book

Direct Selling For Dummies

by Belinda Ellsworth

October 2015

Intermediate to advanced

384 pages

9h 43m

English

For Dummies

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About This BookFoolish AssumptionsIcons Used in This BookBeyond the BookWhere to Go from Here
How Direct Sales WorksUnderstanding the Three Different Direct Sales ModelsYour First Steps in Direct SalesWhy the Direct Sales Model SucceedsPersonal Attributes and Skills Needed for Direct SalesDifferent Ways to Work Your BusinessA Brief History of the Direct Sales Model
What to Consider When Choosing a CompanyThe Three P’s of Every CompanySpecial Considerations for Start-up CompaniesDebunking the Myth of Saturation
The Network Marketing ModelThe Party Plan ModelThe Hybrid Model
Staying Successful: Attitude Is EverythingOvercoming Self-DoubtGetting Out of Your Own Way
Vision: Your Big Picture of WhyGoals: Milestones to SuccessBe Rewarded: Strive for Company Incentive ProgramsProductivity and the Power HourDeveloping Important Skills
Always Be Ready to Give Out a Business CardKeep Catalogs with YouHave Host and Opportunity Packets HandyPlan Your Show-on-the-GoCreate Your 30-Second CommercialDress for SuccessKnow Your Next Available Dates

Understanding the Importance of BookingsKeeping Control of Your CalendarScheduling Appointments and BookingsSecuring Bookings or AppointmentsWhy People Book — Or Don’tThree Power Questions to Get the Reluctant to Say YesPlanting Booking SeedsThe Booking TalkTips for Securing More BookingsOvercoming Common ObjectionsTips on Finding New Business
Understanding Why Your Launch Party Is So ImportantPreparing for Your LaunchThe 1-2-3s of InvitingHaving a Back-Up LaunchAfter the Launch: Introducing My Two-Booking Method
A Brief History of Home PartiesUnderstanding the Appeal of Home PartiesCreating DesireGiving Your Opening TalkGiving Your PresentationGiving Your Booking TalkThe Recruiting TalkUpselling, Checkout, and Closing
Understanding the Host’s MotivationCoaching on Attendance and Outside OrdersKeeping Your Host Excited, Engaged, and InformedHost Coaching Online
Choosing the Right Social Media for Your BusinessThe Five Cs of Social MediaFacebook for Direct SellersInstagram and Pinterest: The Power of PhotosTwitter: Community PresenceCapturing the Social SaleThe Virtues of BloggingThere’s an App for That
Selling with One-on-One AppointmentsGetting One-on-One AppointmentsPerfecting the Details: What to Do and SaySelling While Out and AboutEnhancing the Personal Shopping Experience
Warm and Cold MarketsFollowing Up with Booking LeadsFollowing Up with HostsFollowing Up with CustomersFollowing Up with Recruit LeadsRemoving the Guesswork: Using the 2+2+2 Method of Follow-UpRe-Servicing: Customer Care Is Key
The Rewards of RecruitingThe Rules of RecruitingThe “Why” of Recruiting: What’s in It for ThemGetting People InterestedHow to Lose a Recruit LeadUsing Follow-up and Good Customer CareRecruiting on Social Media
Setting the Stage: Creating InterestAsking for an InterviewInterviewing a Potential Recruit: Phase 1Interviewing a Potential Recruit: Phase 2
Getting a New Team Member Off to a Great StartWhat It Means to Be a LeaderMentoring Team MembersWorking with Different PersonalitiesUsing Team Facebook GroupsChallenging Your New RecruitsIt’s Always a Learning Process
Looking at the Best Types of Opportunity EventsRecruiting at EventsPlanning and Staging Events
Getting Spousal Buy-InPaying Yourself and Keeping TrackWatch Out for Overnight SuccessOpening Your Eyes to Taxes
Attending Your Company’s ConferencePlanning and Attending Successful MeetingsCommunicating with Your Leader and Your Team
Introducing YourselfBusiness Best FriendsFinding the Right People to Network WithTips for Power NetworkingMaintaining Connections After MeetingSet Up an Advisory Board
Not Starting with a Strong Line-up of EventsBeing Afraid to Ask for a Party or AppointmentFailing to Set GoalsLacking Commitment and PersistencePrejudging Customers and ProspectsNot Treating Your Business like a BusinessLacking FocusSkipping Training and DevelopmentNeglecting Business RelationshipsDepending on Friends and Family for Too Long
Step Into SuccessTime ManagementOrganization and File SharingTeam Communication and Online MeetingsSocial Media Communication and ManagementVideo CreationImages and graphicsNewsletters and EmailBusiness Expenses and Money ManagementWebsite and Blog Creation
Increase in IncomeFlexible ScheduleBe Your Own Boss and Work from HomeFriendships and RelationshipsIncentives and RecognitionBusiness SkillsPersonal GrowthMentorshipDiscount on ProductsTax Benefits

Content preview from Direct Selling For Dummies

Chapter 13

Sustaining Growth: The Fortune Is in the Follow-Up

In This Chapter

Understanding the importance of customer follow-up and re-servicing

Using the 2+2+2 method for follow-up

Following up with booking leads, hosts, customers, and recruit leads

I have found that consistent follow-up can increase a direct sales representative’s income by as much as 50 percent. The more you connect with people and show interest in them, the more likely they will do business with you time and time again.

In direct sales, your consistent business activities put you in contact with leads — people who show interest in your offerings. You have to cultivate and develop your leads in order for your business to grow. This chapter discusses how to provide good customer service for your customers and leads:

Hosts or preferred customers have already hosted a party for you or, in the Network Marketing model, are subscribed to your monthly product auto-ship program.
Booking leads are those who express an interest in hosting a party.
Customer leads may be interested in purchasing your product.
Recruit leads say they’d like to learn more about starting a business just like yours. Recruit leads are important ...