11May
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The direct seller knows about the importance of booking parties to make money. But, as long as there are parties on the book, the direct seller likely doesn’t worry about learning how to get bookings (a subtle difference). This is not something that a person can remain ignorant about because there will be a day when the calendar is empty or they are trying to increase their business and knowing how to get bookings will come in handy.
The biggest aspect of getting bookings is learning how to ask for them. While that sounds easy, how likely are you to put up the phone and say “Hey Jane, will you book a party with me?” – Probably not too likely. This is going to tackle how to do that while being comfortable and natural.
Identify Concerns – They say that there are six main concerns that you will encounter. You likely can easily identify them if you think about it for a few minutes. So you need to be prepared for these and provide a response. You may have answers in the training materials you received when you joined your company or you can talk to your upline.
Turn it into a Question – Many of us do not want to ask for what we want as we are afraid of rejection. But what about turning it around and seeing it as a need for more information instead of being turned down? For instance, if Jane says she doesn’t know enough people, it could be that she is actually saying, could I just have a few people attend? Or if she says that she does not have the time, what she is really saying how long will this take or why should I spare you the time? Once you look at it this way, you can likely come up with a response to get what you want.
Another method that you can use to address concerns customers have is the “feel, felt, found” method. It allows you to stay in agreement with your hostess but you are able to offer another view on the concern.
Taking the example of your hostess being too busy, you can turn it to something like this.
“Jane, I understand how you feel about being busy. Many of the hostesses I deal with feel that they need a lot of time to prepare. But, in reality, I find it only takes them about 45 minutes to prepare their guest list, make some calls and email everyone else. That’s all you need to do! I keep my presentation simple the night of the evening and bring everything needed. You get to enjoy a night with the girls, have fun, and earn free product.”
By approaching your customers in this method, it will feel more natural and comfortable for you which will come across. Your customers will not feel that you are pushing them and you should have better success.
Business, company, Customer, direct sales booking concerns, direct sales concerns, Direct selling, free product, getting bookings in directs sales
20Apr
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If you have been in direct sales for any amount of time, you know that the money is in making phone calls. But for many people, that phone weighs a million pounds and we do everything we can to avoid using it. That said, if you want to get your business to pick up and expand, it is essential that you make calls. Start by making customer care calls – they are not sales calls, they are just calling to see if your customer is happy.
Start by making a list of those people that have bought or hosted a party with you. This is your warm list and you can be more confident calling them to start out with.
If you are not sure what to say, here is a script to help you out:
“Hi Jane, its Sharon calling from XYZ Company. We met at Susie’s party back in September. I have a note that you purchased Y widget, I’m just wondering how that is working out for you?”
Depending on the response you get will determine where the conversation goes.
Ran out of product – This is pretty easy. If Jane ran out of product, ask her if she is interested in hosting her own event and earning product free.
Doesn’t like it – Ask her what it is that she does not like. Maybe she picked the wrong style/colour/scent or something that is easily remedied. Depending on the situation, you may want to offer an exchange or a discount on a future purchase.
If she does not provide much feedback, you may want to move onto a different topic. In this case, you could try any of the following ideas:
- A new product that was just introduced
- Information about a new catalogue that was just released
Hopefully when you get off the phone you have either gotten an order or you have a booking. Depending on how the conversation went, you could ask Jane if you can call her again in a few months to see if she needs more product or to host.
Challenge yourself to make two calls a day. If your calling list is short, ask those you call for a referral. You may want to consider implementing a referral program for that reason.
Business, Customer, Customer service, customer service calls, customer service telephone calls, direct sales telephone, Direct selling, phone calls, Telephone, Telephone call, telephone calls
19Apr
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As much as many direct sellers hate the phone, it’s important that we use it to keep our business moving. Many do not even realize what you can accomplish by making customer care calls but have you considered these reasons:
- Check to see how a customer likes their purchase
- Call to see if the customer needs to purchase additional product or replacements
- To introduce a new catalogue or product line
- To advise of products being discontinued
- Add bookings to your calendar
- Get orders and reorders
- Asking for referrals
- Invitation to events
When you are getting ready to make your calls, there are a few things you can do to make them more pleasant for you.
