Archive for May, 2012

Profile of an Easy Sale

Profile of an Easy Sale

Making a sale is not always easy. However, understanding these main points may help you convert more sales and make the process easier.

  1. Identify the right product for the right client. You must define your target market and then make sure that your products/services are solving problems they have. Without this key element you will not make many sales.
  2. Develop and cultivate relationships. If you have some kind of relationship with a prospect it will make it easier to approach them with your products/services. Done correctly, the sales pitch comes across more like helping out a friend. Make sure you are authentic, honest and providing a solution to your friend’s problem. A relationship built on trust and value will generate reorders.
  3. Once you have a relationship with your prospect, find out what their likes and dislikes are. Understand what impresses the prospect. Do they focus on value, style, ease? Lead with that in your solution to their problem (sales pitch).
  4. Finally, make the sales process quick, simple and easy. Your ability to do this will project professionalism and cause the prospect to perceive greater value in your products and services. And the next time he/she needs products/services like yours, he/she will go to you first.

Take a look at your current approach to selling. Do you follow these main points? How well are you implementing them? If you understand and apply these main points in this order, and take the time to do it correctly, in the long run you will generate more sales, reorders and make sales easier.

Free e-book “Business Owner’s Road Map to Success.” It has over 50 pages of techniques for everything a small business owner needs to master, from business planning and ethical selling to a success mindset. It’s all there and it’s free for you. To get it, just “Like” our Facebook Page here: http://on.fb.me/KsIN6P Pass it on!

DSEF & CBBB: Can You Get Rich Quickly By Flipping Houses?

DSEF & CBBB: Can You Get Rich Quickly By Flipping Houses?

By Holly Doering

This weekend, a company is coming to my town to hold a free seminar on “flipping” houses. According to our state’s Department of Labor & Industries, flipping is defined as owning a property for less than one year, making more than $500 in improvements, and selling the property with the intention of monetary gain.

The company in question has advertised in the past that you could earn between $3,000 and $10,000 a month with their program. Now they just say you’ll earn cash and build a massive residual income stream. It’s supposed to be pretty easy. Sound like a sweet deal?

Not so fast. Here’s the rest of the story:

1) While initial seminars are free, additional seminars cost $1,500. You’ll also be encouraged to invest in more training—up to $25,000.

2) Fox Business says that to make a living flipping houses, you’ll need to have at least half a dozen going at once. Other sources caution that flipping isn’t for the financially strapped—it requires cash reserves.

3) Even if you only flip one house per year, your state may consider you a “contractor,” which means you’ll need to be licensed, bonded, and insured with L&I. If the IRS considers you a “dealer-trader,” you’ll have to pay self-employment taxes.

4) This company has earned an F rating with the BBB, based on a government action alleging deceptive trade practices and consumer complaints reporting trouble canceling purchases and obtaining refunds. Always check the track records of companies atwww.bbb.org before doing business.

According to MSN Real Estate, house flipping is not as easy as it looks on TV. They report that on the original video of the A&E reality show “Flip This House,” there was even a warning stating “Do not try this at home. It’s for trained professionals. You will lose money.”

Making money in real estate is possible. But like anything else, it takes time and effort. If you attend a seminar like the one described above, ask a lot of questions and read contracts thoroughly before signing. (Make sure you get the exact name of the seminar you attended.) Understand any cancellation clauses or refund policies too.

DSEF and Council on Better Business Bureaus (CBBB) fosters honest and responsive relationships between businesses and consumers—instilling consumer confidence and advancing a trustworthy marketplace for all.

Free e-book “Business Owner’s Road Map to Success.” It has over 50 pages of techniques for everything a small business owner needs to master, from business planning and ethical selling to a success mindset. It’s all there and it’s free for you. To get it, just “Like” our Facebook Page here: http://on.fb.me/KsIN6P Pass it on!

About the Better Business Bureaus
As the leader in advancing marketplace trust, Better Business Bureau is an unbiased non-profit organization that sets and upholds high standards for fair and honest business behavior. Every year, more than 87 million consumers rely on BBB Business Reviews® and BBB Wise Giving Reports® to help them find trustworthy businesses and charities across North America. Visitwww.bbb.org/us for more information.

