Is it Hot, Warm, Cold Office?

No, I am not talking about the temperature ladies. I am talking about organizing your desk and office.  As you all know, I am HUGE fan of JulieAnn Jones from her party tips to how to get into the ZONE in your office.

I mean who wouldn't want an office like this:

I still aspire to have my office looking like this but it is getting there.  One of things that JulieAnn suggests is to take EVERYTHING out of your office and slowly put it back in based on the zones.  As for me, I have done sections but not everything. 

Here are some great tips from Julie Ann on how to "Get Organized and Take Back Your Life":

• Hot Zone items are the items used on at least a weekly basis.  Make a list of the items you know will reside in your hot zone.  These things should be in arm's reach.  Let's be realistic and HONEST!  Are we a desk hoarder or do we really need everything that is in arm's reach?  I mean if you aren't posting your expenses weekly, do you really need a box on your desk to remind you that it needs to be done?  
• Warm Zone items are used less frequently.  These are often reference items that you need on a consistent basis but not always on a daily or weekly basis.  Place them on a shelf where you can see them if you need them but they are cluttering up your desk or hot zone.
• Cold Zone items are things you never reference but need to have access to for a period of time.  These are basically those archived items and should be moved OUT of the office and stored someplace (like the garage or basement). 

The easiest place for me to start was with the cold zone - moving out those things that I don't use or need.  WOW!  It is amazing how much room you have when you move those boxes that are stacked in the corner or clean out those files.  Maybe you don't need more filing cabinets, you just need to clean out the ones that you have.  What is the old saying - if you haven't used it in 6 months or more, toss it or store it? 

Maybe you won't get your dream office today BUT what you could have is a clear desk so that you can work without constantly moving papers or things that you don't need.  Love some of the organizational ideas in the pictures - let's do a "product experience".  I bring the products and we TRY them in your office or work space.  Let's see if I can help you with your vision for your office.

Have a ThirtyOne-derful day!

Organized Diva or Hot Mess?

Over the last few weeks, I have been working on a business plan where the FIRST question that they asked is "What are you selling?".  For those of us in direct sales, that seems like a no-brainer, right?  We give the pat answer of what our company sells and if people have heard of the company, they have an already pre-conceived notion about your products. 

What if you were to change that up slightly?  Here is my answer to that same question:

I CELEBRATE, ENCOURAGE & REWARD hard-working women with simple solutions to life’s organizational challenges while offering them an opportunity to reach for their dreams personally or financially.

Now, I have changed the perception from "just purses" to something that may be a little bit more appealing to everyone.  

So, in an effort to provide simple solutions - here is my first "organizational tip" - 10 minutes a day to DE-CLUTTER.

   

I know you are wondering what 10 minutes a day can do, right?  Pick a spot that needs to be organized - a drawer, a closet, a corner of the room - I will talk about the desk in your office tomorrow.  Clean out the junk drawer in the kitchen - it is amazing how completing one small project can give you a sense of accomplishment AND feeling of knowing where things are when you need them.  You can read more about the Declutter Challenge on The Peacefulmom.com.  She writes about saving money, getting organized and enjoying life.  

 What about the linen closet?  I know, the door is closed and no one sees it, right?  Wouldn't it be nice if you could open the door and find ANYTHING you wanted?  Better yet, wouldn't it be nice if the kids or hubby opened the doors and didn't yell for you because THEY couldn't find something?  

What is your vision of organized in your home?  Let me help you with that vision so that you are not a HOT MESS but the envy of friends and family who want to be organized - like you!

I would love to have you share YOUR organizational tips.  Have a ThirtyOne-derful day!

Get into Action

Sundays for me (or at least that is my goal) is a day of rest and reflection.  It is a time for me to recharge my battery for the week ahead - mentally, physically and spiritually.  

On Friday night, I had the opportunity to co-host a Celebrate and Connect (Thirty One's bi-monthly consultant meeting/ training).  There I was able to connect with old friends while making some new ones.    This is part of the devotion that I started with as our theme was "Get into Action"

Hebrews 11:1 

“Faith is the substance of things hoped for, the evidence of things not yet seen.” 

What does faith mean to you? 

• Faith in Electric Company. Proof? Flip the switch! Faith confirmed. Can you all agree with me that unless you FLIP the switch it’d not going anywhere for you?
• Faith in the Water Department? Proof? Turn the nozzle! Faith confirmed.  Can you all agree unless you turn on the faucet water will not drip from the spout?
• Faith in your Car Keys? Proof? Turn the key in the ignition! Faith confirmed.  Can you all agree that unless you put the key in the ignition and turn that key your car will not go anywhere?
• Faith in that alarm clock? Proof? It woke you up this morning! Faith confirmed.  Can you all agree with me unless you SET the alarm, it will not wake you up?

