Layout Image

Archive for Relationship Building

If You Don’t Ask, They Can’t Say Yes!

By Julie · Comments (2)
Tuesday, January 3rd, 2012

I love to sing. I grew up going to my mom's Sweet Adelines rehearsals and I'm sure that's one reason why. Sweet Adelines, International is an organization that encourages women of all ages and talent ranges to come together and sing accapella, barbershop harmony. I've sung in choruses and quartets most of my adult life and I'm currently back in our small local chorus after being gone for several years. I didn't realize how much I'd missed it until I came back. It feeds my soul and I adore the other women with whom I sing each week. It's a very small chorus and we've struggled with attracting new members for years. Walla Walla is a small town and I'm sure the main reason we don't have more members is because the women who would love to sing with us don't know about us (or how much fun we have).

What does this have to do with your direct sales business? Glad you asked. I want to share a story about "making the offer" that will probably make you feel better about yourself (and it's a little embarrassing, given what I do for a living, which is to teach others how to "make the offer," but I'm willing to look stupid to help you get my point). Here's my story.

I have a good friend here in town named Carey Adams. I've known her for years, mostly because she's a CAbi representative. CAbi is a direct sales/home party plan company that sells some of my favorite clothes. (I'm one of Carrie's best customers). Carrie is loud and funny and sometimes outrageous, just like me. I really adore her. Apparently, she also loves to sing. I've known her for years and never knew this about her until I casually mentioned that I sing in the local Sweet Adelines chorus about three months ago. She told me her dad had sung barbershop with a men's chorus in Chicago when she was growing up there as a kid and that she had studied vocal jazz in college. So not only does she sing, but she sings really well.

Now, you're probably thinking "Oh, so once you learned that, not only did she love to sing, but she also grew up around barbershop singing, you invited her to come sing with you, right?"

Nope. And do you know what? I looked at Carrie and thought to myself, "She's way too busy to get involved in this and I'm sure she'll say no if I invite her to come to a rehearsal, so I'm not even going to ask." I know, I know. I'm mortified to admit that I did pretty much everything I'm always telling you NOT to do. Here's a list, in case you're keeping track:

  • I prejudged her based on what I knew about her (which, as it turns out, wasn't much)
  • I didn't make the offer because I was afraid of rejection
  • I assumed I knew what was best for her and basically made the decision for her by not offering
  • I (almost) missed an opportunity to enrich both of our lives

Luckily, this story has a happy ending. My friend and fellow chorus member Lynnette also loves CAbi clothes and attended my CAbi home party last September. Apparently Lynnette reads this blog and knows how to make the offer without being pushy, because she did everything right. She found out Carrie loved to sing, stepped right up and said, "Oh, you should come sing with us. We have a great time and we'd love to have you!" Much to my amazement (and chagrin), Carrie looked her dead in the face and shouted, "I'd LOVE TO!!"

Carrie will be the newest member of our chorus this month and she's also agreed to room with me when we go to our regional competition in April. She's brought new energy to rehearsals, is helping us get the word out about our upcoming membership drive (with her extensive background in radio advertising), and is inviting others she knows to join us as well. If I know her like I think I do, she could single-handedly double the size of the chorus this year.

So the moral of the story is this: Next time you're tempted to offer your opportunity, the chance to book a party, or your products to someone, remember this simple phrase, "If you don't ask, they can't say yes". You never know where it may lead.

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.


Comments (2)
Categories : Bookings, Relationship Building, Sponsoring, Team Building
Tags : , , , , ,

From Information Delivery to Information Gathering

By Julie · Comments (0)
Thursday, November 10th, 2011

Last week I wrote a blog post about a new way to conduct a direct sales opportunity event. It focused on getting as much information about the prospects' needs as possible and then sharing your opportunity from the perspective of "what's in it for them." I've gotten quite a bit of feedback on that post, and it was a real eye opener for lots of you.

As direct sellers, it's natural for us to want to share our enthusiasm for our business opportunity, our products, our party experience, and our companies. While I completely agree that this is a very important skill for you to master, unfortunately it can too often lead to information overload for the person with whom we're sharing, especially if this is where you start. Even though it comes from your best intentions, the need to tell people everything you possibly can about your business is most likely sabatoging your success as a direct seller.

