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Focus on Happiness

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Think of someone you have a relationship with – a friend, lover, coworker, a company. Now consider five things happen with this person or entity that are positive; four things happen that are neutral; and one thing happens that is negative. What is the one we tend to think about when we go to sleep?

I heard the above on a video I was watched of Rick Hanson, Ph.D. giving a TED talk. I haven’t been able to stop thinking about that since.

rick hanson phd happinessFocus on Happiness

We’ve heard the cliché about being half full or half empty. We’ve heard to focus on the positive not the negative. We’ve heard it. Yet does that really happen? I don’t think so, not as a whole. Look at social media if you’re not convinced. It’s full of opinionated complainers.  Certainly there are exceptions, but those who are discontent seem to be shouting the loudest and the most often.

I recently witnessed one direct sales leader posing a question on Facebook, looking for advice how to handle the negative drama she was experiencing on her team page. I then saw that same consultant on a different Facebook page instigating the negative drama! She started the thread complaining. She wasn’t just venting frustrations; she was fueling a mutiny, complete with demanding graphics.

That little interaction made me think about what Rick Hanson said, “… five things happen with this person or entity that are positive; four things happen that are neutral; and one thing happens that is negative. What is the one we tend to think about when we go to sleep?” [Read more…] about Focus on Happiness

How to Approach Realtors

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Marketing to realtors can prove fruitful in your Scentsy business. However if not approached properly your efforts will not produce any favorable results.

So how do you approach realtors?

This is a frequently asked question when it comes to this particular niche.  Another FAQ is What kind of letter do you send? I’ll answer the second question first – as this is a quick and easy answer:  I don’t send letters to realtors.  Working with realtors requires building rapports. Firing off a cold call letter will only cost you time and postage and will mostly likely end up in the trash.

It’s all about building relationships.

If you’re going to try to convince other sales professionals – the realtors, that they can trust their closing gifts to you and scents to make their open houses warm and welcoming, you’re going to need to take some time building that trust.

The ideal situation in working with realtors is to start with a realtor you know. If you don’t know any then ask friends or associates for referrals. Almost everyone knows at least one realtor or knows someone who does. Remember that you are not trying to sell a product. You’re offering a service and you’re solving a problem. [Read more…] about How to Approach Realtors

Is Your Scentsy Business in a Funk?

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Is your direct sales business in a funk?Is Your Scentsy Business in a Funk?

Ever hear a fellow consultant say, “I’m in a funk”?

I think we all get the idea of what that means when we hear it.  Basically that something isn’t quite right; nothing seems to be going well; in a slump, right?

Songwriter Steven Greenburg wrote the popular “Funkytown” when he became bored with Minneapolis and wanted to move to New York.   Some of the lyrics go: Well, I talk about it, Talk about it, Talk about it, Talk about it, Talk about, Talk about Talk about movin…” If you don’t remember that song – ask your parents!

Sound Familiar?

When consultants say they nothing is working, it  reminds me of Funkytown. I have had conversations similar to that below more than a few times over the years:

Downline:   Help! Help! I’m in a funk
Me:   Okay, tell me what you’ve been doing that isn’t working
DL:   I can’t get any parties booked and my sales are really down
Me:   What are you saying to potential hosts?
DL:   “Do you want to have a party for me?”

Then we go into a conversation about how hosts don’t do consultants favors.   The consultant has a fabulous product he or she wants to share and give others the opportunity to earn free items.   Actually the consultant is doing the host a favor. It’s an important change in mindset.

Me:   What else are you doing for your business?
DL:   I’ve talked to everyone I know.
Me: What have you said?
DL:   Everyone is broke.

Notice a pattern of evading my questions?

Me:   Have you called your past customers and hosts recently?
DL:   I sent a text.
Me:   Have you called your past customers and hosts recently? Just let them know what the current specials are and tell them that you’re placing an order and ask if you can them anything.
DL:   Oh.

Then months go by and the same consultant contacts me again:

Downline:   Help! Help! I’m in a funk
Me:   Okay, tell me what you’ve been doing that isn’t working since we last spoke.
DL:   I’ve done everything you said and nothing works.
Me:   Oh my! Everything?   Do you meet your goal of talking to three new people a day and give them a sample and catalog?   Have you called all of your past hosts and customers?   Have you asked everyone you know, including family and friends for referrals?   Not for sales, but for referrals – either someone who likes candles or who may be interested in earning some extra income?

