Direct Sales Marketing & Mentoring- Nancy Sutherland

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Find Your Way to Beautiful

People will buy from someone that they know, like and trust. Are you that person? Consider the relationships that you develop with your customers. Are you taking the time to listen to them and consider their needs? What about their family and personal life? Keeping track of those special days such as birthdays and anniversaries will go a long way in making your customers feel important when you take the time to send them a special greeting.  They really don’t care how much you know until they know how much you care about them.

Many of my regular readers have sent me messages asking what has happened to me? Why was I not posting to my blog on a regular basis anymore? There are times when “life” just gets in the way. This has been one of those times.  My husband Alex and I put our home on the market about 9 months ago in an effort to downsize.  Our children are grown and being part of our grandchildren’s lives became a more important priority than a 3000 square foot home.

When we first put the home on the market, we began the process of “staging”.( For anyone who doesn’t know what this is, it is a basic de-cluttering and undecorating to make your home more appealing to the potential buyer) That led to a series of home repairs, painting, and just going through the entire home and start to decide what will go and what will stay. That sounds easier than it is, I might add. We built the home in 1988, raised a family there, and it seems like we never threw away anything. There was plenty of storage, with a complete floored walk up attic that we eventually filled.

As summer turned to fall, and we continued to drop the price of our home, we felt as though there couldn’t be anyone within 50 miles of our property who had not gone through at least once for a “showing”. Each time, we would leave our home for 1-2 hours and go somewhere wondering if this was the one.  Amazingly, I still managed to work my direct sales business, but nowhere near my normal level.

So we had to decide if we were to “wait it out” until next spring or be couragous and move now before winter hits, and attempt to capture the peak holiday season in a new part of the country.  We chose the latter.

The first weekend in October, all of our adult children assembled in the home to go through their things and decide what to take and what to leave behind. Then the move began. I thought this would be an excellent time to journal how I took my business from one location and start to grow it in another area. Today is the beginning of that journey…

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

STOP! Take a look around you. If you keep doing what your doing, you will keep getting the same results.  How many people keep expecting different results without changing anything.  When times are difficult, it does not mean that success is impossible!  Many very successful people have not only grew their business in tough economic times, but experienced incredible growth by just having the ability to ADAPT.

What does that mean? It’s the ability to think outside the box. Are you willing to try new things? Have you considered trying many different things at the same time and then evaluating the results?  Don’t allow yourself to be “stuck”.  Discover the newest marketing trends.  Are you using social media and learning how if you are not?  Have you become a master networker both online and offline?

Watch this video and keep it as a visual. You can change your future! Don’t lose hope!

Technorati Tags: adaptability in direct sales, directsales business growth in tough times, get unstuck, learn new marketing strategies

A newly released book entitled “The Customer Rules: The 14 Indisepensable, Irrefutable and Indisputable Qualities of the Greatest Service Companies in the World.”

The Great news is that in this book, Mary Kay Inc. is among 14 companies that excel in customer service! To quote the authors, C. Brigg Beemer and Robert L. Shook,” the owners who are able to make a successful transition from small to large are those who emphasize to their employees the the customer is the reason for the company’s excellence. These entrenpreneurs have learned that taking exceptional care of the customer generates repeat orders ( remember this is a consumable product.) Dedication to serving customers can become deeply ingrained in their company’s culture, spreading into the consciousness and working habits of its employees.”

Other fine companies recognized for customer service in this book  include Johnson & Johnson, Four Seasons, and Lexus. There are also many quotes from Mary Kay’s Chief Marketing Officer, Rhonda Shasteen!

This is something to be proud of! I am sure that is the model that other direct sales companies will be following to include our unique “Golden Rule” culture that you don’t see anywhere else!

You can click on the book link and it will take you right to the page to order it on Amazon or you can also click here.

Technorati Tags: customer focused, customer service, direct sales succes books, goldern rule philosophy

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!

