Direct Sales Professional

Half Way There

2010-07-05T16:30:00.003-05:00

Remember road trips as a child and asking “Are we there yet?” Maybe your own kids have asked you the same thing as you’ve traveled. Now’s a good time to ask yourself “Am I there yet?” toward your goal that is. Have you looked back at the plan you created for 2010? Have you reached the point where you expected to be?

If you are halfway to your goal congratulations! If not, stop thinking about it, rationalizing why you’re not, or making excuses. Instead make adjustments and get going again. You’re at a good spot here because you still have six months to reach your goals. Go for it!

Prospecting and Sponsoring

2010-01-20T07:30:00.000-06:00

I love being back in the field sponsoring. I’m hearing first hand all the excuses that naturally come up by consultants about why they can’t call someone today, right now, while they are thinking of them.

Here’s a few with my own thrown in and the rebuttal I have to each of them:

She works.
~ And you know for sure you can’t make a quick call to her at work?
~ So call this evening.
~ Who else can you call now?

I heard she is already working three jobs.
~ Sounds like she needs the cash flow.
~ A direct selling business may be the answer to her work load.
~ Being in control of her schedule may be a huge benefit to her.

Last time I talked to him he wasn’t interested.
~ Life changes.
~ Maybe the company has a new program that is more fitting at this time.
~ I said no last spring too then last fall I said yes.

I don’t want her to think I’m hounding her.
~ If you haven’t even offered the opportunity how can it be hounding?
~ When was the last time you called? An hour ago or last week?
~ When was the last time you actually connected?
~ She can always say no.
~ Is it hounding to give someone a gift they can say "No thank you" to?

I’ll wait till I have a little more success under my belt.
~ In the meantime, someone else who started at the same time will offer
the business and your prospect will sign under them.
~ In the meantime, your friend will be inspired by your confidence to
start a business that she starts in another company.
~ How much success do you personally have to have?
~ Kindergartners use the buddy system, so should you.

What has been your excuse? Get over it! There’s no time like the present. Go make your prospecting calls before your prospect signs under someone else or with another company.

What You Think and What You Do

2010-01-16T08:30:00.002-06:00

Your head is a part of your business. What you believe, how you think, what you feel, your faith, optimism, outlook, awareness, dreams, wants, willingness, it all comes from your head. It’s very important to learn how to run your business and to take action. However, working for yourself requires a strong will and determination which is why working on what’s in your head is equally critical to taking action.

> What are you reading?
> What motivational calls do you listen to?
> What affirmations have you posted?

Your computer can only function to the degree that you put the right programs in it and flush out the viruses when they creep in. In the same way, you need to put the right programs in your head. Programs like good books, uplifting music, motivational CDs, and personal development content. Flush out the viruses that creep in. Viruses like non-supportive people in your life, old habits, and negative thoughts.

What you think will impact what you do. What you do will then impact what success you’ll have. What part of your business do you need to work on today?

Yes I Can!

2010-01-13T09:00:00.000-06:00

Simple affirmations begin with the belief that I can! Learning to say “Yes” to what comes to you leaves you open to more abundance and fun. Saying “yes” is a sign of your faith in yourself. Simple affirmations to follow “Yes I can…” include:

> Generate more sales leads
> Build a million dollar team
> Have a great day
> Be healthy
> Drop to a size 10
> Add leaders to my team
> Find powerful business builders
> Enjoy the day
> Smile
> Be grateful
> Take action

What will be your “Yes I can!” statement? Write it on your bathroom mirror and smile as you brush your teeth and get ready for the day. You have just affirmed your faith in yourself. And that is where your success starts.

The Bathroom Mirror

2010-01-10T11:06:00.000-06:00

While my daughter was in high school, her bathroom mirror was always filled with crazy quotes, reminders of test dates, deadlines, friends personal notes to her, and always written right on the mirror with a white board marker. It drove me nuts for a long time because I’d look in the mirror and think “How can she see herself?” But the reality was, she was impacting her own success, her friends cheered her on through this medium, and eventually, I learned to write her an occasional love note or good luck message right on the mirror too.

In the shower this morning the light bulb went off – rather than write my affirmations on post it notes and paper and tape them up on my bathroom cupboard, why not just write it right on the mirror. I shall write it in hot pink! I’m sure my daughter won’t even notice I borrowed her marker.

Get yourself some white board markers and start writing away!

Back in the Game

2010-01-07T07:00:00.002-06:00

Do you remember when you made the decision to begin your direct selling business? Maybe you asked a consultant how to start, maybe you went to a product launch and saw the compensation plan,or perhaps like many, you got into the business because someone offered the opportunity to you. Last October, I received an unexpected call from a trusted friend who was loaded with passion about her new direct selling venture. Though I had no interest for myself, I agreed she could share the information with me. One week later, I became a distributor.

It’s been a thrill to be back in the field. In many ways, it’s easier this time because I’m not bothered by the “no’s” it’s simply part of the process. However, I’ve had a couple reminders that hit like real zingers. For example, getting on a recruiting call and hearing someone introduced as a prospect considering the business that was on my list but invited by someone else because I failed to invite her. Then calling a prospect last week who said, “Oh Anne, I’d have started with you had I known you were in this. But Cindy sent me some info last month so I will be starting with her.”

If you are thinking about someone you should talk to about your opportunity, call now before someone else does. People are looking for ways to make money, to gain security, replace lost income or lost retirement. You have a solution to their needs with your business. Even if the call feels uncomfortable, do it anyway, it’s far worse to realize you missed out because you failed to act. Don’t wait. Make the call. Let go of your excuses and get yourself in the game by sharing it with others.

You’ve Set the Goal, Now Make it Happen

2010-01-05T06:00:00.000-06:00

Now that you’ve set your goal what will you do to make it happen?

Have you created a plan?

Did you break it down by months, weeks, days?

Have you broken it down to what action you need to take?

When are you going to get this plan created and get started?

There’s no time like the present! Go make it happen.

Resolve to Reach Your 2010 Goal

2010-01-02T23:10:00.005-06:00

New Year’s resolutions often include losing weight. Listening to a fitness expert tonight he made the comment that those who have a purpose and a strong reason to lose weight are more likely to lose it. The reason behind the desire is critical. How true that is for reaching our selling and sponsoring goals too.

Why do you want to achieve the goals you are setting for the New Year?
Questions to ask yourself as you are determining those goals include
How will you feel when you achieve your goal?
Who will benefit when you reach your goal? Who else?
What will be different for you when you reach that goal?
What can you do to ensure you will reach it?
How will you keep your focus?
Who has done what you want to do and can support you?
How will you celebrate your milestones along the way?

Determine your purpose. Know your why. Create your game plan. Start today.

Generate More Parties When You Help Others

2009-11-10T16:26:00.004-06:00

If parties are low, consider these ideas to fill up your calendar, help increase your profit, benefit others in your community, and maybe even gain some recognition for your business. Everyone wins benefits when you help others in need.
You can do this exercise on your own or directors use this brainstorming idea at a sales meeting.

* List all your favorite charities.
* Then list all the other charities you can remember.
* List all the people in some kind of need: children, cancer patients, elderly, homeless, parents who have critically ill children and are away from home, physically handicapped children, and so on.

When you have a long list, brainstorm how your products could benefit these people or organizations.

Do the battered women starting out on their own need a tool box, kitchen supplies, food, home décor, blankets, food, books, personal care items, a sweet indulgence of jewelry, candles, your product?

Does the church need new kitchen supplies?

Do the breast cancer patients need clothes with soft, comfortable fabrics?

Does the hospice center need blankets for patients or décor to create the comforts
of home?

Do the children at a local school for special needs children need books, or toys?

What care packages could you assemble for our military with your products?

How will you use your products to benefit others? Please share your ideas here. The more ideas we have the more you have to work with to grow your business.

Why Don't Your Consultants Race up the Career Ladder?

2009-11-09T13:11:00.000-06:00

On the way to school with my son James this morning I was appreciating his love of reading. I'm an avid reader as are my daughters. Barnes & Nobel is a dangerous place for my check book to be! James has not always been a reader, in fact it wasn't until last spring in fourth grade he became a fan of reading. It drove me nuts for years that reading was not of interest to him, how could it not be?

Here's the thing, we're all in the same family, but what brings us joy is not always the same, and if it is, it does not become so at the same point in life. Your consultants are the same way. They all come into this business and start at the beginning, but they don't all progress at the same pace. They progress in the business based on their time not yours. Your responsibility is to teach them, guide them, support them, and honor their goals in their business. If they wanted a boss, they'd get a job, instead, they chose you as a sponsor.

What Happens to You is a Reflection of What You are Thinking

2009-11-05T15:15:00.000-06:00

A director once told me her team was full of stupid people who didn't get how easy this business is. She swore to me she would never say that to them, in fact she praised them and gave lots of recognition. Unfortunately, her team started to dwindle and she complained all the more. What was happening to her team was a reflection of what she was saying to me and in her own mind, and though she said she never said it to them, they could feel it. Her team sensed her bad energy.

Your thoughts and words are powerful. Even if you don't say them out loud, your body feels the energy of them, positive or negative. People around you can sense the positive or negative energy. Others will respond to you based on the energy you are putting out.

What can you do for yourself today to shift your energy to positive?

More Office Organization Tips - Personal Time Tracking

2009-10-06T15:56:00.004-05:00

Do you cringe at the thought? Tracking your time? Ah but yes - it's a valuable tool to help you be a better you in your business!

Record for two weeks all the actions you do from the time you get up till you go to bed. When you look back to review, color code your actions into family time, personal time, income producing, team building or team connection time, and office work. Where do you spend the most time? Is this helping you reach the goals you have? Do you see any patterns that are working or any that are not which may need to change. Perhaps you find yourself checking emails six times a day, washing a load or two of laundry, chatting on the phone, surfing the internet. You get the idea. When you see where you are really spending your time, you can see why you are getting the results you have, good or bad.

Based on what you discover and what you want to accomplish with your business, consider what you believe would be the best schedule for you. Set it, schedule it, and then track how closely you stick with it. Ask yourself after two weeks, what has improved and what still needs to be evaluated or changed. Then track it again. The more clearly you understand how you truly spend your time, the better you can manage your time. Granted I know it’s all easier said than done, but I have done it. Sometimes it takes the help of an accountability partner or coach to help you manage the time you spend in and out of your business. The benefits are worth it!

Office Organization Tips

2009-10-04T22:45:00.004-05:00

Caterina Rando, Nicki Keohoho and 18 other Direct Selling experts, including me, are busy working on a fabulous new book coming out in the spring called Direct Selling Power. It'll be a must have for every direct seller and a book every leader will pass out to her team!

My chapter is Office Organization. I had a limited amount of space but know you'll still want the content I had to eliminate so I'll be posting it here in the coming days. I'd hate to withhold ideas that can make a huge difference in your business!

For directors and leaders with large growing teams, here's a quick tip for you to help ensure you don't miss any important steps in adding a new consultant to your team.

