Reaching People Through Their Love Language

According to author, Gary Chapman, everyone has a love language- meaning a method of communicating or receiving love which makes them feel most loved.  While his book, The 5 Love Languages: The Secret to Love That Lasts, is written towards your relationship with a spouse, you can easily attribute the same information towards your children, coworkers, team members, customers, etc...  A key to life and business is building relationships with others.  Treating someone the way they wish to be treated is the proverbial way to build a relationship.  Assessing those you know professionally and personally can give you greater understanding as to how to show love and make them feel good!

The Five Love Languages

Words of Affirmation

Quality Time

Receiving Gifts

Acts of Service

Physical Touch

Below are the notes I took on the qualities and characteristics each love language when I read the book.  Ways to express love to someone with that particular language are included.  Each chapter of the book uses anecdotes to highlight the qualities and how you can best show love to a person with each particular love language.  Chapman also lists additional ideas and tasks at the end of each chapter.

Words of Affirmation
People with this love language feel most loved through oral and written words or language.  They love to be acknowledged for what they do and who they are.  Here are ways you can show love to them.

• Verbal Compliments 
• A greater motivator than nagging words.
• Encouraging Words
• Encourage untapped potential.
• Encouragement requires empathy.
• Opposite of critical or condemning words.
• Kind Words
• People often interpret our tone more than our words.
• The opposite of judgmental.
• Love doesn't keep a score of wrongs or bring up past failures.
• "A soft answer turns away anger."
• Forgiveness is an expression of love.
• Humble Words
• Love makes requests, not demands.

Quality Time
A person with this love language feels most loved when you are fully present and focused on a conversation or activity together.  Here are some tips in providing this type of person with great quality time.

• Undivided Attention
• Turn the tv off and minimize any other distractions.
• Togetherness
• Full, focused attention versus living in close proximity.
• Quality Conversations
• Share experiences, thoughts, feelings, and desires.
• Listen sympathetically and ask questions to understand thoughts, feelings and desires.
1. Maintain eye contact
2. Undivided attention
3. Listen for feelings
4. Observe body language
5. Refuse to interrupt (The average person listens for 17 seconds before interrupting or interjecting.)
• Learn to Talk
• Self-revelation is the expression of emotions, thoughts, and desires.
• Personality Types
• Dead Sea:  receives expression from others but does not give outward expression.
• Babbling Brook:  shares everything and doesn't stop talking.
• Quality Activities
• Doing something together that at least one person wants to do and the other is willing to do in order to express love.

Receiving Gifts
A person with this love language feels most loved when people offer a gift great or small.  Here are some details about gifts.

• Gifts are visual symbols of love.
• Gifts and Money
• They don't need to be expensive, the thought does count!
• If cost, is an issue- change your attitude about money.  Giving gifts to a loved one is an investment.  You are purchasing self-worth and emotional security.
• The Gift of Self (Presence) counts!

Acts of Service
A person with this love language feels most loved when people do things to help them.  Assisting them with a need or taking a task off their plate will make them the happiest.  Here are some things to keep in my about acts of service.

• Offer assistance, complete a chore, DO something kind- without being asked.
• Complete chores or tasks with a positive spirit to express love.
• A request can give direction as to how someone wants to be loved but a demand stops the flow of love.
• Love is a choice and cannot be coerced.

Physical Touch
A person with this love language feels most loved when they are being touched.  Here are some things you should know about physical touch.

• As simple as a handshake, a touch on the arm, holding hands, putting your arm around someone, or embracing.
• Critical for healthy emotional development in children.
• Touch communicates hate or love and can make or break a relationship.
• Explicit touch takes more time (a long embrace) and implicit touch is brief (a quick pat on the back).

Discovering Your Love Language

The answers to these questions could help determine which love language you are or you can use them to help determine the languages of others.

• What do people do or fail to do that hurts you the most?
• What do you most often request of others?
• In what way do you regularly express your love to others?
• What would be your ideal spouse?

Click on the link below to go to The 5 Love Languages website and take the online quiz there!

People have a few basic needs: love, security, self-worth, and significance.  If we do not feel loved, our differences are magnified and we will fight to have our needs met.  Others are viewed as a threat to our personal happiness.  People who do not feel loved experience great pain and emptiness which impacts all areas of their life and how they deal with it.



Here are a few of Gary Chapman's books in regards to the Love Languages.

Intentionally love someone today!
-Melissa

Boosting Your Business With Sample Sales

This time of year is one of my favorites for business.  My organization releases a new catalog with many new products!  It gives us all a fresh start for the busiest season of the year- fall!  Many of you may be in the same position now!  New consultants or distributors may initially be disheartened by discontinued samples or inventory they possess.  Take heart, these are great for business!  Start planning your sale now!


