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Whatever you do, do not – repeat: do not take the summer off from your direct sales  business.  True things do tend to slow down a bit during summer months, but that is all the more reason to make sure you keep working your business.  Otherwise you will have a non-existent paycheck during those months and your fall sales will not be set up to succeed.

Below are some summer suggestions from experienced direct sellers to help get you through the lean months.

Shelly Hill with Tupperware – “Here is something I am doing in June. I am holding a Summer BBQ and Pool Party and having 3 other DS Consultants come over. All 4 of us are providing the food and refreshments and inviting our local customer base to the party. We are making it a family event. To get the parents here for our demo party…we are having some face painting, swimming and crafts for the kids and have lined up some “folks” to help with that aka keeping the kids busy while we do our mini product demos. Each of us gets 20 minutes to do a demo but our tables will be out for the entire 3 hours.”

Susan Graves with Mia Bella – “Think about all the parades and festivals in the summer. It’s a great time to get out and hand out business cards, pens/pencils with your contact information.”

Catherine James with Jordan Essentials – “One of the things that I’m doing is participating in a JE “Multi-Hostess” Jordan Essentials party, with several JE reps getting together to do a “Bingo” party.”

Cindy Phillips with Sweets ‘n Gifts – “The absolutely one thing you cannot do is to take the summer off to be with your kids. So many moms seem to do that then wonder why they have no business in the fall. Schedule some time at least weekly if not daily that you will spend on business.

Robin Nessel with Thirty One – “Summer is also a great time to showcase your products wherever you go. Ex: TW – how many cookouts, family gatherings, neighborhood picnics, etc will you be at this summer? Great way to showcase your products at the same time as you are out having a great time.  PC – same thing; health & beauty – a lot of products have natural sunscreens, skin protectors, etc; jewelry – great way to spruce up your shorts and tees; my company – great totes for beach, pool, kids camp, grocery store; keeping those cold/frozen items from melting on the way home, carrying them to/from the get-togethers.  You don’t have to have a lot of parties in the summer to showcase your products and book up your fall.”

Laurie Ayers with Scentsy – “Brainstorm with your team members, especially those who are on the brink of “panic and quit” mode. Think outside of the box and open new veins where people have never previously heard of you. If you’re strictly an online marketer, consider doing some offline advertising and vice versa.”

Hopefully the above suggestions have given you something to think about.  Direct sales is a business where you constantly need to plant seeds so that you will have a harvest later.

All the flowers of the future are in the seeds of today.

by Guest Blogger: Chris Carroll

For those of us in a Direct Sales type business, a natural way to grow your income and business is through building a team. A lot of companies preach that this is the Only way to make real money. That may be true, but only the people that are already successful in their business and are prepared will be successful at building a team.

Building a team is hard work. Yes, it may be joyful and fun, but it is work! You must work at it all of the time. Talking to people and being excited about your business is the best way to start, grow and maintain your team.

Some reps are successful at newspaper ads; some at planting seeds at parties; some at chatting with people, but any way that you handle the function of recruiting still means a maintenance of the team by continuing to recruit each day.

Talking and actually interviewing the prospect is an awesome way to find out their goals and dreams. Why do they want to join this business? What sparked their desire to join today? Have they used the product before? How are they going to sell the product and to whom? What are they going to use the extra money for? By having this type of information, you can tailor their training and follow up to their personal situation.

People come and go and that is a natural occurrence. Some find the business not to their liking. Some people’s expectations are large and they may not make money right away. Some just get tired and leave. Whatever the reason, it happens.

But as you add to your team, they will need your continued support and training. You must continually build your team with people and then build your team with knowledge.

Train your team to be just like you. Show them how to duplicate yourself. Are you great in sales? Share all of your tips with them. Are you awesome are growing your team? Show them what you do. Teach them what makes You awesome and they too will become that way. Show them how you explode your business and they will do it as well. Make yourself duplicatable and they too will show their team the same. Now you are growing!

