Direct Sales Marketing & Mentoring- Nancy Sutherland

Welcome back friend! I hope that you are enjoying my e-newsletter! If you haven't subscribed yet, it's just a click away. I'd love to hear from you!We don't sell, rent, share your information ever. Thanks for stopping by!

It’s finally happened! Last week my goal was to book at least one person, and although I fell short, I accomplished this on Monday! Ever since our home was unpacked to where we could go out each day, we have been doing that. It was pretty easy to find places to go because we needed lots of odds and ends, like curtain rods, draperies, etc. In addition, we attended community events with my grandchildren, joined the local American Legion and Chamber of Commerce. My Company spends a great deal of money producing approved advertising that you can edit with your own name, phone number and web address. So I was able to do that even before my new business cards arrived.

I put these Company Approved ads on bulletin boards all over town to get my name out.  Because this is a small town ( population around 12,000) I began to see some of the same people in other places! So it was great to be able to say hi and introduce myself as a new member of the community. People have been genuinely very friendly and easy to talk to. I started handing out coupons for $10 off and a free pampering session with me, and got the contact numbers of anyone who seemed interested. Then I followed up the same day with an invitation to my Wednesday or Thursday night pampering sessions or Saturday afternoon.  (those are the times that I decided to hold appointments here in my studio) If those times or my location is not convenient to anyone, than I am willing to go to the client, too.

Once a have the appointment booked, I always ask- “who do you know?”  offering to double the coupon if they share their appoinment with a friend. After all, women like to do things with a friend- we don’t even go to the bathroom together, do we? This is only the beginning. I plan to build a whole new addition to my business in this area. Subscribe to my weekly free e-newsletter to follow my progress! (remember, I have only been here a couple weeks now)

Another lesson that became very evident to me in my recent travels to Australia is that each and every single living creature (including people) is totally unique.  We had an opportunity to visit the Great Barrier Reef and do some snorkeling. Not only was the coral so very beautiful, but it took many years for each one to develop yet no two were alike.

We are also in a constant state of learning and developing like that coral. Our lifetime is much shorter than the coral, so we need to make the most of each and every day.  Did you know what is the biggest obstacle that I encounter when I talk to women about starting a business like mine? Most women think that they need to BECOME ME or build a business just like mine.  Think about that.  Since everyone has different skills, talents, abilities, and backgrounds that determine what they need to learn in business, each person is starting from a different place. In addition to that, everyone has different needs that a home business in direct sales can fulfill.

For example, I started my business over 23 years ago because I wanted the ability to work around my family’s schedule, yet still contribute to the household income.  Many other women without a family enjoy the same flexibility to allow them to work another job that they either still enjoy, or cannot afford to leave until they get their business off the ground. It’s my job as a Sales Director to help you determine what your individual needs are and show you how your business can fulfill those needs.

I have women that have been a part of my unit for decades. The reason that they started their business may be totally different from why they stayed.  Honestly, I have never seen two businesses that are completely alike. Some women prefer to work evenings and weekends, while others never have a desire to work those hours. Since there is no quota, you are free to determine where and when you work.  I choose to do about 80% of my business in my home. I have a Beauty Boutique and Education Center right on my property. Other women choose to have another location and go to other people’s homes or offices to do business.

The point that I am trying to make today is for you not to prejudge. Don’t compare yourself to anyone else when making a decision to start or grow your direct sales business. I am still enjoying the freedom and flexibility to put my family first, even though my children are now grown. I have 3 grandchildren living all over the world.  It’s such a joy to still have the ability to be present for anything important in their lives, and just build relationships with them, creating memories along the way.

I am so thankful for everything that my business has provided for me all of these years!  Perhaps it can add value to your life too, but remember, you have your own course to chart. You are the captain of your own ship and it may look very different from mine. Your destination may also be different from mine, but I would love the opportunity to talk to you about how I can help you by sharing my own personal experiences.

Technorati Tags: Australia, direct sales training, GreatBarrier Reef, Travel

This has been an exciting week for Direct Sales! ABC Nightline featured a story on Mary Kay Cosmetics that was viewed by over 6 million!  (I missed it live because I was on a flight to Australia at the time to visit my family!)

At the same time, Mary Kay launched it’s first blog called Reflections!  Reflections is written by Chief Marketing Officer at Mary Kay Corporate, Rhonda Shasteen. Rhonda has been with the Company for over 25 years and worked very closely with Mary Kay Ash herself, so she has so much to share with all of us! You can also follow Rhonda on twitter.

