In This Chapter

Understanding best business practices

Being ready for business wherever you go

Learning business etiquette for direct sellers

Securing interest and leads

In direct sales, being ready is one of the most important things you can be. Unfortunately, there is sometimes a small hurdle to being ready, and that is not taking it seriously. Your direct sales business is a business, even if you consider it your “part-time” business. And “part-time” can mean big profit, if you take it seriously. This chapter shows you how being and staying ready for business helps you take advantage of opportunities that will occur throughout your day.

Being ready for business doesn’t mean you have to be always hunting for the next sale or recruit, or wearing your business hat 100 percent of the time. You’re busy with the rest of your life, too — kids, school, another job, social responsibilities, and so on. People constantly tell me that when they are out and about, they just want to relax. They don’t want to be all about their business all the time.

But even if you’re pursuing this business part-time, it is important to always be ready for business because you never know when the opportunity to book or recruit will present itself. Being ready doesn’t mean bringing up your business to every person you see at the grocery store. Being ready means that if your business comes up authentically in a casual conversation, you are ready to provide your lead with information on the services and opportunities you offer. And you can do this all without ever feeling burned out.

Often when I’m out and about and I meet someone I want to stay in touch with, I’ll ask, “Do you have a business card?” They usually reply with something like, “Oh, they’re in my other bag,” or, “I just gave my last one out to so and so.” Sometimes I’m chatting with a direct sales rep and I say, “I’d love to see a catalog — do you have one with you?” And they reply, “No, but I can send you one, or you can view it online.”

Don’t be that person! Each and every time you get caught without materials, like your business cards and catalogs, you are not

• Physically ready for business: That means you’re not ready to take an order, book an appointment, or share the business opportunity.
• Mentally engaged: It’s important to always mentally prepare yourself to leave your house with the expectations that you might meet someone or that you could get some business today.

Opportunities for these conversations can happen at any time. They can happen, yes, while you’re at the grocery store — or at the doctor’s office or a little league game. They can happen during a PTA meeting or when you’re out at a restaurant. You need to be ready at all times to share your business, your products, and your opportunity because you never know when moments like this are going to present themselves. When they do, and you’re not ready, you’ll miss a sale, booking, or even a new recruit for your team.

You say you want business and you wish you had more business. You want additional bookings, more recruits, and better sales. You must be able to offer these things to people while you are out and about. Take a minute right now to ask yourself: “How ready am I?”

Use the seven tips for always being ready for business that I discuss in this chapter. I promise you’ll feel prepared and confident — and you’ll get results.

Always Be Ready to Give Out a Business Card

Not just are they in your purse or wallet, but do you know exactly where they are? The last thing you want to do is start searching through your purse saying, “I know I have one in here somewhere” — or worse, start dumping the contents out while searching.

Your business card is an extension of yourself — it’s what you leave with people. Always having a business card ready for someone shows professionalism and preparedness. It’s something that people expect professional business people to have on them at all times. Do you always have business cards with you?

Here are four key tips for business cards to make them more effective:

• Say what you want to say before you extend the card. When somebody compliments you on your jewelry or bag or the lotion you’re wearing, tell them it’s part of a line you represent. More than likely, they will ask you if you have a business card.

  Once the card is extended, the conversation is typically over. So before you hand it over, take the time to say, “A great way to really see the products is by getting a few of your friends together for a fun girls night out,” or “I love these product so much. They have made my life easier by …” or “This business is amazing. I am really excited by the way everyone falls in love with … .” Once that card is extended, the person takes it and usually walks away.

  When people ask for your card, let them know what you do and explain the services you offer (home party, online party, one-on-ones, and so on). Tell them why it would be fun for them and their friends. Start an authentic conversation — and then close with your card, and hopefully a booking.

• Capture their contact information in return. Always say something like, “Sure, I have a card, but what I would love is to get your information so that I can follow up to answer any questions you might have.” Or say something like, “I would love to get your information so I can send you a link to my website where you can view the catalog.” If you don’t get their contact information, you’re likely to never hear from or talk to that person again.

