Customers Are Everywhere, If You Know Where To Look

Take a good look at the picture. This is solid proof that customers are everywhere around you.

You just have to keep your eyes open.

This is what I’ve coined the “Sales Cycle” – and it’s where you can find customers at any point in your business. Some people you are just meeting, others, you have been doing business with for a long time, while others still have known you, but never done business with you.

It works kind of like a wheel. You are at the hub, and each “spoke” represents a public-facing point in your business where you could potentially meet new customers. The right half of the image is where most people think of meeting new clients (Meet, Lead, Client), but customers are also found on the left half of the Cycle.

But like Thomas Edison once said, “Opportunity is missed by most people because it is dressed in overalls and looks like work“. The left side of the Cycle takes a little more work, but produces far better customers as a result.

We dig in deep on this concept in Direct Sales 104, and as part of the updated, expanded Direct Sales 101, I’ll be sharing specific examples of each. For now, let’s give you an overview of what each spoke represents in your business. That just may give you all the fuel you need to make fast progress at attracting new customers to your direct sales business.

1. Meet People – this is something you do every day of your life. You’re online or off, you’re connecting with strangers, and adding them to your circle. Some of these people will pretty much stay strangers in your life – you may never encounter them again. Many of them, however, have the potential of becoming…

2. Leads – these are the folks that have at least a remote interest in who you are and what you’re doing. Over time, if they have a need, and know you, like you, and trust you to their satisfaction, they’ll cross a threshold into…

3. Clients – people that pay you money for what you do! Too often, we think these people are the only people that exist. While it’s true that you’ll spend less money to keep current clients than you will to attract new ones, that is only helpful if you actually have clients in the first place – and enough of them to keep you in business. For most of direct sales professionals, with a re-order rate of 1.1 (meaning for every eleven people that buy from you, ONE of them will make a repeat purchase – and only once), this group won’t be helpful on their own, unless you move them into…

4. Delivery – this is where the client relationship is fortified. Typically, it begins at the time of product delivery, which is why I call this spoke delivery. But it could just as easily begin as soon as you take the order – before they’ve received anything more than your good will and gratitude.  How you deliver to the client is far more important than what you deliver or when. All of them are necessary, but it’s the how that often determines repeat business. When it’s done right, it’s a…

5. Bonus – this is where the client relationship is intensified. When you go out of your way to surprise and delight your clients with occasional bonuses, they are oft wont to talk you up, referring to you favorably with their friends and colleagues. Positive referrals beget more business, more customers, and the opportunity to build deeper, richer client relationships. This ultimately gives you the opportunity to…

6. Reciprocate (giving back) – call it charity, tithing, or donating your time or money, the name doesn’t matter. Reciprocity is when you give of your blessings to bless others. You might think it strange to include this as part of the Sales Cycle, since it can often be such an intangible thing to measure. However, my experience, and that of my clients has proven time and again that some of the best business (and positive public exposure) comes from giving back to the community – and often it’s better to give of your time than your money, so there’s very little cost involved to make it happen. People talk about you when you’re going out of your way to make a positive impact in the world. Your direct sales business can be a vehicle for great things, if you remember to include giving back in your Sales Cycle. The best part? Getting involved and giving back often puts you in a position to…

7. Meet People – oh! here we are at the top of the Cycle again. See how that works?

You could easily find yourself on different spokes of the Sales Cycle at the same time with different people. Unlike a “funnel” where you’re trying to “push” clients through it to your desired end result, this Sales Cycle gives you an at-a-glance approach to dealing with each person uniquely. You can see quickly where they fall in the Cycle, and what your best approach is to working with them.

Over time, the Sales Cycle becomes a powerful tool to help you track the opportunities in your business, by making it clear where to focus your business development. Not generating enough leads? Take a look at what you’re doing to meet the right people for your business. Surprising and delighting your customers, but not seeing referrals? How are you handling delivery? If you keep an eye on each of the spokes of the Sales Cycle, your business will continue to roll along nicely.

Interested in learning more? Join us for Direct Sales 101, and get the inside track. Our next class starts February 6!

