1. Do let the people around you know that you are in business, but don’t be a pest. While my friends and family support my business, I’ve found my best cutomers are strangers. If someone tells you “no”, don’t be offended or pester them to get a “yes”. There are plenty of people in your sphere, just move on to the next one. No means next and it’s not personal.
2. Give excellent customer service: Deliver products on time or ahead of time. Add samples and little chocolates to order bags. Send personalized thankyou notes to the hostess and guests after a party. Follow up a few days after a sale (or delivery) and make sure each customer is satisfied with her products. Remember your customer’s birthdays and send a coupon gift. Take advantage of catalog mailing promotions from your company. Keep records of your customer’s favorite products or wish lists.
3. Manage your money well. Be careful if you buy inventory to only buy multiples of what sells well. If you are too new to know, ask an experienced colleague in your area. Keep your business money separate from your personal money and never dip into your business money to take care of a personal need (In the corporate world this is called embezzling.)
4. Have a cheerful and professional phone voice. Make people at ease to call you or happy to hear your voice. Have an enthusiasm that’s contagious!
5. Use your own products. You are the best adertising for your business. If you sell purses, never leave the house without one from your company. If you sell cosmetics, be loyal to your brand. When people ask the secret to your gorgeous skin and beautiful eyes, you won’t have to wonder which product did it and you’ll have a perfect lead in to offer some samples or a free facial.
My dear friend Jen is so good at sales. She could sell a horse its own hair! Me, I am terrible. I can’t do it. I am GREAT at customer service. Selling is a whole nuther beast!
PharmGirl–You just haven’t found a product you like enough. You probably “sell” all sorts of things to other people without getting a dime for it, just because you love it and tell people. Direct sales is pretty much the same thing. You really have to believe in the product, want to help people, and not be in it just for the money. But you’re right, sales is not for everyone. It doesn’t come naturally for me. I have to constantly immerse myself in good sales behavior books and tapes or I fall back into bad habits.
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