Chapter 8
Navigating Your First 100 Days of Business
IN THIS CHAPTER
Making the most of your first 100 days
Creating your list of 100
Maintaining your calendar, hours, and schedule
Being ready for business, both in person and online
Establishing good habit patterns early in your career will help you stay on a path to success. Seasoned professionals in the direct selling business will tell you that you can do certain things that will get your business off to a great start. This chapter shares tried and true benchmark activities that will create sustainable momentum in your business, right from the get-go. Even if you aren’t new to the direct selling industry, these activities can also help you regain momentum.
Nothing is more exciting than receiving your starter kit, opening it, and realizing that — for real — you’re in business! But feelings of uncertainty and being overwhelmed can quickly replace that excitement as you think about where and how to start. Take a deep breath and keep reading for a look at where to begin. Think of these tasks as part of a checklist designed for new consultants to complete within the first 100 days. By starting with small, doable actions, you can build both your business and your confidence quickly.
Most companies have a new consultant rewards program that runs for your first full three months in business or your first 90 to 100 days in business. These have a variety of different names, such as Fast Start, Quick Start, Great Start, Jump Start, Heart Start, Start With Style, New Consultant Rewards, and Success Start.
Companies design these programs to create benchmarks for you to strive for, while at the same time rewarding you for your efforts. These activities will also help you establish good habit patterns you will carry throughout your success journey. I recommend you familiarize yourself with your company’s program and plan on achieving as many of the benchmarks as possible.
Finding Your Way through the First 100 Days
The first 100 days of your launch are the most important for creating momentum and getting your business off to a great start. You’ll never get these 100 days back.
The following sections break down the first 100 days into three checklists to provide guidance as a new consultant. These lists are also helpful for experienced consultants who want to regain momentum in their business or for leaders who are onboarding new consultants.
Wow! If you complete this list, you’re well on your way to business success! Even if you don’t complete all the tasks, by working toward them, you’re setting yourself up for a rewarding business.
Days 1 to 40 — Starting strong
By completing the following checklist, you can begin your business strong and should have sold enough to earn back your initial investment:
- Set goals (see Chapter 5).
- Schedule your launch events (see Chapter 7).
- Create your lead list (see the section, “Creating Your Lead List of 100”).
- Mark all the days in your planner that you want to work.
- Announce your new business on your chosen social media platforms.
- Connect with your leader/sponsor.
- Set up a work area.
- Keep track of expenses.
- Set up a separate business bank account.
- Create an email for your business with a branded signature.
- Unbox your starter kit on Facebook Live.
- Achieve the first level of your company’s new consultant rewards program.
- Book two additional events.
- Invite a friend to do the business with you.
Days 41 to 70 — Continuing forward
By completing this checklist in these next 30 days, you’re well on your way to having a successful business. At this point, you should be earning income:
- Set up a VIP or customer community group for your new customers.
- Book four to six additional events.
- Order additional business supplies.
- Add to your lead list.
- Welcome your second recruit to your team.
- Help your new team members reach your company’s new consultant rewards program.
- Achieve the second level of your company’s new consultant rewards program.
Days 71 to 100 — Keeping the momentum going
By completing this checklist within your next 30 days, you’ve established yourself with a successful business and on your way to your first promotion:
- Follow up with customers from your events over the past 70 days.
- Welcome your third recruit to your team.
- Help your new team members through the new consultant rewards program.
- Book four to six additional events.
- Reach the third level of your company’s new consultant rewards program.
- Achieve your first promotion.
Bringing a Friend
Did you know that statistics show you’ll have more fun and earn more money when you and a friend start a business at roughly the same time? It’s true! Having someone to train with, share ideas with, and grow together with will create a much more fun experience, while at the same time generate more success for both of you.
Often, a new consultant thinks of building a team as something only experienced people master, that they should become good at booking and selling before sharing the opportunity with others. Nothing could be further from the truth! Now is the perfect time to share your business with others. Think of a friend who loves your product, enjoys people, could use some extra income, or is looking for flexibility. Invite them to take a look at what you’re doing and encourage them to join you.
You might say something like, “Hey, Chantel! I’ve just started a new business. I know you’ve been looking for a way to make some extra income. I’d love you to take a look at this. It would be so fun if we did this together.” Think of three to four people to whom you might say something similar. One of them is likely to take you up on your offer.
Creating Your Lead List of 100
A contact list is an excellent tool that can help you get off to a great start. You can use this contact list as a resource for potential guests, hosts, and even future team members.
To begin creating your list, scroll through the contacts on your phone, your address book, and your friends on social media. You can use the groupings later in this section to help you think of others to add to your list. Commit to making six calls from your list each day, asking these acquaintances to shop, host, or join. When making your list, identify anyone who might enjoy the products, make a great host, or be a good fit for the business opportunity.
If someone isn’t interested, remember to ask them for referrals; who do they know who may like your products or enjoy hosting events? If they aren’t interested in the business, ask who they know who may want to take a look at the business opportunity, as well.
To develop your list of 100, you can create this list in a notebook, your planner, or in a digital application, and think of ten people in each category:
- Friends
- Relatives
- Neighbors/former neighbors
- Social media connections
- Place of worship
- Coworkers/former coworkers
- Contacts through children
- Social groups (activities you’re involved in, like a book club, gym, or sports team)
- Spouses’ contacts/coworkers
- School friends
In creating your contact list, add phone numbers, email addresses, and any other details that may be helpful so you can reach people when you need to.
Keeping Control of Your Calendar
Make sure that you’re the one who controls your calendar — not your clients. Managing your calendar is one of the most important factors to your continued success. It all begins with scheduling your first six events (online or in person) within a 30-day period of time. Keep in mind that throughout this book, I use the terms “parties” and “events” interchangeably. In the past, parties was the dominant term, and it still is common within the industry, but the term events has become widely used.
Decide when your business will be open. Will you work weekends? Weeknights? When you work is completely up to you. One of the amazing benefits of direct sales is the ability to create your own schedule and work your business around your existing priorities. Be intentional. Make a clear-cut decision on when you’re open for business and then lead clients toward those dates.
When you’re starting your business, getting those six events scheduled within a three-week period (21 days) is even better! The first one or two could be your launch party (see Chapter 7 for much more on launch events). You want to create momentum and build a firm foundation for your new business. When starting with just one or two events, most people never really get going and their business continues to limp along.
Think two events per week for those first few weeks and you’ll set yourself up for success right away. You’ll usually reach the end of your first month with your investment paid, money in your pocket, an increase in confidence, and a healthy number of bookings to begin setting your own schedule.
The following sections help you effectively set your schedule and manage your calendar, which can contribute to your ongoing success.
Setting a schedule
First things first. Decide how many events a week you want to hold. If you only want to hold one event a week, open your calendar and clearly mark the day or night you want to work. If you want to hold two events each week, decide which two days or evenings you want and then mark those dates in your calendar. For three events, mark three days, and so on.
With the increase of online events, people can do two or even three events per week. Most of the posts for your events can be created in advance, and you can pre-schedule those posts and videos on most social media platforms.
When you have some idea of when you want to work, booking is much easier than just randomly filling dates as you go. Be proactive, not reactive. Creating a set schedule will also create consistency and help form habits that will make your business more successful.
Booking for sooner, not later
Always try to book within the next four weeks (or sooner if your event is online), unless your calendar is already full. When you book too far ahead, people have a tendency to cancel, or they lose their excitement for the event. Keep in mind that people book parties because they had a fun experience. They’re excited about the products and enthusiastic about offering them to their friends, and they have the drive and desire to get free and discounted products for themselves.
When I got a cancellation, I’d immediately replace it with three one-on-ones.
Setting goals for your calendar
When I was holding parties, I’d challenge myself to make my night “equal three” — three bookings from every party I held. When that didn’t happen, I’d get on the phone the next day and make calls from my booking lead list. If I got two bookings from the party, I’d be determined to get one more on the phone. If I only got one booking from the party, I’d challenge myself to secure two more by phone the next day. This strategy resulted in an overflow of bookings and allowed me to maintain my desired three-party-a-week schedule. It also helped me get the job done while I was at work.
If your goal is to hold two events every week, challenge yourself to make your night “equal two.” That way, you’ll never feel overwhelmed. Two is always a great goal, one to replace the event you just did and one to grow your business.
Making one phone call to close the gap after a party is much easier than making six calls in a panic because your calendar is empty. When you’re doing follow-up calls, you’ll sound much more enthusiastic when your calendar is full. When your calendar is empty, you may sound desperate.
Studying your calendar
To offer dates, you need to know them, of course. Make it a habit each day to look at your calendar. Mentally, you should always be moving toward a target and know your next available dates. Always know where you stand, how many bookings you need within the next four weeks, and what your available dates are. Refer to the later section, “Knowing your next available dates,” for more specifics.
Weave dating your calendar
Industry surveys show that almost 20 percent of hosts move their dates or cancel, so to ensure calendar control, try weave dating. If you want to consistently hold one party a week, weave by booking one party one week and two the next. If you want to consistently hold two parties a week, book two one week and three the next — and so on. That way, if a party from the week with three parties has to reschedule, you still have two parties left. You’ll still be able to meet your monthly goal of eight parties (or whatever your personal goal may be), and if you end up with an extra party, you’ll make some additional income.
