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Direct Selling For Dummies

Direct Selling For Dummies

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by Belinda Ellsworth
Publisher: For Dummies
Release Date: October 2015
ISBN: 9781119076483
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Book Description

Become a direct sales success story with this insider guide to making it big

Direct Selling For Dummies is the perfect resource for anyone involved or interested in direct sales. Written by a 35-year veteran of this booming industry, this useful guide teaches you everything you need to know to achieve and maintain lasting success. You'll learn the insider tips that only the pros know, and how to structure your business, your time, and your customer relationships to optimize sales and achieve your goals. Compare party plans, multi-level marketing, and hybrid models to see where your talents fit best, and discover the most effective ways to promote your products and get people interested. You'll leverage social media as one of the most powerful tools in modern sales, and gain new ideas for recruiting, booking, and time management. With clear guidance and a fun, friendly style, this book gives you the strategies you need to be a direct sales success.

The direct sales industry is going strong, with more participants now than any time in the past, yet with less face-to-face engagement. Businesses are operating online, people are shopping online, and more people are recruiting through platforms like social media. If you hope to be a direct sales success, now is the time to get up to speed on what that means today. This book shows you everything you need to know, and gives you the tools you need to put your ideas into action.

  • Choose the right direct sales model

  • Secure bookings and manage your time

  • Recruit and drive interest in the product and company

  • Harness the power of social media to make sales

    • Direct sales can be your ticket to independence. Stop punching the clock and become your own boss — and watch your income grow. With Direct Selling For Dummies, you'll have the skills and information you need to be a success.

