Quality vs. Quantity

It is the time of year when many direct sales companies encourage their consultants to recruit. When you get people making money during the holiday season, hopefully they will stay around for the rest of the year, right?  Now I am all about sharing the opportunity all year long BUT I will admit it can be a struggle sometimes.

This brings up the question….When RECRUITING is it  quality or quantity?

There are pros and cons on both sides so no hate mail, please.  When I decided I wanted to be a Leader with Thirty One, I was encouraged to make sure certain some basic components were in plan in my business.  First and foremost,  my personal sales/ parties had to be consistent.  Then I had to show my team how building a team can make a difference in their life.  I have talked about my initial step (or fall) into leadership.   When I started to grow my team, I quickly realized the difference between quantity and quality of recruits.

When I started with Thirty One,  it was recommended I follow the  2 – 10 – 1 model.  What it means is to hold at least 2 parties a month with at least 10 guests per party and 1 recruit per catalog season.  I know you are thinking,  ONE recruit per season will take you forever to grow your team, right?  Some do 2 recruits per season with the goal of each of those recruits being successful or maintaining their business.  I mean what good is it to have 100 girls on your team if only 10 of them are working their business and the rest are  barely staying active.  Leading by example is a great way to build your team.  I have found consultants who are on a recruiting mission to see how many new recruits they can get per month.  Is that you?  Are you helping your new recruits to grow, learn and nurturing them?  Do you compare the size of your team with those of other leaders?  Be purposeful in your recruiting – focusing on how your company can best meet the needs of your potential recruit.  What is their WHY?  What good is recruiting lots of people only to have them be part of the revolving door – coming and going all of the time?

I LOVE my team because it is a diverse group of women who all have their own goals for their business.  I have been blessed to only have a few kit-nappers over the last 7 plus years.  As a Director, it is up to me to help new team members – CELEBRATE, ENCOURAGE & REWARD them as they reach for their goals.  Sometimes life gets in the way.  That is okay!  Maybe their vision for their business has changed. Maybe they only want to work their business for some extra money.  Maybe they are not interested in having a team or recruiting.  Maybe they are a one party a month or just vendor shows or just collecting retail orders. There will be others who will go from the initial plan of 2 – 10 – 1 to wanting and growing their business to full-time potential.  The beauty of direct sales is YOUR business is YOUR business!  I truly believe a team needs to have diverse members to be successful – you never know who your next ROCK STAR will be!  If you focus on just those people who KNOW what they want and ignore those who have some great qualities – you may be missing YOUR next ROCK STAR.

Do you believe in QUALITY or QUANTITY when recruiting?

If you want to learn more about joining my amazing team, contact me for details.

Have a ThirtyOne-derful day.

Are You Missing One of These in Your Business?

Thank you Christie Browning for today’s tips….

I love my business. If you know me, you know it!!!!  Whether it is my Thirty One business or my handcrafted angels, I love having my own business.  I love the flexibility. I love the freedom to take visions to fruition.  I love sharing my love with everyone.  Now, I will be the first to admit on any given day I miss out on opportunities.  On those days, I tend to be more focused on “making money” to pay bills, so I blow past some of the things I need to have a successful business.  Don’t get me wrong, making money (and paying bills) is what we work for.  The truth is, I can’t sustain my sales (neither can you) if your business isn’t built on a strong foundation.

#1 – Know where you’re going and why you want to get there

I know we have all answered (or at least tried to) the question of our why…. We need to know what it is to be successful, right?  I have talked about the emotional why many times – it is the real root of why you want to be in business.  It is the inner motivation which pushes you when your tired, you want to give up, you are out of your comfort zone, and to push past your fears. Why is being a success important to you?  What will you gain if you are successful?

I struggle with tapping into my emotional why. as a result of my MS.  The key to the emotional why is your ability to paint a vivid picture of what “success” looks like to you.  It isn’t the same for everyone!  By identifying what the finish line looks like, you will know when you cross it, so you can celebrate and know you’ve arrived!  Your finish line might be clearer as you get closer to it but you need a visual picture NOW. The visual should touch your heartstrings and drum up some emotions when you think of it.

Key #2 – It’s your business – make it so!

