Direct Sales Marketing & Mentoring- Nancy Sutherland

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The Mary Kay Ash Charitable Foundation has kicked-off this year’s Team Up for Women! Challenge from March 20 through Mary Kay’s birthday – May 12!

Last year, generous donations helped raise more than $165,000.

Please help in continuing to honor Mary Kay Ash’s legacy of enriching women’s lives by helping to eliminate cancers that affect women and to end domestic violence. (these are the only two causes that the Mary Kay Ash Charitable Foundation supports)  For more information on the foundation click here.

You can contribute to this worthy cause two different ways.

• Order your favorite products on my site during the promotional period and 20% of all sales will go to the Team Up For Women Challenge. ( this includes web parties and individual orders) Each order that puts “Team Up” in the comments section will also receive a FREE GIFT from me as a thank you!
• Contribute any dollar amount directly through Pay Pal. Click on the button below to be taken to the secure site to donate.

Technorati Tags: cancers that affect women, charitable foundations, domestic violence, fundraisers, Teamup for women

This video was on MSNBC yesterday and was one of many news stories recently shown as demonstrating the thriving of a “lipstick economy” right now. Many people prejudge themselves as not being the “sales type” or not glamorous to sell cosmetics. (or any variations of the excuses that my customers give me. )

I believe that what is required is-

• Courage to try something that you have never done before

• Willingness to learn something new
• Trust in the Company, Products, and Person who will be training you
• Belief that it is better to try and fail, than fail to try
• Understanding the risks involved. ( in my Company, practically risk free!)
• Knowing that insanity is doing the same thing and expecting different results. Stop the insanity
• A positive outlook
• The ability to persist and take direction
• Hope for a better future and the willingness to be a part of making it happen
• Emotionally, spiritually, and financially healthy
• A desire for personal growth and making a difference in others’ lives
  

Perhaps this is something that you have never considered for yourself. Did you know that 80-90% of the existing consultants in my unit once felt that way too? I recommend that you go to this previous post and take a look at my business. Then if you have any interest in discussing it with me, fill out the Contact me form about and I will give you a no obligation 15 minute strategy session! I’d love to meet you!

Here is something from David McNally from his book “Even Eagles Need a Push”. I find it extremely relevant and hope that you feel the same way!

“The eagle gently coaxed her offspring toward the edge of the nest. Her heart quivered with conflicting emotions as she felt their resistance to her persistent nudging. ‘Why does the thrill of soaring have to begin with the fear of failing?’ she thought. This ageless question was still unanswered for her.

As in the tradition of the species, her nest was located high on the shelf of a sheer rock face. Below there was nothing but air to support the wings of each child. ‘Is it possible that this time it will not work?’ she though. Despite her fears, the eagle knew it was time. Her parental mission was all but complete. There remained one final task-the push.

The eagle drew courage from an innate wisdom. Until her children discovered their wings, there was no purpose for their lives. Until they learned how to soar, they would fail to understand the privilege it was to have been born an eagle. The push was the greatest gift she had to offer. It was her supreme act of love. And so one by one she pushed them, and they flew!”

May you experience the same joy!
(To experience a live eagle cam click here)

Technorati Tags: careerinformation for direct selling companies, consider a direct sales home business, direct sales in the news, requirements for direct sales success

I have been in the same direct sales business for over 23 years, and always strive to be innovative and aware of the current trends in my marketing and mentoring others. Lately, I have noticed a trend that has been troubling me that I would like some input from my readers in other home businesses.

One of the other business owners in my local chapter of BNI says in his 30 second commercial, “when you call my office, I call you back”.  That confirms what I have been observing in the past few years. Many people feel absolutely NO OBLIGATION to return anyone’s telephone calls or emails. This was always considered to me to be a simple issue of good manners to return phone calls. What is the point of a voice mail, if not to give you the opportunity to return a phone call?

