Direct Selling For Dummies. Ellsworth Belinda

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      ✔ Tools for home repair

      ✔ Weight management and workout supplies

      And it’s not just about products. Services sold through direct sales can include the following:

      Those lists are just a sampling. There are hundreds of categories of items you can market or purchase through direct sales companies.

      Personal Attributes and Skills Needed for Direct Sales

      Succeeding in direct sales calls for a certain combination of personality traits and skills. Despite their apparent differences, the same personality traits and skills come in handy with all three of the business models:

      Beyond those generally applicable traits, you’ll find that possessing or cultivating many other skills and talents will be of immense help to you in direct sales. This section discusses those and why they are important.

      It is imperative that you authentically and completely believe in the product you represent. Without that, your skills will fail to convince others, and the experience will be so lacking in satisfaction that it will all feel like hard work.

      You need a clear and specific vision of what you want to achieve with your business. And you need to define, in writing, your income goals, production goals, progress up the company ranks, and what having this business will do for your life and how it will feel (read more about this in Chapter 5). You’ll hear people refer to this as your why. Having this strong why will help you overcome the challenges you will inevitably encounter.

      If you’re naturally a great communicator, you’re in luck. But even if you’re not, if you’re determined, it is possible to significantly improve your communication skills and reap the benefits in your life and in your business. This includes becoming a better listener who asks questions to gain clearer understanding; a better connector, because people do business with those they know, like, and trust; and presenter, because being able to demonstrate your products or explain your opportunity with confidence is essential.

      Rome wasn’t built in a day and regardless of the model you choose (see Chapter 3 for a rundown on the three different direct sales models), gaining mastery and building your business so that it provides a steady, reliable income take time. In Network Marketing, people often give up too soon, because their small initial checks make them feel unsuccessful. In Party Plan and Hybrid, a lack of patience often leads to frustration because achieving a rhythm of parties booked and getting better at consistently running them will take time, as well. People do get better at the activities of their businesses, but there is no substitute for practice – and practice takes time.

      Patience is also helpful in your interactions with customers and prospects. Statistically speaking, it takes seven exposures before someone makes a buying decision. Learning to feel calm during this process can be a great help.

      

The yes you’re looking for can feel like it takes a long, long time. The more you practice some detachment to the outcome and just stay the course and maintain patience, the more enjoyable your business will be.

      You should have a desire to build relationships with others, including your new contacts, party guests, hosts, team members, and recruit leads. The better you are at working with others and building relationships, the farther you’ll go in any business, and the better results you’ll experience.

      

When you put relationships first, business follows naturally – sometimes directly, and sometimes through referrals.

      In Party Plan and Hybrid, you’ll do not only product presentations, but also presentations designed to encourage others to become party hosts and team members.

      

The key to great presentations is to be brief. The primary reason people attend an in-person home party is to socialize with their friends – shopping while they do it is an added bonus.

      You can review a standard party plan presentation in Chapter 9. Practice is key when it comes to presentation skills.

      And though it is true that the Network Marketing model relies on tools to make these presentations, as you build a team you’ll be called on more to present to groups. You’ll also present over the phone to your team member’s prospects. Developing solid presentation skills is valuable in that model, too.

      To succeed, it helps greatly if you’re able to recognize small, tell-tale signs that someone is interested in exploring opportunities to purchase, join your team, or host a party. Often, people won’t directly ask for more information on hosting or joining the business. Instead, they may simply lean in to listen intently as you mention a benefit. Or they may ask you about how much time you spend on your business or how much money can be earned. Sometimes, the clue is as subtle as offering to help you collect your demonstration products and put them in your car, connect with you on social media, or even just sit next to you at a luncheon.

      

In general, when someone gives you a conversation opener, they are exhibiting interest. And, as tempting as it is to let all your enthusiasm show, you’ll find that your best results occur when you give small pieces of information in an upbeat manner and avoid overwhelming them.

      More of a scheduled habit than a skill, this is crucial, nonetheless. Each month, or at least every other month, you should contact your customers and ask how you can serve them. What you’re also doing is reading their temperature. Start these conversations by asking how they’re enjoying the products they purchased. In following months, offer them products they may be interested in for themselves or for upcoming holidays. At least twice a year, offer them the opportunity to earn free or discounted products by hosting a fun party for their friends.

      

These periodic conversations keep you connected to your customers and provide them the opportunity to share their product testimonials with you, express interest in your income opportunity, or provide you referrals.

      Chapter 13 talks in detail about providing excellent customer care.

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