Laurie Ayers
Superstar Director

Heidi Thompson, Scentsy President & Co-Owner

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Direct Sales Lessons Learned from MSU

The staffers at Michigan State University can teach us a few things about direct sales.

Huh?   If you think I’m really stretching to find a correlation here, read on.

The MSU Spartans for eight years in a row have held the title of the Top Public University when it comes to Study Abroad involvement.   One quarter of their entire student body have participated in at least one Study Abroad experience. With 49,000 students, that’s a lot of people who said Yes to the opportunity.

Can you imagine if 25% of your team were business builders? Or if 25% of your team attended your annual convention or monthly meetings? Or if 25% participated in the corporate training modules offered freely to all consultants? How would your direct sales business look if 25% of all your hosts opted to enroll as a consultant? What if 25% of all your customers reordered each month?

The possibilities are endless if you consider a 25% success rate for all aspects of your independent direct sales business.  To put it in perspective, loose statistics for the direct sales industry is that 2% will hang in there to advance to top ranks. If you get 10% attendance of those you invite to parties or convention, you’re doing well.   Of those consultants who enroll 50% will quit within the first two years.

The Secret to MSU’s Success

I don’t have any insider secrets to what Michigan State University can credit to being the top public university in their Study Abroad program. However as an MSU Alumna and now as a parent to a current MSU student, I can tell you firsthand what I’ve experienced:

They promote the program, each and every time they get in front of students and prospective students.

That’s it. That’s the golden secret. They talk about it. They talk about it freely and often. They don’t push; they don’t make it uncomfortable. They merely share what a great program it is and how it has changed lives of those who participated in Study Abroad – whether it was for two weeks or a semester.  They believe in the benefits of their program and they promote it unyielding.

Leading up to move-in date next month for my new Spartan we’ve been on campus four times in the last year for various orientations and tours.   Each and every time without fail Study Abroad is mentioned.   Each and every tour guide we have had works in the phenomenal Study Abroad opportunities.

I digress a moment, but I would be remiss if I didn’t squeak in an opportunity to work in Notre Dame University. (Yes, an MSU Alumna who works and is loyal to Notre Dame – go figure”¦ and GO IRISH!). Anyhoo, if you’ve ever been to the campus as Notre Dame on a game day you will be greeted by a plethora of “Welcome to Notre Dame” salutations.   The almost 900 usher and stadium personnel have been instructed they WILL say “Welcome to Notre Dame” to each guest they come in contact with. It’s expected. It’s what we do.

Likewise, MSU has clearly been instructed that they will talk about the Study Abroad program. And they do. They’re genuine in their passion about the program and the benefits. They are realizing fantastic results – all because they share the opportunity.

How can you transfer this lesson to your own direct sales business?  

Are you sharing your opportunity with all potentials you encounter, without fail? Are you sharing it with such passion that people want to buy, host or join? Or are you trying to shove it down their throat? Forcing it is equally as bad as remaining mum and saying nothing.

Keep in mind that MSU isn’t sharing their Study Abroad program with anyone and everyone. They’re sharing it with those who may be interested in their University.   That’s the key to their success. They are getting in front of their target market and are simply sharing it.

Now it’s your turn. Starting today, get in front of your target market for your direct sales business and simply share.


About the Author: Laurie Ayers is a Michigan work from home mom and a Superstar Director with Scentsy Wickless Candles. She enjoys helping men and women start and maintain a home based business in the US, Canada, Australia, Mexico, Puerto Rico, Germany, Ireland and the UK. To download a FREE Start Up Guide which provides more details about how to start a home business as well as to learn about our compensation plan go to

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