One of the benefits of being a Scentsy consultant is that you are provided with a personal website where you can grow your team and take web orders.  You have the option of deciding on a name for your business or your web address. The address will look like https://whateveryoupick.scentsy.us (or .ca for Canadian consultants).  If you ask around you may get ideas on the “whateveryoupick” portion of your website.  Though the information below addresses six common errors when naming your Scentsy business website:

1. Double letters – particularly ss – i.e. janesscents you’ll lose people who never know if it’s one S or two.

2. Unkonventional spellings – kandles, etc. Generally you go with those unconventionals when what you really want is taken – meaning if wicklesscandles is taken and you opt for wicklesskandles you could inadvertently send people to wicklesscandles – someone else’s site.

3. Avoid dashes and dots – if you have to explain if it’s a dash or underscore, or dot, you’ll lose people.

4. ID numbers. In previous P&Ps we HAD to change our site and were not allowed to use that # in our address. Now the language is softer that you should or could change it. Though corporate has reminded us on a number of occasions to guard your ID# as you would your own SSN. That is the number that you need to login to sites or when you call corp. the first thing they ask for is your ID#. To avoid identity fraud and the possibility that someone can pose as you to change your account in any manner, don’t publish that number to anyone.

5. Anything that requires you to explain or further elaborate. If you respond “it’s mysite.scentsy.us” then most will be able to go there without problem. Even if you’re talking about publishing the site address, you want it to be easily memorable so they can go to it later, without the need to write it down for future reference.

If you have to audibly say – it’s “michelle” with two ell’s, or “for you” with the numeric 4, or “kathy” with a k…. anything that needs ‘fine print’ for someone to easily find you should be avoided. Even scents can be confusing – of course we all almost instantly think s-c-e-n-t-s but others may wonder if it’s sense or cents.

6. Think of connotation or what message are you sending and does it portray a professional image. Smell isn’t always a positive word where as odor isn’t either – though technically they simply mean or relate the the nose/olfactory. Smells is a verb, and not a noun, so if you’re making up a word to change it to a noun (as in such and such smells or sniff the smells) that falls under same as unkonventional spellings. Same for personal interests or hobbies – pookie.scentsy.us or squaredancer.scentsy.us may not be taken as seriously.

Before you flame me and defend your position why you may have chosen something similar to one outlined above, please keep in mind that these are not just my opinions, but also those of marketing and business guru’s when it comes to naming a business. I am also assuming that if you’re investing in a vinyl or decal then you are treating your business like a business and not as a hobby – else you likely wouldn’t go to the effort of marketing your business.

For those who are not business builders (and there are many, and that is totally fine and acceptable), then the naming conventions aren’t as important. I’m merely referring to business builders.

RYBLAB – Run Your Business Like A Business.

For some consultants, talking with people they do not know is no big deal.  Yet for others, the hardest element in promoting their direct sales business is opening their mouth to talk with strangers.  It truly does get easier with practice, though let’s face it, some people will never be terribly outgoing.  These cautious, observant people can be just as successful as those with sanguine temperaments.

Two questions I am frequently asked is “How do you approach people?” and “What do you say to the waitress, store clerk, receptionist, etc.?”

If you want an easy to remember lead in, one that is almost guaranteed you will not receive any rejection, try this:

“If you know anyone who likes [product], could you please pass this along?” Then hand the person a business card, sample, or catalog.

Most people will not refuse to take it.  Worst case is that they make take it, and later throw it away; but then you still were able to get out of your comfort zone and practice talking to people.  Best case is that you could get a new customer or recruit out of it.

This is a non-threatening approach because the person you’re talking with doesn’t immediately get on the defensive thinking you’re trying to sell anything; you’re merely asking for a referral.  The person you’re talking with could very well be the person who loves candles, lotions, supplements, jewelry or cooking.

Try those 13 words and then let me know it goes.

If you know anyone who likes [product], could you please pass this along?

Just as there is more than one way to skin a cat, there are numerous ways that Scentsy consultants make their samples.  The information contained below is just one way.  Take what you like and discard the rest!

Why and how I use samples –

I don’t let any of my business cards leave my hands without having a wickless candle sample attached to it.  People generally desire to smell, touch, taste, or hear something before they’re truly sold on it.  Scentsy is no different.

