Posted on August 30, 2019 by dragonspitapothecary
As I build my own business in direct sales I am acutely aware of how I present what this business is like to others who may be interested. If I don’t feel good about the actions I’m taking in my business how can I expect someone new to come in and love doing that? If I’m doing things in my business that is annoying prospects and not getting results how then can I expect someone new to come in and have different results?
Today’s direct sales business is not the same as it was before. You do not and should not chase everyone you have ever known in your life to buy from you. I heard someone call these the “bad hey girl” messages. Their example was hysterical and so incredibly true of the old ways direct sales was done.
“Hey Girl, how have you been? We’ve not talked in ages.
How is your dog you had in high school that was pretty old back then?
Hey you want to come to a party I’m hosting/sign up on my team/buy this cool stuff I’m selling?”
While funny it’s so not funny and it results in a awkward conversation as well as zero results for your business. I do not want to teach anyone that style of how to build a direct sales small business.
Tear Up the 100 Names List
First when I am working with a new builder and giving them an orientation of this business I provide several templates, tricks and tools that I have found work. In that packet is not a 100 Names List that someone can fill out with everyone they know and have ever run into that they could talk to about this business and the products. I don’t even mention it.
This is one of the most outdated and ineffective tools in direct sales. It is the source that many have used to destroy relationship, create awkward and weird moments and get people to run in the opposite direction. This list seems to turn some people into stalkers and this smell of desperation comes off the list and onto you. No way am I going to start a new builder off with that kind of bad mojo.
Here’s some tips on what to do instead:
Create an avatar. I’ve provided several posts this month with questions to help you do this description. Write these things down and make it so crystal clear in your description that you literally see this person standing in front of you.Set your avatar next to the names of everyone you know CURRENTLY. Be honest about this comparison. Check off as much about your avatar that fits against the person your thinking of. If it’s a match then approach, if not then they are not your ideal customer and you need to move on, do not even mention it unless they bring it up and ask you for information. Do not destroy relationships and friendships you have today because of a shiny new business.If you have not spoken to a person in a very long time then please do not immediately approach them with your business. Rekindle that relationship if it matters to you personally, foster it to see if there is potential down the road but please do not insult the person by jumping on them with your business out of the blue.Figure out where your avatar hangs out in real life and in social media. What groups do they like? Where do they go? What do they do? Go there. Make contacts, foster friendships and create a community. None of that has to do with your business. It’s about developing relationships that are genuine and real. How you approach bringing up your business is what follows.
Scripting
When you meet someone new and they appear to fit your avatar description this is not the time to panic and start spewing all the wonderful information of how you could make their life better. Direct sales is a lot like dating. You have to foster the connection, you have to learn about one another and you have to be unselfish in your intent.
Get to know them as a person.
Find out all you can about them and continue to see if it matches against your avatar description.
Let them talk, let them ask you questions, let them find out about you.
Go back and forth learning about one another and developing a real connection
Yes I realize this is challenging you to actually talk to a person in real life and have a conversation. It’s strange in a world full of face downs phone people but this can still be done. You can also apply this same process to online social media through direct messaging so don’t fret if you are a total introvert and afraid to use your voice box.
When someone asks what you do for a living do not say I am a XYZ consultant for this direct sales business do you want to buy from me!!! Here’s how you response, “I have my own small business that I run and I FILL IN THE BLANK” Fill in the blank with what you do without saying the company name of product or service you sell. It’s not about that company it’s about you. Here’s my response:
I have my own small business where I teach about and sell natural medicine to help others improve their health while saving money in their family budget. I also work full time in the health care industry.
This is a 1 to 2 sentence of what you do, not what company you represent or where you work. It’s about what you do. You need know know how to say this whenever you are asked and it needs to sound natural and not like you are reading it. Make it sound and feel like you and how you would speak in a conversation – both in person and online.
If someone wants to know more they will ask. If they don’t continue to let them talk and ask you questions as they come up naturally. You’ve created curiosity by not spewing all the details and if they are interested they will ask and if not you move on fostering that communication.
Interested in more?
If you have a direct sales business and you are still trying to sell only to your warm market of friend and family as well as those that you haven’t talked to in a long time please stop. This is the reason why so many are turned off from direct sales and are out there spreading horrible messaging about what a scam it is. It makes you look bad and it makes it frustrating to get results in your business.
If you have questions or would like information about doTERRA and our team please reach out! I’m happy to answer questions to help you find out if a small business with doTERRA is right for you.
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