Name your event.

• Sample Sale
• Hostess/ Customer Appreciation
• Open House
• Christmas in "July" Sale
• Clearance Event

Select a Date
I usually host my event over a two day window such as Friday and Saturday nights from 6-9pm.  I find that you can catch a few people the second day that weren't able to make it the first night.  I also allow customers the opportunity to "shop by appointment" as well.

Location
My event is held in my home.  I set up additional tables and clear out my kids' toys.  If you aren't comfortable with this or don't have the room, host the event at a neighborhood clubhouse, friend's house, or at your church hall.

The Guest List
Invite past hostesses, customers, family, and friends.  Depending on the size of your database and the years you've been in business, you may want to focus on the people you've seen in the past year.  If you use guest surveys, include an option for them to check if they want sample sale information.


Advertise
How you spread the word and how often will be key to your turn out!  I do all of the following in this order!

• Mention dates of sales at all your shows, parties, and events even if it is approximate.  For example, I tell everyone "July and December".  Talk the event up so they look forward to an invite.
• Send out an email, Facebook Event, and/or Evite about 3-4 weeks in advance so guests can mark the date on their calendars.
• Mail out a paper invite  1-2 weeks ahead.  I order postcards from Vistaprint. ( 100 Postcards for just $1.99)
• Send electronic reminders one week out to encourage RSVPs.
• Send a final reminder within 24 hours of the event.
• If I don't have emails or electronic ways to send a final reminder, I will call the those guests and leave a message.

Some Tips on Turn Out

• Reward guests for RSVPing and bringing friends.  I use a ticket system so I offer a ticket for RSVPing and for each friend they bring.  Another idea is to do a special drawing for free product with all the guests who RSVP.
• Advertise your specials well.  I tell how much I have and at what discount.  For example, this year I had over 500 jewelry pieces with half of them marked 50% or 75% off.
• Offer refreshments.  I offer a large selection of yummy food and advertise some of the favorites in my reminders.  Many of my guests come for the food, not just the sales!
• Give-a-ways help a lot.  In the past I've offered a free gift to everyone who came.  I always have a large selection of drawing items.  This year, I used some of my products but also brand name items that people would recognize.  I advertised these items on my postcard invitations and in my reminder.

Setting A Sale Price
Don't be afraid to mark your samples down.  Sitting on items will not earn you money!  I'm able to always buy samples at 50% off but when our new line comes out, I usually earn an additional 30% discount which allows me to sell items later at 75% off with little loss.  Those that sell at 50% off still make me money!  The bigger the bargain, the greater the draw with customers.


Creating New Business
One of the greatest perks of a sale like this is to add new bookings to your calendar.  When ladies come to shop, advertise your specials and display new product lines if you have it available.  Offer a special gift if they set up a show on your calendar.  My sale is held just before the new line comes out so I know what I have to spend on new samples when I go to conference.  When I return, I send each guest a letter thanking them for coming along with a coupon, a new catalog, and any drawing items they may have won.  This year, I told my guests if they contacted me with their top 5 favorites pieces out of the new catalog, I'd double their coupon. I try to encourage them to look through the new collection so they will love it and want to host a show to get it for free!


Additional Sales
If you have customers who live outside your area or some who won't be able to make it, they can still partake.  I mailed catalogs to those who requested them and emailed them a list of my sale items.  They were happy for the savings and I was happy for the additional sales!


My sample sales are always very successful and I look forward to them so much!  I enjoy visiting with all my customers and catching up on what has been going on in their lives.  My method has worked well for me over the last 8 years.  If your first event doesn't go as well as you would like, stick with it.  I've built some loyal attendees over the years and now they tell their friends they can't miss it!

-Melissa


  

Networking Success

Networking events are a great way to make new business relationships.  When I quit teaching years ago to work my direct sales business full time, I attended a weekly networking meeting on Thursday mornings for over a year in my community.  Each week everyone would give their 30 second commercial, we would have a short guest speaker, a sponsored breakfast, and time to chat at the end.  Monthly evening mixers were held at the sponsor's place of business.  If you are new to networking, here are some suggestions for getting the most out of your time.

