How to Command an Audience

Happy Monday and it is time to conquer the world!

Believe it or not, I’m an introvert, content to be on my own working behind the scenes.  I work every day to overcome this in my business.  I mean, let’s be honest, being in direct sales you need to be out sharing and talking to people, right?

I never thought I would or could command an audience.  When I think of an audience, I think of standing in front of a large group of people speaking – YIKES!  The knees start to shake, I get nervous and totally forget what I am trying to say.  Without even knowing it, we command an audience…

• Are you a mom or dad? Your family is an audience.
• Have a job? Your co-workers are an audience.
• Own a business? Your employees and customers are audiences.

When I put things in this perspective, it is a little bit easier to swallow.  The list goes on because an audience can be just one person you are talking to.  I love Andy Andrews! When I first saw him a Thirty One’s National Conference, I wanted to soak up everything he said.  The memory may not be great BUT I do read everything he puts out.  Some things stick with me while others I need to re-read lots of time.

He has an actual formula for commanding an audience no matter the size of the audience.

1. You want the audience to view you as a friend.

Do you feel like you need to have an answer for everything?  Are you a “know it all”?  Did you know the way your audience see you can determine how successful you are?   When your audience identifies with you or see you as a friend, they are more likely to be nice and engage in conversation.  Think about the people you enjoy being around. Then consider each situation from your audience’s point of view and make an effort to be friends with them, you will win their hearts.

2. You always want to actively engage your audience.

Do you get distracted talking to people (a group or event one person)?  You must ACTIVELY keep your audience engaged the whole time you are talking with them.  It can be stressful, right?  I tend to lose focus now with the MS and as a result, I tend to lose my audience.  So, I am working on way to acknowledge the distraction or “squirrel moment” so I can get back on track (for me and for them).

When I am talking to a small group (like at a home party), I used to stand in the front of the room – almost frozen in place, afraid to move.  Now, I walk around and talk to people while sharing the products.  If someone responds to something I said, I may walk over and share the product with them or try to engage them further in conversation.

The truth is despite my best efforts, I will become distracted or my audience will so I have to be ready to deal with it before it happens.

3. Communicate “what’s in it for them.”

When it comes to reading, watching, or listening, we only pay attention to things of interest, or those which affect us, or benefit us.  I mean, you aren’t interested in something, how long are you going to continue to listen or are you going to zone out?

Let your audience know what they will get from you (or the conversation).  If you simply tell them—they will show interest. Sounds easy, right? The key is to take the focus off of you and share what THEY want.  I have been doing this at my Thirty One parties but talking with the hostess before hand to get her favorites or the things she thinks might be of interest to her guests.  It has made a BIG difference in the interactions during a party.

The key is to Always keep “what’s in it for them” in the top of your mind. Tell the the value of your information upfront and it will not only keep their attention but it will also help you to focus your message on the key points.

If you want to make an impact, you must learn to engage and interest your audience.

What are your best tips for keeping your audience engaged or interested? Share them with us.

Have a ThirtyOne-derful day!

 

Chasing Rabbits

 

“You cannot chase more than one rabbit at a time and catch either one of them.”  Mary Kay Ash, cosmetics mogul

This is a busy week for those in the Thirty One pink bubble as well as other direct sales companies that are launching a new catalog on August 1st.  It is the end of the month and the end of the season.  It is a week of transition between old and new catalogs.  It is making sure that your customers don’t miss out on their favorite retiring products.  It is getting your hostess packets and marketing materials ready to ensure that you have a full calendar for the next few months. WOW!  I am tired just thinking about it.  Actually my list is getting longer by the minute of things to get done.  What about you?

One of my biggest mistakes and maybe yours too, is that I try this idea, that idea, that website, and this coach. We want to try all of these things at the same time and see what works.  We are running around trying what everyone else is doing instead of looking at our own business and evaluating what worked and what didn’t work for us.

Change can be good, sometimes.  Just imagine a potential recruit.  Maybe she has been to a few of your parties.  You think she would be great on your team.  As you talk to her, you hear “I couldn’t do that”, “you are so (fill in the blank) and that isn’t me” or “I don’t have time to change things up all of the time”.  The truth is change can be good if it is for the right reasons but just for the sake of changing could hurt more than help. You may have just made your job look so hard that no one wants to do it.

Been there, done that and lost the recruit.  I have tried every party idea that came along because it sounded fun or because it increased XX business, so it will help mine.  The truth is our circle of customers can be very different.

I am kicking off the new catalog by going old school. What does that mean?  I am SERVING my customers and hostesses.  I had some of my best parties when I wasn’t “trying” too hard.  When I focused my hostess coaching to boost her excitement.  When I asked what kinds of things her guest would like – not just products but the party experience.  It wasn’t my agenda but it fit into what they wanted to do for the night.  My basic script was always the same. Some may say boring, others would say it was a good thing.

 

 

You know what is happening?  My hostess coaching is getting better.  I am building better relationships with my hostesses which will lead to a better relationship with her guests.  I am focused on the best products to present instead of what game to play or what I am going to say,  KISS – Keep It Simple Sister!

What have I learned over the last year?  Sales were down slightly. Parties were down. Why? I could blame it on the economy.  I could blame it on the “s” word. But when I get gut honest, it is the way that I ran my business.  I was so busy trying the latest party idea that I missed out on building a good relationship with my customers, hostesses and team.  I looked unsure, and possibly even insincere because it wasn’t me!  Love this statement by Carrie Wilkerson

You don’t want your baby delivered by the Dentist. You want a specialist. I could not have chased all those rabbits and done as well as I did.

Trust me – focus on one model that works for you. I am not saying that you can’t change it up once in a while BUT keep the basic format the same.  I love the simplicity of Thirty One’s WOW format – Welcome, Offer Solutions, Wrap Up.  We want our job to look as easy as it is.  We want people to climb on board as hostesses and team.

 

Do you get distracted in your business when you see LOTS of ideas flying around?

Have a ThirtyOne-derful day!