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.)
4. Hi, this is Jane. I know you are busy.  I had really hoped to be able to talk to you.  I really could use some help.  I need some ideas.  I don’t know what to do. Blah Blah Blah… ninety seconds still talking, talking, talking about how you’re getting ready to get ready but yada yada yada …. Another three minutes later, still rambling about how I know you’re busy but wah wah wah. (Where to start with this one?  A five minute voice mail will never be listened to; absolutely no specifics – neither specific about what questions or specific about has been done up to that point, and absolutely no respect for the leader’s time to drone on and on and on).

Don’t assume your number came through on Caller ID, even if it does, yours could be in company with dozens of other calls. Make it easy for the person you called to call you back.  Don’t assume the caller knows who you are.  Err on the side of caution: This is Jane Doe is much better than just Jane or worse yet, Me.  You may think you’re creating intrigue by saying “call me” or “I need to talk to you”, but the truth is, if it’s not important enough for you to leave a subject, then it may not be important enough to return.

Also, respect your leader’s time.  “I somehow double charged a host’s credit card and instead of charging it $400, it charged $800 and she’s at the grocery store now and her card won’t go through!” might get a quicker response than “How do I order the new catalogs that I will need to use four weeks from now?” Wouldn’t you agree?

Or “I watched and listened to all the training modules. I asked people I know if they wanted to host a party. I set up a display and I still can’t get any bookings; can you help?”  Might get a call quicker than “I’ve done everything, nothing works, no one wants to buy any.”  (Really? Everything? No one?)

Don’t forget to leave your area code when leaving a phone number if you’re calling out of your local area.

The very best voice mail you could leave is one that is brief, yet chock full of information.  For example:

Hi, this is Jane Doe, I’m a consultant in your group, on Sue Smith’s team. I have a quick question about compensation.  I looked in the XYZ Guide but I’m still a little confused and just need some clarification.  Can you please call me at 123-555-2345. I’m on Mountain time and it’s now 5:30pm on Tuesday, August 3.  Again, it’s Jane Doe, 123-555-2345, thanks!

Hopefully, if you’re guilty of leaving sucky emails, you’ll now see the error of your ways.  From this point forward you’ll be able to leave a detailed, concise voice mail message and reap timely benefits because of it!

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

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.

There are several emergency exits on this aircraft. Please take a few moments now to locate your nearest exit. In some cases, your nearest exit may be behind you. If we need to evacuate the aircraft, floor-level lighting will guide you towards the exit. Doors can be opened by moving the handle in the direction of the arrow. Each door is equipped with an inflatable slide, which may also be detached and used as a life raft.

There are several opportunities to earn income in this company.  Please take a few moments now to locate your compensation plan.  In some cases, you can earn additional monies other than your commission.  If you qualify, you will earn royalties, bonuses and overrides. Income can be increased by moving through the rank structure.  Each rank is equipped with a three-pronged qualification system, which will enhance your quality of life.

Oxygen and the air pressure are always being monitored. In the event of decompression, an oxygen mask will automatically drop from a compartment above your seat. To start the flow of oxygen, pull the mask towards you. Place it firmly over your nose and mouth, secure the elastic band behind your head, and breathe normally. Although the bag does not inflate, oxygen is flowing to the mask. If you are traveling with a child or someone who requires assistance, secure your mask on first, and then assist the other person. Keep your mask on until a uniformed crewmember advises you to remove it.

Adherence to the policies and procedures is always being monitored. In the event of a breach of contract, our Compliance Manager will automatically contact you. To avoid engaging in prohibited or unlawful activities, start by reading the New Consultant Start Up Guide. Read it; don’t skim it and contact your sponsor to clarify any questions that may arise.  If you are sponsoring others during the early stages of your business, learn the procedures first yourself, and then assist the other person.  Keep reading newsletters and company sponsored forums until such a time as a seasoned upline advises you to cease. (note: you’ll never receive that advisement!)

In the event of an emergency, please assume the bracing position.

In the event of an emergency, please contact your sponsor and/or Consultant Support.

A life vest is located in a pouch under your seat or between the armrests. This is how you put it on. Open the plastic pouch and remove the and remove the vest. Slip it over your head. Pass the straps around your waist and adjust at the front. To inflate the vest, pull firmly on the red cord, only when leaving the aircraft. If you need to refill the vest, blow into the mouthpieces. Use the whistle and light to attract attention. (Also, your seat bottom cushion can be used as a flotation device. Pull the cushion from the seat, slip your arms into the straps, and hug the cushion to your chest.)

