For some direct selling consultants, November is the busiest month of the year bringing with it record sales.  Notwithstanding, those record sales bring about an increased need to be extra vigilant with your personal safety. Below are a couple tips to remember to ensure your personal safety.

• Don’t brag about the day’s sales. All too often I have heard other vendors ask each other at the end of an event, “How’d you do today?” Some of the responses I’ve overheard include: “Fantastic!” or “I sold about $700”.  Okay good for you; but you basically just told strangers that you have a wad of cash.  Just in case someone was looking to rob a vendor on the way out, you’d be a great target.
• Keep money with you at all times. Use a fanny pack, apron or pocket to keep your stash.  If you choose to use a cash box, make sure it is locked and out of sight; but not out of sight so much that if you turn to talk to a customer someone could unknowingly take it.
• Keep your hands free. Loading and unloading your vehicle to set up for an event can be a real pain in the dupa.  We try to make as few trips as possible and carry as much with us so that we don’t have to make an event just out of setting up.  However doing so, ensures that you are not hands free, thereby making you an easy victim should someone want to attack you in the dark or unattended parking lot.  Instead use a roll-cart, suit case or take multiple trips so that you’re not so encumbered you’re unable to defend yourself should the occasion arise.

Ideally it’d be nice to have someone with you at these events. I realize that is not always possible.  I’ve done more than a few by myself and it was fine.  However if you can encourage a spouse, friend, teen, neighbor, someone to at least be with you during set up and tear down phase, it’ll provide an extra layer of protection.  Otherwise, just be vigilant and make wise choices.

Give yourself plenty of time so that you’re not rushed into cutting corners or taking chances that you might not otherwise, if you did not feel compelled to beat the clock.  Enjoy your business; enjoy your customers and have a safe holiday season!

I’ve also seen some ads that tout the perks of “No Inventory” needed. I can certainly appreciate that lack of necessity or requirement for said inventory; however, I do not agree that is necessarily a good thing to be without inventory.

In fact, I contend that inventory is highly encouraged if you wish to grow your direct sales business. Many direct sales companies take one to three weeks to receive product once it is ordered.  In some cases, back orders occur and it can take even longer.  Who wants to pay for something and then wait three weeks before you actually get it?  Sure, many people do that, but imagine how much more your sales would increase if you had cash and carry available.

Whether you’re choosing to work your business via home parties, vendor events or one on one sales – we are in an age of convenience and impatience.  Customers will most likely take what you have rather than place an order and wait weeks.

Also consider the turn around time. If you’re at a vendor event and have on hand inventory, the customer who purchases from you will take the item home and likely either start using it immediately or show someone what she purchased. Assuming your product is a consumable, the customer will need a refill all the more quicker vs. the three weeks of downtime while waiting to receive her initial order.  Or if she shows it to someone that night “Hey look what I picked up at the craft show!” chances are greater for referral business, “Where did you get that? I want one!”

If your recruiting efforts include the words “No Inventory Needed”, you might want to change that to “If you’re able to stock up on a little inventory, it will really increase your sales ten fold.”

You’ve heard it before: It takes money to make money.  A small investment in some on-hand inventory will be money well spent.

For example, if you sell candles, wouldn’t it make the most sense to give away a wax sample of Autumn Sunset?  Or if you sell herbs and spices, wouldn’t you want to provide potential customers with a sampling of your top selling Scampi Blend?

Certainly this may seem like a blinding glimpse of the obvious; but bear with me.  I know of some consultants who take the time and expense to make up labels bearing their contact information and company website, and then purchase mini-chocolate bars and wrap them with their labels.  This would be adorable if you were in the chocolate business or even the customized label business.  Not so much for kitchen gadgets or candles.

Likewise I’ve witnessed some consultants begging for promotional items such as chap-stick, bearing their consultant contact information.  Okay, if you sell cosmetics and you’re offering a sample of your own product line.  However if you’re trying to promote children’s toys, can’t you find something within your own product line to offer rather than someone else’s lip moisturizer?

Consider the bottom line.  Consider profit margin.  Consider whether or not what you’re about to participate in will increase sales – that is, sales of your own product line.  Cute and adorable will only take you so far in business.  If the action you take today won’t lead you closer to the next customer, hostess or recruit, it might be time to rethink your action plan.  If you’re a direct sales independent consultant, you’ll do well to stick to offering your own product line.

Many direct sales companies also have someone(s) at the corporate level who is responsible to attempt to shut down these prohibited auctions.  Sometimes they are successful, sometimes not. If some consultants want to sell on eBay badly enough it’s not too difficult to have a friend list the items or to conceal their true identity.

All too often I see forum posts and hear consultants complain and whine about the eBay sales.   These very consultants spend far too much time trying to bust eBay sellers and not nearly enough time concentrating on selling their own products to their own customer base.  I tell ya – if these very people would invest as much time and energy in their own business as they do into the eBay sellers, they’d have more time to figure out all the places to spend their commission checks.

Consultants should really stop worrying about eBay sales and consider all the reasons why eBay is not a threat:

1. eBay bidders shop there to get a bargain; not to pay full retail.  Direct sales customers typically don’t mind paying retail; and if they don’t want to, most sign up to become a consultant. Ebay shoppers are not our customers. They will likely never be our customers and therefore eBay is not taking away our sales – they never were our sales.
2. Consultants who sell on eBay typically lose money, or at best, break even.  Consider all the costs involved with the initial cost of goods sold. On average, consultants get items at roughly 25% less than retail.  Then there are eBay and PayPal fees to consider.  And don’t forget that many items sell for less than retail anyway on eBay.

To illustrate, let’s look at a $30 item. And let’s assume that it sold for $20 on eBay (which may be generous depending on supply and demand).  Based on our assumption of 25% discount/commission, the consultant was able to purchase it for $22.50, but let’s just round up to $25 to include tax and shipping the consultant paid.  The consultant would need to pay $.25 basic insertion fee if the starting price was $9.99 or less, and 8.75% final value fee of $1.75; plus don’t forget PayPal fees of $.88.  So now the consultant has $27.88 invested into the $30 item that sold for $20. The consultant lost almost $8.00 by listing it on eBay.

Tell me again why consultants are worried about these folks?

But… but… it’s just not right! We’re not supposed to sell on eBay and she’s doing it and it’s just wrong; she out of compliance and corporate better do something about it and and and …

Knock-knock
Who’s There?
Scot
Scot who?
Scot nothing to do with you, so go sell your wax (or jewelry or kitchenware).

All too frequently I hear companies and existing consultants tout that “Anyone can do this business!”  Ok, perhaps anyone who has $39.99 or $99.95 on their debit card can sign up for a starter kit, but that does not mean that everyone should.

For example, have you seen the latest teen craze in jean pants – Skinny Jeans? I’ve also heard them called cigarette jeans because they’re so skinny, each leg looks like a slender cigarette.  These jeans can be found in a size double zero all the way up to a size 12 and higher. For those not terribly familiar with women’s sizes, a size 12 is not gi-normous by any means, but it is far from skinny. Many women who would attempt to wear a size 12 and higher skinny jean would look like two pigs fighting under a blanket.  Just because they can wear them, does not mean they should.

Same same with direct sales.  I believe in stretching your perceived limits; I embrace growth and challenges; I get benefits of getting out of your comfort zone; yet I don’t support trying to squeeze a square peg into a round hole.

Below are some considerations to truthfully ponder before starting a direct sales business.  I know that for every example I cite there are indeed success stories of those who have overcome these challenges and have become financially successful.  However, life is pretty short to have to work so hard at something you don’t love doing or that you have to force yourself to do.

