Lest you think I am anti-direct sales; on the contrary, I have had a home based business since 1988 and currently lead a large successful organization.  I love being in this industry, else I would not have stuck around for the past 23 years. I simply do not agree with the statement that anyone can be a direct seller.

According to the Direct Selling Association (DSA) the average direct seller in the United States earns $2,400 per year. Clearly with any statistics or averages, those numbers tell us what we want them to tell us. And an average means there are plenty who earn far less, as well as plenty who earn far more.  Also, less than 9% of all direct sellers work their business thirty hours or more each week.

Though to make the statement “Anyone Can Be a Direct Seller” true, I can concede that anyone with a credit, debit or prepaid card, and a balance of $100 can be a direct seller. That much is true. What I am referring to is that not anyone can be a successful direct seller. Again, if that were true, then anyone would be.

Some of the recruiting tactics I’ve heard is that their product “sells itself.” False. If it did, we could just put our inventory on the porch and people would throw money at us. Or that it’s a “lucrative business.” Well; there is some truth to this. Having a successful direct selling business can be lucrative; but not without a whole lot of perseverance, dedication and time on the job. No get rich quick deal here.

I frequently hear prospective recruits lament that they : are shy; or don’t know anyone; or don’t want to do home parties; or don’t have any start up money. Yet eager recruiters poo-poo those concerns and tell them “how anyone can do this business.”  So then the shy, isolated, broke person signs up, only to learn it’s not as easy as it was foretold. Then they get frustrated and quit. They feel they were bamboozled.

A more accurate statement is: Anyone Can Be a Direct Seller if:

• You are prepared to make a way, not an excuse
• You are prepared to work far more hours, at least initially, than you care to
• You are prepared to get out of your comfort zone
• You are comfortable, or willing to work through your discomfort of, talking to strangers
• You realize you need to experience rain to get a rainbow (read: rejection is part of this gig)
• You commit that Failure is Not an Option
• You are willing to Keep on Keeping on

Well that doesn’t sound nearly as glamorous as “Anyone Can Be a Direct Seller”, does it? Perhaps not; but it’s authentic. Wouldn’t you rather have someone be up front with you than to blow smoke up your skirt?

But there is GOOD NEWS! Direct Sales can be a fun business. Direct sales does give you freedom to set your own schedule (most of the time). You can earn a full time income with direct sales. You can earn exciting trips and prizes and meet some wonderful people; some will become lifelong friends.

You will get out of direct sales what you are willing to put into it. If you’re willing to keep on keeping on, even when you really want to quit, you can have a very rewarding career. If you go into it with realistic expectations you will be able to soar with the eagles.

See you at the top?

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 in the US, Canada, Puerto Rico, Deutschland, Ireland and the UK. You can find Laurie at http://la.Scentsy.us or http://www.ThrivingCandleBusiness.com

The information contained below was snagged from DSA’s Direct Selling 411 Website.  I found some of these statistics interesting – and hope you do too.

• 77% of sellers have been with their company 1+ years
• 80% of sellers say direct selling meets or exceeds their expectations
• 85% of sellers report a good, very good or excellent experience with direct selling
• 74% of US adults have purchased products from a direct seller
• 15.1 million people in the U.S. are involved in direct selling
• $29.6 billion in total US sales
• $114 billion sales worldwide

What is the primary reason you became a direct seller?

• To earn supplemental income (51%, 4,231 Votes)
• To earn full-time income (34%, 2,768 Votes)
• To buy the products at a discount (9%, 729 Votes)
• I like to be recognized for my accomplishments (4%, 292 Votes)
• I like to meet other people (2%, 208 Votes)

Direct sellers report a positive experience with direct selling:

• 82% of direct sellers have been with their current direct selling company for one year or more, and 34% for five years or more.
• 88% of direct sellers rate their personal experience in direct selling as excellent, very good, or good.
• 85% of direct sellers say that direct selling meets or exceeds their expectations as a good way to supplement their income or as a way to make a little extra money for themselves.
• 91% of direct sellers say that direct selling meets or exceeds their expectations as a business where the harder they work the more money they can make.

