Communication is key to business success, especially in a relationship based business like direct sales. Effective communication will help you establish, grow, and maintain a customer base and a productive direct sales team.

Today’s savvy customers are looking to get the best products and services for their money. They have loads of information at their fingertips and can easily research companies and products. Your ability to communicate how you can meet their needs will determine whether or not they make that first purchase, and you must keep communicating to retain them as customers.

This is the first post in a short series about communicating in which we’ll talk about some of the many components of communication, and provide tips for effectively communicating with your customers and prospects.

Thinking about communication most likely brings to mind all the methods you use to provide information about your business and market it to customers and potential team members. But one of the first things to keep in mind when communicating is this:

Sometimes the best way to reach out to people is simply by listening to them. Customers and prospects will never be shy about expressing their needs and concerns. But often we spend so much time developing our information delivery strategy that we forget to really listed to what our customers have to say. It’s also important to remember that customer relationships are dynamic and needs and wants change.

Of course it’s important to follow a well developed sales and marketing approach, but an essential part of that strategy should involve regularly listening to what customers and prospects have to say. Good listening skills not only allow you to collect valuable information necessary to assist them and answer their needs, but it also demonstrates sensitivity and understanding.

“The best salespeople are great listeners – that’s how you find out what the buyer wants.”
~ Larry Wilson and Spencer Johnson, authors of
The One Minute Salesperson

Listening sets the tone for the rest of your communication. It will direct your efforts. By actively listening you’ll know the best way to communicate. Whether face-to-face or through email or phone, listening skills will foster the next steps in customer and team relations. This can not only help you fine tune your sales and marketing techniques, but it will also help to create long term relationships and increase visibility, referrals and market share.

Taking the time to improve listening skills and really paying attention to what customers and prospects are saying will improve customers satisfaction and team productivity. Perhaps we’d all be better communicators if we practiced what Greek philosopher Epictetus noted, “We have two ears and one mouth so that we can listen twice as much as we speak.”

Next in the series (later this week):
Email Etiquette
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This video from WebProNews.com includes another good argument for daily blog posting (meaningful posting that is).

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This question has been on my mind quite a bit lately. How much online success is possible if you aren’t one of the movers and shakers? Can someone who isn’t usually among the first marketers to promote a new product or service or who isn’t using the latest tool make it in the fast paced online world?

Admittedly, I don’t have the answer, but I do have some thoughts. Please comment and let me know what you think.

Like everything else, I think the answer depends in part on your market. If you sell technology you better be up-to-date with the latest gadgets and gizmos every day. You probably aren’t going to be highly successful if you don’t know what an iPad is or if “Droid” brings to mind a movie robot. When most customers are in the market for a computer, T.V. or cell phone, they want the latest technology. If you can’t keep up with that demand, your customers will likely shop elsewhere.

But I know of a text-based website that sells fountain pens where you email the owner to reserve a pen, and then you send a check by snail mail. The company is well-known and highly recommended by pen aficionados. While I’m not an expert, I’d venture a guess that fountain pen technology doesn’t change very rapidly and there’s probably a viable market for older versions. So someone who sells pens can afford to take a little time to stock and market the latest pen.

In party plan companies, even through your company may update products regularly, the primary sales method really hasn’t changed that much. A home sales party today is based on many of the same techniques of the original Tupperware parties of the 1950s. Sure, companies have added online ordering, social networking, and other new marketing techniques and tools, but you can still be successful yourself, and train a profitable team, using the sales party as your primary marketing technique.

Another “old-fashioned” technique I think party plan consultants can use to a huge advantage is great customer service. With big box stores, self-checkout at the supermarket, online shopping, ATMs and telephone customer service, many people crave the personalized, individual attention they can get from a direct sales consultant. A great deal of success can be built from knowing your customer’s name and needs.

Are you a mover and shaker or are you succeeding at a slower pace? How important is it to be up-to-date on the latest tools and marketing methods? What other factors contribute to your point of view? Please leave your comments and questions.

I’m probably not a mover and shaker, but rather I tend to use and teach more of the “tried and true” methods of marketing and sales. But I also try to provide my audience with trusted resources for new tools or methods that I may not be up to speed on yet.

When the first social networking sites started, only very few people used them. However, they’ve gained popularity because they are easy enough for anyone to use. While social networking sites offer more advanced options for the technically savvy user, anyone can learn the basics of these sites with very little time and training. But for many of us, using them to build your business may not seem so easy. The Social Networking Workbook shows you how to make the most of social networking.

         

Social networks are websites that let people join, find their friends, and share information with each other. Facebook and Twitter are two well-known social networking sites, and there are many others.

Like many people, you may already be using these sites to find friends and stay updated with them in real time. In much the same way, you can use these sites to connect with business partners and customers you already have, and to expand your business. However, successfully using social networking for business does require a different strategy.

The Social Networking Workbook walks you through the steps to take to get the most out of social networking for business. It’s written for the beginner, but if you’ve already tried social networking and feel like it’s a waste of time, the workbook can help you refocus and make the most of the time you spend social networking.