• You can find meetings in your area on meetup.com, look in your local newspaper, or visit my networking page for networking meetings I have listed in the Tampa Bay area.
• There are a wide range of events that meet through out the day.  Some may host mixers with no formal setting.  Other groups will allow you to attend evening events even if you are not an official member.
• Go prepared with an interesting 30 second commercial that highlights what you do or what you are looking for.  It is best to change up your commercial if you attend regularly.
• Bring business cards to exchange.  Brochures and product samples are also a good idea!
• Don't be a fly on the wall!  Introduce yourself to others and ask about their business to begin a conversation. 
• It is important to continually build on relationships, but be careful not to use the same people each week as your comfort zone!  You want to meet a wide range of people and keep building new relationships.
• Understand, that the intention of networking groups is to build relationships with other professionals.  This can take time, you must earn trust within the group. 
• Committ to attend regularly. 
• You can schedule appointments or one-on-ones with professionals you meet in the group to exchange business information and grow your relationships.
• Find out what you can do to help other professionals.  Often referrals are most important to them.  By doing what you can to help others, generally they will want to help you in return.
• Volunteer to sponsor an event.
• Ask to be a guest speaker at an event.
• Make sure you dress professionally and have a positive attitude.
• Joining groups in other communities where you wish to grow your business is a good move too!

Some of the people I got to know through this particular networking group, I still have relationships with today.  Others, I run into regularly within my community.  The key is in building relationships!

Related Articles:
What Message Does Your Look Convey?
A Lasting Impression


Best Wishes!
-Melissa

Travel With Your Business

With us living in the Tampa area and all my family in New England, we don't get to see them as often as we'd like.  However, my business makes the few trips I take each year affordable!  Taking your business on the road has two huge benefits:  tax write offs and expanding your customer base or downline!

Do you have friends and family out of your immediate area?  I'm sure you do!  These days people are always on the move.  High school friends, old roommates, extended family?  Book a trip, pack your business and your family then head out!  Or make it a girls weekend and go alone! 

Expand your business to other parts of your state or the country.  Plan parties, shows, events, and informational sessions to share what you are doing.  Ask whomever you are visiting to watch for events going on in the area.  You could register for expos while in town.  When travelling for business, you may be able to write off mileage, air fare, hotels, rental cars, and some meals.  Consult with your accountant to make sure all your receipts qualify.

My two boys are now 19 months and just took their 5th flight north.  Last year the boys flew to New Hampshire 4 times between the ages of 3 months and 12 months.  Two of the trips, I even took the two babies by myself!  Some trips we celebrated baptisms and first birthdays but any excuse for my boys to see my parents and our extended family works for me!  During this most recent trip, we attended a family wedding.  How awesome that my business allows me the opportunity to be with my family during these occasions! 

While there, I book a few home shows, attend area trainings or events, meet with my downline, or talk to ladies about the opportunity my business offers.  Since I'm working, I'm able to write off my airfare.  Finding supervision for my boys while I work is much easier too since I have family eager to spend time with them!

There are many advantages to owning your own business... controlling your own schedule, the ability to take it with you, and yes, tax write offs!  Check your list of contacts, or maybe your Facebook friends, and plan a "business trip"!

-Melissa

Other posts you may like:

Business Write-Offs
Including Children In Our Business
Educating Family and Friends

Educating Family and Friends

For many people I know in direct sales, their families ask them "are you still doing that ______  thing?"  Fill in the blank with jewelry, bags, food, kitchen gadgets or whatever business it may be.  How odd that some of us who have been in business for many years still have family who don't understand that working for yourself and owning a business is a real job and one that can singlehandedly support a family!  These "little businesses" we run can make a lot of money and be very successful.  It is time we educate.  Our family and friends need to know about what we do and they can be our first line of referrals!

Be sure that you are telling everyone about your business, especially your friends and family.  Take out your cell phone and go down through your list of contacts.  Does each person know about your business and what you have to offer?  Have they supported your business in some way up to this point?  Share information with family and friends at social gatherings when they ask what you are doing or how business is.  Invite them to find out more and use them as referral centers.   You could invite them over for a mini open house to share details about your business.  Once they have the full picture, they will be good referral centers for you and will know how best to support you.  A mini meeting may also help remove any lingering cynicism that some have for the direct sales industry.  When people who love you know what you do, they will generally tell others.  After all, the first thing we usually ask people we haven't seen in a while is questions about their family.

Even if you are an entrepreneur developing your own independent business outside of direct sales you may have come across naysayers.  Sometimes people worry on our behalf about negative statistics or experiences they may have heard.  They may initially try to talk you out of starting a business citing their fears.  You can tell them that your decision is something you considered well and that their support and encouragement would mean a lot.  Work hard and share the results so they see that you can do it!