Where I get the wax to use –

I don’t pay for the wax I use to make samples. When I place an order I always make sure it’s at least $150 or more so that I can take advantage of the hostess benefits, including free and half off items.  The wax I get with those perks is what I use to make the samples.  Generally I like to use the bricks, as it’s a better value; but I have also been known to use bars sometimes too.

What scents I use –

I have a couple standards that I like to use: Welcome Home, Clean Breeze and Vanilla Suede.  I chose those because they are drastically different from each other.  Clean Breeze and Welcome Home are in the Favorites category so those are definitely flagged as popular.  Vanilla Suede is a bit of a masculine/leather type scent and unique on its own.  It doesn’t really matter what scent(s) you choose to use.  No matter what – some will love it; and others not.

The process –

1. I generally start with a brick.  Then chunk off some wax with a butter knife, enough to fill a microwave safe dish.  I use a 2 cup Pyrex. (Shown here Rustic Lodge brick)
2. Microwave long enough to liquefy the wax – approx. 2-3 minutes. (Shown here Clean Breeze bar)
3. Pour the liquid wax into candy plastic molds. You can generally find the molds at craft stores such as Michael’s or Hobby Lobby or various places online. You can oft times grab a coupon to these stores for 25-40% off their websites.  The shape of mold you use is up to you.  Some people like to get fancy and use hearts around Valentine’s Day or leaves in the fall, etc.  I mail many of my samples, so I have chosen to use very plain, simple rectangle molds – similar to the Andes chocolate mints you get at restaurants with your bill.  This way they are thin enough to avoid paying extra postage due to the USPS non-machinable surcharge.
4. I allow them to sit on the counter for a few minutes to start to harden.  When I can safely move the wax filled molds, I put them into the freezer for about 5-10 minutes to finish hardening.  This step also allows them to easily pop out of the molds by merely turning them over.
5. While the wax is in the freezer I prepare my business cards, annotating them with the scent of the sample.  I prefer simplicity and to work smarter, not harder.  Therefore I have a couple of self inking stamps that I ordered from vistaprint.com.  They are offered for FREE quite frequently – I just pay the price of postage which is generally $5 (+/-) depending on if you order other free items as well.  The stamps I ordered simply have the name of the scent on them – that’s it, such as Clean Breeze.  I set out a couple rows of business cards on the counter and in assembly line fashion stamp many at one time.  By the time the wax is ready to come out of the molds, the ink has also adequately dried on my biz cards, so that they won’t smear.
6. My samples are then placed into 2” x 3” bead bags.  These tiny zip lock bags can also be purchased at craft stores, Walmart, Target, Meijer or online.  I paid $1.09 for 100 bags at Meijer.
7. The sample is then stapled to the back of my business card.  I have heard of some consultants using larger bags and placing their business cards inside the ziplock.  I don’t care for that method because the card could become oily or goopy if the wax melts.  Also I think it’s easier to rip the sample off, then actually place it in a warmer, or purse, wallet, glove box, drawer, linen closet, etc. and then keep the card handy for future use.
8. The end. Samples made.

Where do I leave samples?

Look for a future post addressing this issue.  I have lots of ideas.  For now, I just wanted to put it out there how I make mine.  As I mentioned, there are many ways you can make samples.  This is just one method.

People often ask me what have I found most beneficial in building my Scentsy business.  The two tools that have helped me the most are 1: This www.thrivingcandlebusiness.com website and 2: samples.

Keep it simple!

Something has been baffling me for quite some time.  Mayhaps someone can explain it to me.  Why do some direct sales independent consultants use product lines, other than their own, to promote their products?

For example, if you sell candles, wouldn’t it make the most sense to give away a wax sample of a popular scent?  Or if you sell herbs and spices, wouldn’t you want to provide potential customers with a sampling of your top selling Scampi Blend?

Certainly this may seem like a blinding glimpse of the obvious; but bear with me.  I know of some consultants who take the time and expense to make up labels bearing their contact information and company website, only to then purchase mini-chocolate bars and wrap them with their labels.  This would be adorable if you were in the chocolate business or even the customized label business.  Not so much for kitchen gadgets or candles.

