1. 1. Direct Sales Success Made Easy Presentation By Wilkes Enterprise BROUGHT TO YOU BY SPINQAST TV & WILKES ENTERPRISE
2. 2. From the Start Treat Your Business Like A Business. If you treat it like a business, it will pay you like a business. If you treat it like a hobby, it will pay you like a hobby. Start with a weekly calendar, one that includes hourly markings. Block off your set time commitments, whether work, family, or community. Circle the times you have available for this project, even one hour at a time. Assign work to the circled time blocks, starting with your income producing activities. 2
3. 3. Income Producing Activities Have a task list thats tied to the strategic goals, and trust that great things are built from many small steps. Make the steps small, doable, and supportive of your strategy. Frame measurement of progress in a way that doesnt encourage perfectionism and completionist thinking. Equate filling out a bubble [recording a completed task] with found money. We like found money! If youve picked the right tasks, the completion of every one them should be a positive step toward achieving your goals. In my case, most of those tasks contributes to managing relationships that lead to new contracts, or tangible assets that attract new relationships. You may have different priorities, such as research or gaining experience. Just make sure that you can show or share what youve done. I find mere description and exposition is far less compelling 3
4. 4. Believe in Your Product(s) As much as the sales landscape has changed in the last 10 years or so, theres one sales activity that will always matter: Building genuine relationships. How you create and cultivate those relationships might change over time, but the overarching importance of establishing relationships with prospects and customers will perpetually be a core tenant of sales success. Now, if you dont believe in the products youre selling, and youre selling them to real people (if youre not doing that, you probably shouldnt be reading this), how exactly do you think thats going to affect your ability to build relationships and trust over time? 4
5. 5. Start Off Strong with These Tips Use Your Products be your own best customer. How can you succeed with a product line you dont use and embrace? Enough said. Accept Your Opportunity As it Is and Take Action I cant tell you how many times a new distributor has said to me I cant be successful with this business until we get XYZ products, or changes. That always amazed me since myself and others were having great success with things just the way they were. My goal has always been to have a huge, growing organization so that when positive changes happen, more people experience great benefits! 5
6. 6. More Useful Tips Goal Setting is a MUST How can you know where you are going, or if you have succeeded unless you have decided where you are going? It has been proven time and time again that those who succeed have clear, specific, written goals. You wont be the exception so get those goals on paper right now! Attend Events This is another one that stumps me the new distributor who claims they are not going to attend an event until they make some money. Two thoughts on this go make some money and get to the event; and what if the event is the thing you need so you can make some money? The top income earners attend events. 6
7. 7. More Useful Tips Retail With the Goal to Recruit Some will and some wont, but you always want to make sure every retail customer knows about the exciting opportunity behind your company. You are offering a gift! Have a Positive Mindset Expect the best, always. Find the positive in any situation. People like to be around and do business with positive, upbeat people! Be in Business Every Day Busy people get things done and consistent actions are what product big results over time. The beauty in Direct Sales is that you can create amazing results from small, but specific daily actions. Contact 2 people a day about your business and watch what happens at the end of the year! Advertise Your Business Here! 7
8. 8. More Useful Tips Be the Leader You Look Up To Leadership and setting a good example in our profession is critical. Do all of those activities you expect your team to do and share your results for inspiration. Never Quit Ask many top income earners what the secret is to their success is and they will tell you I just didnt quit. We get better at anything with practice and repetition. Be willing to go through the struggles and challenges of growing your skills in Direct Sales. It is so worth it! Advertise Your Business Here! 8
9. 9. Be Consistent While this statement may seem trite, the truth is that many direct sales women and entrepreneurs need to keep this tenet of sales in the front of both head and heart. With the multitude of obligations that women deal with on a regular basis--full time job, second job, family chauffeur, child care, parent care, house cleaner, home chef, physical fitness, and maintaining our sanity with our own interests and hobbies--a system for juggling competing duties is necessary. As a professional sales woman and entrepreneur, the importance of keeping the calendar full is key. The more gaps you see in your party bookings, the harder it is to regenerate momentum. Advertise Your Business Here! 9
10. 10. Develop the Habit of Making Daily Contacts Along with consistency, value a sustained effort to obtain sales appointments and home party bookings. Actions speak louder than words. When you uphold that making daily contacts and connections is vital, and just as immovable (such as you would with a critical doctor's appointment), you will fill your slots for parties. Make sure to convey this professional approach to your customers through your actions and words. They will perceive you as someone who is serious about your business. If you are lax to make daily contacts, you will suffer the stress and financial consequences of inconsistent business. It is a vicious cycle. Strive for 5 contacts a day; and watch your business thrive. 10
11. 11. Appreciate Your Clients Time When you reach out to invite someone to book a party, keep the contact focused, friendly and on point. Pre-plan what you will say and make some notes about why you are contacting them, what is your compelling offer and why someone would want to book a home party or schedule a sales presentation with you now. Make sure that during your conversation you set the stage for business and mention that you will call later to catch up on personal matters. One of the pitfalls that many entrepreneurs and sales women encounter is that they chat too long about topics unrelated to what they initially contacted the prospect to talk about. 11
