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!

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!  

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!

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!  

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!

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. 

Summer - Busy or Not?

The school year is quickly coming to an end.  The hazy, lazy days of summer are about to kick in.  Do you have a plan for your business?

Last summer, my business DIED!  I am sure there were people who wanted to have parties, even those who wanted to shop.  I had solutions for their organizational problems during the busy summer months.  So, why did my business DIE?  I didn't prepare for the summer, I was taking a summer vacation from business even though I didn't have any school age kids.  WOW!  Did that make for a tough start to the Fall even with new prints and products.    I found a million reasons for NOT working my business but this year will be different.  I began looking for my June parties in April and continue to ask people about booking parties for the balance of the summer.  What mom wouldn't want a "Girl's Night Out" during the hectic summer months?  

Here are some tips from Sales Moms Network for those who have children:

1. Plan now for your kid's summer schedule.  
2. Have a Summer Fun meeting with your family and create a list of things to do.
3. Get your kids organized.
4. Have a Plan B with sitters, etc that can help if Plan A falls through
5. Keep your sanity throughout the summer by WORKING YOUR BUSINESS.  That may mean attending training, networking sessions, etc.
6. Be ready to do business while you are on the move.  Keep a mobile office in your car ready to book, sell & recruit.  

For those of you who don't have children or they are grown, these tips can still work:

1. Plan your summer vacation or weekend getaway.  Have something to look forward to while working your business.
2. Talk with family & friends to create a list of things you want to do this summer.  Planning & scheduling will help you to still enjoy the summer while working your business.
3. Get organized.  
4. Have a Plan B. If a party or event falls through, be ready with a backup idea to keep the business momentum going.  
5. Continue to work your business like a business.  If you want a seasonal business, GREAT but most of us would prefer to have year round customers, parties and income. 
6. Be ready no matter where you are to book, sell, recruit.  Use your products.  Share tips with potential customers on how you can make their life easier with your products.  Always carry a mini catalog or information with you (whether on the beach or shopping) and make sure that you get THEIR contact information even if it is just their email address.

It is not too late to get ready for the lazy days of summer.  Look for vendor events to expand your customer base - there are lots of festivals, etc in the summer.  Call customers & past hostesses - encourage them to book by offering an extra free gift.  The possibilities are endless.  I am determined that I will meet my goals during the summer, will you?

Blow off the summer haze and get busy.  Have a ThirtyOne-derful day.

First Class Image

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

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

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

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

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

Have a ThirtyOne-derful day.

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!

Benefits vs. Features

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

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

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

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

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

The Business Slump

As a direct seller,  I am always hesitant to share that my business is in a slump.  Why is that?  Don't want to discourage potential recruits? Fear of what people will think? I have fell victim to all of these thoughts.  I have even wondered if joining an additional direct sales company would help.  I went so far as to start looking at other companies and how I could combine them with my first LOVE, my current DS company.  

A wise friend, Maggie Cacchione gave me some great pearls of wisdom - "Everyone has their own nitch. It's what they are passionate about. People look for passion. I believe you have to be committed to your company."  WOW!  I LOVE my current DS company and when I pause to really think about it - I can't imagine being anywhere else. 

Yes, my business was in a slump but I needed to really look at why that was... 1) I didn't pick up the phone to do follow-up so I could book more parties so that I could keep my business going.  2) I was living on a pink cloud of new recruits and a great previous month, so I worked my business like a hobby this month and guess what - I got hobby results.  As long as I work my business, God has provided a way for me to be successful in his time.  Truth be told, I couldn't have handled a busy month with my business while I was dealing with hubby's health issues.  The stress would have been too much.  My June calendar is full so I am blessing and releasing the slump.

So, today, I admit my business has slumps but don't all businesses.  Does it mean I close up shop and move on because of a bad day or two?  NO!  Does it mean that I look for another business?  NO!  I look at what I am passionate about and get back to work.  Get back to the basics of talking to 3 people a day about my business, booking 6 parties a month and finding 1 new recruit each month.  That is what got me promoted to Director, so I know that it works.

Is your business in a slump? Have you thought about moving on or adding another DS company?  Determine if you have done everything you can to work your business as a business.  Get creative.  Reach out to people sharing your product and how it can help them. 

As for me, I am not letting a business slump take me away from my passion.  I mean really, could you ever imagine me in anything but hot pink and black.  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!