4 Rules for Business Growth

4 Rules for Business Growth

Do you remember running the 50-meter dash as a kid in gym class?  The task was simple: run as fast as you can until you reach the end.  Your direct sales business, however, requires a much different approach, one more similar to running the mile; you need endurance, stamina, and a view of the overall task in order to succeed.  Growing your business should always be a super-objective you are striving to achieve to stay ahead of the competition, evolve with the industry, and know how to satisfy your customers’ needs.  Read on for some suggestions to grow your business for the long haul.

  • Educate yourself on current trends.  You should make it your business to always be aware of where the industry is headed; the last decade, for example, has found the direct selling industry rife with change.  The focus has shifted from building face-to-face relationships exclusively to combining those efforts with building online relationships as well.  In addition to this virtual internet takeover, the economy has also played a major role in how direct sellers operate their businesses.  Did you know that an economic downturn can actually benefit the industry?  Always do your research to stay on top of what is happening with the direct sales industry as a whole, not just your particular company.
  • Evaluate your ideas and seek improvement.  This is especially true if you have been working your business for a long time.  You most likely have some tried and true methods of marketing, demonstrating products, and recruiting prospects for your downline.  Make sure you periodically self-evaluate what you’re doing and continually be on the lookout to better your own ideas.  Get feedback from your upline, your customers, and your network.  The best way to grow your business is to be a perpetual student; never stop learning.
  • Take calculated risks.  Risk-taking is a necessary element to any business, but since you are ultimately responsible for the consequences, both good and bad, of those risks, really weigh the pros and cons before making the final decisions.  When faced with a decision about your business, take into account not only the financial implications, but also those that may affect other aspects such as your reputation, adherence to your company’s policies, or your ability to provide top-quality customer service.  While we certainly cannot look into a crystal ball, the key to risk-taking is to be educated enough to make an informed, well-thought out decision.
  • Brand and market yourselfYou are likely one of thousands of direct sellers representing your company.  What sets you apart from other consultants?  What benefits would a customer reap by choosing to work with you instead of the representative across town?   Focus your efforts on becoming an expert in your field, and market yourself as someone who is passionate not just about the products themselves, but what they can do for others.  If your company sells products that are environmentally-friendly, your prospects and customers should know why this is such an important issue for you.  What is your connection?  Why did you choose to do this as your way of earning a living?  Decide what makes you unique and begin building yourself into a brand to differentiate yourself from others.

A successful direct sales business is within your reach; look at the big picture, continue developing your talents and skills, and make informed decisions about where to focus your professional efforts.  What are some tips you have to add to our list?  Please share them with us below!

Free e-book “Business Owner’s Road Map to Success.” It has over 50 pages of techniques for everything a small business owner needs to master, from business planning and ethical selling to a success mindset. It’s all there and it’s free for you. To get it, just “Like” our Facebook Page here: http://on.fb.me/KsIN6P Pass it on!

6 Ideas to Increase Sales

6 Ideas to Increase Sales

Working as a direct seller requires you to wear many different hats: sales representative, party planner, marketing executive, administrative assistant, etc.  It can be easy to get sidetracked with all of these responsibilities, so it’s important to remember that the bottom line of your business comes down to sales.  Even if you have built a substantial downline, many direct sales companies require you to meet a minimum number in sales every month to earn your commission.

Here are some tips on how to increase sales.

