It’s Not About How Anyone Else Is Doing

Last week one of my readers e-mailed me the following: “Hi!  My name is Nanci and I am a new consultant with my company. I am so happy with my choice and believe I have finally found my passion in life.  I have a wonderful director who is working with me to help me do my best. My problem, however, is that I am off to a slow start – low attendance and low sales. I don’t want to give up, but when I look around and see other members of my team on fire it’s hard not to think that there’s something wrong with me. How do you keep from comparing yourself out of the business?”

 

 

This is how I answered her: “Thanks for the e-mail Nanci. I understand your frustration. It’s common among representative, whether brand new or seasoned. My best advice is to set your own goals, get clear about what you want for your business, make a plan, and focus on your own route. I guarantee, others struggle with the same issues you do, even if it doesn’t seem like it on the surface. The more you focus on what you want and not what you’re not getting or what you perceive that others are getting that you’re not, the more successful you’ll be. And just know that setbacks happen to everyone. It’s how well you work through them that defines those who succeed and those who give up.”

 

I wanted to share this exchange with you because I’d just about lay money that you’ve felt the same way at some point during your direct sales career (and you may even be feeling that way now). I’ve struggled with it myself as a direct sales trainer. It never serves me and, once I finally stopped focusing on what my so-called “competitors” were doing and got very clear about my own goals, everything changed for me in my business. Now, most of those “competitors” are actually my friends and we support and bounce ideas off of each other. The truth is, there’s plenty of business to go around and someone who may not resonate with me or my message may love the way Belinda Ellsworth or Deb Bixler delivers theirs.

 

Bottom line, as we head into the new year, your only focus should be to set a clear vision for yourself and your business, create a plan for getting there, and then focus on your own path.

 

What do you think? Do you struggle with this? I’d love to start a conversation about this in the comments below.

 

Ready to have your best year ever in your direct sales business? Grab my “Direct Sales Starter Kit” to kick start your new year. 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 FOR FREE 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 more blog posts, visit her at www.julieannejones.com.

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Book More Home Parties By Turning a “Maybe” Into A “Yes”

 

yes-no-womanIn your direct sales business, how many times has someone left one of your home parties “on the fence” about booking a home party of their own? They haven’t exactly said no but they aren’t ready to commit by saying yes. And how many times have you followed up with these leads repeatedly without reaching them until you finally give up, feeling rejected and frustrated?

 

If you’re like most in the direct sales business, this is a common chain of events. As a direct sales consultant I hated the fact that I let so many bookings walk out the door this way. So I created a direct sales training tool (and I’m going to share it with you today) which virtually eliminated this scenario from my business. Have I got your attention?

 

This tool is called a think-about-it packet and it’s really exactly what it sounds like. You have someone who is on the fence at a home party and wants a little more time to make up their mind. Instead of just saying, “I’ll follow up with you next week” and then letting them walk out the door, hand them a think-about-it packet.

 

Here’s the best part of this tool. My think-about-it packets were exactly the same as my host packets. It was always my intention to book a home party with that person when I followed up, and I wanted them to have the packet so they had everything they needed to host their home party. The problem was, when I would ask them if they would take one of my host packets, they usually said no because they were afraid that obligated them to actually book the home party.

 

So I called them think-about-it packets instead. A rose by any other name, right? And they would almost always take it if I called it a think-about-it packet. Then, if they decided not to book the home party, because they already had outside order forms and catalogs, I could often talk them into at least doing a catalog party.

 

Here’s how the think-about-it packet works: Before the potential host left, I’d say, “Tell you what, Marilyn. I want to give you some time to think about it. Would you be willing to take one of my think-about-it packets? All you have to do is take some time in the next few days, look over all the benefits, and think about doing a home party. I’ll follow up in a few days by phone.” Here’s the important part. I would say to Marilyn, “Now, I just have three rules for my think-about-it packets.” (These are crucial to the success of this direct sales tool, and I said them pretty much verbatim when I gave them the packet):

  1. Rule number one, you have to actually think about it, for at least a few minutes between now and when I call you.
  2. Rule number two, you have to take my call when I follow up. When can we talk for about five minutes in the next few days? (Set up this time firmly on both your calendars so she’s expecting your call).
  3. Rule number three, if you decide not to book a home party, you have to let me down easy. It’s that simple.

