The direct approaches

Same products, same training, same rules - so what makes the top seller different?

Why are some people earning big money within your direct selling company and others aren’t? They all have the same training and products available, so what do they have that’s different? It usually comes down to one word and that’s confidence. The easiest way to get confidence in direct selling is to have successful parties.

How do you ensure you have successful parties?

Often it’s getting back to basics and the love of your product, following the recipe for success your company has already tried and tested and then getting out there and booking a lot of parties in a row. Presenting parties one after the other ensures you will quickly improve your presentation skills and gain more confidence, which equates to greater results in sales, bookings and recruitment.

When I first started in direct sales, I went to extra parties to watch those who were successful in my company. I followed the examples set by my very successful manager, adding my own touch as I went along. I booked in a lot of parties in a row and I never missed training days. I used each product I was recommending and learnt every feature and benefit of them. At my demonstrations, I shared personal product stories of my own, my customers and my colleagues.

I didn’t know it at the time, however, that I was doing all the things needed for success and I never looked back. Learn from those already successful – although it’s a cliché, ‘Why reinvent the wheel?’

Years into my business, new products and a new system were introduced and I didn’t like changing. My sales and bookings suffered so I found out who was most successful at presenting the new way and went to watch their party. I used the new products and found out as much as I could about them. I then phoned past hosts, customers and friends and booked in a lot of demonstrations all in a row and away I went again – loving my business and topping the regional sales every month.

Five simple steps to increase sales and bookings and to improve recruitment levels:

1. Get Back to Basics – Be re-inspired. Ask the most successful person in your team if you can watch one or more of their demonstrations. Attend all training available, and get to know your products personally – inside out. Gather and share personal stories about the products where relevant, as this is an easy and natural way to connect with your customers and boost sales.

2. Be Accountable – Sit down with your manager and work out a detailed plan of how you will grow your business. Break it down to what you need to do on a daily and weekly basis. Schedule a weekly time to check in with your manager to inform them of action taken and the results you have achieved. Swap your intentions with someone else that is serious about improving their life and share your visions with them at least once a week.

3. Get Organised – All the planning in the world will not create the results you desire if you don’t make the time for your business and the time for yourself to re-charge. To get more time, you need to put support systems in place. Sit down with your family and discuss ways of supporting each other. Share daily household chores, even children can be given age-appropriate chores for a reward at the end of the week. To reduce interruptions, decide when you will be working and inform others. As your business grows, outsource what you can – get a cleaner or assistance with orders. Limit outside commitments where possible and, last but not least, ensure you have time out for you, your partner, family and friends.

4. Keep Good Company – If you spend time with successful, positive people, their success and enthusiasm will rub off on you and in to your parties. Mix and brainstorm with like-minded colleagues and don’t be afraid to approach the experts in your company. Go as high as you need to for further inspiration and advice. Truly successful people love sharing their knowledge and will admire you for your enthusiasm and commitment.

5. Review Your Progress – Keep a daily and weekly track of your goals and results. Use visualisation or put pictures up of the holidays or the things the extra income will allow you to achieve. At the end of the day, use a gratitude journal or say out loud the things for which you are grateful. Appreciate the efforts you have made instead of focusing on what you haven’t done; this will set the force in motion for further success and happiness.
Linda McMahon
www.LindaMcMahon.com.au