Getting Back On The Horse

Guest Post:  Teresa Romain

This past week marked the official “end” to the holidays.  Many of my clients commented that last week (and getting back to work and/or business) “hit them like a ton of bricks”.   Some felt overwhelmed.  Some felt paralyzed.  Others simply had a hard time getting “back in gear”.

To support them, I’ve been sharing one particular analogy on many of my coaching calls this week that I think might support you as well.

And the analogy I’m using is horseback riding. Have you (or do you know anyone who has) ever fallen off a horse? 

Do You Avoid the Phone?

Guest Post by Jen Fitzgerald

I used to avoid the phone like the plague. It was so hard to pick it up and make a call to someone I hardly knew and ask them to book a show with me or buy some of my product. I never really had a hard time doing the follow-up calls after a show because I had a purpose for calling. Once I said I was calling to see if they got their product and how they liked it, I could hear the relief on the other end of the phone. I know they were relieved not to have to make an excuse as to why they can’t book a show or to tell me to call back in the spring or fall.

It was the other calls I dreaded: picking up the phone and trying to get bookings. You companies and upline will probably tell you that out of 50 “No’s” will come a “Yes”…but who wants to make 50 calls and hear “No” that much? Not me!

Here is how I overcame this problem…

‘Tis the Season of All or Nothing Something!

Guest Post: Teresa Romain

Throughout the years I have worked with direct sellers and network marketers, I have noticed that this particular time of year leads to an intensification of one of the most debilitating scarcity patterns.

The pattern I’m referring to is the “All or Nothing” pattern.  It shows up this time of year in one of two predominant ways.

For some direct sellers, the time leading up to the holidays is one of the busiest times of their year – with holiday parties, gift-shopping, open houses, etc.   In fact, right up until the last day products can be shipped and still arrive before Christmas, many direct sellers find themselves pushing, pushing, pushing… with their business getting all (or nearly all) of their time, attention and energy.   The rest of their lives are, to a greater or lesser degree, put “on hold”.

Of course, as soon as this “holiday surge” in their business is over, they immediately jump into the holiday plans and preparation they had been putting off – setting up more of that pushing, pushing, pushing energy.  And then, after ALL that – when their business surge is over and the holidays are past… well, then comes the collapse.  The recovery.  The NOTHING.  And that NOTHING often continues well into the month of January – until they find themselves, mid-January, without the production or bookings or sales they need.   And then the pattern begins again – as they push to get a month’s worth of production or sales in two weeks’ time.

Just checking – have I, by chance, described you and/or one of your direct selling friends or associates?

If not, perhaps the “All or Nothing” pattern shows up in your life a little differently right now.

You see, for others – the exact opposite occurs. Either December isn’t a particularly great time for their business (based on the products they sell) and/or they SO enjoy the holiday season that they immerse themselves in ALL of the holiday festivities and do little to NOTHING in their business.   They’re waiting for the New Year – and their “fresh start” – and the time when people will be more interested in their products or business opportunity courtesy of New Year resolutions or the simple fact that the holidays are over.  And they usually have ALL these ideas of ALL that they will do and ALL the shows or sales they will have come January.   But until January comes, again, they do little or NOTHING.

Did I describe you this time?

I’m not saying that every direct seller or network marketer falls into this pattern at this time of year – but it does happen more than you may realize.  And some people don’t even realize the scarcity it sets up – the rollercoaster of highs and lows, ups and downs, feast and famine, start and stop action (and results) it creates in your business.

Not to mention the impact it has on your life in general – and on your sense of balance, wholeness and well-being.

The All or Nothing pattern does not support consistency nor is it sustainable.  It does not support lasting success and growth over time.  And it wreaks havoc on your life – as you catapult from doing ALL or ALOT in your business and NOTHING in other areas (family, home, friends, hobbies, relaxation) to ALL that you suddenly need to do to “catch up” or “make up” in those areas and NOTHING in your business.

So – what’s the way out – during this season and throughout the year?

Do SOMETHING.  Set limits.  Have boundaries. Define what “enough” is for you.

