It's Possible

“Think “impossible” and dreams get discarded, projects get abandoned, and hope for wellness is torpedoed. But let someone yell the words “It’s possible,” and resources we hadn’t been aware of come rushing in to assist us in our quest. I believe we are all potentially brilliant and creative–but only if we believe it, only if we have an attitude of positive expectancy toward our ideas, and only if we act on them.” ~ Greg Anderson

This quote made me think about one of my favorite things to do when my children were little. On a beautiful cloud filled day, I would point at a cloud and ask them if they could see what I saw. Sometimes they would see the same thing and sometimes their perception was totally different.

Usually, there wasn’t a lot of time to identify the cloud because as quickly as the shapes appeared; they began to change and even disappear in a matter of minutes.

Encouraging them to imagine and to think that it was possible to see pictures in the clouds gave them an attitude of expectancy. They believed they could see pictures in the clouds and often times they would start the game first.

Like Greg Anderson, I too believe that we are all potentially brilliant and creative – but only if we believe it, only if we have an attitude of positive expectancy toward our ideas and only if we act on them.

Believe and expect that the opportunities that appear in your party plan business are possible.

Sometimes they appear quickly and can just as quickly disappear, just like the cloud shapes.

Having a business vision and being aware of the results you expect and why you are in business will make recognizing and acting on an opportunity that is right for you a much quicker and simpler decision.

Are you someone that imagines the possibilities waiting for you and your direct selling business? Are you waiting for someone to point them out to you or are you consistently looking for them and ready to act on them when they do show up?

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Get Out of Your Own Way

Just wondering…

What are some of the things that keep you from achieving your direct selling expectations?

This is the question that I posted to my fan page, Success Strategies for Direct Sellers, yesterday.

The overwhelming response was “myself” and “procrastination”.

My response to the fans posts was “The coach in me wants to acknowledge that we stay in our own way because we are afraid. Afraid of what might happen, afraid of what will happen and afraid of what won’t happen. And then we do what ifs. Getting out of our own way is a big step in the right direction to our success.

Rather than asking yourself the’ what if’ question, here’s a better question to ask yourself that might help you move over so that you can move forward to your success.”

Ask yourself, “What is the worst thing that can happen if…?”

By asking yourself this question and determining the answer, you might discover that the worst thing that could happen really isn’t all that bad.

We tend to put ourselves in a bubble and float around and only attempt things that we have done before or that we feel will be safe and not put us at risk of failure. Your answer to “What is the worst thing that can happen if?”, will make it possible for you to face what the reality of trying it could be.

Need more positive re-enforcement before you pop your protective bubble and take a chance?

When you’ve determined your answer, ask yourself again, “If this happened (your answer), what would be the worst thing that could happen?”

It’s time to pop your protective bubble. What have you been procrastinating about? What is the worst case scenario to something you have thought about doing but haven’t? What step do you need to take to move over out of your own way so that you can move forward to the success that you deserve?

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“Every choice moves us closer to or farther away from something.

Where are your choices taking your life?

What do your behaviors demonstrate that you are saying yes or no to in life?”

Eric Allenbaugh

Choices

Every day you make choices.  Some big – some small – some are easy and some are hard. Some are scary and some are fun. You can say “yes” or “no” to every opportunity that is presented. The choice is yours.

The choices that you make on a daily basis affect the outcome of your successes in your direct selling business and your life. Your choices can also affect your attitude which sometimes affects other choices you make.

Have you ever thought about how many choices you make every single day?

Life is all about choices and in your direct selling profession, because you are your own boss, you choose if, when and how many hours you invest.

You can choose to make sponsoring, booking and follow-up calls or you can choose to watch TV, go shopping or do nothing. You can choose to hold 1 party or 12 parties every month. You can choose to attend a Team or Company event or you can choose to miss it and wonder why your business isn’t where you want it to be.  You can choose to set expectations, create strategies to achieve them, dream dreams, and make it happen. Or you can choose to sit back and watch others achieve their expectations, live their dreams and make the choices that create the life they want to live and say, “Wow they are lucky!”

I agree with Thomas Jefferson when he said, “I’m a great believer in luck, and I find the harder I work, the more I have of it.” I believe that you make your own luck by the choices that you make and the time you are willing to invest to achieve your expectations.

When you need to make a choice, ask yourself the following questions:

• What’s the worst thing that can happen if I do this?
• What’s the best thing that can happen if I do this?
• Am I willing to invest the time to make this the best decision for me?
• Will this move me forward so that I will achieve my expectations?

These questions can help you decide if what you want to do will be worth the outcome or if you should find another way.