Likewise I’ve witnessed some consultants begging for promotional items such as chap-stick, bearing their consultant contact information.  Okay, if you sell cosmetics and you’re offering a sample of your own product line.  However if you’re trying to promote children’s toys, can’t you find something within your own product line to offer rather than someone else’s lip moisturizer?

Consider the bottom line.  Consider profit margin.  Consider whether or not what you’re about to participate in will increase sales – that is, sales of your own product line.  Cute and adorable will only take you so far in business.  If the action you take today won’t lead you closer to the next customer, hostess or recruit, it might be time to rethink your action plan.  If you’re a direct sales independent consultant, you’ll do well to stick to offering your own product line.

About the Author:  Laurie Ayers is a WAHM from Michigan and a Superstar Director with Scentsy Wickless Candles.  She enjoys helping others start and maintain a candle business.  You can find Laurie at http://la.Scentsy.us or http://www.Twitter.com/thrivingcandle

We are a society that likes free samples.  We like to try it before we buy it.  We test drive cars; we lie down on mattresses; and we accept food samples from the lady in the grocery store.

Yet many direct sellers do not embrace this concept.  I contend that free samples are the number one way to attract new customers.  Websites, catalogs, brochures and verbal promotion are all well and good (and needed). However, generally it’s not until someone can smell, taste, feel, hear or see the product offering are they really sold on it.

Most of us have read Dr. Seuss’ Green Eggs and Ham book at one time in our lives.  If not, here’s a sampling of the text:

You do not like them. So you say. Try them! Try them! And you may. Try them and you may, I say.

Sam! If you will let me be, I will try them. You will see.

Say! I like green eggs and ham! I do! I like them, Sam-I-am! And I would eat them in a boat. And I would eat them with a goat…

And I will eat them in the rain. And in the dark. And on a train. And in a car. And in a tree. They are so good, so good, you see!

So I will eat them in a box. And I will eat them with a fox. And I will eat them in a house.

And I will eat them with a mouse. And I will eat them here and there. Say! I will eat them ANYWHERE!

I do so like green eggs and ham! Thank you! Thank you, Sam-I-am!

What could you do for your business with regard to free samples?

Make candle wax samples out of candy molds; Herb and Spice packets, Lotion or Cosmetic samples.  But what if you don’t sell a product that is conducive to sampling? It may not be cost effective to freely give away jewelry, kitchen gadgets or storage containers.  Consider a loaner program. “Take this home, try it for a week and if you don’t love it, just return it, otherwise if it’s everything I said, and more, just pay me after you try it.”

I have seen some pretty awesome product catalogs, but almost 100% of the time, the photos still don’t justice to the actual item.

Take some time today to think about how you can get your customers to say:

Say! I like [insert your product here!] I do! I like them, Sam-I-am! And I would [insert verb here] them in a boat. And I would [insert verb here] them with a goat… I do so like [insert your product here!]! Thank you! Thank you, Sam-I-am!

About the Author:  Laurie Ayers is a WAHM from Michigan and a Superstar Director with Scentsy Wickless Candles.  She enjoys helping others start and maintain a candle business.  You can find Laurie at http://la.Scentsy.us or http://www.ThrivingCandleBusiness.com

If one more direct selling company or sponsor encourages new recruits to “Make a List of 100 People You Know” I’m going to stick a fork in my eye! I’m talking about the practice of spamming the snot out of their friends, family and acquaintances. It goes against the entire concept of target marketing and finding a niche. No wonder the direct selling industry still has a bad reputation in many circles.

This archaic and tired practice claims that if you make a list of 100 people to hound, it’ll be your first networking contact list that will supposedly help launch your new direct sales career. Although, whether you’re selling candles, jewelry, kitchenware, makeup, home décor or any other product offering, wouldn’t you have better results if you presented your new product line to the people whom you believe could benefit from and enjoy your goods?

This concept is ridiculous. What if your dental hygienist started a business selling metal widgets that would help expedite an automobile factory manufacturing process. If this person made a list of 100 people she knows and included you in that list to push her steel vehicle widgets on, you’d think she was totally off her rocker for wasting your time. Yet as direct sellers, we’re supposed to do just that; having no regard to market to those who have a specific want or need.