    Table of Contents

      1. Cover
      2. Introduction
        1. About This Book
        2. Foolish Assumptions
        3. Icons Used in This Book
        4. Beyond the Book
        5. Where to Go from Here
      3. Part I: Exploring the Direct Sales Industry
        1. Chapter 1: Direct Sales 101
          1. How Direct Sales Works
          2. Understanding the Three Different Direct Sales Models
          3. Your First Steps in Direct Sales
          4. Why the Direct Sales Model Succeeds
          5. Personal Attributes and Skills Needed for Direct Sales
          6. Different Ways to Work Your Business
          7. A Brief History of the Direct Sales Model
        2. Chapter 2: Choosing the Right Direct Sales Company
          1. What to Consider When Choosing a Company
          2. The Three P’s of Every Company
          3. Special Considerations for Start-up Companies
          4. Debunking the Myth of Saturation
        3. Chapter 3: Working with Different Direct Selling Models
          1. The Network Marketing Model
          2. The Party Plan Model
          3. The Hybrid Model
      4. Part II: Building the Skills to Create a Successful Business
        1. Chapter 4: Keeping a Positive Attitude
          1. Staying Successful: Attitude Is Everything
          2. Overcoming Self-Doubt
          3. Getting Out of Your Own Way
        2. Chapter 5: Creating a Vision, Setting Goals, and Boosting Your Productivity
          1. Vision: Your Big Picture of Why
          2. Goals: Milestones to Success
          3. Be Rewarded: Strive for Company Incentive Programs
          4. Productivity and the Power Hour
          5. Developing Important Skills
        3. Chapter 6: Always Be Ready for Business
          1. Always Be Ready to Give Out a Business Card
          2. Keep Catalogs with You
          3. Have Host and Opportunity Packets Handy
          4. Plan Your Show-on-the-Go
          5. Create Your 30-Second Commercial
          6. Dress for Success
          7. Know Your Next Available Dates
      5. Part III: Putting Sales Strategies into Practice
        1. Chapter 7: Building Your Business on Bookings
          1. Understanding the Importance of Bookings
          2. Keeping Control of Your Calendar
          3. Scheduling Appointments and Bookings
          4. Securing Bookings or Appointments
          5. Why People Book — Or Don’t
          6. Three Power Questions to Get the Reluctant to Say Yes
          7. Planting Booking Seeds
          8. The Booking Talk
          9. Tips for Securing More Bookings
          10. Overcoming Common Objections
          11. Tips on Finding New Business
        2. Chapter 8: Planning a Launch Party or Show
          1. Understanding Why Your Launch Party Is So Important
          2. Preparing for Your Launch
          3. The 1-2-3s of Inviting
          4. Having a Back-Up Launch
          5. After the Launch: Introducing My Two-Booking Method
        3. Chapter 9: Hosting Successful Parties
          1. A Brief History of Home Parties
          2. Understanding the Appeal of Home Parties
          3. Creating Desire
          4. Giving Your Opening Talk
          5. Giving Your Presentation
          6. Giving Your Booking Talk
          7. The Recruiting Talk
          8. Upselling, Checkout, and Closing
        4. Chapter 10: Coaching Your Host
          1. Understanding the Host’s Motivation
          2. Coaching on Attendance and Outside Orders
          3. Keeping Your Host Excited, Engaged, and Informed
          4. Host Coaching Online
        5. Chapter 11: Social Selling: Direct Selling on Social Media
          1. Choosing the Right Social Media for Your Business
          2. The Five Cs of Social Media
          3. Facebook for Direct Sellers
          4. Instagram and Pinterest: The Power of Photos
          5. Twitter: Community Presence
          6. Capturing the Social Sale
          7. The Virtues of Blogging
          8. There’s an App for That
        6. Chapter 12: The Power of One-on-One Selling
          1. Selling with One-on-One Appointments
          2. Getting One-on-One Appointments
          3. Perfecting the Details: What to Do and Say
          4. Selling While Out and About
          5. Enhancing the Personal Shopping Experience
        7. Chapter 13: Sustaining Growth: The Fortune Is in the Follow-Up
          1. Warm and Cold Markets
          2. Following Up with Booking Leads
          3. Following Up with Hosts
          4. Following Up with Customers
          5. Following Up with Recruit Leads
          6. Removing the Guesswork: Using the 2+2+2 Method of Follow-Up
          7. Re-Servicing: Customer Care Is Key
      6. Part IV: Building an Organization
        1. Chapter 14: Attracting New Team Members: Recruiting and Sponsoring
          1. The Rewards of Recruiting
          2. The Rules of Recruiting
          3. The “Why” of Recruiting: What’s in It for Them
          4. Getting People Interested
          5. How to Lose a Recruit Lead
          6. Using Follow-up and Good Customer Care
          7. Recruiting on Social Media
        2. Chapter 15: Conducting Interviews
          1. Setting the Stage: Creating Interest
          2. Asking for an Interview
          3. Interviewing a Potential Recruit: Phase 1
          4. Interviewing a Potential Recruit: Phase 2
        3. Chapter 16: Sponsoring New Recruits and Leading Teams
          1. Getting a New Team Member Off to a Great Start
          2. What It Means to Be a Leader
          3. Mentoring Team Members
          4. Working with Different Personalities
          5. Using Team Facebook Groups
          6. Challenging Your New Recruits
          7. It’s Always a Learning Process
        4. Chapter 17: Group Recruiting: Holding Opportunity Events
          1. Looking at the Best Types of Opportunity Events
          2. Recruiting at Events
          3. Planning and Staging Events
      7. Part V: Operating and Maintaining a Successful Business
        1. Chapter 18: Managing Your Money Wisely
          1. Getting Spousal Buy-In
          2. Paying Yourself and Keeping Track
          3. Watch Out for Overnight Success
          4. Opening Your Eyes to Taxes
        2. Chapter 19: Meeting and Communicating
          1. Attending Your Company’s Conference
          2. Planning and Attending Successful Meetings
          3. Communicating with Your Leader and Your Team
        3. Chapter 20: Networking to Grow Your Reach
          1. Introducing Yourself
          2. Business Best Friends
          3. Finding the Right People to Network With
          4. Tips for Power Networking
          5. Maintaining Connections After Meeting
          6. Set Up an Advisory Board
      8. Part VI: The Part of Tens
        1. Chapter 21: Ten Mistakes to Avoid
          1. Not Starting with a Strong Line-up of Events
          2. Being Afraid to Ask for a Party or Appointment
          3. Failing to Set Goals
          4. Lacking Commitment and Persistence
          5. Prejudging Customers and Prospects
          6. Not Treating Your Business like a Business
          7. Lacking Focus
          8. Skipping Training and Development
          9. Neglecting Business Relationships
          10. Depending on Friends and Family for Too Long
        2. Chapter 22: Top Ten Resources for Direct Sellers
          1. Step Into Success
          2. Time Management
          3. Organization and File Sharing
          4. Team Communication and Online Meetings
          5. Social Media Communication and Management
          6. Video Creation
          7. Images and graphics
          8. Newsletters and Email
          9. Business Expenses and Money Management
          10. Website and Blog Creation
        3. Chapter 23: Ten Benefits of Direct Sales
          1. Increase in Income
          2. Flexible Schedule
          3. Be Your Own Boss and Work from Home
          4. Friendships and Relationships
          5. Incentives and Recognition
          6. Business Skills
          7. Personal Growth
          8. Mentorship
          9. Discount on Products
          10. Tax Benefits
      9. Dedication
      10. Cheat Sheet
      11. Connect with Dummies
      12. End User License Agreement