Your immediate family can be a critical part of your business' success.  Having a supportive spouse is very important.  Schedules, children, and financial responsibilities will be affected.  Women with husbands not on board with their business generally fail to last long.  Educate with your experiences and statistics.  Involve your family in activities surrounding your business to help them appreciate what you are doing.  Show how your business is positively affecting the family, in particular, the finances.

Lastly, when you run into someone you know and they ask you how things are going, don't just say "good".  Say something positive about your business that would lead them to ask additional questions.  Spreading the word starts with you!

-Melissa

Other posts you may like:
Including Children In Our Business
Stats to Impress
2009 Statistics

Keeping It Personal

Online shopping, emails, Facebook....  we've got the world at our finger tips.  Would you consider quality time with your best friend a quick instant message online or sharing a cup of coffee at Starbucks?  Face-time is so much more meaningful and is far more memorable.  This is critical for establishing business relationships too.  Here are some ways to make your business interactions more personal.

• Mail physical, preferably handwritten, communications- thank yous, reminders
• Use paper invitations for events instead of just Evites
• Send birthday and holiday cards
• Make phone calls instead of sending emails
• Deliver items in person
• Follow up phone calls with customers or clients after purchases or services
• Get to know your customers personally
• Communicate with your downline regularly (direct sales)
• Schedule one-on-one appointments with new contacts

While the ease of the internet can be a great business aid, it can never fully replace the value of face time.  Relationships will not flourish without a personal connection.

What else do you do to keep it personal?  Leave a comment to share your idea.

-Melissa

Collecting Leads at Vendor Events

For most businesses the single most important aspect of vendor events is to obtain leads or new business contacts.  Selling product, if it applies to your business, is money for the moment- a one-time sale.  New leads can open up many new business relationships creating multiple potential opportunities.

In my last post about vendor events (Preparing for Vendor Events), I created a list of materials you should bring.  Among the list, was a variety of literature to offer people who stop by your booth.  Providing a catalog, flier, or business card helps to familiarize people with your product and your name but most people will not follow up with you.  It is critical for you to collect contact information for each individual so you can follow up with them. 

Hosting a drawing for services or products helps draw people to your table.  Have individuals fill out a lead form or drawing ticket of some sort.   This form should include all forms of contact for the individual: name, address, phone number, and email address.  Create a check list of items they may want to request information on or ask questions they can answer yes or no.  You want the form to provide a window of the type of services or products you provide through the questions you ask.  Make it short, sweet and target your questions to the specific goal for this event.  For example, I ask two questions on my form.  One is geared towards booking home shows and the second is geared towards sharing my business opportunity.

You may want to go the extra mile to attract people to your table.  If it is a family friendly event, offer a piece of candy or a sticker to children who pass by to draw the family towards your table.  Some events encourage vendors to have some sort of interactive game.  As people are walking by you can offer them a free (inexpensive) gift or perhaps a sample of your product. 

You will need to be outgoing and talk to people before they talk to you.  For many, this is outside your comfort zone.  Plan in advance what you want to tell people about your business.  You can ask people if they are familiar with your company to begin the conversation.  Your next step could be to share your 30 second commercial, introducing your company and product.  You will find yourself repeating much of the same information over and over again during the day.

Here is a great example.  At the last event I attended, a dentist office was set up beside me.  Colorful balloon trees on either side of their booth helped attract people.  They had a large poster with information about the dentist and office services sitting on their table, as well as a number of brochures people could take with them.  Visitors could play a game- guess the number of flosses in a large glass canister and the number of toothpaste tubes in another.  Each entrant filled out the drawing ticket and put their guesses on the back.  The person with the best estimate could win a free tooth whitening.  Everyone who stopped by received a cookie tied with colorful curly ribbon and a business card.  The girls working the booth were dressed in their office uniform, looking professional, with shining smiles.

It is important to be over the top friendly and attempt to make a connection with your visitors.  The type of event could give you some good lead questions to open up communication with your visitors.  At a family focused event, you could ask the ages of the children, or  where they go to school.  Inquiring about clubs and activities they are involved with will give you the opportunity to offer additional services like fundraisers.

Collecting leads is only the beginning step.  A piece of paper with contact information is useless when sitting in a pile on your desk.  Following up with each contact based on the answers to their questions is critical to the success of the event.  I find it very helpful to write notes on the back of each drawing ticket about the individual I meet and what we discussed so that I can recall the person when I call them to follow up.

