I happen to be just crazy enough to get up at 4:30 every morning to make it to the early spin class at my gym. I've named my favorite instructor "Mr. Motivator" because this amazing athlete knows how to push the class far above the norm, which always intrigues me and leaves me inspired. Consequently, I pay close attention to what Mr. Motivator does to better understand how he persuades me to give 20% more during my workout than any other instructor.
Interestingly enough, the first few times I had class with him I didn't understand why he had such a following – he plays the music so loud that even with earplugs one can find it irritating, and he plays one obnoxious heavy metal sounding song after another.
My first assumption was that the majority of his followers must be in their twenties, and that's why they could tolerate one extremely LOUD Linkin Park song after another. But as I looked around and got to know people in the class, I discovered that many of them were in their forties and fifties, and several in their sixties. Sure, there are some young twenty year olds, but they are hardly… Continue reading
A very common challenge that many direct sellers and network marketers face is finding the time to work their business when their schedule is already more than busy. Perhaps the most fascinating thing about this topic is the question people ask me secretly but never publicly, namely:
"How can I psyche myself up to make calls at night when I'm tired, I've been working all day, and the last thing I want to do is get on the phone and talk to people?"
Before answering the actual question, I believe it is important to understand why these direct sellers and network marketers feel it necessary to ask this question in secret.
Have you ever noticed how the people in this industry love saying that they only work their business part-time?
Even top leaders brag how they only work the hours they want to work, and that they love earning full-time pay for part-time work. When others hear reports like that, they naturally assume that this business is easy for all those people who only work it part-time, and they cannot understand what is wrong with them – why can they not achieve the extraordinary in just a few hours… Continue reading
You are the direct seller a home party. A guest expresses interest in booking a party, but as soon as you pull out your calendar, her interest suddenly turns into an excuse – "Oh, I don't have my calendar with me, and besides I'm thinking of hosting a party in a few months. Can you call me in a few months?"
Being the conscientious salesperson, you make a note on your calendar to call this customer a few months down the road to book a home party. Because her enthusiasm and interest seemed so genuine, you think of that potential booking as a definite booking that is just a few months away.
A few months later, you call several times and leave messages, but you never get in touch with this person again because she never picks up her phone, and she never returns any of your messages.
This is when direct sellers ask me, "Is there anything I can say to get this customer to take or to return my calls?" I do not know if there is something you can do at that point to… Continue reading
In part one of this article I gave an example of how salespeople scare us away with too much enthusiasm because it can be interpreted as pushing us to buy something from them. Ultimately prospects do not want to feel uneasy or uncomfortable during any part of the sales process. One of the best ways to prevent a prospect from feeling uneasy or uncomfortable is to make them feel okay about any decision they make, even if that decision means that they do not end up buying from you. Consider now receiving a call from a direct seller. Let us say that you met this direct seller at a party you attended back in the first week of September. All right, your telephone is ringing.
Ring. Ring. You: Hello. Direct Seller: Hello, is this Tammy? You: Yes it is. Direct Seller: This is Perky Parkson, your ABC consultant. How are you today? You: I'm fine, thanks. Direct Seller: Well great! I wanted to call to wish you a fantastic New Year in 2010. You: Oh okay, thanks. Direct Seller: You bet. Oh, I also wanted to let you know about a really amazing special that ABC has going on this… Continue reading
What's stopping you from hosting a home party tomorrow? What if I told you that December 16th (that's tomorrow) is statistically the best day in December to have a home party? What would stop you from calling some of those new acquaintances you recently met and inviting them to come over to your home and take a look at the products you sell?
I bet I know what would stop you from doing that. If you're like most direct sales consultants, you don't think anyone would attend because you wouldn't be giving them enough notice.
By the way, I don't really know whether or not December 16th is statistically the best day in December to host a home party. I just wanted to illustrate how the thought that people need more notice than one day is probably powerful enough in your mind that you wouldn't take advantage of hosting a show tomorrow, even if December 7th were the best day in December for home parties!
My goal today is to change the way you think, when it comes to how much notice people need to attend a home party. But before I do that, let me present something.
Imagine your… Continue reading