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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?

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.)

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Many direct sales companies advertise that you can start a business for only $39 (or $99 or whatever the cost of a starter kit). While I agree that in some cases you can start a business for that amount, you’ll likely need more of an investment to grow a business.

I’ve also seen some ads that tout the perks of “No Inventory” needed. I can certainly appreciate that lack of necessity or requirement for said inventory; however, I do not agree that is necessarily a good thing to be without inventory.

In fact, I contend that inventory is highly encouraged if you wish to grow your direct sales business. Many direct sales companies take one to three weeks to receive product once it is ordered.  In some cases, back orders occur and it can take even longer.  Who wants to pay for something and then wait three weeks before you actually get it?  Sure, many people do that, but imagine how much more your sales would increase if you had cash and carry available.

Whether you’re choosing to work your business via home parties, vendor events or one on one sales – we are in an age of convenience and impatience.  Customers will most likely take what you have rather than place an order and wait weeks.

Also consider the turn around time. If you’re at a vendor event and have on hand inventory, the customer who purchases from you will take the item home and likely either start using it immediately or show someone what she purchased. Assuming your product is a consumable, the customer will need a refill all the more quicker vs. the three weeks of downtime while waiting to receive her initial order.  Or if she shows it to someone that night “Hey look what I picked up at the craft show!” chances are greater for referral business, “Where did you get that? I want one!”

If your recruiting efforts include the words “No Inventory Needed”, you might want to change that to “If you’re able to stock up on a little inventory, it will really increase your sales ten fold.”

You’ve heard it before: It takes money to make money.  A small investment in some on-hand inventory will be money well spent.

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

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.

Recently I had yet another opportunity to travel via commercial airline. Anyone who has flown more than once likely shuts out the flight crew when the safety information is presented.  This trip was different.  As the flight attendant shared her traditional safety speech, I thought about the similarities with a Direct Sales Business.

“We’d like to tell you now about some important safety features of this aircraft. Many of you have heard the safety information before, but other have not and we appreciate if you make it possible for others to hear.  Also even if you are a veteran traveler, it would not hurt for you to re-familiarize yourself with our safety procedures.

Thanks for attending the [team meeting, regional seminar, annual convention].  Many of you have heard some of this information before, but other new team members have not, and we appreciate if you make it possible for the new recruits to hear.  Also, even if you’re a [Director, Manager], it would not hurt you to re-familiarize yourself with our policies and procedures.

When the seat belt sign illuminates, you must fasten your seat belt. Insert the metal fittings one into the other, and tighten by pulling on the loose end of the strap. To release your seat belt, lift the upper portion of the buckle. We suggest that you keep your seat belt fastened throughout the flight, as we may experience turbulence.

When you start to build a downline, you must be prepared to lead a team.  Review the policies and procedures; hold regular trainings via telecon, webinar, or in person. To encourage your downline to lead their own teams, show them what they need to know, don’t do it for them.  We suggest that you stay in contact with new recruits, as they may experience turbulence during their initial flight. (more…)