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13. 13. Eliminate Emotion From Rejection If you do not track aspects of your business, you will measure your successes by feeling rather than performance. This leads to an emotional sales roller coaster. When sales are up, you feel great. When you get more than a few no responses to asking for a direct sales booking, you feel down. However, if you establish a system for measuring your contacts and results, you will identify a base sales closing ratio. Knowing your closing ratio allows you to track and reference your growth. Additionally, when you incorporate these success tips such as consistency and steady daily booking contacts, your tracked figures will reflect success, and will ultimately shine in comparison to those who book sporadically. 13
14. 14. Expand Your Network Have you ever asked how people got the network they have? When people ask how Ive grown my professional network, I make clear to them that it was never by buying followers, gaming any system or just for the pure fact of having numbers! Building a community of people that you want to be aligned with takes time. Advertise Your Business Here! 14
15. 15. Most Effective Ways to Grow Your Network 1. Attend networking events This may seem obvious, but so many people get stuck in the rut of going to the same networking events that always have the same people. Want to expand your network? Go to an event where you dont know anyone. 2. Targeted networking, part 1 When deciding what networking events you are going to attend, be sure there will be people that you can do business with or will at least be able to connect you with others you can do business with. 3. Targeted networking, part 2 Dont waste your time attending events in which you will be surrounded by your competitors if you anticipate there will be very few qualified connections. Youll all be competing over the same prospects. Advertise Your Business Here! 15
16. 16. More Effective Ways to Grow Your Network Volunteer The quickest way to get to meet people is to volunteer. Working registration at events is one of the best jobs to have. You see everyone as they come in (and they see you). You are usually done in plenty of time to follow up with your targeted prospects (and it beats clean up duty!) Host an event No one is looked at as more of a thought leader than the host of an event. Outside your current comfort zone? Start small, or collaborate with a strategic partner. DM/PM new followers on Twitter & Facebook (No, I did NOT say auto DM). Nothing gets someones attention more than a DM mentioning their most recent blog post, status update, the city the live in, etc. You get the pointall about them, nothing about you. That will come. (Just to be clear: your free e-book is all about you, not them) Advertise Your Business Here! 16
17. 17. More Effective Ways to Grow Your Network Customize your LinkedIn invitation State how you know the person, where and when you met them and why it would be a good idea to connect. (Just to be clear, again: you being able to sell them a widget is NOT their idea of a good reason to connect.) Your avatar If you are networking at events, make sure your avatars are you, not a logo, cartoon or the default. Also make sure its a recent photo, not one from 20 years ago and 50 pounds lighter. After all, people will introduce themselves in large part because they recognize you from your avatar. Links ( everywhere!) Be sure to include links to your: blog, website, Twitter, LinkedIn, Facebook (page/profile), etc. Where? Everywhere! Want people to connect with you? Make it easy for them to find how. Advertise Your Business Here! 17
18. 18. More Effective Ways to Grow Your Network Your profiles At minimum include a bio on your social profiles that give someone and idea of what you do, where you do it and what your interests are. While there is value in placing keywords in your bio, if it doesnt make sense to the average person, you probably lost more value than those keywords would ever get you. Promote others Sharing, Liking, RTing, G+, +K for someone else, their content or their events will build your social cred. Warning: You cannot expect to receive it, if you never give it. Be helpful The simplest, and most powerful, advice I can give: Nothing expands your network faster than being helpful. These are ways Ive found to expand my professional network both in person and on line. Youve noticed the underlying tone has been to make it about others, not about you. What do you get? Youll be amazed! Advertise Your Business Here! 18
19. 19. Stay In Touch Every business needs new customers, but don't ever forget that your easiest and most predictable source of new revenue is right under your nose: It comes from the loyal customers who already know your company. Acquiring new customers is expensive (five to ten times the cost of retaining an existing one), and the average spend of a repeat customer is a whopping 67 percent more than a new one. So, sure, put some energy into new business development, but make sure your salespeople know that coming up with creative ways to sell more to your current customers is just as important. Advertise Your Business Here! 19
20. 20. Keep Your Current Customers Close 1. Think lifetime value, not transactional value. 2. Go for a no-brainer upsell. 3. Offer complementary products or services. 4. Remind customers of everything you offer. 5. Create incentives for in-house referrals. 6. Keep In Touch and Be Helpful. Advertise Your Business Here! 20
21. 21. Be Prepared Always have your product(s) and information with you at all times. You never know when and where you will run into your next customer. 21
22. 22. Be Your Own Billboard Wear your business, Walk your Business & Talk your business. Do it Everyday! Advertise Your Business Here! 22
23. 23. Get Ahead of the Competition With most direct sales companies there are thousands of reps trying to be successful. With that being said you want to stand out from the rest. First you need to get a domain name that will give your business an identity. Instead of www.dscompany.com/yourname you can have www.YourBusinessName.com - That will start separating you from everyone else. Next you should consider getting a separate website for your business, using the ds replicated site is OK but it will not help you get new customers from search engines etc Replicated site are not searched by search engines. Create a new website for your domain and get found in search engines. Here at Wilkes Enterprise we can help you with that. 23
24. 24. Dont Forget To Always Provide Awesome Customer Service Plant the Seeds and watch them grow Follow Up With Your Customers Build Relationships Live and Love Your Product Dont Take NO Personal Give Yourself A Chance To Fail Sign Up for our newsletter at the end of this presentation 24
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