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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.


Are You An Accidental Direct Seller?

Thursday, August 18th, 2011

Are you succeeding in your direct sales business on purpose or accidentally? If you're like most direct sellers, you started your business based on an invitation to "give it a try" and possibly found yourself stepping into this unknown realm of direct sales/home party plan without really understanding exactly what you were doing from the beginning. Because of the nature of how your business probably grew, it's also possible that you just added necessary skills a little at a time and on an "as needed" basis.

All this can add up to a way of doing your direct sales business I call "flying by the seat of your pants." That basically means that you do what you need to do to get everything you need to get done done each week, but you're probably not completely clear about how (or sometimes even why) you do those things. This can result in your business running you instead of the other way around and in you feeling overwhelmed and always behind as you scramble to recreate the wheel every time you do something.

It can also make it difficult to mentor others. Since the definition of mentoring is teaching others to do what you do, you have to understand what it is you do in order to be successful before you can teach someone else to do those things. Once you start sponsoring people into your business and building a team from this perspective, you can quickly become an "accidental leader." More often than not that results in the blind leading the blind, and it's difficult for anyone to succeed in that scenario.

So what's the solution? Systems. A systematic way of working your business that ensures that you're doing everything you need to do to succeed, intentionally and consistently so nothing is falling through the cracks. It's easy to teach someone what you do if you're clear about that yourself. But first you have to figure out what you do.

Here's a list of the areas where you need to work systematically in your direct sales business. See if you can use it to discover where you currently have systems in your business that you may not have defined, and where you'll need to think about creating systems where there are currently none. This could involve creating a schedule, changing the way you follow up, or overhauling your home party presentation.

1. Administrative – This includes banking, e-mail, keeping up your website, processing orders and returns, and anything else you currently do in your home office

2. Customer Support – Including follow up calls after parties and communicating with your current customers through newsletters and social media, etc.

3. Downline Support – What do you do to support your downline? This includes new consultant training, ongoing consultant training, one-on-one coaching, etc.

4. Host Coaching – This is an important area that many people miss. What are you doing to make sure your hosts are having a successful experience with you, including phone and in person meetings, sending out invitations, etc.

5. Your Party Experience – Does your party look easy to duplicate? If not, you need to consider changing how you're doing it. You want people thinking, "I could do what she's doing." It's a great sponsoring seed. So look at the systems you use during your parties and make sure they're working.

If you take the time to really look at your direct sales business and make sure you've got the proper systems in place in all of the above areas, you'll find it's not only easier to run your business, but also to teach others to do the same thing.



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.

 

Success, Sanity, and Direct Selling In The Summer Time

Tuesday, June 14th, 2011

I was visiting with a business associate and friend of mine last week who's a single dad. He doesn't generally spend more than weekends with his son, and now his son is with him for most of the Summer. He was telling me how much everything changes in your life when a kid is around all the time. They've got all these needs, they mess with your schedule, all kinds of stuff.

I just smiled. Ummm, yea, as a single mom now for going on 11 years, I think I can sort of relate to that.

It made me think about that song from the Broadway Musical Porgy and Bess, "Summertime and the livin' is easy…" Well, maybe if you're a kid. If you're a work-at-home entrepreneur (especially if you're a mom), livin' probably just got a whole lot harder for you. Especially if your kids are school age, you know as well as I do that you probably dread summer as much as your kids look forward to it (some days, anyhow).

So, here is my annual "How to survive summer as a mom who works from home without losing your sanity or screaming at your kids (too much)" post. Ready?

My top 5 Tips for Getting to September with Your Business In-Tact and Your Kids Still Loving You

1. Let Go of The Guilt

You will never get to spend as much time as you would like with your kids during the summer, and many people allow themselves to feel guilty about this. Wait a second here. If you had to work at a full time J-O-B, would you be able to just take three months off to be with your kids in the summer? Heck no. So think about the fact that, even though you might not be spending every waking hour with your precious littles, at least you're there when they need you and you have the flexibility being self-employed brings.