The monthly specials are located in your back office under the Resources tab. This is how you stay apprised of the latest product specials.  Click on the link that says “Special of the month” and then Right Click to “Save As.”  Pass on the specials to your contact list.  To increase sales, put a link to the flyer on all of your Social Networking pages. If you need to purchase a sample of the special, order it prior to the 30th of the proceeding month.  Use samples and bold coloring to attract attention.  (Also, your customer newsletter is automatically emailed by the 5th of each month, yet another opportunity to share the fantastic specials.)

The following electronic devices (calculators, CD players, laptop computers) may be used when the seat belt sign is off, or when permitted by your crew. Cellular/mobile telephones, remote-controlled toys or any electronic device operating with an antenna must be turned off at all times.

The following methods of sales (home parties, basket parties, vendor events, displays and internet marketing) may be used when sharing the products, or when boosting recruiting efforts.  Local and long distance customer relationships are encouraged.  You are free to operate your business in any territory at all times.

We remind you that this is a non-smoking flight.) Tampering with, disabling, or destroying the smoke detectors located in the lavatories is prohibited by law.

We remind you that this is a Direct Sales venture. Selling in retail establishments or online auctions, such as eBay, is prohibited by contract.

You will find this and all the other safety information in the card located in the seat pocket in front of you. We strongly suggest you read it before take-off. If you have any questions, please don’t hesitate to ask one of our crewmembers. We wish you all an enjoyable flight.”

You will find this and all other business information in the manual located in your starter kit as well as in your back office.  We strongly suggest that you read it before your launch-party.  If you have any questions, please don’t hesitate to ask one of your upline team members.  We wish you all an enjoyable career in Direct Sales.

About the Author:  Laurie Ayers is a WAHM from Michigan and a Superstar Director with Scentsy Wickless Candles.  You can find Laurie at http://la.Scentsy.us http://www.ThrivingCandleBusiness.com or on Twitter at http://www.twitter.com/thrivingcandle

Some people love a good challenge; some will stop at nothing to win, win, win!  You could offer a free glass of iced tea to the consultant who sells the most this month and you would likely have someone determined to come out on top!

But do team incentives really inspire people?  Or are they ‘nice’ but don’t really have much direct affect on results?  Or… are they sometimes viewed as de-motivators?

I’ll use my company as an example, but the same could hold true for any direct sales business.

I could offer a $25 gift certificate to our marketing collateral company, which sells nifty logo items and sales aids, for the top team member who had the highest retail sales for the month.  Perhaps I’d offer consolation prizes to the 2nd and 3rd place top sellers – maybe something from our own product line, candle bars or room sprays.  I could do the same for the top recruiters for the month too.

Then at the start of the following month I could post a team newsletter and announce the WINNERS!  Woo-hoo!  See your name in lights.  The winners would obviously be delighted.  But would they have performed well regardless of trinkets offered?  Probably.  Would my offer of a $25 gift certificate really make someone hustle and sell $3200 in wax last month? Or would she likely have done that anyway, perhaps for the actual commissions she earns?

Not all team members are in business to earn a full time income (although that is very possible and achievable if that is the intent).  So what about the mom who works a full time job outside the home, is very busy with her children’s extra curricular activities and is “just trying to earn a little extra money” for the family?  She may only choose to or have time to do one party a month.  She’ll never be on the list of the Top 3, yet she works as hard trying to keep her head above water.

Is my offer of a plug-in warmer going to magically clear her calendar so that she can recruit 8 new team members this month?  Or will the same group of core consultants likely show up on the newsletters each month as the Big Winners?  And will this only serve to frustrate those who don’t earn a place in the top sales or recruits?  Will it actually cause her to say, “Ah forget it, why even bother?”

To ensure I was working off data and not my own personal opinions, I recently conducted a blind survey of a large group of consultants about this very subject.  Below are the results:

1. How do you feel about team incentives?
Love them – they make me work harder: 10%
Don’t affect behavior or “Whatever”: 90%

2. Do you want to receive incentives for:
Being highest achiever: 10%
Reaching number of sales or recruits or other #: 90%

3. How often?
Monthly: 7%
Quarterly: 2%
Unpredictable: 91%

4. What $ value would be acceptable?
$10 or less: 81%
$25: 13%
$50: 4%
$100: 2%

We can all agree that warm and fuzzy is nice.  But does it really drive behavior?  Your thoughts?

