Direct Sales Help

Providing Customized Customer Service to your Downline

Sharon — Fri, 18 May 2012 12:01:34 +0000

As time moves on, everything continues to evolve. This is also true of marketing. One of the trends is the practice of niche-marketing. What this means is that you make a deliberate attempt to narrowly define what your marketing message is so that it speaks powerfully and clearly to those that you are able to work with. By using this method, you can fine-tune your marketing message and continue to grow your business even in an uncertain economy.

Knowing all this, you can then use a technique called niche-servicing which will help to improve loyalty, retention, revitalize your recruiting efforts and strengthen your team’s moral. It means to narrowly define the segments that exist in the customer base and to understand, acknowledge and meet the unique needs of each of these segments.

There are four components you can look at so we will do that here so that you can do this within your own business

1) Define the segments within the distributor base. Meaning, you do not see your distributors as one group with the same interests, motivation and needs. Start by pulling various data to get some ideas of where they are: Ages (under 29, 30 to 45, 46 to 65, and 66 and over). What other groups can you find in your downline – single people, married people, parents, hobbyists, small town sellers?

2) Understand their needs. Once you know what segments you are dealing with, you then need to find out what is unique and significant to each group. There are a variety of methods you can employ to do this but the easiest might be online surveys (easy analytics once you have results) or just having a phone conversation. You could try email or whatever other means of communication you have available.

3) Acknowledge the specific needs of each group. The first step to incorporating niche-service into your business is to acknowledge these various groups as valued segments. You could spotlight a different success story each month such as a husband and wife who show a great partnership in both business and life or maybe a single mom who is able to accomplish her dreams. Try and find a way to acknowledge everyone at some point as this can do more for the moral of your team than you may realize.

4) Find ways to meet the needs of your team groups. Here is where you are going to do the most work by showing your team that you are willing to go the extra mile to help them. Maybe you want to tackle techniques that someone working 9-5 and then trying to run a business can use to make better use of her time; maybe you want to talk about how those who are in their 20’s can be taken seriously in the business – chances are you can find a variety of methods that will help out your team.

By taking the time to identify the various niches within your sales team, you can identify where they may need assistance and provide specialized help for them. While it can take some time to figure this out, once you the groups, you can help them improve their business which will help to improve yours.

This post originally appeared on Direct Sales Help http://directsaleshelp.com . If you are reading this material outside of subscribing to my RSS feed, the site you are on is in violation of the copyright. Please contact me at Direct Sales Help http://directsaleshelp.com to report this violation.

Planting Opportunity Seeds outside Parties

Sharon — Wed, 16 May 2012 12:01:25 +0000

Are you planting seeds with everyone that you encounter about your direct sales business? These seeds relate to purchasing, hosting and even joining if they are so inclined. You have interactions and conversations with a variety of people every day and you could be passing up all sorts of people who are interested n your product and would love to be involved! Set a goal to use one of these methods every day to talk to someone about your direct sales business.

A Friendly Stranger

“You are so friendly and fun loving! Have you thought about having your own business? You would be great!”

Life of the Event

“You are such a fun person! Have you considered a career where you can party, have fun and make some new friends? Could you get excited about that?

The Put Together Person

“You seem to have a talent for (pick something sincere and business related). I would love to show you how that can be turned into your own business. I cannot believe that I get paid for doing something I love!”

Opportunity Enthusiast

“My business involves having fun and (type of product). I show people how to turn a love for (type of product) into a rewarding and profitable business. Do you know someone that would be interested in this type of business?”

Get into the habit of planting direct sales opportunity seeds, set a goal to approach at least one person, but actually to approach three people, every day. Make a note of who you approach and what the outcome is. Fill your business card holder before you head out as once you get started, you may not want to quit! This technique is best used in person and you may want to practice some of the wording beforehand. Words have power!

Writing procedures builds your business

Sharon — Mon, 14 May 2012 12:01:28 +0000

You want to work for yourself so you can keep the profits, set your own rules and enjoy working, right? So things like procedures and manuals seem a bit heavy and boring – especially when you’re busy trying to get things done.

I’m a bit of a free spirit myself – I hate being restricted and having to do things someone else’s way, and I never used to get excited by a procedure or manual either!

Consistency builds strong foundations

Consistency really is a key to business success.

Policies and procedures (Photo credit: Wikipedia)

Being consistent builds your reputation and encourages people to come back and recommend you to others.

