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Direct Sales Lessons Learned from the Secretariat Movie

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The Secretariat is a movie based on the true story about the life of a thoroughbred race horse Secretariat, winner of the Triple Crown in 1973.  Diane Lane portrays Secretariat’s owner, Penny Chenery, and John Malkovich plays the trainer, Lucien Laurin. The movie has been out since 2010, but thanks to DVDs, I just watched it this week. In addition to being a movie about a horse, there are so many nuggets of wisdom in this movie. Nuggets as it relates to direct sales lessons, specifically lessons for direct sales leaders/managers/directors.

Taken from an online review of the movie: “The theme of “girl power” is played up in this movie. Penny finds herself a woman taking on a male-dominated world, having to stare down everybody from the loud-mouthed owner of Secretariat’s rival Sham who dismiss her as “just a housewife”, boorish hecklers in the stands at the races, pushy reporters who questioned her horse’s ability, Ogden Phipps, the richest man in America, and closer to home, her unsupportive husband who pressured her to sell her father’s money-losing farm and horses rather than complete the mission of owning the first Triple Crown winner in 25 years. In the classic “underdog” storyline, she stands up to them all and wins.”

If you haven’t seen this movie, I give it a two-thumbs-up and it is definitely worth the rental. I found it at my local library; perhaps it’s available at Netflix or Redbox too.

Whether you are currently a direct sales leader or you are in the process of becoming one, consider the summary above.   Even without seeing the movie, can you identify somewhat with a girl-power theme in a male-dominated world? Sure a majority of independent direct sales consultants are females, but consider the senior ranks of managing and leading a large organization. You’re essentially CEO of your direct sales business, responsible for most facets of your business – marketing, sales, human resources, accounting, operations, logistics, transportation, etc. [Read more…] about Direct Sales Lessons Learned from the Secretariat Movie

Don’t Judge a Company By a Consultant

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If you run into a whackadoodle consultant don’t assume the whole company is like that.

I admit it. I’ve been guilty of not heeding my own above advice.   A couple years ago while I was a vendor at a local school craft show, another vendor from another company practically assaulted me, slapped some lotion underneath my eyes and proclaimed, “Here, this will help with your wrinkles!”

Ok, a couple things wrong with that. Number one; don’t touch me unless I’ve given permission or act like I’m up for unsolicited fondling.   Number two; I could have been highly allergic to whatever magic lotion you were applying near my eyesballs; and number three, I’ve been told more than a few times that I already look much younger than approaching half a century, so insulting me by pointing out almost non-existent wrinkles is not going to get you sale. Whackjob.

So how do you think I felt about this particular company she represented from that point forward? Exactly. Any time I would see a consultant or booth for that company I put my Kevlar on, looked at my shoes and retreated in the opposite direction whenever the possibility existed for a repeat performance. Did the company teach all their consultants that little sales technique? Or did I just happen to be accosted by some rogue nutcase?

Oh I’m not naïve enough to think these unique creatures don’t exist in every direct sales company; I’m sure my own company, correction, I know within my own company there are some humdingers with whom I definitely do not want to be associated. I go out of my way to make sure any potential customer, recruit or host knows “˜we’re not all like that’.   Which brings me to the whole point of this post:

We’re not all like that.

If you find a great consultant who is responsive, knowledgeable and truly a delight to do business with, hang onto her/him, because we’re not like that (though I humbly say I am!) Likewise, if you had the distinct pleasure of interacting with one of the bad apples, give us another try, because we’re not all like that. [Read more…] about Don’t Judge a Company By a Consultant

Can Anyone Successfully Work From Home?

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I recently saw an article titled, “Anyone Can Be a Direct Seller”.   I emphatically disagree.   Anyone cannot be a direct seller. If anyone could, there would be many, many more that do.

Lest you think I am anti-direct sales; on the contrary, I have had a home based business since 1988 and currently lead a large successful organization.   I love being in this industry, else I would not have stuck around for the past 23 years. I simply do not agree with the statement that anyone can be a direct seller.

According to the Direct Selling Association (DSA) the average direct seller in the United States earns $2,400 per year.  Clearly with any statistics or averages, those numbers tell us what we want them to tell us. And an average means there are plenty who earn far less, as well as plenty who earn far more.  Also, less than 9% of all direct sellers work their business thirty hours or more each week. [Read more…] about Can Anyone Successfully Work From Home?

Factoids about Direct Selling

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Those on my team know I am a numbers junkie.   I’ve always enjoyed analyzing data. I firmly believe that if you can’t measure it, you can’t manage it.  It’s been said before that “In God we trust, all others bring data!”

The information contained below was snagged from DSA’s Direct Selling 411 Website.  I found some of these statistics interesting – and hope you do too.

  • 77% of sellers have been with their company 1+ years
  • 80% of sellers say direct selling meets or exceeds their expectations
  • 85% of sellers report a good, very good or excellent experience with direct selling
  • 74% of US adults have purchased products from a direct seller
  • 15.1 million people in the U.S. are involved in direct selling
  • $29.6 billion in total US sales
  • $114 billion sales worldwide

What is the primary reason you became a direct seller?

  • To earn supplemental income (51%, 4,231 Votes)
  • To earn full-time income (34%, 2,768 Votes)
  • To buy the products at a discount (9%, 729 Votes)
  • I like to be recognized for my accomplishments (4%, 292 Votes)
  • I like to meet other people (2%, 208 Votes)

Direct sellers report a positive experience with direct selling: [Read more…] about Factoids about Direct Selling

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!