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Vendor Event Mistakes

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Not all vendor events are good for your business.

Direct Sales vendor events expo fairYesterday I manned a booth for a charity event at a local festival. Across the street from me was a direct sales vendor. I had all afternoon to reflect on the mistakes this consultant made.

I’m not criticizing, but rather pointing out some of the mistakes so that you don’t make them in the future.

Target Market – This was the biggest mistake. The average attendee for this event was younger (some not even 18) and lower income. The visitors to the booths were mainly there for the service information and freebies. There was only one other direct seller there. It just wasn’t the right market for DS.

Weather – It was 90 degrees in the bright sunshine. Vendors were under canopies but it was still sweltering. It was not conducive for soft candle wax.

Set Up -The candle bars that were for sale were on the side of the booth space. The vendors were placed very close together and I saw no others who used the side to display anything, but rather all faced forward. Point being, wax is Scentsy’s biggest seller.  Even if most attendees were there for freebies, someone may have easily spent $5 to get more wax – but it was almost hidden, until you got right on top of the booth. [Read more…] about Vendor Event Mistakes

Scentsy Freebies

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Scentsy specialsDo you think giving away free samples or offering discounts and specials is good for your business?

I agree that in some cases you may want to give potential customers a small sample so they can experience it and want more. I don’t have any problem with that. My concern is for the consultants who lead with freebies, specials and discounts.

Below you will find a segment from Marketing Coach, David Newman on pricing and fees. He is talking about a different field, but it’s very applicable to anyone in sales.  He’s referencing target markets and how some people are Timex people and others are Rolex.  The comments in parentheses are mine as it relates to your Scentsy business.

“Myth: You will lose business if you charge too much. (If you don’t give away freebies or offer personal specials or discounts) [Read more…] about Scentsy Freebies

Are You Customer Focused?

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are you customer focusedYour Call to Action – this means what do you want your audience to do? If you want them to buy, host, or join, you need to invite them to take some action.

The call to action is never about you. If you lead with “I’ve been challenged” or “I only need x-more to promote, earn, etc.” it may work temporarily but you won’t be able to keep going back to that well if they were only buying, hosting or joining to help you.

Your call to action is about your customers, hosts and potential team members.

Are you customer focused?

What’s In It For Me (WIIFM)? That’s what your audience wants to know.

How can you best serve those you want to do business with? How can you make their lives better? Now think about all we have to offer – our products, our host rewards and our business opportunity – what suits their needs? What do they need most from you?

This mindset should be in the forefront of every communication you have about Scentsy.

Direct Sales Compensation

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Scentsy compensationwww.thrivingcandlebusiness.comConcerned that devoting less time to personal sales and more to recruiting could hurt you financially?

The direct sales industry, for the most part, uses a two-tiered compensation plan. You can read more about it here; but essentially it means consultants get paid a commission on their personal sales and if they choose to build a team, they also get paid a leadership bonus on a portion of sales of all other consultants within their downline.

Recently I had a conversation with a direct sales team leader about compensation from personal sales vs. team sales. For maximum payout in direct sales, team building is a must. You must continue to build your own personal business by selling the products, and you must also share the business opportunity with others and continually sponsor new team members.

Optimal payout requires balance.

Personal sales pays a higher commission (up to 30% with Scentsy), and leadership bonuses range from 2-9%. At first blush you can see why one would rather have 30% than 2%.  Not necessarily so, read a portion of my (LA) conversation with the team leader (TL).

TL: Of my whole paycheck, the portion of my personal sales is so much smaller than what I get from the other team members. That stinks.

LA: That’s good. It shows team building. You’re working smarter, not harder, and the importance of balancing personal sales and mentoring others. The portion of my check from my personal sales is also very small compared to the leadership bonus I get from the hundreds of others I’ve brought in over the years – either me personally or sponsorees of others within my downline.

TL: Ya but aren’t you bored just selling the minimum personal sales required? I want to be proud of what I’m bringing in too. [Read more…] about Direct Sales Compensation

Michigan Single Mom’s Business Soars Despite Narcolepsy

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Michigan Single Mom’s Business Soars Despite Severe Health Challenge, Recession

JENISON, MICH.(March 6, 2016) – Finding work in a tough economy is hard enough, but this single mom found success while dealing with an even more daunting problem: Narcolepsy.

“Life takes some interesting twists,” said Laurie Ayers, a mom of two in Jenison, Mich. “I never thought I’d be supporting my family with wax!” She credits working at home and the home fragrance business Scentsy and its wickless candles and scents for saving the day.

This smiling, redhead single mother lives with a-typical narcolepsy, a chronic neurological disorder that affects the part of the brain that regulates sleep and wake cycles. It is characterized by overwhelming drowsiness and difficulty staying awake. There is no cure. Medication and lifestyle changes at best can only manage symptoms – though with little success and strong side effects.

Contrary to stereotypes, narcolepsy is not related to depression, seizure disorders, fainting, lack of sleep or other conditions that cause abnormal sleep patterns. “Lazy, or depressed, that’s exactly what many people think,” Ayers said.

And, despite enduring narcolepsy for most of her life, Ayers worked outside the home with a career with the Federal Government. But as her narcolepsy progressed, she was no longer able to keep her eyes open to work a traditional eight-to-five job. [Read more…] about Michigan Single Mom’s Business Soars Despite Narcolepsy