• Keep them in the same place. Be in the habit of putting your business cards in the same place all the time. You want to be able to access them immediately, without having to conduct a search. Get in the habit of checking before you go out to see if you need to restock.

  There is nothing worse, I promise you, than when someone asks you for a card and you don’t have one. No one cares why you don’t, so don’t even bother giving them a reason. All they know and care about is that you don’t have one for them. End of story. So be prepared.

• Make sure they’re clean. I keep my business cards in a little plastic bag in the inside pocket of my purse. Otherwise, if they’re floating around in the bottom, they may get scuffed and bent, or get make-up on them, or even worse, a cough drop or piece of candy could be stuck to them. That’s not the way you want to be remembered.

  And gentlemen, don’t put your business cards in your back pocket. No one wants to receive something you have been sitting on all day. Keep them in a shirt or jacket pocket.

If you don’t have a business card, and your company doesn’t provide them to you for free, get some made right now. Nowadays it’s easy and cheap. There are many resources available to you online (many of which offer discounts or for free with purchase), such as Vistaprint.com and Zazzle.com.

Keep Catalogs with You

Your catalog is another great tool for showcasing your business and the products you represent. Without having some sort of catalog, doing business can be difficult. If your catalog is large or very expensive, you may decide to carry a mini catalog or brochure that your company offers. Or you may just decide to carry a larger purse, tote bag, shoulder bag, or whatever. Regardless of what your catalog looks like, it is your store, your inventory, your list of services, and your marketing.

More than having your catalog with you, it’s what you do with it that really matters. Here are two important things you just can’t miss:

• Your contact information: Make sure your contact information is on your catalog and that it is clearly visible. Many catalogs have a spot on the back page where you can put a stamp or a label. You want to make sure that your customers, clients, and leads can find your information quickly.

  Let me emphasize once again: Stamping your information or placing a label on your catalogs is extremely important. I cannot tell you how many people give me catalogs and then later, when I want to make a purchase, I have no way of reaching them because they didn’t put a label on their catalog. Don’t let this happen to you. For one, you miss out on opportunities for sales, bookings, and potential recruits. And two, you miss out on your chance at a great first impression because you weren’t ready for business.

  Label your catalogs as soon as you get them in the mail. Make it a habit!

• Their contact information: It’s important to get your lead’s contact information as well. You won’t always be able to rely on leads to contact you, and because you’re responsible for the income your business creates, you shouldn’t rely on their initiative.

  I used to stick a note in the upper right-hand corner of my catalogs. Then when I was out and about and gave a catalog to someone, I could say, “And if you wouldn’t mind just putting your information on there so that I can follow up with you, that would be wonderful.” Make sure you always have a pen handy, too. She gets to keep the catalog and you have her information to add to your lead notebook so you can follow up with her.

Convenience is king. When people have to wait for information, they move on to someone else.

Have Host and Opportunity Packets Handy

Host packets and opportunity (also called recruiting) packets are like the sprinkles on your sundae. Business cards and catalogs may be your ice cream, but having the extra toppings takes your business up a notch. These packets really show a potential lead that you mean business. A host packet is for people who are interested in hosting a party or for people you have already booked as a host. The items in this packet will cover more information about the products, your company’s host program, company specials, and host coaching information (Chapter 10). An opportunity packet focuses on sharing the business opportunity with potential leads. These typically consist of items that discuss the benefits of joining the business as well as information about the compensation plan and income structure.

If your company offers these for purchase, that’s great! If not, you can easily make them yourself.

Generally, you only need a few things in these packets:

• Catalog (in both host and opportunity packet)
• A few business cards (in both host and opportunity packet)
• Short letter from you (in both host and opportunity packet)
• Host planner (in host packet)
• Recruiting brochure (in opportunity packet)
• A starter kit flyer that shows the contents of what a new team member would receive after joining (in opportunity packet)
• Monthly specials and maybe a flyer about your company’s upcoming incentive (in both host and opportunity packet)

You should be able to print most of these pieces from your virtual office. Keep these materials short and simple so you don’t overwhelm your potential lead.

The actual information in these packets is secondary to the real purpose the packets offer: the opportunity for you to schedule one-on-one time to talk to the lead about hosting a party or starting a business.

You should always have at least six packets made up and ready to go. It isn’t necessary to have them in your purse/bag at all times, but they should be somewhere handy, like in your car. When I was in the field, I always had six in my briefcase for my parties and six in the trunk of the car that I kept in a container. Keeping it in a container ensured they would stay dry, clean, and ready to give to potential hosts and recruits. When you are out running errands or at a party and the opportunity presents itself for a booking or sharing the opportunity you can say, “I have a packet in my car. Let me go grab it.” Or say, “I have them right here.” By having the information handy, you are visibly demonstrating this business is simple and hosting a party is simple to your prospect.

You never want to be caught without your packets. If people have to wait for information, they have already moved on to something or someone else.

Without being prepared, you run the risk of losing the moment. For many people, they are interested because something grabbed their attention. Maybe they are looking to buy a gift for someone. Maybe they wish they had a little bit of extra money and you present the perfect opportunity. Or maybe they think a party would be a perfect idea for a bridal shower they are planning. It’s the moment when you can be a solution to their problem. And because what you offer fulfills that, they are willing to engage with you — in that moment. If you let the moment pass, you may not be able to gain back that interest at a later date.

Plan Your Show-on-the-Go

Your mini show-on-the-go is a huge opportunity for you while you are out and about. An outing with the kids on a play date can quickly turn into a sale, booking, or new recruit for your team. It’s an opportunity that, if you are ready for it, can be very successful.

Your show-on-the-go is like a mini kit that you carry with you in a tote bag that contains items you can throw a mini party with. Carrying around your large kit that you take to your parties is unrealistic — but having some items in a small bag is an easy way to show off some of your products while you are out.

Here’s what goes in your show-on-the-go:

• Two or three catalogs
• One host packet
• One opportunity packet

• Small collection of products

  You should always have a small collection of products for your clients to see, experience, and sample. If you represent a skincare line, you might carry the most popular products and a few of the newest, along with a couple applicators for people to apply the product. In cases where your products are too big or you’re unable to carry them around, you should always have samples or swatches. You can also carry some of your smaller products to show the quality.

• Tablecloth

  A tablecloth can make your setup look better and act as a backdrop for your products, especially if you’re in a less-than-desirable location. Buy a small black tablecloth, or go to your local fabric store and get something presentable, with a solid color (patterns can be distracting and take away from your products).

  Choose a tablecloth or fabric that won’t be wrinkled after being rolled up in your tote bag.

Here is an example of how a show-on-the-go might play out:

• While at the pool or the park with your child, you are chatting with someone. Eventually they ask you what you do.
• You: I help women select great accessories to stretch their wardrobe.
• Woman: That sounds amazing! That’s something I could use some help with.
• You: I happen to have a few of my favorite and most versatile pieces with me. If you want, I can show them to you now.
• You roll out your mini tablecloth and put a few of the pieces on it that are the most versatile.

This kind of thing can happen almost anywhere. I’ve even had this happen at a family reunion:

• Family member: Hey are you still selling that jewelry?
• You: Yeah, I am!
• Family member: Oh, I’d love to see a new catalog.
• You: Well, actually I happen to have a few of the new pieces with me. Let me go grab it.

These examples give you the opportunity to do a little mini show right then and there. Numerous reps have shared with me that they have had a $400 party poolside in the middle of summer while relaxing on a fun afternoon with their kids.

If you want business, you have to get out and see people. And if you’re ready, you will get business.

There is always an opportunity to create a connection, find a lead, or get a sale. When people see the product, they get a chance to touch it, experience it, and hold it. That’s when it becomes real for them. That’s when people can imagine owning it themselves. That’s when they will buy in to your products and buy in to you as an interesting person with integrity, as someone they want to do business with.

It doesn’t matter how beautiful a catalog is. It’s when they get the actual products in their hands that they see how amazing the quality is or how great the benefits are. And they want it. You can’t create that same excitement, spark, or interest for your products through any other medium.

Of course, you can still use other mediums. Social media is playing a huge role in the way direct sellers sell, book, and recruit (see Chapter 11). But again, and I can’t say this enough, if you want business, you need to get out and see people. People today are becoming more engaged with technology and less engaged with each other. That means face-to-face (F2F) interactions are becoming even more important. If they don’t see your product, experience it, or understand it, they’re likely to just move on.

If you are in a network marketing or multi-level marketing company (see Chapter 3 for more on these) that doesn’t offer catalogs or have easy-to-show products, then have a packet with recruiting literature and samples available. As always, the important step here is to make sure your contact information is attached to the sample — whether with a label, business card, or other means that will remain with the sample until after it is used.

Nowadays, people can get hi-tech for almost every product or service they want: Amazon.com, major retailers, and even small businesses today have websites and even apps that offer a product similar to yours. What they can’t get as easily today is hi-touch — that is, the experience of interacting with both the product and a knowledgeable representative. By being ready for business, you provide what other businesses don’t.

Whether you are doing a show-on-the-go, a one-on-one appointment, or a home party, it’s important to perfect your closing. While you are creating an interest for your product, you want to make sure that you secure the sale. You want to avoid “Best Buy Syndrome” — where people shop around, try your products, then try to find it cheaper somewhere else. To learn more about how to do a successful closing, see Chapter 9.

If you remember nothing else, remember this: When you don’t have your materials on hand with you (business cards, catalogs, packets, a mini show-on-the-go), you have lost an opportunity.

Create Your 30-Second Commercial

Often called elevator pitches, what I call 30-second commercials are essential for your business. This is the answer that you give when someone asks what you do, where you’re working, or what you’ve been up to. In reality, it’s only a few seconds that you have to get someone to ask more about what it is that you do.

There are two kinds of commercials:

• What you say when you are at a networking event or party and people ask you what you do.
• What you say when people compliment you on your product or mention something to do with your logo wear, better referred to as wear-to-share apparel.

Your response is something that you really want to perfect. That way when someone asks, you know exactly what you want to say and how you want to say it. In this section, I give you some examples and then offer some guidelines for creating your own.

Many professionals aren’t really sure what to say about their business. They want to get it right, but when asked what they do, it’s clear they haven’t practiced anything to say.

An acquaintance who worked in financial services once heard me speak on having a great 30-second commercial. He later told me that when he was asked what he did for a living, he used to say he worked in financial planning and investments with (company name). The other person in the conversation often either didn’t know what that meant or couldn’t find anything in it to grab on to and continue talking about, so the conversation moved on to other things. “After you talked about 30-second commercials,” he told me, “I changed to: I help people build their savings and save on their yearly taxes. People now respond by asking me to tell them more. I’m getting many more clients just from this simple change!”

Another woman I know, when asked what she does, would simply say that she owned a cupcake shop. Now, after hearing about the importance of the 30-second commercial, she’s getting more customers by saying, “I create beautiful and delicious cupcakes for every occasion of your life!”

Then there are people who are clearly very excited about their business but skip over the actual question about the line of work they’re in. Their 30-second commercial might sound something like this:

• “Oh my gosh, you’ll never believe it. I’m with this fabulous company and as a matter of fact we give over $200 away in free products if you have a few people over to your house. We should do that. Here, I have my calendar in my purse. When are you free?”

The lead was just given a lot of information in a small amount of time, but still isn’t sure who this rep represents, what products are involved, or what the experience could mean for her.

Finally, there are the people who have been doing business for a while and have learned to say something intriguing, in just a few short sentences. They would say something like this:

• “I empower women. I change their lives both personally and financially.”

That may sound dramatic and impressive, but if there isn’t follow-up conversation, it’s not very useful. These reps think they’re painting a picture of what they do, but are they? If that lead then runs into one of her friends, and she asks, “Hey have you seen Belinda lately? What’s she up to?” — they still have no idea.

Your 30-second commercial is what you do, not who you are. The biggest mistake that people make is failing to make it clear what they could do for the prospect.

Another mistake is leading with your title. People don’t generally know what your title means, especially if your company has unusual title names, like double diamond stars.

Here’s what a good 30-second commercial does:

• It paints a picture around the product or service. You show your customers the benefits of your product or services, and they learn what your products do, not just what they are.
• It creates a wow factor. Your 30-second commercial should create interest. It should show off a benefit that makes it appealing.
• It supplies a need. Your 30-second commercial should make people think, I have to have that.

Let’s look at a few good examples of a 30-second commercial:

• Beauty

  “I show women how to take years off of their face by taking care of their skin.”

  “I help women get salon quality nails for a fraction of the price.”

• Spa

  “I pamper women and help them create a spa experience in the privacy of their own homes.”

• Jewelry

  “I help women share their story and create personalized lockets for themselves and their friends.”

  “I can help women completely update their wardrobe with the latest trends in fashion designer jewelry.”

• Health

  “I help people achieve the lifestyle they want by sharing products that promote overall health and fitness.”

  “I help people achieve their weight-loss goals.”

• Home decor

  “I help people update their homes by taking out the frustration of decorating and providing them with the latest and most popular trends.”

• Food and beverage

  “I take the stress out of meal planning to achieve simple, easy meals in a matter of minutes.”

  “I can teach you how to become a gourmet chef simply by opening a jar.”

  “I create a fun wine-tasting experience where we teach you how to pair wines with your favorite foods and take the stress out of selecting the perfect wine for your meal.”

• Cookware

  “I can help you get in and out of the kitchen, making amazing meals in under 30 minutes, and make preparation and clean-up a breeze with the most awesome, innovative tools on the market today.”

Dress for Success

You’ve gotten this far and you’re thinking, Okay, I’ve got everything with me. I’ve got my business cards in a nice holder. My catalogs are ready to go, all my packets are in my car, I’ve got my show-on-the-go, and I know exactly what I am going to say. I am ready for business! And you head out the door.

You get to the grocery store, start shopping, and you run into your daughter’s dance instructor. You engage in conversation, you do everything right, she takes your card, says thank you, and walks away. You’re left thinking, What just happened? or, That could have gone better. Then you look down and realize you’re wearing sweatpants with sandals, a tee shirt, and your hair is up high in a ponytail and you have no makeup on. No wonder she walked away! Would you want to do business with someone who looked like that? Probably not.

People ask me all the time, “Can I wear jeans?” I always say, “Do you look good in jeans?” Some people look fantastic in jeans with a nice blouse, some jewelry, and their make-up on. If you don’t, you might want to think about wearing something else. A lot of times people go to the store dressed just like the scenario just described, and of course that is when they run into someone who is looking to do business with them.

Before you head out of the house, look into the mirror and ask yourself: “Would someone want to invite me into their home?” If your answer is no, you probably should take a moment, change, and look appropriate.

It probably doesn’t take that long to get ready. Some can do it in five minutes. Some take longer, of course, but you know how you feel when you look good. You know how you feel when you are looking to impress. Find a nice, professional outfit, put your make-up on, and fix your hair. You probably look fabulous when you’re headed out for a party or appointment. Take the same time in your day-to-day life as well. The better you look, the more opportunities you’ll have for business.

Getting dressed in the morning is one of the single most important details that can determine the outcome of your day. Not only does it serve you well when you’re out running errands, it changes your mentality, even if you stay inside and work from home all day. You might think, Oh, I’m not leaving the house, I’ll just wear my pajamas all day or I don’t really feel like getting dressed, I have nowhere to go today.

I can’t tell you how many times people tell me that they work from home, wear pajamas all day, yet get nothing done. I tell them, “Get dressed first thing and then see how you feel.” Most of the time people come back and tell me that getting dressed has made the difference in their day. They feel better and more professional when they talk on the phone. It makes them want to work harder, and they are able to stay focused.

