Something has been baffling me for quite some time.  Mayhaps someone can explain it to me.  Why do some direct sales independent consultants use product lines, other than their own, to promote their products?

For example, if you sell candles, wouldn’t it make the most sense to give away a wax sample of a popular scent?  Or if you sell herbs and spices, wouldn’t you want to provide potential customers with a sampling of your top selling Scampi Blend?

Certainly this may seem like a blinding glimpse of the obvious; but bear with me.  I know of some consultants who take the time and expense to make up labels bearing their contact information and company website, only to then purchase mini-chocolate bars and wrap them with their labels.  This would be adorable if you were in the chocolate business or even the customized label business.  Not so much for kitchen gadgets or candles.

Likewise I’ve witnessed some consultants begging for promotional items such as chap-stick, bearing their consultant contact information.  Okay, if you sell cosmetics and you’re offering a sample of your own product line.  However if you’re trying to promote children’s toys, can’t you find something within your own product line to offer rather than someone else’s lip moisturizer?

Consider the bottom line.  Consider profit margin.  Consider whether or not what you’re about to participate in will increase sales – that is, sales of your own product line.  Cute and adorable will only take you so far in business.  If the action you take today won’t lead you closer to the next customer, hostess or recruit, it might be time to rethink your action plan.  If you’re a direct sales independent consultant, you’ll do well to stick to offering your own product line.

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.Twitter.com/thrivingcandle

We are a society that likes free samples.  We like to try it before we buy it.  We test drive cars; we lie down on mattresses; and we accept food samples from the lady in the grocery store.

Yet many direct sellers do not embrace this concept.  I contend that free samples are the number one way to attract new customers.  Websites, catalogs, brochures and verbal promotion are all well and good (and needed). However, generally it’s not until someone can smell, taste, feel, hear or see the product offering are they really sold on it.

Most of us have read Dr. Seuss’ Green Eggs and Ham book at one time in our lives.  If not, here’s a sampling of the text:

You do not like them. So you say. Try them! Try them! And you may. Try them and you may, I say.

Sam! If you will let me be, I will try them. You will see.

Say! I like green eggs and ham! I do! I like them, Sam-I-am! And I would eat them in a boat. And I would eat them with a goat…

And I will eat them in the rain. And in the dark. And on a train. And in a car. And in a tree. They are so good, so good, you see!

So I will eat them in a box. And I will eat them with a fox. And I will eat them in a house.

And I will eat them with a mouse. And I will eat them here and there. Say! I will eat them ANYWHERE!

I do so like green eggs and ham! Thank you! Thank you, Sam-I-am!

What could you do for your business with regard to free samples?

Make candle wax samples out of candy molds; Herb and Spice packets, Lotion or Cosmetic samples.  But what if you don’t sell a product that is conducive to sampling? It may not be cost effective to freely give away jewelry, kitchen gadgets or storage containers.  Consider a loaner program. “Take this home, try it for a week and if you don’t love it, just return it, otherwise if it’s everything I said, and more, just pay me after you try it.”

I have seen some pretty awesome product catalogs, but almost 100% of the time, the photos still don’t justice to the actual item.

Take some time today to think about how you can get your customers to say:

Say! I like [insert your product here!] I do! I like them, Sam-I-am! And I would [insert verb here] them in a boat. And I would [insert verb here] them with a goat… I do so like [insert your product here!]! Thank you! Thank you, Sam-I-am!

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