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:

  1. Regular and frequent contact. With email, text messaging, direct mail and telephones, there’s no good reason to not be top of mind with your customers. If you are not your customer’s first choice, someone else will be.
  2. Pay attention. Take a look at what other companies are doing – specifically the ones that you frequent. Chances are good that you can tweak their processes and promotions to your direct sales business and create a unique shopping experience for your customers.
  3. Understand what business you’re really in. Your job is not to sell stuff. As a direct seller, your job is to provide a solution that helps your customer improve their life. When you create an experience that helps your customer, you become their hero, not their sales person. You become their friend and trusted advisor – the person they turn to first.
  4. Make an offer. Realize that you can’t sell to everyone all of the time, but clients rarely come to you looking for help. You must go to them and offer your solutions to their issues. Know your client’s needs and offer to meet them through your direct sales business. With a constant barrage of sales messages, it’s even more important that you reach out to your clients to meet them where they are, cut through the marketing noise, and present an offer that will improve their lives.
  5. Make it irresistible. Who can turn down a great deal? When you’ve presented an irresistible offer to your target market, it becomes difficult, if not impossible for them to turn you down. Be creative in ways that you can add value to the sale without adding cost to your bottom line.

The easier you make it for your clients to do business with you, the more likely they are to keep coming back for more.

© 2010 Lisa Robbin Young.



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Lisa Robbin Young offers direct sales coaching and training to direct sales professionals looking to grow their business like a real business instead of an expensive hobby. Sign up for her free weekly ezine at


If you’re ready to learn advanced sales strategies, consider Direct Sales 104, a comprehensive training program that teaches sales techniques and persuasion skills to help consultants quickly increase customer sales.