Direct Sales may not be for you if:

1. It looks so easy – some products are an easy sell, but running a direct sales business takes confidence, persistence, dedication, patience, flexibility, organization, creativity, the ability to follow company policies, and the necessity to actually show up for work – ideally on a daily basis.
2. You think others would be doing you a favor by hosting a party – if you have the mindset that your hostesses would be “having a party for you” or “doing you a favor”, you’ll need to change your stinkin’ thinkin’ or find another avenue in which to work at home.  You have to believe that you are offering a fantastic product and will benefit your hostesses.
3. You don’t have much contact with the outside world – if you tend to have a very small circle of friends and associates and don’t have opportunity or desire to leave your home much, it’s going to be challenging to find new customers, hostesses and recruits. Note: not impossible, just an uphill challenge.
4. You don’t have strong Internet marketing skills – if you do have contacts (see #3 above) you could be just fine.  But if you don’t have much contact with the outside (offline) world and intend to work your business by Internet Marketing, yet don’t possess knowledge, skills and abilities in that area, you can certainly learn, but plan on it taking some time. Just because you build your website, they will not come.
5. Public speaking scares the pants off of you – if you’d rather have a root canal and a pap smear at the same time than speak in front of a group of people, a business in product sales may not be for you.
6. You don’t have the financial investment for a start up kit.  Some direct sales starter kits require more financial investment than others; but regardless, if you don’t have the scratch to purchase your own start up kit, then it’s not time to start a business.  Nothing ventured, nothing gained. If you’re not vested in your own business, it has a strong probability of failure.  All businesses require some sort of investment.  While I embrace initially not spending a wad on non-essentials, such as logo wear and other marketing collateral, you will likely need some additional funds for items such as business cards, internet hosting, product samples, etc.
7. Someone talked you into it – if you didn’t have the gnawing sense that you had to be a part of a particular direct sales company, but rather you were pressured, bamboozled, got caught up in some rah-rah hype or simply didn’t have the peace that surpasses all understanding, then don’t do it.  Far too many former consultants fall into this category and have closets full of dusty starter kits.

You might want to pass this article along or bookmark it so that the next time you hear someone say that “Anyone can do direct sales” you can point out that perhaps while anyone can sign up for direct sales, it may not be the best option for all. (Put the skinny jeans down and find a more flattering trouser cut pant!)

Of course, if none of the seven reasons above pertain to you, then you very well may be the next Direct Sales superstar.  What are you waiting for?  I’ll see you at the top!

Before you say, “But that’s not focusing on the positive, Laurie” let me say that I am positive that if you are currently engaging in any of the actions below; and if after you read this you find yourself with a new awareness that what you’ve been doing isn’t necessarily a best practice, I am positive you will see an increase to your down line.

Join My Team and Get …

Bribing people to join your team is numero uno on my list desperate recruiting moves.  

• Do you really want team members who are just there for the freebies?
• It looks like your company’s business opportunity and/or starter kit isn’t good enough to stand on its own.
• How is this any different than the little elementary school girl who couldn’t get anyone to play with, so she gave away her cookies at lunch just to have friends?
• It’s sending a message that your mentoring and coaching skills are sub-par.  Otherwise you wouldn’t devalue what you have to offer.
• Based on the percentage of royalties you will receive on your new recruit’s sales, have you calculated how much she/he will need to sell before you merely break even on your give away?

I Only Need Two More People To Qualify for the Trip

Do I really need to elaborate how desperate this one makes you look?

Push It… Push it Real Good

Some sales gurus will tout the benefits of creating a sense of urgency. Ok, I’ll give you that some feel this is a good tactic.  However my personal experience with direct sales is that it is not appropriate to push too hard when recruiting team members; doing so only makes you look desperate.

• It’s one thing to let people know if you have a ground floor opportunity or a limited time offer, but will their lives really be that miserable if they don’t act now?
• If you represent a stable company with an awesome opportunity, isn’t it reasonable to expect that you (and the company) will be around for a while?
• You may be able to strong-arm someone into joining your team, or create must-have hype, yet if someone starts a business before she/he is ready, who will that benefit … anyone?
• Some will question the motive behind you pushing so hard to recruit new team members. If it’s a good fit, it should flow naturally.