You are designing YOUR business so make it yours!  I know it sounds crazy BUT how many times have you tried to copy someone else’s business (especially in direct sales) because they have risen to the top of the company?  I have been there, done that and got the tee shirt.  It doesn’t work!  I am learning (yup, took me 7 years!) my business will be different and might probably come together in a different way because it is MINE!  Be sure to design your business around your strengths and passions. Structure it around your time and calendar whether it is a part time or a full time gig.  You get to call the shots.  The key is to be sure to be true to yourself .  Remember your customers buy because they trust you – stand out in a crowd for what you want your business to look like.

Key #3 – Put the right process in place to win

I don’t know about you BUT I LOVE vendor events and home parties.  I LOVE connecting with people face to face.  Some would say it is the glamorous side of our direct sales business.  The truth is, success is made behind the scenes, in the nitty-gritty facets of your business (the parts we may not like).  Just showing up at events or parties is not going to keep your business consistent nor is it going to guarantee you success.  So, what system do you use to keep track of all of the “other things” you HAVE to do?  Do you have set days for follow-up with customers?  Do you know your target market?  I use a tickler file and LOTS of notes on my planner to make sure I keep up with order follow-up, mailings, booking leads and so much more.

Key #4 – Making the noise to bring in the biz

For some, marketing is the fun stuff!  For others, it is a hodgepodge mess.  You need to know who you are as a business and who you are trying to serve.  Do you know what your brand is? Branding is simply something which when people see it they think of YOU (and the ripple effect is thinking of your business).  It is the tone and feel of your business – such as the colors, images, and graphics you use.  I ALWAYS say “Have a ThirtyOne-derful day” – my customers expect it.  LOL.  Angels have become a part of my marketing…. they are part of my team logo as well as the watermark I use in all of my graphics.   What do you want their experience to be like after they interacted with you and your company? I want my customers to know I am all about making a difference in their lives and the lives of others.  I want them to know I am a down to earth “take me as I am” kind of gal.  The key to great branding is to be true to you. Don’t try to be something your NOT because it won’t connect with or feel authentic to your customers. Your brand is an extension of YOU and should be reflected in all you do, say and show.

I know this sounds like A LOT so take it slow and easy.  Start with one and work your way through…. Which one will you start with?

Have a ThirtyOne-derful day!

How To Handle Difficult or Demanding Customers

Let the Fall party season begin!  September is the Fall kickoff for many direct sales companies – new products, new styles, and a fresh look.  For many of us, this starts the busiest time of year in our business.  Did you know most direct sales consultants make 70% of their business from now till the end of December.  In just 4 months, we make 70% of our income, does the math work for you?

Whether you are in the party plan business or work for someone else, we have all met those customers who are just plain grumpy.   As we all look forward to helping our friends gather for a Girl’s Night Out, we begin to think about the guests who will be attending – moms, career woman, travelers, crafters, and the list goes on.  We want to be sure we are highlighting products which will be useful for them but what we don’t think about are the “hecklers” or the “difficult customer”.

Picture this:  you start your presentation when one of the guests begins making “side” comments just loud enough for you to hear.  Or, you talk about a product and they begin to tell you why XYZ company’s product is so much better.  Have you ever had a guest like this?  If not, consider your lucky and know at some point in your selling career, you may come across them.  If you have, did it throw you off your game?  I will be honest, I don’t do well with confrontation even after 7 plus years with Thirty One….I am grateful for these tips from Deb Bixler and Sherri Campbell:

  1. Spotlight the Difficult Customer at the Party.  A great way to stifle a difficult person is to answer all of their questions and offer not to go on until they are answered.   I have asked them to repeat their question or concern so I can answer it because there may be someone else in the group with the same concern.  As difficult as it may be I try to demonstrate empathy through eye contact, body language and smaller verbal cues showing concern.  This is REALLY tough since my face always gives me away.
  2. Rally the Interested Customers.  If someone is not cooperating at all with your presentation, participating or aren’t even being courteous enough to stop talking while you are; Debs suggests, simply say “The rest of the group is interested in this information”.  WOW!  I could not see myself saying it… it seems confrontational which totally scares me!  Remember the other guests are watching and will follow your lead (hopefully).  Stay calm and remain in charge of the interaction. You can also go with the difficult customer’s energy.  If nothing you are doing or saying is satisfying the customer/guest, disarm them by surrendering and granting agreement to the difficult customer.  Chances are the customer will probably start defending the you.  Believe it or not, it’s natural when someone is allowed to win they will be more open to what they were fighting against.
  3. The Wise Guy is Your Party Side Kick!  Difficult customers may think they know more than you do about your product or company.  Here is where knowing your products AND your company is a definite PLUS.  If you can show the “wise gal” the correct information, they tend to stop being a problem.  Don’t be forceful.  Come across soft and don’t talk over them even when it’s obvious they are off base. Let them talk themselves  out. Keep in mind the needier their behavior, the more power you have since neediness comes from weakness. By listening, you have a chance to build trust, empathy and rapport and ultimately, calms them down.  On the other hand, if they have good information, invite them to help out with the presentation.