New Consultant Processing Form
When a new recruit comes into your team attach a New Consultant Processing Form to her agreement. A New Consultant Processing Form is a checklist of steps for processing a new recruit including:
-> Entered into database
-> Welcome note card sent
-> Welcome phone call made
-> Link to team website or team chat rooms
-> Welcome packet sent
-> Any other steps you take can be added
With a simple checklist your assistant can help ensure all steps are completed before a new agreement is filed away.

Do Emails Get in the Way of Your Business?

2009-09-14T14:15:00.001-05:00

Before you send an email to your prospect, hostess, or client, ask yourself “Will a phone call have better results?” Sometimes we get so accustomed to our emails that we forget that not everyone reads their emails frequently, emails don’t always reach their destination, and we’re in the people business which means talking to people!

The next question you can ask yourself is “Why do I think an email is best?” because often you’ll discover that you are making excuses for the person you are avoiding calling such as
“It’s too late to call them”
"It’ll be faster to send an email"
"I don’t want to interrupt her dinner"

It’s so easy to make an excuse, but excuses are often a way to avoid what may be a disappointment, cover up an insecurity you have, or a way to procrastinate. Knowing why you are choosing to send an email instead of making the call can help you understand what you may need to improve on. I'm betting your keyboarding skills are already well developed. Focus now on the calls. Then tell me how it goes.

Ten Tips for Sales Directors & Leaders

2009-09-12T09:00:00.002-05:00

1. Set team goals and track them.
2. Create team unity.
3. Lead by example.
4. Create a recruiting culture.
5. Promote the benefit of leadership
6. Find and promote consultants who are better than you.
7. Continually invest in your own education.
8. Stay connected to your team.
9. Live a life others want to follow.
10. Always ask "Is what I'm doing right now moving me closer to my goals?" and if it isn't, then stop and do what will.

Are You Plugged In?

2009-09-10T10:42:00.006-05:00

As a coach to direct selling leaders, I find I too benefit from the coaching calls in many ways. It’s rewarding to hear of my clients achievements, see their growth, and watch them climb the career ladder. Today I had a coaching call with a long time client of mine, Teresa Faulhaber, who shared some great insight she’s gained and thanks to her permission, I want to share it with you.

“If you’re not plugged in to your family, your spiritual life, and your business, it doesn’t work.” The more plugged in you are to the gratitude’s you have about your family relationships, your spiritual connection, and to all the blessings of your business, the easier it is to move your business ahead. When you get bogged down in one or more of those areas, the more challenging your business becomes.

My charge to you today is to get plugged in. Are there relationships in your business that aren’t where you want them to be? What else is going on in your personal life that may be contributing? Are you feeling disconnected from your faith? Think about each area of life and ask yourself

“Am I plugged in to my spiritual side?”
“Am I connected to my family the way I want to be?”
“Am I positively in my business?”

Be turned on by what’s good in life instead of what brings you down. If you’re plugged in, you can’t stay down long and you can weather any challenge that comes your way.

Single Daily Activity

2009-09-04T12:48:00.006-05:00

What action could you take right now that would move you closer to your goals?
You have a choice everyday to act or not. By adopting the mindset that every day you will complete at least one daily activity for your business, you are much more inclined to grow vs. being haphazard in your approach.

So think about today... what can you do?
Write a thank you
Call a customer
Coach a hostess
Share the opportunity
Prepare your hostess packets
Review your company manual
Listen to a training CD or podcast

I challenge you to write out 30 SDAs so you always have ideas for working your business, even when time is tight.

What ideas would you add to the list?

7 Elements to a High Producing Party: Part 2

2009-09-01T14:46:00.004-05:00

4. Booking & Sponsoring Commercials – Use these frequently. Use creative commercials that refute any objection customers may have. Write them out on post-it-notes and put them in your catalog so you don’t forget to share them. If one doesn’t seem right, then simply replace it with a new one that does. Shoot for no less than 8 per party because many customers may not hear three, four, or even five reasons to book or become if they are totally engulfed in the product options.

5. Building on the Sale – When customers order what they see value in, they buy more if they see benefits to adding on the next items. Why hold a $300 or $600 party when you could be having $1000 parties? Doesn’t it make sense that with every diaper bag order you add on a burp cloth set? If she is ordering the necklace and bracelet shouldn’t she get the earrings to complete the look? If she’s ordering the soup mix, shouldn’t she get the bread mix with seasoning to have a well rounded meal? If ten people order $20 more, you’ve increased your sales by $200 and you didn’t have to do any extra work. What’s more, your clients will be so thrilled because they didn’t forget to order anything.

6. Maximize the Sales Receipt – This is where your future sales and bookings can come from. Always ask which phone number they prefer you use and when is the best time to call. Make sure their email address is legible, and that your contact information is on the receipt as well. To make these receipts effective for you later, make notes of additional favorites they want and personal notes about that person so you don’t forget who she is.

7. Closing Table – Set the stage to add on the sale, gain additional bookings, and plant the seeds for your customers to become consultants. Make the closing table private by having only two chairs available. Set the area up to ensure you will remember to offer accessories, have a picture frame of your top five hostesses party totals, your business cards, and of course, hostess and sponsorship packets.

When you focus on these elements of your party and improve your skills in each area, you’ll begin to see your sales rise, your hostesses happier, your bookings increasing, and your sponsorships will increase as well. Pick one area to focus on and master, then pick the next!

7 Elements to a High Producing Party: Part 1

2009-08-31T10:13:00.003-05:00

Ready to have your bookings increase, your hostess credits rise, and your sales soar? By improving elements within your show you can have better results from it. Start with these three areas and read Part II tomorrow.

1. Welcome / Opening – Engage your guests, use their names, and ask questions “How would you use this bag differently?” “What is your favorite shade?” “Which set can’t you live without?” “What’s your favorite item on page 23 (of the catalog)?” “When was the last time you saw our line?”

2. Your Story – Be brief, but do talk about yourself, even if guests have heard it before, you still do this. Your story should include why you became a consultant, what propelled you to make the "yes" decision, what you have already gained or expect to achieve in this business and an invitation for them to join your team. If you find your “audience” is different from you, then as you share your I-story, include a brief story of another consultant who fits the guests better. I.e. “I did this to stay home with my children and pay off bills, but my friend Jenny became a consultant to put her sons through college while creating her retirement options at the same time.”

3. Product Details – How well can you explain the variety of uses for your products? Be very familiar with your product so you can answer questions that arise. This is where you sell the benefits of your product – what makes your product special, different from others, a wise buy? Your product is already a good product – don’t embellish on its attributes. If you are having trouble with this area there are three solutions: attend more local training and participate on tele-classes to learn, read your company literature, and pull ideas from your catalog.

Start today with reviewing these three areas and focusing on improving them. Come back tomorrow for Part II.

Mind Overload!

2009-08-14T13:39:00.000-05:00

Ugh! I keep reading, hearing, and learning more and more about how I can increase my business through social media, which I’m doing. But then the further I get into it, like everything else, I have a tendency to see what’s next and think I should jump to that too. Today I just discovered you could send twitter announcements directly to your subscriber’s phone. Tempting because I want to share so many ideas with you. But, I have to take a deep breath, review my goals and action plans and realize this doesn’t fit right now.

Sometimes you can feel this way coming home from convention. You’ve learned so much, so many incredible ideas, new systems introduced by the company not to mention all the new products being launched. Take a deep breath, set some time aside this weekend, and review “what are the goals you’ve set, what are the logical actions you need to take” and stick to it. Then, you start a “what’s next” file and keep track of all those ideas you want to implement when the time is right. Great ideas don’t get you anywhere if they don’t support your goals at this time.

So for the rest of today, I’m sticking to my plan of action. No deviation. However, I’ve added some new ideas to my “what’s next” file for the future. How about you?

How to Overcome Price Objections

2009-08-09T14:21:00.007-05:00

Do you hear “These are expensive!” or “I could get this cheaper at Wal Mart.”? When you hear these concerns, think of it as if your customer is saying to you “Tell me why this is a good deal.” or “Tell me why this is better than the cheaper ones I can buy somewhere else.”

Here are three steps to eliminating the cost concern.

1. Are you sold yourself? Would you pay full price? If not, you need to shop around and compare why your product stands above the rest.

2. Show the value of your products during your presentation or demonstration. Ask a question that points out their challenges or problems with other products perceived to be like yours and tell them (or demonstrate) how yours is better because they won’t experience those problems. For example:

• “How many of you have ever found you need to replace basic turtleneck tops every year because they fade, shrink, or stretch out? With our fabrics, there is no fading, shrinking, or stretching, which means you can buy as many as you want and know they will last well beyond this winter season.”

• “Have you ever put up a vinyl design on your wall only to have it fall down a month or two later? With our vinyl designs, you’ll find they won’t come down until you take them down.”

• “Have you ever bought a lipstick based on the color of the box only to find it doesn’t really go well with your skin tone or it tastes terrible? The beauty of our lipsticks is, you can try them today and find the perfect shades for you so you won’t waste money on trial and error.”

• “Can you imagine pouring chemicals into your body? With most skin care systems, you are because they use chemicals and it is absorbed through the skin. With our skin care system, we use all natural ingredients.”

• “Have you ever purchased an earring set you loved only to have a stone fall out or the post break? With our jewelry you have a life-time guarantee. Though it’s rare you’ll every have a problem, if you do, we stand behind our product and will fix or replace it at no charge to you.”

• “Have you ever wished you could create a scrapbook for your child’s graduation but you just don’t have the time? With our digital books you’ll discover it take ¼ the time and it won’t fade or fall apart.”

Think of their challenges and show how your product solves them. Point out how this saves them time, money, and headache.

3. Share stories that sell the value of your product or illustrate how others have benefited from your product. Involve the guests who have purchased before and ask them to share why they love your product or other ways they have used your product. Then they become the trusted endorsement.

One last statement that always worked for me “If your heart is saying ‘I want it all’ and your checkbook is saying ‘no’ then you’ll be happy to know we have a fantastic hostess program to ensure you can have what you want.” If you have trouble coming up with ways to handle objections, you’ll want to subscribe to the monthly free Direct Sales Professional eNewsletter which has a section devoted just to “One Line Wonders.”

Three Easy Ways to Work Your Business While on the Go

2009-07-28T08:00:00.003-05:00

Are you in business or playing around? Do you recognize an opportunity when it's right in front of you? Here are ideas so you can be prepared for business when you are on the go.

Create a portable office in your car.
Include catalogs, business cards, recruiting brochures and packets, hostess brochures and ready made hostess packets, promotional DVDs, and other marketing materials you may have.

Learn as you drive.
Listen to training CDs to improve your skills. Download MP3 training from the Internet and plug it into your car to listen to as you drive.

Show and sell as you go! Can you take a few items with you for an impromptu party out of the back end of your van while you're at the ball diamonds? Do you have a case with product that is easy to carry with you in case your girlfriends at lunch are in the shopping mood? Wear your products or logo wear.

