For virtually all of your conference planning, you need to start with the basic commitment trio. The “Big 3” are your theme, budget and schedule. And out of those three, your schedule is the one component that will require the most ongoing time and attention. Event schedules will be updated and revised constantly, circulated widely and universally depended on as projects move forward and your event unfolds. Since this is the time of year when most direct sales companies are planning their … [Read more...]
Upselling Can Work Against You in Direct Selling
I never thought this would be a high-priority topic—or even a blog post topic at all. But a recent incident brought it to my attention. A Story of When Upselling Went Wrong I was working on a training project out of town and realized I needed a rental car. Since I was already at the office, the company arranged for a car to be picked up at a nearby hotel. How convenient! My colleague and I headed over and found a very small rental counter tucked in a corner of the lobby. The … [Read more...]
Time is Running Out for Your 2018 Event
If your company is like most, your annual event happens in July or August. That means it’s coming up soon, and you’re busy trying to get more attendees. You know what the best tools are to promote your event? Quotes, impressions and testimonials from your 2017 attendees. People want to know what’s in it for them. They want benefits, specific benefits. How to Acquire Testimonials Ask Reach out to attendees via whatever channels you can … email, social media, newsletters, … [Read more...]
Turkey: A Hidden Treasure?
Editor’s note: Occasionally, we at SCP extend the opportunity to post an article to experts outside of the normal Associates in our firm. Hakki Ozmorali has long been a good friend and proven expert. He’s also the editor-in-chief of the extremely popular The World of Direct Selling newsletter and website. Enjoy Hakki’s insights here on direct selling in Turkey. You decide it for yourself. Turkey’s population is 81 million. This is the 18th highest in the world and the 2nd highest in … [Read more...]
4 Tips to Adjust to a Changing Direct Selling Environment
Direct sellers across the globe are facing one of the most rapidly changing selling and recruiting environments in the last hundred years. We see evidence of it everywhere. Tried and true recruiting promotions no longer produce the expected results. Compensation plans and money prizes do not seem to drive the business as well as they used to. Few, if any, have a handle on exactly what is going on. The changes do not seem to flow from product innovations, new laws and regulations, or … [Read more...]
Salesforce Trust: The Key to Direct Selling Sustainability
Trust and belief from your volunteer salesforce are the most important assets any direct selling company can tap into. Great products, marketing programs, training materials, compensation plans and technology can all help build that trust, but they cannot replace it or overcome a lack of trust. In the early days of a direct selling business, company founders learn the importance of this asset. The founders tend to work side by side with the very first salespeople. These early adopters are … [Read more...]
9 Often Forgotten Best Practices to Improve Your Sales Force Training
Your sales force members are your best customers, which means you need to constantly pour into them, encourage them and listen to their feedback. If they lose steam, your business does, too. So here are nine tips to keep in mind when training your sales force. Top 9 Tips People grow from relationships. People don't grow from training, promotions, amazing products or flashy websites. Your new people will be more likely to succeed if they have someone within the company who provides … [Read more...]
Parcel Carrier Negotiated Shipping Rates: How They Work…
It’s 2018 and UPS and FedEx have once again raised their rates. If your business ships with UPS or FedEx, it is essential that you understand as much as possible about your negotiated parcel rates. Companies that have already negotiated with UPS or FedEx could be paying up to 45% too much on their shipping if they don’t completely understand how the negotiated rates and the negotiation process work. And companies that have never negotiated could be paying up to 70% too much. Who … [Read more...]
Ready to Habla Español? How to Tap into the US Hispanic Market
Many companies instinctively know the Hispanic market in the US represents a large opportunity, but they simply don’t know how to effectively tap into it. Companies need a well-thought-out strategy to effectively penetrate this market, but here are three key ways to start taping into the market now. 1. Offer a Spanish language website. US Hispanics accounted for 11 percent–or about $2.2 billion–of total e-commerce purchases made across the United States in the first quarter of 2012. … [Read more...]
10 Simple Ways Direct Selling Companies Can Provide Extraordinary Customer Service
You want your customers to be happy, right? Then don’t overlook investing in your customer service department. This is the perfect way to over deliver, increase rapport with your sales force and build trust between your company and its customers. So many direct selling companies settle for letting their Customer Service department simply focus on taking orders and answering calls. But they can be so much more. Here are ten tips to keep in mind as you look for ways to make your customer … [Read more...]
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