The average annual turnover rate of direct sellers was 56%, compared to 53% for the retail industry.

If I become a direct sales representative, how much money will I make?

The earnings one can expect to make in direct selling are different for each individual based on a number of factors, including your personal goals and the amount of time you plan to dedicate to your business. The median gross income for a direct seller is about $2400 per year, or $200 a month. This figure is consistent with one of the major motivations for getting involved in direct selling – supplemental income. About 8% of direct sellers earn more than $50,000 per year.

For more information visit http://www.directselling411.com

What do you think about these numbers?  Did anything surprise you?  Or did you have a different view of direct selling before reading this?

All too frequently I hear companies and existing consultants tout that “Anyone can do this business!”  Ok, perhaps anyone who has $39.99 or $99.95 on their debit card can sign up for a starter kit, but that does not mean that everyone should.

For example, have you seen the latest teen craze in jean pants – Skinny Jeans? I’ve also heard them called cigarette jeans because they’re so skinny, each leg looks like a slender cigarette.  These jeans can be found in a size double zero all the way up to a size 12 and higher. For those not terribly familiar with women’s sizes, a size 12 is not gi-normous by any means, but it is far from skinny. Many women who would attempt to wear a size 12 and higher skinny jean would look like two pigs fighting under a blanket.  Just because they can wear them, does not mean they should.

Same same with direct sales.  I believe in stretching your perceived limits; I embrace growth and challenges; I get the benefits of getting out of your comfort zone; yet I don’t support trying to squeeze a square peg into a round hole.

Below are some considerations to truthfully ponder before starting a direct sales business.  I know that for every example I cite there are indeed success stories of those who have overcome these challenges and have become financially successful.  However, life is pretty short to have to work so hard at something you don’t love doing or that you have to force yourself to do.

Direct Sales may not be for you if:

1. It looks so easy – some products are an easy sell, but running a direct sales business takes confidence, persistence, dedication, patience, flexibility, organization, creativity, the ability to follow company policies, and the necessity to actually show up for work – ideally on a daily basis.
2. You think others would be doing you a favor by hosting a party – if you have the mindset that your hostesses would be “having a party for you” or “doing you a favor”, you’ll need to change your stinkin’ thinkin’ or find another avenue in which to work at home.  You have to believe that you are offering a fantastic product and will benefit your hostesses.
3. You don’t have much contact with the outside world – if you tend to have a very small circle of friends and associates and don’t have opportunity or desire to leave your home much, it’s going to be challenging to find new customers, hostesses and recruits. Note: not impossible, just an uphill challenge.
4. You don’t have strong Internet marketing skills – if you do have contacts (see #3 above) you could be just fine.  But if you don’t have much contact with the outside (offline) world and intend to work your business by Internet Marketing, yet don’t possess knowledge, skills and abilities in that area, you can certainly learn, but plan on it taking some time. Just because you build your website, they will not come.
5. Public speaking scares the pants off of you – if you’d rather have a root canal and a pap smear at the same time than speak in front of a group of people, a business in product sales may not be for you.
6. You don’t have the financial investment for a start up kit.  Some direct sales starter kits require more financial investment than others; but regardless, if you don’t have the scratch to purchase your own start up kit, then it’s not time to start a business.  Nothing ventured, nothing gained. If you’re not vested in your own business, it has a strong probability of failure.  All businesses require some sort of investment.  While I embrace initially not spending a wad on non-essentials, such as logo wear and other marketing collateral, you will likely need some additional funds for items such as business cards, internet hosting, product samples, etc.
7. Someone talked you into it – if you didn’t have the gnawing sense that you had to be a part of a particular direct sales company, but rather you were pressured, bamboozled, got caught up in some rah-rah hype or simply didn’t have the peace that surpasses all understanding, then don’t do it.  Far too many former consultants fall into this category and have closets full of dusty starter kits.