- Be positive when picking up the phone and smile.
- Be professional. People decide within 15 seconds if they are going to talk to you.
- Ask if now is a good time to talk. If not, ask if you can call back at a later time and if there is a time that would be better.
- Have a purpose when you pick up the phone and let them know right away
- Personalize your call. Add notes to your call list for the next time you call and refer to them. Ask about their new baby or the new job.
- Be confident! You have something exciting to share so make sure this comes through.
- Have a script prepared. But.. do not write it in paragraph form, make it in bullet points so that it feels more natural.
- Follow up on your presentation before hanging up. If you called to ask about a booking but you got side tracked, return to it and ask before ending the call.
Chances are a lot of the reason why you avoid doing calls is that you do not feel confident or how to approach them. Follow these ideas and you won’t even notice the weight of the phone.
calling customers, Customer, customer calls, customer care calls, Customer service, making phone calls, making telephone calls, Telephone, using the telephone
06Feb
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I do a lot of reading and searching of the Internet to come up with ideas to post here. Some of these are things I already knew or had heard of, and some are new to me. That said, maybe they are not new to you. Not all ideas that I post will work for you or will be things that you want to do. That is fine. These are just that, ideas, to help you out and possibly be ideas that you had not thought of yourself.
This is one I read about a bit ago. I’m not sure that I would personally be comfortable doing this, but maybe you would be. You can use this scenario when you have a captive audience such as a cashier, waitress, receptionist or anyone else you interact with for a minute or two.
Say: “You look familiar, have we met at one of my parties?”
Likely reaction: “What party?”
Your response: “Oh, I sell ABC item” and hand over a business card, brochure or whatever you carry with you.
From here, the conversation likely will continue on naturally and you may have a new customer, hostesses or even consultant. Of course, you may have to follow up later if they are thinking of signing, but you made the first contact.
Another variation I have heard is taking the phone book, opening it up to a random page, and calling that person. Similar situation.
You: “Hi, is this Jennifer?”
Them: “No, you have a wrong number”
You: “Oh, this isn’t Jennifer that hosted a party with me last week?”
Them: “No, it’s not. “
You: “Oh, my apologies. I wanted to make arrangements with her to deliver all her free product”
Hopefully at this point, the person you are speaking to will pick up on the free product and ask for more information.
Business, Conversation, Customer, customers in direct sales, direct sales customers, facebook, free product, social media, unconventional ways to get customers
16Dec
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For some in direct sales, they have too many customers and want to get rid of some of them. If that is the case, here are something’s that you can do to lose those pesky customers.
Customer Service– Never get in touch with the customer again. Do not follow up, do not add them to your newsletter list. If they call you, do not return their phone c
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alls to see what they wanted or to book them.
Don’t Deliver Product – This is always a great way to lose that direct sales customer, but you may also lose your ability to sell with your company. This may not be the best method to use to get rid of customers.
Do not Hostess Coach – If you have a party scheduled that you really do not want to do, it is best not to show up for it. This is guaranteed to leave a sour taste in the mouth of the hostess and her friends and you will not hear from them again.
Pass them On – A less harmful method of losing customers is to pass them on to another rep. This is especially great if the customer continues to contact you even if you have followed the previous steps and they persist. Other reps may be grateful to take them off your hands.
Be Honest – You could simply tell the people that you run into that you are no longer taking new clients and give them the business card for someone else. This hits two birds with one stone as you never have their contact information nor do they have yours to get in touch with you in the first place.
If you cannot tell, this article is truly in jest and I highly advise you do the opposite of what the advise in this article says.
Business, company, Customer, Customer service, dealing with customers, Direct selling, Hostess (brand), how to deal with customers
12Dec
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When it comes to your customers and how they pick a direct sales consultant to deal with, some of them pick the first person they encounter whereas others do some research. If you know what they use to pick a person, it may help you get found more easily.
The Consultant they know – The easiest way to get new customers is to do parties. Chances are, when those people are ready to book their own direct sales event, they will contact you as they know you already. They know that they are able to trust you to show up, take the orders and deliver the product in a timely manner. But, if you did not do that or if they did not like you for whatever reason, they are likely to look for someone else.
