In the classic Disney film “Bambi”, the rabbit Thumper offered some great advice.He said, “If you can’t say somethin’ nice, don’t say nothin’ at all.”
What does this have to do with direct selling? The answer is “a lot.”
When people join a direct selling company, they are in search of something and that something is expected to be good. Good means positive. The more you can be positive in what you say, the longer your people will stay as your representatives. When what you say is negative, you chase people away. Volunteers are the fastest to depart. Don’t forget that your representatives are volunteers.
Now, I know everything you say isn’t positive. Everything can’t be. Sometimes it isn’t possible to convey a message in a positive manner.
That’s why I’ve come up with a rule that I’ve named after Thumper. I call it “Thumper’s Corollary.” Here it is:
Whatever you say to the field, it should be stated in positive terms or neutral words. If you can’t be positive, then your words should be neutral. Eliminate negativity.
As direct selling business consultants, one of the services we offer is a Business Performance Evaluation. This service includes a review of all of the content that a party plan or network marketing company provides to its representatives. More often than not, we discover bits of negativity that should be reworded. Negativity encourages attrition and attrition slows down the growth of all direct selling companies.
So, when you are writing that next marketing piece, remember Thumper, Bambi, and Thumper’s Corollary, and edit your words to be positive or neutral.
Jay Leisner, the President of Sylvina Consulting, is a top compensation plan and direct selling expert, a trusted adviser to new and established network marketing and party plan companies. For more than 30 years, Jay has enjoyed assessing and improving network marketing, party plan and referral marketing companies across the globe.
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