"Your big opportunity may be right where you are now." ~ Napoleon Hill

What do you do to make your business portable?

See the Outcome

2009-07-24T09:00:00.002-05:00

Picture it. There you sit with your entire team at the convention awards banquet. The excitement is in the air. The convention has been dynamic so far and there's more to come.There are gifts and surprises awaiting you. You and your team consume several tables at the banquet and you are graced with the presence of a dignitary at your table. The meal is divine, everyone is happy and looking drop-dead gorgeous. The dinner entertainment is spectacular. Then it happens, recognition for top teams in the nation...and you are it, you are at the top, you are the one everyone is applauding.

Big Dreams give you the permission to do things you normally wouldn't do. This why your goals of surpassing your past accomplishments, or of reaching the number one team, the number one recruiter or seller, or becoming a multi-million dollar team are completely attainable. You can do it.

Picture your closing ceremony at convention. Your president is giving the closing speech and she uses your team as an example of what can be when you believe in yourself, your team, and let go of excuses and fears. She'll talk about letting go of old beliefs that hold you back, she'll talk of the greatness and beauty within you, and the untapped gifts you have to offer others. And then she smiles at you sitting in the front row. The feeling within you is enormous joy. You did it.

Big dreams anchor your goals and support your actions. What is your big dream?

Tune In & Get Turned On in Your Business!

2009-07-22T11:51:00.003-05:00

Tune in...
Tune into your team tele-conferences
Tune into the Joy Zone free tele-seminars
Tune into your customers with social media
Tune into your prospects at every show
Tune into your intuition that tells you to step out there
Tune into opportunities that surround you
Tune into the fun factor of your business and spread it to others!

Turn on your energy
Turn on your smile
Turn on your dreams - enlarge them!
Turn on your will power to move forward
Turn on the care for your customers
Turn on the love you have for others
Turn on the joy in you life
Turn on the fun in all you do
Turn on YOU!

You are the one who determines what kind of business you'll create. When business isn't on the upward swing you want, you are the one to turn it around. What works for you to turn your attitude and actions around?

Lead the Team

2009-07-13T22:16:00.000-05:00

You've heard it, the pace of the leader is the pace of the pack. So how's that working for you?
Get your team excited by sharing your experiences. Let them know how many shows you have booked this week, how many women you're sharing the opportunity with, the language you used that got you 4 bookings in one show. Let your team know when you've had a struggle and what you learned from it or how you overcame it.
Your team wants you to succeed too and when they see you working your business like you tell them to do, they are more motivated.
Convention is coming up. Are you going? How many consultants are you taking with you?
You lead by doing, not by telling.

What It Really Takes To Be a Winner in Your Solo-Business and Make More $$ in Less Time!

2009-06-29T19:15:00.000-05:00

We all want to do it in less time don't we?
Do you ever wonder what makes SOME people succeed, wildly succeed, while others are just scraping by, trying to make 5-figures or barely break 6-figures?

If you really want to know what's going to get you from where you are in your business now to a TOTALLY different level, here's the secret...

The secret is actually a COMBINATION of several key techniques (like a combination lock) that, when applied in a particular order, create phenomenal results in your business AND in what you make.

For herself, She's always interested in looking for more ways to take charge of her OWN life and her OWN business. That's why I was intrigued by Fabienne Fredrickson's new free teleclass on Wednesday July 1st, called "What It REALLY Takes To Be A Winner In Your Solo-Business And Make More Than You've Made In The Next 12 Months Than in The Last 12 Years COMBINED."

Here's the link to sign up:

https://attraction.infusionsoft.com/go/WIABpreview/JoyZone/

And Fabienne is ready to reveal it ALL to you, step-by-step, without holding anything back, on a FREE Teleseminar happening Wednesday, July 1st.

Will you join me? I can't wait to have you with me.

https://attraction.infusionsoft.com/go/WIABpreview/JoyZone/

I love Fabienne's material and know you will too!

What Holds You Back?

2009-06-29T17:17:00.001-05:00

I often hear that FEAR is what holds women back and for some that's true. For me - PERFECTIONISM is the excuse I wrestle with all the time. What stops you?

Miley Cyrus Knows the Secret to Success in Direct Sales

2009-06-22T09:00:00.001-05:00

In direct sales you can have the dream, see it in your mind, know you want it, be working toward it and yet, there are voices in your head saying you won’t make it, there are mountains that get in the way, and there may even be battles to fight along the way. It isn’t just your business that encounters a few trials along the way.

Miley Cyrus has the insight to what it takes to get to success, even when it’s an uphill battle. Her new song “It’s the Climb” is a great one to listen to when you need to redirect yourself in your business journey. Check out the lyrics,

I can almost see it
That dream I’m dreaming but
there’s a voice inside my head that says
you’ll never reach it
every step I’m taking
every move I make feels lost with no direction
My faith is shaking
But I’ve gotta keep trying, gotta keep my head held high
There’s always going to be another mountain
I’m always going to want to make it move
Always going to be an uphill battle
Some times I’m going to have to lose
Aint’ about how fast I get there
Ain’t about what’s waiting on the other side
It’s the climb

Will you choose to be bigger than the challenge and keep moving forward? Sometimes there are losses in life that leave us questioning, that shake our faith. BUT you’ve gotta keep trying, keep your head held high, recognize there may be mountains. It isn’t a race against anyone else, so it’s all about the process of getting to the dream, the top of your mountain.

See your dream, keep your faith, and recognize what you gain in the climb. If you need a little reminder, get the song and play it loud and sing along.

What is Your Business Image?

2009-06-18T08:30:00.000-05:00

Will customers want to enter your "store"?

Are your sample products in mint condition?
Does your display invite shopping?
Are you using the most recent catalogs?
Do you have enough products on hand at your shows for customers to see?
Are you prepared for your show when you arrive with order forms, pens, hostess packets, your date book and other business supplies?
Are you dressed like the "expert" or do you blend in with the crowd?
Are you packing up your products in nice bags, containers, or luggage?

The business front you display reflects your professionalism, the product quality, and the value you offer with purchasing your product.

What is Customer Service?

2009-06-15T07:30:00.001-05:00

Customer service is important in establishing your credibility as a businessperson. Customer service helps you develop a relationship with each customer who purchases your product. It is the relationship that creates loyal customers and motivates hostesses to rebook each season. Customer service is the value-added benefit of buying from you instead of somewhere else. Customer service is the unconditional care you provide to your customers.

When is the next time you'll be making customer care calls?

5 Uses for Your Company Post Cards

2009-06-12T08:30:00.001-05:00

Many companies offer great tools to use in your business and if you have post cards, there are multiple ways to use them.

1. Keep a set at your closing table for additional suggestions you can give your customer to take home with her.
2. Address one to your hostess, stamp it and when you get back to your car after her show, jot her a quick thank you and drop it in the mailbox on the way home.
3. Keep 20 in your purse or pocket with the date, time, and location of your next show along with directions to your home to pass out to the people you meet around town.
4. Send a thank you post card to your customers who pass a referral on to you.
5. Pass them out at your shows and ask each guest to address one to herself to be included in the next area sample sale, recruiting event, customer appreciation night, etc.

Just Announced! DSWA Coaching Center Open!

2009-06-11T15:11:00.003-05:00

Check it out! The new DSWA Coaching Center blog is ready!

There will certainly be a tremendous amount of knowledge shared there so take advantage of all our coaches knowledge. I'm excited to be a part of the coaches who will be writing too.

Neil Philips first post is a great lead for what's to come. He does mention that coaches read a lot! Here's the book I'm reading now: What Got You Here Won't Get You There by Marshall Goldsmith

Become a follower of Direct Sales Professional Blog and the DSWA Coaching Center Blog today!

Working on my Anniversary

2009-06-10T18:35:00.000-05:00

Today is our 21 wedding anniversary!

I'm working tonight - even though it's our anniversary. I don't always do this, but this is not the first time. Years ago when I was a relatively new consultant, my sponsor was coming to our city to hold a new coordinator training. I knew I really needed the information if I was going to build my business, which at that point I never even envisioned it would grow to become a Million Dollar organization. It was our 7th anniversary and we talked it over and decided, we'll still be married tomorrow, so why not celebrate on a different day. It worked.

I'm doing the same thing now. I just finished one DSWA coaching certification call and I've got one more to go tonight to get these classes in. We both know I've made an investment in my education, in my coaching clients, and ultimately, for our family, so working tonight works for us.

So often I've heard consultants say they can't attend a training being held in their town (even when the trainer or corporate exec is coming) because it's their anniversary or birthday or a child's birthday. When the opportunity to learn and grow your business is available to you, which ultimately impacts your family positively, you take advantage of it! I'm talking here about the trainings that are not offered frequently or a special company exec or guest is coming. If your marriage can't be flexible, you've got to wonder how's that working out for you? Kids will get over it and they'll learn that they are not the center of your universe, an important part, but not the one-in-all. Find ways to make the day special, go to your training, and schedule a time to celebrate when you can be fully present.

Certainly family is a priority for me, it's one of the reasons I built a direct sales business and now coach and train. However, balance is a priority. Being present with my family when I'm with them is a priority.

I get to be on my call in a few minutes here, and then, when it's all over, I have a tray of shrimp in the fridge waiting for the two of us.

Single Daily Activities You Can Do for Your Direct Selling Business

2009-06-10T09:00:00.000-05:00

1. Interview a hostess
2. Write Thank You notes
3. Hold a cyber show
4. Review your manual
5. Watch your training DVD
6. Download an MP3 from your company
7. Listen to training CDs
8. Make customer service calls
9. Place an order
10. Make a list of prospects
11. Make 3 follow up calls
12. Attend an area training
13. Listen in on a training teleclass
14. Do your hostess coaching
15. Ask for a referral
16. Plan for Nat'l Convention
17. Review your goals
18. Call your leader for a one on one business review
19. Review your booking & recruiting commercials
20. Get a coach (You knew I had to put that one in there!)
You can ALWAYS do something for your business every day - and these are only a handful of places to start.

Give Yourself a Raise with Better Hostess Coaching

2009-06-08T10:00:00.003-05:00

You've got the date, make the most of it by coaching your hostess. The higher your sales and bookings the more she gains in hostess credits. Make sure she knows what it takes to get what she wants through hostess coaching.