2. You'll Need to Modify Your Schedule

Your "normal" school-year schedule probably won't work in the summer and you'll have to modify it. That's just a fact. You won't be able to work as many hours (at least not during the day), and you'll probably have to get creative. If you generally make calls in the afternoon and your children head to swimming lessons without you in the mornings, you'll want to reschedule your calls for the times you know you'll have peace and quite during the day. I knew exactly when Blues Clues was on when my boys were little, because I could be guaranteed 30 minutes of quiet during that show. You get the idea.

So just plan on being more flexible regarding when you work and realize that things may need to change on a moment's notice. Believe me, as someone who coaches direct sellers for a living, I always completely understand if a client asks to reschedule at the last minute if it's kid related. I work with moms. It happens.

3. Focus on Quality, Not Quantity

You probably won't be able to work as many hours during the summer, so making the time you do spend in your office as productive as possible is essential. Make a plan at least once a week (if not every day) and decide ahead of time what your priorities are and what will get your time. If you get all of the big projects or commitments out of the way, you can always focus on the leftovers. But I've found if I don't have a plan, I start with the small stuff and then the big projects don't get done.

Likewise, make sure you're present when you're spending time with your kids. You can't be constantly interrupting your time with them to answer your cell phone or check e-mail. Trust me, they hate that and they'll resent it (and you.) Unplug and really give them your attention when you're spending time with them.

4. Make Your Work Time Play Time For Your Kids

Imagine how cool it would be if your kids actually looked forward to you going into your office to work. Here are a few simple ways to possibly encourage that feeling in them:

  • Find ways for your kids to get involved in your business (putting stickers on catalogs, putting together host packets, etc.) and reward them for their participation.
  • Have a special box of toys that they are only allowed to play with when you're working. This one is great. They'll actually be begging you to work!

I'm sure there are more creative ideas. These are just a few I used when my kids were little.

5. Create Accountability for Yourself

Print out your schedule and hang it in a community place in your home, like your refrigerator. Now gather your family around and let them know that this is your schedule, and that you're as committed to NOT working during the times not listed as you are to working during the times outlined for work. Then, if you're really brave, ask your kids to hold you accountable by giving them permission to ask you to stop working if you're in your office during a time that's not on your calendar as office hours. Believe me, kids LOVE to catch you doing something you're not supposed to be doing and they'll definitely call you on it, especially if you ask them to.

Finally, if something comes up that you need to do during the time you've scheduled to work for that day, be sure to go to your calendar right away and "pay yourself back" the time you're borrowing from yourself. If you don't, the work activity you've scheduled for that day won't get done and you'll find yourself getting behind.

One last thing…

it's perfectly okay (and even normal) for you to do the Snoopy dance on the first day of school. By the end of August, you'll be VERY ready for your kids to get back to school! That doesn't make you a bad mom. It just makes you honest. Embrace it and remind yourself that the summer will fly by and that first day of school will be here before you know it. Depending upon what sort of day you're having that will either be cause for celebration (as you tell your kids for the 15th time to PLEASE TURN DOWN THE TV), or one that brings a little tear to your eye (as you watch the wonder on your child's face as he meets Mickey Mouse for the first time or you hold your daughter who's fallen asleep in your arms under the stars at an outdoor concert).

Summer is short. That's the good and bad of it. So make the most of it, both as a parent and as a work-from-home business owner.

P.S. As I wrote this post, it kept dawning on me that I no longer have to worry about much of this. My oldest son Sam is now 16 and driving, and he has a girlfriend with whom he would spend all of his time if I'd let him. His little brother Eli is 13 and has a long board and lots of friends. They're really independent, have cell phones, and we live in a pretty small, safe town, so I'm anticipating that I'll be asking them when they'll be home so we can spend some time together this summer, instead of them wanting me to stop working to do the same for them. Just a little bit of a "sigh" moment for me. If you do have little ones, enjoy them. Mine were that age about 10 minutes ago, I swear.



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.