Faith without works is dead. We can all have faith…but unless you work to get what you want…it’s dead.

I ENCOURAGE you all: Let’s FLIP our SWITCH. TURN ON our Faucets. Put the KEY in the Ignition. & SET our alarm clocks.  We CAN GET INTO ACTION in our business and make our dreams come alive.

God has a plan for you and no matter who your Higher Power is or what you call him - you need to do the footwork.  What does faith mean to you?  What do you have faith in?  Are you ready to follow the plan of your Higher Power even if you don't know what the results will be?

As for me, I will reflect on my faith today so that I can hopefully listen and act on God's plan for me in the upcoming week.  Rest, Recharge and get ready for the week...

Have a ThirtyOne-derful day!

Easy Sale - Fact or Fiction?

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

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

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

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

Lead Generators

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

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

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

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

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

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

Customers For Life

This week's theme is all about increasing your sales.  How many of you have had one-time buyers?  You know the ones who buy at a vendor event or a party then never buy again?  Maybe they were just helping out a friend?  Maybe they were impulse shopping?  Maybe they didn't like the product once they got it? Whatever the reason, you have never heard from them again.  For me, that is probably because I haven't been very good with customer care calls but maybe you have been so you are wondering why you don't have a customer for life.

In an article in Inc magazine there were some tips on how to change these one time customers into customers for life.  Interestingly enough, the article made one KEY statement regarding changing one time customers into loyal ones - SURPRISE THEM!  Here is how you can do that:

• Beat your customers to the punch.  The best way to do this is with customer care calls.  Now, I don't mean those calls that are ASKING THEM to do something for YOU.  I mean, a call that simply says "thank you for you order and how do you like the product that you purchased ".  This means changing the mindset that we have so that we can break through to our customers.  When was the last time that you got a thank you call just for ordering. If there was a delay in their order, apologize and offer then something with their next order.  
• Make shopping easy.  As a direct seller, we have company websites - some are easy to navigate while others take some figuring out.  I have been fortunate to have customers call or email me when they had a problem with the website, this isn't always the case.  If someone placed a large order via the internet that might reap them additional rewards, would you call them and offer them the discounts?  Why not?  Who doesn't like something for free or at a discount when they are placing a large order.
• Resolve issues without a fight.  I happen to work for an AMAZING company that has a "no questions asked" policy in the first 90 days as long as things aren't personalized.  If you are making those customer calls, you can resolve any issue before it escalates and you have a disgruntled customer.   If it is past the cut-off or the item is personalized, I try to find a solution that will work for both the customer and myself.    

These may seem like basics but we all need a reminder once in awhile on how to take care of our customers so that we can build our business.  A happy customer is a repeat customer.  So surprise your customers - call them to say thank you, call them to make sure that they are happy with their product BEFORE the warranty expires, or just call them to wish them a happy birthday, happy anniversary (anything that you remember from the party that you can congratulate them on).  

Off to make those customer care calls because I am looking for loyal repeat customers!  How about you?  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!  

Rest and Recharge

YEAH for Sunday.  Growing up, Sundays were a day for church, family and family dinners  No, I am not going to preach to you or get religious.  What I am going to talk about is the importance of taking time to rest, re-charge and reward yourself.

For some people Sundays still mean a day of church and family because this is the way that they recharge their battery for the upcoming week.  For many years, Sunday was just another day to me.  In today's world where most business is done 7 days a week, I too had to work sometimes on Sunday.  When I worked in the non-profit world, Sundays were spent traveling to one of my daughter's many sporting events.  Okay, still family time but often very little time to recharge my battery.  How do you spend your Sundays?  Do you have off from your 9 - 5 job but try to cram all of the errands/ chores into that one day?  Do you work a second job to make ends meet so there is never really down time? Are you the "taxi" driver for the kids on the weekend?  Are you a workaholic so there is never really any down time from work?

Whatever you are doing - STOP and REWARD yourself with some me time.  As women, by nature, we take care of everyone else putting ourselves on the bottom of the list.  There never seems to be enough time to get your nails done, read a book, take a relaxing bath - whatever your "guilty" pleasure is.  I say that because most of the time when we do take time for ourselves, we feel guilty about leaving the kids/ hubby and as a result, we don't relax or re-charge.  