You might want to pass this article along or bookmark it so that the next time you hear someone say that “Anyone can do direct sales” you can point out that perhaps while anyone can sign up for direct sales, it may not be the best option for all. (Put the skinny jeans down and find a more flattering trouser cut pant!)

Of course, if none of the seven reasons above pertain to you, then you very well may be the next Direct Sales superstar.  What are you waiting for?  I’ll see you at the top!

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 you’re 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.”

Whether you’re selling candles, gourmet food/spices, jewelry, home decor, makeup or any other product line an open house format will work best.  This will be your official launch party for your new business so you can showcase and roll out the entire line you will be selling.  Referrals will be a wonderful tool in your business; so if people don’t know about your offerings, they won’t be able to give your referrals.  Start with a date.

Prepare

Carefully consider the date for your launch party.  You want maximum exposure, therefore choose a day when the majority of your invitees can come. Remember that no matter what date you select, it won’t be good for some people; just accept that.  Be sure to over invite.  You could invite 150 people and have 12 people show up, and that’s actually a good number of guests!

Weekends tend to work best.  Stay away from holidays unless you know people don’t mind coming.  More people will come if you give them at least a two or three week window before the event.  Ask for R.S.V.P.s so you can get a head count for food. If you don’t get a R.S.V.P. (and chances are you will not receive many) it is vital that you follow up with a personal phone call.  History has shown only those who R.S.V.P. or whom you actually speak with will show, and even then you’ll have some no-shows.

Once the date is set, the fun begins.  It’s time to plan your strategy for the party.  Keep a few goals in mind that you want to accomplish at the party:

* Let people know about the products
* Provide a non-threatening atmosphere with no sales pressure
* Have products available for sale
* Have recruiting information available
* Provide simple snacks

Most direct selling companies provide a starter business kit so that you will have enough supplies to have a show of your own.  You don’t have to keep an inventory for your open house.  It is okay to use your products as advertisements and take orders; just allow enough time to for delivery of the orders for those who purchase for the purpose of gift giving.

Planning

Above all else, keep it simple.  For an open house, there is a window of time when people talk with you, mingle, eat and look at products.  It takes the pressure off since you don’t have to be standing in front of a group the entire four-hour period.

Have a table with your products prominently displayed as well as marketing collateral including business cards (and samples if applicable) to give visitors a way to contact you later if they find that direct sales is an opportunity they are considering.  A table for the food and drinks also keeps you from feeling like you’re waiting on your guests and gives them an opportunity to do as they please according to their time frame.

Present

On the day of your launch party, decorate your mailbox with balloons and/or yard signs to alert all attendees.  Also place a sign on your door that invites guests to “come on in.” Your main assignment for the day is getting introducing your new business and the product line.

Use this opportunity to book hostess parties, sell products, and let people know who and how easy it is to order.  If you have a website or webstore, encourage orders online.  More importantly, relax; have fun; you don’t have to have all the answers; and remember to keep it simple, as you want others to see how easy it is!

About the Author:  Laurie Ayers is a WAHM from Michigan and a Star Director with Scentsy Wickless Candles.  She enjoys helping others start and maintain a candle business.  You can find Laurie at http://www.Scentsy.com/LA or http://www.ThrivingCandleBusiness.com

Not quite. Actually the focus changes from primarily sales to that of a mentor. Once you become a team leader, you still need to work your own business, but you’ll also be responsible training and supporting others as well. What can you do to be successful as a team leader? Here are some tips and suggestions that will go a long way in making you a team leader anyone would be proud to work with.