It also makes life easier for you – for example, if you always put the same information at the start or finish of a presentation it becomes habit and you won’t forget to say anything important.

A written procedure makes it much easier to stay consistent – just the act of writing it down will help cement the steps in your mind.

Once you build a team of consultants, a written procedure is a good way to help them remember their training and do things the most efficient or effective way. This way you get consistency throughout your team, not just from yourself.

Spending time to save time

Writing procedures will take some time – but probably not as much as you expect. Just jot down the steps as you do something and you have the basis of a procedure.

Once you have a procedure written down, it can save you time by:

You don’t have to remember how to do something you don’t do very often (for example recording unusual items in your accounts or completing an online tax return)
Training recruits is easier as you need only show them once and let the procedure remind them
Giving a copy to your team so they don’t have to ask you about basic processes and concepts as often
Ensuring tasks are done correctly and accurately, saving you needing to retrain
Knowing your team has the procedures to do things correctly without extra effort on your part – which means less work for you when it comes to training.

Professionalism starts with little things

Being seen as professional builds trust and credibility for you and your business. That doesn’t mean you have to be impersonal and formal, but you do need to take care of the details.

Professionalism is built on consistency and perceptions.

Once you build a team and need to train people, you will appear much more professional handing out written procedures than giving some unprepared talks without notes. Impressing your team with your professionalism makes it more likely they will act professionally and try to live up to your standard.

Not sure where to start or need to learn more? Tash has written a no-nonsense eBook on writing procedures, as well as giving tips on effective communications in her blog.

Responding to Booking Concerns in Direct Sales

Sharon — Fri, 11 May 2012 12:01:22 +0000

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.

8 Ways to Re-purpose Extra Stock in Direct Sales

Sharon — Wed, 09 May 2012 12:01:36 +0000

If you have been in direct sales for any amount of time, chances are you have accumulated inventory that you do not need. Maybe it was free with a purchase and a customer didn’t want it, maybe it was a hostess gift not taken or maybe it was a purchase at 50% off. Regardless, you have these items taking up space in your home. Instead of them taking up room and having them cost you money (especially if it was stock product you paid for), put them to work earning income for you.

Bookings – Offer a gift when someone books a party. Maybe you already do – you can sweeten the pot with something extra. Bring the list, talk to the hostess about their likes, or find some other method to remove something from your stock pile to their house for hosting.

Customer Orders – Another great incentive is offering a gift or discount when a customer spends a certain amount. You could offer ½ off an item from a list (your stock list) or maybe a free gift. It is up to you. You will be surprised how many people will spend an extra 10 or 15 bucks to earn something free!

Recruits – Have someone new signing up or thinking of signing? Offer to give them extra stock to help them get started. But, make it contingent on them achieving various levels of sales or some other incentive.

New Catalogue Party – Host a party at your house when the new catalogue comes out. Put your stock out for sale at discounted prices. Keep any current product and sell it at current rates, but anything that is no longer available – discount it and get it out!

Rewards – Do you have team contests and offer prizes? Give them items from your stockpile! Depending on where they are in their business, they can then give it away for hostess gifts or sell it. Win, win for everyone!

Donations – Is there a cause that is near and dear to your heart looking for prizes to give away or raffle? Here is a great time to contribute something – you get a tax receipt and exposure and the charity can earn money from your product.

Trade – Have products that you would like from other companies? See if they would like something of yours and do a trade for it.

Gifts – Do you have something in your stock pile that you know that your aunt would love? Why not give it to her as a gift? It could be for her birthday, the holidays or a just because type of gift.

Do you use your stockpile of goods for any other purpose? What do you think is the best use for it? Please share in the comments.

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Can Social Media Improve A Direct Sales Business?

Sharon — Mon, 07 May 2012 12:01:49 +0000

In this day and age, direct sales businesses are often struggling to attract new customers. Bringing in the revenue is never a simple affair. These companies must do what they can to succeed on a day-to-day basis, which means striving to bring new customers to the table. Perhaps the most effective and inexpensive option involves social media. Of course, social media is not a new concept, but its business applications are constantly evolving these days and cannot be ignored.

A direct sales business does not rely upon retail stores to bring in revenue. In fact, independent operators must directly bring the product to consumers. That might mean going door-to-door for sales or putting on an exhibition for individual companies. It all depends upon what a particular business is trying to sell as far as inventory is concerned. Luckily, all direct sales companies can benefit from the use of social media in various ways right now without spending money.

