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WorldCat.org

Introduction 1 About This Book 1 Foolish Assumptions 2 Icons Used in This Book 3 Beyond the Book 3 Where to Go from Here 4 Part 1: Exploring the Direct Sales Industry 5 Chapter 1: Examining the Direct Sales Industry 7 Understanding How Direct Sales Works 9 Recognizing the Three Different Direct Sales Models 10 Walking You through Your First Steps in Direct Sales 11 Waiting for your kit 12 Taking action after you get your kit 13 Recognizing Why Direct Sales Models Succeed 14 Selling unique products 15 Identifying types of products and services 15 Identifying Needed Personal Attributes and Skills 16 Belief in the product 17 Vision and goals 17 Superior communication skills 17 Patience 17 Interpersonal skills 18 Presentation skills 18 Ability to recognize buying cues 18 Customer care 19 Technological aptitude 19 Commitment to personal development 20 Working Your Business in Different Ways 20 Online and in-person events 21 Trade shows and vendor events 21 Collaborative events or pop-up events 22 Online marketing and online group communities 23 Fundraising 23 Reservicing 24 Personal shopping experience 24 Chapter 2: The Perfect Side Hustle - Spotting Which Model is Right For You 27 Focusing on Income Potential and Product - The Network Marketing Model 28 Recruiting in Network Marketing 29 Sharing the product and the opportunity 30 Recognizing who's best suited 32 Knowing what you need to be successful 33 Sharing Products during Events - The Social Selling Model 34 Eyeing the ins and outs of Social Selling 34 Recruiting with Social Selling 35 Sharing the product and opportunity 35 Identifying who's best suited 36 Succeeding in Social Selling 36 Tapping into Followers - The Influencer/Affiliate Model 37 Taking a closer look at this model 38 Defining the types of influencers 39 Recruiting as an Influencer/Affiliate 40 Sharing the product 40 Recognizing who's best suited 41 Chapter 3: Choosing the Right Direct Sales Company 43 Recognizing the Allure to Direct Sales 44 Getting started easily 44 Working with an established brand 45 Having flexibility 45 Providing a community of like-minded individuals 45 Knowing What to Consider When Choosing a Company 46 Examining the Three Ps of Every Company 47 Products 47 Profitability 48 Programs 49 Contemplating Special Considerations for Start-ups 50 Advantages 51 Disadvantages 51 Debunking the Myth of Saturation 51 Part 2: Creating a Successful Business with the Right Mindset 53 Chapter 4: Focusing On Your Mindset Before Your Skill Set 55 Vision: Your Big Picture of Why 57 Your vision will change 57 The importance of having a vision before you set goals 59 Being a leader and helping others with their vision 60 Sharing Your Enthusiasm with Everyone 60 Being enthusiastic in all interactions 61 Being excited while out and about 62 Staying Successful: Attitude Is Everything 63 Discovering how to deal with no 64 Finding the silver lining in everything 65 Keeping a Positive Mindset: The How-To 66 Surround yourself with the right people 66 Stay positive: The three people you need 67 Be grateful and use a gratitude journal 68 Stay positive on social media 69 Be a strong role model for your team 69 Overcoming Self-Doubt 70 Recognizing the four cornerstones of belief 71 Starting with self-talk 71 Building confidence and self-esteem 72 Getting Out of Your Own Way 72 Settling for less 73 Avoiding resignation 73 Managing perfectionism and procrastination 73 Staying away from denial and blame 74 Taking risks: Getting past the fear 75 Comparing yourself to others 76 Chapter 5: Setting Goals and Boosting Your Productivity 77 Goals: Milestones to Success 78 Destigmatizing goals 79 Setting intentional goals: The five Ds 80 Being Prepared Leads to More Productivity 82 Identifying ways you can get prepared 82 Relying on a good planner: More than just a calendar 83 Understanding Productivity and the Power Hour 85 Focusing on how the Power Hour works 85 Your 15 minutes on host coaching 86 Your 15 minutes on booking 87 Your 15 minutes on recruiting 88 Your 15 minutes on customer service 88 Developing Important Skills 89 The power of focus 89 The power of commitment 91 The power of consistency 91 The power of organization, or lack thereof 93 Being Rewarded: Strive for Company Incentive