Business Tips and Tricks

Mobile Office to the Rescue

What do you think of when we talk about “mobile offices”? Social media, cell phones and email? Or are you a paper person?  Is your truck  full of catalogs, order forms, samples and anything else that you might need if a customer should approach you?   Maybe you just carry a large purse so that you have stuff at your finger tips?  I am guilty of this one!

With the holiday shopping season in full swing, you want to be ready, right?  Ready to capture a new customer or hostess or maybe even a new team member.

An article on Direct Sales Education Foundation shared some tips on how to be mobile friendly in a cost effective way. Most of us in direct sales have been bombarded with this kind of training while some of us are a little slower to catch on (count me in this group).

For those of us who are old school, we have a mobile office in our car.  I have been using Thirty One’s  HangUp Activity Organizer.  No need to take up space in the trunk.  It hangs behind the passenger seat for easy access.

mobile office

 

For those that carry samples, Thirty One’s Zip Top Organizing Tote is a perfect solution with 7 outside pockets for carrying all those extras.

ZOT & fold n file

The Fold n File fits right inside the tote and is great for hanging files. You never want to be unprepared, right?  This is also a great set-up for teachers, social workers or anyone whose business is on the go.

Maggie from BeautiControl is a great testimony to how her mobile office saved her.  She arrived at a party only to realize that she forgot ALL of her paperwork.  How could she do a home spa without catalogs, orders forms, etc? Too far from home to go back or to have anyone bring them to her, she remembered that she had a complete mobile office in her trunk.  What a great feeling to get a text that tells me that I “saved” her party.

There are many other uses for these products so what if you don’t need a mobile office.? How about: diaper bag, overnight bag, gym bag, quick trip to the grocery store, travel bag, car organizer, snack bag, dvd holder…..what would YOU use these bags for? We would love to hear from you…

Be sure to also gather information from people you talk to.  The purpose of gathering information is with the intention of connecting with them SOON. When you meet someone and give them YOUR company information, get their name and their email address.  Most people will share their email.  Then be sure to FOLLOW-UP.  The fortune is in the follow-up, right?

Don’t be caught out and about without YOUR tools to conduct business this holiday season (or anytime of the year)!

Have a ThirtyOne-derful day!

Business Tips and Tricks, Hope Wissel

Is Voice Mail the Key To Success

I have a few vendor events coming up in the next 2 weeks and I want to make sure that I make the most of my follow-up.  I mean we hear it all of the time “the $$$ is in the follow-up”.  So, you collected all of those names and they checked that they were interested in a party or the business opportunity, now what?  I added a question on my form that asks “your preference for contact: phone, email, text” so at least they know that you will be reaching out to them one of those ways.

What happens when you call and need to leave a voice mail message.  For me, that happens more often than I can count.  Sometimes I just want to make sure that they received their product and were happy with it.  No other motive than to provide good customer service EXCEPT they think “UGH! she is going to ask me to book a party”.  I mean don’t we think that when we hear from other direct sellers.  Let’s be honest!

How often do your voicemail messages get results?  I mean do people really call you back?  Okay, so maybe if they have a problem, they do but how often do they call you back just to let you know that everything was okay?  Are we supposed to be mind readers?  Is the theory, if I don’t call her back, she will know that everything is okay and I am happy with my purchase?

voice-mail-e1349798560399

I have visions of people hitting DELETE instead of CALL BACK… According to the experts “to be successful in the direct sales business you need to leave powerful voicemail messages that will result in a return call.”  So how do you do that, right?  Here are some tips from DSWA on the 5 Keys to leaving a voicemail message:

Be positive.  Even though the person receiving the voicemail can’t see you as you are speaking, make sure you smile. They will hear the smile in your voice.

Be creative. This one stumps me all of the time.  What is a boring message?  How exactly are you creative so your message will be set you apart from the other messages. The beginning of your message is the most important. You should be witty and interesting. You should give a few teasers before your finish.  