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

Keeping your FOCUS to just a few simple aspects of your direct sales business is one of the most powerful strategies you can use. It’s amazing the more people do not do it. I find many women get overwhelmed with the amount of marketing tips and find themselves paralyzed. Remember, a confused mind does nothing.

The year that I set my goal to be Queen of Personal Sales in my Direct Sales Company, I knew that in order to maintain focus for an entire year I had to keep it simple. This is what I learned. For me, it has always been better to keep my focus on just a few things. When I have too many things to focus on, it is more difficult for me to maintain that level of focus over an extended period of time. Since this goal was a year long one, I knew that keeping it simple was absolutely necessary

These are the Top 5 Areas to focus on for Maximum Sales

1. One a Day- My focus was on being face to face with at least one person every day, showing the product. Some days it would be as many as 10 people, other days, only one. That consistency helped create the momentum. This allowed me to reach my sales goal of $500 per day all year.
2. Build Your Customer Base Wide and Deep- It is so rewarding to work with customers who are actually excited about the product and wanting to use more and more of it. The second thing to focus on is broadening the usage of your customers. This can be accomplished by scheduling regular updates with your customers to show them the new products.
3. Look for New Customers within Your Chosen Niche or Demographics- For example,I focused on finding new customers in the 25-35 year age range. That year my biggest growth in my customer base was from those women. I did this by encouraging mother/daughter appointments with existing customers and handing out web coupons. We handed out over 1,000 web coupons that year. Our goal was 10 a day, 5 days a week. Having the discipline to do this really built our customer base
4. Provide Excellent Customer Service Creating Loyalty to You- When a consultant decides to leave her business I always ask permission to take care of her customers.(This rarely happens in my unit because I train them how to build a reorder business and most stay with me for decades!) I have a passion to serve every customer the way by “making them feel important”. Even customers who previously “died of neglect”, I sometimes have been able to revive and that too is exciting!! I was taught to lead by example and by doing this I got my unit’s attention (and also some of my customers who became consultants!)
5. “Hitch Your Wagon to a Star” The power of a coach or a Mastermind group will make all the difference! Although we can learn something from anyone in this business, when reaching for a big goal, it is important to follow only those who have gone before you. When I was reaching for this goal that very few in my Company had reached, I found someone who had already done it, to become my Power Partner, and strategize on a daily basis. We both accomplished more than ever before because of the growth that our brainstorming accomplished!

In addition to my own retail business and the leadership position that I hold within my Company, I also do mentoring. If you are interested in taking your business to the next level, be sure to subscribe to my e-newsletter above. My subscribers are the first to be notified of any of my FREE WEBINARS. I have a really exciting one coming up soon with my Power Partner, Jacque Schumacher who has also achieved Queen of Personal Sales multiple times in my Company! You don’t want to miss this! What do you think? K.I.S.S. (Keep It Simple Sweetie)

Technorati Tags: direct selling tips, focus and prioritize, increase sales, mastermind, power partner, time management

Get rich quick schemes never work for those who are promoting their Direct Sales product or service. Perhaps for the short term, but building a lasting business requires more effort. For me, it has been more of a get rich slow process. Before you leave without reading the rest of this post, I am going to share WHY it’s worth the time invested in working smart, not hard in your home business.

Why do you suppose people purchase get rich schemes? I believe that this is because most people have a dream. Many people today live mundane suburban lives and desire to have wealth. Promoters of get rich quick schemes target the emotions and the lifestyle of hope for living a better life. They capitalize on promoting a wealthy lifestyle. There scheme is the bait in which they use to attract an unsuspecting buyer or consumer.

From an entrepreneurial perspective, I would emphasize getting rich slowly. How do you achieve this desired result? Learn how to work smart. The advertising industry markets to consumers for the sole purpose of selling their product or service to the consumer. Get rich quick scheme promoters are selling a lifestyle.

By innovating social media into your direct sales business, you are creating a landscape of influence with conversations that can start locally, but have a global impact! As a direct sales home business owner, you have to become your own marketing director, PR consultant, customer service and everything else. How do you effectively manage all these jobs while at the same time working a fulltime job and raising a family?