Claim your copy of the Social Networking Workbook for just $2. Also included is a handy checklist to help you stay organized and focused while you develop your successful social networking strategy.
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Yes, everybody could use more money. But most mom business owners and business seekers I know aren’t looking to make millions. Most of us want to contribute to the family income while staying at home with our children. Especially initially, our goals are usually more family focused, like paying the mortgage, getting a new car, saving for college, or being able to go out to dinner a couple times a month. We want a business that we can enjoy and still have time to enjoy our family.

I recently posed a question on a popular message board and the responses I got confirmed that “rich” isn’t always the goal. Moms want to “pay bills and have some in savings,” “pay my bills and take care of kids, and “pay the bills, have some fun and still have enough to set aside in savings/retirement.” Others mentioned “financial security” and the “peace of mind” that comes from not worrying about money.

Often after meeting some immediate needs with our first business endeavor, we start looking more towards the future and wanting a little more. I think about how I’d like to enjoy retirement without worrying about money. And how I’d like my son to be able to choose his career or business path without being so concerned about whether his chosen path will net enough income. I even think about how much fun it would be to help other moms get started in business by providing some start-up cash or funding a business expansion.

I’m not saying you shouldn’t go for millions if that’s what you want. In fact there were a few responders who said they want to be rich and be able to afford luxuries. What I am suggesting is that if you are marketing your business to moms, don’t assume we’re all looking for big bucks. Promising fancy cars and six figure incomes doesn’t attract as many moms as you think it might.

The key is to listen to what each individual prospect is looking for and help her meet her goals.

Are you using social media to drive traffic to your website and increase sales? Or are you still sitting in the skeptics camp not certain that social media is anything other than a waste of time?

If you are not using social media to promote your services, products and website, you are missing out on one of the hottest marketing trends in years. And in doing so, your competition is very likely capturing sales that could be yours.

Social media is opening doors for entrepreneurs and businesses worldwide. Through social media you can:

• Formulate joint venture partnerships with someone you otherwise would have never connected with.
• Interact with customers and clients in real time offering support and guidance.
• Interact with people who are interested in your product and services and in you.
• Drive traffic to your website, squeeze page and brick and mortar or online store.

And, if all that isn’t enough to convince you to incorporate social media into your strategic marketing efforts, the costs of social media most likely will.  Aside from your time to network and connect with friends, followers and connections, nearly all social media tools and applications are free. Affordable and powerful strategic marketing…NICE, huh?

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Downloads are processed through our carefully selected 3rd party shopping cart service, e-Junkie.com.
Payments are processed through PayPal even if you don’t have a PayPal Account.
To view and print these files you will need a PDF reader. If you don’t have one, you can get Adobe Reader for free here.
Note: Every effort has been made to accurately represent our product and its potential. Each individual’s success depends on his or her background, dedication, desire and motivation. As with any business endeavor, there is an inherent risk of loss of capital and there is no guarantee that you will earn any money. Click here for complete terms of use and disclaimer.

In her blog post this morning, “Direct Sellers, Cut the Crap,” Jennifer Fong asks direct sellers, network marketers, and MLMers to “stop being so desperate to recruit that we stretch the truth.” She wants truth in recruiting. And I agree 100%. There are so many benefits to becoming a direct sales consultant that there’s no reason to use untruths to recruit.

But in my opinion, the only way the nonsense will stop is when people stop responding to outrageous claims of instant riches.

I want to be very careful here and not blame the victims. None of us are immune to being duped by some of the very sophisticated frauds, con artist, and scammers out there. But for the most part, I don’t think the direct sellers using these less than honest recruiting methods fall into the category of scammers. Many are simply misguided marketers who continue to use these types of methods because they work.

Many of us want to believe. We ignore common sense and allow ourselves to think that it is possible to get rich quick or that there’s easy money available. Just look at state run lotteries. Despite slim odds of winning, people in the U.S. spend more than $50 billion a year on lottery tickets. They’re hoping to hit it big for overnight riches. It’s the same mentality that makes claims of overnight success in MLM attractive.

It’s easy to get caught up in the excitement of the possibilities. But as Jennifer said, the reality is that while there is the potential for big earnings, “it’s a lot of work, and it takes time.” Jennifer and others have been teaching that reality for years, and I think that’s the message we need to keep in the forefront. A bit of skepticism can be a good thing when evaluating an opportunity.

Still Jennifer’s plea for truth in recruiting is important to reach that group of misinformed and misguided direct sellers. Perhaps they’re using the same methods that they responded to or they’re just doing what their upline teaches. Again, everyday Jennifer teaches direct sellers how to become successful by conducting themselves with honesty and integrity. Lister to her!

The truth is most of us don’t need to be rich and that’s not what we’re looking for. We just want to live comfortably, take care of our families, and have a few extra dollars to indulge ourselves once in a while. Direct sales can help achieve those goals. Recruit with that reality.

For some direct sales consultants January and February can be very slow months. Your customers may be anticipating an upcoming tax bill, or perhaps they’re still recovering from holiday overspending. Or perhaps your marketing efforts took a back seat in December and the results are catching up with you now. Whatever the reason for it, Laurie Ayers has some great tips to help you out of a rut.

