Direct Sales Success: Lessons From The Mayflower Madam

While researching the content for Direct Sales 104, I stumbled upon an old book that laid the foundation for my early direct sales success. “The Mayflower Madam”, by Sydney Biddle Barrows is an autobiographical book that spells out some strong business wisdom for anyone willing to listen. As I flipped through the pages, I was reminded of another book by Barrows, “Uncensored Sales Strategies” which was co-written by marketing legend Dan Kennedy.

For those that would scoff at taking business advice from the world’s oldest profession, allow me to quote Barrows:

Direct Sales Strategies for the “New” Economy

“Mother may have warned you that being easy was a bad thing, but I am telling you that being easy is not only a good thing, it can make you a lot of money, too.” – Sydney Biddle Barrows

This may seem an odd way to open an article about sales strategies – using a quote from the Mayflower Madam. And yet, this is the crux of the “new economy” so many direct sales professionals face today. Simply put, we don’t make it easy for our customers to do business with us. In Direct Sales 104: Advanced Sales Strategies, we’ll be taking a closer look at how to not only draw in more customers, but also, how to make each transaction with a customer more profitable. It’s true that it’s easier to sell more to an existing customer than it is to attract new ones. Here are a few ideas on how to increase sales to your existing customer base: