Discover Who You Know In Direct Sales

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Author
Susan Squier

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One of the biggest excuses you’ll hear, in direct sales, is "I don’t know enough people." In most cases, this is not a true statement. The average person encounters thousands of people in their lifetime. You can help your consultants and hostesses make a list of the people they know and eliminate this excuse.

Start with the basics and make a list of everyone you know; no matter how well you know them. Your list should consist of your:

close friends,
long distance friends (catalog only),
immediate family,
extended family,
in-laws,
colleagues and/or co-workers,
children’s friends' parents,
church members,
neighbors,
hair dresser,
accountant,
gym acquaintances,
bus driver,
dentist,
doctor,
librarian,
baby sitters,
day care provider,
teachers,
tax consultant,
bank tellers,
on-line friends (catalog only), and
and any one else you encounter on a semi-regular basis.

Write everyone on your list, even if you don’t have their phone numbers or addresses yet. If you get stuck while making your list, use your address book, wedding guest list, and Christmas card list to help you. Your completed list should consist of at least fifty names and numbers. (Later you can go to www.yellowpages.com and look up contact information.)

When comprising this list, don’t pre-judge; list everyone. Even those who are not interested in hosting a party probably know someone who would be interested. Referrals are a huge part of every direct sales business. There still may be some phone numbers that you can’t find, so think of a way to approach these people again, face to face. For example, make an in-person deposit at your bank, and talk to the teller. Borrow a book from the library, and speak to the librarian.

Once your list is completed, start making calls.
Briefly make small talk and then excitedly tell them about your new business. Ask if they would help you by hosting a party and let them know that they will get a free shopping spree just for helping you out. If the answer is yes, book the show within two weeks; the longer you wait the longer your income waits. If the answer is no, ask, "no not now" or " no not ever"? This allows you to either cross them off your list or call them at a later date. If the answer is "no not ever", however, ask for a referral. Ask if they know anyone who would like to shop for free.

When making the calls, make sure you do the following things:

Think positive thoughts before picking up the phone. Be excited and smile; your enthusiasm will shine threw your voice,
Have 50 names and numbers ready to dial. If you don't remember who someone is by name, put a reference note next to the name.
Schedule one to two hours of uninterrupted quiet time.
Have your calendar in front of you.
Have your black out dates and appointments marked in so you can stay firm on your money making dates.
Pencil the appointment in, along with contact information.
Cross off anyone who is 100% not interested.
Ask for referrals.

Conversation Starters
Here are a few conversation starters to get you talking to strangers or people on your list. Cashiers are perfect candidates for new business and they are everywhere you go.

Hi Jamie! This is Jane Doe. Do you remember me from the diner? I’ve been thinking about you over the years and I finally found your telephone number on-line. So what have you been up to? I’ve started my own business.
Carol, you look miserable. Do you not like your job anymore? Would you like a fun job making full-time money for part-time work?
Do you like candles? Would you like some for free?
Have you ever heard of Jane Doe Enterprises?
Hey Mary, I need your help! Do you like to shop for free? Boy, have I got a great idea for your next shopping spree.

About The Author
Susan Squier is the author of Hobby to Lucrative Home Party Plan and a contributing author for Hobby Farms Home Magazine. E-mail Susan at suesquier@yahoo.com for more information on her 200 page manual on how to turn your hobby into a lucrative home party plan.

Reprint Rights
This article may NOT be reprinted without monetary compensation and written permission from the author. For reprint rights or comments/questions about this article, please contact the author.