Instead of investing precious time trying to list and then contact all of the people you know such as: Family, Friends, Neighbors, Your friends’ parents, Your parents’ friends, Your parents’ colleagues, Your children’s friends’ parents, Classmates, Alumni of any school you attended, including high school, Members of the local chamber of commerce, Members of your church, temple, or other faith-based groups, Professors, Teachers, Mentors, Former Bosses, Former or current colleagues, Former or current customers, Former employees whom you managed, Members of the YMCA, YWCA, or other clubs, Members of professional groups to which you belong, Members of a service organization (e.g. the Rotary), School committee members, Counselors, Friends from military service, Coaches (in sports, arts, hobbies, etc.), Your doctor, Your lawyer, Your insurance agent, Your accountant or tax preparer, Your auto mechanic, The manager of your favorite coffee shop, The bartender at your favorite watering hole, The owner of maitre d’ of your favorite restaurant, Your barber/hairstylist, Your mortgage broker, Your real estate broker, Your veterinarian, Your dry cleaner, Any shop or business owners who know you by name (especially in ‘high touch’ businesses like art dealers, florists, dress shop managers, wedding planners, wine dealers—people who have long conversations with others), Any acquaintance who owes you a favor, spend some time defining your target market.

The likely results of spamming the above list:

• You’ll ostracize yourself from them so that in the future they’ll be forced to check Caller-ID before taking your call or find themselves suddenly running late for an appointment and need to promptly depart your presence.
• You may get a few mercy purchases from those who have a hard time saying no because they don’t want you to feel discouraged.
• If you stumble upon someone who is genuinely interested in what you’re offering, it is mere statistics. If you spray enough bullets you’re bound to eventually hit something.

Leslie Truex of Work at Home Success agrees, “Having a business is about finding the market that wants your product/service, not brow beating people you know into supporting you. Plus if your successful without the list, your recruitment may go up because talking to friends and family is a major reason why many people avoid direct sales and you’ll be able to show them how to do it without a list.”

Further, Adriaan at Direct Sell Assistant concurs that “90% of new consultants will stay with this list and expect to make a lot of money. I wish more people that get recruited are rather shown how to market a product and find new customers, than to write down that list of a 100.”

Lastly, if you’ve signed up for a company that has a fantastic product line, don’t you think you should be able to find others who enjoy and benefit from it as much as you do? No need to approach your auntie who has severe allergies to buy your candles or your sweet bald mechanic about your organic shampoo. Just because you may know 100 people, doesn’t mean they’d be good customers.

My advice: It’s 2010, time (way past time) to throw out your “List of 100 People You Know.”

I see many direct sales consultants discussing the marketing technique of hanging catalogs on neighborhood doors.  Do door hangers really work?  Or is it just an added expense and expenditure of human resources to employ this tactic?

One rule of thumb to keep in mind when you are trying different marketing techniques is whether or not you acted on a similar campaign.  For example, have you ever made a purchase off of any ad you saw on someone’s vehicle? (I have not)

Have you ever taken advantage of an offer that was hung on your door (I have not) or did it likely go straight into the trash or blow away in the wind or eventually get soggy with rain?

Do you often read and act upon fliers you find around town? (I have not)

Of course there are exceptions to every rule, but I would caution you to target your marketing to a particular segment (new moms, elderly, college kids, empty nesters, nail salons, doctors offices, etc.). Then relay your message to that market in a method they will respond to.

Blanket fliers and neighborhood blitzes don’t always work.  It’s like spraying an arsenal of bullets, hoping to hit something.

Instead, try a small sampling – test to see if it is effective, if not – then try something else. Perhaps your time and financial resources could be better spent with some direct mailing of your company catalog.  Then follow-up within a week to ensure the business owner received your catalog.  Provide a special offer to entice a call to action.

If you keep doing what you’ve been doing, you’re going to keep getting what you’ve been getting.