Ask Friends – If a person has not been to a direct sales event in a while and is looking for a consultant, chances are they are going to be looking around to find one. A method they use is to then ask their friends if they know any consultants with the company they want to have a party with.
Company Website – Many times people will head to the company’s website to find a consultant. Check your company’s site occasionally to make sure that you are listed there. If you are not, you may want to check with your company to see what they require to make sure you get a listing. People may also choose to contact the company directly to find a direct sales consultant, especially if no one comes up on the list.
Local Classified – Another option for someone is to check out the local classifieds to see if they can find a representative. You should always have an active ad if you can for this reason. It does not have to be an ad about booking a party – it could be a stock sale, a link to like your fanpage or information about a new catalogue that just came out.
Facebook – If you do not have a fanpage, you may want to consider getting one. I have had a few customers find me by typing in the company name in the search box. My fanpage is titled with my name and then independent consultant and my company’s name. This meets the requirements that my company has as well as letting people know what company I am with.
Search Engines – Have you ever checked the search engines to see if you come up? Chances are, you may not if you only have your site through your company, but if you have done some other things to advertise yourself, you may be surprised. Just type in “Your Company Your City” and see what comes up. I know my Facebook fanpage has been found that way several times.
The easier you are to find, the easier it will be for people who do not know about you to locate you and engage your services. If you do not find yourself with these searches, you may want to work on having people find you.
being found by customers, Business, company, Customer, Direct selling, facebook, finding customers, locating customers, Market, website
09Nov
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Guest post by Derrick Cruise
Most consumers are familiar with the concept of direct sales – a majority of these products include health and beauty products, household goods, and even kitchenware. There are likely few people who haven’t been invited to, attended, or even hosted a direct sale party – if the people in question are women. Direct sale gatherings are often geared towards women, given the merchandise, and are a chance to act on deals that might not be available in retail stores. Men, however, account for about 20% of direct sellers in the United States and are clearly a largely untapped resource.
When considering direct sale offerings, products that leap to mind include those for skin care, candles, and cooking implements. While men are welcome in this arena, perhaps especially when looking for gift ideas, the audiences for these products are generally women. A direct sale company looking to appeal to men’s interests would clearly be wise to offer products that men are interested in, but to also address men as individual consumers. That is, they should approach men as the consumers they are, rather than speaking to men through their sisters, mothers, or wives and making insignificant the contributions men make to the direct sale industry.
Launched in 2009, a direct sales company called The Man Cave is on the right track when it comes to knowing its audience. Approaching men with products they’re likely to be interested in, including steaks and the accessories with which to grill them, The Man Cave is proving successful and gaining nationwide attention. The sky is the proverbial limit with a company who will probably offer more products as sales continue to rise, perhaps even eventually including a line of skin care items that a man might ordinarily shun through a “woman’s company” like Mary Kay.
When it comes to starting a direct sales career, be sure the company of interest is reputable. A little research will provide important information, such as the company’s reputation in the business world and consumer feedback about products. It is important to offer a product that the seller would personally use and to make sure sales attempts won’t be thwarted by serious issues, such as protests against the company from consumer rights groups or lawsuits. An awareness of the start-up costs is also important, as well as knowing how sellers are compensated. Working with someone who is already a sales representative with the company can be a great opportunity to gain a mentor. Get direction, advice about products that consumers are especially interested in, and even develop effective marketing strategies that will result in success.
Certainly there is vast opportunity to be realized when targeting men for direct sales, a fact that at least one company has acted upon. Consumers, whether female or male, want a shopping experience that speaks to their needs. The products may be different but the goal is the same. Target men on their level and follow the resulting path to success.
Business, customer payment, direct sales and men, Direct selling, men in direct sales, men involved with direct sales
22Aug
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A satisfaction call is pretty much exactly what it sounds like – a call to see if the customer is satisfied with their product. Do not use this as a sales pitch!
