Goals, Goals and More Goals. If you are in direct sales, it is the focus of EVERY consultant. My overall Thirty One goal has always been to have a full-time income with part-time work. Isn’t that everyone’s dream? This goal meant reaching a sales goal every month. Some months have been good, some exceptional while others have been very dismal. Here are some suggestions that may help you reach your sales goal:
- Know what makes your customers happy. We all want our customers to be happy, right? Our job is to find out what makes them happy and how best we can meet those needs. What is the major obstacle to your customers making a purchase? Shipping charges? Personal budget? When I am direct shipping to a customer, I always “absorb” the additional $4 cost that the company charges. Why do I do it? To make my customers happy and to keep them coming back. I also offer a frequent buyer’s card for multiple purchases. Budget is an issue? How about encouraging her to host a party?
- Identify customers you can make happy. You can’t make EVERYONE happy. WOW! This was a hard lesson for me to learn. When I started accepting that there may be some who do not like or want our products, I just thanked them for their time and moved on. The funny thing is at the last party, a customer flat out told me PRIOR to the party that Thirty One was not her style. I said that I totally understood and told her to come and enjoy an evening of fellowship with her friends – no obligation. When she actually SAW the products – she bought a bag and is thrilled. Was that my goal – NO! My goal was to focus on the friendship and fellowship of our Thirty One parties.
- Know that each client has a unique problem to solve. Solution selling – that is the key component to most direct selling businesses but is one of the KEY elements of Thirty One parties. I often ask customers what problem are they trying to solve or what do they want to use a particular product for. Some look at me like I am crazy while others will pour out all of the details of their life. Each customer is unique. By asking these questions, I am able to offer suggestions to solve their problems or sadly, even admit that I may not have something that could meet their needs at the moment. Honesty is the best way to help your customers with their unique problem.
I LOVE that our company helps us to BELIEVE and ACHIEVE on a regular basis by providing reasonable and attainable goals. The current incentive is to simply submit $300 in orders each week for a period of 6 weeks. If you succeed, you will receive a NEW product or print that will be featured in our NEW Spring catalog that will be released in January, 2014. Some will earn 1, 2, 3 or 4 while others will earn them all. Everyone’s goals are different, everyone’s business is different. Your goals should be tailored to YOU and stretch you just a little outside of your comfort zone.
Have a ThirtyOne-derful day!