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7 Common Vendor Event Blunders
‘Tis the season for vendor events. I went to a couple of craft shows this weekend. It’s always good to keep up on what the competition is doing; plus I might see some treasures I have to have. Some of the vendors stated that things were “a little slow” (translate: they weren’t selling much of anything). Sure we can blame the economy and I will acknowledge that may have some bearing on it, but I venture to guess that those most affected by the current economic situation likely just stay away from craft bazaars. So if there were people and they weren’t buying, it’s time to take a deep look at the root cause.
I didn’t have to look far to find a number of common vendor mistakes that were likely the culprit for their low or no sales. If you’re going to participate in a vendor show, avoid these seven costly errors:
1. Little or no inventory for sale. Facts are most people go to vendor events to buy things. They want to take it home on the spot. They don’t want to order it. If they wanted to order they’d likely just stay home and order online. Most people are not (or shouldn’t be) comfortable giving money or a credit card to a complete stranger in hopes they will receive their product in three weeks. If you don’t have ample supply and variety of inventory to sell, don’t plan on any sales during the event.
2. No signage. I walked up to more than a few tables that didn’t have the company logo anywhere. I should have known before I even reached the table what vendor was at that booth. Then once I reached the table there was no price list to be found anywhere and none of the products had any price tags. Do I assume those were all display items? Or were those vendors just waiting for me to ask “How much?” You know the saying – ‘if you have to ask, you can’t afford it’. Continue reading
My Online Direct Sales Business
At least once each week, someone asks me to share how I have built a successful online direct sales business. While I am not a fan of form letters and automated responses, I thought for the sake of time management, I’d turn the response into a post since it’s such a common question.
I work my business entirely online. It’s possible to be successful with direct sales if you have internet marketing knowledge and experience. Without these two vital components, it’s definitely going to be quite the challenge unless you supplement it with offline activities as well.
I have always worked my current candle business online when I started in 2006. I have never done a home or basket (catalog) party with Scentsy. I’ve facilitated plenty of those over the last 22 years I’ve been in direct sales, but none with Scentsy wickless.
With regard to whether or not there is too much online competition with all the consultants trying to work their business online, it depends on how you look at it. There certainly are far more consultants out there than when I started almost five years ago, but there are also so many more leads out there than could ever be satisfied by all the consultants. Also now Scentsy has brand recognition in many sectors, I’m more sought after online today. Initially no one had even heard of Scentsy flameless candles. People tend to be much more leery when they have no idea about the product or company. Continue reading
Are You Embarrassed to be a Direct Seller?
If you have a direct sales business, do you cringe at the thought of someone asking you what you do? In social or business settings do you silently hope that the subject of your occupation never comes up? Or if it does, do you mention your day job and omit that you have a direct selling business? Or do you try to come up with something clever to say so that you don’t have to admit that you do “one of THOSE.”
You’re not alone. I hear this sentiment echo’d on a frequent basis. But hang with me, I can dispel this myth and show you why it is a great business to be in.
Oh, Is It One of Those?
Let’s face it, direct sales doesn’t exactly have the best reputation as far as being a bona fide business. Sure some of those who are in a direct sales business may speak highly of it, and the top portion of those making decent money may think it’s the best thing since avocados were discovered. But by and large, it’s looked at as ‘One of Those’. ‘One of those scams; one of those where you pay for the business opportunity; one of those with over priced products; one of those where your family and friends pray each time they see you that you don’t ask them to join or host a party; one of those where you never make any real money.’
Yikes! Yes I did just say that. I didn’t say that I believe all of that. I’ve just been in direct sales for 22 years and I’ve heard it all and I’ve received objections and flack that goes along with it.
I Confess.
Yes I am embarrassed to say that I’m a direct seller. There. I said it. I admit it. I love what I do and don’t have a problem with it, but rather than say that I’m a direct seller, I say that I am a business owner. I don’t want people to think that I do “One of Those.” I want to break through the stigma. I am successful with my business. I’m a Superstar Director with Scentsy Wickless Candles. I do offer a great product, that is affordably priced and of excellent quality. I’ve been with the company since 2006. There are so many alternatives to running your business than the traditional home party that many of you have shunned over the years. I run my business like a business and not like a cheerleading club or tee-ball league.
It’s not that I think I’m better or above doing “One of Those.” My college education and experience is in Business Administration and in Homeland Security and here I am hawking wax. Life took an interesting twist for me within the last 24 months and for now; I know I am just blessed to have an income that supports my family as a medically disabled single parent. Scentsy offers that opportunity to me and to many others.
Personally I think it’d be easier to be loud and proud about what I did if it didn’t have such a weak reputation; though we’d need a major paradigm shift to change the opinions of others about the industry. I’m doing my part to change the reputation that direct sales is and can be a genuine business, even the name sounds um, less than corporate “Superstar Director.” I have a hard time saying with a straight face “I’m a Superstar!” It sounds like I think I’m Mary Katherine Gallagher (Molly Shannon’s Catholic schoolgirl character on Saturday Night Live who dreams of superstardom). Don’t get hung up on the titles – not the title direct seller and not the title of the ranks. They’re just words.
I run my business like a business and employ corporate techniques and methodologies to my business. I don’t get into rah-rah and silly s-p-i-r-i-t. Some people do, and that’s great, it’s just not for me. But if you do like things, you can certainly get that with direct sales, if you choose to. I just don’t happen to fit in with many of the other more traditional direct sellers.
So Where Am I Going With This?