I know you are thinking - no time, no money, no one to watch the kids and the list goes on.  Your reward doesn't have to be anything expensive or lavish or even last for hours.  Your reward could be - A walk in the park or along the beach (my favorite spot); a half hour reading your favorite book, time in the morning (before everyone is up) to read or do devotions; working in your garden, a trip to get your nails done; a soak in the tub with the earbuds on so no one can disturb you.  It can be whatever will pamper YOU and help YOU feel refreshed to conquer the challenges in your life and the upcoming week.  Plan it, put it on the calendar if you have to schedule it - DO IT!  I hope I get this saying right "For when momma isn't happy - NO ONE is happy".  

Don't you deserve a little me time?  Sunday, a day of rest, so what will you do to pamper yourself today?  As for me, I may be working in the morning but when I am done - I will be taking a walk and enjoying the day!  CELEBRATE - ENCOURAGE - REWARD yourself, you deserve it!

Have a ThirtyOne-derful day!

Happy Saturday...

Good Morning Everyone!  Here is to the start of a great weekend..  

It has been 84 days of blogging - sharing all of the random tidbits of information that have been stored away in my brain for all of these years.  Sometimes I don't even know what I know.  Crazy, right?  Today's post is going to let you get to know me a little bit better.  I know I may loose some readers here but it is a chance I am willing to take since I don't do it often.  I figure every few weeks, I would share some personal stuff to let you in on life as Hope.

After graduating from Ocean Township High School, I headed off to Roger Williams College (which is now a University) in Bristol, Rhode Island.  A small school on the coast of Rhode Island about 20 minutes from Newport.  I started out in Education but quickly changed my major to Administration of Justice.  I actually excelled in these classes, unlike my first semester of freshman year when I almost flunked out.  This Jersey Girl never let the sand leave my shoes even when I wasn't in NJ, I was always close to a beach.  After graduation, I stayed in Rhode Island to work for the Governor's Justice Commission.  A fancy title for a Program person that wrote evaluations and recommendations on services that were available in the Juvenile Justice system for at risk youth in Rhode Island.  My first "funded" position through a grant and I had no clue what it all meant.  I truly thought that I could make a difference.  About 6-months into the job,  my Aunt Elsie sent me a job posting for Neptune Township for the Police Department.  I applied and actually got the job!  WOW!  I was headed back home.

Don't get nervous folks, I wasn't a police officer - I was a Crime Prevention Specialist.   Fancy title, huh?  Basically, I along with Howard O'Neill who was a cop, were to do crime prevention seminars, rape prevention classes, home safety checks, etc in the community.  You remember McGruff the Crime Dog?  We were partners with him.  It was a job back home and I enjoyed being home, close to family and back at my roots on the Jersey Shore.  For those that have heard me tell the story of why I answer to the name "Heather" this is why.  It was at this job that the Police Commissioner for the ENTIRE time I worked there called me Heather.  I guess that she either didn't like my name or really wanted Heather for the job.  

The casinos opened in Atlantic City and I went to AC for the first time to see the casinos.  There was lots of excitement and the listings for available jobs was long.  At this point, the only casino was Resorts but there were many building and looking for employees. I came back to Neptune and put my resume together.  Never thinking that I had shot.  You guessed it, I got called for an interview by the Director of Security, Gordon Jenkins, for the Claridge Casino Hotel.  The interview was at a little coffee shop in AC at one of the converted motels that was being used for offices.  Gordon was from Las Vegas and was brought in to set things up.  A sweet man who was looking for a secretary that could transition into an Administrator as they go closer to opening.  He always had a smile on his face and loved to have breakfast meetings.  In fact, this is where I developed the habit of putting strawberry jam on cheese omelets.  Don't knock it till you tried it!  He offered me the job and I jumped on it.  More money.  The excitement of AC.  This was when commuting became a part of my life.  I traveled 5 days a week from Ocean Grove to AC for many months....This was the first part of what I often call "my previous" life.

Just like my direct sales business, I have been on the roller coaster of life.  All of my experiences have shaped me into who I am.  I hope that you enjoyed a glimpse into my "previous" life.  For those that are wondering, how did she get from there to here?  I will share more as time goes on and the urge hits.

Treasure your memories, learn from your past and your mistakes, then use the things your have learned to grow in your personal development which will help you in your business.

Have a ThirtyOne-derful day!

Habits of a Remarkable Recruiter

A training call on Sunday got me to thinking about whether or not I was a remarkable recruiter, an average recruiter or not recruiting at all.  I have shared that I have struggled with recruiting lately - missing cues of those who may be interested, not asking everyone if they would be interested in the opportunity - thinking that sharing my why would help everyone connect with how Thirty One can be a blessing in their lives, like it was in mine.