If you’re looking to join a direct sales company it’s a good idea to interview more than one sponsor before deciding with whom to sign.  There are many factors to consider.  I’ve heard some interesting comments with regard to signing with a seasoned consultant.

While I fully agree that you need to mesh with whomever you agree to have as a sponsor, I’m still somewhat baffled why someone would choose to go with a new consultant versus a veteran one.

I’ve heard the argument “how can new people ever build a team if people don’t sign with them because they’re new?”  I get that if your warm market wants to come along on your new journey with you you can all learn the business together from your upline.  Your warm market (friends, family, acquaintances) will support you and won’t expect you to know the answers.

But why would a new person want to start actively recruiting others before she herself has had an opportunity to learn the business?  And more importantly why would a potential recruit who is interested in starting a direct sales business want to have a sponsor who is also new?

Consider a hair stylist.  Would you want to have your locks cut and colored by someone fresh out of beauty school or someone who has been working on hair for years?  What about a doctor?  Do you want an experienced doctor or a med student?   Do you want your student getting the bulk of his/her education from a student teacher or from a teacher with tenure?

I contend that new direct sales consultants should focus initially on sales and on learning the ins and outs of the business.  Be selfish and soak up everything there is to know about the compensation plan, the policies and procedures and become an expert on your product line.  Then the recruits come as a result of your working your own business and then you’ll be well positioned to build a strong team.

When you are new and share your new business with others, it is true that sometimes others will flock to you and “want in”.  By all means if recruits come to you, sign them, just be sure to disclose that you are also new and still learning the ropes.  Don’t mislead people with your experience.

I actually had someone tell me that they would not sign with a Director because “she’ll be very demanding and expect you to report in your progress and attend meetings and, and, and…”.  Well that is certainly a misnomer.  I mean some Directors might roll that way; but surely not all.  And if that style isn’t your cup of tea, that’s an area that could be discussed while you’re interviewing potential sponsors.  But I definitely would not intentionally stay away from signing with a Director simply because you envision boot camp and a drill sergeant.

Lastly, if a newer consultant promises you the world if you sign with him/her, consider the offer carefully.  If he/she offers you freebies such as a website, more product than comes in the starter kit or exclusive coaching, a red flag should go up.  Any direct sales company should have a complete starter kit. If you truly think that you’re going to need extras right away, more so than what is included in your company kit, then perhaps it’s not the right opportunity for you.

Also, if your starter kit does appear to have everything you need to get started, why is the new consultant giving away his/her profit and time to leer you onto her team?  Does this person appear desperate?  Or lack sound business practices?  Will you also be expected to give away freebies that come out of your own pocket to recruit people?

Lastly, if it appears that the new consultant you are considering joining with has some unique skill set that he will teach you, also look at the knowledge, skills and experience with that direct sales company.  Someone can be a whiz at closing the deal or at Internet marketing, but if she doesn’t quite yet grasp the compensation or policies of the company, how beneficial really is the offer of the less experienced consultant?

Now before all the new consultants spam me with nastygrams about how I was once new too, yada yada yada, please don’t miss my main points which are:

1.    If you are a new consultant, please learn your own business well before actively recruiting others, whom you are responsible to train and mentor and
2.    If you are considering a direct sales opportunity and are serious about running your business like a business, then wouldn’t you want to learn from the person who has the greatest knowledge, skills and abilities with that particular company and industry?

Do your due diligence with both which company and which sponsor and you’ll be off to an exciting career in direct sales.

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

As I drove down to Notre Dame recently, I encountered four different construction zones.  Though being that a majority of my trip entailed travel through Michigan, and Michigan is known for our two seasons of driving: “snow” and “construction”, I shouldn’t have been surprised.

Needless to say, I had a plethora of time to think about various areas of interest.  Among the many topics of thought that graced my mind, one in particular correlated to what we do with our down time; specifically down time within our businesses.

We all have things that we should do, but there aren’t always tasks that we have to do. Those required responsibilities are easy.  We have to do them; so we do.  But when your engine is idling, or creeping at a whopping 9 mph, do you utilize the time wisely?

