One of the biggest obstacles that many direct sales reps. and home party consultants seem to come across on a consistent basis is the constraints that home party plan and direct sales companies place on marketing, promotion and advertising. What challenges have you faced with regards to this and how did you over-come?
Recently I posed a question to Tracey Edwards, a very successful
Direct Sales and Home Party Marketing Expert. The question is as
follows:
One of the biggest obstacles that many direct sales
reps. and home party consultants seem to come across on a consistent
basis is the constraints that home party plan and direct sales
companies place on marketing, promotion and advertising. What
challenges have you faced with regards to this and how did you
over-come?
Yes most companies restrict the use of using
their names or trademarks. And you know what; I actually think this is
a good thing for you. You see you don’t want to be seen as the Mary
Kay consultant or the Tupperware lady; you want to be seen as an expert
in ‘skin care’ or ‘kitchen organization’. That way if you do ever
change companies you won’t lose your business. You can just say I used
to recommend product A, but now I recommend product B.
Most
people think that they ‘work’ for their company, but you know what –
you don’t. You work for yourself! So promote yourself – that is the
key to being a success online.
I have pondered on her
words. And there a 5 things I’d like to share with the home party
consultant that is looking to boost home party sales and see more
R.O.I for their direct sales business.
Often the question that is asked of me is “Why will people not buy my products” The
answer is simple, you have written a check, which came back with the
red stamp mark, insufficient funds! (thanks Martin Luther King Jr. for
that one).
You see people buy because:
i) they know you, ii) they trust you iii) they believe that you have the solution the problem which the face and iv) for status
People
don’t buy a product, nor do they buy a feature and the benefits are as
they are decided upon by the story they tell themselves. Your juice
drink may help me loose weight. But the story I am telling myself is
that I am going to look sexy, finally that size 0 pair of jeans that I
have seen on display for a year will be mine. I am going to get hit on
by men….you get the picture? So if your pitch is not in line with my
story…
How does all this fit into home parties and home party marketing?
Simple, you are building relational capital, by depositing in the bank
of getting to know you, getting to know all about you! And you are not
only doing it with one person, no you are reaching out to many in one
shot! You know what they say, if one person likes a product or has a
pleasant experience they tell 3 people. When they have an unpleasant
experience they tell 10 people!
Interesingly enough, 83% of our
time is spent communicating. However successful home party business
owners and 6-Figure direct sales consultants will tell you that a
Leader is someone who goes beyond communication and bridges the gap to
connecting.
Telling about your features & benefits, doing dog and pony shows that is communicating. Connecting is as follows:
1. Ask yourself, How does my prospective customer need to feel first, so that they will will do what I am asking them to do? 2. Am I remarkable? 3. When a need arises for my client, customer, am I the first person they think of, the second or not at all? 4. Am I easy to imitate? If you are easy to imitate, you ca quickly see how your value decreases overnight
Now do you see why Tracey’s words are so poignant?
Most
[home party consultants] think that they ‘work’ for their [party plan]
company, but you know what – you don’t! You work for yourself! So
promote yourself – that is the key to being a success [in your home
party business, both] online and [offline].
A home party plan business is not abou the company. A home party business is about YOU!
If you're tired of trying to build your home party & direct sales business with dead-beat prospects, poorly attended home parties, and spending more money than you make, then your troubles have ended… You can now secure your own copy of The Little Black Book Of Home Party Plan Marketing Secrets! Now you too will know the secrets of 6-Figure Home Party Consultants.
