We are kicking off the busiest selling season of the year which is the perfect time to think about growing your business. I mean people are shopping, ready to spend money on those they love and you have amazing products to offer them. So, building your business now should be easy right? Many of us will do 60% of our sales during the next 6 to 8 weeks, BUT we want the business to keep moving forward, right? I don’t know about you BUT I like getting a regular paycheck.
This is the time of year when we get to connect with new and repeat customers. We get to share all of the newness of the holiday gift guides and help them to find the perfect gift for those they love. What happens when the holiday excitement fades? Will your business fall flat or will it continue to grow or at least maintain an even pace?
This time of year gets me excited. There are lots of vendor events connecting with other direct sellers and business owners. I get energized thinking about new ways to build my business. For those of us in direct sales, we know to build your business, you need to:
Sell, Book, & Recruit
Sales are easy during the busiest selling season of the year. Vendor events open the door to new customers. We get to introduce our product to people who have never heard of our companies. Lots of customers result in an increase in sales, right? Potential customers are all around us. Sharing our passion about our products along with tips and tricks is something which comes easily for most of us.
Booking and recruiting can get a little harder. Despite the fact I love the company I am with, the hostess benefits are awesome and I am blessed to have it pay all of my bills as I work from home; I still stumble over words when talking to someone about having a party or becoming a consultant. Crazy, right?
So what is the trick to turning customers into hosts and recruits which will help to grow your business? The truth is not everyone is going to be interested in having a party or becoming a consultant and it is OK.
Here are 3 simple ways to increase the number of customers who turn into hosts and new team members.
Strategy 1: Keep it all about them.
When we share our hostess program or business opportunity, how often is the focus on us as the consultant? I can hear all of the denials but sometimes it is tough to turn “our needs for sales/bookings” into being all about them, right? We need to practice talking about how it could benefit THEM. As a business, people need to see how it can fit into their life and add value to it. The key is building a relationship with our customers and then sharing the VALUE of what you have to offer with confidence!
Asking questions and offering solutions to fill their needs, helps our success rate go up. Whether tit is for the discount on the products, time with friends/family, or a chance to earn extra money, YOU offer solutions.
Strategy 2: Uncover their concerns.
The key to finding new hosts and customers is knowing how to listen. If you ask someone if they would like to have a party and they say, “no”, don’t be too quick to move on from the conversation. Asking more questions doesn’t have to be pushy or salesy. You can simply ask “is there anything holding you back?” Then LISTEN to their response, it allows you to overcome their objections
Validate their concern and offer a solution along with some encouragement. Who knows you could turn a no into a yes. Take time to find out more about their hesitation.
Strategy 3: Consistently Follow-Up
When someone says “no”, do you ask them if it is okay to check back with them at another time? Then do you actually follow-up?
Think about when you were invited to attend something. Maybe you initially said, “Thanks for the invitation, but I’ve got so much going on I won’t be able to attend.” A few days go by and the same person asks you if you are attending. Now you respond with, “I don’t know. Maybe. I’ll have to see how my schedule pans out.” Another week or so goes by and you get a messaging from the person saying they are hoping to see you at the event. This time you say, “You know what. It sounds like fun. Yeah, I’ll see you there!”
It happens all of the time. Initially, someone may decline to join your team or host a party, simply because they are busy and don’t want to think about it. Then some time passes, if you reach out again they may be more open to the idea. A “no” doesn’t mean never contact me again, just not at this time. You will miss opportunities if you don’t follow-up. Remember, follow-up is important because needs and situations change.
When we focus on the needs of our customers, uncovering their concerns, and following up consistently, you will turn more customers into hosts and recruits.
A little long but hopefully it will help you to extend this busy selling season into the new year.
Have a ThirtyOne-derful day!