Programs 94 Chapter 6: The Art of Being Self-Employed 95 Shifting Your Thinking about Being an Entrepreneur 96 Remember that you're in the people business 96 Keep it simple from the start 97 Understand that you aren't alone 97 Take care of yourself because you're your actual commodity 98 Committing to Being Self-Employed and Staying Positive 98 Being the Boss You'd Want to Have 100 Recognizing the Systems You Need to be Successful 101 Your physical workspace 101 Your time-management system 102 Your filing system 105 Your follow-up system 106 System for having a video-conferencing presence 108 Part 3: Launching Your Direct Selling Business 113 Chapter 7: Launching Your New Direct Sales Business 115 Getting Ready - A Launch Prepares You 116 Recognizing the Four Types of Launches 116 Understanding Why Your Launch Party/Event Is So Important 119 Preparing for Your Launch 120 Inviting As Easy As 1-2-3 122 Having a Back-Up Launch 122 After the Launch: Introducing My Two-Booking Method 123 Your second two events 124 Your third two events 124 Chapter 8: Navigating Your First 100 Days of Business 127 Finding Your Way through the First 100 Days 128 Days 1 to 40 - Starting strong 128 Days 41 to 70 - Continuing forward 129 Days 71 to 100 - Keeping the momentum going 129 Bringing a Friend 130 Creating Your Lead List of 100 130 Keeping Control of Your Calendar 131 Setting a schedule 132 Booking for sooner, not later 132 Setting goals for your calendar 132 Studying your calendar 133 Weave dating your calendar 133 Always Being Ready for Business - Seven Tips to Help 133 Preparing to share your contact info 135 Keeping catalogs with you 136 Having host and opportunity packets handy 137 Planning your show-on-the-go 139 Creating your positioning statement 141 Dressing for success 143 Knowing your next available dates 145 Part 4: Executing Your Social Media and Online Strategy 147 Chapter 9: Choosing the Right Social Media Platforms 149 Selecting the Right Social Media Platform in Four Easy Steps 150 Step 1: Set goals for your social media 150 Step 2: Find out more about each platform 151 Step 3: Create a plan for how and where you'll show up consistently 151 Step 4: Evaluate your results 151 Understanding the Purpose of Each Platform 152 Facebook 152 Instagram 153 Pinterest 153 Twitter 154 TikTok 154 YouTube 155 Using Social Media to Be Social 156 Recognizing the 7 Cs of Social Media 156 Being Aware of the Do's and Don'ts of Social Media 159 Chapter 10: Using Facebook for Your Business 161 Discussing Facebook's Strengths 162 Authenticity: Knowing your audience 162 Finding your audience 162 Building a fan base 162 Staying connected to weak-tie relationships 163 Creating content 163 Going viral 163 Being insightful 163 Watching your competition 164 Enhancing customer service 164 Experiencing service recovery paradox 164 Advertising 164 Using Groups and Events 165 Increasing your search engine optimization 165 Saving money 165 Making Facebook the Face of Your Business 165 Setting up a Facebook Business Page 166 Using your Facebook Business Page: The how-to 168 Utilizing Facebook Stories 168 Giving Your Customers a Group to Gather in 169 Setting up your Facebook Customer Group 169 Utilizing your Facebook Customer Group: The how-to 170 Hosting Facebook Events 171 Remembering the four-core funnel 176 Chapter 11: Utilizing Instagram and Other Social Media Platforms 179 Using Instagram's Impact and Influence 180 Using Instagram - The how-to 180 Setting up an Instagram account 182 Embracing TikTok 183 Using TikTok - The how-to 183 Setting up your TikTok account 184 Creating Searchable Content with YouTube 184 Using YouTube - The how-to 185 Setting up your YouTube account 185 Gaining Interest on Pinterest 186 Using Pinterest - The how-to 186 Setting up your Pinterest account 187 Relying on Twitter 187 Using Twitter - The how-to 187 Setting up your Twitter account 188 Chapter 12: Creating Content: Blogging, Images, and Videos 189 Building Your Personal Brand + Positioning Yourself as the Expert 190 Batching Your Content Is the Key to Success 191 Establishing the Goals of Your Content 192 The process for creating content 193 Creating content - The how-to 193 Writing captions 196 Using hashtags 196 Blogging 196 Emailing 197 Part 5: Putting Sales Strategies into Practice 199 Chapter 13: Building Your