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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.”

Holiday Season also means Networking Season.

This is a good thing – as long as you’re prepared.

In the next six weeks, you will no doubt run into old friends, colleagues and perhaps ex-spouses.

So, when you’re giving them the update on your world, remember these thirteen ways to network without being a nuisance:

1. Stop asking people, “Do you remember me?” This question immediately makes them feel defensive, embarrassed and on the spot. Plus, you’re setting yourself up to be insulted when they tell you they DON’T remember you. Don’t challenge people’s memories. Odds, are – they don’t remember you. Just tell them who you are. Are your questions making people feel defensive?

2. Speak with passion and people will listen. Find a way to get on the topic of passion. Yours AND the other person’s. Excavate it, then embed people’s passion into the pavement and you will lead the way to meaningful, engaging conversation. Ask Passion Finding Questions (PFQ’s) like, “What keeps you busy when you’re not working?” or “How do you incorporate your passion into your work?” Do you really care what people “do,” or who they ARE?

3. Capitalize on every encounter. That doesn’t mean money. It means identifying what your “currency” is at this particular networking event. Maybe it’s leads. Maybe it’s visibility. Maybe it’s sharing referrals. Maybe it’s capturing emails to build your permission asset. Maybe it’s having fun. Maybe it’s practicing your new elevator speech. Whatever your currency is, there’s always a way to leverage every conversation. What’s your #1 goal at this networking event?

4. Identify why you’re there. Is this an opportunity for you to meet people, or is it an opportunity for them to meet YOU? This simple attitudinal change will alter your business forever. Are you framing your networking brain positively?

5. Be The Observed, not The Observer. Put yourself in a position of value. Lead the conversation. Invite new people to join your table or conversation. Better yet, be the guest speaker or sponsor of the event. You might also consider being a volunteer, people-mover or association leader. All positions of value. All Observable. How could you position yourself in way that people have NO CHOICE but to meet you?

6. Remove the threat of rejection. If you’re afraid of starting conversations with strangers for fear of looking stupid or being rejected, approach people who HAVE to be nice to you. Leaders, volunteers, hosts, bartenders … these encounters are perfect opportunities to achieve small victories that will build your networking confidence. Whom could you speak to without the threat of rejection?

7. Gently introduce, don’t unnecessarily sneak. Get to know people on a personal level FIRST. Lead with your person; follow with your profession. Values before vocation. Individuality before industry. Personality before position. Realness before roles. Then, when the time is right, find a way to gently introduce how you deliver value. Don’t force it. People can tell. What are you leading with?

8. Stop asking people, “So, what do YOU do?” Again, nobody cares. Not to mention, not everyone has a job. Nor are all people defined by their work. Instead, ask questions that enable the person to take the conversation in whatever direction makes them feel comfortable, i.e., “What keeps you busy all week?” “What’s your role here?” “What’s been the best part about your week so far?” What are you assuming about people that might cause Foot In Mouth Disease?

9. Beware of compartmentalization. As much as I love nametags, beware of unconsciously using someone’s nametag to size that person up. Whether they’re a board member, first-timer, president or guest speaker, treat everyone the same. If possible, use hand-written nametags with first names only. That levels the networking playing field. Wait: You ARE wearing a nametag, right?

10. Typing is dangerous. Throw out everything you learned about personality types, learning styles, Meyers Briggs or any of those other ridiculous assessments. They’re worthless. Stop typing people. Typing blocks listening. Instead, harmonize with people. Stop calling them “INTJ’S” or “Extroverts.” They’re just people. That’s it. “Human Being” is the only label that means anything. What mental labels are preventing you from networking effectively?

11. “Identifying” with people is overrated. It’s one thing to discover the common point of interest. It’s another thing to pretend you’re just like the person you just met. SO: Tell the truth. Tell it all. And tell it now. Tell them you’re NOT one of them. Tell them you don’t know the first THING about BEING one of them. Tell them that you know NOTHING about who they are and what they do – but would like to learn. Does your candor and authenticity shine?

12. Friendliness is underrated. I know it sounds dumb, but just be friendly. That doesn’t mean, “be everybody’s friend,” it just means BE FRIENDLY. Friendliness is so rare; it’s become remarkable. Use it. Do it. BE it. In the end, it’s just easier. It actually takes more mental energy to avoid people than to just say hi. How many people did you go out of your way to ignore yesterday?

13. Be The Only. Attend events where you’re the only one of your kind. If you’re a man, go to women’s events. If you’re a salesperson, go to management events. If you’re a doctor, go to accounting events. Not only will people notice you; they’ll also seek you out. After all, you’re an Outsider. Everyone will be interested in hearing your fresh perspective. Sure beats having the same old conversations with the same old people. What out-of-place networking event could you attend to guarantee your memorability?

LET ME ASK YA THIS…
Are you networking without being a nuisance?

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About the Author, Scott Ginsberg, That Guy with the Nametag, Author, Speaker, Coach, Entrepreneur, scott@hellomynameisscott.com, www.hellomynameisscott.com

Ok, so once you select your target market – then what?

Go where “they” are.  If it’s young moms, look for play groups.  If it’s working moms, look for day care centers.  If it’s college students, go on campus and to local eateries around campus.  If it’s business executives, look for chamber of commerce meetings, BNI groups, after hours networking events, and etc.  Perhaps your target market may be disgruntled current WAHMs looking for a change in venue; vendor events might be a good place to find them.  If it’s seniors, you may find them at senior communities or at the gym.

Then next is very important.  Do not go to your target market looking to sell.  No, no, no.  Let me repeat that.  Do not go to your target market looking to sell your wax. Instead go with the intent of building relationships.