I have never asked anyone to join my team. Never. I simply make my opportunity and myself visible; those who want to join merely do. I’ve had potential recruits ask if me I am offering any sign-up specials (no) or tell me that another consultant is offering free websites to their recruits (so).  The passive, put-it-out-there-and-then-just-step-back and let-it-simmer approach has worked well for decades (yes decades) with me.

If you need to make some adjustments in your recruiting efforts, there’s no time like the present to do so!

The glory of being an independent consultant or freelance business owner is that we do have the autonomy (in most cases) to run our business as we choose.  However, I could be wrong here, but I would think that anyone who is attempting to earn an income using the Internet would want to heed some advice from those who have gone before and paved the way.

As a public service to those who wish to increase their web results, I thought it would be prudent to list some website pet peeves (read: if you’re doing these things – STOP!)

1. Pick a font and stick with it.  You don’t need a multitude of text colors and fonts all on the same page.  Please stop doing that.
2. All centered text.  Screams amateur.  Please stop doing that.

I know there are many other website pet peeves.  Let’s compile a list.  Leave a comment and tell us what you don’t like to see on a website.

That’s how many new consultants feel when they first decide to start a new venture. To keep the momentum going, make sure you know the answers to these five basic questions:

1.    When is payday? To include follow-on questions: How do we get paid –Pay Card? Hard Copy Check? How often? Is there a minimum commission I need before they’ll issue a check? It always amazes me the number of people who start a business and don’t know how or when they get paid.
2.    How much do I get paid? Would you ever accept a jobby job without knowing the pay scale? Then don’t start a business without knowing the compensation plan either!
3.   Are there any smart start incentives? Many companies have time-sensitive promotions and incentives.  Don’t let your window of opportunity pass you by.
4.    What are the top policies I need to know? Likely you received a policies and procedures manual. It can be overwhelming. Find out initially what you absolutely must do and also what you must avoid doing.
5.    Who is my upline? If you don’t have the contact information for your sponsor and for your upline manager/director, get it. When you actually need help is not the time to be tracking down your support network. Obtain this information before you need it.

While it’s not brain surgery, there is much to know in Direct Sales.  Rather than overwhelm yourself initially trying to learn it all, or conversely, not attempting to learn any of it – concentrate on these five basic questions.  Once you have these mastered, keep moving forward and keep learning.

Enjoy your new business! (Because if you’re not enjoying it, what’s the point of continuing!)

I discovered a new way to become proficient in direct sales – work a political campaign. Within a very brief time frame you’ll become proficient and comfortable approaching people and you’ll also learn to let rejection roll right off.  Additionally, you’ll experience first hand some of the requirements needed get a candidate on the ballot, and to ultimately win the election, are some of the very same requirements needed to run a successful direct sales business.

I recently started volunteering on a campaign for the 2010 Gubernatorial Race. Some of the areas you can volunteer to help include: Make phone calls, Door-to-door campaigning, Organize/host events, Attend parades, rallies, etc., Send Friend to Friend cards, Help with mailings, Send Letters to the Editor, Display Yard signs, Internship, Collect Signatures, Help with Fundraising, Join a Coalition, Recruit 5 Friends to Sign-up Online.

Are you able to see the similarities from the above list and those of running your direct sales business? Much of both objectives require simply spreading the word about your product or candidate.

Of course it’s much easier to perform these tasks if you strongly believe in your candidate or product. Not only is it easier, I’ll say it’s required.  If you don’t believe in what you’re offering, you might as well close up shop right now and save yourself a great deal of financial and human investment.