Networking with other vendors at events is a critical step you do not want to miss!  Talk with them before the event starts, share your business card, tell them about your drawing, and encourage them to stop by your booth if they get a chance.  You could even offer them a show discount if they make a purchase from you that day.  Obtaining their business is a good goal but also asking them about other resources in your community is beneficial too.  You can ask about other events they do and networking opportunities available.

These events can be a lot of work depending on the size.  The results are rarely predictable.  Immediate sales can recoup event fees, leads can grow your business but regardless it will be a valuable learning experience!

Related posts you may like:
Finding Vendor Opportunities
Preparing For Vendor Events
Simple & Inexpensive Credit Card Processing

Visit my vendor opportunities page for events in the Tampa Bay Area.  Not from here?  Send me events in your area and I'll create a database for you too.

-Melissa

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Preparing For Vendor Events

April is a busy month for me with vendor events this year.  While each event may need a tailored approach for leads, preparation is fairly consistent.  You will want to plan well and bring a variety of materials with you to present a professional image, represent your business well, and collect new leads. 


What you should know about the event.

• Is a donation required?
• Who is the target audience? (seniors, families, business professionals)
• Is the location indoor or outdoor?
• What is provided to the vendors? (tables, tents, electricity, food, security)
• What is the expected attendance?
• What kind of advertising are they using?
• Am I expected to provide a give-a-way or goody bag item for guests?

Here are some things you should consider preparing and packing as they apply to your business.

Display

• tent- necessary if outdoors, can often be rented but easily purchased at most major retailers in the sporting goods department
• table(s)- 6 foot folding tables will fit easily in most vehicles and are always handy.  They often go on sale around major holidays for about $35.
• tablecloths
• boxes to lift up your display or create height on your table
• banner (Vistaprint- Get a small vinyl banner sign FREE. Plus save 50% off other sizes.)
• product samples or inventory to sell
• product specific display items
• equipment needed to prepare product if serving food
• dry erase marker boards
• posters

Booth Decoration Ideas

• balloons
• flowers
• rugs or mats
• Christmas lights
• seasonal decorations
• wooden trellises

Literature

• promotional pamphlets
• marketing brochures
• catalogs
• customer or hostess special fliers
• business cards

Collecting Leads

• a drawing ticket or questionnaire
• a drawing item
• something small to give children such as candy or stickers
• an interactive game or activity for children

Checkout Materials

bags or boxes for purchases

order forms

calculator

cash register

credit card machine (see post about The Square)

Miscellaneous

• tape
• scissors
• sharpies
• twine
• pipe cleaners (or twisty ties)
• large binder rings can be used to hang merchandise from the tops of your tents

You never know when you may have to fix, hang, or tie something down.  Throw all these extras in a gallon size bag for "just in case" moments.  A friend of mine taught me about the pipe cleaners.  They are strong and colorful!  You can use them to attach or hang just about anything.

-Melissa

Related Articles:
Finding Vendor Opportunities

Simple & Inexpensive Credit Card Processing

Months ago I heard about a device that allows you to process credit cards through your cell phone on Good Morning America.  Recently, a friend was raving about it and I must say, I'm excited!  Meet Square!

 

About Square
Square is a revolutionary service that enables anyone to accept credit cards anywhere. Square offers an easy to use, free credit card reader that plugs into an  iPhone, iPad, or Android phone. It's simple to sign up. There is no extra equipment, complicated contracts, monthly fees or merchant account required.


Processing fees:

2.75% for swiped transactions

3.5% + 15¢ for keyed-in transactions

That's it! There are no activation, gateway, monthly, early termination, hidden fees or any additional costs to use Square. Every credit or debit card we accept (Visa, Mastercard, Amex and Discover) have the same flat rate. These fees are static and do not change depending on how much the transaction was for. As our fees are taken out of each transaction as they occur, there is no fee schedule. Square also does not require a contract upon sign up and since we only charge per transaction, it doesn't cost you anything if you don't use it!

Additional Details

Square automatically deposits the money in your bank account at the end of every business day.  There are no transaction limits or monthly processing limits.  You can click here to read more FAQ on their help page!

Several people I know personally have been using this device and love it.  An entire group from my direct sales company have been using this out in the Midwest and love it too.  That is important to me- tried and true!  This might just be the gadget to push me into the current technology era.  My cell phone is archaic.  Time to upgrade!

Click here to sign up!

I hope this saves you time and money!  Enjoy!

-Melissa

Finding Vendor Opportunities

There are a large number of events that invite vendors to come and promote their products and services year round.  These opportunities are a great way to introduce your business and grow your customer base. 