Every party is not going to run smoothly.  I have to admit, I have been left speechless a few times due to a difficult customer.  I have even taken a 2 minute break in the middle of a party to “help” a difficult customer so she could be on her way.  By doing so, the customer actually booked a party and the group appreciated the fact the difficult customer had left.  Hopefully, you will never have a heckler or a difficult party guest BUT be ready just in case.

When a customer or party guest is never satisfied, it’s natural for us to lose motivation for working with this person. Sticking it out requires a strategy for dealing with difficult people, self-restraint and an ability to keep power in the relationship. we need to learn when to be hard and when to be soft in conflict. Something I am still working on….

The toughest thing for me is to remember to NOT take it personal….
When dealing with an unsatisfied customer, we need to remind ourselves this is a business issue and not a personal one.  Chances are,  this customer knows very little about you on a personal level, so keep this in mind guiding the conversation back to the pressing issue and how we plan to solve the problem for the customer.

Next time you encounter and angry person imagine they as a 2-year-old since it is the maturity level they are showing you.  Remember, you have the power as long as you remain calm, flexible, patient and mindful.

Have a ThirtyOne-derful day!

What Dream Do You Need to Revive?

Are there dreams you have given up on?  I don’t mean the one you had when you were a child to be a ballerina or a super hero?  I mean the ones you had as an adult. Maybe FEAR and doubt got in the way.  Maybe life got in the way – taking care of everyone else so you let the dream fade.

I will admit, I have let dreams fade over the last few years.  Life definitely got in the way – health issues caused me to struggle and doubt whether any of it was possible.  But the dreams are slowly starting to resurface.  I have faced some of my fears and am struggling through a vision casting process.

Vision casting is when you place yourself in the moment of the dream becoming a reality.  You let go of all fear, doubt and negativity while you enjoy and FEEL the moment.  My director did this with me many years ago – the year I promoted to Director.  As she shared the story with a hundred other women on a call last week, the tears came back to me.  I remembered the moment we broke through and I could actually feel what the moment would be like.  It was a miracle on many counts because I actually remembered the conversation AND I was inspired to dream again.

Think about this for a minute:

You are the only person who can decide to pursue your dream. Books don’t write themselves. Businesses don’t launch themselves. You’ve got to take the first step and keep stepping.

So, let’s talk about how YOU can dust off the dream and bring it back to life…..

1. What dream is sleeping in your life you wish were still a possibility?

Have you buried your dream so deep you forget about it?  Think about it for a moment. The dream which needs to be awakened could be connected to your professional life, your finances, a relationship,  your health, or your personal life. What is the dream for you right now? Write it down!

2. What do you need to give yourself permission to do it?

We bury things which are important for a variety of reasons.  Whatever reason made you bury the dream, it’s time to give yourself permission to dream again.  It’s okay.  Were you hurt and decided it was safer not to go down a certain road anymore?  Did naysers convince you it wasn’t possible?   Did responsibilities in life dictate it was better to let your dream die?  Or did the dream seem impossible to achieve, so you gave up?  Whatever your reason, use the past as a learning tool to recast your dream. Have the faith to believe nothing is impossible.

3. What do you need to say about it?

Speak life into your dream NOW!  Remember “The Secret” and positive attraction?  Say your dream out loud.  Hear the words, I mean really hear them!  Attract the positive, not the negative!  Share your dream with someone else!  Then observe how you talk about it.  When you state all the reasons you can’t have what your heart desires, you speak negativity (death) to your dream.  Each negative word is like a shovel, digging the grave and then piling dirt onto it until you can no longer see your dream. Negative words will steal your vision.  Are you going to let “words” steal your dream?

