Business Tips and Tricks, Hope Wissel

Does YOUR VOICE Make a Difference in YOUR Sales

This week, we are going to talk about the ways to increase YOUR sales so that you can earn all of those AMAZING perks at National Conference.   So let’s talk about something that we don’t usual mention – the tone of your voice.  Sounds kind of crazy, right?  Maybe not.  Do you remember sitting through classes and “zoning out”?  The speaker reminded you of the teacher in Charlie Brown “BLAH BLAH BLAH” and in the end, you have no idea what they said.  Or the one who talks in just one tone – how can you get excited, if they aren’t, right?  Or is it the one who ALWAYS yelled?  You couldn’t wait to get out of the room to give your ears a rest.

A blog on mydirectsales made me think, “What a great topic to write about.” Although your voice may not be the best tool to make more sales or add more recruits to your team, it is still very important, if you want to make an impression on your guests.  Here are some tips from the blog:

Raising and lowering your voice:  You are the controller of your voice volume.  Finding the right time to raise and lower your voice is key to a good demonstration.  A louder voice can be used when you want to excite the guests about a particular product feature or its benefits.  A softer voice can be used when you want share something that will grab their attention even more, especially if you are telling a short story.  When you lower your voice, it becomes harder for people to hear you.  They will listen more intently. Chances are, if a guest is talking, another guest will ask them to be quiet.

A short pause:  Give people the time they need to digest everything you are trying to explain to them. Remember, many will be hearing about your products for the first time. If you don’t give them a moment to think things over, they might forget everything you just explained as soon as you start talking about the next product. You don’t always have to keep asking “Does anyone have questions?”  Just don’t say anything. Take a short pause, smile and then move on to the next product. Trust me, questions will come as people absorb the information.  I LOVE this because I seldom get questions until AFTER I am done and guests begin to explore the products.  It would be so much easier if they asked so everyone could hear the question AND the answer.

Um, Ah, So… Be careful with the “Um’s,”  ”Ah’s,” and “So’s” you say during your demonstration.  One reason is because it sounds like you don’t know your topic.  Another reason is, it can get annoying to listen to. If you want to reduce the amount of filler words you use, just pause instead of saying anything.

Of course, practice brings confidence.  Rehearse with friends or family.  Don’t try the techniques without practicing first.  Once you try any of these tips at your next party, tell us how they worked for you.

Have a ThirtyOne-derful day!

Business Tips and Tricks, Hope Wissel

Don’t Just Sponsor, HIRE!

In direct sales, we are taught that to grow in leadership we need to recruit new members to our team.  As I have shared in the past, I originally FELL into leadership.  Sometimes I think it was easier when I didn’t know what I was doing except sharing the gift that was given to me.  The more I know, the harder it seems to be for me.

Over the last week, I have seen blogs, Facebook training postings and taken a class with Shining Stars University all focusing on this topic.  Do you think someone is trying to tell me something?  See if any of this sounds like you:

Can you spot a recruit?  Are you actively LOOKING for someone who would be great for your direct sales opportunity?  Maybe you are missing the ones that are right under your nose?  Here are some cues that came from “My Direct Selling” blog – Do you know someone who: has purchased product from you, wants to work from home, needs some extra money, wants to make a change in her life, has great self confidence, takes over at the parties you are hosting to help everyone?  Have you offered her the opportunity or have you missed those cues?  As I look back on some of my parties, I can almost guarantee that I have missed those cues and more.  I was busy answering questions and helping customers to pick out products forgetting to observe what was happening in the rest of the room.

Here are the FOUR top reasons that we may not be sharing with others:  
  1. Fear of rejection.  GET OVER IT!  I know, easier said then done, for me at least.  The word “NO” is nothing personal and may only mean at this time.  Planting a seed may bear a flower (or a new recruit) later on.
  2. Fear of being pushy.  In this case, we are probably thinking of ourselves and not about the potential recruit. It may be we are just imposing our past negative situations on this potential recruiting opportunity.  Share your fear with the potential recruit – let her know that you are human.   Let her know that you don’t want to be pushy but you noticed that she would be great at this.  Be honest and forthright, your prospect will respect you.  In most cases, they will listen to you as well.
  3. Not ready for leadership.  I know I wasn’t.  I had no clue on how to lead a team.  It just happened.  The truth is that the best way to increase your income is to grow a team.  Work smarter not harder.
  4. Don’t want to step out of our comfort zone. WOW!  This is always a big one for me.  I am growing and stepping out more but in this area, it is still a problem.  
Just like any other business, we need to OFFER the business opportunity (job) to everyone as if there is lots of openings that need to be filled.  Some will jump on board while others may hesitate and still others will outright refuse.  In direct sales, we can’t hang a help wanted sign on the door and wait for people to walk in.  We need to watch for those cues at parties or when we are talking to people so that we can OFFER them the opportunity.