Business on Bookings 201 Understanding the Importance of Bookings 202 Scheduling Appointments and Bookings 203 Jump-starting your bookings 203 Practice, practice, practice 204 Building momentum for your future business 205 Building your booking lead notebook 205 Securing Bookings or Appointments 208 Stay casual when sharing the opportunity 208 See the people and show your product 209 Enlist your friends 211 Host your own event 212 Understanding Why People Book - Or Don't 213 Examining why people say yes to book 213 Considering why people don't book 214 Identifying Three Power Questions to Get the Reluctant to Say Yes 215 Planting Booking Seeds 216 Focusing On the Booking Talk 217 Securing More Bookings 218 Overcoming Common Objections 219 "Let me check with my friends first" 219 "My friends are partied out" 220 "My house isn't big enough" 220 "I don't have any time - I'm too busy" 221 Finding New Business 221 Using your social network for referrals 221 Getting leads from leads 222 Going where your customers are 222 Chapter 14: Coaching Your Host 225 Understanding the Host's Motivation - Keep Everything Simple 226 Coaching on Attendance 227 Keeping Your Host Excited, Engaged, and Informed 228 Keeping your host excited 228 Keeping your host engaged 229 Keeping your host informed 230 Coaching Hosts Online 234 Inviting with intention 234 Being personal in your invitations 234 Chapter 15: Hosting Successful In-Person and Online Events 235 Understanding the Appeal of In-Person and Online Events 236 Focusing on What You Want from Events 237 Creating Desire with the Meet and Greet 239 Making a strong impression in person 240 Engaging when an online event starts 241 Giving Your Opening Talk 241 Developing a powerful opening talk 242 Knowing what not to do 243 Example opening talk for an in-person event 243 Example opening talk for an online event 244 Making Your Presentation 245 Creating a winning presentation 245 Building more desire for the product 246 Giving Your Booking Talk 247 Choosing what to say 247 Building desire for hosting 248 Concentrating On the Recruiting Talk 249 Finishing a Successful Event 250 Make yourself available for your guests 251 Start full-service checkout 251 Provide additional products with upselling 252 Have guests check out online 252 Chapter 16: The Power of One-on-One Selling 253 Selling with One-on-One Appointments 255 Getting One-on-One Appointments 256 Discover the client's priorities 256 Provide a solution 256 Seal the deal 257 Perfecting the Details: What to Do and Say 257 Holding a one-on-one: The how-to 258 Building a relationship 258 Selling While Out and About 259 Marketing your business 260 Starting conversations 260 Distributing promo cards 261 Using wear-to-share and other promotables 261 Having product handy 262 Utilizing Your Online Customer Community Group 263 Identifying the target audience 263 Finding the right service to introduce your product 264 Chapter 17: Sustaining Growth: The Fortune Is in the Follow-Up 267 Differentiating between Warm and Cold Markets 269 Being likable and trusted 269 Getting referrals 270 Being systematic about customer service 270 Following Up with Booking Leads 271 Creating a plan 272 Following up: The how-to 272 Handling objections 273 Following Up with Hosts 273 Following Up with Customers 274 Checking In with Recruit Leads 275 Hot and warm recruit leads 275 Brrr! Cold recruit leads 278 Removing the Guesswork: Using the 2+2+2 Method of Follow-Up 279 Two-day follow-up 279 Two weeks later 281 Two months later 282 Reservicing: Customer Care Is Key 283 Part 6: Building a Team or Organization: The How-To 285 Chapter 18: Attracting New Team Members: Recruiting and Sponsoring 287 Focusing On the Rewards of Recruiting 288 Giving to others 289 Solving other people's challenges 289 Identifying the Rules of Recruiting 292 Always invite 292 Don't prejudge 293 Always do the recruiting talk no matter what 295 Look for leads instead of recruits 296 Figuring Out the "Why" of Recruiting: What's in It for Them 297 Financial freedom or income 297 Flexibility of time 298 Friendships 300 Recognition 301 Personal growth and helping others 301 Getting People Interested 302 Discovering what people think 303 Sharing your "you" story 303 Addressing your "I" story 304 Avoiding Losing Leads 306 The decisive, confident