4. What action will you take next?

Did you know we kill our dreams with inaction?  When you don’t make any steps, even baby ones, towards the dream, you have sentenced it to death.  The best way to revive your dream is to take some action.  Never stop believing your dream is possible,.  As long as you are taking steps towards it, it is!  Don’t put a time frame on it.  Just continue to step towards it and things will start to happen. Start with one small step, then another. Even baby steps, when taken consistently, will get you to the finish line.

I challenge you to dust off your old dream and give it new life.  Whether you use the questions above or vision cast – let yourself dream again.  My dream is to promote to Senior Director with Thirty One and be a member of the Gives Council.  TWO BIG dreams which are really scary but I’m not letting go of them this time.

Share your BIG scary dream with us!  Have a ThirtyOne-derful day!

Is Impatience Your Problem? –

Patience can be developed with practice. 

As a recovering addict, patience has not been one of my strong points.  Sure I had patience (most of the time) with my daughter as a single mom BUT not when it came to other things it was non-existant.

What about you?  Is there a goal or desire are you rushing toward? What is the one thing in your life you just can’t wait to see happen?  I’m usually an “instant gratification” person but I’m working on changing which takes time (and patience).  Are you getting the vicious circle?  LOL.  It is usually the thing we want the most which take the longest like the struggle to reach your goal weight.

And while we’re waiting for things to happen, we are usually tempted to make things happen — we want the magic wand for things to happen NOW!  In most cases, the solution we find to the problem or desire is not a perfect fit and as a result we muck things up.  We get a SMACK to remind us it is time to practice patience!

The truth is a lack of patience is often a sign of fear and those inner gremlins called fear are waiting to squash your  goals and desires.  We want what we want now!  I know I am not alone, right?   We get anxious and worried then begin pushing for things to happen before their time (remember it is His time, not ours).  We need to learn to slow down.  We need to trust.  We need to breathe. Patience is an act of faith, even when we don’t know when or how things will work out.

Here are four key areas of your life where you may need to practice more patience…

Relationships

Are you short-tempered with people? Does waiting in line at the store irritate you?  Do you get impatient with someone who is trying to do something especially when they don’t live up to your expectations?  Are you scared your dream relationship will never happen?  If you are single, have you pushed a relationship to be “serious” when it may not have been meant to be.  Why?  Because you fear someone special won’t come along, or maybe you think you’re getting too old to get married, or your choices are limited so you are tempted to marry the wrong person.   Love happens when you least expect.  I was one of those who always rushed a relationship.  It was when I made the decision to let things happen it did.  In fact, I told hubby I didn’t want a relationship.  Here we are almost 16 years later and still together.  Don’t rush into things.  Be patient. Trust. I am a definite believer of when you relax about things, the door to love (and other things) will open. Are you willing to wait?

Work

Patience was a lot tougher when I worked in an office. I found my lack of patience sabotaged my relationships with coworkers and clients who came into the office.  Now with my own business, on days I have no patience, my relationships with my customers are in jeopardy.  I was a job-hopper for many years because I thought it was the way to advance in my career.  Then in recovery, I learned some patience and VIOLA things changed.  I worked for 9 years at the Aids Alliance before moving into a consultant position. Then I was with Bethel for about 7 years – both of these long term positions allowed me to put my skills to use.  Is your job hopping depriving you of the chance to let you sparkle?

Finances

The lack of patience and the need for instant gratification leads to consumer debt.  For those, with no patience, we also tend to have a sense of entitlement because we think we deserve things even if we can’t afford them.  The result is we rack up credit card debt instead of saving for things we really want.    Yup, I have been guilty of this which is another part of my addictive personality. We often play the comparison game too.  We want to be like everyone else but never realize we are probably comparing their end to our beginning or middle.  When you have a little patience in fulfilling material desires, you might be able rein in your spending.

Health

If there is one thing which takes patience and perseverance, it’s eating healthy and exercising. It took me 7 years to reach my goal weight and it takes LOTS of perseverance to maintain it.  I lost and gained the same weight many times because I wanted the quick fix.  It wasn’t until I joined Weight Watchers where I learned patience.  The results were slow and steady and before long the changes were noticeable!   Are you looking for shortcuts to good health? There aren’t any. Make a commitment to start making one change on at a time and you’ll build up good habits which lead to good health and better looks.

This week I challenge you to practice patience in an area of your life where you are struggling.  What are you afraid will happen if you are patient instead of racing to the goal line?  Practice patience. Good things do come to those who wait.

Have a ThirtyOne-derful day!