1. Schedule it. Whether you give her a hostess packet or a brochure, set a coaching call within 48 hours of setting her show date.
2. Help her determine what she wants to earn. When she has a concrete idea in her head, she'll work harder to get it. Show her how many orders and bookings she will need.
3. Help her generate her guest list. Although FRANK works, you can take it one step further with some more specifics for her. Who does she know that just built a new home,who is a realtor, who has teenagers, who runs a daycare in her home? Think about what kind of buyers you want, who would be attracted to your products and help her think about specific people.
4. Explain the best way to invite. Phone calls are critical, post card invites are great reminders. Emails to save the date can help. Reminder calls a couple days in advance are wise.
5. Give her the words to say when she invites her guests. Ask her what she loved about your show or products and suggest she share that with her guests because her enthusiasm will shine through.
6. Set a goal for outside sales and bookings.
7. Call her 5 - 7 days out from her show and ask "How many guests do we have confirmed?" Help her to build on that list, encourage her to make more calls, assist her in making calls, and show her why the date she picked is still a good date to prevent a postponement.
8. Call her 3 days out to remind her to make those reminder calls, let her know how excited you are and reassure her that her show will be a success.
9. At her show, let her know she sets the pace. If she encourages her friends to book, she's more likely to have more bookings. If she gets involved using your products at the show her guests will feel more comfortable doing the same.

With better hostess coaching, you'll see higher sales, better bookings and put a stop to postponements.

How to Raise Your Sales Without Raising Your Work Load

2009-06-05T09:30:00.002-05:00

Simple steps to raising your sales at your shows:
1. Focus on your company's specials. If your company offers a buy one get one at half price, spend $50 get special item for only $25, be sure you point these out during your show and at the order table. I attended a home decor show and ended up spending an additional $31 because of the specials my consultant pointed out at the order table.

2. Sell in sets - Women need the entire set when it comes to a skin care system right? If you sell baskets, then a liner and protector are necessary. Why buy one necklace when it looks better layered and accented with earrings? Think about your product and what items can go together to create a set.

3. Always build the sale - certainly there is one more item in your catalog that your client will wish she had to complete her set, make the most of her investment, and so on. When the check book is out, your customer is ready to buy. Remind her of the extras that complete what she has started. Napkin rings are smart if she's buying the napkins, a couple spatulas if she's buying a new piece of cookware, candles if she's buying the new centerpiece for her dining room table.

4. Teach your hostesses to get outside orders from all her guests that can not come. Set a goal for how much she could sell before you even arrive. Make sure her guests who can not attend can place on line orders. My girlfriend recently held a show that I could not attend. I ordered online and her consultant later told me she had $400 in outside sales before her show even began.

Consider this: If you held two shows a week with ten buying guests at each show, and you raised the sale by $30 a person (which could be one more item), you would add $2400 to your sales total in one month's time. Hmmm. What would you do with the extra cash flow? If you earn a 30% commission, you'd be adding another $720 to your bottom line.

You may think your products sell themselves, but if you really want to increase your sales, you'll work to sell your products.

Tips 9 & 10 for Direct Selling Success

2009-06-04T19:19:00.004-05:00

9. Don't Compare your Progress or Success to Others
No matter what is happening in your life, it isn't the same as what is happening in another person's life so why use someone else as your benchmark? Set your own goals and determine for yourself what is best for you. Determine what does success really mean for you? It may not mean being #1 in your company, but instead, it may mean earning enough money to be able to stay at home full time. Success may mean that you have reached the point where you feel good about standing in front of people to do your presentation. Progress may be for you to get 6 shows on the calendar. If you do better than you have done before, that's progress.

10. Ask for Help Along the Way
When you do get stuck, you need to seek out someone who knows how to help you out. It may mean calling your sponsor or director, maybe listening to company CD's, read the company manual, read a self-help book, or get a coach. Attend national convention and go to your local meetings. You don't have to know it all to build your business. You just have to start and believe that there will always be someone who will know the answers to the questions you don't know.

Tips #7 & #8 for Direct Selling Success

2009-05-09T10:00:00.000-05:00

7. Network to continually meet new people.
Thank goodness for family and friends who help you get started, but move beyond to new business contacts and you'll really see your busienss grow. Be active in your comunity whether that's at school, your neighborhood, your church, it's important to be out not sitting in your office. Join a leads group - or start one of your own. Develop your 30 second elevator speach about what you do so you can connect with others easily.

8. Be patient.
Fast food isn't fast - someone had to grow the potatos, ship them to the factory, and then someone had to slice them and package them to be shipped to the resturant. Growing your business takes patience. Over night success stories are really like fast food. When someone has overnight success, it's usually because they've built a business elsewhere already, they are walking the line they are talking about, or they were wise enough to see an opportunity and act upon it. You'll never know how many failures and experiences they already had giving them the insight and drive they have now. Follow your company plan and take action and you'll grow your business in your own time.

Tips #5 & #6 of Tips for Direct Selling Success

2009-05-07T11:19:00.006-05:00

5. Build a team right from the start.
You don't have to know it all and you don't have to be a success in your business to share it with someone else. All you need to share is your enthusiasm. Next think about what your sponsor is doing for you and that is what you do with your new recruit. Call upon your upline to provide guidance. It's more fun to build your business with new recruits in the same position. Don't wait, start now.

6. Treat your business like a business.
Keep a separate checking account and manage your income. Reinvest in your supplies, products, and yourself. Work when you say you're going to work. Be consistent in holding show and sponsoring others. Have a separate phone line. Treat your business like a business and you'll make money. Treat your business as a hobby and you'll have fun spending money on a hobby you love. You decide!

Two more Tips to Direct Selling Success

2009-05-06T17:00:00.000-05:00

3. Always attend training, local meetings, and national conventions.
What you learn from these amazing training opportunities is exactly what you need to know to run the business you dream of and to create the lifestyle you long for. If there is a meeting to go to, don't book a show at the same time. What you learn may be just what you need to raise your sales at all your shows. National Conventions are spectacular and they are designed to ensure you have the tools and knowledge to achieve your dreams.

4. Consistently hold shows each week.
There's no getting around it. Consultants who are consistent with 8 - 10 bookings a month have higher sales and grow a more balanced business. When you are consistent, you master your presentation, become an expert at raising sales, and secure more bookings because you are sharp and not haphazard about your approach to succeeding in direct sales. In addition, you become a better recruiter because you are out meeting more prospects. Imagine, simply holding 2 shows a week can earn you $200 - $400 or more each week.

Get the continuing education you need to be a professional direct seller. Stay consistent with your shows weekly and discover the ease of reaching your goals.

Direct selling is an incredible opportunity. Make the most of it!

Two Tips to Direct Selling Success

2009-05-04T23:33:00.004-05:00

Recently I had the honor of presenting "Discovering Direct Sales" at the WBCNA Direct Selling Expo in Huntsville, AL. Here are two of ten tips I shared with prospective consultants.

1. Know what you want from your business and why you're in it.
Are you looking to just get your product at a discount and have some fun? In that case, you'll treat your business as a hobby and not expect profit in return. You'll receive the benefit of the discount and have fun when you do share the products.
Are you looking to generate a few hundred dollars a week? Then you'll be treating your business like a business, attending meetings and trainings, and you'll be holding shows on a weekly basis. You'll reach your weekly income goal with consistent shows.
Or, is your vision to create a new career for yourself? To create an empire that rewards you with thousands of dollars a month? If you are, you'll not only hold shows consistently, you'll build a team from the get-go and never miss a meeting or training. You'll invest in your continuing education and you'll reap the reward of a career income that enables you to fulfill your dreams.

Know what you want from your business and work at the pace it takes to reach what you are after. Don't compare yourself to others because your reasons for why you are in your business are unique to you. When you have a compelling reason for why you are in business, you'll have the internal motivation it takes to keep working your business.

2. Set Goals.
There's nothing earth shattering here - setting goals makes a difference. Since you know why you want to be in your business and how the business will benefit you, setting SMART goals is simple. Think about all the incentives and bonuses your company offers and set goals to achieve them.

Keep your vision clear and in front of you. Keep your goals specific and in front of you. Take the action necessary to reach your goals and accomplish your vision.

If while you are growing your empire and get stuck or you are on the fast track and need help in keeping everything flowing, then hiring a coach may be just what you need.

Get The Positive Response You Want

2009-03-04T10:04:00.004-06:00

Ready to get more "yes" responses to more bookings, sales, and recruits? Use powerful words that elicit a positive response. Words like everyone, everybody, every, all, and always are power words that impact your listeners.

Set the tone for buying, booking, and becoming a consultant with statements like these:
"Everyone falls in love with our _(product)_! All my guests start with one set they love as a guest at the show, then book a show to earn more free, and then, become a consultant like me to get it all at a discount."
"Everybody raves about our _(product)_. It is a must have item."
"Every time I share the earning opportunity with women, they are all amazed at how little it takes to invest and succeed."
"All your friends will be asking where you got _(product)_ so you'll be doing them all a favor when you host a show."

Write out as many sentences as you can using the power words and start using them at your upcoming shows.

Back on Track

2009-02-28T09:26:00.000-06:00

Sometimes we hit that tough spot when we question "Is this business right for me?" That's a normal stage to hit in business. The answer though, usually lies in the action you're taking effecting the results you are (or are not) getting. Are you doing what it takes to move your business forward? Really?

Are you attending meetings monthly and participating on the conference calls?
Are you making customer care calls?
Are you following up with prospects?
Are you hanging around positive people?
Are you reviewing your company manual and training material?
Are you listening to inspiring and educational CDs?
Are you reading self-help and business books?
Are you scheduling time for your business?
Are you consistent with your time in your business?
Are you connecting with your team members?
Are you connecting with your upline?

If your answer is "YES" to all of the above you need to have a heart to heart with your upline and ask her to help you evaluate your business. Maybe it's time you were observed in action. When a consultant of mine was challenged, she video taped her demo and sent it to me to review. It was so insightful because we discovered the vocabulary she was using was letting her customers off the hook from booking or buying. Changing her vocabulary resulted in sales and bookings.

If you need an accountability partner, someone to help you unlock your potential, it may well be time to invest in a coach, and that I can be for you. Connect with me and we'll visit, it costs you nothing to find out if a coach is the direction you need to go. Take advantage of the upcoming free "When You Lose Your Focus" Tele-Seminar March 10. Gain some insights and steps you can use to get back on track and moving toward your goals again.

In the meantime, take one step today. Pick one of the above to do. Call your upline, listen to a CD, call a customer, or read a chapter of a self-help book. Take SOME action and you'll start to feel the momentum coming back.

Continuing Education Rocks Your Business!

2009-02-25T10:00:00.005-06:00

In January, I attended the DSWA Coach Excellence Certification Program and loved it. It was energizing to learn new ideas and concepts, reinforce and affirm what was good, meet new people, and advance my business to a new level. What was really exciting, was hearing my coaching clients comments after my training. They felt more empowered, energized, and excited about benefits I am adding to our time together. In the words of one client "Our coaching calls were always good before, but this is the best ever!" and another, "This is awesome! I love these new reviews!"

Any time you attend a workshop, conference, or seminar, you learn new ideas that enable you to help others. Your customers benefit when you learn how to service them, your hostess benefits when you gain new skills in hostess coaching, your team grows when you learn key steps in leadership. Investing in your growth benefits everyone.

What if I told you I know for a fact that one event will radically change the way you do business and give you amazing results?