I am really thrilled to be part of such an innovative Company that has managed to stay abreast of the times for over 3 decades, and enriching women’s lives. They are having a contest this weekend to pick a tagline. Of course, the prize is a designer handbag! (I have entered twice.)

Don’t forget to click on the ABC link to watch the news feature. I know that you will enjoy it!

Independent National Sales Director Jan Thetford and Independent Senior Sales Director Courtney Armstrong were featured in a nationally televised story on ABC’s Nightline.(click link to view) The story highlighted the Mary Kay business opportunity, and was broadcast April 8 . Great news for Mary Kay!

Tags: MaryKay blog, Mary Kay on ABC Nightline, PInk ladies in the news

Technorati Tags: Mary Kay Cosmetics blog, Mary Kay Cosmetics on NIghtline

Have you ever had the realization that there is a greater purpose for your life than that which you are currently experiencing?
Mark Semple CCC
www.successfultogethercoaching.com

It’s not that your life is bad right now, nor that you’re unhappy or discontent. It’s more a feeling that you’re not quite fulfilled.

Does this sound familiar?

The truth is that when you open up to the possibilities that are out there, you will never be the same again.

And, the more you learn and experience, the more you want.

You develop a clear image in your mind of the fulfilling life experience that you desire. It energizes you to just think about it. And, you know that it is happening for you.

Being connected to the vision of that which you desire is a crucial step in making your vision your reality.

Until that happens, your current reality is where you exist and operate. In essence, it’s the life you’re currently living.

Although you know it’s not about being focused on where you’re at, it can be interesting to stay in the space of where you want to be, while living your current life.

Especially when time is going by and it doesn’t feel like you are any closer to that which you truly desire.

Unfortunately, too many people decide that things aren’t going to change and they give up on their dreams to merely exist in their current reality.

So, what can you do?

The key is to be in the moment. More specifically, to be in the best possible space in this moment. Your life, business or relationship may not be in the optimal space right now, but you can be.

If you are focused on what is wrong or missing, guess what happens? If you are in the space of what is right and what you have to be grateful for – right now – you are aligning yourself with the right energy.

It is imperative to be clear and focused on what you want and where you want to be. Be careful to experience it as what is unfolding for you, and not a reflection of where you are not.

Remember always that what is meant for you cannot be lost.

As Marianne Williamson says “Go where you’re wanted, go where you belong.” If you are not in alignment with what you are focused on, ie: it’s not really optimal for you, you will either struggle unnecessarily, or you will not feel fulfilled when you achieve it.

Have you ever wanted to have something specific, or be a member of a certain group? Only to find out when you achieved it, that it really wasn’t that big a deal to you?

Being in alignment with that which you truly desire – that which is truly meant for you – is a key to being in the flow of manifesting it.

To stay connected with where your journey is going, feed it. You are receiving input from your current reality and daily life constantly. You know what happens if you are constantly exposed to negativity and that which does not serve you.

The simple act of choosing more optimal inputs will assist you in maintaining your desired space. The more you align yourself with energy that feeds your soul, your passion and your vision, the less negative energy you will absorb, and the more empowered and energized you will feel.

If your vision & dreams seem cloudy or distant, it may be because you are allowing your mind to get cluttered with that which obscures it.

Essentially, this is all about you. Find time to take care of you. To clear your mind and detoxify from the negative energy. To feed yourself that which allows you to see your dream more clearly.

Be mindful of who you interact with on a regular basis. It is said that you will be like the average of the 5 people you hang out with the most. Are you interacting with like-minded, positive, empowered people who see the world & future the way that you do? Or are you around people who are essentially toxic to you?

Makes you think, doesn’t it?

It is empowering also to remember each day that you are choosing. Regardless of where you are currently at, or what is happening in your life, if you are feeling like you are stuck, you are giving your power away. When you come from a space of choosing, you remain in your power and you stay connected with the right energy.

If you are doing all of the above and you still feel that your journey is not unfolding the way you desire, then it may be time to get an outside opinion. Connect with a coach or expert who you feel synergy with and allow them to assist you get clear on your opportunity.

Know always that there is never anything wrong. You simply do the best you can with that which you have at hand. As you learn more and as your awareness expands, you simply make more empowered decisions. It’s called experience, and there is only one way to get it.

No matter what, you simply are where you are right now – in this moment. It’s what is coming next that is the opportunity for change.

Be in the best possible space & energy in this moment, be clear on that which you desire and trust the process. Which includes the timing.

Enjoy your journey.