Some people choose not to choose. But that really is a choice too. It’s the same as saying, “No”.

Some people let others choose for them. The reality is they made the initial decision to let their choices be made for them.

Having the direct selling business success that you desire is like a sporting event. You can choose to sit in the bleachers and watch others play the game and say, “Wow they are lucky.” Or you can choose to actively participate, play the game full out and make your own luck. It is your choice.

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Sponsoring, Booking & Selling

Have you ever had what I call a “shopping experience”? You know, you enter a store and you just continue to oohhh and ahhh the whole time you are in the store.

I am one of those shoppers that have to touch the fabrics or lay a gentle finger on certain items to really appreciate them. At times, I’ve been so interested in an item that I actually pick it up. And, the perfect case scenario is that the sales clerk just seems to know when to help and when to leave me alone.

A shopping experience like this leads you to a purchase or for sure it makes the “I will be back and soon!” list of things I must do again.

Unfortunately those experiences are too few and far between.

As a direct seller, your party is your store and you could create this type of atmosphere for your guests at every party.

You have an opportunity to maximize the shopping experience with the people that attend your parties because you have your presentation time and one-on-one time with them. You can build a relationship, share your knowledge and the benefits about your products and gain their confidence that you are someone with whom they want to continue to do business.

First impressions can make or break your business. As the CEO – Chief Excitement Officer – of your own company, you choose the first impression you make. You choose the products you display, how you display them, what you say about them, how you present yourself and how and when you interact with your clients.

On a scale of 1 – 10; 1 – “I’ve never considered how important this could be to my business” and 10 – “I’m already there!” imagine walking into your own store as the CEO and evaluate your performance on the following criteria.

1. Dressed for success and ready to build relationships.
2. Welcomes guests as they arrive and make a consistent effort to interact with them while they are there.
3. Product display is eye appealing and visible to all. It creates a desire for the guest to want to touch it, know more about it and the desire to purchase it – without a word being said.
4. Knows what and how to say the things that will encourage more sponsoring, bookings and sales and create the desire for return business from all guests.
5. The checkout area extends an open and obvious invitation for add-on sales as well as for future business.
6. Prepared to ask for the add-on sales and future business.
7. Give your undivided attention to the guest at check out and strives to further build rapport with the guest.
8. Interacts with guests as they leave the party and makes sure they know that you would be honored to be of future service to them.

Based on your self-evaluation, would you hire you or fire you?  Ask yourself, “If I was a guest at one of my parties would I book a party from me?” If your answer is no, what are the areas of your business that you need to improve?

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Vision, Focus and Motivation

As a direct seller and the CEO of your own business, it’s absolutely necessary to keep yourself motivated. Rather than having highs and lows of positive activity and enthusiasm, why not incorporate some self-motivating strategies into your business plan that you can practice on a daily basis?

Here are a three to consider:

Network with like-minded people: Becoming friends and fostering relationships with others who are building a work-from-home business is extremely important. The best place to meet like-minded people is by attending company and team events and training meetings. Make them a priority in your business. When you share your goals and become a cheerleader for one another it’s easier to keep your commitments, stay motivated, stay in the loop and be at the top of your game.

Make everyday a day of inspiration: As someone who is self-employed it is necessary to keep yourself inspired as well as educated about the latest selling technique or booking idea. What inspires you? Is it listening to inspiring speakers, your favorite music, reading self-help books or professional magazines, taking a walk or ten minutes of devotional time?

Taking a break to do something that you love and that inspires you will re-energize you and renew your spirit. As a result, you will accomplish more in the long run.

Have a BIG picture: What is your business vision? When you close your eyes can you picture the results you want to achieve and the life that you want to be living five years from now? Having a clear vision and reviewing it frequently will not only keep you focused on the desired results but will motivate you to make the right choices that will move you forward to achieving it.

The most beautiful thing about being part of the direct selling profession is that it is your own business and your personal vision. In the grander scheme of things, every task that you accomplish, big or small, leads you one step closer to your ultimate vision and definitely celebration. Being able to stay focused and self-motivated through the exciting and not so exciting times facilitates your achievement that much quicker.

“People often say that motivation doesn’t last. Well, neither does bathing – that’s why we recommend it daily.”

~Zig Ziglar

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Building Lasting Relationships

You and the relationships that you nurture with your hosts and guests make the difference in the success of your direct selling business.

When clients think of your company, products and services, the first thing you want them to think of is you. Along with your products, the personal touch, awareness, communication and excellent customer service that you provide can create this scenario. Your clients are looking for an expert; someone that they can trust, that will bring them value and that will come from a place of service.  As their consultant, you can be that person and their friend.