• Put others first. Any good team leader will realize it’s no longer only about yourself and your business. You will need to put the needs of her down line above your own. Success will happen for your recruits, which in turn means you too. You don’t succeed, if team members don’t succeed.
• Learn to prioritize. You must be able to put things in order of importance as a team leader. By doing this you will be better organized and show your team members how to do the same.
• Walk the walk. As a leader you must lead by example. You can’t tell your team to do something and expect them to follow you if you’re not doing it too. So, go ahead and talk the talk, but only if you can walk the walk too.
• Overcoming obstacles. Know how to work past any objection in your business. Know your product or service well enough to know what possible reasons people have for not wanting to purchase and have answers available to prevail over them.
• Perseverance. Remember: some will; some won’t’ so what … someone’s waiting. You know that you’ll receive a lot of negative responses in this business, but stay positive and know you will get the answer your looking for. You stick with it when things are slow and don’t let rejection get you down.
• Create a working system. Get organized and have a system that gets results. Also realize that organization is different for everyone, but know your system and be willing to help your team members find their perfect system too.
• Motivate, encourage and lift up your team. The leader is the motivator; the optimistic no matter what comes your way.
• Set goals. Not everyone is motivated by goals.  Find out who is and then set some for those team members who work well with goals. Know what an achievable goal is and what is out of reach. Be able to help others reach their goals by breaking them up into manageable objectives.
• I hope you’re not in direct sales for the sole purpose to make money. Know your product, use your product and like it! You must believe in what you sell and only sign up those who do it too – they make the best sales people.

Above and beyond these tips, you can also learn to become a great leader by applying the principles it takes to do so. Watch videos; listen to CDs and podcasts; attend webinars; read books and attend seminars that will help you become the leader you want to be. These things will make a difference in your direct sales business and your life too.

About the Author:  Laurie Ayers is a WAHM from Michigan and a Star Director with Scentsy Wickless Candles.  She enjoys helping others start and maintain a candle business.  You can find Laurie at http://www.Scentsy.com/LA or http://www.ThrivingCandleBusiness.com

Do you see the difference?  One is saying that the root cause of the decreased or failed business is because of the economy; and the other is saying that the root case is that the consultants don’t rework their business accordingly.

I flew on four different airplanes this weekend.  On three of the four legs of the flight I had two open seats next to me (all the better to recline!).  Yet the First Class section was jam-packed!  The economy can’t be that bad if all the First Class seats are continually full.

Ever drive past restaurant row on a Friday or Saturday night?  Every restaurant parking lot is full and there’s usually a waiting list to get in.  People are still spending money.

I have to make an appointment with my hairdresser six weeks in advance.  People are spending money on manicures, pedicures, facials, haircuts and colors.  The economy isn’t causing people to give up their simple affordable luxuries.

Yes foreclosures are at an all time high. Consumers may be fixing large appliances rather than replacing them.  Some vacation plans have been revised to stay closer to home.  Auto sales aren’t exactly booming right now.  But these are all high ticket items.

There is still a very large demand for simple affordable luxuries.  Chances are, your direct sales product offering falls into this category.  If your personal business is hurting, then it’s time to switch gears and go find the people who are shopping.

It’s win/win really.  Generally speaking, high income folks have money to spend; those in the middle income bracket may be making some sacrifices but it’s not necessarily to the simple affordable luxuries; and those with lower income still enjoy their homes to smell good, their lips to look pretty or their fingers to be beautifully adorned.

Essentially there is a market for your direct sales products, no matter what the economy and no matter to what income ranges you’re offering the product.  You may just need to be creative to find new customers.  Don’t blame the economy.

About the Author:  Laurie Ayers is a WAHM from Michigan and a Star Director with Scentsy Wickless Candles.  She enjoys helping others start and maintain a candle business.  You can find Laurie at http://www.Scentsy.com/LA or http://www.ThrivingCandleBusiness.com

By definition, an “incentive” is something that “incites action” or is “a motive.”  To look closer – to incite is to “spur to action or to urge”.  Likewise, synonyms for motive include “goad: suggests a motive that keeps one going against one’s will” and also “inducement: prompted by deliberate actions.”