Always Being Ready for Business — Seven Tips to Help
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 section shows you how being and staying ready for business helps you take advantage of opportunities.
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’re 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, being ready for business is important 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’re 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 say, “I’d love to get your contact info.” In the past, and still today, a business card is a common way to give someone your contact info. However, today you can exchange information in many ways, including using a personalized QR code or just connecting directly online with one another via a platform like LinkedIn, Facebook, or Instagram.
Sometimes I’m chatting with a direct sales rep and 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! Every time you get caught without materials, like your contact info and catalogs, you aren’t ready for business. You need to be
- Physically ready for business: That means you’re ready to take an order, book an appointment, or share the business opportunity.
- Mentally engaged: 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 at 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?”
The following sections discuss the seven tips for always being ready for business. I promise you’ll feel prepared and confident — and you’ll get results.
Preparing to share your contact info
Your contact information, whether that’s a business card or a scannable QR code, is an extension of yourself — it’s what you leave with people. Always having that information available for someone shows professionalism and preparedness.
Here are three 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’ll ask you if you have a business card.
After you extend the card, the conversation is typically over and the person walks away. 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 night out,” or “I love these products so much. They have made my life easier by …” or “This business is amazing. I’m really excited by the way everyone falls in love with… .”
When people ask for your card, let them know what you do and explain the services you offer (in-person event, online event, 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 or contact info, which should include your website.- 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 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 clean and in the same place. Be in the habit of putting your business card or contact info in the same place all the time, so you’ll always be able to access them immediately without having to conduct a search. Whether you keep your business cards in a wallet, a business card holder, or the inside pocket of a purse, make sure that they’re protected from getting bent or scuffed up. Remember, that card is representing you and your business, and you want it to look clean and crisp.
If you don’t have a business card and your company doesn’t provide them to you for free, get some made. Nowadays it’s easy and cheap. Many resources are available online (many of which offer discounts or free with purchase), such as www.vistaprint.com and www.zazzle.com. You can write off the expense.
Keeping 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 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’s 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 clearly visible on your catalog. 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.
Stamping your information or placing a label on your catalogs is extremely important. I can’t tell you how many people have given me catalogs and then later, when I wanted to make a purchase, I had no way of reaching them because they didn’t put a label on their catalog. Don’t let this happen to you. You miss out on - Opportunities for sales, bookings, and potential recruits
- 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: 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 that you always have a pen handy, too. They get to keep the catalog and you have their information to add to your lead notebook so you can follow up.
Convenience is king. When people have to wait for information, they move on to someone else. If you remember nothing else, remember this: When you’re not ready, you’ve lost an opportunity.
Having 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:
- Host packet: It’s for people who are interested in hosting an event or for people you have already booked as a host. The items in this packet cover more information about the products, your company’s host program, company specials, and host coaching information.
- Opportunity packet: It 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. These sections delve deeper into some important tips, such as what to include in your packets and how to be prepared.
Knowing what to include in your packets
Generally, you only need a few things in these packets:
- Catalog (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 incentives (in both host and opportunity packet)
You can find most of these pieces in your virtual office. Print them and include them in your packet. Keep these materials short and simple so you don’t overwhelm your potential lead. With so many people seeing your posts online and commenting with interest, you want to get information to them quickly. That’s why it’s extremely important to have a digital version of a host or recruiting packet on your desktop or phone. Don’t waste time hunting for this information in your back office.
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 an event or starting a business.
Having your packets within reach
You should always have at least six packets made up and ready to go. You don’t need 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 tote bag for my parties and six in the trunk of the car that I kept in a container. Storing them in a container ensured that they stayed dry, clean, and ready to give to potential hosts and recruits. When you’re out running errands or at a party and the opportunity presents itself for a booking or sharing the opportunity you can say, “I have some information in my car. Let me go grab it.” Or say, “I have them right here.” By having the information handy, you’re visibly demonstrating this business is simple and hosting an event is simple to your prospect.
Don’t ever get caught without your information. If people have to wait for it, they’ve already moved on to something or someone else. If you don’t have the information with you, offer to send it digitally on the spot.
Without being prepared, you run the risk of losing the moment. For many people, they’re interested because something grabbed their attention. Maybe they’re 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’re planning. You can be a solution to their problem. And because what you offer fulfills that, they’re 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.
Planning your show-on-the-go
Your mini show-on-the-go is a huge opportunity for you while you’re 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’re 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 events is unrealistic — but having some items in a small bag is an easy way to show off some of your products.
These sections include my suggestions about what to include in your show-on-the-go and where to look for opportunities for your show-on-the-go.
