A 3 Tiered System For Staying Connected with Your Direct Sales Team

 

3-tier-wedding-cake-1If you're a direct sales leader with any size team at all, you've probably found yourself wondering who gets your time and how you stay connected with everyone on your team without losing your own life, business, or mind! The truth is, different people on your team will earn your time at different levels. No matter how big your team is, you need to figure out how to stay connected with everyone, and how to decide who qualifies for your one on one attention.

 

I recently supported a Virtual Academy client in defining this for herself. She was feeling overwhelmed by the demands on her time and guilty for not giving everyone on her team her personal attention. The problem was, she had a team of over 5000 people! To begin with, I helped her see that her expectations on herself were unrealistic. Then I outlined a three tiered system for first categorizing the members of her team, and then staying connected based on their place in her organization.

 

I'd like to share this simple system with you. It may support you if you often find yourself in the same boat as my client.

 

Tier #1 – Big Picture

 

This category is for anyone on your team who is breathing. Stop laughing, I'm not kidding. If they've signed up and paid their money, even if they've never even done a party, they need some attention from you. This tier truly encompasses your entire team and the communication at this level is equally as broad. It's a "one to many" approach. In other words, you reach them all in one action. It could be as simple as a monthly e-mail, mailed newsletter, e-zine, or conference call that's got basic training, recognition, and news from your home office. It's something that won't take much of your time but is important.

 

Tier #2 – Potential

 

This tier is for those representatives on your team who are working their business at some consistent level. They could be hobbyists or potential business builders but right now they're just consistently working. They need a little more input from you in order to step up and succeed at a higher level, but they aren't earning your one on one time yet.

 

Your communication here needs to allow them some access to you personally without spending a lot of one on one time coaching them. You could set up a private Facebook Group, post helpful articles there once a week or so, and answer questions a few times a week (if not daily). Again, this allows you to support several people at once without committing a lot of one on one time to them. I would open this group up to your entire organization. Those who are active there are the ones who may move into the next tier. If you choose, you could communicate and support them via e-mail but BE CAREFUL. You don't want them to have instant, all day access to you. Set up a special e-mail folder that you only check (at most) once a day.

 

Tier #3 – Personal

 

This is truly your elite tier. Those who get your time and energy in this tier are your true business builders. They are the individuals on your team who are showing up and working consistently and who have set goals and are taking action to move toward them. These are the handful of people you want to work with on weekly coaching calls and invite to come with you to your parties. These would also include your brand new representatives.

 

This is a very simple concept, but if you look at the list of people on your team (whether that's 10 or 1000), you should be able to easily separate the personal from the other two groups and possibly identify some potentials who could become personals at some point in the future. Most importantly, it lets you lose any guilt about who you should be giving your time to because you're consistently doing something for every tier to make sure they're getting the support they're earning.

 

One final thing. If you think of the hours you have in a week like a pie that you slice up, the first two tiers should take up no more than twenty-five to thirty percent of your pie, and the rest of it should be spent in the third tier. Make sure you take a hard look at how you're slicing up your pie and make adjustments if you need to.

 

So, I'm curious. Does this make sense to you and is it at all similar to what you're currently doing?

 

Ready for a fresh start in your direct sales business? Grab my "Direct Sales Starter Kit" to kick start your plan. It's yours for free when you subscribe to my mailing list. Already a member? My system won't add you twice, so go ahead and grab the starter kit anyhow. Click here to subscribe to my mailing list



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Julie Anne Jones is a direct sales corporate consultant, coach, and trainer, and the CEO of Julie Anne Jones, Inc. She is known for her authentic and easy-to-use scripting and specializes in specific systems, language, and tools for success in direct sales. To learn more about Julie Anne and her products and services, and to read her weekly blog posts, visit her at www.julieannejones.com.

 

 

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“Maybe” Means “Yes”

 

Several years ago I had the pleasure of speaking at the same direct sales convention with Andrea Waltz and Richard Fenton, the authors of a great book called "Go for No" . Their message is really awesome and very relevant for direct sellers. They teach a whole new perspective on the word "no," and how you can use it to succeed instead of as an excuse to fail. I highly recommend the book. At only about 74 pages, it's a packed but quick read and well worth your time.

 

I was talking with one of my clients about the book last week in the context of making follow up calls to her direct sales clients and potential recruits and hosts. We agreed that taking "no" at face value is dangerous, and then got on the topic of "maybe." Here's what I told her about my take when I get a "maybe."

