Elizabeth McCormick, Longaberger Leader

Elizabeth McCormick a Longaberger Branch Leader will be sharing on creating a direct sales sponsoring team culture next Wednesday (9/21/11) on the CashFlowShow – Direct Sales Radio.

Elizabeth is a speaker, author, business coach and certified trainer for The John Maxwell Companies.  She coaches entrepreneurs how to improve their marketing reach, social media brand, and sales strategies using systems and technology.

Elizabeth believes that positive thinking and persistence coupled with action can break down barriers.

A Direct Sales Business Culture Of Sponsoring

Whether you’ve been in the industry 20 minutes or 20 years,  your direct sales business requires nurturing to grow.  As you’re building a team, you may have discovered that it is a lot easier to recruit for yourself than to inspire others to recruit.

If your team is one person or one thousand people, how do you change your team’s culture for sponsoring?  Most of us are familiar with the corporate business model of how cultures are changed:

The “Big Boss” holds a meeting and says  “Here is our change….we’re going to do this, and this, and this…got it?  Go back to work.”  And the employees,  dependent upon their paycheck, say “Yes, Boss”  and go back to work.  Are you shaking your head laughing yet? In most cases it is just like that, right?

We know, in Direct Sales, it’s completely different.   We are in the volunteer business with our teams.  So how can we effect change in others of how they think, feel, and act about sponsoring in their direct sales business?

It starts with you; you have all the influence to change your culture.  Your Direct Sales business starts with your example.  If you want to inspire others to sponsor:

• Are you setting the example with your sponsoring?
• Are you exuding passion in your business?  For your company?
• Are you visible in your community and industry?
• Are you smiling? Happy?

Because although you’re representing your direct sales company, you’re always representing YOU first! These are things that attract like-minded people to you and to your team. It makes your team happy to be around you and want to bring others with them.

• Do you have a GOAL of yourself with a BIG TEAM?  Promoting up with your company?  Are you sharing that GOAL with others?  Your family? Your customers?  Your team?
• Are you creating expectations in the team members you have?  Are you communicating those clearly so they understand?

Team Sponsoring

My team knows that they are expected to bring in ONE new person every year.  Imagine, one new person every year from every person on your team!  What would that do for your team?  You would double within one year, double AGAIN the next year, and be developing future leaders, all the while exploding your business.  Even if you’re starting with only yourself and wanting a team right now,  you can do this while recruiting even more yourself.  Start every new recruit off with the expectation of bringing in at least one new person to start their team!  You can do this!

Direct Sales Sponsoring On The Radio

Learn more ways to cultivate a direct sales culture of sponsoring from Elizabeth McCormick on the CashFlowShow – Direct Sales Radio. Listen live Wednesday, September 21, 2011 at 8 PM EDT or by replay or download.

Consultants Must Set Direct Selling Goals!

This sounds pretty obvious but I am always amazed at how many direct selling consultants do not set target goals.

All successful businesses operate by setting and resetting goals continuously. This does not mean “Oh, I would like to do $xyz in sales…”

The Definition Of Business Goals

The definition of a goal according to Webster’s Dictionary is:

1. the terminal point of a race
2. an area to be reached safely in children’s games
3. the end toward which effort is directed

According to the Business Dictionary a goal is:

An observable and measurable end result having one or more objectives to be achieved within a more or less fixed time frame.

Business Target Goals

All businesses must set and reset their targets. A goal is measurable, achievable and has a fixed time frame. After reaching a business goal, a proactive sales consultant will establish another goal. It is one thing to say or think your goals but to achieve them, a written goal plan is far more effective. Using a direct selling business plan to set your “company’s” targets will improve your chances of success 100-fold.

The key to any business is momentum that is maintained for the long term.

Establishing goals to achieve in a measurable time period then building on that goal by establishing another is the only way to create a consistent income from home. The Power UP For Professional Results program includes a business plan template for direct sellers. Set your direct selling business target goals then reset them so that you can keep your momentum going!

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Cold Calling For Direct Sales Business Leads

At some point in their career, all direct sales consultants are told to get on the phone and call all your cold leads. Cold calling is rarely successful unless you have a legitimate business reason to call your lead. If your focus is on finding business for yourself then your focus is on you and not your customer.