Start by listening to what is out there in your chosen field. Learn to engage in conversations in forums and blogs. That will open the door to beginning new relationships that can lead to new business- all from the convenience of your home! I have found that twitter is a very effective tool for business because it forces you to share your information in bite size nuggets (140 characters or less)

The relationships that you are building online can do even more that what you can accomplish offline. The time that you are investing can be time that is not productive for you offline. (When the children are in bed or during the day at work)

This is how you can connect with and learn from other like-minded entrepreneurs. It can provide you with education, motivation, and even business coaching! This is only one way of working smart in your direct sales business. Watch me by subscribing to this direct sales blog or follow me on twitter. I have some exciting podcasts and shows coming up that will teach you even more about capitalizing on this busy time of year to make more money in direct sales!

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Technorati Tags: direct sales blog, social media

Direct Sales Women and WAHMs: Have you discovered the most powerful tool to build your direct sales business online? Using social media is a relatively new and well kept secret to success for your home business! Maybe you did not realize that it was even possible because your direct sales company handles the online portion of your business. Many direct sales companies have restrictions on using their trademark name in any way online. Without violating that regulation, is there a reason to spend time online creating an online presence for yourself? That really depends on where you are in your business.

If you are working a direct sales business part time while you work another job, the answer would be no. Your limited time and resources can be best spent offline developing and servicing new customers. However, if your direct sales business is a fulltime career choice that you have made for life it may be a good thing to develop an online presence..

Before you go out and start placing ads and spending money on that, I caution you that it is not the most effective use of your time or resources. Not only can placing ads be a waste of money for you but many of them can be non-compliant with your company. So how do you use the internet to grow your direct sales business while adhering to legal guidelines?

People like to do business with those who they know, like and trust. Although some companies place restrictions on sales and recruiting to within your home country, the world wide web is global, making your reach go out far and wide!

Initially your goal is to simply make new relationships and develop existing ones into better clients and team members by using the internet.

I have found that today’s women are attracted to those who make themselves transparent and authentic. Using tools like Facebook, Twitter, and Myspace give you the ability to do that if you choose. Take advantage of those sites, but be careful. Place a recent photo on your profile. Take the time to do a brief bio, not just about your business , but about you. In my unit, the consultants stay with the same company for decades, but that is not the case for all direct sales home businesses. If you spend your time online branding yourself and developing relationships, you carry that with you to any endeavor.

Think outside the box. Look for new marketing opportunities in unlikely places. For example, if you develop a relationship with someone in a non competitive home business, you may want to consider doing collaboration with them to build both businesses, sharing your contacts.

Starting your own direct sales blog doesn’t have to be intimidating! You will find that you are creating a strong online presence by doing this, but I recommend starting with something that you have control of the readers initially. (by invitation to existing friends and clients)

Maybe you have no experience with journalism. You can develop your writing skills with your own direct sales blog. A direct sales blog is a creative and effective way to promote yourself as an expert within your niche. You can use your blog to attract new customers, keep current customers informed about your upcoming events and seminars that they may want to attend.

People want to buy from people they know. A blog for your direct sales business is one way to build credibility and connect with readers in a way that simply advertising cannot do!

Do’s and Don’ts

• Write about yourself, your business, your family and SHARE information about what you offer. Through casual writing you can share what you have learned and what is happening with your company. You can post news releases on niche related items of interest.. Learn to write with the customer and reader in mind.

• Offer information. Offer advice. Ask for feedback. Find a problem or need and help to create a solution. Encourage readers to post comments. This is how you grow relationships. Think of a blog as a conversation online.

• Pay attention to your online professional image so people will seek you out to help solve their problems.

• Don’t violate your company legal guidelines. If you have internet advertising restrictions for your direct sales company, adhere to it.

• Don’t jump into using social media with a constant or frequent pitch for your products or services. This will not help you attract your potential clients at all. Self promotion is not attractive to most of us. Don’t think of the internet as a place to advertise, but think of it as a way to display your expertise, your humor, and show who you are as a person. Not everyone will like you, but if you allow yourself to be authentic, your potential customers will connect with you and want more of what you have to offer!