  • Cross-selling is recommending related products that complement others that have already been purchased or are being purchased at the moment.  Your customer is likely unfamiliar with your entire line of products, so introducing something that might be of interest based on past purchases can increase the amount of that sale.  Using this technique repeatedly can quickly add up.  For example, if a customer is buying a baby lotion that is specifically designed for sensitive skin, direct him/her to your company’s line of products that are hypoallergenic and free of unnecessary chemicals.  Besides the lotion, the customer may wind up walking away with body wash, diaper cream, and sunscreen as well.  As an added bonus, you’ve also demonstrated your attention to the customer’s specific needs, which will make him or her want to buy from you again.
  • Best value quick sale is offering products/services that give customers the best value for their money and are ready for immediate delivery. Especially for new customers, this will establish that you’ll sell them products/services of high quality at a reasonable price, and give them instant gratification.
  • Business referral exchange program. By partnering or teaming up with other businesses or consultants in your area, you not only generate more brand exposure, but increase sales. Create relationships with other businesses that compliment your products/services where you recommend each other’s services/products and may consider offering special promotions for each other’s products/services to your customers.
  • Personalize appointments by offering to meet with people face to face and set up private appointment. It gives you a chance to be more social, develop a relationship and explain the advantages of your products/services related to the customer’s needs.
  • Create contests or promotions to market your products.  Whether your company has a featured product for the month or if you have some excess inventory you’d like to unload, contests are a fun and effective way to draw attention to certain products and make them stand out from the rest.  With spring almost over and summer close upon us, it might be a good idea to get a jumpstart on your summer-related products with a raffle.  For every dollar your customers spend on beachwear in the month of May, for example, they will receive one entry into a drawing for a family-sized beach tote filled with goodies for the kids to enjoy while playing in the sand this summer on vacation.  Specific promotions like these allow you to control what products are highlighted, draw focus to featured items, and give customers the opportunity to purchase something now that they may have held off on by offering them a fun incentive.
  • Reward your customers by implementing a referral program.  In direct sales, word-of-mouth goes a long way, especially when there is a lot of competition.  Make sure you have some way of learning how each new customer found you: you could ask them when making a transaction face-to-face, create a space for it on your order form, make it a question on a post-purchase web survey, etc.  Every time a customer refers you to someone who in turn becomes a customer, reward the original customer to show your appreciation.  Some consultants make their own rewards cards a la Subway, while others give away vouchers, coupons, or free gifts.  Whatever you decide, make sure you always follow through and that your customers, especially the new ones, know that such a rewards program exists.

Increasing sales requires planning, creativity, and knowledge of your company’s product line.  Focusing on your existing customers is a great place to start, and always make sure they know that you appreciate their patronage and that you will always do your best to make them satisfied and happy they chose you.

What other ideas do you have to increase sales?  Please share them in the comments section below!

Free e-book “Business Owner’s Road Map to Success.” It has over 50 pages of techniques for everything a small business owner needs to master, from business planning and ethical selling to a success mindset. It’s all there and it’s free for you. To get it, just “Like” our Facebook Page here: http://on.fb.me/KsIN6P Pass it on!

DSEF & CBBB: Tips for Ordering Online…says Carol

DSEF & CBBB: Tips for Ordering Online…says Carol

Tips for Ordering Online…says Carol

By Carol Odell

A friend ordered a prom dress from China through eBay for her daughter. Before ordering she had researched the company’s track record and found it stellar.

After the prom dress didn’t arrive in the promised time, she contacted the company only to learn that the dress had been shipped to an address in North Carolina. Communication with the company was frustrating as there was a language barrier.

Having not received an acceptable response from the company, my friend contacted eBay. Bad news, she was told because she had ordered the dress as a “guest” and not a member of eBay there was nothing eBay could do, their dispute resolution process was only for members.

Since she went through PayPal she decided to contact them as well. Again, the same story, since she was a guest and not a member of PayPal, there was nothing they could do. She is out $169.00 — and worse, she had an extremely disappointed daughter.

My friend has learned you cannot make any assumptions when ordering online even when dealing with a highly rated company, each company will have its own policies. Make sure you know what they are.

Some tips to follow before ordering are:

  • Know what the return policy is with all parties involved.
  • Is the return policy the same for all customers?
  • Know what will be the latest shipping date? Also, note that it could be after the return policy date voiding your chances to return the item.
  • What is the policy if the order gets lost? Be sure you file a claim within the allotted time frame. Companies may try to put you off past the timeframe to file a claim.
  • Remember to only use a credit card, not a debit card.
  • Print out confirmation of the order with the promised shipping date.

Do you have an interesting story about ordering online? Love to hear it.

Free e-book “Business Owner’s Road Map to Success.” It has over 50 pages of techniques for everything a small business owner needs to master, from business planning and ethical selling to a success mindset. It’s all there and it’s free for you. To get it, just “Like” our Facebook Page here: http://on.fb.me/KsIN6P Pass it on!

DSEF and Council on Better Business Bureaus (CBBB) fosters honest and responsive relationships between businesses and consumers—instilling consumer confidence and advancing a trustworthy marketplace for all.

About the Better Business Bureaus
As the leader in advancing marketplace trust, Better Business Bureau is an unbiased non-profit organization that sets and upholds high standards for fair and honest business behavior. Every year, more than 87 million consumers rely on BBB Business Reviews® and BBB Wise Giving Reports® to help them find trustworthy businesses and charities across North America. Visitwww.bbb.org/us for more information.