The more you build your team with knowledge, the more you build your team’s moral and keep the excitement in place. If we could all stay as excited as we were when we first joined our company, think how awesome your team would be today. So spark their interest and get them excited again about the business. Use their goals and dreams!! Remind them o why they got into this business. Be excited when you talk to them. Let them know that you Love your job!

Never forget that people are in the business for a multitude of reasons. Some only want personal sales. Some want part time work to pay a few bills and very few are full timers. Watch how you spend your valuable time. 80% of your time should be spent on the top 20% of your producers. Don’t neglect any one, but realize that you want your time best spent where you are going to get a return. If someone is only in the business for personal sales, don’t spend days with them showing them how to recruit. The chances of that are slim. Instead, show them how to grow their customer base and save the other stuff for those that want the information on recruiting. Spend your time wisely.

Keep tabs on all of your reps, because things do change and some day they will be asking for your help with a different portion of the job. Use the information you gathered when you interviewed them to identify their goals and inspire them. As they grow their business, you too will be successful and efficient in your own business and your business will have come full circle.  You inspire them and they inspire you!

Congratulations! You are awesome and successful!

About the Author:  Copyright 2004 by Chris Carroll. Chris is a work at home mom that has been in sales for 20+ years. She has a BS in Business Management and is the host of http://www.DirectSalesTalk.com

Ethics and morality used to be used interchangeable in business.  I do not believe this can or should be the current practice.  Many businesses, including the DSA – Direct Sales Association have defined a Code of Ethics. Those business ethics basically say be forthcoming and not deceptive, don’t use false claims, etc.; pretty cut and dry stuff.

Yet when it comes to morality in business, some would argue that definition to be a bit subjective.  But is it?  Shouldn’t we all have a general sense of right and wrong?  Or is it a matter of what’s right to one independent sales consultant would be highly taboo to another?  If it’s not exactly illegal by company policies and procedures, does that mean anything goes in independent sales?

It’s a dog eat dog world. Desperate times call for desperate measures.  It’s a cut-throat economy out there.  True or False? First let’s take a look at what is meant by “cut-throat sales”.

According to one responder on Yahoo Answers: “If you work in a “cut throat sales” environment, it means that the reps are all either starving, lazy or greedy. They will “cut your throat” by stealing your customers/prospects the minute you turn your back.” The same responder continued, “If you have the stomach for it, you can make great money. If you have morals and ethics, you may get ulcers and stress – I did.”

Headlines of a Nov. 26, 2008 Newspaper read:  “The cut-throat Christmas: Stores in price-slash frenzy as battle for shoppers gets desperate.

Most of us would agree that Cut Throat Sales is much more than being keen and aggressive – it’s more about being desperate.   But does it work?

Some Direct Sales companies have a policy about territories.  It’s my understanding that Mary Kay Cosmetic independent consultants are required to ask potential customers if they already have a Mary Kay consultant.  If so, they must back off.  Other companies have a clause that reads something like:  No Territory Restrictions  – There are no exclusive territories granted to anyone.

Take this scenario for example:  A Direct Sales company consultant has a display set up in a local business to generate leads.  A consultant from the same company also happens to patronize this business; sees the display; and still tries to infiltrate the business and make those customers and employees her own customers.  Assuming there are no territory restrictions, is this practice acceptable or no?   What if the second consultant is from the same company but is on a different team?  Is that free enterprise or is that an immoral business practice?  Does your response change at all if both consultants are on the same team?

How do you feel about this second example:  A consultant attends an event and gives her direct sales products as a gift.  Other participants admire the item; yet the consultant who gave the gift merely responds, “I’m glad you like it.”  Then within the confines of this same conversation, another participant, who also happens to be a consultant with the same company, starts her own sales pitch in the middle of the event.  Morally wrong or all is fair in business?  Does it matter if both of these consultants are on the same team?