Here are FIVE habits that make a REMARKABLE recruiter - rate yourself on  a score of 1 - 10 with 10 being ALWAYS to see how you do.  Don't score yourself on where you WANT to be or be to hard on yourself.  Be honest, this will help you to achieve your business recruiting goals.

1. Remarkable recruiters work consistently smarter and not harder.  They consistently have parties booked on a monthly basis.  They are sharing their products with EVERYONE that they run into whether they know they or not.  
2. Remarkable recruiters ALWAYS smile.  No matter how bad the party or the day, they always have a smile on their face and a positive thought to share.  Did you know smiling is a reflection of what is inside of you?  Share the joy you feel about your business with everyone simply by smiling.  I remember a comment a friend made "your face lights up when you talk about Thirty One".  I am learning to wear that joy all of the time so people are curious why and I can share the blessing that was given to me.
3. Remarkable recruiters are active not passive.  They take the lead when someone shows interest in the business.  They get on the PHONE (I know the dreaded 500-pound one) and don't rely on flyers and emails to recruit new consultants.  
4. Remarkable recruiters thing about what is in it for someone else!  Yes, more recruits mean more money for us.  The key is to focus on how your business will help someone else - more money to reduce debt, vacations, kid's activities  etc.  CONNECT with people.  Our business is all about relationship building - go out and BUILD one today.
5. Remarkable recruiters stay in control of the recruiting process. If a potential recruit says they want to think about it - do you wait for them to call you?  The fortune is in the follow-up.  How about asking them what the TWO things are that keep them from jumping in?  LISTEN to their answer and see if you can overcome those doubts.

Okay, so how did you do?  What were your weaknesses - where you scored yourself below a 5. Now focus on developing those skills.  Habits can be learned so if you are trying to GROW your business - find some training calls and then practice these habits.  Honestly, I have some weaknesses but I am working hard to overcome them by listening to 31 minute calls, talking with those who are successful in this area and seeking out ways to overcome my fears.  

Love to hear from REMARKABLE recruiters with their tips for success.  Have a ThirtyOne-derful day!

Don't Just Sponsor, HIRE!

In direct sales, we are taught that to grow in leadership we need to recruit new members to our team.  As I have shared in the past, I originally FELL into leadership.  Sometimes I think it was easier when I didn't know what I was doing except sharing the gift that was given to me.  The more I know, the harder it seems to be for me.

Over the last week, I have seen blogs, Facebook training postings and taken a class with Shining Stars University all focusing on this topic.  Do you think someone is trying to tell me something?  See if any of this sounds like you:

Can you spot a recruit?  Are you actively LOOKING for someone who would be great for your direct sales opportunity?  Maybe you are missing the ones that are right under your nose?  Here are some cues that came from "My Direct Selling" blog - Do you know someone who: has purchased product from you, wants to work from home, needs some extra money, wants to make a change in her life, has great self confidence, takes over at the parties you are hosting to help everyone?  Have you offered her the opportunity or have you missed those cues?  As I look back on some of my parties, I can almost guarantee that I have missed those cues and more.  I was busy answering questions and helping customers to pick out products forgetting to observe what was happening in the rest of the room.

Here are the FOUR top reasons that we may not be sharing with others:  

1. Fear of rejection.  GET OVER IT!  I know, easier said then done, for me at least.  The word "NO" is nothing personal and may only mean at this time.  Planting a seed may bear a flower (or a new recruit) later on.
2. Fear of being pushy.  In this case, we are probably thinking of ourselves and not about the potential recruit. It may be we are just imposing our past negative situations on this potential recruiting opportunity.  Share your fear with the potential recruit - let her know that you are human.   Let her know that you don't want to be pushy but you noticed that she would be great at this.  Be honest and forthright, your prospect will respect you.  In most cases, they will listen to you as well.
3. Not ready for leadership.  I know I wasn't.  I had no clue on how to lead a team.  It just happened.  The truth is that the best way to increase your income is to grow a team.  Work smarter not harder.
4. Don't want to step out of our comfort zone. WOW!  This is always a big one for me.  I am growing and stepping out more but in this area, it is still a problem.  

Just like any other business, we need to OFFER the business opportunity (job) to everyone as if there is lots of openings that need to be filled.  Some will jump on board while others may hesitate and still others will outright refuse.  In direct sales, we can't hang a help wanted sign on the door and wait for people to walk in.  We need to watch for those cues at parties or when we are talking to people so that we can OFFER them the opportunity.

Are you ready to offer the opportunity?  Are you willing to share the gift that was given to you with others so they can change their lives too?  I would love to hear from others about your ideas on recruiting...

Have a ThirtyOne-derful day!

