Friends and Networking

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

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

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

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

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

How do you build your network?  Please share some of your ideas with us.  Have a ThirtyOne-derful day.

Networking Mistakes

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

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

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

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

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

Have a ThirtyOne-derful day!

Is it a Successful Vendor Event?

The age old question of what makes for a successful vendor event differs depending on what hat I am wearing - Thirty One consultant or crafter.

I have been attending craft/vendor shows for over 20 years.  In the beginning, I did doll clothes along with my sister, Kathy Gourley.  Both of us spent hours sewing, I did the leg work for the shows and she did all of the crocheting.  We sold American Girl Doll clothes and accessories.  Success at a craft/vendor show then was to make not only the cost of our space but to have 3 times the amount of the cost in sales.  As a crafter, you never really get paid for the true cost of an item - supplies plus time - but the 3 times rule seems to have worked for man including us.  We gave up doll clothes about 6 years ago when the demand started to die and shows were not as successful as they once were.  In the last 3 years, I have begun making small inspirational angels which are GREAT sellers during the fall.  I believe that they are wonderful year round but the demand has really only been in the fall/ winter so I have started only doing shows during the fall/ winter as a crafter.  Knowing your market and your target audience for your product is the key when selling crafts.

As a direct sales consultant, my view of a vendor show takes on a whole new meaning.  I have learned over time that it is not all about the sales the day of the show.  Of course, I want to make back the money that I spent for "renting" the space but if I don't, does it mean that it wasn't a success?  As a DS consultant, my business is based on building relationships - with customers, with potential hostesses, potential corporate clients and anyone else who may be interested in our products.  My goal is to help them find a solution for their particular dilemma - organizing a space like their home, car or purse or getting gifts for family, friends or customers. Connecting with people takes time so the less than 5 minutes they may look at your product and talk to you may not be the time for them to make a decision about something. I share a catalog, my information and some suggestions  in the hopes that if not today, one day when they are looking for that special item - they will call me.  If they see me at enough local events, then we start to build a relationship of trust which can lead to more business.  Two summers ago, I did a VERY large outdoor event and had sales the day of the event and gathered lots of contact information.  Over the next several months, orders trickled in as a result of those contacts.  One evening I received a call from a woman who was trying to place an order online.  In the midst of talking, I found out that she had been at that event and over the last YEAR had received my monthly newsletter.  That night she placed her own PARTY order for over $300.  Since, she has referred customers to me because I was able to turn her "order" into a "party" that got her additional FREE product.  An "AHA" moment for me.  It is all about the customer service and not about what I need or want.

So, if there isn't a lot of foot traffic (customers) at your next vendor event - make the most of it.  Don't be "negative nelly" and just complain - network with the other vendors, make the most of the people who do come through the doors.  Take an extra 5 minutes to talk to a customer or someone who is interested in your products.  Practice the 10 second rule - ask everyone who stops by your table a question - then LISTEN!  Who knows they may hold the key to LOTS more people who may want your product.  

Tip for today - decide what is going to be your definition of a "successful vendor event" BEFORE you go.  Remember though the sales are great they may be short lived - wouldn't it be nice to also network with people who could help you to grow your business.  I am going to talk more about opportunities to grow your business in the next few days...

Have a ThirtyOne-derful day!