This event my friends is the DSWA Celebration 2009 and I invite you to join me and hundreds of other direct selling professionals in Los Angeles April 17-19, 2009! The DSWA has invited top speakers and authors, who will empower your life and your business! Together with Beth Jones-Shall, I'll be presenting "Bookings You Can Bank On" during a breakout session. I invite you to introduce yourself when you get there. Let's share a cup of coffee, take pictures together and talk about your business.

The DSWA Celebration has earned the reputation as a "must-attend" experience for all direct sellers and network marketing professionals! If you are looking to truly "Build it Big" this year, then plan on attending this life-enhancing event!

I look forward to meeting you in Los Angeles!

How to Make Your Direct Sales Business Profitable in Your First Year

2008-12-19T12:23:00.000-06:00

The key to making your direct sales business profitable is to run it like a business, not a hobby. Often times I hear consultants telling prospects "you can work whenever you want to" which is true - if you want a hobby. In which case, you won't care if you make money. If however, your goal it to make money, here are some tips to help you do so.

1. Work your business consistently. Two shows a week should be standard.
2. Invest in yourself with continuing education, ie: attend meetings, workshops, conventions, tele-seminars, etc. And USE what you learned!
3. Improve your sales skills and master hostess coaching.
4. Sponsor right from the beginning, don't wait to become a "success" first!
5. Write out your goals and a plan of action.
6. Invest back into your business. You need a sufficient amount of product samples to create a strong business. When new products come out, you should have some of those on hand as well.
7. Have a separate checking account and credit card and ONLY use it for business.
8. Pay yourself from your profits each month or twice a month.
9. Don't use up all your profits on product for yourself that you want just to have and don't need. Those personal items should be purchased with your personal, not business, account since they will be for personal use and you want to be able to see your profit fairly.
10. Work with a CPA who KNOWS the direct sales industry and can advise you on how to maximize your profit through wise tax management.
11. Be patient! It takes time to build a client base and repeat customers while you're learning the business. Expect to learn the business the first 6 months, and make money the next 6 months. Year after year remember that you are the determining factor if your business is making money.
12. Have fun! Watch your attitude. Get help when you are challenged and realize that there is always someone else who has been through what you are experiencing and fortunate for you, they're willing to share the info with you. Never take a complaint "down-line," always take a concern with an optional solution to your leadership and then, listen to their advice.

Share with me your top ideas for making money the first year in the comment box and help others!

Make it a Merry Christmas

2008-12-17T10:46:00.003-06:00

While it's very likely your schedules are filled right now with parties, concerts, shopping, baking, gift wrapping, and spreading Christmas cheer, it's still really important to take a little time for two things.

One, yourself! Be sure you do something for yourself during these next few weeks. Take time to go to lunch with a friend, time to read a good book, time to work on a hobby you long for and often put off. When you take care of you, you'll find it much easier to continue taking care of your family and your team.

And two, your business. Yes, that's right, you still need to work your business. Don't be a slave to it, but do take some time to prepare for the new year so you can really Shine in 2009. Take time to dream about if the best that could happen in your business happened, what would it be? Dream about how you want your family life, spiritual life, social life, financial situation, health, and personal well being to be in 2009. Then, imagine it's December 31, 2009 and you're looking back on an incredible year. Write yourself a letter of how the year unfolded. Write about how you felt, all the great things that happened, the unexpected joy that your business generated for others. Write it all as if it had happened.

Writing a letter to yourself will leave you feeling excited and energized, and maybe even a little anxious about your dream. However, now you know what your goals are for the new year. Turn your dreams into goals with a time line. Write out how to accomplish it, all the steps you'll need to take to make it happen.

Then enjoy the Christmas activities and look forward to a great New Year! You'll be ready for it all.

Do You Ever Put Yourself First?

2008-12-06T12:18:00.004-06:00

Attention WAHM - Do you ever feel like being a WAHM means that you give your all to your kids? I know that being a WAHM for me means being able to be available to my kids, to be present here at home when they need me. However, that does NOT mean that I have to be at their beckon call! I have boatloads to accomplish today, including 12 loads of laundry (I'm not kidding either!), decorate for Christmas, and I'm writing an incentive book for leaders I want finished by January, just to name a few. So, when my daughter walked in my office today asking me to take her to the play at school at 2:00 - the answer was "NO."

Yesterday during coffee with a friend who has already walked the path of motherhood I'm in, she laughed at me as I told her all the things I was doing and all the activities my kids were in. She said I was in "Elegant Denial" meaning, I was stressed out and ignoring it because I kept putting everyone else first.

Sometimes I find moms get caught up in putting their kids first so much that they fail to honor themselves. Me too. I don't know about you, but my mother said "no" sometimes. While I may not have been happy about it, it didn't hurt me. So Moms, recognize it won't hurt your kids to say "no" sometimes too so you can finish what's on your agenda. Being a WAHM does not mean you have to attend every practice, every game, sit through every lesson, cater to your kid's every wish, and serve on every committee at their school and in your church.

I've got orders to package and my kids have a lot of laundry to start folding!
Take a break today. Do something for your business. Go to lunch with a friend. Your kids won't be hurting if they miss a play date so you can have a some time for you.

Learning Leads to Earning!

2008-12-05T17:33:00.001-06:00

I just finished another great book, "The Secrets of Great Rainmakers: The Keys to Success and Wealth" by Jeffrey J. Fox. His book is filled with ideas to grow your sales. I know I'm excited to put some of his strategies to work because ultimately, it's all about the service you can provide. The vocabulary words he offers in chapter 24 are important for direct sellers to know and understand. Do you know the difference between "cost", "price", and "investment"? If you are recruiting you'll appreciate his insight about silence in chapter 29. It's a quick easy read, not a bunch of fluff, but loaded with info and insight. I read his book "How to Become a Rainmaker" long ago and recommend you start with that and then read "Secrets of Great Rainmakers."

Every time you learn something new to put into practice in your business, the better you become at servicing others. When you help others, ultimately, you are able to help yourself too.

Overwhelmed? What?

2008-12-04T13:00:00.001-06:00

Lately, I've been hearing a lot of consultants say they are "overwhelmed" with all that is going on for them. After all, there are Christmas specials to offer, incentives to to finish up, a new year to get ready for, and that's just business! Then there's the holiday shopping, baking, decorating, parties, and on and on.

Wait a minute! Let's see, in May we have graduations, receptions, summer vacations to plan for, and so on. In August it's time to get ready for back to school, last minute vacations, product sales before the holiday products are introduced and more.

Every month could be hectic. It's all about how you look at it and how you think about it!! Drop the word "overwhelmed" from your vocabulary and use something more positive. How about "I'm keeping it all together" or "Life is full but fun!" or "I'm keeping up." Give yourself credit for what you can do and what you are doing and stop thinking in terms of "overwhelmed" because you're not. If you really were, you'd be at the funny farm and not reading this!

Smile, what you focus on you get. One day at a time, one event after another, one foot in front of the other. All is fine, full, fun, and crazy maybe, but all is well!

Many Benefits to Your Business!

2008-12-02T17:27:00.003-06:00

My oldest daughter, Karin, is a senior this year and getting ready for college. We've toured a number of them, the applications are in the mail, and now, she's applying for scholarships. It's been enlightening to read her essays for her applications and scholarships.

In every essay, there's a real tie to the life experiences she was able to have growing up and what she wants to pursue in life. Karin writes about all the travel opportunities she's had, the responsibility she's learned, and that she is ready for the next phase in life.

In the DSWA scholarship essay she wrote that growing up in a direct selling home has set her in the direction she wants to pursue in life. Not only has she had these great life experiences but she's also learned "...how to manage finances and money by helping her (my mom) with her business. That balancing a career and a family is not difficult if one learns time management and priorities."

My 15 year-old, Ellen, informed me yesterday that she's been giving a lot of thought to her future too. Given that she wants to be a writer, she's going to build a direct sales business like I did so she can make a living, write, and be a mom.

If you ever question why you're in direct sales or if your children are benefiting from your business, let me assure you, on so many levels, you are benefiting your family.

Who Impacts Your Outlook?

2008-11-16T19:00:00.002-06:00

Being an avid reader I know I'm in trouble when I walk into Barnes & Nobel. This time, I walked out with six new titles. The Energy Bus by Jon Gordon is the first one I've finished. I like Jon's e-newsletters and his book was no let down - it was perfect as a reminder to me that what you focus on you get more of. The only one who can impact your outlook on life is you!

When asked "how are you today?" by unsuspecting people I often respond with "I'm a happy girl!" It sure raises an eyebrow and sometimes a dropped jaw. One clerk asked if it was because it was payday! I laughed. "No, I'm happy just because life is good." She shook her head and couldn't imagine someone could be happy without there being a bigger reason. What gets better than "life is good"?!

Even if you're not a reader, you can read "The Energy Bus: 10 Rules to Fuel Your Life, Work, and Team with Positive Energy" because it is written in story format and can be read in a few hours on a Sunday afternoon. You are the most important factor to the success of your business and feeding your mind with positive material is critical. A $22 book is a lot cheaper than a shrink too.

I'll fill you in on the sales book I'm reading now when I finish it. I will tell you, I've already had to put it down twice to write down ideas because it is overflowing with them!
What's the best book you've read lately?

6 Steps to a Debt Free Christmas

2008-11-15T13:18:00.000-06:00

Now that you made your lists following the 7 Steps to Simplified Christmas Shopping, it's time to calcuate how you'll pay for it all in cash!

1. Add up the amounts in the "$ Limit" column for your total dollars needed.
2. Determine what your average take home profit is per show you hold.
3. Divide the total dollars needed by the avearge show profit to determine how many shows you need to complete in the next five weeks.
4. Review your date planner and decide what are the dates you want to work to earn your debt free Christmas.
5. Book in those dates solid! Plan wisely and over book. Promote your company hostess specials!
6. Give yourself some added insurance and schedule 3 times you will make customer care calls for additional sales.

For example:
$1200 needed / $127 average profit = 9.45 shows.
Therefore, you book 11, which is only 2 per week and 2 for "insurance."
That's easier and takes less time than finding a part time job to pay for Christmas. You have the means to make it happen.

7 Steps to Simplify Christmas Shopping

2008-11-13T12:38:00.001-06:00

You've heard the saying "always shop locally" haven't you? This year consider changing that to "always shop direct sales!" Save time and energy this season and support the direct sales profession and industry at the same time. Think how varied direct sales products are. Between all the different companies there is something for everyone. Many companies also offer direct ship which can save you a bundle in postage and time too.

To keep it simple,follow these steps.
1. Make a table in your word program or excel with these seven headings across the top: Name, $ Limit, Gift Item, My Store, Other DS, Contact, and Complete.
2. List everyone you need to shop for for the holidays under the "Name" column. In addition to family and friends include teachers, party hosts, service people, etc.
3. Determine your spending limit for each and record under "$ Limit."
4. Decide what gifts you could fill from your own business products and record those in the "My Store" column.
5. Determine what remaining gifts could be filled with products from other direct sales companies and note under the category "Other DS."
6. Write the company name along with the consultant name under the "Contact" column.
7. Place your orders and check them off when you receive them in the "Complete" column.