Consider these 3 important factors as you strive to build trust and excellent rapport with your clients:

Awareness: Make a great first impression by being aware of the words you speak, how you say them and your actions. This will make it possible for you not only to build strong relationships but to keep them.

Be aware and knowledgeable about your products and services and understand why someone needs what you have to offer. When you present them come from a place of service to your clients rather than a place of “selling” your clients.

Excellent Customer Service coupled with Integrity: Providing excellent customer service for your clients is quite frankly showing them that you are the expert and that you are honored that they have chosen you as their consultant. Integrity is simply doing what you say you will do when you say you will do it.  Many relationships have been broken and business lost because someone didn’t do what they said they would do when they said they would do it. A personalized time management system is really beneficial to keep you on track.

Communication: Once you have become acquainted with a client, be sure to reach out to them on a regular basis and let them know that you value them not only as a client but as a person. There are many ways to communicate as you build relationships.

• Direct Mail – For a sincere personal touch, take advantage of direct mailings. This isn’t just for specials and promos. Sending a birthday card, thinking about you or holiday greeting makes an impression that you truly care and appreciate them not just their business.

• Phone – Your voice, the tone of your voice and your genuine enthusiasm won’t shine through on a piece of paper, in an e-mail or text message. Use the phone for follow-up after they have received their product to make sure that everything is as they expected. The phone can also be used as a “just checking in” call. They hear your voice, they know you care. And, if they are not available, it’s okay to leave a voice mail letting them know that you care!

• Limit E-mail and Texting – Although a convenience, when you want to create a solid foundation for a relationship, your personal touch and your actual voice will be the key to your success.

The rapport and the relationships that you create between you, your hosts and guests will determine your future bookings, orders and business. Do you have a system in place to make sure that you are building lasting relationships and keeping them?

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"I could do what she is doing!"

The words “You are so good!” truly make you feel great. And, who doesn’t love to be told that they are good?

But, there is a downside to hearing words or statements like, “You are so good! I could never do what you do.” Being too good could be keeping you from growing your direct selling team and increasing your income.

It’s important for your parties to be fun, provide entertainment and information about your products and services. But, if you are hearing the ‘you’re so good’ words frequently, you may want to hit the pause button and consider another plan of action.

Your ultimate goal for your guests and hostess  is to have them thinking “I could do what she is doing.” One of the best strategies used to accomplish this is with guest participation.

Several years ago, one of my top consultants was experiencing a sponsoring slowdown at her parties.  We created a simple technique that totally turned her sponsoring around, made it a fun experience and had a powerful impact on her party and sponsoring results.

We designed presentation cards out of index cards. Before the presentation started, each guest took a card or two. The cards were numbered in the order she wanted the guests to read them and they had a lead in statement or question on them that guided her through her presentation from her welcome to the closing.

The concept behind the cards was for party attendees to see and experience that you don’t have to know everything or be really good to do what you do. Other benefits of the cards: the guests are more attentive, they keep the presentation on track and it produces a great interaction between the guests and consultant.

No more than 10 or 12 cards are suggested. You will want to personalize them based on your company, product and your presentation. Examples of what you might include:

1. Welcome to the best party in town!  I’m so glad I’m here!
2. Let’s do introductions. Tell me your name and tell me something  you really would like me to know about you.
3. We have the BEST …. (fill in the blank)
4. Did you know that (company name) has a fabulous Money-Back Guarantee?
5. Please tell us what hostess benefits we will receive when we schedule our parties.
6. Would you tell us what is the best thing about being a (company name) consultant?

Think about the different stages of your home party presentation. What lead in statement or question could you incorporate that would get your guests involved, keep your presentation simple but fun and earn you the results that you desire?

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Would you like your party audience to pay more attention when you are introducing your products and host benefits? Would you like your party guests to have more fun and be more interactive with you? When you accomplish this, your party sales will increase and you will get more bookings from every party.

The art of asking questions is a key direct selling strategy to incorporate into your show presentation that will enable you to achieve those expectations.

Asking questions, sincerely listening and getting to know your hosts and guest is the fastest and best way to build a rapport that makes your guests want to buy your products, book a party and continue to do business with you.

By incorporating questions into your presentation, you will be having a conversation with your hosts and guests. The result: you are part of the group rather than just the expert talking and selling your product benefits. You will be talking with them, one friend to another, rather than “at” them as the salesperson. Ask yourself, “Am I lecturing or partying?” When everyone participates, everyone wins!

Starting with introductions, really get to know your guests.  Why not make your introductions really count? Here are a couple of great starter questions:

• “What was the best part of your day today?”
• “In one sentence or less, what is the most important thing you would want someone to know about you?”

