Wondering how to become a successful direct sales consultant for a direct sales company, such as BeautyCounter, LuLaRoe, or doTerra? Our direct sales consultant expert, Arlan Hall (check out her BeautyCounter site) shares her best tips for becoming a successful direct sales consultant. She’s been a direct sales consultant for years and knows how to market a brand, build a team, and earn extra income while working from home. Here’s Arlans:
15 Direct Sales Tips for Newbies in 2018
To be successful in direct sales, you will have first have to get outside of your comfort zone. This is the business of self development, which is a great thing! I suggest reading or listening to at least one good book a month to help you progress in this business.
Find the right company
How on earth do you decide what company is best for you? I mean really, there are a LOT of direct sales companies out there now. For good reason, because the business model works.
How to find the right direct sales company for you:
- Do you like and use the product/service?
- Is it consumable. Meaning people will use it up, and re order.
- What will your mentorship look like?
- Can you truly stand behind this company and what they stand for, and be proud of it?
If the answer to these questions is YES, then you may be headed down the right path to the right direct sales company for you.
It’s “Share”, not “Sell”
I personally love it when I bring up the business opportunity to someone and they say:
“I am not a sales person”
My response is
No one likes a sales person. No one likes to be pushed.
It is also kind of funny to me, because have you ever told a friend about a restaurant you loved, or where you got your new purse, or who did your nails? You are selling. But your friends don’t feel like you are selling to them right? In fact, YOU don’t even know you are selling. Direct sales should be the same way. You are consulting. You are sharing about something you love and use. Which drives home finding a company who’s products you love and use.
Important: do not message someone several times a day about your product either.
Use the product or service you sell
This is vital. If you are not using it, you can’t share what you love about it and there won’t be any trust or loyalty. Facts tell and stories sell. If you don’t have any personal stories, it will be much harder to be successful.
Find a partner in crime
Find a team member or partner, someone you can share ideas with, be a sounding board, and keep each other motivated when the times get rough. Besides, it is just way more fun.
It is about building relationships
We really need to bring back some positive network marketing vibes people!
For those of us that are serious about building an authentic business, it gets super frustrating to hear from people that are scared away by those that post ONLY about their products online.
This is NOT about chasing down your friends and making them buy from you. Do not do the wham bam thank you ma’am.
Or if someone says no thank you, don’t be rude or hound them!
Build relationships with people. Really listen to them and hear what they have to say. Really care about their lives, and comment on their posts, and send them messages that you are thinking of them (and that’s it!).
This is the business of making friends.
So make friends! This is farming, not hunting. Trust me.
80% income producing activity
How easy is it to get distracted by Facebook, Youtube etc? Isn’t it easier to hide behind the computer doing a training or watching others? While doing trainings, and listening to the audio books is helpful, this is not what will bring in direct income.
Make sure that your work time is at least 80% income producing activity. This is especially important if you are a busy person with limited time for direct sales. Activities like reaching out to prospects and asking them to try a product or service, following up with people you have contacted in the past, doing the parties, and out networking and meeting people are very important.
Stay plugged in
It is simple. You don’t plug in, you will lose traction, and motivation. Staying plugged in is going to the monthly meetings, attending training calls, going to convention. This is not negotiable. It also goes back to having a partner for accountability.
This is vital. You MUST follow up with prospects, people who have purchased, and those you have given samples to. Do not message them several times a day or every day until you get a response, but make sure their order arrived safely and would like to know what they love the most. Send a thank you card! People get busy, so if you don’t hear back right away, don’t worry! Just keep going down your list, and circle back around a couple days later. It is a delicate balance, but if done authentically it will pay off.
What a great time to be in direct sales! Social media can be so powerful! Pick a platform and stick with it so you don’t get stretched too thin. The rule of thumb is 70% personal, 30% business. Be a person of value. Post content that will interest and draw your friends in. Stay away from politics, raving and negativity. Have a call to action at the end of your posts. This means asking questions, or wanting feedback. Major tip: you never know who is watching your direct sale journey that is not commenting or liking your posts. Keep up your passion always, because over and over again, MONTHS later, I will get random messages from people who have said they have been watching me, and are now ready to order or sign up.
Remember names, and USE them
A person’s name is music to their ears. You will stand above the rest if you remember someone’s name and use it. Think about a time when that happened to you. Someone you barely knew remembered your name, and called you by it. Didn’t you feel special? It builds trust much more quickly, and trust is what leads to sales and recruits.
This means do not call or message before or after 8pm unless the client does first. Do not hound, beg, or convince. You are a business owner, be respectful of others and their time. I highly recommend “Go Pro” by Eric Warre, as mentioned before.
If you memorize all the information, are flashy and well spoken, and can give an answer to everything…you will find that most people will end up saying “Wow! I can’t do that!” You will also find that you are not teaching others how to think for themselves, and will always be relying on you for answers. While that may be ok with only a small team, this is just not realistic for any kind of growth. Being duplicatable means having systems in place that anyone under you can just copy and do, and so on and so on. Leading them to where they can find the information requested, so they can then do that for those under them. You see the pattern here? For our business, we have a welcome letter, a group we add them too, and a Voxer chat group they get added to. For every new person, I use the exact same training and series of tasks and questions. In turn, that person can recruit, and do the exact same thing for their team. Simple is always best.
Hug the customer
Customer service seems to have been lost recently. Being exceptional at this will bring in more customers via referral, and more repeat customers as well. People are not loyal to product; they are loyal to people. Thank you cards, and thinking of you cards, go a LONG way. I always extend heartfelt appreciation and love to EVERY order that comes in. Let each person feel like it is THEM that makes all the difference in the world. And use their name!
All of the above, if practiced with integrity, and genuine caring for others will automatically bring you a growing clientele. Follow the laws of reaping and sowing, and reciprocity, and you will find that people will refer you to others and you will get a lot of YES! Want some practical advice? Hustle! Reach out, start conversations, be proud of what you do, network! Staying at home, and not engaging in conversation will not bring in clients. I also ALWAYS carry a little pouch with me everywhere. This is full of business cards, product samples, order forms, and a catalog. You never know who you are going to run into, and you must be prepared.
About BeautyCounter Consultant Arlan Hall
Arlan Hall has been a thriving Beautycounter Senior Manager since 2016.
Join Arlan’s team by visiting Beautycounter >