Here are types of events to look for:

• Children's Expos
• Home and Garden Expos
• Bridal Expos
• Health and Wellness Expos
• Church Bazaars or Fairs
• School Carnivals
• Craft Fairs
• Art Festivals
• Farmers Markets
• State or County Fairs
• Holiday Markets
• Fashion Shows
• Fundraisers

Where can you find events?

• newspapers- especially the small neighborhood papers
• school newsletters
• churches
• chamber of commerce sites
• Non-profit groups
• networking groups
• tv commercials
• road signs
• local social sites like  tbo.com
• TNT Events Inc
• Festival Network Online
• Howard Alan Events & American Craft Endeavors
• my blog's vendor opportunities page

The vendor or booth fee can vary from nothing to thousands of dollars depending on the venue and advertising.  In addition to the fee, product or service donations may be requested.  If you need a table, tent, or electricity, you may incur additional costs.  Some fundraising events may ask for a percentage of all your sales.  It is important to remember that you need to spend money to make money.  Just be sure that you can reasonably recoup your costs in product sold or leads gained.

Events should only accept one representative from each direct sales company but will take multiple companies within the same industry.  For example, they would take multiple jewelry vendors but only one representative each from Premier Designs, Cookie Lee, Lia Sophia, Silpada, etc... This would be an important question to ask when registering.

Many events are held annually.  Keep the event information on file and plan to contact the coordinator prior to the event next year.  Some organizations will contact previous vendors and give them the initial opportunity but not all.

My vendor opportunities page is a compilation of the events I find or those that readers send to me.  Please keep me up-to-date on events you are planning or participating in.  Sharing information will provide a variety of vendors at the event, increase advertisement, and support fellow businesses.  The success of all businesses helps the economy and we all know that small business plays a huge role!  You can email me new listings at twicethework@gmail.com or leave a comment on the vendor page.

-Melissa

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Questions for Consideration

Are you or a friend considering direct sales?  When looking for a direct sales company to join, do your homework and ask a lot of questions.  Don't be afraid to compare opportunities, not all companies are created equal.

Or, perhaps you are already in direct sales.  Learning the answers to these important questions could make the difference in growing your team.  Having this information ready when meeting with a prospect will convey professionalism, intelligence, and dependability.  Knowing the value of your company will give you additional faith and enthusiasm for your business.


Questions for Consideration:


Company

• How many years has the company been in business?  Everyone has to start somewhere but experience gives companies the time to work out the kinks, increasing organization, service, and support.
• How many independent distributors or consultants do they have? The amount could indicate a wide-open or over saturated market.
• Are they members of the DSA (Direct Selling Association)?  The DSA holds companies to a high code of ethics and works to protect the individual distributors.

Product

• Will the product appeal to a broad market?
• Is the price point affordable for the majority of the population?
• Ask about the quality and manufacturing of items.
• Are you required to keep inventory?
• What is the return or defect rate?
• Is there a warranty?  Who handles returns?  Are there fees involved?
• Are you able to purchase products at a discount?  How much and how often?
• How often does the company release new products and catalogs?  Rotating product keeps customers coming back but having to change your samples or inventory too often can be expensive.
• Are there customer specials?  These can increase your retail and rekindle a business.  Too many customer discounts can hurt your bottom line since customers may have less incentive to host a party or won't buy without a special.
• Who delivers the product?

Investment

• What is the initial investment to represent the company?  What supplies, services, and products are included? Is the value for what you are getting worth more than the investment?  You need to spend money to make money but it should be realistic!  Beware of "buyers clubs" -very low initial start up and pushing people to get in for the discount.  This isn't good for your business as it can over saturate the market and keep people from wanting to buy at regular price. 
• Ask about additional costs: websites, shipping costs, business supplies, etc...

Earnings

• What is the company's average home party?
• What percentage will you earn off the product you sell?  It usually varies from 15-50%.  Does it change based on sales, experience, or growth within your team?
• Are there minimum sales requirements or quotas? 
• Do you make a commission off people you bring into the business?  How does their commission system work?
• How and when are you paid?  Some companies allow you to keep your earnings immediately, others mail you a check.
• Are there opportunities to earn free product, trips, or other incentives?  Ask about program requirements.  Are they realistic?

Hostess Benefits

• What will a hostess earn when they host a party or show?  Generally you will find a percentage of free product is given.  There may also be host specials, bonuses, or discounted merchandise opportunities.  Hostess benefits are a major incentive for booking a party or show. 
• Who pays for free merchandise- the consultant or the corporation? 
• Is there a minimum sales requirement for the hostess benefits to be afforded?
• Do the benefits change based on the type of party?