• Remember the Golden rule. Not only is it a good business practice, but a way of life. Pass it on!

“If you make giving a way of life, you will find that you will be happier than you could have ever believed or imagines. Doing things for others fills you with a warmth you can never get in any other way.”- MKA

Technorati Tags: direct sales blog, social media, web 2.0

In honor of upcoming Veterans Day, this is a guest post by my husband Alex Sutherland. Alex is a retired U S Army officer who works full time with me in my business. His insight combines what he has learned in the military with what we do in my direct sales business. Read Alex’s guest post this week on EMail Our Military’s Blog!

DISCOVER THE 80/20 RULE:

What is the 80/20 rule? Fully eighty percent of your success as a WAHM will be determined by your attitude and only twenty percent by your aptitude. Some people feel that attitude is ninety percent of success in all human endeavors involving other people. People will always follow leaders who exemplify this practice. DEVELOP A POSITIVE ATTITUDE: A positive mental attitude, or a constructive and optimistic way of looking at yourself and your work, goes hand in hand with sales success in every field and in every market. The development of this unshakable attitude of cheerfulness and enthusiasm is your springboard to greatness as a salesperson, no matter what is going on around you. Never share your personal problems with your subordinates. Do people feel motivated after speaking with you; or do they feel drained listening to all your problems? LEARN YOUR PRODUCT WELL: The twenty percent of sales effectiveness that comes from product knowledge and professional selling skills is terribly important as well. It is only when you are thoroughly knowledgeable about what you are selling and thoroughly skillful in your ability to present it effectively that you develop the calmness and confidence upon which a positive mental attitude depends. Write down key points and practice a few times to polish your presentation. UPGRADE THE QUALITY OF YOUR THINKING: The quality of your thinking determines the quality of your life. Be a victor not a victim. If you improve the quality of your thinking, in any area, you improve the quality of your life in that area. By using your mind, your ability to think, you become a creator of circumstances rather than a creature of circumstances. In other words, when life hands you lemons, make lemonade. You move from being powerless to being powerful. You determine everything that happens to you by the way you think about it, in advance. You may not be what you think you are, but what you think, you are! CHANGE YOUR INNER ATTITUDES OF MIND: The most rapid and positive changes in your personality and your sales results come about when you change your thinking about yourself and your possibilities. When you reprogram your sub-conscious mind so you feel a sense of unshakable optimism and self-confidence, every part of your life begins improving immediately. As William James of Harvard wrote in 1905, “The greatest revolution of my generation is the discovery that individuals, by changing their inner attitudes of mind, can change the outer aspects of their lives.” EXPECT THE BEST:

Be on time, organized and well dressed/groomed. Remember first impressions are indeed lasting ones. Have you ever noticed how different you are treated when you dress sharply? People do notice and are always more receptive when you smile. The very best salespeople have an attitude of calm, confident, positive self-expectation. They feel good about themselves and they have absolute faith that everything they are doing is contributing toward their inevitable success. They are cool, relaxed, happy and cheerful about their lives and their careers. They know, deep in their hearts, that they are good at what they do, and their customers know it as well. Often, their customers decide to buy from them even before they’ve made a sales presentation or described their product or service. They are the champions, or superstars, of selling everywhere, and you can be one of them by developing the same attitudes and attributes that they have.

ACTION DRILLS: Here are two things you can do immediately to put these ideas into action: First, resolve today to develop and cultivate an attitude of calm, confident, positive expectations towards yourself, your customers and your career. Expect the best! Put up goals and positive affirmations where you will see them first thing in the morning. Second, take complete control of your thinking and concentrate on the solution rather than the problem. Look for the good in every situation. Be positive and cheerful, no matter what happens. Remember, in the end your attitude will be instrumental in a positive outcome to any endeavor.

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Technorati Tags: personal development, positive attitude, positive thinking, self esteem