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Experienced Sponsors

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If you’re looking to join a direct sales company it’s a good idea to interview more than one sponsor before deciding with whom to sign.   There are many factors to consider.   I’ve heard some interesting comments with regard to signing with a seasoned consultant.

While I fully agree that you need to mesh with whomever you agree to have as a sponsor, I’m still somewhat baffled why someone would choose to go with a new consultant versus a veteran one.

I’ve heard the argument “how can new people ever build a team if people don’t sign with them because they’re new?” I get that if your warm market wants to come along on your new journey with you you can all learn the business together from your upline.  Your warm market (friends, family, acquaintances) will support you and won’t expect you to know the answers.

But why would a new person want to start actively recruiting others before she herself has had an opportunity to learn the business?   And more importantly why would a potential recruit who is interested in starting a direct sales business want to have a sponsor who is also new?

Consider a hair stylist.   Would you want to have your locks cut and colored by someone fresh out of beauty school or someone who has been working on hair for years?   What about a doctor?   Do you want an experienced doctor or a med student?     Do you want your student getting the bulk of his/her education from a student teacher or from a teacher with tenure?

I contend that new direct sales consultants should focus initially on sales and on learning the ins and outs of the business. Be selfish and soak up everything there is to know about the compensation plan, the policies and procedures and become an expert on your product line.   Then the recruits come as a result of your working your own business and then you’ll be well positioned to build a strong team.

When you are new and share your new business with others, it is true that sometimes others will flock to you and “want in”.   By all means if recruits come to you, sign them, just be sure to disclose that you are also new and still learning the ropes.   Don’t mislead people with your experience.

I actually had someone tell me that they would not sign with a Director because “she’ll be very demanding and expect you to report in your progress and attend meetings and, and, and”…   Well that is certainly a misnomer.   I mean some Directors might roll that way; but surely not all.   And if that style isn’t your cup of tea, that’s an area that could be discussed while you’re interviewing potential sponsors.  But I definitely would not intentionally stay away from signing with a Director simply because you envision boot camp and a drill sergeant.

Lastly, if a newer consultant promises you the world if you sign with him/her, consider the offer carefully.  If he/she offers you freebies such as a website, more product than comes in the starter kit or exclusive coaching, a red flag should go up.  Any direct sales company should have a complete starter kit. If you truly think that you’re going to need extras right away, more so than what is included in your company kit, then perhaps it’s not the right opportunity for you.

Also, if your starter kit does appear to have everything you need to get started, why is the new consultant giving away his/her profit and time to leer you onto her team?  Does this person appear desperate?   Or lack sound business practices?  Will you also be expected to give away freebies that come out of your own pocket to recruit people?

Lastly, if it appears that the new consultant you are considering joining with has some unique skill set that he will teach you, also look at the knowledge, skills and experience with that direct sales company.   Someone can be a whiz at closing the deal or at Internet marketing, but if she doesn’t quite yet grasp the compensation or policies of the company, how beneficial really is the offer of the less experienced consultant?

Now before all the new consultants spam me with nastygrams about how I was once new too, yada yada yada, please don’t miss my main points which are:

1.       If you are a new consultant, please learn your own business well before actively recruiting others, whom you are responsible to train and mentor and
2.       If you are considering a direct sales opportunity and are serious about running your business like a business, then wouldn’t you want to learn from the person who has the greatest knowledge, skills and abilities with that particular company and industry?

Do your due diligence with both which company and which sponsor and you’ll be off to an exciting career in direct sales.

About the Author:   Laurie Ayers is a WAHM from Michigan and a Superstar Director with Scentsy Wickless Candles.   She enjoys helping others start and maintain a candle business.   You can find Laurie at https://la.Scentsy.us or https://www.ThrivingCandleBusiness.com

Is Your Business Stuck in Traffic?

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As I drove down to Notre Dame recently, I encountered four different construction zones.   Though being that a majority of my trip entailed travel through Michigan, and Michigan is known for our two seasons of driving: “snow” and “construction”, I shouldn’t have been surprised.

Needless to say, I had a plethora of time to think about various areas of interest.   Among the many topics of thought that graced my mind, one in particular correlated to what we do with our down time; specifically down time within our businesses.

We all have things that we should do, but there aren’t always tasks that we have to do. Those required responsibilities are easy.   We have to do them; so we do.   But when your engine is idling, or creeping at a whopping 9 mph, do you utilize the time wisely?

Illustratively, every business has seasons.   In some direct sales businesses, the fall traditionally ramps up for the busy season. If your product line would make excellent gifts, then October and November should be peak sales.   But what happens at the tail end of December when Christmas cut-off has come and gone?   Furthermore, what will you do in January when consumers are financially strapped?   Or perhaps your slow time is during the summer.   Whenever your slow season, make wise choices for how you use your time.

If you find yourself with some down time and your business is stuck in traffic, you have three detours you can take:

Route A.   Get irritated because you’re stuck just sitting.   No matter how many times you honk the horn or shout naughty words at the driver in front of you, you’re not moving forward. Perhaps you’ll just quit driving from now on; you don’t need the headaches!

