1. Direct Sales Success Made Easy Presentation By Wilkes
Enterprise BROUGHT TO YOU BY SPINQAST TV & WILKES
ENTERPRISE
2. From the Start Treat Your Business Like A Business. If you
treat it like a business, it will pay you like a business. If you
treat it like a hobby, it will pay you like a hobby. Start with a
weekly calendar, one that includes hourly markings. Block off your
set time commitments, whether work, family, or community. Circle
the times you have available for this project, even one hour at a
time. Assign work to the circled time blocks, starting with your
income producing activities. 2
3. Income Producing Activities Have a task list thats tied to
the strategic goals, and trust that great things are built from
many small steps. Make the steps small, doable, and supportive of
your strategy. Frame measurement of progress in a way that doesnt
encourage perfectionism and completionist thinking. Equate filling
out a bubble [recording a completed task] with found money. We like
found money! If youve picked the right tasks, the completion of
every one them should be a positive step toward achieving your
goals. In my case, most of those tasks contributes to managing
relationships that lead to new contracts, or tangible assets that
attract new relationships. You may have different priorities, such
as research or gaining experience. Just make sure that you can show
or share what youve done. I find mere description and exposition is
far less compelling 3
4. Believe in Your Product(s) As much as the sales landscape
has changed in the last 10 years or so, theres one sales activity
that will always matter: Building genuine relationships. How you
create and cultivate those relationships might change over time,
but the overarching importance of establishing relationships with
prospects and customers will perpetually be a core tenant of sales
success. Now, if you dont believe in the products youre selling,
and youre selling them to real people (if youre not doing that, you
probably shouldnt be reading this), how exactly do you think thats
going to affect your ability to build relationships and trust over
time? 4
5. Start Off Strong with These Tips Use Your Products be your
own best customer. How can you succeed with a product line you dont
use and embrace? Enough said. Accept Your Opportunity As it Is and
Take Action I cant tell you how many times a new distributor has
said to me I cant be successful with this business until we get XYZ
products, or changes. That always amazed me since myself and others
were having great success with things just the way they were. My
goal has always been to have a huge, growing organization so that
when positive changes happen, more people experience great
benefits! 5
6. More Useful Tips Goal Setting is a MUST How can you know
where you are going, or if you have succeeded unless you have
decided where you are going? It has been proven time and time again
that those who succeed have clear, specific, written goals. You
wont be the exception so get those goals on paper right now! Attend
Events This is another one that stumps me the new distributor who
claims they are not going to attend an event until they make some
money. Two thoughts on this go make some money and get to the
event; and what if the event is the thing you need so you can make
some money? The top income earners attend events. 6
7. More Useful Tips Retail With the Goal to Recruit Some will
and some wont, but you always want to make sure every retail
customer knows about the exciting opportunity behind your company.
You are offering a gift! Have a Positive Mindset Expect the best,
always. Find the positive in any situation. People like to be
around and do business with positive, upbeat people! Be in Business
Every Day Busy people get things done and consistent actions are
what product big results over time. The beauty in Direct Sales is
that you can create amazing results from small, but specific daily
actions. Contact 2 people a day about your business and watch what
happens at the end of the year! Advertise Your Business Here!
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8. More Useful Tips Be the Leader You Look Up To Leadership and
setting a good example in our profession is critical. Do all of
those activities you expect your team to do and share your results
for inspiration. Never Quit Ask many top income earners what the
secret is to their success is and they will tell you I just didnt
quit. We get better at anything with practice and repetition. Be
willing to go through the struggles and challenges of growing your
skills in Direct Sales. It is so worth it! Advertise Your Business
Here! 8
9. Be Consistent While this statement may seem trite, the truth
is that many direct sales women and entrepreneurs need to keep this
tenet of sales in the front of both head and heart. With the
multitude of obligations that women deal with on a regular
basis--full time job, second job, family chauffeur, child care,
parent care, house cleaner, home chef, physical fitness, and
maintaining our sanity with our own interests and hobbies--a system
for juggling competing duties is necessary. As a professional sales
woman and entrepreneur, the importance of keeping the calendar full
is key. The more gaps you see in your party bookings, the harder it
is to regenerate momentum. Advertise Your Business Here! 9
10. Develop the Habit of Making Daily Contacts Along with
consistency, value a sustained effort to obtain sales appointments
and home party bookings. Actions speak louder than words. When you
uphold that making daily contacts and connections is vital, and
just as immovable (such as you would with a critical doctor's
appointment), you will fill your slots for parties. Make sure to
convey this professional approach to your customers through your
actions and words. They will perceive you as someone who is serious
about your business. If you are lax to make daily contacts, you
will suffer the stress and financial consequences of inconsistent
business. It is a vicious cycle. Strive for 5 contacts a day; and
watch your business thrive. 10
11. Appreciate Your Clients Time When you reach out to invite
someone to book a party, keep the contact focused, friendly and on
point. Pre-plan what you will say and make some notes about why you
are contacting them, what is your compelling offer and why someone
would want to book a home party or schedule a sales presentation
with you now. Make sure that during your conversation you set the
stage for business and mention that you will call later to catch up
on personal matters. One of the pitfalls that many entrepreneurs
and sales women encounter is that they chat too long about topics
unrelated to what they initially contacted the prospect to talk
about. 11
12. Our Presentation Sponsor 12
13. Eliminate Emotion From Rejection If you do not track
aspects of your business, you will measure your successes by
feeling rather than performance. This leads to an emotional sales
roller coaster. When sales are up, you feel great. When you get
more than a few no responses to asking for a direct sales booking,
you feel down. However, if you establish a system for measuring
your contacts and results, you will identify a base sales closing
ratio. Knowing your closing ratio allows you to track and reference
your growth. Additionally, when you incorporate these success tips
such as consistency and steady daily booking contacts, your tracked
figures will reflect success, and will ultimately shine in
comparison to those who book sporadically. 13
14. Expand Your Network Have you ever asked how people got the
network they have? When people ask how Ive grown my professional
network, I make clear to them that it was never by buying
followers, gaming any system or just for the pure fact of having
numbers! Building a community of people that you want to be aligned
with takes time. Advertise Your Business Here! 14
15. Most Effective Ways to Grow Your Network 1. Attend
networking events This may seem obvious, but so many people get
stuck in the rut of going to the same networking events that always
have the same people. Want to expand your network? Go to an event
where you dont know anyone. 2. Targeted networking, part 1 When
deciding what networking events you are going to attend, be sure
there will be people that you can do business with or will at least
be able to connect you with others you can do business with. 3.
