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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
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