“Hi Jane, its Sharon calling with XYZ company. I was just calling to see how that widget that you bought at Tammy’s party is working out for you”
“No problems? That’s great! I won’t take any more of your time but just wanted to make sure you were 100% satisfied. Thanks!”
“Oohh.. I’m sorry to hear that A isn’t working properly for you. Did you try H and I to get it going properly? Did you take care of it by doing J?” Offer suggestions or tips as to how to improve their results.
If the product still is not working after making suggestions, you may have to consider exchanging the product or giving them a refund. How you handle the issue will likely be partially determined by what your company policy is as well as what you personally feel you should do.
It is always a good idea to go view the product before making an offer to replace something as sometimes it is as simple as turning an item a specific way or something is not lined up correctly.
Nothing says you have to replace or refund the customer for their purchase, but keep in mind that depending on the situation, you may never see this customer again. For some people, this is not an issue.
Business Services, Customer, Customer Management, Customer satisfaction, Customer service, following up on purchases, product followup
19Aug
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Sometimes direct sales can be frustrating. You have a party on the books, you are hostess coaching, and a few days before the event the hostess cancels on you. Maybe it is one of your prime dates and now you are going to be home, not making an income that night. One suggestion is to charge a party deposit to help prevent this. While it is ultimately up to you whether you charge one or not, here are some things to consider.
Advantages to a deposit:
People are less likely to cancel if they lose a deposit
If there is a sales/attendance requirement to get the deposit back, people are more likely to make an effort
Guaranteed sales if you roll the deposit into product for the host
Disadvantages to a deposit:
People are less likely to book a party with you when they know there are other reps that do not charge
It may be difficult to get bookings from a party when you institute this policy
People may expect more if they have to give a deposit
Determining what is an appropriate amount
Setting a policy that the customer signs to make sure they are aware of what is a valid reason to cancel
Quite honestly, while a deposit sounds like a great idea, in practicality, it is not necessarily the greatest thing to do. If you find that you are getting a lot of cancellations, you may want to start asking people why they are cancelling to find out what is going on. If you are only getting a few, chalk it up to life and use that time to make customer satisfaction calls or advertising.
Do you charge a deposit? Does it work for you?
Business, Business Services, charging a deposit, Customer Management, deposit for direct sales, direct sales and deposits, direct sales party deposit, Direct selling
12Aug
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When it comes right down to it, yes, the person can buy the same product at a discount store as they can buy through a direct sales consultant. But, there are benefits to purchasing through a direct sales person as opposed to the store.
Customer service is huge! Make sure you are there for your customers. Check to see how the product is working for them and if they need anything else in regards to information on using the product.
Knowledge – You can help your customer pick out the product that is exactly right for them. At the discount stores, they are lucky to find someone to help them checkout. Not only that, but you can help the customer with knowledge about how to use the product.
Free product – How many discount stores are going to give you discounted/free product when you get a few people together to shop? Personally, I don’t know any, do you?
Quality – Quite often, the products that you buy through direct sales are better quality than those that you buy at the discount store. Yes, they may cost more, but they are worth it for what you get.
Selection – Ever gone to the discount store and they are out of what you want? That doesn’t happen when you order from the direct sales consultant as they bring the product that you specifically want in just for you.
Getting together – A big reason that people host direct sales events are to get together with friends and families. They get to visit, do a bit of shopping, and just relax. How many discount stores do you know that encourage you to come in with a group of friends and then let you sit back while they show you items available for purchase?
Of course, there are benefits that the discount stores have over the direct sales consultant, but if you are prepared, you will be ready to mention them.
Get product right there – You can fight this one by mentioning how if they buy from you, they know they will get exactly what they want and that it is fresh product and it has not been sitting on a shelf for months. Offer to deliver right to their door so that they do not need to go out to get their product.
Cost – Remind them the quality that they are getting from the direct sales consultant versus the discount store.
Assistance – If they forget how something works, chances are if they try calling up the discount store, they are going to get laughed at for asking for assistance. But they can call their direct sales consultant who will be more than happy to explain and offer some tips.
Customer, Customer Management, Customer service, dealing with customer, direct sales customers, Direct selling, discount stores versus direct sales, discount stores vs direct sales, why buy through direct sales