How to Run a Successful Direct Selling Business (and a Free Gift for You!)

How to Run a Successful Direct Selling Business (and a Free Gift for You!)

More and more people are turning to direct selling to supplement their incomes. And it’s no mystery why. Benefits like flexibility, training, and low cost of entry make this as attractive option for millions of people around the world.

While there are a variety of factors that contribute to a successful direct selling business, it’s important to focus on the basics to succeed in this unique business model.  It doesn’t matter if you are just launching your business or if you have been running your business successfully for years; a mastery of the basics will allow you to maintain and grow a profitable business for as long as you would like to.

Here are some keys to running a successful direct selling business:

  • Keep your calendar full.  This obviously depends on how much work you want.  Let’s assume you would like to have a consistent schedule of three parties per week.  Your goal for each party you complete should be to replace it with another party. If for some reason that does not happen at that particular event, find that booking elsewhere.  The same goes for one-on-one sales appointments. Set yourself a weekly number you want to maintain, and hold yourself to it. Don’t stop until you’ve got the dates on your calendar. Your business is a business, so time, planning, and effort are all required for turning any kind of a profit on a regular basis.  Be proactive and schedule as many sales opportunities as you need to meet your goals.
  • Make each sales appointment count.  What this means is that each time you do a party or sales appointment, you should approach it as freshly as you did for your very first one. Even if you’ve done your sales presentation hundreds of times, even if you’ve demonstrated your products hundreds of times, etc., your enthusiasm and commitment to your customers should always be strong.  To prevent your own boredom with your sales “routine,” don’t be afraid to tweak it every now and then.  While you don’t want to alter things that always work really well, it’s still necessary to keep it fresh by replacing certain elements with new ideas.  Look to your upline and internet resources such as Direct Selling 411 and Between Moms for tips on how to incorporate new ideas into your sales presentations.
  • Be an expert on your product.  No product sells itself.  Because of this, you need to know the ins and outs of your product line, especially its benefits.  Think of your product as a solution to a problem.  When in a sales situation, solving this problem for the customer should be your focus; you are educating the customer so they know why they need it and demonstrating your expertise to show that you are the person they should be buying from.  Direct sales companies normally provide additional product information to supplement the standard materials like catalogs and pamphlets, but if this isn’t the case, don’t be afraid to reach out to your upline and even your corporate office.  It behooves everyone involved for you to know as much as possible about what you’re trying to sell.
  • Recruit often.  Many direct sales consultants shy away from recruiting for fear of seeming pushy.  What they don’t realize is that they are likely missing out on additional streams of income.  If you truly believe in your company and the opportunities it offers, then take the initiative to share it with others often.  Always be ready to talk about your business in both formal and informal situations.  Tip:  Create a few scripts to memorize that cover a wide variety of situations.  How would you respond if someone making small talk at a birthday party asks what you do for a living?  What about if a customer at a party asks how if you enjoy being a consultant?  Different situations call for different conversations, so preparedness is essential.

At the Direct Selling Education Foundation, we’re committed to helping you achieve success! That’s why we’ve created a free e-book called “Business Owner’s Road Map to Success.” It has over 50 pages of techniques for everything a small business owner needs to master, from business planning and ethical selling to a success mindset. It’s all there and it’s free for you. To get it, just “Like” our Facebook Page here: http://on.fb.me/KsIN6P

Pass it on!

Here’s to your success!

Creating Additional Income Streams For Your Business

Creating Additional Income Streams For Your Business

As an entrepreneur, you’re always looking for ways to increase sales and diversify your opportunities.   The business world is unpredictable, but especially in times like these, having the security of an alternate income can be a lifesaver if for some reason you experience a lull in business.  Fortunately, there are many ways to create additional income without having to shell out any kind of significant investment.