Route B. Do your own thing. Maybe you can go around on the shoulder.   Or maybe all those people in front of you in line aren’t as innovative as you. Perhaps you can take a short cut and jump to the front sooner. Why bother with rules, you can outsmart them.

Route C.   Enjoy the slower pace; after all, you’re not very self-disciplined to just be still. Realize that the slow down is beyond your span of control and use the time to brainstorm or dream big.   Or give yourself permission to just check out from thinking for a while and let your mind wander. (Just be sure to multi-task and keep your eyes on the road).

Odds are you’ve taken at least two of these detours before.   Route A serves no useful purpose except to increase your blood pressure.   Route B on rare occasions may prove fruitful.   Yet generally only serves to put you further behind. Route C seems to be the best route to take. Wouldn’t you agree?

So the next time you aren’t getting the results you’d like with your business, don’t just get mad and quit (don’t even utter the words “This is crap, I quit!”). Also don’t try to re-invent the wheel. Take a fresh look at your corporate training material and start with the basics. What are the leaders in your company doing?   Instead, take Route C – and just accept that you have some down time for a reason and make the best of it.   Embrace the time to recharge, renew and refresh.

Once you make it out of the construction zone, you’ll be a better “driver” for it.

About the Author:   Laurie Ayers is a WAHM from Michigan and a Superstar Director with Scentsy Wickless Candles.   She enjoys helping others start and maintain a candle business.   You can find Laurie at https://la.Scentsy.us or https://www.ThrivingCandleBusiness.com

Mind Your Own Business

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Remember as kids we could say things like “Mind you own beeswax!” or “Don’t be a Buttinski!” While such comments may not bode well for you as an independent consultant, the advice is sound.

A dear friend once told me to spend 90% of my time minding my own business and 10% of the time keeping others out of my business.   That is some of the best entrepreneurial advice I ever received (it’s relevant to non-work related life too).

Specifically I’m referring to independent consultants of the same company – any company, it happens industry-wide – spending waaaaaaaay too much time worrying about what other consultants are doing. If they spent a fraction of the time tending to their own business they wouldn’t have time to get their panties in a wad over what other consultants are up to.

I fully embrace that if you are made aware of someone who is participating in a bona fide compliance infraction and it can hurt your own business or the company as a whole, then you should make the powers-that-be aware of the situation.   This type of issue is not what I am referring to.

But rather I am talking about the tattletalers.   Again, no matter what company you represent I’m sure you see this on some scale.   A prime example of this time consuming whining is eBay sales.   As far as I know, most direct sales companies prohibit consultants from retailing on eBay.   Yet on any given day you can search a particular direct sales company and find hundreds or thousands of listings of product. That’s a fact.

Yet consultants want to take up time on message forums or complaining to upline and anyone else who will listen that “So and so has listings on eBay!”   Then to consume even more time, these folks also take time to email the seller and attempt covert action of uncovering the consultant’s real identity.   “I wrote the seller and just casually asked if they had any other items available or if they could order more!”

People!   Mind your own business!   Just go sell the wax [or jewelry, or makeup, or kitchen gadgets or lotions and potions or whatever product you sell]. Let your corporate office handle these issues.

“But”¦ but “¦ they’re taking my customers away,” you sadly lament.   No.   No those who purchase from eBay are looking for a bargain.   They buy on eBay so that they don’t have to pay retail or attend a home party or deal with an overly eager consultant.   Those are not your customers.   Besides, the sellers often are losing money after they pay for the cost of goods sold, then eBay and PayPal fees.   So let them continue to lose money.

Instead of worrying about what other consultants are doing, get tunnel vision for your own business and you’ll start to see profits soar.

Remember this mantra:

  1. Sell the [insert your product line here]
  2. Get others to sell the [insert your product line here]
  3. Repeat

Simple, right?   Now go mind your own beeswax and make it a productive day.

About the Author:   Laurie Ayers is a WAHM from Michigan and a Superstar Director with Scentsy Wickless Candles.   She enjoys helping others start and maintain a candle business.   You can find Laurie at https://la.Scentsy.us or https://www.ThrivingCandleBusiness.com

Getting Started in Direct Sales

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So you’ve just started a Direct Sales business. You’re pretty excited, aren’t you? Your mind is going a million miles a minute. You haven’t even received your starter kit yet and you can’t stop talking about your new business.

That’s how many new consultants feel when they first decide to start a new venture. To keep the momentum going, make sure you know the answers to these five basic questions:

1.      When is payday? To include follow-on questions: How do we get paid -Pay Card? Hard Copy Check? How often? Is there a minimum commission I need before they’ll issue a check? It always amazes me the number of people who start a business and don’t know how or when they get paid.
2.      How much do I get paid? Would you ever accept a jobby job without knowing the pay scale? Then don’t start a business without knowing the compensation plan either!
3.     Are there any smart start incentives? Many companies have time-sensitive promotions and incentives.   Don’t let your window of opportunity pass you by.
4.      What are the top policies I need to know? Likely you received a policies and procedures manual. It can be overwhelming. Find out initially what you absolutely must do and also what you must avoid doing.
5.      Who is my upline? If you don’t have the contact information for your sponsor and for your upline manager/director, get it. When you actually need help is not the time to be tracking down your support network. Obtain this information before you need it.