Humor me with one more definition:  “Bribe: something that serves to induce or influence.”  Therefore could one could say that an incentive is a form of a bribe?

Yet every day in the direct sales circle I see advertisements and announcements such as:
“Join my team and get a free xyz” and “Refer a consultant to my team and receive a free xyz.”

Isn’t it true that most direct sales companies have a starter kit and a business opportunity that are supposedly of great value containing all that is needed to start and thrive at a home business?  If that were truly the case, what message would a consultant be sending when offering an incentive or bribe (there’s that word again) to people to join her team? That the starter kit and/or business opportunity isn’t a good value?

Or would she be sending a message that she doesn’t believe strongly enough in her self as a leader to encourage people to join her team on merit alone?  And in a general sense, who do you think redeems these types of bribes?  People who firmly believe in the product, opportunity and sponsor and definitely want to be a part of the company or the people who are in it for freebies without regard to best value?

As a leader, would you rather have team members who are committed to making the business work; who firmly believe they are about to embark on a fantastic journey? Or someone who wants the freebies and who may or may not try the business to see how it goes?

The same holds true for referrals.  Any good businessperson will always ask for referrals.  She should be confident in what she is offering to know that others would be happy to recommend her and her company to others.

Consider this: You ask an acquaintance if she knows of anyone who may be interested in starting a business.  The person thinks about it and then responds in the negative.  But then you offer a freebie.  Do you think that suddenly the person who couldn’t think of anyone who may benefit from your offer will suddenly have her memory jogged at the enticement of a freebie?  Or will she merely give you a referral if she genuinely knows of someone?

I realize this is a controversial topic.  Some consultants insist that bribing works.  They argue that people love freebies.  I tend to agree – people do love freebies.  But do they truly work?  Do they bring about the desired results?  Do they help the bottom line or do they merely increase number of team members without regard to return on investment?

My twenty plus years in direct sales, testing and sampling of this tactic reveal that incentives to join are not generally worthwhile to anyone except the person who accepts the freebie.

We should try to succeed by merit, not by favor. He who does well will always have patrons enough. -  Plautus

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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 as an Independent Consultant and Star Director with Scentsy Wickless Candles. She enjoys helping others start a candle business. You can find Laurie at http://www.thrivingcandlebusiness.com/

Rather consider it more that you are cheating your hostess out of her benefits if you don’t properly coach.

Coaching doesn’t always work – some will let it go in one ear and out the other.  But that doesn’t give you an excuse not to do it. Coach the same each time so you cover all your bases; don’t take short cuts. The better you become at it the easier it gets.  If you think she doesn’t need a portion of the coaching, ask her to just humor you so that you can continue to give her uniform training.

One of the most important things to educate your hostesses on is that their guest list and its importance. This is the key to the success of their show. Remind her that often 30 invites can do out and only one person will show. It’s vital to invite many, many, many!  Next on the list of importance is their follow thru with those who have not RSVP’d (and that will be a long list) or for those who can’t make it. She should ask every non-attending guest if she wants to order from the catalog.

The snacks are secondary.  Whether it’s a bowl of chips or an impressive spread, the guests are coming for your product display. It should not be any work for her.  Easier said than done, I know. Many hostesses fret over cleaning the house and having just the “right” food.  If your hostess is wigging out, offer to bring her a batch of cookies and you’ll even push the vacuum for her.  Really, she needs to relax about the house.

Generally it is not a good idea to hold her party open for days (or longer). All the order collecting should be done prior to the party. If there happens to be some people who RSVP’d that they come and then later did not show, she can always call for their orders the very next day. Remember each time you need to make another trip to the hostess it eats into your profit margin – in both time and gas. If you let your hostesses know in advance to get advance orders, they will usually do what you tell them to.

It is equally important that you remind your home party hostess what she is getting out of hosting the party and that getting every item of her wish list for free is your goal for the party.

Effective coaching increases attendance, sales and your paycheck!