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Team Building

Who Are You Following?

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If You Want to Be Successful, Do What Successful People Do.

Are you hanging out with other successful consultants? Are they really successful? Or do they appear successful?

True, few us really know what kind of numbers others are actually pulling, but there are a couple clues to give you an indication.

  • Those who are the most successful are not spending a ton of time hanging out with other consultants, especially those who aren’t on their team. Instead, they’re off elsewhere, working one on one with new and potential team members, hosts and customers.
  • Those who are most successful don’t announce they are doing fabulous – they just are.

Club #Hashtag

I see consultants clamoring to be part of a #hashtag group of people. I’d rather clamor to set myself apart and be noticeable as a stand-alone instead of following others in a crowd.

Well That’s Not Quite Accurate, Is It?

I see consultants both online and in person who project themselves are pretty darn successful, but in reality, they should be focused on their own business before hailing themselves as one to follow. And I get it. You certainly don’t want to share that you suck or your business is going in the toilet. And I get the idea of dress for the part you want, not what you currently have.

However, I know for certain some consultants who aren’t getting the results they’d have others believe.

The Solution

How are you to know who are the ones really kickin’ it and who are the wanna-bes? Well, you could ask privately if they’re willing to share actual results. Or you could just not follow others or hang out with other consultants. Instead, be your own person. Take advantage of your company training center for advice, wisdom and tips, and go be your own Rockstar.

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Throw Out That List of 100

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throw out that list of 100If one more direct selling company or sponsor encourages new recruits to Make a List of 100 People You Know, I’m going to stick a fork in my eye!

I’m talking about the practice of spamming the snot out of their friends, family and acquaintances. It goes against the entire concept of target marketing and finding a niche. No wonder the direct selling industry still has a bad reputation in some circles.

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 decor or any other product offering, wouldn’t you have better results if you presented your new product line specifically to the people whom you believe could benefit from and enjoy your goods?

Market to Those Who Have a Specific Want or Need

This concept of making a list of 100 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. But is that the reputation you really want to start off with? Or would you aim narrow, and therefore miss narrow?

I’m Not The Only One Who Believes This Way

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.”

If You Said Yes …

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 2017, time (way past time) to throw out your “List of 100 People You Know.”

*I originally wrote this post in 2008, and periodically revise it to ensure it’s still current. 

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Busy or Productive – Round 2

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Are you busy? Or are you productive? One gives you little time for important things; the other helps your business and positively affects your bottom line.

I talk about this a lot.

I don’t spend much time online with consultants other than my own team, because I try to practice what I preach, which is head down, bum up, laser focused on your own business. Nonetheless, I still manage to see plenty of posts by other consultants who are spending their time on activities that are not helping to grow their businesses. They may be busy; but they are not productive.

Numbers don’t lie.

These busy consultants keep thinking what they’re doing helps. Yet their numbers show otherwise. They’re not getting the sales, bookings or new team members that they are aiming for. Why? Because they’re busy doing other activities that won’t sustain or increase their business.

Monkey see, monkey do?

[Read more…] about Busy or Productive – Round 2

Growing Your Business

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I saw the following come through on my LinkedIn newsfeed. It was posted by Sheronde Glover, M.ED. It is so applicable to our business that I wanted to share.

Quotes about taking risksEntrepreneur Growing Pains Hurt

If you think starting a business is hard or challenging, then try growing one. Ouch! I want to share a few “musts” for moving past your pain points when it comes to growing your business.

You must be willing to make TOUGH decisions.

You must be willing to PIVOT when required.

You must take ACTION consistently. Momentum breeds results.

You must be willing to ASK for help. [Read more…] about Growing Your Business

Surviving the Summer J-Months (June July)

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summer slowdownSummer slowdown only happens if you allow it.

Sound familiar? “June is hard to get bookings because potential hosts are busy with grads and dads.” “July can be just as difficult with summer heat and planned vacations.”

Perhaps the above statements hold some truth, but that only means it’s time to work smarter, not harder. Summer slowdown only happens if you allow it.

Keep working

It would be a mistake to stop working during June and July. Some consultants have the attitude that if it is slow, they might as well just wait until it picks back up again before they start working. The problem with that logic is that the party plan direct sales business requires constantly planning ahead. Planning for the current month, in the current month isn’t going to be very fruitful. The time to schedule June Open Houses or July pool or patio themed parties is in May.

The fall holiday season can be very busy months for direct sellers. They are also months when sales and bookings come much easier and don’t require working as hard to get them. Because of the easier sales during fall/winter season, it’s easy to fall into the trap of wanting to give up during Spring and Summer months. Don’t go down that road.

Summer slowdown only happens if you allow it.

The summer J-months could require being creative or, in some cases, going back to basics to keep your business running at an even pace. If you’re struggling it may be because you’ve veered too far off the simple system that your company has set up for you. Or just the opposite, sometimes it requires you to do something a little differently. Figure out which adjustment is needed for your business.

Use the five ideas below to help prevent your summer J-Months from being a snooze-fest. [Read more…] about Surviving the Summer J-Months (June July)