Essential Direct Sales Skills

When I share my "why" at parties, I always say that I never did direct sales before but the truth is I was a kit-napper.  I joined direct sales companies for the kit and the discounts then when the shopping bug for that product died - I found another company or just went shopping the traditional way - in a store!  As I have shared before, I started with my current direct sales company as a hobby - for my love of the product which meant discounts.  Somewhere in the back of my mind, I thought "Maybe I could sell this" but it took some time before I actually thought of it as a business.  

I came across a blog called "3 essential skills that Women Lack in Direct Sales" and began thinking about my own journey in the direct selling world.  The three skills that the writer talks about are computer skills, organizational skills and branding skills.    

Computer skills are more than just Facebook and email and should include some other applications like excel, power point and word/ publisher.  This was an easy one for me and I think for most women today.  As a mom, we need to be a little tech savvy to monitor what our children are doing on the computer.  If you have worked outside of the home at all, in all likelihood computers are involved in some aspect of your job.  I have found that many of the direct sales companies have forms, tracking mechanisms, etc. that can be downloaded and used.  An important skill but one that can be learned with a little bit of help.

Organizational skills - so for me this is an ongoing challenge.  I look back at the days when I was crazy busy: working a 40 - 50 hour work week, commuting 1 1/2 hours round-trip to work, single mom with a daughter who had a passion for competitive sports (gymnastics, field hockey, all-star cheerleader) outside of school and a craft business on the side which included making and selling American Girl doll clothes.  Of course I am organized, right?  The busier I am the more organized I am - the more time I have, the harder it is for me to be organized.  Seems kind of crazy but I keep thinking that I can do that later then later doesn't come.  I work best under pressure or deadlines which is not always good for my personal business.  I had a system that kept everything going.  As I moved into Leadership in Direct Sales, I have found it difficult to find a system that works for me to keep everything going.  Probably not the best thing to share with any potential recruit but I believe in being honest - you need to find a system that works in order to incorporate your business into your life.  On the outside, I am organized, supportive and a growing leader.  In my office - I am a hot mess.  I can find things quickly and respond to requests in a timely manner but it looks like a mess.  Something that I am working on.

Branding skills - this was a new one for me.  Branding to me was ONE of these titles: Belinda's mom, COO for Bethel, Social Worker, Bag Lady when in reality I was all of these things.  I often wonder how people see me?  I know that they see me differently than I see myself just by the comments, requests and questions that I get on a regular basis.  I am learning to incorporate all of those things in my brand which I hope will be a "motivator for women".  Thank you Vanessa Coppes for teaching me about branding.  I thought I had to wait to brand myself until I reached a specific level in my direct sales company but the truth is I can start NOW when I am a Director.  I guess I really started when I was a Consultant and was drawing recruits in without even trying to find them.

I don't claim to be an expert in any of these areas but I am growing.  When I don't know something, I ask.  As women, we already have many of the skills necessary to have a successful direct sales business.  I used to tell recovering, struggling addicts to take the skills that they used on the streets to sell and do drugs then apply it in a positive way to change your life.  In essence that is what each of us have to do with the skills that have - learn how to translate them into something that will help us in our business.  Not sure how to do this, ask someone how they see you?  You may be pleasantly surprised by their response.

Would love to hear about your organizational systems?  Please feel free to share you ideas.  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.

Home Parties - Fun or Grueling?

Yes, this is a strange title for a blog especially when I am in the "Party Plan" business.  When I first started in direct sales, I was one of those who was looking for a fun, easy way to make some money and get free products - definitely a hobby.  As I recruited my first girls - actually, I think they recruited me since I wan't even sure what to do with a recruit - I dabbled in home parties.  I was a vendor event girl - show my product and go home.  Sales were okay but definitely not consistent.  I even did an open house at my home which helped to increase my sales but still no parties at someone else's home.

I will never forget my FIRST actual home party.  I was a nervous wreck.  Lots of women looking at ME while they waited for me to enlighten them about how AMAZING our products were and why they should buy them.  I struggled through the presentation part by playing a game or two and then letting everyone play with our products.  It was then that I went on the HUNT to find a party "script" that would work for me. I found scripts that I wanted to try but now the problem was finding people who wanted to have a party.  Thus began my next quest to BOOK PARTIES.

Over the next year or so, I would try many things to get people to book parties.  Now, I average about 2 - 4 per month with my individual guest sales and attendance increasing which helps my party numbers go up.  I still stumble on the words when asking someone to book a party.  Then I heard and read an article by JulieAnne Jones called "Stop Asking and Start Offering".  I heard this same thing during many 31 minute calls but JulieAnne gave me the script.  WOOT! WOOT!

