Direct Sales: Making It Work For Your Biz (Part 1)
Written by Karen Moehr on June 28th, 2009Direct sales: It’s perennial industry that has grown even more in recent years. Why is it so popular? The idea of working from home, selling products that you love, building a team and achieving top level salaries, prizes and recognition is a provocative idea and proven career. It sounds marvelous and to see what some of the top earners of the industry make, it can be a lucrative and enjoyable business for years and years.
However, with so much to offer, with such go-at-your-own-pace directives and with the opportunity to build a business doing something you really love, why do some not make it? Why do hopeful recruits sign on the dotted line to join their company of choice only to drop out a year, or a few months later?
It isn’t lack of support. Direct sales offers one of the most supportive environments of any business venture. With team meetings, corporate events, and a plethora of motivational literature, it should be fairly easy to stay interested. It offers the ability to work your own schedule, grow as little or as much as you like and essentially, write your own ticket.
With such an amazing opportunity why isn’t everyone who goes for it flocked in gold and set for life? Why do some persist and stand the test of time while others falter and fail? Are they just unprepared or unskilled in running their own business?
What’s the problem? Why is there such a high failure rate? Why do some sellers seem to kick around with different companies hoping for one that “sticks” and makes it all worthwhile? The bottomline is just the familiar “do it” that seems to be the sticking point. It isn’t a magic formula or personality style; it’s just the matter of doing what it takes to succeed. It can be a success formula unlike the next guy, but it must be a formula that works for you.
Do you have determination, persistence, and the ability to get past the hurdles to stay the course? It’s not a new or untested theory; you just have to simply find what works and keep doing that until. Yes, that’s right: You do it until. If you must pick up the phone and call 100 people until you find the right customers, that’s what you do.
Sales is, after all, largely a numbers game. Are you a dialing for dollars personality? Is it something you’ll really do? After all, success is simply a matter of finding a formula or system that works, and then repeating it over again. Picking up the phone and calling 100 people may not be for you while others do it daily without the blink of an eye!
Many direct sales companies advise you to “share” instead of sell. This helps people get past the hurdle that they may feel they are pushing something onto others. It’s a nicer term. It’s one that usually sticks and helps people understand that if they thought the products were great doesn’t it stand to reason others will too?
Tags: Marketing
