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Archive for Home office

Re-post: Don’t Chase That Squirrel!

Thursday, April 12th, 2012

Squirrel

I love this concept and recently came across this blog post I wrote 3 years ago. I thought it was super relevant and wanted to share it with you again.

This summer my boys and I saw the movie "UP." (If you missed it, be sure you rent it. It's a great family movie). In the movie, the villain equips his dogs with devices that allow them to talk. One of our favorite scenes in the movie comes just as one of the dogs is explaining that his master has given him this collar and now he can talk. While the humans look at the three talking dogs somewhat stunned, one of the dogs yells "Squirrel" and all the rest of the dogs immediately turn their attention at once and shout, "Where?"

It's a hilarious moment that's repeated a few times in the movie and it has become sort of an inside joke in our family. Whenever someone's attention seems to be wandering (as in "are you listening to me?"), the speaker will say "Squirrel!". It's a great way to bring the listener's focus back in a humorous way (and we always crack up!)

I was thinking about this yesterday as I was working. It's hard to stay focused in the virtual world. I'll be working on a project in my shopping cart and then discover that there's a typo I need to fix on my website (which I accessed for my original project). Then while I'm on the page fixing the typo, I'll notice that my photo needs to be updated (I got new photos taken in June and am still discovering a few places where they need to be replaced). As I'm locating the new photo to upload to the page, my Outlook will message me that I have a new e-mail and I'll flash over to read it. Before I know it, I've completely forgotten where I started. "Squirrel!"

Does this scenario sound familiar to you? If so, let me recommend a few ideas that have really supported me in keeping the distractions to a minimum so I can keep my focus on one project at a time:

  • Turn off the instant notification on your e-mail. This is simple (you can do it in the "Tools" and then "Options" tab in Outlook) so you're only receiving e-mails when you're ready to process them.
     
  • Create a master list on Sunday evening of all of your projects for the week (I call mine a Master Manifestation list). List your goals for the week and then break down your actions by day (Monday – Friday). Even though I use the calendar and tasks in Outlook, I find having this visual piece of paper on my desk keeps me on track each day.
     
  • Schedule out blocks of time on your schedule for certain tasks and stick to it. An easy way to stay disciplined about doing this? Pretend someone is paying you by the hour to work on whatever the project is upon which you're currently working. If you don't keep track of your time, you won't get paid.
     
  • Use an egg timer to keep you conscious of how much time has passed. You'll be amazed at how fast an hour goes when you stay conscious of the passing time.

I can't guarantee that these tools will completely eliminate the lack of focus you sometimes feel as you work, but I can promise that the more you become aware of the squirrel chasing you're doing, the less you'll be tempted to do it.

So, tell us what tools you use to keep yourself focused. I'd love to know.



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 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.

5 Steps to Make Direct Sales Follow-up Calls Easy

Tuesday, February 21st, 2012
Beautiful young woman talking on mobile phoneOne of the questions I get the most often from my clients and during Q&A Mondays over on the Facebook Fan Page is "How do I overcome my fear of the phone." Let me share a secret with you – NOBODY likes to make phone calls to follow up or ask for bookings. I still have to do this as a professional speaker and coach and it’s still not my favorite part of my job. What I have learned, however, is that once I really understood that most of my fear of picking up the phone came from the lies I was telling myself about the people on the other end, it got easier. The truth is, most people are happy to hear from you. If they don’t answer or return your call, it’s not because they hate you or you’re annoying them (even though that’s the lie you tell yourself, isn’t it?), it’s because, like you, they’re busy!
 
Once you understand that, you can let go of the worry and pick up the phone. And when you leave messages (which will be about 80% of the time), I recommend that you are deliberately vague about why you’re calling. Leave a message that’s short and sweet like, “Hey, Nancy, this is Julie Anne Jones. I have a quick question for you. Can you give me a call back when you get a chance?” That way, the person you’re calling is curious and will probably call you back. If you give them too many details, they might assume they already know what you’re going to say and decided not to call you back.
 
Here’s a systematic approach to making phone calls that might support you.
 
  1. Slow down and get centered
Ask yourself how you can support each and every person you call and deliberately choose to stay curios and open. Have a list of all those whom you wish to contact and spend a few moments thinking about the person you’re calling and how you might support her before you pick up the phone.
 
