Direct sales can be a tough industry. You, of course, want to make as much money as possible. The problem is – so does everyone else.
To be successful you have to work smarter than your competitors. If you use these two direct sales secrets, you’ll be far more successful than most of your competition.
Your first task is to Brand Yourself. Let’s use McDonalds as an example. Anybody can sell hamburgers. Service and quality will vary depending on where you buy a burger.
However, if you walk into a McDonalds store anywhere in the world, you know what quality of food and service to expect. Why? Because McDonalds has spent a great deal of time and money creating their Brand. Everyone is familiar with the yellow logo because of their comprehensive marketing strategy.
Branding yourself isn’t hard. Think of the best qualities you believe people should have. Successful people usually share similar traits. They are:
• a good leader
Generally, people don’t buy products just for the sake of it. They make a purchase because they have confidence in the person selling to them.
Picture twin brothers. Bill is dressed in torn jeans, a ripped T-shirt with stains, and has bare feet. Bob is dressed in a pair of neatly pressed trousers, an wrinkle-free business shirt, socks and black leather shoes.
They’re selling the same product at the same price. Who would you buy from?
That’s what branding is all about. Showing people what standard of goods and services they’ll get from you.
The second hot tip is to forget about making money. Read that sentence again. It’s not a mistake. Nobody cares how much money you make. Except you.
Your customers want to know one important thing. What’s in it for me? Commonly known as WIIFM.
Let’s use Tupperware as an example. Most people are familiar with the overall concept of having various containers of differing sizes and shapes in which to store and serve food, in particular.
Your customer wants to know what a particular container will do to make life easier for her. That’s why product knowledge is vital. You need to have answers if you want to make sales.
We’ll use Bill as our example again. He created his brand and now wants to learn the second secret. We were born with two ears and one mouth for a reason. It’s so we can listen twice as much as we speak.
Bill hosts a open house in his home one evening and demonstrates a variety of Tupperware products. Apart from talking, he’s also listening to questions directed at him and comments made among his guests. He observes which products seem to be the most popular.
Then Bill uses his new skill. He learns Mary needs some new containers since her family has grown.
Bill shows Mary the set of six containers that she had been eyeing during the presentation. The ones that caused her to light up when she saw that most of them would fit inside the others in the set saving space.
The sale has already been made, Mary just doesn’t realize it yet. Bill shows her the instruction book and the features list, which includes the fact that these containers are microwave-safe, childproof and airtight. Mary places her order.
Bill made this sale because he listened and watched. Mary made the decision herself and Bill simply offered a little more information to seal the deal.
Somebody very wise once wrote – If you help enough other people get what they want, you can have anything you want. That’s never more true than in direct sales. That’s a pretty hot secret of its own, don’t you think?
Are you in a direct sales business and trying to figure out, like me, how to streamline your systems so that you can spend more of your precious business time working on income generating activities?
Well, I’m here to tell you that there are some simple steps you can take NOW to help your business for the long term and an Autoresponder is one of those ways! An autoresponder is an online program that takes a prewritten email message or series of messages that you’ve created and sends it out automatically when someone signs up either via email or a web form.
That sounds a whole lot more complicated than it really is. So let me give you examples that might work in various aspects of your direct sales business to help you see how easy this really is:
Lead follow up and tracking.
Do you advertise either online or offline? With an autoresponder you can put an email address into your advertisement and when one of your potential customers/recruits emails you to find out more about your company, they are automatically sent your initial packet of information instantly. Take it one step further and you can even put a different email address into each ad, making it easy to track which ads are producing results.
Do you have a coupon or e-book that you can give away to potential new customers or recruits? Set it up in your autoresponder and create a web form (all free with most systems) that you can place in your blog or on your website. Then just add a quick statement of “Request more information on my business today and receive a free gift” sending interested prospects to your autoresponder where the gift and the information are sent to them automatically!
If you’ve built a team of distributors under you, you’ll want to stay in contact with them regularly. An autoresponder can do that easily, first with a “welcome to my team” email and then later as you broadcast your team newsletter through the list.
Help your new consultants get off to a great start in their new business with a series of email training messages geared toward those days when they are waiting for their starter kit. It’s a great way to keep the enthusiasm high during those first days!
Is there a specific area in your direct sales business that seems to generate the same questions from all the distributors in your group? Set up another series of emails specific to that business topic and set up your team members there as the questions come in.
As your direct sales business grows you’ll promote leaders from your team. Set up a series of emails congratulating them on their promotion and encouraging them in their new role as leader. Many people in direct sales have no idea what it means to lead a team of their own and you can set up a system to get them trained and equipped as well. and have it work for
Stay in contact with your customers by using an autoresponder series just like you do with your downline. Have a welcome series for new customers to keep your name and information in front of them.
Set up a series of emails that highlight a product of the month from your product line, or an email class on how to use some of your products.
Set up a series of contest emails for either your customer base or your downline. For instance, have a “scavenger hunt” through your catalog and use the autoresponder system to create the excitement over a series of
I’m guessing that most of you, unless you’re brand new to direct sales, have much of the information for many of the above ideas already in your computer somewhere. With an autoresponder it’s just a matter of transferring that information into the system where it can work for you, even when you’re off doing other things. Give it a try. Many autoresponders have a free trial offer so you can check out how they work before you take the plunge. but after just 6 months of using it with my own direct sales business, I can tell you it’s well worth every penny!