A big portion of my income is a result of using the telephone to do follow up.  I need to check in with my customers for reorders, book update appointments, mentor existing beauty consultants, and do team building. I have noticed a huge decline in the percentage of people who return my calls that I already have a business relationship with through the years.  When I am training new consultants, and this happens to them, they take it personal and just “assume” that there is no interest. That is not true most of the time. We need to fing a work around this without become a telephone stalker!

I have done an experiment recently where I did NOT leave a message when I did those phone calls. Since most people now have caller ID, I found that their curiosity caused a higher percentage to return my call. Interesting! When I do talk to them, I ask what is the best way to contact them. Many prefer email, text message, or even twitter and facebook to stay in touch. That is okay, as long as we understand what our clients want.

I don’t understand why a business owner of any type, or size would not promptly return phone calls. Is telephone etiquette no longer in existence?  I know that we, as business owners get lots of solicitation calls. and at times, it is difficult to differenciate between those and potential customers.  In my opinion, the credibility of your business lies in taking the time to either personally return phone calls, or delegate it. It’s that simple.

What do you think? Are you a consumer or a business owner, or both? How do you feel about the telephone. I would really like to know.

Technorati Tags: business etiquette, followup phone calls, home business telephone sales, telephone etiquette in direct sales

Everyone today is looking for a shortcut or a secret- a faster, easier way to success as a direct sales consultant. You can find reports, manuals, audios, all over the internet. The fact that they exist, means there is a big demand to find the answers. I believe that there is only one secret for success no matter what direct selling or MLM company you are part of. Today I’m going to share that with you! SHHHH!

The secret is called “leading by example“. I have seen all too many times where people claim that they don’t have to sell or do anything, just get other people to do it. In my direct sales company that would never work, although some people have tried and failed with that approach.

How can you ever expect others to follow you along a path that you have not already walked upon? Although team building is a lucrative avenue of income in direct sales, you must have a loyal customer base to support the commission structure, or eventually the company will not last. I have NEVER asked my direct sales consultants to do anything that I am not also personally doing in my business, or recently have done it. That is what leading by example is all about.

How did I discover this secret? I promoted myself to the position of Sales Director in my second year in business. In order to accomplish this, you must demonstrate your ability to both sell the product and build a team along the way. That is not enough. You must also learn the ability to lead them to their own path of success.

My first year as a Sales Director, I had a consultant set a goal to do something that I had never done. When she was struggling with that goal, I felt incompetent to help her. As a result, she gave up on this goal. That was a breakthrough for me. I made a decision then, to take her goal and accomplish it, paving the way for others to follow.

That was one of the most difficult things that I have done in my over 23 years in business, but the experience was so worth it. When I reached that goal, I felt confident to lead others in a much better way. I have been doing it ever since.

If you are in direct sales, or considering this type of home business, take a look at the people who will be training you. Are they active in the field? Do they continue to train you for years to come, or only care about getting you started and attending events? This is an important consideration, and a valuable lesson for anyone in leadership. It won’t be a secret for long, though. My hope is that you pass it on!

Technorati Tags: directsales consultant, leading by example, secret to success in direct sales, success in direct sales, team building in direct sales

Once upon a time a very effective leader in direct sales was asked what attribute was needed for success. A very simple there word answer was given- “and then some“.  What exactly does that mean?

To be successful in any business requires more than doing all that is expected of you. It requires going the extra mile. When is the last time that you did something totally unexpected- something that nobody could have predicted? Random acts of kindness happen every day.  Can you imagine the effect if this was duplicated again and again?

In my direct sales company , one of the most esteemed form of recognition is awarded for doing just that. When someone exemplifies the true spirit of giving to others, they can be nominated for what is known as the “Go-Give” Award. This award can only be received when others contact the company and give examples of how the Sales Director has demonstrated this ability to give unselfishly to others.

Maybe it sounds corny or old fashioned to you, but I believe that it is something that we can all aspire to do. In fact, in my unit of independent beauty consultants, I frequently recognize them for doing just that. I attribute the fact that over half of my unit has been with me for one or two decades to them all running their business in that manner. In fact, I decided to spotlight one of them each month and publicly acknowledge them on my blog! You can get to know my Superstar of the month by listening to my interview with her!