Here’s my feeling on both of these situations – take what you like and discard the rest:  They’re both wrong, no matter if the consultants are on the same team or not, but it makes it even more immoral if they happen to be on the same team.  In the first situation, if the second consultant didn’t think to request a display first, then she should move on to another business.  There are plenty of leads to go around without needing to be cut throat about it.

In the second scenario, I’m shocked and disgusted that someone would even under cut the first consultant who quietly gave the item as a gift.  The second consultant did nothing but create awkwardness and cause herself to look like a real buffoon.  The second consultant will self-destruct with that kind of desperate cut throat sales tactics.  It does not work and it’s just plain wrong.

Here’s the rub – anyone who doesn’t see these two above examples as immorality in business probably partakes in those kinds of activities. He or she likely sees cut throat sales as the only way to be successful.  My wager is that if there are temporary sales successes in this type of behavior, it’s short lived and the perpetrators will continually need to move on from company to company once bridges are burned and the self-implosion is finalized.

To those folks: I wish you well; you’re going to need it.  To those direct sales independent consultants who see something fundamentally wrong with this type of activity, try not to let the choices of others consume you and steal you of your joy.  Keep running your business with authenticity and integrity – you’ll soar among eagles!

When I first started studying Martial Arts, I was told it would take me a minimum of six  years, with 3-4 days per week in the dojang to earn a black belt. I spent that much time working on a Masters Degree.  That’s a hefty commitment. But it was something I wanted to do.

When I first started training, it was bitter sweet.  I had a brand new, crisp Gi (uniform) and a shiny white belt.  I had a fresh pedicure and I was ready to be Karate Kid!

Forty-eight hours after my first work out I could barely get out of bed. I hurt from head to toe – more like from the tip of my hair to the bottom of my shiny toe nails! And to think I had to get back in there and train that night – ouchee was waa.

I have worked diligently over a number of years to earn a black belt. I have spent numerous hours in the dojang and at home practicing over and over again. I have had to learn forms and drills that so challenging, repeatedly I wanted quit. I have fractured my back as well as my right foot and have jammed up all of my knuckles on my right hand.  You betcha it hurt; you betcha I cried and you betcha I wanted to quit – multiple times! However Martial Artists don’t quit.

Many times I felt like I had two left feet and had no business trying to be “Karate Girl”. Fortunately my young daughters were also in the midst of earning their black belts – so even if I didn’t feel like practicing, I did.  We made it fun.  We decided we needed to shake it up a bit when it came to practicing over and over again. Eventually we were all bringing home trophies from tournaments.  Apparently we not only learned but also excelled in our Art.

In addition to the obvious benefits of martial arts, Tae Kwon Do has also taught me how to survive well in life and in business.  Just like earning my college degrees, the Arts reinforced the importance focus, commitment and using available tools to succeed.

It has also helped me in my Scentsy Direct Sales business as a Star Director.

Martial Arts consist of a series of belt colors or ranks that students much achieve along their journey to becoming Black Belts. This process provides students a systematic approach to master each level of skill before moving on to the next rank. These are short term objectives needed to achieve the long-term goal. This is similar to the ranks within the Scentsy compensation plan.

There are no bad students; only bad instructors.  However each student must also accept responsibility to implement the instruction provided by the instructor. Once you reach Black Belt status you have the knowledge and wisdom to actually apply what you have learned. Achieving a Black Belt is often a goal.  But it should never be the final goal.  In many aspects, the journey is just beginning. There are new goals to set and master as you strive for the higher ranks of being a Black Belt.

This same thinking can also be applied to your Scentsy business.

The good news is that it is possible earn a black belt in your Scentsy Business in less time than it took me to earn mine in Tae Kwon Do.

White Belt (Escential Consultant): You have a crisp white belt and are just getting your feet wet. At this rank you’re working on learning product knowledge, new consultant start up incentives, the lingo and abbreviations, and familiarizing yourself with your back office/workstation and your replicated website. It’s the level where you develop a strong foundation to your Scentsy business, so you can concentrate on developing higher-level skills needed to obtain your Scentsy black belt.