Just like when you go in a store to shop for others and you find things you want too, the same is true when you sift through other company catalogs! When that happens, make your wish list for your family. Record the item with as much detail as possible, the company name, the consultant name and phone or website for easy ordering. You'll save your family time and frustration trying to figure out what to order for you, all the while, supporting the entire direct sales profession.

Want to know how to pay for it all? I'll tell you next time!

Good News! 7 Steps to Greater Recruiting

2008-11-10T08:26:00.006-06:00

Normally I don't bother with the newspaper because it's so full of doom and gloom. But today, I had the time to read a couple articles and there was good news in it! Twenty percent more people will be looking for seasonal work to offset their Christmas spending. And, the traditional retail industry will be hiring less than in the past. The benefit for you in direct sales is there will be more people at your shows looking to earn extra income! There is always a new recruit at every show, the question is, is there a recruiter? This may be the year there are multiple recruits at your shows.

Be prepared!
Coach your hostess to invite any friends she knows are looking for seasonal work.
Use your recruiting commercials during your shows. (See past postings)
Take extra recruiting packets of info with you.
Play your opportunity DVD while you are taking orders.
Make your follow up calls after your shows right away to set up interviews.
Share your opportunity with as many as you can now. Even though some will say "not now," they may be ready in the spring when they have a wedding to pay for or next fall when they have to fund a college education.
Act now, act fast. If you don't someone else will. But let's not talk about regret today, that feeling you get when someone gets recruited by another company that you thought would be a good consultant but failed to ask. Get moving.
Check out your calendar right now. If you need more bookings, make today a booking blitz day and set as many new dates as you can. Then take action! You're on your way to great 2009!

Promote Your Business Opportunity with These Commericials

2008-10-10T22:07:00.003-05:00

Women are looking for opportunities to add to their income with part time work. Are you helping them see you are "hiring?"

Offer your business opportunity by using commercials at your shows, during your personal consults, and on your customer service calls. Use your own or modify one of these to fit your company:

“The desire for our products is rapidly expanding, and I am looking for energetic women who want an extra $500 or more a month to help me reach our growing customer base.”

“Today more than ever, the American Dream of business ownership is on the rise, and women are leading the pace. Being a Consultant is a risk-free way to achieve your American Dream.”

“Besides yourself, who do you know who is fun, energetic, and would be a natural Consultant?”

"Eliminating debt is possible when you are a Consultant."

"By building a ______ business, you can be building your retirement fund"

Stories Sell!

2008-10-09T09:41:00.002-05:00

You can tell the features about your products to your customers and they'll feel better about buying, or you can share stories and see them identify with the story and jump to order.

For example:

Selling jewelry? My best friend never wears jewelry but she since I gave her this simple necklace and earring set, she's found that she gets a lot more compliments at work! Now she's asking for my catalog and making her wish list!”

Selling Kitchen tools? “My daughter was standing in front of the refrigerator with the door open wearing her white First Communion dress, and while reaching for the orange juice she knocked the bowl of spaghetti sauce onto the floor. I was so glad I had used the _____ bowl with lid because the lid didn't come off! Can you image red spaghetti sauce on a white dress? This ___ bowl with the lid is a must have if you have kids or even a husband!”

How about cosmetics? “One of my hostesses found a mother-daughter party was just the ticket to teaching her teenager how to wear her makeup appropriately. If you are tired of raccoon eyes on your daughter or her friends, schedule a mother-daughter event and I'll teach them how to wear their makeup.”

Selling undergarments? “I got a letter from a customer the other day who shared that she always felt frumpy in her clothes but since getting her new perfectly fitting bra, getting “the girls” in place, not only does her back feel better, but her clothes look so much better on her too. The frumpy days are over!”

What personal stories do you have or do you hear from customers about your products? Stories touch on emotions, and make the reason to buy justified.

Saturation in the Industry? In Your Community?

2008-10-03T10:46:00.002-05:00

As my daughter stands at the counter making her Tastefully Simple Giddy-up Guacamole in the Tupperware bowl, with a Pampered Chef spatula, she’s telling me she is going to need all these kitchen necessities when she gets married some day. She’s all of 17 now, without a boyfriend, but busy planning for the future. I am reminded by this comment that there is no such thing as saturation in direct sales. There will always be people who will buy from multiple companies. There will be young ones growing up expecting to buy and sell.

She finished her snack by serving her guacamole in the Longaberger bowl and she’s wearing her Lia Sophia Jewelry and Mary Kay cosmetics. Look around my kitchen and you’ll see the AtHOME America wreath, the tiered wire Home Interiors and Gifts fruit basket, a Signature HomeStyles basket of mail, and my Creative Memories scrap booking materials spread all over the table.

Off the top of my head, I counted 37 different direct sales companies that I have bought from and I know there are more. My kids have grown up understanding that this is the way we shop. When Weekenders USA closed their doors, Kari literally said “Now what am I going to do? I was planning on that as my back up after college.” I assured her there will always be a direct sales company that she will fit in when she’s ready to sell. Her generation is growing up knowing that direct sales is a part of life, not only for their personal and household needs but also to provide their lifestyle expectations. She expects it’ll be a part of her future.

Recognize how many different products you need in your home and that there are more generations growing up you begin to realize there are enough people to sustain all the direct sales companies and there will always be more people ready to sell your products. I won't even go into the topic of how many McDonnalds and other fast food restaurants are open in a community, or how many bank branches there are in the community, both indications that there is room for everyone and customers to sustain them.

So tell me, how many direct sales companies have you purchased from? Really, I'd love to know.

Two Simple Ways to Promote the Fun!

2008-09-11T09:11:00.004-05:00

One of the great rewards of your direct sales business is all the fun travel you get. Think about it...leadership retreats, conferences, incentive trips... There's a lot of fun travel you can gain through your business. Promote this fun side of the business by collecting postcards of each destination you experience, even each fun hotel you've stayed in or tourist attraction you've seen. Use a paper hole punch in the upper corner of each card and put them all together on a ring. Then take this prop to your shows to put on the coffee table or at your closing table for guests to look through. You now have the opportunity to talk about this fun perk in the business. Women come into direct sales for all sorts of reasons, so promote the fun travel you do.

Haven't taken any trips yet? Then maximize the glossy incentive trip brochure your company provides. Put one copy in a frame and set it out at your shows. Talk about this trip you are earning because of your business. Engage your guests and invite them to join you as a consultant and earn this trip with you. Get multiple incentive brochures and keep one in your date planner, one near your computer, and one in your bathroom. When you see the goal in front of you all the time, you'll do a better job of staying on track toward it.

These two simple tactics can go a long way in promoting your business opportunity. Prospects need to see the business has a lot of benefits. And, keeping it in front of yourself helps you stay focused too!

It's the "economy" excuse...

2008-09-10T11:31:00.004-05:00

If you buy into this then you're watching too much TV, reading negative newspapers, and have bought into the media hype. It's election time and the media loves to promote negative "the sky is falling" type stories. But, if your customers are buying into this belief, then you need to be prepared.

When a customer uses this excuse there are a number of reasons:
1. Fear: they are afraid of the future, where their own finances are, and the unknown.
2. Judgement: they are making judgements about what their neighbors or friends could spend at a show.
3. It's an excuse they believe you'll accept - everyone else is right now!

Help your customers get over it by being proactive in your presentation.
Use booking commercials that address the fear of the economy...
"Ladies, I know you'll find it's easier on your budget if you start with your favorite items tonight and earn the rest free at your show."
"Some of you may be fearing your checkbook can't afford what's on your wish list and I once felt the same way until I did the math and realized how often I was replacing cheap products. A one time investment in our products will save you dollars and time down the road."

Review your benefits and you'll see that your products are economical and wise investments. Look at all the benefits you offer and there is always a reason why a customer can buy now. You have to help them find it. Will you save them time in shopping around? Will you save them dollars in a higher quality products? Will you improve self-esteem when it comes to looking for that new job in how a person will look and feel because of your products? Know your benefits.

When you still get that excuse of "the economy" ask... "If it weren't for that would you?" because this question will tell you what is really on their mind. If they say "yes," then they'll tell you their real reason for not booking or buying in which case you can address the real issue. The Booming Bookings CD covers handling objections. You'll find this Booming Bookings CD will pay for itself in the bookings you are able to gain, and keep! (Did you get that little "overcoming the cost" issue?!)

Lastly, if the economy is tough on someone, then they are a prime prospect! When you get the excuse of "the economy" as a reason why someone can't book or buy, then respond with "That is exactly why you would benefit from becoming a consultant! You'll earn money instead of spending money and be able to have more tax advantages."

Quick Tip for Directors & Leaders - Power of a Post Card

2008-09-09T10:20:00.003-05:00

Do you find yourself bogged down with making reminder calls every month to consultants to place orders so they stay active? They add volume to the bottom line, they may one day come back into business as a "real" consultant, but maybe right now they are just buying for themselves and a few friends on a hap-hazard basis. Save time by mailing out a reminder postcard. It simply states:
"A friendly reminder... You must place an order this month to maintain your consultant status." That's it - short and simple. The first week of every month, review your reports and any consultant who is on the "danger" list of losing status, send a reminder postcard.

If you can turn these wholesalers back into viable hostesses, that is the best avenue to take, in which case you can let them lose their status. However, if they are not going to go back to being a hostess and introducing you to new people, a simple reminder postcard can ensure they place orders and you gain volume.

Making the Most of Convention

2008-08-08T08:56:00.002-05:00

Convention is around the corner and you're bubbling with excitement. The new dress you'll wear to the awards banquet, the friends you'll get to reconnect with from around the country, the introduction of new products, maybe a picture with the founder of the company, and all the workshops! Whew, there's a lot to look forward to.

Here are tips to help you make the most of your investment in convention.

Before you go, schedule a block of time right after you return to review what you learned and prioritize what you'll put into action.

Pack plenty of business cards, paper, and pens.

Write out the three specific areas you want to improve in your business.

When you attend a workshop, keep a separate sheet of paper labeled "To Do" for those quick ideas that come to mind or names that surface so you don't have to go back through your notes when you get home.

As you take notes, star or highlight the biggest "Ah ha" pieces of information.

Review your three specific areas to improve on at the end of each night and ask yourself "What did I gain today to help me with this?"

Make it a point to talk to women who have reached the level you want to attain. Ask them to share how they dealt with one of the struggles you are having.

When you return home, use your scheduled time to review the information you gained and create your plan of action for the new season.

The more you learn, the more you earn - IF you use what you've learned!

This article appeared in my Direct Sales Professional e-Newsletter June 23, 2008. To register for the DSP e-Newsletter, click here and enter your name and company!