About the Author:  Laurie Ayers is a WAHM from Michigan and a Star Director with Scentsy Flameless Candles.  She enjoys helping others start and maintain a candle business.  You can find Laurie at http://www.Scentsy.com/LA or http://www.ThrivingCandleBusiness.com

Many direct sales companies prohibit the practice of selling their company product line on eBay or other online auctions.  Yet why not use that auction vehicle to sell your non-direct sales items and then include a company catalog and sample along with the winning item?

You never know where your next customer is going to come from.  You already know that anyone who wins your eBay auction is already comfortable making purchases online. It’s not going to cost you anything extra to include some of your business marketing collateral with the package that contains the red leather boots or Laverne and Shirley DVD that you just sold.

You can also create an About Me page at eBay to tell the world about yourself and your interests. You can use this page to:

·    Let the eBay community know who you are.
·    Show off your fabulous finds.
·    Display your items up for bid.
·    Describe your favorite hobby.

Keep in mind that while you may include links to your About Me page in your listings, you may not include language within those links that promotes items or other Web sites.  You can link in your auction listing “Check out my About Me page” but your About Me page cannot have a “Click here to go to my Direct Sales Web Store” link.

eBay allows only a few links from a listing page because the primary purpose of the listing page is to describe the item for sale. The About Me page is a permitted link because it lets others in the eBay community learn more about the seller, helping the buyer to make a more informed decision prior to purchase.

Now that you know the rules as far as eBay is concerned with regard to linking; and hopefully you fully understand your direct sales company policies and procedures as far as selling on eBay is concerned.  Since you know what you can’t do – that should also mean that you know what you can do.

Think outside the box to get to your target market.  If you sell candles through your direct sales company, then find a non-DS candle either from your own closet or from the thrift store, and list that for sale with a $.99 opening bid.  Why? Because anyone who bids on and wins that candle will most likely already enjoy candles.  True you may not make much of a profit on that auction item after considering fees, yet it’s given you a free opportunity to include a catalog and sample of your direct sales candles.

I wouldn’t invest too much time using this method of advertising your direct sales business.  Yet if you already have a possession that you’re going to list on eBay then take full advantage of the sale and legally promote your direct sales business.

About the Author:  Laurie Ayers is a WAHM from Michigan and a Star Director with Scentsy Flameless Candles.  She enjoys helping others start and maintain a candle business.  You can find Laurie at http://www.Scentsy.com/LA or http://www.ThrivingCandleBusiness.com

There’s a familiar quote attributed to Chinese general and military strategist, Sun-tzu: “Keep your friends close and your enemies closer.”  It means that if you know your enemies, and you know what they are up to, you can keep a close eye on them. It’s easier than if you don’t know them at all; that makes them unpredictable. The same is true your direct sales competitors.  One way to increase your business is to take existing ideas and put your own spin on them. By the way, there are no new ideas, just reworked ones.

Who are your competitors?  Some consultants believe other companies that sell similar products are their competitors.  Could be.  Others believe that their product line is unique enough to set them apart from other companies therefore their true competitors are other consultants within the same company.

Regardless, we are all in competition.  If you have a business, then you are in competition with everyone else who has a similar business.  To find new customers and potential team members, investigate what your competitors are doing.  There is nothing illegal or unethical about evaluating how a competitor markets her product or business opportunity.

Assuming your competitors have a website, because in this era it’s pretty much a necessity, there are some statistics you need to gather about those competitors to get the information you need.

* Is their website professional to where they bring in customers with the content?
* How long have they been with this company? with direct sales?
* What are their rank positions on the major search engines?
* Do they have a niche?
* How are they finding leads?

Many direct selling companies offer replicated websites to their consultants, but these affiliate type sites are not sufficient for bringing in the kind of traffic that will widen your customer base.  Invest in an external website, if permitted by your agreement, to showcase your business and get traffic.

There are many ways to attract customers.  If you are just getting started, investing time finding out how the competition markets their products gives you a jump on where to start with your business.  Sometimes the most valuable and worthwhile tactics are right in front of you.

Most direct sales companies recognize their top sellers.  On various company websites you may be able to find lists of top consultants and the gross sales they have been earning on a monthly basis.  However, more companies are protecting this information.  Although if you consider other consultants within the same company your competition, then you should have access to this information. You may also find some interviews they have done. Read about them for helpful tips on how to find web traffic.