What is one thing that people, most all people, like to do most?

Talk about themselves.

So when you meet people for the first time (and this works both on and off line) and you’re attempting to network ask “What is your biggest business challenge?”  or “What is your biggest problem right now?”  People will #1 be shocked that you’re even asking and #2 not trying to hock wax.

Then listen to the response.  Don’t just WAIT for your turn to talk, but truly listen and hear what the other is saying.  What you have to offer may or may not be able to help that person.  However you may know someone who CAN help.

In that first meeting you may not even get a chance to talk about yourself.  But what do you think would happen if you asked what is your biggest challenge – and you could refer someone who could help?  You’ve just helped solved his/her problem.  Perhaps you could follow up with a phone call to ensure the referral came through and then mention “hey I never had a chance to tell you about what I do.  Do you have a few minutes?”

The response is going to be received much better and the person will be more likely to be a customer or return the favor in giving a referral.

The first step to building an effective marketing campaign is to determine your target market.  If you haven’t done that yet, take some time to determine which group you can most closely identify with or that you want to have as customers and/or team members.

About the Author: Laurie Ayers is a WAHM from Michigan. She started her first home business in 1988. As a single parent, Laurie has supported her family by working at home. She is currently an Independent Consultant and Director with Scentsy Wickless Candles. You can find Laurie at www.IncomeWax.com

Two words – “Ok, thanks” or another derivative “Thank you.”  Why is it so difficult for some people to use those two words?

When you let someone cut in during a traffic jam, don’t you expect the other driver to give you “the wave”?  It’s the universal “Thank You” signal from driver to driver.  I don’t mind letting cars in once in a while – as I believe in that whole karma thing.  But admittedly, I get a little bent out of shape if I happen to let a car sneak in front of me and I don’t get “the wave.”  They’re just supposed to say “Thank You.”

Likewise if someone takes a moment to hold the door open for you – it’s assumed that you will utter “thank you” to the person who just took 15 seconds out of his or her day to ensure the door was not shut in your face.

The same goes for online etiquette.  Why is it so difficult for some people to email you back after you provide a response to say, “Thank you” or “Ok, thanks.”  I agree there comes a point where the email banter needs to come to a conclusion – thank you, no thank You, no really, thank You – ok, that is a bit redundant.

However I cannot tell you the number of times that I receive an email from someone, either a peer, customer or a potential recruit asking for information.  I love questions; I have no problem responding.  Yet when I respond in detail, sometimes multiple paragraphs explaining whatever information it was that the requester was after, many, many times I do not get so much as a two word response – “Ok thanks!”

I don’t think it’s asking too much for a courteous response to acknowledge receipt of the information.  It’s not like I’m hoping for a lengthy dissertation of gratitude.  But c’mon people – no response at all?  That’s just downright rude and unprofessional.

Busy, busy, busy – yes, I know. Everyone is busy.  People are far too busy to meet for coffee; far too busy to pick up the phone – but too busy to type two words consisting of eight letters before slamming on the “send” key?

If you’re really that busy, and I know none of YOU are that busy, because you’d never take the time to read all of these words if you were too busy to say, “Ok thanks” – but if you’re really so busy that you don’t have time to be polite, then perhaps I should be asking you, “How may I help?”  Because if you’re too busy for manners, then you definitely need some help setting priorities or something!

About the Author: Laurie Ayers is a WAHM from Michigan. She started her first home business in 1988. As a single parent, Laurie has supported her family by working at home. She is currently an Independent Consultant and Director with Scentsy Wickless Candles. You can find Laurie at www.IncomeWax.com

How many business cards do you have?  I’m not referring to quantity of card stock but rather number of different types of business cards?  Or do you have a one-size-fits-all generic card?

Consider a pair of pants.  You could get a one-size-fits-all pair of stretchy black pants.  You could wear them to work, to the gym and to the night club.  It could work.  Or would you rather have a well fitted navy trouser for work; grey shorts for the gym; and a pair of skinny jeans for the club?  The latter would likely be more suitable for those particular events; would you concur?

So then why do so many direct sellers have a one-size-fits-all business card?  And then typically it only contains the vitals – Consultant name, Company identity, phone number, web site, email and possibly mailing address.  Yet many of these direct sales companies are three-pronged: buy products, host a party or become a consultant, right?

It would greatly benefit you to have three separate business cards – each focusing on a different aspect of the business.  Your “Buy” business cards could focus on the number of candle scents available or special offers.  Create a “Host” business card which highlights the hostess benefits for those who open up their homes to their friends for a demonstration.  Lastly develop “Join” business cards which alert the recipient to reasons why owning her own candle business may be just what she’s been looking for.

But what if you don’t know what the person is interested in?  Then why bother to give someone your business card if you don’t have the slightest idea if she is looking to purchase a gift, earn free product or start a business. Prospecting takes a two-way conversation, a dialogue.

Another reason to have multiple business cards is to target markets.  If you decide to do a sample mailing to home day care providers, you may want to encourage the ease of working from their home (because you already know they are home and may need additional income).  Likewise, attach your “Host” card to the receipt or thank you notice on customer orders.  You already know they’re interested in the product, most hostesses will be previous customers.

Sure you could wear your black stretchy pants (or use one generic business card).  However if you’re Running Your Business Like A Business (RYBLAB) then it’s more appropriate to target your marketing collateral with multiple business cards.

About the Author: Laurie Ayers is a WAHM from Michigan. She started her first home business in 1988. As a single parent, Laurie has supported her family by working at home. She is currently an Independent Consultant and Director with Scentsy Wickless Candles. You can find Laurie at www.IncomeWax.com