Tips for Consistency

2008-07-21T09:00:00.000-05:00

Part III
Prepare:
Keep your kit together and ready for every show. If you need to invest in more product to keep your personal products at home and not forget them then do it.
Create 10 hostess packets.
Create 10 prospecting packets.
Know your product!
Know your demonstration material.

Plan:
Schedule time for business every day, even if this is part time for you.
Schedule two shows a week minimum – you’ll get better at sales, find yourself consistently generating more bookings at your shows, and know your products better also.
Schedule time each month for customer care and customer service calls.
Schedule time each week for prospect follow up calls.
Schedule time each month for recruiting activity.

Act:
Hostess coach your hostesses for better results.
Follow up with prospects.
Use the time you’ve scheduled for business, even when a show cancels.
Continue your education.
Attend your local meetings, even if it means driving 2--3 hours to get there.
Participate in tele-classes.
Listen to training CDs.
Attend your company conferences.

Track:
Know your results.
If your company doesn’t provide a tracking guide for weekly sales, you need to create it. It’s simple.

The first three columns label: Week (date), Total Weekly Sales, Cumulative Sales. An optional fourth column can be Remaining Sales Needed.

Additional columns you may wish to add: Weekly Profit, Cumulative Profit, Prospects Met, New Recruits, and Cumulative Recruits.

At the end of every week record your sales and track your progress. When you have a couple weeks of zero sales in a row, you’ll know you’re going to have to make up that difference. It’s also a sign that there is a part of your business you need to improve on. Do you need to improve your hostess coaching? Do you need to learn how to increase your average order? Do you need to relax at your shows and have fun?

Backed with your reason “why” you’re in business, this structure of prepare, plan, act and track, will help keep you going.

© 2008 Anne Nelson, Joy Zone, LLC

How to Develop Consistency in Your Business

2008-07-17T15:18:00.003-05:00

Part II
Staying consistent in business is a lot like exercise. You can’t exercise for a couple weeks and take three or four off and then pick it up for two and see results. You keep it consistent and you’ll see the results you really want. Sometimes in business, like exercise, results vary and are not immediate. When you have a motivating factor it’s much easier to be consistent in your actions.

Are you working to generate money for retirement? College? Credit card debt? Or, a trip for a second honeymoon?

If you are working your business part time to generate $1000 a month, calculate how many shows a month you need to hold to generate the income. Can you envision what that could mean for a year? Take four weeks off during the year and you could be generating $48,000 just for sales. Improve your sales and that amount could skyrocket! If this is an area you need to improve check out my Super Selling CD.

Losing weight is a process of eating fewer calories and burning calories. A meal plan, exercise routine, journaling, and meetings sure help you stay true to your weight loss plan. Since I’ve done both, built a huge direct sales business, and worked at weight loss over the years, it’s been my experience that direct sales is a much easier plan to stick with! Direct sales is a simple business; it’s a cycle of sales, bookings, recruiting, and repeating the cycle. Know your “why” and you’ll develop the necessary habits to become consistent in business (or lose weight). My motivation has obviously been stronger in direct sales!

What’s really in it for you to achieve your income goals? When you determine why you need to earn this income, you’ll have reason enough to develop smart business habits, commit to your own success, and work consistently.

Next time, I’ll share a four point structure to help you create consistency.

© 2008 Anne Nelson, Joy Zone, LLC

Get Back into Your Business

2008-07-10T10:20:00.001-05:00

BUILD YOUR BELIEF SYSTEM
Believe in yourself!
Believe that you deserve to have a fun, strong business
Believe that you deserve to have abundance
Believe that you deserve to have FUN everyday
Believe that you are in the right place at the right time
Believe that women want what you have—they do!
Believe in the company business building system

ATTEND TO YOUR BUSINESS
Attend all unit meetings, trainings, & events
Attend the same trainings repeatedly
Attend to the information you gain by using it
Attend to your hostesses with great hostess coaching
Attend to your customers with great customer service
Attend to your Team Members
Attend to the tried & true ways to grow your business

TUNE IN & GET TURNED ON!
Tune into the hotline everyday
Tune into your emails once a day
Tune into your customers with emails 4x a season
Tune into your prospects at every show
Tune into your intuition that tells you to step out there
Tune into opportunities that surround you
Tune into the fun factor and spread it to others

Turn on your energy
Turn on your smile
Turn on your great style
Turn on your dreams—enlarge them!
Turn on your will power to move forward
Turn on the care for your customers
Turn on the love you have for others
Turn on the joy in your life
Turn on the fun in all you do
Turn on YOU!

© 2008 Anne Nelson, Joy Zone LLC

Booking Commericials ~ Booking Bids

2008-07-07T09:44:00.001-05:00

Call it what you like - commercials, bids, an invitation - the fact of the matter is you need to "advertise" to your guests at a show that they too can book a show of their own. The key is to use at least 6 - 8 different ones so that one of your commercials will match up with guest's needs. Also, there's a psychological theroy that says a person experiences six steps of acceptance to get to a "yes" answer.

Below are some great booking bids you may want to adapt and use to fit your products and company. The key here is to use them! Write them out on a post–it note and insert them into the catalog you use during a demo so you use them!

1. “Everyone falls in love with our active wear collection and starts with an outfit at their first show, invites a few friends over to earn an outfit free, and then adds on the rest.”

2. “I’m looking forward to helping all of you find simple ways to organize your home with free baskets just for having your best friends over for a girls night out.”

3. “You’ll just love how simple and easy being a Jewelry hostess is!”

4. “This cookware set can be yours just for having a few friends over to shop.”

5. “Who do you know is missing out on the fun tonight? Take just a moment and jot their names down in your catalog on page 16 and you’ll have your guest list ready to go.”

6. “My goal tonight is to help Holly Hostess earn this scrapbooking package free and the tote too, and I’ll do the same for you when we have your show.”

7. “I’m so excited with the bedroom set you’ve started here! You’re going to sleep great in it! What’s the best date for you to get the pillows for free, Tuesday, or Saturday morning?” (at the order table before giving her the total bill)

8. "Our company may be older than you, but our products are new, inovative, and far from what your grandma and mother used!"

When you use 8 or more booking bids in a show, and then EXPECT that everyone will want to book, you’ll see your business grow!

If you still find bookings are a challenge to get scheduled, the Booming Bookings CD is perfect for you. You can listen again and again and each time use new ideas from the CD. Before you know it, you'll have a full calendar and be set for the most successful fall season. Or if you prefer one one coaching, contact me and together we'll get your business on track.

More Time Management Tips

2008-07-01T17:02:00.001-05:00

Leverage your time:
1. Take a new recruit with you to your show so they learn from you while you’re in action.
2. When you host a show in your home, invite three of your consultants to come with their own guests.
3. Hold focus groups and coach them all at the same time on conference calls

Email management:
1. Don’t send out emails each time you get an idea, put them all together and send one.
2. Conversely, teach your consultants to put all their questions into one email and email you once a week vs. every time a thought/question arises.
3. Respond to as many telephone messages as you can via email, unless the personal contact would be more beneficial to their business growth and yours.

Work from systems, don’t reinvent the wheel:
1. Have a system for processing new applications you receive from your team.
2. Have a system for your sales meetings. Keep the format the same, the content is what should change. Keep a box of supplies you need at every meeting always packed and ready to go.
3. Portable boxes on wheels are great for this.
4. Keep your kit packed and ready to go to every show. Keep your personal supplies or products out of your kit contents and vice versa.
5. Become a creature of good habits. Use a routine for how you run your business.
6. Think “How could I do this more efficiently?” Would it be best to hold your shows back to back and place one large order each week vs. placing orders after every show?
7. Make a batch of 20 hostess packets and 20 prospecting packets at a time.
8. Have your kids assemble these.

Plan time off:
1. Time to rejuvenate is important. When you earn a company trip – take it. There’s value in that time off for your mind, body, and soul.
2. Take time to exercise regularly. Your body will function better, you’ll sleep better, and you’ll relieve stress.
3. Plan vacation times alone and with your family.
4. Plan a couple 15 minute time outs during the day for a mental break. Read, garden, play with your pet.

Tips to Time Management

2008-06-30T16:26:00.003-05:00

We all have the same number of hours in a day so why is it that some women seem to accomplish so much more? It’s all about how you use your time. If your biggest excuse is your need to organize everything before you can start, do it today and get over it. My organizational friends would tell you, you lose more than an hour a day looking for things you need and can’t find due to lack of organization. So, plan one day to get your office in order and then that’s it, move to what makes you money. For ideas on keeping it organized, here are two of my favorite resources. BusinessMom Mentor & Organize with Confidence.

Now, no more excuses. You’ve done it, you’re organized, now plan from here. These 14 tips can help you get a grip on your time management.

1. Know your goals
2. Know what steps / actions it takes to reach them
3. Determine the time it will take each week
4. Determine which tasks will help you for each step toward your goal
5. Plan the necessary amount of time into your schedule each week
6. Decide which tasks generate income and help you toward your goal, and schedule those first in your calendar
7. Schedule power hours. One 90 minute block of time, not fragments, but block of time to focus on the task that is most important to your business growth. Perhaps that may be your contact time with consultants, holding training tele-classes with them, planning the training or meeting for the week.
8. Next schedule two separate power hours during the week. Think about your business needs and delegate the time accordingly
You may want to break it into these 15 minute segments, one right after the other:
* 15 minutes to make customer care calls
* 15 minutes to make hostess coaching calls
* 15 minutes to make prospecting calls
* 15 minutes to make return phone calls to those who have called you or referral calls
9. The next full power hour can vary weekly:
* Week one: booking blitz calls
* Week two: consultant contact calls
* Week three: phone sales
* Week four: consultant contact calls
10. Delegate those tasks that are not income generating
11. Give up the need to do it all
12. Turn the “ringer” on your emails off and open up your emails two times a day
13. Let others know your plan and work times so they respect your work schedule
14. Always ask your self “Is what I’m doing right now helping me to reach my goal?” if it’s not, drop it, delegate it, or skip it all together

Put these ideas into action and next time I'll have more time management tips.

Who Says the Sky is Falling?

2008-06-18T15:42:00.004-05:00

I try not to watch much news or read the papers because they are so negative it drives me nuts. The media loves to sell sorrow. I ran into a few people talking about how tough the economy is and how desperate times are and thought “Well, I don't feel desperate. I'm being wise about my spending, but I always have been.” And then, I did read an article that stated no matter who is president, which party is at the helm, the entrepreneurs were the ones least effected, if at all, but tough economic times. Why? Because they don't talk about the sky falling, they talk about how to improve the roof.

As a direct sales consultant – you get to decide if the sky is falling, or if you're going to reinforce your cover. Now is an ideal time to be sharing your earning opportunity. It's the way you reinforce your cover and it's how you enable others to do the same.

When you offer your business to others, share your success story and those of others in your company, you give hope to your prospect that they can have a better life. You provide comfort that life will be good and it's okay to keep living, dreaming, and moving forward. When you separate yourself from the negative talk of the economy, and look to what is working, you'll find a sense of peace within too.

