Great, you are all set up as a business and ready to go now all you need is customers. This gets down to the meat and potatoes of Direct Sales, how to generate leads. They don’t just fall into your lap no matter what the hype says, you have to go out and earn them Luckily there are 110 Million adults in the US so there is a large pool to draw from and if you have chosen a good company at least some of them need your product. Here are some of the ways you can generate leads for your business.
Networking – Go back in this blog and look up the infographic on Networking locations. I have seen many people have great success in the Networking environment since you can talk one on one with potential clients. Look for business partnerships where your product will benefit their business and the potential increases.
Social Media – It seems ever DS rep out there uses social media but most of them use it poorly. Don’t spam, don’t be annoying, have a clear message that is different than every other rep. Focus on your product and not recruiting.
Trade Shows – I have seen an increase in DS at trade shows so you need to be careful which ones you go to. Again, have a clear and unique message and seek partnerships to gain the advantage over the reps just looking to recruit.
Referrals – This is a rich source that can be some of your easiest closes but it is difficult to tap if you don’t do it properly. First, you have to have outstanding customer service, not good, not great, but approaching world class. Then you have to ask for it once you know they are not just happy customers but rabid fans. These are your advocates and will introduce you to a rich line of leads.
Online – Don’t forget your email marketing campaigns and website. Good SEO and a good email list that you have collected (don’t buy it) can produce a small steady stream of leads if you keep it maintained.
Here is a quick infographic talking about all these points.
The most important step to making your Direct Sales (DS) business a success is to treat it like a business which often means ignoring some of the advice that the DS company gives you. If you are successful then recruiting will happen so focus on the selling of the product. So let’s talk about running your DS as a business.
First, you need a business plan. Note I said plan and not a business wish, the difference is a plan is written down and a wish is in your head. There are several methods of writing business plans including the one presented in my earlier blogs and they all are fine, pick one and work through it. Without a plan, it is much less likely your business will succeed.
Develop a marketing strategy. Usually, a lot of this work is done during your business plan but if it wasn’t you need to do it. Again, write it down, this isn’t a marketing wish, its a plan on how to implement your marketing strategy.
Make sure your client research is done. It should be part of your marketing plan but I highlight it here because it is the most important part of the strategy you develop. If you don’t know your target audience you won’t know how to sell to them.
Kepp your knowledge fresh. You should become an expert in the field of your business. This comes with time and training. Keep up on trends and research in your field. As long as you stay current and find the best information to absorb you will be surprised how quickly you will become an expert on your subject.
Here is an infographic with more ways to make your DS business a success. If you need help with any of them get in touch with me.
So you found a company that didn’t throw all the red flags your way and have decided to sign up and take a crack at earning a nice income. How do you go from “I Just Signed Up” to “I’m Making Money”? Of course, that’s the hard part since it is hit or miss as to how much help you get from your upline. Lucky for you there is support outside of the company and I have helped many reps start turning a profit. The big difference is I am not concerned about how many people you recruit, I am interested purely in getting you some sales and making some money to put in your own pockets. This is a checklist of the things you need to do to start making your profit as quickly as possible. If you have any questions feel free to reach out to me.
If you believe all the hype then Direct Sales is a shortcut to wealth and prosperity for a small investment. The problem is that it is only part of a shortcut and then you are a business owner and the only way to succeed is to act like one. I have several successful Direct Sales clients and they all have the same attitude, they are business owners and entrepreneurs. They focus on their brand and not the spam tactics the Direct Sales companies advocate, for example, recruiting all their families and friends. Many of them work with those closes to them but only because they were approached after demonstrating the success of what they are doing. Direct Sales can be a great way to earn some money or even a living if you connect with the right company and then treat it like a proper business and not a hobby. The first step is to find the right company to work with. Here is a guide to help you navigate the tricky waters of Direct Sales and choose the right company to start with.
It is a fact that most business professionals prefer a face to face meeting. Hubsot found that nearly 100% of people say face-to-face meetings are essential for long-term business relationships. But how many people can you realistically meet face to face in a week? Even speed networking events you may meet a couple dozen at the most. That’s where technology tries to fill the gap, the ability to meet more people and filter through networks more efficiently. It is the age of information and there are websites and apps just waiting for us to utilize in our networking. Here is a list of networking apps to help you along. Seventy-two percent of people say their impressions are impacted by how someone appears and their handshake so face to face networking isn’t going away soon, but these apps will help give you access to a wider networking base.
Great, you are all fired up to do some networking but you don’t know where to begin. Fortunately, Networking can be done anywhere. Standing in line at the store (don’t be annoying about it), waiting for your car at the lube shop (they are bored as well, start a conversation) and anywhere else there is a gathering of people. In these situations, the way to network without becoming annoying is to focus on the other person and not on your own needs. Most people will talk about their work and the company they own or work for. Don’t push sales in these situations and be very reluctant to push solutions. This is about meeting people and adding to your network. Here is a list of 10 more places to network to get you started. Remember, this is the tip of the iceberg. Anywhere people gather, even in small numbers, is a networking opportunity.
You only have one chance to make a first impression and that impression is formed in the first seven seconds. That’s why when you’re networking you shouldn’t leave your introduction to chance, it should be a tightly scripted and carefully cultivated statement about you and your business. Included is a handy guide to building your introduction that helps bring those impressions around in your favor and start generating more leads and more business. Here are a few more tips to make these introductions shine.
- Use power questions when you can. A power question hits on a pain point you are trying to solve with your business “Do you struggle with your social media marketing?”
- Finish with a call to action. This lets the potential customer know what they need to do next to get the solutions you are offering. “Here is the link to download our handy guide to Social Media greatness.”
- Practice until you remember, then practice until you can’t forget. Sometimes you get distracted or nervous when networking. Practicing until you can’t forget is the key to overcoming this. Practice out loud and exactly the tone and tempo you intend to use.