I'd like to encourage you to think about your intention for sharing, whether it be about your opportunity, your products, or booking a direct sales home party with you. I would hope that you're sharing because you truly believe what you're offering could impact that person's life in a positive way. If that's the case, doesn't it serve you to find out exactly how that might happen? The only way to do that is to move from information delivery to information gathering when you share.

If you start by asking questions and determining exactly why the other person could use what you're offering, you can deliver your information in a much more relevant and comfortable way for both of you. Start by asking questions and really listen to what they're sharing. Then you can tailor your delivery to their needs, not yours. 

This is generally easier said than done, because as human beings we're usually much more concerned with our own needs and agenda, whether we choose to admit that or not. So I want to invite you to get amnesia about your own life and needs, even what you see as possible for the person with whom you're talking, and focus like a laser beam on what they need and want. And once you're sure you're really clear about that, share only what's relevant to them and nothing else.

It's a small shift that will produce huge results in your business as well as your life.

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.


Comments (0)
Categories : Coaching, Main, Relationship Building
Tags : , , , ,

Why Are You Afraid of Caller ID?

By Julie · Comments (4)
Thursday, October 27th, 2011

It happens virtually every evening, generally just as we're sitting down to dinner. The phone will ring and when I check the caller ID, it says "Unavailable," "Blocked," or "Unknown Caller." I never answer the phone because the only calls that come from those ID's are sales calls or charities soliciting donations. I don't buy stuff from people over the phone and I choose my charities in my own time and for my own reasons.

The bottom line is, there's no need for me to ever answer a call from "Unknown" because I know who "Unknown" is and I'm not interested in talking with them. I'm guessing you feel the same way.

So, why would you deliberately block your caller ID when doing customer service, booking, and sponsoring follow up calls? I've heard about this practice for years and someone recently asked me about it on Facebook because a corporate trainer with her company is advocating it.

Am I missing something? I just don't understand the value in this.

Basically, if you're willing to push *67 to block the person you're calling from seeing it's you calling, you're assuming that they don't want to talk with you and won't pick up the phone if they see your name on their caller ID (which I'm here to tell you is all about assumption and, 99% of the time, inaccurate assumption on your part, but that's another blog post). So let's say you block your name so the person you're calling is "duped" into picking up the phone and it actually works and they answer.

Now what?

According to the psychology behind this practice, you're now on the phone with someone who didn't want to talk with you in the first place. Congratulations. As my teenage sons would say, "Awkward!" What are you supposed to say to get them to do whatever you're calling about from this perspective? Frankly, it reminds me of my time on Match.com when men would use profile photos of themselves 20 years younger and 50 pounds lighter to entice me to go out with them. What did they think would happen when we met in person? I'd fall instantly and madly in love with their personality and forget the fact that I'd essentially been tricked into showing up for coffee with them?

Trust me, that never happened.

So, instead of tricking people who don't want to talk to you because they have no relationship with you into picking up the phone for an unproductive, uncomfortable conversation, how about building relationships with your customers and potential hosts? That starts with connecting with them more often than twice a year when you're hoping they'll book a home party or place an order. It starts with you actually taking an interest in their lives, their kids, and them. Sending a card on their birthday or anniversary, inviting them to an appreciation open house, or calling out of the blue with no agenda other than to make sure they're doing well and enjoying their products.

Then, when it's time to call and offer them the opportunity to work with you, in any capacity, not only will they want to hear from you, but you'll feel comfortable making the call. And that's worth it's weight in gold.

I'd love to hear your take on this practice in the comments below. Do you use *67? Has it worked for you? (If you're reading this post as an e-mail, click on the title above to join the conversation).

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.


Comments (4)
Categories : Customer Support, Follow-up, Main, Relationship Building
Tags : , , , ,
Next Page »


Subscribe Below & Get Your Free Gift Emailed to You!

Email *

Full Name *

* required

Never miss a blog post!


Get my blog posts delivered directly to your Email box!

Virtual Academy Members Log In


Connect with Julie Anne

A Great Tool for Direct Sellers!

E-Mail Marketing for Direct Sellers!

Article Categories

Meet Julie.

Shop.

Speaking.

Connect with Julie.