I step back and change my perspective.  I look at the blessings that I have been given through my business and then focus on my customers and what they need.  
4. Do more research.  For me, doing more research involved talking to a Wellness Coach, Jodi Greene Strumeier who helped tweak some of my eating habits.  As for my business, I began networking with successful business owners like those who are part of Entrepreneurial Think Tank for Moms.  I have learned about blogging, and tweeting (which I actually like to see updates better than Facebook).  The professional development that they offer is presented through a general business perspective instead of just for direct sales.  Don't get me wrong, my direct sales company has amazing weekly training and my Director has launched "Super Star University" which are semesters filled with information that will help me (and all levels of her team) to grow our business.  Talking to others in business helps me to remember that my direct sales business is just like every other business with similar challenges.
5. Calculate your risks and create a plan.   I love the first line of this section "Much of our doubt normally comes from our fear of failure". Seems like a no brainer, right? I have goals - personal and team goals when it comes to the number of parties, the number of new recruits and the number of sales.  Sounds like a plan, right?  I haven't planned for everything though - what happens when there are set backs (a bad month) or how do I keep from straying off the track - trying other things?  This is when the need for a comprehensive plan comes into play.  As far as my weight loss - the plan is simple track, move more and you will reach your goal, that is the Weight Watcher's concept.

It is human nature to have doubts, some of us focus on the doubts more which leads to "negative nellie".  I am working each day to overcome my doubts...I will reach goal by July 24th when I walk across the stage to get my hug from Cindy Monroe, CEO, as a new Director.  The plan is already starting to formulate on where I want to be next year at conference for my business.  As for my weight loss journey, once goal is hit - the tough work begins and that is to maintain my weight goal.  What are your doubts?  Write them down, confront them and move on!

Devotions, prayers and keeping a journal are all part of how I am going to overcome doubts.  Let's hear how you are going to overcome yours.  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.  

Pictures Help You Grow Your Business

Picture taking has become so easy over the last few years with smartphones.  You can take a picture anywhere you go as long as you have your cell phone.  I mean, how many of you leave the house without your cell phone?  I know, I don't and if I do, I head back to the house to get it.  Once you take pictures, it is so easy to post for Facebook and Instagram. 

There was an article in January of 2013 on the Direct Selling Education Foundation website  called "4 Ways Photos Can Help You Grow Your Business".  Here are their suggestions:

1.  Take pictures of yourself and other people using your product.  I have been using this suggestion the most especially when I am at vendor shows.  It allows me to share not only my display but encourage potential customers to visit other vendor friends at the event.  Photo contests are a great way to get customers to share their pictures.  I have done this as well on my closed Facebook group for my VIP customers. 

2.  Take pictures of your parties (with permission).  This is one that I haven't tried but would love to.  My problem is that I am usually so involved partying with guests and the hostess that I forget about taking pictures.

3.  Take pictures of things you get to enjoy as a result of your business.  This could be of a vacation you have earned, a program or sport that your children get to participate in because of your business or product that you have earned from your company.

4.  Share pictures of things unrelated to your business.  This lets people know that you are not all about business.  

I was using this marketing strategy before I even knew it was a strategy.  It was just a way for me to reach out to family, friends, and potential customers to let them know about me, my products and where I am doing vendor events.  Just another way to network and build relationships with customers.  As soon as I learn how to post pictures on my blog, I will begin sharing photos here as well.

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!

Social Media

Social Media can help a business or for an "addictive personality" it can put the kabash on what was starting out to be a productive day....okay, so maybe it is not a great beginning to a blog but so true in my life.

An article in Direct Sales Education Foundation last year called "How to Manage Your Time on Social Media" has some great tips for things to help you run an effective social media presence.  You can click the link to get the details but here are some of the tips in a nutshell:

1. Start from the results you want
2. Plan ahead
3. Go Mobile
4. Avoid spreading yourself too thin (You mean I can get thin by Facebooking or Tweeting?)
5. Stay focused

These are all great tips that I am sure work well for the average person.  I on the other hand can easily loose myself in Facebook reading everyone's comments, likes, etc.  So for the "addictive personality", here are some tips that I am trying to manage my time and become more productive while still incorporating social media into my business...

1. When I am in my office for "office hours" - I have a picture of a security camera that makes me think others are watching.  It helps me focus on work and tackling that to do list.  
2. I write my blog first thing in the AM, this way I don't get sided tracked.  Yes, blogging has become an every morning thing that I absolutely love.  Thank you Vanessa Coppes   
3. I am changing the "news feed" to the people and things that I want to hear about daily.  No, I don't want to hear about every meal or little detail of your life so I will check in with those people when I have time.  Less is sometimes better.
4. When I am ready to spend time on Facebook, I limit it to a certain about of time - usually AFTER I have finished my to do list.  This is how I stay focused.  