  • Teaching, coaching, and consulting are all great ways to bring in some extra cash.  All you need to invest is your time, which you’ll use to reach out and offer your services, as well as time you’ll need to prepare a presentation of some kind.  If teaching interests you, reach out to local community colleges, libraries, or recreation centers with an idea for a class, workshop, or seminar.  Create multiple sessions and offer prospective students a package deal.  If teaching isn’t your thing, you might be more comfortable with one-on-one coaching or consulting.  Using your skills and experience, you undoubtedly have a lot to offer someone who is just starting out in small business ownership or something else related to your field.  The possibilities are limited only by what you’re willing to do, and the result can be very profitable.
  • Start a blog.  Writing a blog can be an effective way to share your expertise with others, market your business, and attract more customers.  You don’t have to limit yourself to blogging; create a website that includes how-to videos, customer testimonials, or even guest posts from other industry experts.  Earning money as a result of online content can take some time, but the potential for it paying off is certainly achievable.
  • Listen to what your customers want.  Take the initiative by asking your own customers as well as others in your network about what other services/products they would like to see. For example, if you’re in the business of creating gift baskets, ask your customers what other service/product they would like to see. A customer might suggest fun gift baskets for kids. This might be an idea worth exploring. Ideas from customers are often your best source of creating an additional income stream.
  • Explore your other interests and skills. Make a list of all your hobbies, as well as all the things you do around the home, for your kids and through volunteer work. For example, you might list doing pedicures with your daughters. Since you sell cosmetics, this might become a service you offer. Or besides selling kitchenware, you also love healthy cooking and you might sell an easy to follow healthy cooking program. You want to look for things that compliment what you are doing now and other interests and skills you possess.
  • Other ideas to explore.
    • Create your own How-To-Videos
    • Sell other services that compliment your current business
    • Personalization services – gift wrapping, sewing, special delivery
    • Create partnership with local businesses

With some effort and extra time, you have the ability to find additional sources of income.  This revenue can help you get through a slow season or simply help you reach your personal and professional financial goals faster (not to mention expanding your contact list for your primary business!)  What other ways can you create alternate streams of income?  Please share with us below!

Free e-book “Business Owner’s Road Map to Success.” It has over 50 pages of techniques for everything a small business owner needs to master, from business planning and ethical selling to a success mindset. It’s all there and it’s free for you. To get it, just “Like” our Facebook Page here: http://on.fb.me/KsIN6P Pass it on!

Finding Confidence

Finding Confidence

There are so many different factors that contribute to success in your direct sales business, but one of the most important is the confidence you project to others.  Because your business functions on the relationships you build with others, your customers must know that you are the right person for the job.  When you truly believe that you’re great at what you do, then your customers will know it too.

  • Practice makes perfect.  If you lack confidence in your sales presentation for example, improving yourself can be as simple as practicing.  Start by making your presentation in front of the mirror, and then move on to your kids’ stuffed animals.  When you start feeling better about what you’re doing, get up in front of a few close family members to continue rehearsing.  For the truly brave and ambitious, consider recording yourself on video.  Watch it back and take notes on what you’d like to improve as well as where you excelled.  This will give you a more accurate perspective on how others perceive you and will also allow you to pinpoint areas of strength and weakness.
  • Find a mentor.  The mentor relationship can be extremely beneficial for both the mentor and protégé.  The first place to look is to your upline, most likely the person who brought you into the business.  If that person is unavailable, he or she can connect you with other experienced and successful direct sales consultants either within your company or others that can help increase your self-esteem through pep talks, professional development opportunities, networking events, etc.  It may be a good idea to observe your mentor in action.  If the person is always at the top of list in sales every month, ask him or her to take you along to a sales presentation or home party.  You may come away from the experience with some fresh ideas that you can apply to your own method.  The key to an effective mentor relationship is having someone that you trust and respect.
  • Find a partner.  A partner, unlike a mentor, doesn’t have to be someone involved in the business.  Sometimes the best partners are people already in our lives that can act as our personal cheerleaders.  A close friend or relative that can share joy in your accomplishments and bolster your self-esteem after rejection would make a great partner.  Identify first what you want and need in a partner and share your ideas with that person.  It never hurts to have someone who you know will be in your corner no matter what.
  • Dress for success.  This may seem obvious, but when we are self-conscious about the way we look, it affects our entire being; this lack of confidence can be sensed by others.  Make sure when you leave the house for a sales demo or training event, for example, you are wearing something that makes you feel good.  It should fit you well, be appropriate for the event (not to casual and not too dressy), and be put together with appropriate accessories and hair style.  A put-together look exudes professionalism, competence, and of course confidence.

How do you find confidence within yourself?  Does it increase your success?  Please share your ideas with us in the comments section below!

Free e-book “Business Owner’s Road Map to Success.” It has over 50 pages of techniques for everything a small business owner needs to master, from business planning and ethical selling to a success mindset. It’s all there and it’s free for you. To get it, just “Like” our Facebook Page here: http://on.fb.me/KsIN6P Pass it on!