Keep it short and simple. A good rule of them is that the message should be between 30 and 45 seconds. You can pack key pieces of information into that timeframe. Hit one or two important points during your message.  This one I can do but  the creative part is what stumps me.

Create a sense of urgency.  When I am calling a person to book a party, I am responding to their request and the fact that my calendar is quickly filling up.  My event dates are limited to 10 per month (on an average) so I want them to  know that the window of time may be closing.

Be confident. Don’t hesitate, pause or repeat. Don’t stumble over your words. Okay, so this is where I blow it.  How about you?  I always stumble over my words even with a script because I try to wing it or make it my own.  WRONG!  I need to practice more so that I can sound confident.  The more confident you sound, the more likely your home business will be successful.  I LOVE that line!!!

Goal for TODAY – write a script and practice.  Then pick up the phone and call!  Although my business is busy, I want to make sure that I keep the momentum going.  What tip helped you the most?

Have a ThirtyOne-derful day!

Business Tips and Tricks, Hope Wissel

Turn a NO to a YES

Mondaysedited

Happy Monday Morning!  Yes, it is Monday and I am ready to conquer the week, what about you???  It is a busy day filled with lots of errands, lunch with hubby and then some Thirty One office time.  I am so excited because hubby and I have set up a time schedule for me to work in the office.  I know you are probably wondering, I thought she had office hours?  I do, on paper which in theory works BUT I didn’t have a buy-in from hubby.  So now, since both of us are getting organized on a calendar, we have actually blocked time where I will work in my office on MONEY MAKING things – not busy work.  With that being said,  I am on a mission to turn a NO into a YES wherever I can.

As always, an article comes across my computer that points me in the right direction.  Today it is from DSWA..

For many of us, the word “no” is thought of as a dirty word in direct sales.  It is the word that sometimes sets us in a downward spiral that invites Negative Nellie and Doubtful Debbie into the office for a meeting.

First, let’s start by changing your thinking about the word no.  It doesn’t mean “no” FOREVER, just for the moment.  As JulieAnn Jones always says, she never stopped asking until a person said “do not call me again”!  It may take longer for some than others BUT in the end, it is worth the wait.  Have you ever heard of the “100 NO challenge“.  Why not look for the no’s instead of expecting a yes and being disappointed?  Then when you get a YES, you are so excited that you are ready to keep moving forward. See how we are changing the picture you have of the word “no” from a negative to a positive?

Did you know that customers will say “no” about five times before they say “yes”?   People buy and do things on emotions instead of making rational decisions.  Here are the reasons that people say NO:

  1. Wrong Time.  We know what that is like, right?  Not a pay week, busy with family obligations, stressed out from work and the list goes one.  Stay patient, contacting people at a later date may get a completely different result.
  2. Wrong Information.  Were you listening to the person you were talking to or were you planning the next thing that you were going to say?  As a result, you missed what they were saying and missed the opportunity to share the perfect solution to their situation.  Maybe you “threw up” too much information and as a result lost them?  Just because you shared the wrong information this time doesn’t mean you can’t try again.  Next time LISTEN closely to the cues that they are giving you.
  3. Wrong situation or circumstance.  This is the toughest one to understand but if the customer is willing to let you reach out to them again, they there is a possible “yes” in yours and their future.

So, how do you go from a NO to a YES….

  • Be curious while being persistent.  Show sincere interest in your potential customers, hostesses and recruits.  People like when others are interested in them.
  • Talk to the potential customer/ hostess/ recruit like a friend which will alleviate the tension that usually happens in a sales environment.
  • Transition the conversation… keep it moving from the one request that they are not interested in to a completely different topic.  This way you are not hounding them and they may be  more willing to talk again.  Who knows that may be the time that they say “yes”.
  • The BEST way to go from a NO to a YES – build a friendly rapport with a customer.  LISTEN, ask questions about THEM and be ready to follow-up with information that will help them (and as a result, help you).

Who is ready to hit the 100 NO Challenge?  Kick you Monday off in high gear with me….

Have a ThirtyOne-derful day!