Identifying what to include in your show-on-the-go
Here’s what goes in your show-on-the-go:
- Catalogs: Have two to three on hand.
- One host packet and one opportunity packet: Refer to the section, “Having host and opportunity packets handy,” earlier in this chapter.
- Small collection of products: You should always have a small collection of products for your clients to see, experience, and sample. For example, if you represent a skincare line, 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, 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.
Searching for show-on-the-go opportunities
If you want business, you have to get out and see people. And if you’re ready, you’ll get business. There’s always an opportunity to create a connection, find a lead, or get a sale with a show-on-the-go. 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’ll 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. When customers get the actual products in their hands, they’re able to see how amazing the quality is or how great the benefits are. And they want it. It’s not as easy to create that same excitement, spark, or interest for your products through other means.
Of course, you can still use other mediums. Social media continues to play a huge role in the way direct sellers sell, book, and recruit (see Chapter 18). But again, and I can’t say this enough, if you want business, you need to get out and see people. People today continue to be 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 be less enthused.
Here’s an example of how a show-on-the-go might play out:
- While at the pool or the park with your child, you’re 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.
Nowadays, people can get hi-tech for almost every product or service they want: Amazon, major retailers, and even small businesses today have websites and 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’re doing a show-on-the-go, a one-on-one appointment, or an event, perfect your closing. While you’re 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 discover more about how to do a successful closing, see Chapter 15.
Creating your positioning statement
Often called a 30-second commercial or elevator pitch, a positioning statement is essential for your business. It’s 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. In this section, I provide more basics about positioning statements including some examples and then offer some guidelines for creating your own.
Recognizing the types of positioning statements
There are two kinds of positioning statements:
- What you say when you’re 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.
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 positioning statement, 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 positioning statement 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 more than $200 away in free products if you have a few people over to your house. We should do that. Here, I have my calendar with me. When are you free?”
The lead was just given a lot of information in a small amount of time, but still isn’t sure what this representative does, what products are involved, or what the experience could mean for them.
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.
Developing your own positioning statement
Your positioning statement 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 positioning statement 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 can do for them, not just what they are.
- It creates a wow factor. Your positioning statement should create interest. Show off a benefit that makes doing business with you appealing.
- It supplies a need. Make clear what you and your products can do for others. What pain point can you take care of? Your positioning statement should make people think, I have to have that.
Look at a few good examples of a positioning statement:
Beauty: “I show women how to take years off of their faces by taking care of their skin.”
“I help women get salon quality nails for a fraction of the price.”
- Spa: “I pamper people 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 and teach you how to pair wines with your favorite foods, taking the stress out of selecting the perfect wine for your meal.”
- Cookware: “I can help you get in and out of the kitchen, creating amazing meals in under 30 minutes, and make preparation and cleanup a breeze with the most awesome, innovative tools on the market today.”
Dressing for success
You only get one chance to make a first impression. Dressing professionally is important when you’re in direct sales. Professionally means to dress appropriately for the occasion. If you feel good about yourself, you’ll carry yourself with confidence.
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 and a T-shirt, your hair is in a messy bun, 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 makeup. Others can pull off jeans, blazer, and dress shoes. 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 previous scenario, and of course that’s when they run into someone who is looking to do business with them. And remember, so much of how people interact today is online. How you look online is equally as important.
Before you head out of the house, jump on that Zoom meeting, or join Facebook Live, look in the mirror and ask yourself, “Would someone want to introduce me to their friends?” If your answer is no, you probably should take a moment, change, and look appropriate.
Getting ready probably doesn’t take that long. Some people can do it in five minutes. Some people take longer, of course, but you know how you feel when you look good and when you’re looking to impress. Find a nice, professional outfit, put on your makeup, and fix your hair. You probably look great 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 also 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’re able to stay focused. And, nowadays, you never know when someone will ask you to jump on a Zoom call, so be ready.
A rep 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 realized I wasn’t 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 that rep 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.
Knowing your next available dates
Never leave home without knowing your next two available dates to have an event 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 of whether it’s a sale, booking, or recruit, if you have to go home so that you can look at your calendar, you’ve lost that opportunity.
If you know your next available dates in your schedule, you’ll 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 that even when I’m 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. Even if you have it on a digital calendar, know your dates so you can make the conversation seamless and not have to keep referring to your phone.
I still use this practice when I’m trying to fill my speaking calendar. Every morning, I always look at my schedule, so I know when my next available dates are. If I 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’re excited. Then I keep them excited during the follow-up process (see Chapter 17 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’re 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’re open for business. If you want to book events 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’ll have those availabilities 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’ll start to become so familiar with your calendar that you’ll soon know every single availability for longer and longer periods of time.
The good news about doing online events is that people are often prepared to book in the week following the conversation.