For starters, simply signing up for a social media account does not cost a penny. Running these accounts is relatively hassle-free even when a business utilizes multiple sites. All of these accounts can further a company’s goal of selling more products and raking in more profits. Someone who runs a business and properly uses social media to further their sales can see great results right away. Without a doubt, social media is the single most effective advertising tool available today.

Since direct sales businesses must go directly to the consumer, social media is only second to face-to-face interactions with potential customers in effectiveness. This is the case whether you are Zivelo or Amtrak. With that in mind, an independent operator can directly advertise to customers and offer plenty of extra bonuses. Social media can be used to bring in more sales because more potential customers can be reached with ease. The Internet runs at every moment of each day, so reaching customers is not an issue. Obviously, this fact cannot be denied.

For a direct sales business, social media does not guarantee increased sales and success. Business owners that can successfully utilize and manage these accounts will reap the benefits right away. Social media boost the connection between companies and potential customers, and such a connection is otherwise difficult to make. Direct sales are especially difficult nowadays for numerous reasons. However, social media can improve any direct sales business with the right moves. Nobody should count out the power of such sites.

Written by David

Facebook as a Platform for Social Networking and Marketing

Sharon — Fri, 04 May 2012 12:01:24 +0000

It’s amazing how much controversy as well as addiction a social networking site can create. From the time of its conception Facebook (FB) has faced the heat of both fans as well as detractors; the latter consider it a waste of time and an identity threat. Given the current rise in usage of social media and the need people have to connect on the go, FB has become indispensible though there are people who consciously do without it.

Image via CrunchBase

Marketing and advertising are features that are attracting not only companies but private entrepreneurs too. For those starting out as freelancers or doing gigs, the page making facility helps get one posted for free on a platform that’s bound to win an audience.

However, 2012 has brought in some amusing incidents where it seems the Facebook team will have to admit, you just can’t please them all. It all started out with the new enemy list application. Now instead of just being able to elevate friends to the status of best buddies or close chums, Facebook allows you to also display an enemy list! It’s rather amusing as some enthusiastic users have waged a war against tomatoes by adding it to this enemy list! But on the more serious side, the advertisement offering services as most users will note, are a big hit as you have ‘n’ amount of people who’ll have a look at your ad .

William Shakespeare had asked, ‘What’s in a name?’ According to Facebook, it could be fake or fabricated and so worthy of being blocked. That’s what happened recently to a community of thousands of Facebook subscribers from the Indian state of Assam as they are named ‘Chutia’ pronounced ‘Sutiya’ whose spelling in Hindi is an expletive.

Another name that generated a lot of heat but unfortunately little light is the controversy about Salman’s Rushdie’s first name which the site insisted was not Salman but a more Islamic sounding one. For his part, Salman insisted that it should be ‘Salman’ as that is the name fans of his books know him.

If you go through the community lists on Facebook, you might end up finding your favorite café digging cyber space with your favorite brand of chocolate or even favorite movie. The marketers have used the fan attracting facility to their advantage as well as the ‘like’ button. What can be a better way to get friends of friends interested in a product or concert than by an advert of it popping up stating so many mutual friends are game on this? Funnily, it has been noted that around three million people have signed a petition for an ‘unlike’ button too!

Our educators too are showing themselves Facebook savvy and many a time you’ll find a professor posting about new notes being distributed or a scheduled class test. Nor are budding writers deterred as making a page devoted to their writings is just a click away. Thus, the world is in its own individual ways using Facebook as a means of social connectivity as well as marketing. Perhaps its ease of use and well designed layout lend it charm that has made many a college student an addict.

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Anthony is a plumbing expert. He believes that a good shower is not the one that has lavish shower rose or a well polished exterior but the one that has high quality and well fitted shower spares and shower pumps.

How a Blog can Help Direct Sales

Sharon — Wed, 02 May 2012 12:01:32 +0000

If you’re online, you’ve heard of blogs – you’ve probably even read a couple of them. So you have an idea of what a blog is.

But have you thought about using a blog as a marketing tool in your own business?

It seems too hard

mappa_blog (Photo credit: francescopozzi)

Let’s look at the usual negatives first as you need to answer these before you can see the value of a blog.