When you become a generous person, your giving has no boundaries. It extends beyond your personal life to your business as well. The great benefit of this is that it all comes back to you tenfold. I have experienced this again and again! There is never a traffic jam on the extra mile, so why not go there today? It will get you to your destination faster, and you will find yourself taking many others with you along the way!

Technorati Tags: abundance mentality, Go-giveaward, golden rule thinking, random acts of kindess

This video is meant to be an inspiration for you.  Take a moment today to examine where is your source of strength? Life is filled with ups and downs, but the burdens don’t have to be carried alone.  I believe that people are put in your life for a reason. If this is your first time visiting my blog, please take some time to see how I might be able to encourage you . May you be blessed today! 

“I can do everything through Him who gives me strength.” (Philippians 4:13)

Technorati Tags: direct sales option for difficult times, direct sales success, Inspiration, video

Have you discovered the ability to start over with your home business? Many times I find that consultants are stuck or stop working for health or travel reasons. They just have difficulty getting back up again.  Well when you have your own business in direct sales, you can begin again at any time!

When I started my business over 23 years ago, there was a program called a “Perfect Start” where you hold five parties in your first two weeks in business. I was very excited to complete this goal only to find my business coming to a perfect stop! All of the bookings that I had acquired from those parties had canceled completely! Since I was living in an area where I was fairly new and my family was 300 miles away, I had no idea how I was going to grow my business!

At first I began to panic, wondering what to do next. The training manuals assumed that you would continue to book parties from those original parties. I didn’t see a contingency plan.  So I created one. I started studying all of the material again and again. I practiced using the scripts that were provided. (those of you who know me, I am not a “script” type of person) Since I felt that I had already booked everyone that I possibly knew for those parties and sold a great deal of product to them. I think maybe they were afraid to see me again soon for fear that they would want more!

So I said, okay, I can do one person at a time, easily. I started to select women who’s children were in my circle and ask them to get together to give me their opinion of our products. ( what woman doesn’t like to be asked for her opinion?) Once I comfortably showed her the products and let her try them, of course she wanted to purchase them!  From there, I scheduled a followup appointment where she would share her friends with me in exchange for more products. I STARTED OVER!

Since then, I have started over again and again . Each time, my skills are sharper and my results are even better. What about you? Are you ready to start again? Spring is a perfect time to do it! I often have a spring cleaning sale for my customers to have a reason to get rid of their old makeup that could be toxic. What do you have to get rid of in your spring cleaning? Is your attitude toxic? You have the choice to change that today! What do you think?

Technorati Tags: direct selling success tips, springcleaning, starting over in business

Recently I have discovered that the word “networking” has been used in many different terms, especially with social media in relation to direct sales, or any other online business. According to Webster’s dictionary, “Networking is the informal sharing of information and services among individuals or groups linked by a common interest.”

What exactly is that “common interest”? When using social media and someone becomes a “friend” or “follower”, how do you feel when the first thing that you get is a pitch to “buy my stuff”? Personally, I find it a bit insulting, but given the benefit of the doubt, I have to assume that some just need some training on this tactic. Whether you are networking online or face to face, the message is the same to be effective: build relationships.

Have you ever attended a networking event where you were bombarded with people who just wanted to shake your hand and give you their business card, sometimes without even looking you in the eye? What kind of message does that send you? I have always been taught to pretend that everyone has an invisible sign around his or her neck that says “make me feel important”. That is the first step to beginning any relationship.

Why not start out by asking questions about the other person? Even a shy person likes to talk about him or herself. In doing that, you will often discover some hidden treasures, like a common interest, school, hobby, even television show. That is what starts to make connections. Have a conversation with that person, even a brief one about what it is that you found that you had in common. In person, I always do this BEFORE handing out my card.