The information your guests share will give you insight into future bookings and sponsoring leads.

There are two types of questions to include in your presentation: Rhetorical and Participation

Why are rhetorical questions important? These are questions that you ask to find out how many in the audience agree with you or could use the benefit of a particular product or service that you offer. The result that you want is for them to nod their heads and raise their hands. The best way to get that result is to nod your head and raise your hand as you ask the question.

These questions will start like this:

• How many of you…
• Is there anyone here…
• Can you imagine…
• Who would love to receive this as a gift?

The benefits of a rhetorical question is that when they nod their head and raise their hand, they are agreeing with you, they see the value of what you have shared and are thinking, “I need this item.”

What are some benefits of including participation questions? These questions are asking for feedback, opinions and your guest thoughts and ideas. When your hosts and guests participate in your presentation and share their thoughts and ideas with everyone, they are actually selling themselves on your products or helping you sell it to the other guests. How fun is that?

Side note: It also gives you insight on who might love to do what you are doing!

Here a few examples:

• Is there anyone that already has this product? What is your favorite thing about it?
• Would anyone like to share some of the items that you have added to your wish list?

Take the time to write out some questions that are specific to your products and services, both rhetorical and participation that you can include in your presentation.  Asking questions will equal more sales, bookings and recruits. See what a difference it makes in the mood of the group at your next party and the difference in the results that you achieve. Will you try it?

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Excellent Host Coaching

Have you ever wondered why some direct selling consultants consistently have great parties over and over? Have you ever asked yourself why their party sales average is higher than yours or why they book more parties than other consultants?

The most successful consultants have one thing in common, they are excellent at hostess coaching.

When you hostess coach you are setting up expectations with your hostess so that she will have a fabulous party and receive the maximum benefits from your hostess program.

The biggest mistake consultants make is assuming that the hostess has been coached on how to have her best party ever. Just because she’s hosted other parties doesn’t mean that anyone has ever coached her for a successful party.

Once you have scheduled her date, your first statement and question should be, “My hostesses have the best parties ever. My intention is always to help you receive the things on your Wish List and make sure that you take full advantage of our hostess program. Can we take a few minutes, right now, to get your successful party started?”

When she understands that your intention is to partner with her and knowing that you have her best interest in mind, she will be open to listening.

This conversation should always be centered on what’s in it for her. It’s the WIFM technique. When you help her receive everything that she wants, you are sure to get the results that you want.

First, let her know what she can expect from you.  What are the benefits for her to have the party with you? What do you do for your hostesses to insure that they have a fabulous party?

A simple and short checklist is an easy way for you to share the most important things that she can expect from you and the most important things she needs to do. It is a great visual for your hostess as she can refer back to it while she is waiting for her party date to arrive. It is also a great tool to use when you make your pre-party coaching call with her a couple of days before her party.

When you are prepared, you know your hostess benefits and you are clear about your expectations, this will only take a few minutes but the value of the time spent is well worth it. The stage you are setting - the difference between a good party and a fabulous party.

As a reminder: Always ASK her if she will be able to do what you are expecting of her rather than telling her what she needs to do. When you do this, you are getting her commitment to help make her party the best one she has ever had.

Expecting your Success!

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Direct Selling Success Secret

You already know there isn’t a magic wand that can be waved that will create your personal success in the world of direct selling.  But, I believe there is a secret that you may not be aware of that can give you the foundation you need to achieve the business success of your dreams.

The most important secret – create your direct sales business vision from your own personal expectations. To many people, this is the same thing as a goal. But in reality, it is so much more. Rather than a goal, which is just the name for something;  you are automatically determining that you will take action when you are  expecting something to happen.

Take the time to create a vision of what your success looks like to you. What do you expect to achieve as a direct selling professional? Yearly income? Level of leadership?

The saying goes “You get exactly what you expect.” Setting your direct selling business expectations is an essential strategy to having the business of your dreams. A great place to start is with your party expectations. Take a minute and imagine what your perfect party looks like to you. What are the results that you want to achieve with every party? Ask yourself these questions:

• “How many guests do I expect in attendance?”
• “How many bookings do I expect to schedule from every party?”
• “What do I expect the total sales of the party to be when it is closed?”
• “What do I expect my hostess to do to prepare for her party?”
• “What can my hostess expect from me?”

Now that you know the results you expect, what are you willing and determined to do to make your perfect party vision a reality? It’s time to create your success strategies that will insure your vision becomes a reality.

Now that you have the blueprint for setting expectations, you can use it for successful results in every aspect of your home party plan business: sponsoring, booking and selling.

Expecting your success!

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