Typically, we ask the question "Would you like to book a party?".    We ASK EVERYONE - someone is bound to say yes, right?  This is all about us as the consultant - we are pretty much begging them to help us get sales.  Okay, so that may be a bit dramatic but you get the picture. So, let's change the wording so that we focus on the guest or the person we are talking to so that they feel special.  Here are two samples that may help with this change in mindset:

• Marilyn, I couldn’t stop thinking about our conversation earlier tonight and how completely busy you said you’ve been. I think you need a break, and I’d be absolutely honored if you would let me be the one to set it up for you. Let’s figure out when we can find a time to get you and your friends together.”
   
• "Karen, look at your wish list! You love my products. I don't want you to have to pay for all of these. Tell you what, let’s set up a party so you can get a ton of these for free. Do you prefer a weeknight or a weekend?"

Create your own by using this outline:

1. Start out with some sort of acknowledgement.  Let them know that you noticed them during the party even if they didn't say much.
2. Look for a way to be of service to them.  This can be as simple as listening to them during check-out talk about their limited budget or how tired they are.  You want to help them.
3. End with an open ended question that requires more than a yes or no answer.  This will encourage more of a conversation.

Yes, your personal checkouts might take a little longer but wouldn't it be GREAT to book parties at the PARTY so you didn't have to pick up the 500-pound phone?  You can also use this same technique in recruiting which is a definite blog in the future.

Here is to booking more parties AT the PARTY!  I am going to practice this so that I can use it during my upcoming parties this month.  I will let you know how it goes.  Have a ThirtyOne-derful day!

Father's Day

Father's Day is a celebration honoring fathers and celebrating fatherhood, paternal bonds, and the influence of fathers in society.  Today's blog is in honor of the two men who had the greatest influence on my life - my Pop-pop and my Dad.

My Pop-Pop, my mom's dad, was a typesetter with the Asbury Park Press.  He worked long hours but always had time for his family.  My first memories of him were actually shared by other family members.  See Pop-Pop was the one who taught me to walk with a round hassock and a chocolate chip cookie.  I traveled ALOT with my grandparents when I was younger - seeing the country.  I always managed to come home from a trip with lots of souvenirs and MORE money then I went with.  I always got to keep the change.  The greatest memories were those of when my grandparents drove me to college after every trip home for a visit.  We would pack up the camper loaded with lots of snacks, baked goods (Mom-mom's applesauce cake for all of my friends) and my stuff then head to Rhode Island.  Typically, I would "study" on the back couch but the next thing I knew I would be awakened by Pop-pop telling the gas station attendant that he was taking his granddaughter to college.  They made friends with the guard at the college who let them park in the lot right on campus.  Pop-pop made friends with EVERYONE.  He would give you the shirt off his back if you needed it.  His last days were spent surrounded by family at home - as lung cancer took his life.  You are missed but I know that you are one of my many Weston angels.

Life with my dad had its ups and downs.  Growing up were mostly filled with ups - lots of memories of family vacations and holidays.  My junior year, he and my mom, cooked breakfast for the ENTIRE Junior Class of Ocean Twp HS after the junior prom.  There were some hard years mixed in there too as dad battled with alcoholism and all of the demons that came along with it.  My parents divorced, I shut down - angry and hurt - I stopped talking and seeing my dad.  My Pop-Pop told me, on his death bed, it is time to forgive your father.  It took many years after that before I could start to heal and forgive.  When I went to rehab for my drug addiction, my dad came to visit.  This was the first time that we had spoken in YEARS!  I am still not sure how exactly he heard about where I was, but he traveled to Pennsylvania to talk with me.  That is when the healing began.  Mind you the memories are always there and do come to haunt me at times but I have forgiven him so that we can have a relationship.  I love you Dad!

Unfortunately, Belinda, my daughter, was not blessed with a biological dad who was a part of her life.  As I mended my relationship with my dad, Belinda got to also know her grandfather.  Her ideas of what a dad should be came from her best friend's dad, Bill Loder.  I am grateful that he became her "adopted" dad.  During her teen years, my daughter acquired her step-dad,  Rob.  He will always be there for her and as far as he is concerned, she is the daughter that he never had.

Take a moment today and thank the "fathers" in your life who have made a difference.  Some may be your biological dads, your adopted dads, some may be the dad's of your friends, some may be another male figure who helped to shape your life - whoever it is,  THANK them for all of the blessings that they have given you - even during the trials for it is all of those things that make you the person you are today.

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!  

Shabby Chic

This morning's devotional on ibelieve was entitled Shabby Chic Refinishing which got me to thinking of my own transformation over the last 6 months or so.