Illustratively, every business has seasons.  In some direct sales businesses, the fall traditionally ramps up for the busy season. If your product line would make excellent gifts, then October and November should be peak sales.  But what happens at the tail end of December when Christmas cut-off has come and gone?  Furthermore, what will you do in January when consumers are financially strapped?  Or perhaps your slow time is during the summer.  Whenever your slow season, make wise choices for how you use your time.

If you find yourself with some down time and your business is stuck in traffic, you have three detours you can take:

Route A.  Get irritated because you’re stuck just sitting.  No matter how many times you honk the horn or shout naughty words at the driver in front of you, you’re not moving forward. Perhaps you’ll just quit driving from now on; you don’t need the headaches!

Route B. Do your own thing. Maybe you can go around on the shoulder.  Or maybe all those people in front of you in line aren’t as innovative as you. Perhaps you can take a short cut and jump to the front sooner. Why bother with rules, you can outsmart them.

Route C.  Enjoy the slower pace; after all, you’re not very self-disciplined to just be still. Realize that the slow down is beyond your span of control and use the time to brainstorm or dream big.  Or give yourself permission to just check out from thinking for a while and let your mind wander. (Just be sure to multi-task and keep your eyes on the road).

Odds are you’ve taken at least two of these detours before.  Route A serves no useful purpose except to increase your blood pressure.  Route B on rare occasions may prove fruitful.  Yet generally only serves to put you further behind. Route C seems to be the best route to take. Wouldn’t you agree?

So the next time you aren’t getting the results you’d like with your business, don’t just get mad and quit (don’t even utter the words “This is crap, I quit!”). Also don’t try to re-invent the wheel. Take a fresh look at your corporate training material and start with the basics. What are the leaders in your company doing?  Instead, take Route C – and just accept that you have some down time for a reason and make the best of it.  Embrace the time to recharge, renew and refresh.

Once you make it out of the construction zone, you’ll be a better “driver” for it.

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

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

Looking for tips to help increase your recruiting numbers? Prior to talking about some of the things you can do to help grow your team, it’s important to talk about what not to do.

Before you say, “But that’s not focusing on the positive, Laurie” let me say that I am positive that if you are currently engaging in any of the actions below; and if after you read this you find yourself with a new awareness that what you’ve been doing isn’t necessarily a best practice, I am positive you will see an increase to your down line.

Join My Team and Get …

Bribing people to join your team is numero uno on my list desperate recruiting moves.

• Do you really want team members who are just there for the freebies?
• It looks like your company’s business opportunity and/or starter kit isn’t good enough to stand on its own.
• How is this any different than the little elementary school girl who couldn’t get anyone to play with, so she gave away her cookies at lunch just to have friends?
• It’s sending a message that your mentoring and coaching skills are sub-par.  Otherwise you wouldn’t devalue what you have to offer.
• Based on the percentage of royalties you will receive on your new recruit’s sales, have you calculated how much she/he will need to sell before you merely break even on your give away?

I Only Need Two More People To Qualify for the Trip

Do I really need to elaborate how desperate this one makes you look?

Push It… Push it Real Good

Some sales gurus will tout the benefits of creating a sense of urgency. Ok, I’ll give you that some feel this is a good tactic.  However my personal experience with direct sales is that it is not appropriate to push too hard when recruiting team members; doing so only makes you look desperate.

• It’s one thing to let people know if you have a ground floor opportunity or a limited time offer, but will their lives really be that miserable if they don’t act now?
• If you represent a stable company with an awesome opportunity, isn’t it reasonable to expect that you (and the company) will be around for a while?
• You may be able to strong-arm someone into joining your team, or create must-have hype, yet if someone starts a business before she/he is ready, who will that benefit … anyone?
• Some will question the motive behind you pushing so hard to recruit new team members. If it’s a good fit, it should flow naturally.

I have never asked anyone to join my team. Never. I simply make my opportunity and myself visible; those who want to join merely do. I’ve had potential recruits ask if me I am offering any sign-up specials (no) or tell me that another consultant is offering free websites to their recruits (so).  The passive, put-it-out-there-and-then-just-step-back and let-it-simmer approach has worked well for decades (yes decades) with me.

If you need to make some adjustments in your recruiting efforts, there’s no time like the present to do so!

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