People love to read new tips and techniques to improve their own business (such as this article, for example!).  Keeping a website updated with new content is a must if you want repeat traffic.  Use PLR articles, content from article banks or hire a ghostwriter if you don’t fancy yourself much of a writer.

Something often overlooked is just because you have signed up to sell products doesn’t mean that you have to sell every product in the catalog.  Some will be better sellers than others depending on the preferences of your customer base.  The business website you set up can be geared towards the segment of products that you’ve chosen – again, if you’re allowed to have an external retailing site.   If a competitor focuses on a particular niche, see how she is accomplishing that.

One quick and simple way to evaluate marketing techniques for a competitor is to Google her.  If she is using content it will be ranked.  If she has written articles for other sites or have used keywords to set up the pages on her website that will be shown as well.  Articles that mention her name will also pop.

It is prudent to know what the competition is doing.  If you want to be able to stay in the game, it is essential.  Rest assured they will be looking at you.  If you don’t believe me, set up a free Google Analytics account and see who visits your site.  You might just be surprised (and flattered).

About the Author:  Laurie Ayers is a WAHM from Michigan and a Star Director with Scentsy Flameless Candles.  She enjoys helping others start and maintain a candle business.  You can find Laurie at http://www.Scentsy.com/LA or http://www.ThrivingCandleBusiness.com

A surefire way to ensure your new business never gets off the ground is to make your own marketing material.  Sure there are exceptions to every rule and I have seen some very professional looking home made business cards, fliers, brochures, etc.  Yet those rare cases are not the norm.  For the most part, homemade marketing collateral screams amateur and hobbyist.

Whereas, the marketing materials your direct sales company provides are valuable tools available for direct sales consultants.  Use the professional design and printing to portray an image of professionalism.  Poor marketing causes more damage than no marketing at all, so take advantage of the pre-designed marketing material provided by your home office.

Catalogs are quite often the most common marketing tool your direct sales company will provide.  Catalogs make great direct mail pieces to send to people on your prospects, past and present hostesses, and past and present customers.  I’ve heard it argued that some consultants lament that they can’t afford to purchase the company provided marketing material.  I contend that you can’t afford not to.

Whether it’s product literature or business opportunity information, use these marketing collateral to pass out at parties, to send home with people who have shown an interest in your products, to give out to store clerks, waitresses and others you encounter throughout the day.

If your company provides business cards take advantage of them. If you print your own using an inkjet printer and perforated card stock, it will reflect poorly and let potential customers and prospects know that you’re not running your business like a business. If your budget is tight during the start up phase, then Vista Print offers free business cards for the price of shipping. That is an acceptable method to start if you must, however company provided business cards really provide the best brand image.

If you sell a product that is conducive to offering samples, be sure to attach a sample to each of your business cards.  We are a society who likes to touch, smell, feel and taste before we make a purchase.

Other marketing materials that your company may provide include:

Scripts for calling people to host a party and for contacting people who have been invited to a party.  Use these scripts but make sure to make them your own.  People will be able to tell if you’re just reading from a card.  Use it as a guide, not a be-all-end-all.

Hostess packages.  Some companies provide a complete hostess package with all the invitations, thank you cards, order forms and incentive and goal setting charts while others provide slightly less.  Take advantage of these materials.  They not only save you money and time, they provide a consistent message to everyone you come in contact with.  The same rule applies to all of the marketing material – a business venture is not the place to make up your own crafted materials (unless you have talented marketing and graphic design abilities).

Also check for a template library that may be available for company sponsored images, campaign text and newsletters. Again, these materials will save you time and money and save you the embarrassment of trying to act professional but looking like a hobbyist.

Marketing will play a big role in your business success. Rather than spending countless hours and dollars creating your own marketing collateral for your direct sales business you can use the marketing materials provided by your direct sales company.  It’s a quick and effective way to get your business up and running in no time – and they are tax deductible!  Don’t scrimp; you’ll end up paying for it dearly.

About the Author:  Laurie Ayers is a WAHM from Michigan and a Star Director with Scentsy Wickless Candles.  She enjoys helping others start and maintain a candle business.  You can find Laurie at http://www.Scentsy.com/LA or http://www.ThrivingCandleBusiness.com