For many of us, we define ourselves by what we do or who we are related to not by just our name.  Growing up - I was Bob & Joan's daughter.  At college - I didn't know who I was.  When I entered the adult work force - I was Hope - Security Supervisor or Social Worker.  For several years, I carried the title of I am Hope - a recovering addict.  Then as a mom - I was always "Belinda's mom".  Don't get me wrong - I wore each of my titles or hats with pride because that is what defined me.  I was like an antique (yes I am reaching the age to be called one) that had been covered many times with paint to change its color to match the environment that it was in. When Belinda left for college, for the first year I held on to that title for security purposes.  Then I had work so there I was a COO (Chief Operating Officer) for a non-profit.  I clung to that title for about 5 years because it kept me from peeling off the layers of who Hope really was.  

When I decided that I wanted to move into leadership with my direct sales company, I began to wear a new title "bag lady".  I was excited to be part of a group again - able to be behind the scenes but again not peeling off all of the layers that covered who I truly was.  With a lot of help, the layers have been peeled off and the rough edges are being smoothed.  See, now that I peeled off those layers, I had to let ME shine.  I am working on ME and my personal growth.  I listen to 31 minute calls that will help me to grow my business.  I listen to direct sales trainers on how to be a good leader.  I attend meetings and networking events to meet more people as well as step out of my comfort zone.  I am no longer defined by the job title I have but I am now Hope Wissel - wife, mom, daughter, business women, life/ business coach, teacher, consultant, party planner and blogger.  I wear many hats but now not just one of them defines who I am.

If you met someone on the street and they said "Hi, my name is Hope.  It is nice to meet you?"  Would your immediate response be "XX, (your child's name) mom? Or "XX, (your hubby's name) wife?  They are hats we where but they do not define who we are on the inside.  Peel off the layers and find out who is on the inside.  It can be a little scary but the journey is AMAZING!

Transform from the shabby chic antique covered with layers to the polished antique that shows its natural beauty.  Have a ThirtyOne-derful day!

Blogging - Share What You are Learning

Since I was challenged almost 2 months ago - thank you Vanessa Coppes, I have been asked by lots of people why I do it, how I do it and most of all my favorite question "will people read it?".  

Why I started is because it was a challenge that had an accountability factor to it.  I have read many blogs  and enjoyed them but always thought it was something for "other" people to do.  I was curious about blogging and had always wanted to start one.  So, when Vanessa Coppes  challenged me to write for 30 days - I was ready to take the challenge.  Now, my why is to get all of the "stuff" that is in my head out.  I used to tell new employees who wanted me to share everything that I knew - just keep asking questions because I don't know what is in my head.  Sometimes I amaze myself.

How I do it is just by writing like I would talk to someone.  Sometimes I write about personal struggles or business tips that I read or just sharing some amazing personal development items.  I make notes on my planner on topics (words or phrases) that will motivate me to write when I get stuck.  I just read an article by Belinda Ellsworth  that talked about sharing what you are learning so that you can remember it better.  What a great way to start blogging?  As you learn something - share it.  Of course some of my learning lessons seem like they should be no-brainers but I am a slow learner.  I always say that is because I am OLD, you know creeping towards that Senior Citizen classification. 

Will people read it?  I am still amazed (and humbled) that people actual read my blog.  The numbers may not be great but it is the emails and the comments that are shared on a personal basis that touch my heart.  No, you may not become a professional blogger.  No, you may not have thousands of readers.  What you may have are friends, family, employees, team members or followers who not only read what you write but will share it.  I share my blog on Facebook for all to see.  Most people don't comment on the blog publicly but they do write me or tell me when they see me about something I wrote and how it helped them.  It is the person in Weight Watchers who is inspired to keep going.  It is the team member who finds encouragement or an idea to help their business.  That is who I am writing my blog for.  

The direct selling business is all about building relationships and I am building relationships every day through my blog.  Some people I already know while others are learning who I am.  When all is said and done, if I have helped one person to smile or get through a day - my job is done.  What do you have to share?  Remember it takes 21-days for something to become a habit - so try it everyday for 30 days.  Then, if you want, do it weekly.  Try it.  Don't let fear stop you from building relationships or sharing your knowledge.  Believe me you probably have more to share then you think - I know I am finding out that I do.

Have a ThirtyOne-derful day!

Listening to Our Own Advice

Some say you can't teach a old dog new tricks.  Some say if you are going to talk the talk, you need to walk the walk. As for me, I have lots of "stuff" in my head.  I have taken many classes to grow my business, for personal development and on how to be a leader.  From each of those experiences I have gathered tidbits of wisdom that I tuck away and that randomly comes out when I am talking to someone.  I usually quickly tell people, that the information was gotten from XYZ class or from a professional coach.  