7 Steps to Get Out of the Direct Sales Rut

by Laurie Ayers

Business not flowing as well as you would like? Did you have a great holiday rush and now your direct sales business appears to have come to a screeching halt? Here are seven steps you can take to get out of the rut.

1. Direct mailings with your company catalog. Pick a market or two, such as assisted living facilities; nail salons or real estate agencies to name a few. Mail no more than ten catalogs to each market; there’s no sense waiting catalogs and postage without testing the waters first. Be sure to include a sample and/or special offer. Increase chances of having your catalog opened and read by placing a relevant sticker on the front. Highlight what’s in it for them if they open it.
2. Develop a Valentines Day marketing campaign and get it out to the masses NOW. February 14th will be here before you know it. Men will be particularly grateful for gift giving made simple. Think where you can find a group of men – barber shops, auto sales, auto repair, gyms, pro-shops, etc.
3. Create a special offer for Groundhogs Day, February 2. There’s one people don’t see everyday.
4. Call all of your customers, leave voice mail if necessary and merely say, ‘I’m putting in an order and wondered if you were ready for more …”
5. Hire a business coach or join a Mastermind group. Find the right one and your investment will pay off ten-fold.
6. Commit to asking for referrals from three people each day. Not covert dropping of cards and catalogs but actually speaking to strangers. Go into the gas station to pay, instead of using pay at the pump. Hand the cashier a catalog and a sample and say, “If you know of anyone who likes (candles, jewelry, makeup, etc.) could you please pass this along?”
7. Hold an open house. Who cares if you’ve been in the business two years or nine months or anywhere in between? Call it a mid-winter shindig. Pick a theme – Superbowl, Chocolate Martini, After Holidays Rest and Relaxation or Chick Flick Movie Night.

Sometimes there’s no secret to getting out of a rut other than to go back to basics. Remember when you first started your business. You were excited; you were pumped and you definitely were not in a rut. Shake it up a bit; think outside of the bowl. Remember if you keep doing what you’ve been doing, you’re going to keep getting what you’ve been getting!

About the Author: Laurie Ayers is a WAHM from Michigan. She started her first home business in 1988. As a single parent, Laurie has supported her family by working at home as an Independent Consultant and Star Director with Scentsy Wickless Candles. She enjoys helping others start a candle business. You can find Laurie at http://www.thrivingcandlebusiness.com/ and http://www.Scentsy.com/LA

Because any direct sales consultants and other home business owners start out with little or no marketing training or experience, marketing your business is hit or miss. Your budget is usually limited and you don’t want to waste money on poor results. And free marketing methods require a time commitment and your time is valuable too.

To get the most from your marketing efforts, it’s important to make sure you deliver your message to your target market – to the people who are your ideal customers and team members. Even the most well written advertisement is completely wasted if it’s not delivered to an interested audience.

For example, if you sell high-end baby clothes, you’re not likely to gain a lot of customers on a website for frugal moms. Even though many of the moms there have babies, they are looking for ways to save money and aren’t likely to indulge in designer or expensive baby clothes. You’ll get much better results with an article or ad placed on a site for professional moms on maternity leave or a nanny referral service.

Take some time to figure out who is most likely to buy your product or service. Are they male or female? How old are they? How will your product or service help them? Take a look at companies who sell products that are similar to yours to determine if their market is your market. How and where to they advertise?

By making sure your message gets in front of your target market you’ll start to see a much better result for the time and money you put into marketing.

Many of us who start a business from home have little or no marketing experience, especially with online marketing. We learn as we go. Here are a few common marketing mistakes that if avoided will save time and money, and spare you some disappointment.

1. Not having a marketing plan.
   A marketing plan is simply a blueprint for how you will go about promoting your products or services. In the same way that a business plan provides focus, goals, and tasks for your overall business, a marketing plan provides a road map for your promotions and advertising. It’s best not to approach marketing without one.
2. Putting all your eggs in one basket.
   This old saying seems to work in a lot of situations and marketing is no exception. Diversification is the key to success and growth. You may find one or two strategies that work particularly well for your business, but don’t base your entire marketing plan on just those methods. Explore other options to avoid being stalled at a certain point.
3. Ignoring the power of networking
   Business networking is invaluable. When entrepreneurs get together to brainstorm and exchange ideas, all sorts of beneficial relationships are formed. In your business networks you will form joint venture partnerships, referral networks, and find mentors and friends.
4. Working alone to “run the whole show.”
   Most small businesses start out with one person working alone. But as your business grows there will come a time when you’ll need help to keep things running smoothly. Your time can best be spent marketing the product in new and creative ways. Someone else can take care of designing your web site, answering emails, and handling the bookkeeping. Use your expertise where it will increase profit the most and hire others to take care of the everyday details.
5. Cutting the budget.
   When business is slow is natural to want to cut expenses. But it’s especially important to keep marketing and advertising during a downturn. A better choice is to beef up marketing to reach a new or wider customer base.

If you’ve already made some of these mistakes, don’t panic. Take a good look at what you’ve been doing, keep doing what works and drop what doesn’t, and begin again with more knowledge and a marketing plan for success.