Purple Belt (Certified Consultant): This rank is where you get a good handle on the compensation plan and understand the qualifications necessary to start building your team. You develop your niche and USP (Unique Selling Proposition) so you can start selling on the value of our unique product line.

Green Belt (Lead Consultant): At this level you are working on repetition and organization. You are starting to develop a system that will help run your business smoothly.  Qualifications for a Lead Consultant are $500 PRSV, $1,000 GWV and OneActive Frontline Consultant.  While producing this amount of volume and leading down-line member(s) is still manageable at this level, you’ll want to have a solid foundation as you move up in rank – as the requirements to advance will continue to increase.

Brown Belt (Star Consultant): Once you achieve the rank of a Brown Belt (Star Consultant) you are starting to focus more on team building.  You may likely have some team members who are personal use consultants or who choose to produce the minimum needed to remain eligible to place orders. Those consultants are also essential pieces to your team, but you’ll always want consultants who are eager to be successful with Scentsy. Qualifications for a Star Consultant are $500 PRSV, $2,500 GWV and Two Active Front Line Consultants.

Red Belt (SuperStar Consultant): The leap from Star to SuperStar Consultant is a hefty advancement. You’ll start to see the importance of teamwork and of keeping all the balls you are juggling up in the air. You should also be mentoring team members who also want to achieve their Black Belt (Director).  Help your team members develop their strengths.  Remember, at this level, you’re only successful if your team members are too. Qualifications for a SuperStar Consultant are $500 PRSV, $6,000 GWV and Three Active Front Line Consultants.

1st Dan (degree) Black Belt (Director): Now you’ve made it! …But have you? Once you’re a Black Belt, your journey doesn’t end – it’s just beginning. You’ve developed a profitable Scentsy business. You are now generating a monthly residual income from the business. You can now take the skills and knowledge that you have learned and continue to apply them on a continual basis. Direct Sales is not a business where you can rest on your heels and merely collect the paychecks.  Qualifications for a Director are $500 PRSV, $10,000 GWV, $2,000 TWV and Three Active Front Line Consultants/Directors

2nd Dan (degree) Black Belt (Star Director): At this level a majority of your time is spent mentoring others on the team.  You’re called upon to use your experience to lead others to have successful businesses. Organization skills will need to be keen at this level as the number of team members grows exponentially.  Qualifications for a Star Director are $500 PRSV, $30,000 GWV, $6,000 TWV and Three Active Front Line Consultants/Directors, Two First Generation Directors.

Master Black Belt (SuperStar Director): Once you reach this level your primary responsibility will be working with breakaway directors while continually mentoring your own personal team.  It’s a balancing act at SuperStar Director that’s why time management skills are paramount.  You will set the tone and pace for your entire group. Remember, however – once you’ve reached the top wrung, it’s as important as ever to not sit back and rest. Qualifications for a SuperStar Director are $500 PRSV, $80,000 GWV, $10,000 TWV and Three Active Front Line Consultants/Directors, Four First Generation Directors.

All too often consultants quit after four month because they haven’t earned their black belt.  Is that realistic to expect to build a solid foundation and learn all there is to become a master in sixteen weeks?  Good timber does not grow with ease; the stronger the wind; the stronger the trees.
Now go forth and prosper, grasshopper!

Scentsy Student’s Creed:
I run my Scentsy business by the principles of Black Belt:
Self-control
Modesty
Integrity
Courtesy
Perseverance and
Indomitable Spirit

Ever hear someone say, “I’m in a funk”?  I think we all get the idea of what that means when we hear it.  Basically that something isn’t quite right; nothing seems to be going well; in a slump, right?

How about keeping up with your blog? Your direct sales business?  Are those areas of your life in a funk, too?