Get Return Calls From Your Business Customers

When you have a legitimate business reason to make your cold call then you have a much better chance of success with your lead. You also increase your odds of getting a return call when you have to leave a message. Think about the average tele-marketer. Think about the calls you get. Are you interested in what they have to say? Do they have a legitimate reason to call you? You will get more return calls when you have a legitimate business reason for calling a customer. When you leave a message:

Click-For Home Party System

• Have a legitimate business reason to make the call
• Create curiosity
• Create a sense of urgency
• Personalize the call

Narrow Your Direct Sales Marketing Niche

When you narrow your niche down it will be easier to market your direct sales business. Think about it…

• What sets you apart from the other consultants in your company?
• What sets your company apart from other direct sales companies with similar product lines?
• What do you have that brings value to the marketplace?

Niche Marketing = Serving Customers’ Needs

When you know what your niche is you can better serve your customers’ needs. Narrowing down your business to a niche allows you to focus on a distinct segment of a market.

I teach healthy food choices at my shows and my upline tells risque dirty jokes.

Even though we both are representing the same company we have a distinct segment of the market. Mine is people who are interested in real life cooking and healthy food tips, while his narrow market is frustrated middle-aged married women.

Find Your Business Niche Market = Loyal Customers

Happy customers are loyal customers. The exercise that we recently discussed to get started in public speaking for lead generation is a perfect formula to help you find your niche market.

Create a list of your passions, talents, skills, hobbies and business attributes.  The list is all about your life, not just your direct sales business. You can then look at it and figure out which parts of your personality will bring the most value to your business. Think about how you can zoom in on the people that will really appreciate your services and create a niche direct sales personality.

When you bring real value to your customers that they appreciate, it will pay off with loyal customers.

Home Party Plan Hostess Gifts

Part of any business is finding suitable locations that have a built-in customer base. In the home party plan business, these are provided by the hostess. Without her or him, there is no venue and there are no customers. Unfortunately, not every hostess will be excited about the opportunity. Offering the hostess a gift will reduce home party plan cancellations.

Gifts To Increase Loyalty – Reduce Cancellations

Gift-giving is a way of increasing a hostess’ sense of loyalty. After all, the party planner has given the hostess something of value so she should feel responsible to reciprocate.

Gifts can be given at three times, either before the party or after the party and also at the future show. For maximum effect a generous consultant can give gifts at all opportunities.

Reduce Cancellation Hostess Loyalty

Gifts given before the party should never be expensive or extravagant. They are meant to represent a thoughtful, thankful gesture for scheduling the party  and will generate a sense of loyalty from your hostess. A logo item like a pen with the company’s info on it is OK but something with more personality would be better. One of the smaller items in the catalog will work. If the party involves only more extensive merchandise, a small bouquet of flowers or other item with a note will suffice. to show your appreciation and establish some loyalty as well. The gift should be something that will be seen often by the hostess until the date of the party. The pre-party gift serves as a gentle reminder that the hostess has an obligation. Because it isn’t expensive, the home party plan business will not be left with too great a financial loss in the unfortunate event the hostess has a change of heart.

Thank You Gifts Increase Party Plan Bookings

A larger gift should be given to the hostess at or just after the party and this should be a piece of merchandise that is offered at the party. This type of gift will increase the chance that your hostess remembers you the next time he or she wants to host a show. The thank you gift will increase hostess future bookings.

If it is wrapped or decorated with a bow the gift will show that it is being offered as a special gesture. By giving this gift at the party, the guests will see the planner’s generosity and may be tempted to schedule a future party of their own. By giving the gift after the party, the planner increases the personal nature of the gesture and makes it seem more sincere.

Reduce Cancellations With Gift At Next Home Party

When you promise a gift to the current host at the shows booked from her/his home party then present the past host the gift at the next show it will also increase bookings for even more shows. This type of hostess gift will also reduce cancellations by giving the current host a vested interest in keeping the future home party firmly committed. The current hostess will (using peer pressure) encourage the future show hostess not to cancel.

Hostess gifts do not have to be expensive. The investment will pay off when you seek out gifts that show your gratitude for the hostess’ efforts and have some emotional value to your hosts.

By giving the hostess a gift, the consultant will cultivate a positive impression and hostess loyalty. This will prevent any future parties scheduled with this hostess from being canceled.