That’s easy. Just answer this question: “What do your independent sales representatives need to know to be the best salespeople for your products or services?” If only life was that simple. While knowledge is important, being a good salesperson takes more than just information.
Are Business Cards Still Relevant?
Are you still purchasing and giving others your business cards? Are your independent representatives? Heck, we don’t even have to talk with each other face to face anymore….or do we? We can just use our phones to text each other, so, I ask you, “Do we need to be passing out these pieces of paper?”…
Direct Selling and Thumper’s Wisdom
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…
Target and Take Action – A Powerful Seminar for Direct Selling Companies
If your company isn’t growing or isn’t growing as quickly as you’d like, you need to know why before you take action. While consulting with direct selling companies of all sizes since 1986, we have found that it’s rarely one cause. Usually, there are multiple contributors. At our seminar in Los Angeles on…
Ask Victoria: What Is A Leader?
In direct sales, leaders must have many of the same qualities as company owners because they essentially own their own businesses. Some of these qualities include: Discipline. Treat a direct sales business like a commission-only corporate job, with no base pay or income guarantees. Consistency. Continually perform the same tasks for the best results. Motivation….
Your Competition: Who Are They?
In life, we all compete to win. In business, winning means getting the sale. As a direct selling company, you are competing with others. You’re competing for independent representatives and you’re competing for customers. The first step in competing well is to identify your competition. Next, you can develop strategies to win.
How To Introduce New And Improved Products
Product development is not a task you should check off your list. That’s because it should never be completed! What’s New? Independent representatives and their customers expect you will offer new and improved products. Direct selling companies want their representatives to consume or use personally more of their products. Both network marketing and party plan companies…
Common Compensation Plan Mistakes
At our Direct Selling Edge Conference for new and young network marketing and party plan companies, I present two sessions on compensation plans. Toward the end of the second segment, I shared with the attendees eight common compensation plan design mistakes. These are very important, so I am sharing them with you now. Too High-Rank Qualifications In…
Time for an Incentive Trip?
In previous posts, we’ve talked a lot about compensation plans. In this one, we’ll address one component of the other side of field compensation – recognition. Field compensation should include both money paid through your compensation plan and recognition. Incentive trips are one category of recognition for both party plan and network marketing companies. Planning Your…
Ask Victoria: Should I Start In A Saturated Market?
Every few months it seems that I am talking with someone who asks me something like this: I want to start a home party plan company with jewelry/makeup/skincare, but my friends say, “There are so many of these kinds of companies already, you won’t make any money.” With so many young women entering the marketplace…
Ask Victoria: How Do I Get My Reps To Improve Their Customer Service?
“I shop quite a bit and spend a lot of money, but it isn’t often that I have encountered a company or a representative that is all about the customer. I will certainly be a repeat customer!” Wouldn’t you like to receive this kind of letter or blog post? Here are some things you need…
Merchant Accounts 101
Merchant accounts are needed to accept credit card payments. Signing a contract is to be expected when you obtain a merchant account.