Training

• How do you get your business started?
• What kind of training and support will you receive when beginning your business and then further down the road? Local events, conferences, online, DVDs, audio trainings, etc...?

Direct sales companies are a fabulous way to begin an at-home-business.  For many years direct sales had a bad reputation and sometimes family and friends will try to talk you out of joining a company.  Decide what your needs are and establish your goals, then identify whether the company you are looking at will meet those.  Ask questions until you have all the information to make a clear decision. 

The lives of many women and their families have been forever changed by their business, yours can too!

-Melissa

2009 Statistics

While researching for another post I'm working on, I found these new statistics on the DSA website for 2009.  (Click the 2009 link to see the full list of statistics.)


Here are a few of my favorites:

• 16.1 million Americans are in direct sales.
• 82.4% of the sellers are female.
• 32% of sellers are college graduates and 10% have post-graduate degrees.
• Direct Sellers sold an estimated $28.33 billion in 2009.
• 73.3% of the sales took place, face-to-face, in homes.

View the pie chart for types of direct sellers by clicking the 2009 link above.  You can see the percentages of who doesn't do anything, who is just retailing, who is growing businesses, and who just buys.  Very interesting!

Building Your Business During Daily Activities

Making new contacts and word-of-mouth advertising are critical for small businesses.  Meeting someone in person and establishing a relationship is a big step in gaining trust.  Your current daily activities will build your business if you take advantage of the opportunities.

Here is a list of places you may frequent to get you thinking.

• Bank
• Stores, Malls
• Schools
• Jobs
• Doctors, Dentists
• Services- Salons, Spas
• Church, bible study
• Mom's groups, playgroups, story time
• Parks, play grounds, kid play areas
• Restaurants
• Sporting Events
• Libraries

Make a conscious decision to identify people you can begin a conversation with.  To make yourself more comfortable, plan ahead for these opportunities.

• Create a 30 second commercial and decide what you will tell people about your business.
• Brainstorm a list of general questions that you can prepare to ask people you meet.  You can compliment someone, ask a question, or comment on what is going on around you.
• Keep literature pertaining to your business in your bag or car so you have something to offer people.  This could include: fliers, brochures, business cards, samples, catalogs, coupons, etc...
• Plan your errands and activities for when you can spend time talking to people, unrushed, making them a business building opportunity.
• Be a name collector.  Have a notebook and pen handy to gather people's contact information.  This is critical.  People will rarely call you!  Tell them when you plan to follow up with them.

You may see people regularly when attending activities with your kids or frequenting certain places and never mention your business!  Or, sometimes a stranger will approach you first, maybe with a comment or a compliment; you utter a quick response and walk off.  If someone starts a conversation with you, steer it towards your business. 

Talking to people with intention may be outside your comfort zone.  While that can be an issue for me, I have another dilemma.  People confront me regularly acknowledging my twins.  Repetitive questions or really stupid/rude questions are common and frustrating.  I find myself avoiding eye contact just to get in and out of the store without a big commotion.  Sometimes my solution is to make late night quick trips looking less than stellar.  I'm missing out on so many opportunities! 

You may give yourself a number of excuses to pass by opportunities: you are in a hurry, embarrassed about your appearance, in a bad mood, too scared, or your family is with you.  Decide before you leave the house to make at least one new contact that day.  Be prepared with your polished look, a 30 second commercial, prepared questions, and something to give your contact.  You'll feel ready to go and less nervous.  Find someone and start talking!

-Melissa

Continuing Education

During my teaching days, I'd dread inservice days or after school workshops.   Over the weekend I attended an amazing two-day conference organized by the home office of my direct sales company.  They work hard to provide superior training opportunities and it is such a blessing.  I've certainly learned to appreciate educational opportunities much more and the value they offer for me personally and professionally.  Do you take advantage of "continuing education" opportunities?

Why should you?
When I first started my business in 2003 I knew nothing about the industry or what it would take to be successful.  Regardless of what kind of education or experience you have, there is always more to be learned from others.  If you think you know it all than you have the most to learn!

For me trainings:

• Motivate me to be my best, get outside my comfort zone, not give up, and work harder
• Teach me about the quality of my product and how to market it effectively
• Model superior customer service and business etiquette
• Provide organizational tools and strategies
• Show me how to make a difference in the lives of others
• Encourage my faith
• Recognize me for my accomplishments and cheer me on
• Excite me about what I'm doing
• Repurpose and refocus the direction of my business

Amongst my group we use the slogan, "Those Who Train Remain".  Regular updates and rejuvenation are critical to the success and longevity of a business.  You wouldn't take your kids to a pediatrician who hasn't updated his training for 30 years!