While it’s not brain surgery, there is much to know in Direct Sales.   Rather than overwhelm yourself initially trying to learn it all, or conversely, not attempting to learn any of it – concentrate on these five basic questions.   Once you have these mastered, keep moving forward and keep learning.

Enjoy your new business! (Because if you’re not enjoying it, what’s the point of continuing!)

About the Author:   Laurie Ayers is a WAHM from Michigan and a Superstar Director with Scentsy Wickless Candles.   She enjoys helping others start and maintain a candle business.   You can find Laurie at https://la.Scentsy.us or https://www.ThrivingCandleBusiness.com

Direct Sales is Not For Everyone

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Oh yes I did just say that.   Allow me to repeat: “Direct Sales is not for everyone.”   Personally I’ve been involved in direct sales since 1988 and because of the various platforms available from which to sell (namely internet marketing for me) it is a good fit “¦ for me – but not for everyone.

All too frequently I hear companies and existing consultants tout that “Anyone can do this business!”   Ok, perhaps anyone who has $39.99 or $99.95 on their debit card can sign up for a starter kit, but that does not mean that everyone should.

For example, have you seen the latest teen craze in jean pants – Skinny Jeans? I’ve also heard them called cigarette jeans because they’re so skinny, each leg looks like a slender cigarette.   These jeans can be found in a size double zero all the way up to a size 12 and higher. For those not terribly familiar with women’s sizes, a size 12 is not gi-normous by any means, but it is far from skinny. Many women who would attempt to wear a size 12 and higher skinny jean would look like two pigs fighting under a blanket.   Just because they can wear them, does not mean they should.

Same same with direct sales.   I believe in stretching your perceived limits; I embrace growth and challenges; I get the benefits of getting out of your comfort zone; yet I don’t support trying to squeeze a square peg into a round hole.

Below are some considerations to truthfully ponder before starting a direct sales business.   I know that for every example I cite there are indeed success stories of those who have overcome these challenges and have become financially successful.   However, life is pretty short to have to work so hard at something you don’t love doing or that you have to force yourself to do.

Direct Sales may not be for you if:

  1. It looks so easy – some products are an easy sell, but running a direct sales business takes confidence, persistence, dedication, patience, flexibility, organization, creativity, the ability to follow company policies, and the necessity to actually show up for work – ideally on a daily basis.
  2. You think others would be doing you a favor by hosting a party – if you have the mindset that your hostesses would be “having a party for you” or “doing you a favor”, you’ll need to change your stinkin’ thinkin’ or find another avenue in which to work at home.   You have to believe that you are offering a fantastic product and will benefit your hostesses.
  3. You don’t have much contact with the outside world – if you tend to have a very small circle of friends and associates and don’t have opportunity or desire to leave your home much, it’s going to be challenging to find new customers, hostesses and recruits. Note: not impossible, just an uphill challenge.
  4. You don’t have strong Internet marketing skills – if you do have contacts (see #3 above) you could be just fine.   But if you don’t have much contact with the outside (offline) world and intend to work your business by Internet Marketing, yet don’t possess knowledge, skills and abilities in that area, you can certainly learn, but plan on it taking some time. Just because you build your website, they will not come.
  5. Public speaking scares the pants off of you – if you’d rather have a root canal and a pap smear at the same time than speak in front of a group of people, a business in product sales may not be for you.
  6. You don’t have the financial investment for a start up kit.   Some direct sales starter kits require more financial investment than others; but regardless, if you don’t have the scratch to purchase your own start up kit, then it’s not time to start a business.   Nothing ventured, nothing gained. If you’re not vested in your own business, it has a strong probability of failure.   All businesses require some sort of investment.   While I embrace initially not spending a wad on non-essentials, such as logo wear and other marketing collateral, you will likely need some additional funds for items such as business cards, internet hosting, product samples, etc.
  7. Someone talked you into it – if you didn’t have the gnawing sense that you had to be a part of a particular direct sales company, but rather you were pressured, bamboozled, got caught up in some rah-rah hype or simply didn’t have the peace that surpasses all understanding, then don’t do it.   Far too many former consultants fall into this category and have closets full of dusty starter kits.

You might want to pass this article along or bookmark it so that the next time you hear someone say that “Anyone can do direct sales” you can point out that perhaps while anyone can sign up for direct sales, it may not be the best option for all. (Put the skinny jeans down and find a more flattering trouser cut pant!)

Of course, if none of the seven reasons above pertain to you, then you very well may be the next Direct Sales superstar.   What are you waiting for?   I’ll see you at the top!