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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?

Before I get accused of plagiarism, something for which I have high distain, allow me to tell you that I found the information below on Evan Carmichael’s site. It is taken from an article, same subject, by author Cyle Greenwell.  Ok, now that I’ve given credit where credit is due, how’s about we get on to finding out what separates successful people from unsuccessful people?

Step 1: Follow the proven system. If you wanted to be successful in real estate, wouldn’t you find someone who’s successful in real estate and then do what they do?

Step 2: Don’t quit. A lot of people quit their direct sales business before they can become successful.  They think they are going to get rich quick, but when that doesn’t happen, they quit. No successful direct seller ever thought to themselves, “If I don’t make it big in the next six months, I’m going to quit.”

Step 3: Be a Fisher rather than a Hunter. Being overly aggressive means that you are a hunter. When an animal is being hunted, it runs because it doesn’t want to be caught and killed. When you are fishing, you attract people. (note: there is much more excellent on point info on this fishing analogy in the original article).

Step 4: Work hard. Your direct sales business may be a flexible, lucrative business; but it’s still a business. It’s not a hobby. It takes good old fashion hard work.

Step 5: Work harder on yourself than you do on your job. Your business is limited to the size of your own personal growth. Income rarely exceeds personal development.

For Cyle’s entire article, click on Evan’s link above.

Dealing with Difficult Team Members in Your Direct Sales Biz? Read on …

I learned something recently, not everyone thinks I am as wonderful as I do.  Just kidding, I’ve known that for years.  That wasn’t a new revelation.

I received an email recently that could peel paint off prison walls.  ‘Have to admit that at first I thought WTH! Well, because 99% of it was unfounded, inaccurate and it blind-sided me.  It came out of nowhere.  Clearly I am not on this person’s Christmas list.  After the shock of it wore off and I shared it with two close professional associates and confidants, their remarks were “she must be on some funky medication that caused her to be delusional, confrontational and totally off her rocker”, and “don’t tell me, she’s a spoiled 30 yo who has a false sense of entitlement.”

No worries, I would never use this person’s name or break any confidence. No one knows the identity of this person unless she has chosen to disparage me to others.  Who it was in this particular case is of no importance, however it is a very real topic that happens to most of us who spend any time in Direct Sales.  It’s important to have the knowledge in your tool box so that you know how to deal with these kind of people, when situations like this arise.

Sadly, this person must really be struggling with something, as her note made her look like a buffoon.  Regardless, I hope she is ok and whatever is causing her unbalance works itself out.  I harbor no ill feelings and wish her well; I have always liked this person.  Besides,  I certainly couldn’t take such an attack seriously.

You can please some of the people all of the time, all of the people some of the time, but you can’t pick your friend’s nose, or whatever that saying is!  Point being, once you’ve earned senior ranks in your direct sales business and you manage a large organization, this also equates to more people to complain about you.   It happens to all of us.  Don’t let it crush you. (more…)

Direct Sales offers the opportunity to learn from a number of people within your upline.  As your downline grows you will/can have hundreds or thousands of consultants within your group.  Once you reach senior ranks, time management skills are key to a successful business; the ability to set priorities is paramount if you are going to lead a large organization.

While I would not dare complain about having of team comprised of hundreds or thousands of consultants, having a large group does present some unique challenges; one being returning emails and phone calls.

The information below is actually for those consultants who leave messages for their sponsors, directors or managers.  Whether your leader has 20, 200, 2,000 or 20,000 consultants on the team, the information below is relevant.

If your voice mail sounds like anything below, you may not get a return phone call – either not in a timely fashion or possibly not at all:

1. Hi, it’s me, give me a call.  (Me?  Who is me?)
2. Hi, it’s Sara, can you call me please? (I have 13 people named Sara. How am I to know which one?)
3. Hi, this is Jane Doe.  I have some questions. Can you call me please? 123-555-2345 (Name is good. Number is even better.  “I have some questions” is far too ambiguous.)

(more…)

On more than one occasion someone has informed me that I come off raw or that I have a chip on my shoulder.  I’m sure this post will spark similar reactions.

For the record, I don’t have a chip on my shoulder, but I am very anti-fluff.  I tend to just say what is on my mind, and yes sometimes my delivery is a little edgy for some.  I do not apologize.  WYSIWYG – What You See Is What You Get!

While there are some very successful men in direct sales, a majority of direct sellers are women.  Working with a vast group of women can be challenging.  For what it’s worth, I’d rather have a male boss and a male roommate over a female any day.  There are a lot of emotions and hormones that come with teaming with large number of women.

If I had to single out one area that I could live without when it comes to direct selling, it’s the plethora of nonsense that I hear or read about on a daily basis.  Consultants are so busy worrying about what other consultants are doing.  I sometimes think I am surrounded by sixth graders.

She said this; why did she say that?  Did you know what so and so did?  You are not going to believe what she is doing now! She’s talking behind my back.  She’s jealous.  She got upset because I yada, yada, yada. You are not going to believe what she said to that prospect?  I saw her at a vendor event and she… And so it goes.

Awk!  People, just go sell the wax! (or makeup or kitchenware or home décor).  If you would spend 90% of the time minding your own business, and 10% keeping others out of yours, think how much more productive your business would be.

Surprisingly, there’s another group of consultants who are in denial. Pay attention, because I could be talking to YOU.  Yes… you!  You may not be the one gossiping about others, but you have been made aware that it is happening in your own team/leg.  Yet, if you feel the need to call me to tell me about consultant drama, as described as above – it’s still nonsense. It’s the same thing!  I don’t have time for nonsense, and neither should you.

I love helping my team members grow their business.  I will talk to consultants and prospects all day long, every day to help them understand processes, compensation, brainstorm, develop action plans, etc.  I love that.  But I don’t have a very sympathetic ear to listen to what I consider is “Your lips are moving, but all I hear is blah, blah, blah.”

You may not even know you’re doing it.  Take inventory of what comes out of your mouth.  If you don’t know that you’re spewing nonsense, believe me – others know it.  One litmus test is that you may find that you’re connecting to voice mail more often or if you do connect to your upline, she frequently only has a very brief amount of time to spend with you. Pay attention to these signals.

Starting immediately, get back to business.  Work your business.  Enjoy your business.  Refuse to entertain nonsense – both on the giving and receiving end.