DSEF Social Media: Valuable Tools for Direct Sellers

DSEF Social Media: Valuable Tools for Direct Sellers

Jamie Stewart, Chairman of the UK DSA and Managing Director for Kleeneze Ltd, knows there is so much information available on the Internet today that it can be overwhelming for direct sellers, particularly those new to social media. That’s why he advises anyone running a direct selling organization to research and stick to trustworthy resources.

One of Stewart’s most trusted resources is the Direct Selling Education Foundation.

DSEF’s social media platforms—including Facebook, Twitter, YouTube, Pinterest and the Foundation’s blog—offer valuable content that can help direct sellers build their businesses.

“The Twitter feed from the DSEF is top of my list,” says Stewart. “It’s not only a safe, trusted source, but has quality information that is aimed at supporting your direct sellers. I know many people within our business have put the information to good use—after all, it’s putting great information to use that really makes it valuable.”

Nancy Laichas, Director of Marketing & Communications at DSEF, says the Foundation’s social media platform allows DSEF to reach a whole new audience with the wealth of resources it has developed with partners like the Council of Better Business Bureaus (CBBB) and the Credit Union National Association (CUNA). “Tens of the thousands of small business owners, many of whom are direct sellers, now have access to free, credible information on topics like consumer protection, business ethics, personal finance and entrepreneurship skills,” she says.

The DSEF blog features interviews with industry executives, tips on running a business and selling, and guest posts from partner organizations such as CBBB, which initiated a blog post exchange with DSEF. Additionally, CUNA provides links to personal finance articles, and has partnered with the Foundation to produce YouTube videos on a variety of small business topics.

“Blogs like DSEF are valuable to industry veterans and new distributors alike because they provide regular direct sales-specific information” says Dan Macuga, Chief Communications Officer for USANA Health Sciences. “It’s valuable for distributors in that it provides a third-party, non-partisan look at the direct selling industry.”

For companies like USANA that are very active on social media, DSEF’s blog provides third-party content to share with people who are interested in learning about more than just USANA, but the industry in general.

“DSEF’s social media is also a great example of how to create a variety of practical content, such as ‘how-to’ posts packed with interesting facts and useful business-building tips, which even companies that are not as active on social media can easily share,” Macuga says.

One such example would be the “DSA Code of Ethics” videos on the DSEF YouTube channel, which demonstrate how USANA and other direct sellers operate with integrity. “The best-practices employed by DSEF complement what we’re trying to accomplish with USANA’s social media—we want to provide our Associates with entertaining and informative content they can share with their online networks,” Macuga adds.

Mannatech Vice President of Marketing Brett Duncan says that social media has made content more important than ever. “It’s not always easy finding enough content to fill in your editorial calendar for the week,” he says. “We use DSEF’s constant flow of great articles and tips specific to our industry regularly to help fill in those gaps. It’s been a surefire strategy for us, as we can rest easy knowing content is being created with our industry in mind by people who understand the industry. And it’s also given our sales Associates another place to gather with like-minded people even outside of Mannatech and take pride in their profession.”

Sarah Baker Andrus, Director of External Relations and Academic Programs for Vector Marketing Corporation, says she likes to follow the DSEF Facebook page. “Whenever I see posts on that page in my news feed, I always look at them for something of value to our field,” she says. “It’s quite common that the topic they’ve covered or the way they present something is salient enough and relevant enough for our business that we are able repost it and share it on our corporate page on Facebook. The value-add to us is something that we really appreciate. It gives us the chance to share good, generic business information with our field. We like that we are not only always posting information that is Vector or CUTCO specific. I love that DSEF offers information that is really helpful to growing your own business.”

Andrus also appreciates DSEF’s weekly email that explains what the Foundation is focusing on for the week. “My team is able to look at that and say, ‘Hey, here’s something we can piggyback off. There’s something we could add to. Or, that’s a good idea.’ I love the way that they are very proactive, and that they follow an editorial calendar they share with us so we can tie in whenever possible.”

The feedback coming in from the field is both positive and appreciative of the work DSEF does on behalf of those seeking reliable information on the industry.

Says Ally B., an Independent Silpada Designs Representative, “I just want to thank you for all the wonderful articles you post. I read them every day. They are so helpful. They inspire me to do more to promote my business.”

