In the previous two posts I have discussed the reasons some moms venture into careers in direct sales and also some information about the potential income and the working hours one might face if they decide to begin selling products and items from home.
In today’s post, my final on direct sales, I’ll talk about how to keep business coming in, and I’ll also list a few downsides of the job – as we know, every career has them.
Direct sales is a business in which the employee or owner must sell products in order to make money. This doesn’t mean other facets are not involved. As a direct salesperson you must also:
- find new clients
- market effectively
- ensure the products are top-notch and sellable
- handle paperwork
- become a salesperson
- distribute sold products to customers
To make money, all of these come into play. But as a salesperson, you must be able to talk about your products, tell people (or show people) why they are great, and then land the sale.
I asked those I interviewed about the process of selling. I’m not a salesperson, and so the idea of having to sell products to someone makes me nervous. I’m sure I’m not alone in this.
So, if you aren’t a salesperson, what can you do to land sales in direct selling positions in which a paycheck relies on selling products?
Lucinda Howell from Shure Pets said this: “If you asked me that question before I became in Shure Pets I would’ve said a salesperson personality is a must.” Now, though, Howell feels what you really need for her company is a love of pets and a passion to succeed. She believes hosting home parties is a great way to land a sale simply because the consumer can touch the products and see that they are top quality.
Hilari Courtney of Isagenix agreed, stating that the companies aren’t looking for salespeople but for people who love the products. “It’s not about sales. The people on my team who have the most success are the people who care the most about other people.”
I’m guessing this is true regardless of the company you choose: If you love your product, it becomes less about a hard sales tactic and more about telling people what is so great about the product and/or company.
Yet all business owners must also be salespeople. I design web sites, but I have to compete with other designers – and in essence ‘sell’ my services to potential clients. I’m selling a product – my sites – just as a direct salesperson is selling a product (or, actually, a variety of products).
Since a direct salesperson does not get to keep everything that she makes – some money is returned to the company – they must do some pushing in the sales category (whether this is by telling a person what is so great about the product or aggressively marketing and networking to find new clients).