Mark Semple is a Certified Comprehensive Coach, Founder of Successful Together Coaching and the 2007 International Coach of the Year.
For more of Mark’s perspective on the success journey, visit http://www.successfultogethercoaching.com/

Technorati Tags: business, direct sales, home, partner, success, together, vision

As we begin another month, I am continuing on my series of honoring those loyal women in my unit of Sutherland Superstars. I would like to recognize and congratulate Phyllis DiNicola this month who I have chosen as the “Superstar of the Month”. Behind each Superstar there is a story. Today’s post is about hers.

Some of my readers might remember my story of the first Seminar in Dallas that I attended as a new director, in my second year in business. When Karen Ann set a goal that year to be in the Queen’s Court of Personal Sales and earn a diamond ring that next year, I was so excited for her. However, at that time it was something that I had not yet accomplished myself. When she gave up on her goal half way through the year, I made a decision to make it my goal, even though I had to do over two thirds of the required personal sales the second half of the year.

I couragously announced the goal to my unit of independent beauty consultants, so I was committed. After all, they were watching me, so failure was not an option. That was the year that I believe I really sharpened my skills in the field because I saw more people and developed many new customers in the process. One of those customers was Phyllis.

Phyllis was a hostess for me in June and was so excited about my goal to earn a diamond ring. She kept getting me outside orders as we got closer to the end of the month and our Seminar year. When I suggested to Phyllis that she could do the same thing and earn her own diamond ring, she quickly said, “oh, no, I could never do what you do.” (At the time she was a SAHM with two small children)

Somehow though, I convinced her and in June of 1989, Phyllis became one of my personal team members! I knew that she wanted to earn a diamond ring too, but I had to work with her only one step at a time. She consistently held two parties a week all year as I tracked her progress towards reaching that goal. It wasn’t until the last three months that Phyllis could start to “see herself” on stage being awarded that ring.

That was the year that I first discovered the joy of mentoring another person to success was even better than achieving big goals of your own. Although I was awarded my second diamond ring for the Sales Director’s Court of Personal Sales, I was so much more excited to watch Phyllis walk down those same stairs on stage and be awarded the ring for the Beauty Consultant’s Court of Personal Sales!

The strong network of customers that Phyllis developed that year led her to achieving the Court of Sales many times again! The good customer service that she provided those customers have made them “customers for life”! I am so greatful for having Phyllis in my unit and in my life for all of these years.

To read more about Phyllis and listen to her interview once I complete it, click here.

While you are there, perhaps you can take the time to get to know some of my Superstars from previous months. If you can relate to any of those women, or have dreams that you would like for me to help YOU achieve, fill out the contact form above !

Technorati Tags: insiderscoop, Superstar of the Month

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

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

The story I am about to share applies not only to those in direct sales, but anyone who is in business.
When we built our home 20 years ago, we had a choice of one garage door or two. For some insane reason, we chose two and I have hated it ever since!

Neither door was wide enough I kept hitting the mirrors while pulling into the garage!  After constant complaining and the cost of repairing no less than five side view mirrors on numerous vehicles, my husband decided that it was time to replace those doors with what I wanted all along- one large garage door!

My husband contacted XYZ Company who sent out an incompetent person to measure, gave us a quote of a very low price and told us that they could do it in one day.

So my husband began to remove the previous doors and knock out the center post to prepare for the new door.  He then called them and said that we were ready.

He called again, and again. When they finally called us back 4 days later, they said that the size was not a standard size and we would have to wait 6 weeks for them to order a new one and the price would be significantly more. That was unacceptable!

We then started calling every garage door company that we could find locally since our garage now looked like a barn and it was winter. I lost track of how many different companies never even returned our call. Isn’t everyone saying that there is a recession? Don’t these small businesses need the job?

Finally my husband found a company in the next county who was willing to come out the next day and install it at the price that he quoted. Not only that, we had some difficulty with the electric door, so he made another trip later to make sure that it was working properly.

What is the number one mistake that is very obvious in this story? (besides the importance of integrity and honoring a price quote whenever possible) I believe one of the biggest mistakes that business owners make is lack of FOLLOW UP!

Why do people fail to follow up? I believe that fear must have a part in it.  What could you possibly be afraid of? If you already don’t have the job, the booking, the business, how much worse can it be by following up? I can’t even begin to speculate why all the other companies never even returned our phone calls, but I hold that as a high standard that I believe anyone in business should strive to do- return all calls promptly!