This same concept can also be used with social media. For example, on Twitter, you may see a conversation that interests you about your favorite show, hobby, children. When you start by adding to that conversation before you start to follow that person, often they have started following you first. Other social media sites have groups for all kinds of interests. Contribute to the conversation there first, and the connection will be more meaningful.

I belong to a local chapter of BNI International and hold the position of Educational coordinator. One of the reasons that this particular group is effective in growing businesses is the fact that it focuses on building relationships and educating the members on how to find business for one another. Their philosophy is Givers Gain. That is what sets apart someone who is a good networker from a great networker!

Some quick tips on networking:

• Start by learning about the other person. Talk to them, asking questions about their business. (don’t worry, they usually ask you too!)
• If your time is limited for the conversation and you really connect, ask permission to continue the conversation elsewhere. (phone, email, skype, chat, whatever works)
• Find out who their ideal client would be. You may know someone in that situation already that you can recommend. I LOVE initiating a relationship by giving!
• Always ask permission to send emails, whether you met face to face, or online.
• Genuinely care about the person, and what is going on in their life. If you hear that it’s their birthday, or a new baby, show some small kind gesture acknowledging that.
• It’s not about quantity but quality of relationships. I have boxes of business cards that have been given to me that were of no use to me.
• Remember that your integrity is on the line when you refer someone, so get to know the person well enough to make sure that it doesn’t come back to you in a bad way.

Technorati Tags: BNI, direct sales and social media, how to network, network marketing, networking, social media

Are you discouraged today in your direct sales business? Have you been listening to negativity around you and let it effect your attitude? Do you look for others to agree with you about how difficult times are and give validity to your reason why you CAN’T accomplish your goals?

Did you know that the difference between success and failure can be found between your two ears and the company that you keep? I am often asked how I keep going when my emotions get in the way, when I don’t “feel” like it, or when it appears that I am facing impossible odds.  I believe that challenges are put in our lives to grow us in character and faith.

Hebrews 11 says ” ¹Now faith is being sure of what we hope for and certain of what we do not see.” When I am faced with uncertainty in my life and in my business, I look back to all of the other times that God took me through difficult times. The direction that He took me was not always the route that I would have chosen, but the destination was always great!

Having faith, is not enough though. You must add action and focus. I have noticed that the busier I am, the less time that I have to worry. Don’t be afraid of making mistakes, either. Growing up, my father would always tell me- “Don’t just stand there, do something, even if it’s wrong!” Even moving in the wrong direction will get you closer to your goal than standing still!

What it all comes down to in the end is your natural tendency of “fight or flight”.  Do you find a way or make a way- over, under, around or through any obstacles? I can teach you everything else, but you must have persistence to make it in your direct sales business.  Having been through so many challenges in my own 23 years in business gives me the ability to encourage others. Are you focusing on your problems, or looking for solutions?

It does not matter whether you come from a great family, good neighborhood, had the best education, joined the best organizations.  What matters is the choice that you make each day. Will you get up each time that you fall? This quote sums it up quite well-

“Make every day count, make every hour count, make every minute count. And
don’t stop until you have exercised your full potential, realized your
impossible dream and fulfilled your total destiny to become the person
that you and only you are capable of being.”

Mary Kay Ash

Technorati Tags: learning to work around obstacles, perseverence, persistence, working direct sales in difficult times

May you have love that never ends,
lots of money, and lots of friends.
Health be yours, whatever you do,
and may God send many blessings to you!

As you look for your pot of gold at the end of the rainbow today and always remember that the harder you work, the luckier you get!

Take action. Work as if it is all up to you, and pray knowing that it is all up to Him. Don’t tak yourself too seriously. Find joy in each and every day as you count your blessings. Have fun!

Watch out for those tricky leprechans who may try to trip you up! God Bless you- those blessings are chasing you down! (although I am not Irish, to me St. Patricks Day means that Spring is almost here, so it’s a reason to rejoice!)

Technorati Tags: be happy, Good luck, St Patricks Day