Now, as a direct sales trainer and coach, I believe that people generally do as they’re told. I swear! It’s a pretty amazing phenomenon. So these rules are key because now she understands how to use the packet. More importantly, she’ll take my call (because it was one of the rules) and I gave her permission to say no. By telling her up front she can decide not to book a home party, I take the pressure off of her and she’ll pick up the phone when I call.

 

I’m telling you, this tool works! I’d say 90% of the time, the people who took my think-about-it packets were there at the time we’d agreed upon and actually answered their phones. And about 75% of the time, they booked a home party. And that, after all, is the name of the game!

 

So, what do you think of this idea? I’d love to hear your feedback, especially once you use this tool.

 

Ready to have your best year ever in your direct sales business? Grab my “Direct Sales Starter Kit” to kick start your new year. 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 FOR FREE 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 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 4 Rules for Direct Sales Business Success

yay-1201624When I was actively working my direct sales business I developed a set of business principles. These were different from my business practices. In fact, they fueled my practices. My business principles were a set of beliefs I held about myself and my business which supported every action I took when it came to that business. Here is a list of a few principles that I can remember right off the top of my head:

 

  • My opportunity is amazing and everyone should at least consider it.
  • I provide an incredible experience when I do parties and I bring great value to my hosts and my guests.
  • Nothing is more important than my personal and family harmony (my word for what most of you call balance).

 

The practices that supported these principles had to do with how and when I shared my opportunity, what I asked of my hosts when they booked parties with me, and how I worked my business around my life and family schedule. They became the things I ALWAYS did, no matter what, because they supported my business principles. Make sense?

 

So, someone asked me this past week why I thought I was successful in my current business and it got me thinking. My business practices haven’t changed much. I jotted down a few notes about some of them that I thought might be relevant for you. Here’s the top 4 list I came up with.

 

Show up On Time

 

This is a no brainer as far as I’m concerned but I’m always amazed at the number of people who are shocked to hear from me right at 11:30 am on a Wednesday morning if we happen to have an appointment for 11:30 am on a Wednesday morning. Why do so many people think it’s okay to be late? Bottom line for me…it’s not. When you show up late, you’re clearly telling the other person “Your time isn’t as important as mine so you can just wait for me.” That’s NEVER how I want someone else to feel because it’s not a reflection in any way of my beliefs. I once worked for someone who was horribly late all the time (and I mean sometimes more than an hour late). I spent lots of time dealing with upset clients who didn’t feel valued by him. I learned a valuable lesson from that.

 

Deliver on What you promise

 

In fact, over deliver on what you promise. When you actually do what you say you’re going to do, people love that. When you send them a bonus or a thank you note for no reason other than that you’re thrilled to be doing business with them, they REALLY love that.

 

Listen

 

“Being listened to is so close to being loved, most people can’t tell the difference.” I’m not sure who actually said that but it’s one of my favorite quotes. Seems simple enough, right. Not really. It’s amazing how many of us really don’t know how to listen at all. Here’s a simple shift you can make right now that will instantly turn you into an excellent listener - get curious about the other person. Listen as if you were going to be tested later on everything they said. Not only will you listen more intently when you’re being curious, you’ll ask follow up questions (which is a clear signal to the other person that you’re listening).

 

Offer support

 

This is quite possibly number one for me. The first question I tend to ask anyone I’m working with is “How can I best support you?” The beauty of this question is it not only informs them that you intend to make it all about them, but it also moves them immediately to a solution focused outcome instead of a complaint position. Even when I’m dealing with an unhappy client, when I ask this question it immediately shifts their focus from why they’re upset to what they want the outcome to be. The more support you offer, the more people like and trust you. Plus there’s the by-product that it feels really great to support someone else, so it’s really a win-win.

 

These are simple enough, but if you’re not practicing them on a regular basis, you may have a more difficult time forming lasting relationships with your hosts, clients, and downline. Think about small changes you can make this week that will help you begin to implement these simple steps into your daily business life (and do share below if you have other business principles you think are important or have questions for me).

 

Ready to step into 2015 with a fabulous business plan? 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 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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