Songwriter Steven Greenburg wrote the popular “Funkytown” when he became bored with Minneapolis and wanted to move to New York.   Some of the lyrics go: Well, I talk about it, Talk about it, Talk about it, Talk about it, Talk about, Talk about Talk about movin…”

The scenario below reminds me of Funkytown. I have had this conversation more than a few times over the years:

Downline:  Help! Help! I’m in a funk
Me:  Ok, tell me what you’ve been doing that isn’t working
DL:  I can’t get any parties booked and my sales are really down
Me:  What are you saying to potential hostesses?
DL:  “Do you want to have a party for me?”

Then we go into a conversation about how hostesses don’t do consultants favors.  The consultant has a fabulous product she wants to share and give others the opportunity to earn free items.  Actually the consultant is doing the hostess a favor.

Me:  What else are you doing for your business?
DL:  I’ve talked to everyone I know.
Me: What have you said?
DL:  Everyone is broke

Notice a pattern of evading my questions?

Me:  Have you called your past customers and hostesses recently?
DL:  I sent an email
Me:  Have you called your past customers and hostesses recently? Just let them know what the current specials are and tell them that you’re placing an order and can you get them anything.
DL:  Oh.

Then 3 months go by and the same consultant contacts me again:

Downline:  Help! Help! I’m in a funk
Me:  Ok, tell me what you’ve been doing that isn’t working since we last spoke
DL:  I’ve done everything you said and nothing works
Me:  Oh my! Everything?  Do you meet your goal of talking to three new people a day and give them a sample and catalog?  Have you called all of your past hostesses and customers?  Have you asked everyone you know, including family and friends for referrals?  Not for sales, but for referrals – either someone who likes candles (jewelry, gourmet food, etc.) or who may be interested in earning some extra income?  Have some you done sample test mailings with your catalogs and samples?  How many business cards have you given out this month?  Have you blogged regularly? How about writing some articles?  Did you read any books on search engine optimization?  Are you contributing to social networking such as Facebook, Twitter, LinkedIn and others?  Have you created or outsourced the design for an external website?  Did you try to get incoming links? Is the text on your replicated website current?  Have you approached businesses about setting up a display? Have you located and participated in any Vendor Events?  Have you attended any of the telecons, webinars or meetings?  Are you planning to go to convention or the regional training?  Do you have a decal or magnet on your car?  Have you approached any organizations about doing a fundraisers?  Have you done any target marketing?  Have you defined your niche?  Have you considered your unique selling proposition? Have you created any videos, slideshows or podcasts?   Do you carry your products and recruiting information with you everywhere you go? Either in your purse or available in the vehicle? Have you offered any contest prizes or donations to anyone?  How many samples have you handed out this month?  How much time a week do you spend on your business? Have you phoned anyone within the last three months for help or accountability?  Have you written down your short and long term goals?  Do you have a vision board? Are you working just your immediate geographic area or are you going nationwide in your effort?  Have you reread the manual and listened to all of the available training modules?

Mercy, you’ve done ALL OF THAT, and you’re still in a funk? Eek.  Have you considered that perhaps Direct Sales isn’t for you if you’ve done everything listed above and still can’t get one sale?

Okay, yes perhaps there is a little sarcasm there and no, I would never barrage a downline member like that. Well not all at once anyway! And I’d do it nicely while offering support.

I think you get the point.  If your business truly is in a funk, try some of the suggestions above.  You should be able to see some improvement.  Or if you keep saying that “you’re in a funk” but cannot honestly say that you’ve done EVERYTHING, then it’s time to step out of your comfort zone and get out of Funkytown!

Don’t just talk about it, Talk about it, Talk about it, Talk about it, Talk about, Talk about Talk about movin…  Instead actually GET Movin!

About the Author:  Laurie Ayers has been in direct sales for over two decades.  She is currently a Superstar Director with Scentsy Flameless Candles.  She enjoys working with others who are interested in starting a candle business.  You can find her at http://la.Scentsy.us and http://www.ThrivingCandleBusiness.com