In you’re one of the ones who does ALL business this month and NOTHING (or darn little) in the non-biz areas of your life, then plan your “SOMETHINGS” with friends, family, relaxation, exercise, hobbies, or just plain ‘ol relaxing TODAY.  Reserve the time for them on your calendar and work your biz around those few “somethings” that will keep you more sane and whole and balanced.

But it’s not about doing these “somethings” on TOP of ALL that you are doing in your business – it’s not about packing even more in.  It’s about using your need for these “somethings” (your well-being and sanity depend on them) to help you set limits in your business – to define what is “enough” (for NOW) and maintain important boundaries.

If, on the other hand, you have the tendency to do NOTHING in your business in December because you get caught up in ALL holiday activities or figure your customers are (which is why you don’t want to call them or “bother them”) – then your way out of this pattern is to do SOME THINGS in your business.  Make some phone calls. Hold some shows or classes.  This month, book shows or classes for that first week of January.

Rather than put business “on hold” until January – keep YOURSELF in momentum (and your biz) by doing SOMETHING. Trust me, that will make it much easier for you to have the great start to the New Year that you want – because you’ll already be in motion.

I have often told my direct selling clients that your business is only PART of your life and is designed to support you to live the life you want.  It is not intended to become your life or take over your life or keep your from living your life.   That’s especially true during the months of December and January.

So – rather than a season of All or Nothing – let’s make this a season of SOMETHING.  Because the ease, balance, wholeness, fulfillment, freedom, consistency and momentum that will result is – truly – something worth CELEBRATING!

Teresa Romain is the President & Founder of www.AccessAbundance.com and has trained and coached thousands of individuals around the world access and experience greater freedom, fulfillment, well-being and abundance in their businesses and their lives. Unique in her approach and dynamic and passionate in her style, Teresa is known for making the transformational process of accessing abundance challenging, fun and powerful in its results.

Gratitude Is Always In Season

Guest post by Melissa Dery

The holiday season is upon us, and while this is the time of the year when people tend to acknowledge their customers more than any other, gratitude and appreciation can — and should — be expressed all year long.

The problem facing many business owners is that while they often feel appreciation, the work involved with actually letting people know takes time away from an already over-loaded schedule.  Finding just the right card, deciding what to write inside, addressing, stamping, (heck, some days even FINDING a stamp), sending it – the frustration involved with not being able to keep up prevents too many people from even getting started.  It’s easy to get discouraged and start beating up on yourself just thinking about the process.

What fun is that? 

Telling people that we value and appreciate them should feel good – to everyone involved.  The good news is there are a few systems that can make it easier.

My personal favorite, and the one I personally recommend is SendOutCards (I am an independent distributor).  This online system allows you to create personal cards, with pictures and even to your own handwriting font.   When you press “send” a real greeting card is printed, addressed, stamped and sent by “snail mail” to your recipient, from the company headquarters.   You never have to leave your office or lick a stamp!

Cards can be scheduled to go out on specific dates, a batch of cards can be sent to a group (for example: your Team or your Hostesses). You can even choose to include gifts such as books, gift cards, or brownies!

Best of all, if this still feels like too much time, a steep learning curve or you are not confident on the computer, your Virtual Assistant can create and schedule these cards to go out for you. That makes following up and staying in touch even easier!

Being able to follow through and actually share those encouraging words with others is a very powerful tool. Create a follow-up plan that includes showing your gratitude to your customers and team members. Not just during the holidays, but throughout the year.

About The Author

Melissa H. Dery is The Golden Rule Virtual Assistant (VA) providing Virtual Business Management to Direct Sales leaders.  A former direct sales consultant, Melissa also grew up in a direct selling family.  She knows first hand about the “behind the scenes” work required to help your business grow and prosper.

When Melissa combined more than 20 years of experience as an administrative professional with her desire support those in direct sales and The Golden Rule VA was born.  Her mission and her “rule” are the same: to treat your business as if it were her very own, with respect, creativity and professionalism.

Melissa is married to her best friend and lives in New Hampshire with her two boys.  She has a Bachelor Degree in Business Management and a “Ducktoratte” Degree from Disney University.  She loves coffee, running, and – most of all – camping with her family.