2008 December | Direct Sales Marketing & Mentoring- Nancy Sutherland

Dec 30

Never Underestimate the Value of a Customer

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I have always been told to treat my customers like they are “pure gold”. It takes so much more time and effort to attract a new customer than it ever does to maintain one.

How do you maintain good customer relations? (This is particularly valuable when you sell a consumable product that produces reorders)

When you spend time with a customer, listen to her, discover her wants, needs, and personal interests. (I try to record as much as I can right away because I don’t want to forget)

Start developing that relationship from the very beginning. Tell her what to expect from you in customer service. I personally still touch base monthly with all of my customers via phone and/or email.

When you find out that they are going through a rough time, send a card, or if appropriate a small gift, or even a meal.

I send out a birthday card to all of my customers offering to get together with me for some pampering and a special discount. (some have told me that is the only card they got!)
Celebrate their new babies, weddings, and other life changes by acknowledging it with an email , call or card.
Let them know as often as you can how much you appreciate them. After all, you don’t OWN your customers. They make a choice to shop with you. Make sure that they know that!
Although offering a sale from time to time will attract customers, focusing on the relationship more than the discount will keep them. I don’t discount my products very often. So if they are “waiting” for a sale, they are sure to run out unless they stocked a huge quantity of products. ( in that case, why not recruit them?)
At the end of every year, I send out a thank you card to my customers rewarding their loyalty with a discount that is based on their loyalty to me. This will not encourage taking other people’s customers, just showing mine how much I appreciate them. Click here to see the card that I use.

Once you start to understand the value of a customer and show them how much you care, you will begin to have second and even third generation customers and many more referrals than ever before because they will be eager to share you with their friends and coworkers!

Vertical branding tries two paths to move merchandise: company does both retail distribution and direct marketing of products.(SALES): An article from: Los Angeles Business Journal

41boNWD38gL._SL75_ Never Underestimate the Value of a Customer

Sales Promotion and Direct Marketing Law: A Practical Guide

10 big bad ugly mistakes in direct mail.(SALES & MARKETING): An article from: The Business Owner

Diamond Directs : Business Sales Marketing

Technorati Tags: customer relations, customer service, maintaining customers, success principles

Dec 29

Did You Know the Secret Value in Accountability?

As 2008, quickly comes to an end, many of us are evaluating our business and looking for lessons (or excuses) for the outcome. This is also a great time to start planning our new year and how to make it not only better, but reach an audacious goal! There is a secret that many don’t consider in planning- it’s the power of accountability and tracking! It all comes down to repetition. Here is how it works.

Tracking and repetition is the beginning of new thoughts and habits! To create a new habit or replace a negative thought with a new one, you have to repeat, repeat, repeat close together to get a new image! Repetition of tracking and accountability removes the doubt of where production and new growth will come from. You no longer question why you ‘don’t have results’ because either you have results from increased tracking or you understand why you don’t have results once you are ready to write down what you did and there’s not much to write down. Repetition gives you Fair Averages, YOUR Averages
Repetition brings to the conscience mind the reality of today! Today matters more than what we think that we are going to do tomorrow! We are by nature procrastinators. We think we’re doing more, doing better, because we think about working more than we do the activity of work that counts. So, accountability brings us the reality of today,by tracking your efforts and results you can see the reality of today.
Repetition allows us to create better habits. We all have ‘habits’. Are you on time or late? For me, the habit of being accountable with your time is the most important one to start with. Do you practice what you teach? The habit of remaining accountable, On Time and with the right activities creates the right habits. Once you own the skills and habits, you’ll be teaching to others, your new confidence becomes an undeniable magnet. These habits allow you to grow in Leadership on new levels with stability. Show me a leader who doesn’t own these habits, she may rise, but she’ll backslide because she won’t have taken full responsibility of basic habit of the accountability of being on time.
Repetition contributes to your personal integrity. It promotes you as a leader. You will find that you begin to receive the accountability that you want and need from those you lead! Without this accountability from those you lead, you will hit a road block in moving them because they’ll miss results and you won’t have the ability to show them specifically what are good at and what they need to master and improve on. This leaves you without valuable and specific direction that fits into their understanding of what they should be doing to get results. Even though you’ve told them what to do, if they aren’t consistently evaluating themselves and their consistency in the form of accountability, they will not comprehend what they should be doing!
You will begin to see an increase due to repetition! This leading by example will preserve the integrity of your business. When your business is not doing well, in most cases, if you allow yourself to track and evaluate, you will see that your activity is not where it should be. In most cases, repetition will cause the leader to focus on the income producing activities and adjust her schedule to put the prioritize them as the most important things to do! This brings increase

Start making a list of what habits that you are willing to change with your business. If you are already in a leadership position, by growing your leadership, your production of your team will be seen as well!

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Technorati Tags: business coaching, goal setting, leadership growth, personal growth

Dec 28

What Does it Mean to “Dress for Success”?

When you have direct sales business, if you are serious about building a strong team, we need to do a check up from the neck up and back down again! Did you know that you do not make a great team, you find them ! As a team builder it is your job to provide an environment where they can see the abundance and grow personally and professionally on their way to the top! Don’t ever forget that your team is watching what YOU do! Are YOU professional at all times in YOUR business?

When we work from home, it is easy to become comfortable in our casual clothes all the time. Now is an excellent time to pick up some professional looking outfits and accessories while they are on “After Christmas” sale! When you are seeing clients, or potential clients, it may take a few extra minutes to prepare, but looking professional will make such a difference for you! It can increase sales, and even inspire others to emulate you! (This also includes the image that you portray when you are doing a video that is used for training!)

• How is your hair? Has anyone said lately, What a great cut! If not, go to the best stylist you can find and get it done! This is well worth the money spent.

• What is the look of your best business suit? Is it out date? Does it fit? You are making a statement … what is it? I’d rather have one suit that is ‘slammin,’ than a closet full that doesn’t make me feel like a million!

• Shoes and hose … Are they comfortable? Attractive? Good condition?

• Make Up … who is especially good with product in your area? Ask for advice or have a sister consultant do a makeover. Make sure you look your absolute best!!!

• Personal … have you had your teeth cleaned recently? What do your fingernails and toe nails look like? Having a regular manicure and pedicure should be in your budget as a business woman. How is your breath? Do you carry breath mints with you when you go to conventions or seminars?

• What does your ink pen look like? Brief case or folio? Purse?

• What are your business card being carried in? How accessible are they?

• Are your earrings outdated? Cheap? Too big? Other jewelry? Too much, too little? Go for classic! If you are not sure, less is better.

When using social media, your photo is most important. Use a recent photo, and remember to smile. People start to identify with you if you look friendly and approachable!

Take an honest look at yourself and ask the opinion of a ‘classy’ friend who will tell you the truth. Appearance is the first element a person has to judge whether she wants to do business with you. You will get a chance at ‘heart’
later, but first your look will sell or send! Take a close look at yourself and dress for success. Remember, you will never have a second chance to make a first impression!