ones 306 The fish - The late biters 307 The nonbiters - Those who lack confidence 308 Using Follow-Up 310 Recruiting on Social Media 310 Facebook 310 Instagram 311 LinkedIn 311 YouTube 311 Chapter 19: Conducting Interviews 313 Setting the Stage: Creating Interest 313 Asking for an Interview 315 Knowing how to ask 315 Identifying who to ask 316 Interviewing a Potential Recruit: Phase 1 316 Conducting the interview in three steps 316 Handling indecision 317 Understanding what "no" really means 317 Interviewing Your New Team Member: Phase 2 318 Leading the meeting: What to say 319 Starting training 320 Chapter 20: Sponsoring New People and Leading Teams 323 Understanding Why Your Role as a Leader Is So Important 324 Encouraging your new team members 324 Being realistic 325 Getting a New Team Member Off to a Great Start 325 Focusing on having a launch event 325 Helping with a launch event: The how-to 326 Being a Leader - What It Means 328 Setting goals and building vision in others 329 Becoming a trainer 330 Coaching team members 331 Mentoring team members 333 Communicating and Working With Different Personalities 335 Electronic/digital communication 335 Phone calls and video-conference calls 336 Happy mail (previously known as snail mail) 336 Face-to-face meetings 336 Using Team Facebook Groups 337 Challenging Your New Recruits 338 Challenge: Announce your business to the world 338 Challenge: Explore your virtual office 339 Challenge: Get organized 339 Challenge: Make a graphic 340 Challenge: Your why story 341 Challenge: Invite some friends 341 Challenge: Fortune is in the follow-up 342 Chapter 21: Group Recruiting: Holding Opportunity Events 343 Looking At the Best Types of Opportunity Events 344 Recruiting at Representative Events 346 Explaining the business model 346 Emphasizing the five needs direct sales fulfills 348 Sharing the three Ps: Products, programs, and profits 349 Encouraging them to make a decision 351 Planning and Staging Events 351 Part 7: Operating and Managing a Successful Business 355 Chapter 22: Meeting and Communicating 357 Attending Your Company's Conference 358 Planning and Attending Successful Meetings 359 Motivation 360 Recognition 360 Information 362 Education 362 Socializing 363 Showcasing new products 363 Creating a culture of opportunity 363 Communicating with Your Leader and Your Team 364 Communicating with your leader 364 Communicating with your team 366 Chapter 23: Knowing Your Numbers and Managing Your Money Wisely 367 Capturing a Realistic View of Your Numbers 368 Using your numbers as motivation 369 Tracking all numbers, including social media 371 Keeping Track of Your Money 371 Getting Buy-In from Those Closest to You 372 Tracking Finances and Paying Yourself 373 Keeping your accounts separate 373 Giving yourself a payday 374 Watch Out for Overnight Success 375 Opening Your Eyes to Taxes 376 Withholding, refunds, and loaning the IRS money 377 Recognizing tax benefits of a home-based business 377 Part 8: The Parts of Ten 381 Chapter 24: Ten Benefits of Direct Sales 383 Increase Your Income 383 Have a Flexible Schedule 384 Be Your Own Boss and Work from Home 385 Foster Friendships and Relationships 385 Receive Incentives and Recognition 385 Develop Business Skills 386 Experience Personal Growth 387 Find Mentorship 387 Get a Discount on Products 387 Take Advantage of Tax Benefits 388 Chapter 25: Ten Mistakes to Avoid 389 Failing to Launch 389 Having Fear of Rejection 390 Failing to Set Goals 390 Lacking Commitment and Persistence 391 Prejudging Customers and Prospects 391 Not Treating Your Business like a Business 392 Lacking Focus 392 Skipping Training and Development 393 Neglecting Business Relationships 393 Depending on Friends and Family for Too Long 394 Index 395

Previous edition: Hoboken: John Wiley, 2015

"Selling directly to consumers -- cutting out the "middle man" of retail stores -- is a sky's-the-limit kind of job. [This book] shows you how to use your entrepreneurial spirit to add an additional stream of income or create a full-time lucrative business. This handy guide breaks down the process of getting started, walks you through must-know sales strategies (including social media!), and shows you how to recruit others to your sales team. Discover direct sales and take it to the next level" -- Back cover

Direct selling