DSEF’s social media can be found at:

RSS http://dsef.org/category/blog-posts
Facebook http://www.facebook.com/TheDSEF
Twitter https://twitter.com/#!/thedsef
Pinterest http://pinterest.com/thedsef
YouTube
http://www.youtube.com/user/TheDSEF

To receive DSEF’s weekly email outlining the coming week’s social media topics, contact Nancy Laichas.

Creating Virtual Worlds to Train Your Salesforce

Creating Virtual Worlds to Train Your Salesforce

 

It’s no secret that the Millennial Generation immerses itself in communication technologies. Gen Yers were raised in a digital world, and everyday life includes the extensive use of social media platforms to research and share information.

So as this generation enters the workforce, how do direct selling companies evolve their traditional sales and training methods to appeal to them?

At the upcoming DSA Annual Meeting in June, DSEF will sponsor “AVATAR WORKSHOP: Using Avatars and Virtual Worlds to Captivate Gen Y,” a workshop that will demonstrate a digital approach to captivating a new generation of direct sales distributors and customers.

Attendees will learn about virtual worlds and how to use avatars—online digital personas that allow users to navigate the virtual environment and interact with other participants—for training and marketing to increase sales, educating and motivating distributors, collecting customer insights for new product development and promoting new products to consumers.

“We want attendees to come away with a vision of how they can engage a new generation of customers and distributors,” says Professor Michael Solomon, Director of the Haub School of Business Center for Consumer Reseach at Saint Joseph’s University, who will co-present the session. “These ‘Digital Natives’ increasingly shop and interact on social media like Facebook. The virtual world platforms we will discuss are the next generation of the online marketplace—they combine the immediacy of Facebook with vivid visual capabilities. Virtual worlds will allow DSA businesses to promote their products and ramp up engagement in traditional venues like home parties as well as in new venues like digital house parties.”

According to co-presenter Greg Marshall, Charles Harwood Professor of Marketing & Strategy at Rollins College, the session will be a little avant-garde. “The slide deck we have put together is not a normal slide deck,” he says. “We are showing a lot of examples of avatar-driven communications and where training could be done in a virtual world environment. Hopefully it will open up attendee interest and even understanding of what is possible using a virtual-world approach, whether it is through customer contact, training, branding or messaging—those are the things that are the real opportunities. We’re hoping this session will be a first salvo at raising interest on the part of the direct selling community.”

The basis for the workshop is a research pilot study funded by DSEF and led by Professors Solomon and Marshall in which a virtual world was constructed for the mark® division of Avon. In July 2010 Solomon and Marshall conducted a series of conference calls with mark’s marketing and online teams to create a virtual sales representative training venue. The virtual venue was completed in August 2010, and this past February mark employees were invited to enter the venue and interact as avatars.

Why is this type of academic research so important? Solomon says forward-looking businesspeople understand the value of staying on top of new technologies and business models, but may not have the luxury of exploring these options because of the ongoing demands of running their companies. “This type of research bridges the gap between new possibilities and everyday practice,” he says. “It reflects a model of cooperation where academic and practitioner partners each contribute a unique set of resources, and an innovative match-making organization like DSEF provides the glue that holds them together.”

Making academic research practical for direct sellers is critical because the divide between academic research and traditional market research—or applied research—is getting narrower and narrower, says Marshall. “Professors are really being held more and more accountable to multiple stakeholders. It’s not just about publishing our work in obscure journals any longer, but hopefully being able to add value to the fields that are connected to our research.”

Marshall added that this type of research has important implications for direct sellers who want to get ahead of the game, not the least of which is that the generation they are dealing with now—whether it is the new sales representatives or the new end-user customers or even individuals working at the corporate level. “You are dealing so much more with the millennial group—that’s the apple of all direct sellers’ eyes right now—and that group lives in a different space from Baby Boomers and Gen X types,” he said. “They want to be able to go out and find out things on their own. They are perfectly comfortable in the virtual space. For training purposes, there are so many interesting applications, such as using a virtual-world approach. For the end-user customer, direct sales has a lot of opportunities to bring them into the virtual world to demonstrate products. It is going to be a brave new world out there when it comes to taking product to market.”

The Avatar Workshop will be held on Monday, June 4, from 10:15 A.M. to 11:30 A.M.