Yes, these are basic but sometimes I have to K.I.S.S. (Keep It Simple Stupid).  Social media has helped my business by helping me to build relationships with customers, friends and family across the country.  Sharing tips, new products and even blogging about my life (who would have thought some one would want to read about it) has helped to build those connections.

If you are not using social media in your business, you should for so many reasons.  Conquer the fear (for the techno challenged) and meet your customers where they are hanging out.  

Do you have any great tips for managing time on social media?  How do you use social media in your business?  I would love to share your comments with others.  

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.

Standing Out in Business

I was told, along with many others, to succeed in business you need to set yourself apart for your competition.  This was easy for me to do when I was in the non-profit world, my work including grant writing success, program development and networking helped me to rise to the top - even when I least expected it.  

As I entered the world of Direct Sales, setting myself apart from other consultants from the same company was going to be a little tougher.  We are all given the same tools to use - scripts for parties, amazing products, catalogs, scripts for recruiting and the list goes on.  My biggest problem was (and sometimes still is) learning which of these tools best fit ME! Which party presentation was easy for me, especially since I have always disliked public speaking?  Which follow-up was I going to use (okay, so I am still working on this and it is an ongoing struggle)?

According to Direct Selling Education Foundation, here are some things that can help you to stand out in your business: 

1. Deliver great value – Offer excellence for a great price.
2. Offer more choices in your products/services than your competitors.
3. Make the sales process more convenient, easier and quicker than your competitors.
4. Make it easy to find and contact you – use memorable business cards, post information on how to reach you through social media networks, post your cell number and promote testimonials.
5. Share your sense of passion and excellence for what you do – make sure you come across passionate, caring and willing to do what it takes to earn your customers’ loyalty.
6. Follow up immediately after the sale and continue on-going follow up.
7. Anticipate your customers’ needs and help them with solutions.
8. Ask for feedback and act upon those suggestions.
9. Continue to improve.
10. Be a connector and networker – help your customers find solutions to their needs, even before they know what they are, and engage in becoming friends with everyone you meet.
11. Stay current in your area of expertise – keep up with professional training, industry trends and share innovations with your customers.
12. Be positive and approach everything with a can-do attitude.
13. Strive for excellence every day.
14. Be more personable, friendly and approachable.
15. Become solution oriented.
16. Be creative and innovative while also following through.

One of the greatest compliments that I got was from another direct selling consultant.  Lissa had attended one of my parties and never mentioned that she was in direct sales.  I ran into her several times after the party since she coordinated events for one of the local schools.  Out of the blue, Lissa called me one morning and asked if she could take me to breakfast - she wanted to pick my brain.  As we sat down and began talking, she pulled out ALL of my communication & written follow-up that I did after the party.  She proceeded to tell me how impressed she was - WOW!  I was shocked!  But since that morning meeting, I have heard from my hostesses and customers that "it was easy having a party with you - your follow-up was great", "our orders looked so nice when they came in".  So, I have found one of my ways "to stand out" without even trying.  I simply applied what I learned in the business world - communication is the key to success - to my direct selling business and TADA! It works!  Is it hurling me to the top of the ladder? No!  Does it have people banging down my door?  No!  What it has done is to help me build a reputation with my customers and their friends which will ultimately help me to gain the business that I want - BUILDING RELATIONSHIPS is key to BUILDING YOUR BUSINESS.

Check out "Business Owner's Road Map to Success" by the Direct Sales Education Foundation for more great tips.

Have a ThirtyOne-derful day!

One Month....I DID IT!

Morning - I am doing the HAPPY DANCE!!!!!

I can't believe that I did it - no I haven't reached goal at Weight Watchers but getting close.  

I have done 30 days of blogging and am ready to keep going.  Thank you Vanessa Coppes for the encouragement.  It is now part of my morning ritual - coffee, devotions and a blog posting.  I am learning to make notes for future blog posts to share with everyone.  At some point, I am sure I will share more of my personal life's journey but for right now, the spark has not been there nor do I want to be know as a blogger who just shares "their drama".  I want to inspire and encourage other women to reach for their dreams no matter how big or out of reach they may be.  

I have learned that even though I may not think something is important - it may change someone else's thought process and help them.  Thank you to those who have been following me and sharing my stories.  Like with any business - word of mouth is the best way to promote your business.  