You may be saying "so what is the point?", right?  Usually after a great training experience where we have heard a lot of good ideas - we are motivated to try them all.  I know, I know - I have always talked about making small changes but I am an all or nothing kind of gal.  Yesterday, I got my "DUH!" moment about follow-up and making small changes.  You know that moment when someone smacks you on the forehead and says "you should know that".

After spending the last few weeks worrying about hubby, hospital visits and now doctor visits.  I took a stand and told him that I needed to spend about 3 hours playing catch up.  Okay, typically for me that means emails and Facebook   As I was cleaning off my desk (another busy task), my leads file emptied out.  Mind you these are all of those wonderful guest care cards that people fill out at vendor events.  They know that you will probably call them, asking them for business or to host a party.  SURPRISE!  Mine are all piled neatly in a folder waiting.  They have been entered in my back office so people are at least getting my monthly emails but the majority of them have NOT been called.

After listening to a 31 minute training call on goals - I decided that I needed a SMALL one to get me moving.  I was going to make it a GOAL to call at last 5 people per day from my lead file.  For accountability, I even shared the goal with my hubby who thought this was a no-brainer.  I have repeatedly coached my team and others on the importance of making calls.  I have come up with every reason why they should and shared multiple training calls with them to help with the process.  Did I take my own advice?  No.  I may for 1 or 2 days but never for the 21-days it takes to make it a habit.  Even with the inspiration of another direct sales consultant, Maggie, who has a nightly hour that she does follow-up, I was slow to jump in.  

I DID IT!  The benefits were very surprising.  I called a hostess that I haven't really talked to since her party in December of last year (I know practice what I preach).  She said, we were just talking about you - I would LOVE to place an order.  Okay, well when I got to her house to pick up her order, it was a $200 party with just 3 orders.  So, out of the 4 calls that I made, one turned out to be a sale.  Now I know that doesn't happen all of the time but it was just the right "kick in the butt" that I needed to start my NEW 21-day challenge - calling 5 people a day (lead follow-up, past hostesses or past customers).  I do love a good challenge so we shall see.

If you are coaching others, sharing tips or sharing advice - LISTEN to what you are saying.  Take stock of your own actions.  Do you practice what you preach?  If not, take one thing and change it!  Can't wait to hear what small change you are making - please feel free to share.

Have a ThirtyOne-derful day.     

East Coast Paws N Claws

Happy Saturday!   The weather may be a little shakey depending on which weather forecast you watch or listen to but it is going to be a GREAT day at the Summer Kick Off Tricky Tray/ Vendor Event.  This is a fundraiser for the East Coast Paws N Claws.  Here is who they are:

East Coast Paws n Claws Animal Rescue is a 501 (c)(3) non-profit organization.  We are dedicated to rescuing homeless and abandoned animals, primarily dogs from high-kill shelters and owners who can no longer care for them. By working with committed volunteers, foster homes, local veterinarians, trainers, and boarding facilities, we are able to rescue hundreds of animals every year, provide them with loving temporary care, and find them well-matched, carefully screened forever homes. We also serve as a resource to our community and all pet owners by providing education and information on responsible pet ownership, including the importance of spay/neuter, positive behavior training, and good nutrition.

I will be partying Thirty One style with lots of friends who also happen to be vendors like Tastefully Simple, Origami Owl, Avon, Damsel in Defense, Mary Kay, Pampered Chef, Cookie Lee Jewelry, Diaper Cakes by Heather, Dawns de lights, Passion Parties and Scentsy.  If you book your Thirty One party at this event - I will donate 10% of YOUR party sales to the cause!  What a great way to get FREE products AND help a GREAT cause.  

MEET THE RESCUES!  There will be Adorable adoptables  from S.A.V.E cat rescue and Bear Akita Rescue.  Come meet Elite USA 2013 Miss Teen New Jersey - Jessica De Forne
Founder of Crowns For Critters who will be doing face painting for the Kiddies!  Maybe I get her to do a purse on my cheek!

The event will be held from 12 - 5PM at the Bayville Elks, 247 Route 9, Bayville.  Stop by and visit, donate to the cause.  Our family has rescue pets that we love - Oreo (the crazy cat), Zoe (my daughter's dog), and Turner (our "adopted" daughter's dog).  My hubby is just hoping that I don't come home with ANOTHER rescue animal.  I am not sure that Oreo could handle sharing her "princess role" with another pet.  

Hope to see you there!  Have a ThirtyOne-derful day!