Frequently I don’t get a “yes” or a “no” on the first call to a prospective client. I get a reason (or objection) why now is not a good time. This is where follow up comes into play.  I ask them when would be a good time to check back with them. (tomorrow, next week, next month, whatever) Then I do it! Sometimes I will get a series of excuses each time. At that point I will make it easy for them, if I perceive the person as being weak and unable to tell me no. I say “Suzie, are we having a hard time connecting, or are you just not interested?” Most of the time, they will say, “yes, I am still interested”.

But many consultants prejudge that the potential client is not interested and just stop calling. The difference between followup and forgetting about them is SUCCESS vs. FAILURE.  It’s okay to fail, but in this case, it’s avoidable.

Are you losing business for lack of followup? Or do you just lose business for lack of organization? Either way, if you find a way to reconnect with those potential clients, I can promise you an increase in sales and recruiting! Try it! Let me hear your success stories!

Technorati Tags: direct sales consultants mistakes, direct sales consultants success tips, howto avoid mistakes in business, the importance of followup

Here is another behind the scenes look at my Direct Sales Business? In the second of my podcast series featuring an interview with one of the independent beauty consultants in my unit each month. The “Sutherland Superstar of the Month” for March is Alexis Campbell.

I’d like to share a bit about Alexis with you. She was recruited in 1987 by a personal team member who is no longer in either of our lives. So Alexis was part of my qualifying unit, which means that she was with me before I became a director! This is not unusual, since over half of my unit have been with me for a decade or more.

In my business, the relationships that are developed are for life, either as a customer, or a consultant. Some become both at different stages of their life. I believe that even if someone is with us for a season of their life, they leave with more than they started- more confident, more positive, and of course looking better!

When Alexis  started her business, she didn’t have any children yet.  She was married, and was ready to start a family. Shortly after she started her business, she found out that she was pregnant, and needed bedrest.  In those early years, we saw each other frequently at local events, but even though she only lives a few miles from me, we haven’t been together in a while face to face. So it was great to catch up with her on the podcast!  Now her children are grown and she is also looking forward to transitioning her lifestyle again.

I hope that you enjoy getting to know Alexis  through this interview podcast. She will give you some insight into why women choose a career in direct sales, and why they enjoy being part of my unit for so many years. Learn how she built a business that has taken her through different life stages for more than two decades!

To listen to the podcast and learn more about Alexis, click here

Technorati Tags: podcasts, Recognition, Sutherland Superstars, Unit members

How often do you hear the word no each day? Have you ever taken a minute to think about that? If you are in direct sales, or any other business you should be hearing it frequently!  If you are not, then you are not reaching your full potential. I had two recent experiences that caused me to take a look at this concept.

My husband and I spent 4 days watching our two granddaughters. (ages 21 months and 4 1/2) It was the first time that we had to be in a position to discipline them, so they were shocked at first. When I realized how many times that we were saying the word “no” to them, it occurred to me that it must have a different meaning to them! To a child, “no” means “let’s negotiate so that I can get what I want”. Have you ever noticed that? They don’t get upset hearing that word at all, do they?

To reinforce my new discovery, I was listening to my friend Melody Campbell’s Blog Talk Radio show last week and she had two awesome guests, Richard Fenton & Andrea Waltz the authors of the book, Go for No.

The concept that they presented from their book is simple- each no gets you closer to getting you what you want! How could such such a small word, get in the way of so many people’s success? I believe that FEAR is the reason that is preventing many of us from positioning ourselves to hear that two letter word!

When I train my consultants, I give them a deck of cards to visualize the power of persistence.  Using the deck of cards as a visualization, I ask them to think of a face card as a “yes” and a number card as a “no”.  No matter what your skill or ability, there are the same number in each of our decks. It can work both ways. Sometimes, you may start off with several face cards in the row, building your confidence, only to be followed by a series of number cards. THIS IS WHERE MANY STOP. If you keep going, there are more face cards in that deck!  Or you could start off with a series of number cards and let discouragement from allowing you to ever experience the thrill of the face cards BECAUSE YOU QUIT.

This new change in focus has caused me to set a new goal this month to “go for no”!  I am working towards getting 50 nos, not letting a YES stop me from completing this goal.  After all, has a no ever hurt anyone, seriously? Think about it, when somebody says no, they aren’t saying no to you, just telling you that they either need more information, or THINK that they don’t have a need for your goods or services.  What do you think? Will you be joining me in setting a goal like this for the month? I would love to see your commitment as a comment! You can do it!

Technorati Tags: direct selling success tips, fear in direct sales, fear of rejection, gofor no, Melody Campbell, persistance