How has the beginning of 2019 been for you? As we enter the halfway point of 2019, it’s only natural to reflect on what we’ve accomplished so far, where we’ve fallen short of expectations, and what happened that we never saw coming. Every year is filled with its share of blessings and surprises. At the same time, in many ways, the first part of your year can look just like the last part of your year if we aren’t careful. Which gets me thinking about resolutions. Do you only make … [Read more...]
Winning Back the Trust
In times of change, companies often find themselves at odds or even in an adversarial struggle for dominance with their field sales leaders. There are many reasons why these divisions occur, including declining sales, changes of ownership (especially when the founder(s) sell out or retire), and rising competition from other gig/part-time income opportunities. These divisions lead to a lack of trust and belief on the part of the field sales leaders and will obstruct, if not outright sabotage, … [Read more...]
Most Technology Problems Are Not Actually Technology Problems
Having started my career in the direct selling industry in 2002, you can imagine the swift changes I’ve experienced in a relatively short period of time in how direct selling works. I’m sure many of you can say the same. As the model evolves and adapts, we found ourselves today rethinking components of direct selling that seemed like bedrocks of our business. Technology = Opportunity & Confusion At the forefront of these changes, you’ll find technology as an equal-opportunity … [Read more...]
The Implications of a Trade War with China on the Direct Selling Industry
International trade is an important part of the world economy, especially between the United States and China. The US imports approximately $505 billion of products from China while the US exports approximately $135 billion of goods to China. We are all aware that the US is taking steps to lower the imbalance of imports and exports, with a goal of protecting US markets from lower cost producing countries. The Current International Tariffs The Trump administration has to date … [Read more...]
The 7 Most Common Recommendations for Today’s Direct Selling Company
Every direct selling company thinks of itself as extremely unique. You probably feel that way about your company, too. Your product is one-of-a-kind. Your compensation plan has unique perks. Your founder offers both special privileges and special challenges. Your culture is special and unprecedented and unlike anything you’ve ever seen. And I bet that’s all true. I just bet it’s not as true as you think it is. My experience has shown me that direct selling companies have a lot more in common … [Read more...]
5 New Rules for Direct Selling Success
It used to be that choosing how you wanted to sell your products using a direct selling method was a fairly simple proposition. Direct sellers employed two basic selling approaches: one-on-one and one-to-many (usually referred to as “party plan”). The Most Recent Approach Then along came the vitamin and supplement companies who drove a new method of selling using a variation of subscription selling called “autoship.” While it seems common now, this approach was quite innovative … [Read more...]
The Right Way to Create a Sales Forecast in Direct Selling
Every year, usually after convention season is over and most direct selling companies kick into their high-selling season, another important task begins (or at least it should): the formulation of the sales forecast for the balance of the year, and the plan for the entire following year. This is a good time to appraise how well your initiatives and tactics are working in the current year. Are we ahead or behind our plan? What worked and what didn’t work? Honest and clear answers to … [Read more...]
Our Customers Want to Know They’ve Been Heard
There is one word that can make a huge difference for the growth and sustainability of your direct selling business when it comes to your customers. Drum roll, please! And that one word is … LISTEN! The Easiest Way to Show You’re Listening As customers, we want to know someone is listening. The easiest way a Customer Service Rep can do that is by summarizing the customer’s inquiry. Something like this: CUSTOMER SERVICE REP: “Let me make sure I have this right. You … [Read more...]
Avoid Bottlenecks: Make Warehouse Pick & Pack Easy
Largely out of necessity, most startup companies perform all functions of running their business, including picking and packing orders. That is a good thing because this function can be one of the most time-consuming and costly pieces of operating your business. But it can also quickly turn into a costly and time-consuming bottleneck during busy times, like the end of the month, holidays, etc. However, it doesn’t have to be that way! Streamlining Your Pick & Pack Process A … [Read more...]
Momentum: Success Starts With You
Just because it is the middle of the year, doesn’t mean we can’t start fresh as if it’s New Year’s Day, the infamous goal-setting holiday. Bring on the new goals, new growth and new people. Anything is possible. And how does that happen? By starting NOW and getting the momentum going! Lead by Example! Bookings are easier when people are chatting and laughing in the company of friends. Recruiting is easier when people watch how much fun you’re having (and notice how much you’re … [Read more...]
The Audio/Visual “Request for Proposal” Breakdown
In my last blog, “Should I Use the In-House Audio/Visual Company or an Outside Supplier?," we explored the reasons for considering an outside a/v company vs. an in-house supplier. Now it’s time to deal with the RFP (Request for Proposal) document itself. Begin with a Brief Overview Begin with a very brief overview of the event: who, what, where and when. Be specific as to dates, location and attendance. Here’s a typical overview: Typical Home Parties, the direct sales … [Read more...]
7 Trends That Prove Direct Selling is Changing
For quite awhile now, we’ve all been speculating about how much the direct selling industry will change over “the next five to ten years.” It’s been a fun and poignant phrase to add to our conversations with colleagues. It’s a sentiment that has captured our sense of change, while also pointing out our lack of clarity on exactly what that change will be. It’s been the perfect thing to say when we don’t know exactly what to say. Changes Happen in Micro-Phases In conversations, … [Read more...]
The Perfect Time to Capture Video for Direct Sales Companies
Events are crucial for direct selling companies. Events are also a unique opportunity to capture video content because you have everyone who drives your business in one place at one time. From our years of experience in the industry, we have learned that many opportunities are missed at events from a video content standpoint. Check out our new video to learn about the 5 video opportunities you shouldn't miss at your event… About Clark Diemer Clark Diemer leads Diemer … [Read more...]
Should I Use the In-House Audio/Visual Company or an Outside Supplier?
By now you should have determined the “Big 3” of your event—your theme, schedule and budget. The next step is to focus on what will likely prove to be a major part of your budget—your audio/visual (a/v) and staging. This process begins by putting together a Request for Proposal, usually referred to as an “RFP,” for your sound, lights, staging and projection. Talk With Your Event Space Assuming your event is taking place in a convention center or hotel, you first need to think … [Read more...]
Flexibility is the New Must-Have for Direct Selling Companies
Today’s successful direct selling company understands that what their customers and potential sales people want is “choices.” The 3 Best Choices to Offer As customers, they want and increasingly demand to be able to choose when, where and how they interact with a business to buy everything from cotton swabs to automobiles. That demand to choose when, where and how they interact with a business or a product is why you can now buy everything online, including cars and … [Read more...]
- « Previous Page
- 1
- 2
- 3
- 4
- 5
- 6
- …
- 11
- Next Page »