Your business offers women the opportunity to

earn a few hundred dollars a month to cover rising household bills
earn a few hundred dollars a week to wipe out credit card debt
earn a couple thousand dollars a month to replace a job where she's overworked and underpaid.
earn a six figure income that can do all of the above and create a retirement plan she can depend on, and more!

If you are maximizing your earning opportunity, you know this. If you are not, look at the achievers in the company and you'll see it. There is hope for everyone who wants a brighter future. The question is, are you going to add to the desperation or are you going to be part of their solution?

Who should you share the your business with today?

Overcoming Objections Tele-Seminar Notes

2008-06-05T16:25:00.001-05:00

The Overcoming Objections tele-seminar was today, and due to the technical difficulties half way through, only the second half of the call was recorded. It’s the middle of the afternoon here, thundering and lightening like crazy and very dark outside so that may be what caused our technical snafu.

Below are some of the responses to overcoming objections that I shared on the call. (For those of you waiting for Part I to Consistency in business, come back soon, I’ll be posting that next.)

OBJECTIONS TO SALES:

IT’S TOO EXPENSIVE
* I used to feel the same way until I realized how often I was replacing my ____ because it (faded, didn’t hold up, was poor quality, etc…) and realized how cost effective our products are.
* There will always be products that are cheaper, but there’s a reason for it, they are poorly made, they’re manufactured overseas, or they anticipate you’ll simply replace it latter.
* It may seem expensive until you compare it to other products and see ours lasts longer, only needs half as much, etc.
* That’s why you’ll want to take advantage of our buyers club.
* When you purchase two items, you get the next two at ½ price which makes it really affordable.
SHIPPING AND HANDLING FEES
* The difference you have with the retail industry is you still pay these fees but they are built into the cost of their goods.
* People today are used to catalog shopping and internet shopping where they have shipping and handling charges.
* You’ll want to be a hostess then because with a qualifying show, hostesses don’t have shipping fees.

OBJECTIONS TO BOOKINGS:

I DIDN’T BRING MY CALENDAR
* I limit the number of shows I do each month and I’d hate to have you miss out. Let’s set a tentative date so you are guaranteed a date and we can confirm it tomorrow when you have your calendar handy.
I’M TOO BUSY
* Because women today are so busy they really appreciate how quick our shows are.
* Busy women are the most successful hostesses because they know how to keep it simple, get it done and move on to the next thing on their list.
* I understand that’s why I help you with the invitations and we keep our parties very simple.
MY HOUSE IS TOO SMALL
* Thank goodness we don’t need the whole house.
* Patio parties on the deck are really popular this time of year.
* You are welcome to use my home, just bring your friends.
MY FRIENDS ARE PARTIED OUT
* That’s why we keep our shows simple, quick and fun so your friends can relax and have a good time or stop in quick to shop and run.
* What was the last show you were all at? (It may be that they really haven’t been for months, or that they “all” got invitations to shows this week, though they didn’t go. Probe a bit further. )
* How do you think they’d feel about a relaxing spa afternoon?
* Oh I understand, sometimes long parties get to be a bit much. How about a quick stop and shop night? (Or) How would a private cooking show work for your friends instead?
* Sometimes the terminology is all you need to change, try words like a girl’s night out, private fashion fittings, personal make over, private jewelry show, etc. Give it a different label, show, party, presentations, demo, or girls night out.
I DON’T KNOW ENOUGH PEOPLE
* This might be the perfect opportunity to meet your neighbors.
* We don’t need a lot of people for a show so if you have three friends and they each bring a guest; you’ve got a great show.
* Many of my hostesses feel that way at first, and with my coaching have found they have as many as they really need for a party.
* Several of the women at this show have long wish lists so you could easily add some of them to your guest list.

OBJECTIONS TO HEARING ABOUT THE OPPORTUNITY OR BECOMING A CONSULTANT:

I WANT TO WAIT UNTIL THE KIDS ARE BACK IN SCHOOL
* While the kids are at camp, you could be getting through the learning curves so you are ready to fly in the fall, when sales are at their highest.
* I can respect that. You may want to hold a few shows this summer and start getting your clients lined up so you’re ready to soar this fall.
I CAN’T IMAGINE ONE MORE THING ON MY PLATE, I’M TOO BUSY
* That’s exactly why I thought of you. Busy women like yourself are so good at managing many things at once and it might be the outlet you give yourself for personal time out and fun.
MY HUSBAND WON’T LET ME
* Does he object to you making money?
WHEN I RETIRE… WHEN THE KIDS ARE ALL IN COLLEGE
* That makes sense. What you’ll find is by hearing the information now, you’ll know if it’s the right thing for your future. I’d hate to have you thinking this is what you’re going to do and then later discover you should have been planning something else.
I DON’T KNOW ENOUGH PEOPLE
* If you have 3 to 5 people who would host for you, you’re business will mushroom from there.

When people have objections, they’re really telling you they don’t have enough information for a "yes" decision. Objections mean they don’t have enough information to solve their problem. An objection means they still have questions. Repeat objections that you hear over and over are an indication that that is a concern you could be addressing during your shows to eliminate it. You can turn an objection into a recruit bid, booking bid, or a reason to buy.

And by the way, if it’s raining, your customers and prospects are likely home since ball games are cancelled, it’s too wet to mow or garden, etc. So take advantage of a rainy day and pick up your phone!

© 2008 Anne Nelson, Joy Zone, LLC

Consistency is in the Following the Recipe!

2008-06-01T10:00:00.000-05:00

Part I

My Grandmother’s sugar cookies are to-die-for, melt-in-your-mouth, incredible cookies. Her cookies are hard to duplicate; many have tried and failed. Her secret? Patience. She always said no one could make her cookies like hers because they weren’t patient enough to stick with it (and of course add enough love to it too!). Good cookies like hers require beating for a long time and refrigerating over night. You can’t rush them or they’re soft. Grandma’s cookies are consistently good because she follows her recipe exactly the same every time.

Business is the same way. You can’t rush it. You have to be patient and you have to stick with it! You can’t alter the recipe. What is the recipe for success in your company? Two shows a week? Three follow up calls to prospects per show? Four personal calls to your customers per season? Know the recipe and follow it.

Patience and consistency are vital to your business success. I’ll share more ways in the coming days on creating consistency. But to start with, begin with your “why.” Why are you in business? What do you want from it? Who benefits and how, from your success? Take some time and write out your “why” and get very clear about it. When you understand the deeper value of your business success, creating consistency in business becomes easier and more natural.

Check back soon, I’ll have more on creating consistency in your business.

Walt Disney Keeps Them Coming Back For More... Do You?

2008-05-31T22:06:00.004-05:00

Years ago I took two of my children to Disney World. I’m not one for wild rides and roller coasters, but without my husband along, I had to bite the bullet and ride a few with my son. James fell in love with Splash Mountain, and I have to admit, I discovered it was a fun ride and I loved the inside of the mountain too. We rode that ride five times. I laughed every time. Now we’re planning another family trip to Disney and already I’m looking forward to Splash Mountain with James, and hoping the lines are short so we can repeat the ride a few times too.

Walt Disney understands that people don’t tire of a fun ride. In fact, when he created the theme park, he understood if it was really fun, families would come back again and again.

Your company gets this concept. Think about your demo or presentation you do at a show. It may only be 15 – 25 minutes, and you may feel like you do the same thing over and over, but it’s precisely what your customers come to learn, enjoy, and expect from you time and again. And bonus for you, the more you do it, the better and more natural you become. When your clients remind you during a demo to feature a particular product or show that "trick" you did last time, you know you are doing exactly what you need to be and what your customers come back time and again to see and buy.

The next time you think you need to shake things up a little, ask yourself if your customers are bored, or have you lost your enthusiasm? Perhaps you need to shift your perspective. When repeat clients see how simple this "job" is, they discover they too could be doing what you are doing. Think about the repetition as your "consultant in training" program.

Just like Walt Disney, you are creating an atmosphere of fun that keeps your customers coming back again and again.

More Ways to Increase Show Attendance

2008-05-28T09:30:00.000-05:00

Call your hostess a week before her show and get a list of confirmed guests. Coach her she’ll have better attendance when she makes reminder calls to her confirmed and "maybe" guests two days before her show. Phone calls are important because they’re personal and reflect the hostess’s excitement.

Then, you make a call! This may sound like a lot of extra work, and if you have great attendance all the time, no need for this step. However, when you as a consultant call and connect with the guests before they even come to the show, they begin to establish a relationship with you. They feel more connected to you too and are less likely to skip the show. Plus because you have made the connection, they see you as a professional and tend to spend more because they trust you. The more guests you have in attendance, the higher your sales, bookings, and recruit leads.

The hostess coaching you do in advance of the show determines what your paycheck will be at the show. Going to the show becomes merely a means of going to pick up your check and have fun with new friends.

Increase Show Attendance

2008-05-26T09:45:00.002-05:00

You have great ability to increase your hostess’s guest attendance at your shows, and it can all be done with a little extra attention from you.

First, help your hostess generate her guest list. Build the guest list to 30 – 40 names so your hostess can be confident that she will have 10 – 12 guests attend. Have her keep a copy and you too so you can ask her about specific guests when she gets confirmation from each.

Second, create a “Save the Date” email with a link to your site for your hostess to send out to her guests.

Third, when you hostess coach, let your hostess know you want to help her have a rewarding and fun show. To do this, you are going to help her out, by mailing a reminder card to her confirmed guests as well as a reminder email. Tell her you will call her midway through to get the names and addresses of her confirmed guests and mail them a reminder postcard on her behalf.

If you have more than one style postcard, give one of each to your hostess and let her tell you which one is most fitting to each confirmed guest. Then mail the appropriate card to each guest with a note from you. Your note may say: “I look forward to meeting you at _____’s show on ____ night! We’re going to have a lot of fun together. See you at 7 PM! _____, your ____ Consultant.

Next time... more ways to increase show attendance.

Set the Stage for a Great Show

2008-05-24T17:15:00.003-05:00

A great show starts with a hostess who is excited, knows what she wants to earn in hostess credits, and is well coached. Here are a few preliminary steps you can take.

Help your hostess determine in advance what she wants to earn and then show her how much in sales and bookings she needs to have to get what she wants. This way, she has a goal and understands how to get what she wants.

Ask her what she loved about the show she attended, the products you carry, or working with you. When she tells you, coach her to share that information with her guests when she calls to invite her guests. Her energy and excitement on the phone will entice more to attend.

Send her home with your hostess packet and tell her to read through it. Next set a date to call and coach her within the next 48 hours, and tell her to have her packet handy because you’ll review the contents and answer any questions she has. Reinforce your confidence in how much fun you’ll have together and what a success you know the show will be.

These quick little steps will set the stage for the rest of your hostess coaching, and for a show filled with customers, sales, booking and recruit leads.

© 2008 Anne Nelson, Joy Zone, LLC