Now that I have this direct sales business, what do I do with it?

Starting a direct sales business may seem like an easy thing to do, especially if it’s through a party plan company. All a new consultant (distributor, representative, etc.) has to do is have parties and then order the product. And who doesn’t want to have a party? Unfortunately, for too many in the direct sales industry it’s just not that simple. And even more unfortunately, the consultants that are sometimes highlighted for success don’t even really understand how they got there in the first place, so how can they tell you how to replicate it? Don’t get me wrong, there are plenty of successful direct sales consultants who have achieved success through tried and true methods. Some of those methods, however, just don’t work for the average person in the direct sales industry. For example, how many people are really comfortable approaching people in line at the grocery store? And on the flip side, how many of us are comfortable being approached while in line at the grocery store? I believe there are few people who are either A) comfortable enough or B) talented enough to successfully use this technique to build their business. So what does work?


As a mother of five children, time is very precious to me. I started my third (well fourth if you count the business my husband and I signed up for without really understanding what it was because our recruiter was a bit, ummm, deceptive, so we did nothing with it once our kit came and we understood what it was all about) direct sales business just over two years ago after swearing I would never do it again. You see, I am not a hard core sales person. I believe in many products from direct sales companies, but getting involved with trying to book parties, etc. is just hard for me. My little sister, however, introduced me to a company and an opportunity I just couldn’t pass up. And really, I would have passed it up had I not attended a convention with her for interpreting purposes (she is deaf, so I was interpreting everything in to ASL). This company was just a short three years old at the time and growing at an amazing pace for the direct sales industry. Opportunities to get in on the ground floor of a solid company don’t come around very often and so I decided to take a chance again. But I was still left with that feeling of a dog with a bone…now what do I do with it. In fact, I really did nothing with it for the first almost three months. Nothing. I let every excuse in my busy life get in the way. But then I decided that I’d better do something with it because my family needed more income and I needed the flexibility of staying home. Sound familiar?


So how did I change the direction of my direct sales business? First of all, I decided to treat it like a business. I set up a separate business bank account and email address. I wanted to separate my home life from my business life as much as possible and I really felt like it was more professional. I put a little money into my business. Let’s face it- most direct sales companies will send you a kit with everything you need to get started for your business, but in order to grow your business, you will need more. I invested in personalized business cards as one of the first things. I also invested in some advertising for my car. On a very limited budget, and being thrifty by nature, I carefully studied the many marketing products available and chose some very specific, useful items that would really be worth the money spent. I have since found that one of the most valuable marketing tools is simply, but crucially, customer service. If you give good customer service, then you earn the loyalty of your customers and which builds a firm foundation for your business. Another thing I did is go to team meetings- this may sound unimportant, but a once a month meeting can really give you a boost in your business and also makes you feel more accountable (this is an important concept, of which I will blog about later). I also got involved with an online/email group our team had…this was a place where we could ask questions, get ideas, vent, and share information. I realized I didn’t have to do it on my own. I am blessed to be on a very supportive team with many training resources and I use them!


Knowledge is power and in this information age, people want to be informed more than ever. Do you understand your product line? I mean, really understand it? Can you explain the differences between your product and that of another company (in a professional way, without mentioning names, just generalities)? Have you taken the time to attend trainings where you learn about the benefits of your products, beyond what is in your catalog? Branding is very important in the direct sales industry. By branding, I mean setting yourself apart from the hundreds, if not thousands, of other consultants in your area. Why should they book a party with you and not another person? I really think that knowledge and information is a solid way to brand a direct sales business. Customers want to feel confident in their purchase. If you have a good understanding of your product, can answer (or find the answer to) questions, then you will provide an important sense of confidence. Your customers will meet other consultants and they will compare. And you may lose a few over personality differences. But, if you have the knowledge and confidence that another consultant lacks, you will be more likely to keep your customer base. So attend meetings and conventions when possible. Read outside material if applicable. Learn best business practices and use them! And continue to learn and try new things!


I don’t for a moment want you to think that I have all of this figured out. I’m still on the path to taking my business to the level I want it. I am still learning and open to new ideas. Venturing into blogging and social media is a new thing for me and I’m loving it! My business is steadily growing and I’m happy with that. I’m not a rock star direct sales guru (meaning I didn’t fly up the leadership ladder) but I do know one thing, slow and steady does win the race, especially if you give yourself a good business foundation. You can build a business on limited time, income, and resources- you just have to be dedicated and consistent. And anyone can do that!