There actually is a point here… and it’s sharp! Someone once said that direct selling is about Making it Simple and Duplicatable. I do like simple. But duplicatable, no thanks, not for me. I say Make It Your Own. You may totally disagree with me on this one, and I respect that. I’m just saying that based on conversations I’ve with a whole segment of people who haven’t given direct sales a try based on some misconceived notions.
In spite of the less than respectable reputation that direct selling has in some circles, you can be successful as a direct seller. If you’re willing to work within the boundaries that the parent company gives you; and willing to be creative, you can have a great business where you can earn a decent income. Don’t necessarily poo-poo the idea simply because you don’t want to do One of Those.
Because of my medical disability, I work my business online. I would love to get out more, but limitations prohibit that. When someone asks me what I do, I respond that I am a Business Owner or an Internet Marketer. Maybe you don’t have the knowledge, skills or abilities to work your business online, but now that you know there are many alternatives to the traditional home party, you should maybe give direct sales a second look. You could say that you’re “in sales” or you could say that “you have a candle (or gift) business.”
Perhaps now that you know that we don’t all make a list of 100 people we know and we don’t all advocate contacting everyone within a three foot radius to buy, host or join, it might be time for you to take a serious look at Direct Sales. I think you’ll be pleasantly be surprised.
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 https://la.Scentsy.us, http://www.ThrivingCandleBusiness.com or http://www.Twitter.com/thrivingcandle
Ebay Is Not A Threat
Most direct sales companies prohibit consultants from selling their products on eBay. On any given day you can do a search of just about any direct sales product and find them for sale or bid on eBay. Hmm. Go figure.
Many direct sales companies also have someone(s) at the corporate level who is responsible to attempt to shut down these prohibited auctions. Sometimes they are successful, sometimes not. If some consultants want to sell on eBay badly enough it’s not too difficult to have a friend list the items or to conceal their true identity.
All too often I see forum posts and hear consultants complain and whine about the eBay sales. These very consultants spend far too much time trying to bust eBay sellers and not nearly enough time concentrating on selling their own products to their own customer base. If these very people would invest as much time and energy in their own business as they do into the eBay sellers, they’d have more time to figure out all the places to spend their commission checks. Continue reading
Why Direct Sales Makes Sense for Men
Think selling candles, kitchenware, spices and purses is women’s work? Think again! Certainly women make up the brunt of direct sellers but it’s definitely not gender exclusive. Many men in direct sales are earning a decent supplemental (or more) income.
Men, hear me out. Before you stop reading, proclaiming, “I’m not peddling any sissy girlie stuff”, consider why it’s such a viable option for those with higher testosterone levels.
1. It Fits Into Your Schedule
You’re already putting in 40+ hours at the office or on the site. You work hard to support your family. Leaving one full time job to go work a second part time job is one of the last things you want to do; but you do what you gotta do, right? With direct sales you work the business when it’s convenient to you. If your regular gig keeps you on the road commuting to and from work or in between appointments, that’s an opportune time to work in phone calls and make contacts. Instead of playing Mafia Wars at night, just do a little Internet Marketing and let your online community know what you’re offering. Doesn’t that sound better than 14+ hour days working a second job?
2. Let’s Face It, Men Aren’t Natural Gift Givers
Birthday, Anniversary, Valentine’s Day, Mother’s Day, Sweetest Day (3rd Sat. in October, BTW) – you pick. Many men dread the idea of having to pick out something special for their lady. Most Direct Sales product offerings will make excellent gifts for women. As much as we women would love it if the men in our lives were as great of gift givers as we are, genetics simply doesn’t allow that to be the case a majority of the time.
Men are more comfortable buying a gift for wife, girlfriend, mom or sister from another man. Guys, wouldn’t you rather say to your buddy or coworker, “Hey Bob, I’m in the doghouse with Sandy. Can you hook me with a gift to get me off the hot seat?” Rather than wander around aimlessly trying to find something in a store? That will likely fuel the fire anyway instead of make things better. Male direct sellers can fill in the gap.
Also, there’s no law prohibiting men from enjoying facial cleansers, gadgets, nutritional supplements or candles. Many men do, just some are in the closet about it. Another man endorsing that their office, den, house or apartment can smell great or that they have a kitchen utensil that can make Sunday Taco night even more delicious – and it’s nothing to be ashamed of, can be another great selling point to the untapped customer base.
3. And Then There Are The Ladies
Would it really be so bad if you were referred to as the Wax Man or the Purse Guy? There are plenty of women out there who like all the products that direct sales has to offer. The women you come in contact with every day will be an easy sell. Consider all the women you encounter each day – if not at work, think of your wife, sister, girlfriend, mom and then all of their friends. There is no shortage of potential customers. When women encounter a male direct sales representative, she’ll be thinking, “There’s something to be said if he’s getting behind this company. I better check out what he has.”
Contrary to the fact that women in direct sales are the majority, if you put two people in a room, both with samples of some direct sales company to hand out, one a man and one a woman, it’s almost guaranteed that the man will get more attention. Your male gender is one thing that sets you apart from a plethora of other independent sales consultants. Further, many of the current male distributors have a proven track record of success. Generally speaking, y’all tend to have thicker skin than we do and plow through the inevitable sales rejection easier.
Men, if you’ve never seriously considered working with a direct sales company, I highly encourage you to give the industry a look. It’ll provide you the freedom to continue to work your regular job or to give you something to do if you’re retired or unemployed. Your direct sales income can fund private schooling, uninsured medical expenses, home improvement, college tuition, wedding expenses, your boat and aging parent(s) that may be staring you in the face.
For more information about becoming a direct seller, you may research many different opportunities at the Direct Selling Association.
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
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