Targeted networking, part 2 Dont waste your time attending events
in which you will be surrounded by your competitors if you
anticipate there will be very few qualified connections. Youll all
be competing over the same prospects. Advertise Your Business Here!
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16. More Effective Ways to Grow Your Network Volunteer The
quickest way to get to meet people is to volunteer. Working
registration at events is one of the best jobs to have. You see
everyone as they come in (and they see you). You are usually done
in plenty of time to follow up with your targeted prospects (and it
beats clean up duty!) Host an event No one is looked at as more of
a thought leader than the host of an event. Outside your current
comfort zone? Start small, or collaborate with a strategic partner.
DM/PM new followers on Twitter & Facebook (No, I did NOT say
auto DM). Nothing gets someones attention more than a DM mentioning
their most recent blog post, status update, the city the live in,
etc. You get the pointall about them, nothing about you. That will
come. (Just to be clear: your free e-book is all about you, not
them) Advertise Your Business Here! 16
17. More Effective Ways to Grow Your Network Customize your
LinkedIn invitation State how you know the person, where and when
you met them and why it would be a good idea to connect. (Just to
be clear, again: you being able to sell them a widget is NOT their
idea of a good reason to connect.) Your avatar If you are
networking at events, make sure your avatars are you, not a logo,
cartoon or the default. Also make sure its a recent photo, not one
from 20 years ago and 50 pounds lighter. After all, people will
introduce themselves in large part because they recognize you from
your avatar. Links ( everywhere!) Be sure to include links to your:
blog, website, Twitter, LinkedIn, Facebook (page/profile), etc.
Where? Everywhere! Want people to connect with you? Make it easy
for them to find how. Advertise Your Business Here! 17
18. More Effective Ways to Grow Your Network Your profiles At
minimum include a bio on your social profiles that give someone and
idea of what you do, where you do it and what your interests are.
While there is value in placing keywords in your bio, if it doesnt
make sense to the average person, you probably lost more value than
those keywords would ever get you. Promote others Sharing, Liking,
RTing, G+, +K for someone else, their content or their events will
build your social cred. Warning: You cannot expect to receive it,
if you never give it. Be helpful The simplest, and most powerful,
advice I can give: Nothing expands your network faster than being
helpful. These are ways Ive found to expand my professional network
both in person and on line. Youve noticed the underlying tone has
been to make it about others, not about you. What do you get? Youll
be amazed! Advertise Your Business Here! 18
19. Stay In Touch Every business needs new customers, but don't
ever forget that your easiest and most predictable source of new
revenue is right under your nose: It comes from the loyal customers
who already know your company. Acquiring new customers is expensive
(five to ten times the cost of retaining an existing one), and the
average spend of a repeat customer is a whopping 67 percent more
than a new one. So, sure, put some energy into new business
development, but make sure your salespeople know that coming up
with creative ways to sell more to your current customers is just
as important. Advertise Your Business Here! 19
20. Keep Your Current Customers Close 1. Think lifetime value,
not transactional value. 2. Go for a no-brainer upsell. 3. Offer
complementary products or services. 4. Remind customers of
everything you offer. 5. Create incentives for in-house referrals.
6. Keep In Touch and Be Helpful. Advertise Your Business Here!
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21. Be Prepared Always have your product(s) and information
with you at all times. You never know when and where you will run
into your next customer. 21
22. Be Your Own Billboard Wear your business, Walk your
Business & Talk your business. Do it Everyday! Advertise Your
Business Here! 22
23. Get Ahead of the Competition With most direct sales
companies there are thousands of reps trying to be successful. With
that being said you want to stand out from the rest. First you need
to get a domain name that will give your business an identity.
Instead of www.dscompany.com/yourname you can have
www.YourBusinessName.com - That will start separating you from
everyone else. Next you should consider getting a separate website
for your business, using the ds replicated site is OK but it will
not help you get new customers from search engines etc Replicated
site are not searched by search engines. Create a new website for
your domain and get found in search engines. Here at Wilkes
Enterprise we can help you with that. 23
24. Dont Forget To Always Provide Awesome Customer Service
Plant the Seeds and watch them grow Follow Up With Your Customers
Build Relationships Live and Love Your Product Dont Take NO
Personal Give Yourself A Chance To Fail Sign Up for our newsletter
at the end of this presentation 24
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