  1. Open with an acknowledgement
Have this in your mind before you make the call. Then go into an inquiry that has nothing to do with the reason you’re calling. Ask them “How are you? What’s going on with you?” Then listen to them. One of Steven Covey’s Seven Habits is “seek first to understand, then to be understood.” When people feel understood, it puts them in a whole different mindset.  Use the phrase “the last time we talked…” or “the other night at Daphne’s party you shared…” To be able to say, “I was noticing how much you enjoyed yourself the other night” or “when we were visiting before the show the other night, you told me how busy you are and my radar went up, because you need a break” makes the call about her, not you and your agenda. Remind her that your parties are about taking a little time for yourself and that she deserves that. Also remind her that you, as the consultant, are going to partner with her and do as much of the work as possible for her. If she knows your commitment level, it’s easier for her to say yes. (If you need a great way to remember all of those details so they'll be at your fingertips when you do call her, check out The Client Angel. My friend Jennifer Fitzgerald has created an incredible tool specifically for direct sales/party plan representatives that will make you a ROCK STAR in the follow up department).
 
  1. Introduce the reason for your call 
If possible, reference what they’ve just shared, i.e. “Wow, Sue, it sounds like you’re really busy. That tells me that you need a break! I have the perfect solution! Let me come and spoil you and your friends with a fun, relaxed girl’s night out!” or “sounds like you’re super mom! I’d love to give you a chance to take a break for just one night.”
 
  1. Overcome objections
First of all, you can overcome objections before they even come up by offering theme parties and talking about the amazing host special your company is offering. If objections do arise, they’re usually vague and not specific. You can’t overcome an objection unless you know what it is. One of the best questions for figuring that out: “What’s holding you back?” That question will get you to their objection, and then you can deal with it and overcome it.
 
  1. If their answer still isn’t yes, FOLLOW UP!
One of the biggest mistakes I see direct seller make is taking the answer “no” personally. The truth is, 99% of the time, no means “this isn’t the right time for me.” That means, if you set up and commit to a clear follow up schedule, when it is the right time, you’ll be in front of that person and get the booking. Simply ask politely, “Would it be okay if I follow up with you in a few months once things settle down for you? I would love to work with you, so if it’s ok, I’ll just add you to my follow up list and call back.”

 So, are you ready to pick up the phone now? How many calls will you make today?



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 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.

10 Questions for a Strong Direct Sales Business Plan

Tuesday, September 13th, 2011

Did you know that direct sales is considered a "recession proof" business? Historically, according to the DSA, our industry sees an increase in sales and recruiting during more difficult economic times. What does that mean for you? Opportunity! Think about these questions:

  • Do you know anyone who's struggling to make ends meet at the moment and is looking for a part time job?
  • Do you know anyone who's feeling overwhelmed and stressed out and needs a break?
  • Are you or someone in your company making full time wages working part time with your company?
  • Is it possible that people who love your products and are short on money could get excited about earning your products for free?

If you answered yes to any of these questions, I hope you're beginning to see the opportunity instead of the obstacle in the news of the economic hardship we've been receiving lately. If you've ever wanted to be in the right place at the right time, now is the time and you're in the right place. Start focusing on all the opportunities and take action to begin capitalizing RIGHT NOW! Below are some tips to support you with a strategy for moving through the rest of this year with a strong plan.

10 Questions For a Strong Business Plan

Now is the perfect time to look at your business and either develop new or update existing systems which will bring you the results you desire. You can also focus on clearing and organizing your space so you’ll be more efficient when you do get busy. Last, but certainly not least, intentionally plan your business by creating a schedule which encompasses everything that’s important to you. Schedule your personal time, time with your spouse/significant other, business activities, desired dates for parties, opportunity events, meetings, and family time.

Now, ask yourself the following ten questions, be honest, and make a plan for success!

  1. Do I have a goal for the number of parties I intend to hold each month during the fall selling season?

  2. What is my ideal sales month? (If you don’t know, how will you create it?)

  3. Do I have a purpose? WHY am I in business?

  4. Do I have a set schedule for my business? On a scale of 1–10, how well do I stay on track in committing to my schedule?

  5. On a scale of 1–10, how well do I practice and implement what I learn? What practices have I put off implementing that I KNOW will bring me greatest results? When will I implement them?

  6. Do I make excuses for not applying energy to my business? What are these excuses costing me? Will I schedule a time to look seriously at the truth, or will I sweep this under the rug?

  7. How well do I follow through with my agreements? Am I of my word? What will I change?

  8. Am I fearful of failure or rejection? Have I searched for the limiting beliefs that block me from succeeding?

  9. Do I know my goals for this week? Some examples of powerful weekly goals:

    • Send thank you cards to your new hosts immediately after they schedule a party.
    • Invite every guest to host a party and be creative with your language.
    • Hand out 3 opportunity packets at every party.
    • If you are a leader with a team, schedule a weekly support coaching call with every representative who is interested in developing their business.
    • Make 10 calls a week inviting guests to hear about the business opportunity.

  10. What is my action plan? What will I do to make these weekly goals a reality?

By taking some time to really look at your business honestly and create an intentional plan for moving forward toward the goals you set now, you'll not only weather the economic challenges we're facing, but take advantage of them and grow your business throughout the upcoming fall selling season.



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.