Still Me: Have some you done sample test mailings with your catalogs and samples?   How many business cards have you given out this month?   Have you blogged regularly? How about writing some articles?   Did you read any books on search engine optimization?   Are you contributing to social networking such as Facebook, Twitter, Pinterest, YouTube, Snapchat, Tumblr, Instagram, LinkedIn and others?

Still Me: Have you created or outsourced the design for an external website?   Did you try to get incoming links? Is the text on your replicated website current?   Have you approached businesses about setting up a display? Have you located and participated in any Vendor Events?   Have you attended any of the telecons, webinars or meetings?   Are you planning to go to convention or the regional training?   Do you have a decal or magnet on your car?   Have you approached any organizations about doing a fundraisers?   Have you done any target marketing?   Have you defined your niche?   Have you considered your unique selling proposition? Have you created any videos, slideshows or podcasts?

Yup, Still Me: Do you carry your products and recruiting information with you everywhere you go? Either in your purse or available in the vehicle? Have you offered any contest prizes or donations to anyone?   How many samples have you handed out this month?   How much time a week do you spend on your business? Have you phoned anyone within the last three months for help or accountability?   Have you written down your short and long term goals?   Do you have a vision board? Are you working just your immediate geographic area or are you going nationwide and international in your effort?   Have you reread the manual and listened to all of the available training modules?

Mercy, you’ve done ALL OF THAT, and you’re still in a funk? Eek.  Have you considered that perhaps Direct Sales isn’t for you if you’ve done everything listed above and still can’t get one sale?

Reality Check

Okay, yes perhaps there is a little sarcasm there and no, I would never barrage a downline member like that. Well not all at once anyway! And I’d do it nicely while offering support.

I think you get the point. If your business truly is in a funk, try some of the suggestions above.   You should be able to see some improvement.   Or if you keep saying that “you’re in a funk” but cannot honestly say that you’ve done EVERYTHING, then it’s time to step out of your comfort zone and get out of Funkytown!

Don’t just talk about it, Talk about it, Talk about it, Talk about it, Talk about, Talk about Talk about movin“¦   Instead actually GET Movin!

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Minding Your Business

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mind your own business

Did you ever notice the consultants who spend time and effort worrying about what others are doing, or complaining about them, or spending oodles of time trying to get someone in trouble, are generally the consultants who aren’t working their own business? They’re the ones who struggle to gets sales, bookings or recruits.

If you haven’t noticed that, then take a quick peek in the mirror to make sure you’re not “that person.”

If what another consultant is doing could negatively affect your direct sales business, then we may have a different conversation. Consultants do not have the right to infringe on others’ success.

However, the majority of the time the haters, the complainers, the self-appointed police are meddling about something that does not or will not hurt their business one iota. And when they are not working their business one iota anyway, is it really any business to be hurt?

Head down. Laser focused. Minding your business. That’s the recipe for success.

Changing Business Requires Changing Language

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A paradigm shift is defined as a fundamental change in approach or underlying assumptions. Let me give you few examples.paradigm shift

Wickless vs. Wicked

One of Scentsy’s product offerings are our wickless candles. That means there is no smoke, no wick, no flame and no soot. If you think about a traditional wicked candle, when the candle burns down and there is nothing left, you would not expect the candle to keep scenting your home.  Yet with a wickless candle because only the fragrance oil evaporates and the wax does not, new customers tend to think their wickless candle should scent their area longer.

However if they had a votive candle which burned for 8 hours and then was gone, that’d be expected. Yet a wickless candle warming for 24 hours should still have the same scent as when first melted (in their minds).  However that’s not how wickless candles work. This is a situation that requires a paradigm shift.

Over time, when the wickless concept is no longer new to anyone, there should no longer be the misunderstanding of how long wickless scents last. For now, it’s a matter of patience and education to create the shift.  Some experts suggest it can take ten or more years to complete a paradigm shift.

Host vs. Hostess [Read more…] about Changing Business Requires Changing Language