 

It's not a no, so it really must be a yes. Maybe not, "Yes, I'm ready to start tomorrow" or "Yes, I want to book a party right now" but certainly "Yes, I want you to follow up with me in the future when I will be ready to say yes." Get it? It's really a gift if you look at it, because it's an opportunity for you to call back, follow up, and interact with that person again (and again, and again, as long as they keep saying "maybe").

 

The key is to look at it as an inherent "yes" instead of just assuming it's really a "no" in disguise. If someone says "maybe," they mean they aren't ready to make a decision right now. The only one who assumes they mean "no" is you. And it's a false assumption.

 

So I'd like to encourage you to look at the next "maybe" you get as an opportunity to follow up and create a yes. If you need a little guidance on how to follow-up effectively, I've written quite a few posts about follow up and you can read them here.

 

Ready for a fresh start in your direct sales business? Grab my "Direct Sales Starter Kit" to kick start your plan. It's yours for free when you subscribe to my mailing list. Already a member? My system won't add you twice, so go ahead and grab the starter kit anyhow. Click here to subscribe to my mailing list

 



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You may, as long as you do not alter it and include the following information (with active links as appropriate):

Julie Anne Jones is a direct sales corporate consultant, coach, and trainer, and the CEO of Julie Anne Jones, Inc. She is known for her authentic and easy-to-use scripting and specializes in specific language and tools for success in direct sales. To learn more about Julie Anne and her products and services, and to read more blog posts, visit her at www.julieannejones.com.

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My 3 Step System for Direct Sales Follow Up


Old-phone-words

We've all been there. You have a note to make a follow up call to someone whom you've been following up with for weeks (or maybe even months). You stare at the phone, frozen with the belief that she hates you, she isn't answering because she's not interested, that you're bothering her. It makes it very hard to pick up the phone. Those beliefs can paralyze you and eventually destroy your direct sales business.

 

I'll let you in on a secret that just might help…pretty much without exception, the things you tell yourself about making follow up calls and what the person on the other end is thinking about you are all lies. 99% of the time, if someone hasn't called you back or answered your e-mail, it's not about you. It's about how busy they are. And don't kid yourself. Those lies you're telling yourself are only about you. If you can't prove they're true (and of course, unless you have a hidden camera into the person you're calling's home, you can't prove they're true), they must be lies.

 

I’ve been called the “follow-up queen” simply because I always call when I say I’m going to, and I keep following up, no matter what, until someone tells me to stop calling. This approach has supported my success for years. Here's the trick to this. When I send an e-mail, I always give those on my list a clear way to opt out right at the top and bottom of every e-mail. I do the same thing with my follow up calls. My message lets them know my follow up philosophy and how to opt out of my follow up list if they would prefer I stop calling.

 

That way, if I haven't heard from them, I can assume they still want to hear from me instead of assuming they wish I'd stop calling. It's a huge shift and one that can literally change your business. I had one client who followed up with a woman for nine years before she finally was at the right time and place in her life to start her business. And she thanked my client for continuing to follow up and for never giving up on her.

 

I created a diagram of how my follow-up system works and I thought it might be helpful. Here it is, in a nutshell.

 

Then beyond week 3, simply schedule a follow up call every single month until you either reach the person you're calling or they request to be taken off of your list. I make a point of reiterating my follow up philosophy every few months just to remind them by saying, "My follow up philosophy is to keep following up until we've connected. If you'd rather I take you off my list, just give me a call or shoot me an e-mail and I'll do that. Otherwise, I'll look forward to hearing back from you soon or I'll follow up again if we haven't connected."

 

Trust me, this simple three step system will completely change the way you look at follow up calls. And that could mean you actually start making them, which will impact your business in all areas, guaranteed.

 

Ready for a fresh start in your direct sales business? Grab my "Direct Sales Starter Kit" to kick start your plan. It's yours for free when you subscribe to my mailing list. Already a member? My system won't add you twice, so go ahead and grab the starter kit anyhow. Click here to subscribe to my mailing list



WANT TO USE THIS ARTICLE IN PRINT OR ONLINE?
You may, as long as you do not alter it and include the following information (with active links as appropriate):

 

Julie Anne Jones is a direct sales corporate consultant, coach, and trainer, and the CEO of Julie Anne Jones, Inc. She is known for her authentic and easy-to-use scripting and specializes in specific language and tools for success in direct sales. To learn more about Julie Anne and her products and services, and to read her weekly blog posts, visit her at www.julieannejones.com.

 

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