Are you ready to offer the opportunity?  Are you willing to share the gift that was given to you with others so they can change their lives too?  I would love to hear from others about your ideas on recruiting…

Have a ThirtyOne-derful day!

Business Tips and Tricks, Hope Wissel

Essential Direct Sales Skills

When I share my “why” at parties, I always say that I never did direct sales before but the truth is I was a kit-napper.  I joined direct sales companies for the kit and the discounts then when the shopping bug for that product died – I found another company or just went shopping the traditional way – in a store!  As I have shared before, I started with my current direct sales company as a hobby – for my love of the product which meant discounts.  Somewhere in the back of my mind, I thought “Maybe I could sell this” but it took some time before I actually thought of it as a business.  

I came across a blog called “3 essential skills that Women Lack in Direct Sales” and began thinking about my own journey in the direct selling world.  The three skills that the writer talks about are computer skills, organizational skills and branding skills.    

Computer skills are more than just Facebook and email and should include some other applications like excel, power point and word/ publisher.  This was an easy one for me and I think for most women today.  As a mom, we need to be a little tech savvy to monitor what our children are doing on the computer.  If you have worked outside of the home at all, in all likelihood computers are involved in some aspect of your job.  I have found that many of the direct sales companies have forms, tracking mechanisms, etc. that can be downloaded and used.  An important skill but one that can be learned with a little bit of help.

Organizational skills – so for me this is an ongoing challenge.  I look back at the days when I was crazy busy: working a 40 – 50 hour work week, commuting 1 1/2 hours round-trip to work, single mom with a daughter who had a passion for competitive sports (gymnastics, field hockey, all-star cheerleader) outside of school and a craft business on the side which included making and selling American Girl doll clothes.  Of course I am organized, right?  The busier I am the more organized I am – the more time I have, the harder it is for me to be organized.  Seems kind of crazy but I keep thinking that I can do that later then later doesn’t come.  I work best under pressure or deadlines which is not always good for my personal business.  I had a system that kept everything going.  As I moved into Leadership in Direct Sales, I have found it difficult to find a system that works for me to keep everything going.  Probably not the best thing to share with any potential recruit but I believe in being honest – you need to find a system that works in order to incorporate your business into your life.  On the outside, I am organized, supportive and a growing leader.  In my office – I am a hot mess.  I can find things quickly and respond to requests in a timely manner but it looks like a mess.  Something that I am working on.

Branding skills – this was a new one for me.  Branding to me was ONE of these titles: Belinda’s mom, COO for Bethel, Social Worker, Bag Lady when in reality I was all of these things.  I often wonder how people see me?  I know that they see me differently than I see myself just by the comments, requests and questions that I get on a regular basis.  I am learning to incorporate all of those things in my brand which I hope will be a “motivator for women”.  Thank you Vanessa Coppes for teaching me about branding.  I thought I had to wait to brand myself until I reached a specific level in my direct sales company but the truth is I can start NOW when I am a Director.  I guess I really started when I was a Consultant and was drawing recruits in without even trying to find them.

I don’t claim to be an expert in any of these areas but I am growing.  When I don’t know something, I ask.  As women, we already have many of the skills necessary to have a successful direct sales business.  I used to tell recovering, struggling addicts to take the skills that they used on the streets to sell and do drugs then apply it in a positive way to change your life.  In essence that is what each of us have to do with the skills that have – learn how to translate them into something that will help us in our business.  Not sure how to do this, ask someone how they see you?  You may be pleasantly surprised by their response.

Would love to hear about your organizational systems?  Please feel free to share you ideas.  Have a ThirtyOne-derful day!