Where Do You Find Training Opportunities?
Contact your home office if you are part of a Direct Sales company.  Our home office puts on conferences twice a year- a national event in the summer and regional conferences in the winter.  Check your distributor website for online training videos.   Link up with successful people in your organization to see if they host their own websites.  They may offer local trainings, video trainings, or conference calls.  My area is fortunate to have many leaders who hold monthly local meetings and organize mini conferences in the spring and fall.

If you do not have access to many of these resources, you can self-educate by reading.  I link to books at the bottom of some posts and you can visit my "Book List" page for recommendations.  If you like a particular author, check their website to see if they offer email subscriptions or seminars. 

Join a networking group.  You can learn a lot by talking with successful business owners and most groups host guest speakers.  Other professionals can offer additional information on community resources that can assist you in growing your business.

The internet is teaming with motivational speakers and business gurus who have free email subscriptions and You Tube videos.  Just be sure to find ones recommended by sources you trust.  Be sure the advice you are receiving matches your business ethics and takes your business in the best direction.

How often should you attend?
I've always been told that you should attend at least one event a month.  If you are in a leadership position, helping others to grow a business requires filling yourself up more frequently!


After my experience this weekend, I feel refreshed and lighter.  The burdens of last year are fading and the excitement for the possibilities this year holds is brighter.  Both professionally and personally, I feel replenished. I strongly encourage you to make a commitment to your business to attend regular trainings or seek out a means of "continuing education". 

Wishing many blessings for you, your family, and your business in the New Year!
~Melissa

Including Children In Our Business

Involving our children in our business teaches responsibility, dedication, hard work, and the entreprenerial spirit!   Here are some tasks children can do to help.

• Prepare order forms or catalogs by stamping or applying stickers.
• Organize a mailer by applying labels or stamps and licking envelopes.  Maybe they simply put everything in the mailbox for you!
• Load materials into boxes and carts or bring them to your car to prepare for an event.  They can help unload too!
• Stuff hostess or customer folders.
• File papers.

Older children can:

• Enter information into the computer (customer information, orders, receipts, mileage).
• Run errands to pick up office supplies or go to the post office.
• Make customer service calls to inform of delivery status, check on product satisfaction, or to notify about a sale or special.
• Design and print invitations for parties and events.
• Wash or clean display products or display items.
• Be an assistant at home parties or vendor events.  They can help set up your display, pass out materials, answer questions, and take orders.

Children seem to have a way of really pushing our buttons when we are focused on something else, particularly in a time crunch.  One of the best ways to redirect their behavior is to include them in what we are doing.   Assign them a task as needed or create a regular work schedule. 

Do you have little ones that are sad when you have to work, whether it is at home or out for parties, shows, or appointments?  You can make working a positive learning experience by using a reward system.  Pick a specific goal or prize, like a video game or a trip to the movies.  Use a chart or picture divided into sections to track each time you complete a targeted activity associated with work.  This can be time in your office making calls or each time you hold a home party.  You may want to choose an activity that you have a hard time completing with your children around.  Let the child put a sticker on the chart or color in a section of the picture when you successfully complete the activity.  When the chart or picture is complete, the child gets the reward. 

This system creates accountabilty for you and shows the correlation between work and reward for your child.  It gives small children something to be happy about when your attention is on work and not them.  You could also use this to reward positive behavior if the children are good while you complete a task.  I've heard moms say that their children have asked them when they are going to do more home parties so they can fill in their charts to earn their reward.  With older kids, you could make a chart with money earned towards the goal to create a math lesson!

I found an interesting article by Jean Murray entitled "Hire Your Children to Work in Your Small Business - and Save on Taxes."  Check out her article for more information.  If you decide to pay your children for helping you, there are many additional lessons to be learned about earning a paycheck and responsible saving!

 I'd love to hear how your family is involved in your business so I can add them to the list!

~Melissa

Stats To Impress

There are over 15.1 million people involved in direct selling, 90% of those are women and more than half of those women are under the age of 44.  That means there are a lot of moms out there trying to juggle a business with their family!

• Additional Fast Facts
  • 77% of sellers have been with their company 1+ years
  • 80% of sellers say direct selling meets or exceeds their expectations
  • 85% of sellers report a good, very good or excellent experience with direct selling
  • 74% of US adults have purchased products from a direct seller
  • 15.1 million people in the U.S. are involved in direct selling
  • $29.6 billion in total US sales
  • $114 billion sales worldwide

( facts from http://www.directselling411.com)