Business Tips and Tricks, Hope Wissel

Heartfelt Listening

Thank you DSWA for some more great insight…  Recruiting is not one of my strong points.  I share the information but I am not good at listening for the cues that will lead me into a conversation about how the Thirty One opportunity can help THEM! 

I wonder if it is my listening skills.  Maybe I am listening but I am not what DSWA calls heart-centered or heartfelt listening.  “It is the listening that allows us to create an unconditional space within which both the coach and the person being coached are heard with body and spirit.”  Could this be the reason???

nelson mendola

This quote from Nelson Mandela sums it up.  Yes, I have just shared one of my biggest obstacles.  I am doing this in the hope that I will be able to help not only myself but others identify and overcome their obstacle to growing their business.

Heartfelt listening is what it takes for heart centered coaching.  When you focus on asking clients “open-ended” questions you will be amazed at how clients opened their hearts and minds, take ownership of their ideas, and committed to shifting their paradigms with their own problem-solving ideas when you ask them the right kinds of questions.  Then using heart centered listening you will be able to literally change lives!

I did a party on Sunday using Shari Hudspeth’s party cards and for the first time, I thought I heard crickets when it came to the business opportunity.  YEAH!  One of the booking seeds was asking the guests to ask me about my job.  Yes, I suggested some questions but it became a true dialogue about the opportunities available with Thirty One.  Since is was a small group, I was able to focus in on some of the questions and the facial expressions and the body language of the guests.  When I do my “thank you calls”,  I am going to see if anyone is interested in pursuing the opportunity at an event in February or if they would like to meet one on one to talk more.

Have I not been listening?  Have I been so worried about the party and what people thought that I just skimmed over it?  YIKES!  Think of the missed opportunities.  Time to BELIEVE recruiting will happy.  Time to STOP talking about how bad I am at recruiting.  Time to EMBRACE the changes necessary to reach my goal of moving forward in Leadership.

Do you struggle with an aspect of your direct sales business?  What are your best tips for overcoming the obstacles that keep you from reaching YOUR goals?

Have a ThirtyOne-derful day!

Business Tips and Tricks, Hope Wissel

Is Vacation Veronica Visiting You

Happy Monday Everyone!  It is December and only 22 more shopping days till Christmas.  Yes, I went there….

Being in direct sales, we are all focusing on the SALES for this month or the incentive to be earned or just thinking if I make it through to the holiday sales cut-off, I can take it easy the rest of the month, right?  I am here to tell you from past experience  – this is NOT the way to go.  I did that last year during the holidays and then kicked myself as I struggled to get back on track after the holidays to fill my January calendar.  Here are the 5W’s of Direct Sales that have helped me to keep “Vacation Veronica” away:

  1. WHO will I share this with? Who will have my next show?
  2. WHAT do I want my business to provide for me? What is my vision?  What difference do I want to make in this world?
  3. WHEN will I make time for my work and for my family?
  4. WHERE will I be in one year? Where is my time best spent right now?
  5. WHY am I really doing this? WHY does this bring me joy?

There are a lot more questions in each of the sections but these are MY personal favorites.  When I keep these things in front of me, Vacation Veronica doesn’t have a chance to get me sidetracked.  I am not saying that we don’t all need a break but let’s put it in perspective.  If you owned your own store-front and took a month off, don’t you think it would be hard to get back into the swing of things.    What if you work a full-time job and took a month off?  Would you want to go back to work and when you did, wouldn’t you still have vacation brain?

For me, I know when I focused on the “Holiday Cut-off” date last year kicking back until January 2nd, I didn’t have a lot of parties on the books and it was hard to get motivated again.  This year will be different, I am going to set-aside time for family and friends BUT I am also going to continue to look for opportunities to share the gift of being a Thirty One hostess or consultant.  One of the best ways to share the gift of YOUR direct sales business is by giving your products as holiday gifts.  Make sure that you include at least something to keep your business in front of  people during this holiday season.

Share what you will be doing to keep Vacation Veronica away during this holiday season.  I look forward to hearing from you.

Have a ThirtyOne-derful day!