Here are a list of tips from Direct Selling Education Foundation on promoting through word of mouth:

1. Join a local event, get your business in the local media and get people talking positively about your business.
2. Use social networks to connect with your customers, engage in conversations, use it to provide better customer service, and build relationships and buzz.
3. Make each interaction with your business a memorable one, and you’ll make your business memorable. Follow up with a thank you call or card. Offer a free branded gift and other memorable services.
4. Offer your customers an opportunity to comment, or take a poll and act upon their suggestions to create buzz.
5. Ask loyal customers and local influencers to refer your business to others and give them a reward for it.
6. Treat your customers like VIPs and share their testimonials wherever you can.
7. Offer customized/personalized customer service to create a buzz.
8. Ask for reviews from loyal customers and local influencers.
9. Once in a while, surprise your customers with extras and tell them to share it with others. Give them a discount that they can share with another to help bring new customers.
10. Start a campaign to help others in your community and create an online forum to encourage conversation and positive word of mouth.
11. Become the town “know it all.” Post and host on your site interesting facts about your town and residents to encourage conversations.
12. Offer contests, start trends and other promotions to generate buzz and build brand recognition.

If you haven't blogged - try it!  If you are, share your link below and I will be happy to pass it on to others.  Have a ThirtyOne-derful day.

Energizing Your Business & Your Weight Loss Program At the Same time

Happy Monday!  I hope everyone had a great weekend.  I had the chance to read an article on the DSW website entitled "Seven Ways to Energize Your Business" and it got me to thinking - I know a scary thought for a Monday morning, right?

Here are the ways that they suggested that I have tweaked to help me in my weight loss program as well:

• Establish priorities. As in business, we try to tackle everything at one time. List your priorities and focus on just one or two items at a time. The same thing in your weight loss journey - one step at a time. Eating more fruits & veggies. Exercise. Cutting out carbs.  Prioritizing a list takes the stress off and allows you to focus on one thing at a time with the comfort of knowing where you will go from here.
• Be as efficient as possible.  In my business, this is a little bit easier to do when I avoid Facebook, Piniterest and anything else that distracts me from my goals for the day.  I even put a picture of a "security camera" in front of me.  This is my gentle reminder that I have to practice what I preach when it comes to office hours.  In my weight loss journey, the same can be said - excuses or reasons why we don't have time to take a 10 minute walk, eat the right foods, go to a meeting or as Weight Watchers would say "get active".  Don't be a computer zombie or a couch potato, move even if it is up and down the stairs or around the block. Get up during commercials and move. 
• Combine your work with different areas of your life.  For me as a Thirty One Director, it is an easy to combine areas of my life.  I use and carry our bags every where I go.  When I travel to National Conference or for a training, hubby goes along so that when the work is done, we get to spend some time together.  The best is when I get to combine work with a trip to North Carolina to see my daughter, Belinda.  As far as my weight loss journey - it is not just a "diet"!  Yes, my goal is to reach my ideal weight but more than that I am learning how to care for myself by eating right and moving more.  Seems basic enough, right?
• Actively manage your time and stop wasting it.  Time management may be easy for some but for me it is a struggle so calendar blocking has become my friend.  My monthly calendar is color coded so that I can manage time with family, work, my Thirty One business and time for me (sometimes this gets cancelled).  Manage your time when it comes to activity or exercise.  Add it to your calendar so that it becomes a part of your every day life and you aren't wasting the small amounts of time doing nothing when you could be active.  I know, I need to practice this one myself!
• Commit to learning new things.  My professional development is important to me because it is an investment in my business that helps not only me personally but my team.  You can learn new things in a variety of ways like reading a blog, a video, a conference call, a networking meeting or a formal conference/ training.  The same is true about my weight loss journey.  I continue to learn new tips and ideas not only from the Weight Watcher meetings, the friends that I have met there but also by talking to others in the health field or other DS wellness companies about their products
• Don't sweat the small stuff.  There are going to be bumps in the road but you can learn from them and then let them go.  Sometimes this is easier to do in business then when we are losing weight.  If you lost weight but are suffering from a small set-back like some weight gain or a plateau - look back on what worked and what didn't.  Protect your loss.  Just because you gained a little doesn't negate all the positive work that you have done.
• Laugh more. I have learned to laugh at myself.  I LOVE what I do - who wouldn't love to party every time they go to work, right?  The same has been true in my weight loss journey .  I have found that finding humor in everyday life makes me a happier person.

This is a lot to take in on a Monday morning but the lesson is simple - we tend to look at our lives as separate compartments - business, family, work, spiritual, etc. - that very seldom merge together.  When they do, it is often in a negative way - why not take the positive lessons that we have learned each part of our life and apply them to every part of our life as we take this journey through life.

Have a ThirtyOne-derful day!