The other day a dozen volunteers and our candidate met at a local high school to collect signatures.  At this point in the race, 30,000 signatures are required just to get the candidate on the ballot. Admittedly, the thought of approaching complete strangers to acquire a signature, though these people were at the location to merely to attend a football game, didn’t thrill me.  Likely no one was tickled pink to do that, except we all knew it was required and we all want to see this candidate succeed.

Here’s how it went down as the football fans approached the stadium.

Vol: “Have you had an opportunity to sign a petition?”
Football Fan A: “Yes” (we thanked them and they proceeded into watch the game.)
Football Fan B: “For What?”
Vol: “[Candidate] is running for Governor and we’re collecting signatures to get him on the ballot.”

Some would willingly and immediately sign.  Others needed additional information.  At that point we would add:

Vol: “This isn’t an endorsement, it’s just to get his name on the ballot” (Often this was all that was needed to acquire the signature.)

Then there were some who were not ready to give us a signature, despite the fact that we weren’t asking for any commitment. We thanked then and gave them an informational brochure.

Still others would not stop long enough to get any information and just blazed past us with a very clear “No.”

Finally there were a limited number of people we approached who were just flat out rude.  I think we can all recognize that politics is one of those areas that some people are very passionate about.  Some people see things in only black or white (or red or blue as the case may be).

At the end of this event we were indeed closer to the 30,000-signature goal. We would not have received any signatures (or very few) if we did not open our mouths to ask. Some signatures were easy to get; some we had to work a bit harder; others we had to work much harder before they’d sign; some we will likely get at a later date and then there are those who will not likely ever want to sign.

After approaching the initial handful of people it became second nature. It was not a difficult or uncomfortable task but rather a required one.  It even became a fun challenge to see how many we could get.

I am hopeful you can take the above example and apply it to your own direct sales business. This is truly an example of “Some will; some won’t; so what, someone’s waiting.”

By the way, the next time you are approached to sign a petition, I’d encourage you to take a few seconds out of your day to at least pause long enough to get more information. I have been guilty of blazing past people with clipboards because I didn’t want to get roped into anything or I had made a false preconceived determination what it was all about.

This week we’re Sparking an Idea About Something You Want So Badly You Can Taste It

Admittedly when I first read this week’s meme, I thought, “Oh great, I’m not wanting for anything. What can I possibly write about?” So after a brief discussion with our General Editor, Kelly and also after a bit of pondering I came to the conclusion that my “Something I want so badly I can taste it” doesn’t need to be a cure for world peace or a career milestone.

I was raised with the clear distinctions between wants and needs.  Maslow’s Hierarchy of Needs has all of my basics covered – physiological, safety, social, self-esteem and self-actualization.  So when I said that there is nothing that I need; there is also not much else that I want either. I’m a content, happy person.

Alas, I have to pick something. So here goes, dream big with me.  Wait for it… Wait for it… You better sit down for this announcement.

A laptop computer. Yup, that’s it! That’s one thing that I want.  The cat is out of the bag. Now you know that I’m living on the wild side!

We’re a two PC family right now and both desktops work mostly, fairly, sorta, kinda well. (Note occasional need to direct naughty words toward said computers).  However if I had a new PC laptop that is loaded with the perfect software programs that would allow me to fully to harness and support my creative juices—one that is not prone to crashing when I need it most, life would indeed be grand.

So what’s my action plan to acquire said laptop?

Curbing expenditures is the main methodology I am employing in order to place me closer to reaching this goal.  For a host of irrelevant reasons, increasing income at this season in my life isn’t something I desire to do.

There are a number of areas where I can temporary cease or cut back on spending. I have been entertaining some home improvements such as replacing the flooring in my castle and adding a fence surrounding my property – neither of which are needs at this point. Also we enjoy dining out; it won’t be terribly difficult to cut back on that practice as well. I can tuck some coinage away until I can go pick out a smokin’ new laptop.

My grandfather frequently reiterated the importance of paying for items with cash and if it ain’t broke, don’t fix it. And that is exactly what I’m planning to do.

That said … anyone have any recommendations for a laptop?