A representative came to me after hearing my training on dressing for success and shared this story with me:

• “I was doing a fundraiser for a school in my community. I had a meeting where all I was supposed to do was go in and drop off a fundraiser packet with the secretary at the school. That’s all it was. So I was driving down the road and I realized I was not dressed appropriately.
• “I thought, should I run in there? I’m just dropping it off with the secretary. But then I remembered what you said, so I went home, changed, and drove back up to the school. When I walked in, not only was the principal in the office, but the superintendent as well. I was able to talk to them about the fundraiser I was doing and was able to book a fundraiser for all the schools in the district.”

If she hadn’t gone home to change, this situation could have ended very differently. When you’re out and about, you want to be presentable and look professional. When you know you look good, you walk with a pep in your step. You walk with confidence and you feel good.

Although this isn’t something that I would typically do, I have a friend who keeps a cute hat, hoop earrings, lipstick, and sunglasses handy at all times. If she has to run to the store in a hurry, or get in a carpool line quickly, she feels confident that she still looks presentable, and that she made an effort with her appearance.

People can respect differences in style, but they rarely respect a total lack of grooming when it comes to who they want to do business with.

Know Your Next Available Dates

Never leave home without knowing your next two available dates to have a party or a one-on-one appointment. Why? Maybe you’re thinking, Can’t I just go home and look them up and then call them? Well, you could, but again, when you have a potential lead, regardless if it is a sale, booking, or recruit, if you have to go home so that you can look at your calendar, you have lost that opportunity.

If you know your next available dates in your schedule, you will be more likely to get the sale or booking, make an appointment, schedule an interview, or sign a new recruit than if you have no clue what’s going on in your schedule.

I always make a habit of looking at my calendar first thing in the morning so even when I am on the phone, I always know my next two available dates. When I’m out and about, I know my next two available dates. I trained myself early on in the business. I used to write my available dates on a piece of paper and put it in my pocket before I left the house in case I needed to reference it.

After a while, it became such a habit I had it in my memory. I knew my calendar so I didn’t need to carry it anymore. You can do whatever it takes to help you be able to offer people a date to get together and do business with you.

I still use this practice when I am trying to fill my speaking calendar. Every morning before I leave the house, I always look at my calendar so I know when my next available dates are. If I run into someone or talk to someone that day who has an interest in booking me, I can quickly secure them and get them on the calendar while they are excited. Then I keep them excited during the follow-up process (see Chapter 13 for more on following up).

Here’s a great example of what it can mean to know your next available dates. I was speaking at a leadership event, and during lunch, one of the leaders came up to me. Our conversation went something like this:

• Leader: We didn’t know we could hire you ourselves!
• Me: Oh, absolutely! Other than conventions and corporate events, I do regional meetings, product launches, and workshops throughout the year.
• Leader: Well, we want to have you at our next one for sure.
• Me: Do you require a Saturday?
• Leader: Yes. We are going to have people coming in from a variety of different areas.
• (This was in February and I knew my calendar very well.)
• Me: Well the only Saturday I have available between now and September 23 is April 16.
• Leader: Are you kidding me?
• Me: No, I’m sorry, that’s all I have available.
• (The woman left the line and returned a few minutes later.)
• Leader: We’ll take it.

And that was that. A booking in a buffet line.

Knowing your next available dates also means deciding when you are open for business. If you want to book parties on Tuesdays and Thursdays, then you need to look at those holes in your calendar and aim to fill them. When you’re out and about and you talk to someone, you will have those holes in mind and will be able to quickly offer them and secure the booking by acting with intention. Circling days when you want to work also helps because it eliminates having to remember every single day. You will start to become so familiar with your calendar that you’ll soon know every single availability for longer and longer periods of time.

Being ready for business is really about having the will to want to do business. It’s about getting up and saying to yourself, I want business today! All the power is in your hands. The great thing about direct sales is that you can decide how and when you work your business. If you are mentally prepared and have all of your materials ready to go, you will be ready for business.