I don’t have any money for marketing
Blogging costs more time than money – blog software is free and you can have it hosted for free, too (whether that’s the best option we can discuss another time!) All you have to do is write some posts – any other expenses are optional.
What can I write?
About your products and parties is the simple answer – include stories of people using your products (as intended and in creative ways), testimonials and unusual parties (different times, locations and themes are interesting). Add in company and personal news and things you learn along the way, and your blog is filling up
I’m not good at writing
You don’t have to be Shakespeare to write a blog so don’t be too hard on yourself. If you really can’t write, get some help with the writing or have your work edited, and start reading up to improve your writing skills
My direct sales company won’t let me
Make sure you understand the rules properly – you may be able to blog without naming the company for instance – but this point must be considered to stay with any agreements you have signed.

Advantages of blogging

You’re running a business and you want people to know about it, yes? Well, here are some ways that a blog can help you achieve your goals:

You get more exposure to potential customers and recruits – directly through the blog but also for additional traffic to your main website if you have one
It is cheap so you can blog even if you can’t afford much else in the way of marketing
You can show people who you are – if I read your blog and feel friendly about you I am more likely to host a party with you than if I just see your name in a directory.
You get to show off your knowledge of your products so I can trust you to lead me to the right product for my situation
You show you are generous and caring by sharing information so I trust you – this could be really important if I am dubious about direct sales people
You can build relationships with people – answer queries in the comments section, use real life questions and situations as posts, and refer to real people you do business with (you may be surprised at how happy Mary will be if you post a story about her party and the to-die-for chocolate cake she served.)
If you don’t have a website, a blog can be a central place for people to find your contact details (I bet many people would call you back even years later if only they could find your details again), display testimonials and refer any social media efforts towards

Have you used a blog in your business? What rewards did it give you?

Interested in blogging but unsure of where to start? Tash Hughes’ blog contains tips and ideas about blogging, improving writing skills and communicating effectively.

Top 5 Ways to Promote Your New Business

Sharon — Mon, 30 Apr 2012 12:01:35 +0000

Starting a home based business may not be as easy a task as many would think. The market is full of new competition and seasoned players. It is challenging and many lose hope. However, you can always start and run a new business in an effortless way by making wise and informed decisions. You also need to employ the right marketing tips to promote a business and enhance your profitability.

The use of custom promotional wristbands is an innovative and effective method to promote your business. They are popular and effective because you can use a custom message that suits your business to achieve the marketing goals that you have in mind. Additionally, a company logo can be incorporated in a wrist band to enhance its efficiency. Since many people love wristbands and they are products that can use efficiently over a long haul, you will always know that the marketing message has been delivered. They are also stylish and durable. Because of this, you can use them to target prospects on different occasions. They are an effective promotional tool and allow you to achieve your marketing or advertisement goals in a cost effective way.

Using giveaways is an effective way to promote a new business. Giveaways can be used during contests which are targeted at prospects to win prizes and freebies. Many people across the globe love free offers, promotions and to participate in competitions where they can win lots of prizes. They are effective promotional products in the sense that you can print a marketing message on the products so clients can know of the products and services you offer.

The use of social media is an effective and top way to promote a new business. Many people today are active users of social sites such as Facebook. In this reason, it is important to have a social page on different networks where you can reach out to target customers. Run competitions, open chats and interact with clients. Learn what they expect of you and promise to deliver services that meet and surpass their expectations. Identify a network that most of your prospects use and utilize it efficiently to promote the business.

Uses of PR and publicity methods are an excellent way to promote your business. Design an effective press release and send it to media outlets. More importantly, ensure your story has high quality content and an interesting angle because it increases chances of being included in news headlines. This allows many people to learn of the business as well as products and services you provide.

Blogging is another effective way to promote a new business. Set up a blog that will be used solely to enhance brand visibility. Communicate all details about your products, services and business on the blog. More importantly, ensure the information is factual, interesting and informative. This will help to attract more target prospects hence promoting your business in a cost effective way.

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Natasha is blogger and writer, interested in various topics, currently exploring best ways to advertise and promote new business from different angles.

Statistics about Women in Home Based Business – Infographic

Sharon — Fri, 27 Apr 2012 12:01:09 +0000

Direct Sales Help

Providing Customized Customer Service to your Downline

Related Posts:

Planting Opportunity Seeds outside Parties

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Writing procedures builds your business

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Responding to Booking Concerns in Direct Sales

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8 Ways to Re-purpose Extra Stock in Direct Sales

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Can Social Media Improve A Direct Sales Business?

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Facebook as a Platform for Social Networking and Marketing

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How a Blog can Help Direct Sales

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Top 5 Ways to Promote Your New Business

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Statistics about Women in Home Based Business – Infographic

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