This week I asked the question on my Facebook Page, “What’s the number 1 thing you need to do this week to build your business?” And there were a lot of responses. But I found that I often had to encourage folks to be specific in what they needed to do.

You see, it’s very easy to say “find new leads for my business.”

But how?

We all know the outcome we need. But what’s more important is the road map. HOW will you generate new leads? Will you:

Make a new List of 100 people you know, and then start calling those folks?
Participate in a vendor or networking event to collect leads, and then follow up within 3 days?
Host a free webinar related to your product line (for example, learn about the latest fashions this season) to gain new leads, and then follow up with a special offer for attendees?
You see the difference between the three items above, and “find new leads”? The three items above are specific things you can do to find new leads. The leads are the outcome, not the activity.

If you want to grow your business, you have to get specific. Growth requires specific, intentional actions that are planned out. Hoping you’ll think of something to achieve the end won’t do it.

What specific actions do you need to take this week to achieve your desired growth? Share with us in the comments, and then make your plan to get it done. Go!

Jennifer Fong is a direct sales and social media consultant and speaker who helps direct sales companies and independent direct sellers put the power of social media to work for their businesses. A former direct sales company CEO, Jennifer knows that social media does not replace the core business activities of book, sell, and recruit, but rather enhances these to achieve even more success. She provides free articles Jennifer Fong is a direct sales and social media consultant and speaker who helps direct sales companies and independent direct sellers put the power of social media to work for their businesses. A former direct sales company CEO, Jennifer knows that social media does not replace the core business activities of book, sell, and recruit, but rather enhances these to achieve even more success. She provides free articles about using social media successfully for a direct sales business on her website at http://www.jenfongspeaks.com/.

By Jill Pfefer

Last month I took a wonderful class with Beth Jones-Schall from Spirit of Success. She gave a lecture “From Generation to Generation”based on information from researchers Strauss and Howe.  I didn’t realize it at the time but I took away so much information that afternoon that it has taken me several weeks to absorb it all. It was quite interesting when you break down the 4 generations, you can see how differently you will want to approach people with booking, selling and sponsoring .

Traditionalists (silent generation) 1925-1942 – The people from this generation are very adaptive because they have gone through so many events in their life such as the Great Depression and WW11. They are great helpers, they love their community and most of all they are loyal. It is very important for them to leave a legacy. The best way to communicate with them is face to face, on the phone or with a written letter. When approaching them, let them know that they are needed and they will make a difference.

Boomers 1943-1960- The people from this generation were brought up with if they dream big – the sky is the limit. They are achievement-oriented, competitive and want the very best. They are motivated by perks and prasie and enjoy leadership. Status and appearances are very important to them.  When approaching them  you will tell them about the great leadership opportunities your company has to offer and all about the rewards.

Gen X 1961-1981 This generation has the most flexible and portable people, they have grown up in a time where there is constant change.  They work well independantly and have had to start working at an early age.  They are realistic, seek balance and they want to be in control of their time so they can do both work and be with their family. Flexible hours are a key component to their work. You may want to approach them with the idea of hosting a party and how this can work with their schedule.

Gen Y 1982-2002 This generation has grown up with technology basically 24/7.  They are great  multi-taskers and mostly need to have several careers going at the same time.  They like structure, goals and progress. They work well as a team and are ambitious and influential.  They like to work for a cause.  The best way to communicate with them is through texting and email.  You may want to approach them by describing how your company has opportunities for  leaders and a team culture. This may be one grear opportunity to add to their income.

I’d love to hear some of your thoughts and experiences you have had in approaching different generations in this business.

Feel free to contact Beth Jones-Scall at www.spiritofsuccess.com for more information on this topic and many other topics she has taught on the direct sales industry.

Invite a group of your friend’s spouses or male friends and help them pick out great gifts for their loved ones. This is a unique service you can offer to make you stand above the rest. Make the men feel comfortable by creating an atmosphere just for them!

1. Hold the UnParty the first week in December. We all know how men are infamous for leaving the gift buying up the last minute:)

2. In the invite emphasize that you will be offering the lastest fashion advice. Many times men are out of touch of what their wives would like for the holidays. Offer suggestions with color and style to suite their spouses taste.

3. Invite people to your house and supply the munchies, beer, pizza etc. Take the burden of hosting at their house and have your house open with entertainment such as the weekly football game on in the background.

4. Tell them to bring a buddy. They may feel more comfortable if they can bring a friend. Hey, peer pressure never hurt anyone in this type of situation:)

5. Offer gift wrapping and easy shipping by delivering to their door. We all know men like to be pampered. They love the option of having the gift with the least amount of work- this way it is all ready to go!

6. Gift certificates- If he can’t make up his mind offer him a gift certificate. Personally I love gift certificates- it a pass for me to pick out something awesome that I really like!

7. Wish list- If he is unable to decide that evening hand him a wish list. This way he can go home and and show his spouse the catalog and she can write down a few items and he can pick an item from there.

Be sure to thank all of your male guests and encourage them to consider future business with you. Follow up with an email or a note and remind them of the great service you have to offer. Remember another opportunity to contact them is right around the corner – Mother’s Day!

If you want more parties on your calendar, but you’re not sure what to say, here is a simple formula to follow as you approach people about hosting.

1. Connect: Finding some mutual connection begins to build rapport with a future host. Because many of our first hostesses were friends and family members, we already had a connection. As you grow outside your close circle of contacts, this step is very important

2. Invite: This form of asking permission reminds you and her that you are not pushy, that booking a party is not an onerous task, but a pleasure. When you invite someone to host a party you are keeping the focus on your prospective hostess, not on yourself.

3. Offer choices: When you invite you may ask: “Who do you know who would enjoy getting together for …” or “Which products would you enjoy?” or “If you had a party, when would be the best time for you?”

4. Listen: Really listen to her words, tone of voice, and what she has to say. She may be an emphatic no or she may be asking “How can I host a party if…”

5. Offer choices again. Sometimes, you may have to clarify is that no “never” or just no, “not now”? Many times the choice you offer includes a possible solution to her concerns. For example, if she says she doesn’t know anyone, you might ask “If I could help you think of people, would a Tuesday or Thursday be better for you?”

6. Close: Set a date or set an appointment to follow up. If she is ready to set a date, do it. If she needs time to think, ask permission to call her and set an appointment, even if it is later that day after she has looked at her calendar. Ask her the best time to reach her (using choices of course!), and write down when you will call her.

The great thing about this formula is that it isn’t a scripted, memorized speech. It is a framework for you to add your unique personality and word choices. Using this formula, you become the expert at booking parties. Happy booking!

Dana is currently DSWA’s Director of Leadership Development. She is a mom, an author, speaker, trainer, and coach.

1. Highlight the specials your company offers- Many companies beef up their incentives for hostesses and consultants during the summer- take advantage of this and let people know why, for instance-  ”June is the best month to have a jewelry party”At Sydney Andrews, the summer special is that hostesses earn an extra necklace or bracelet for holding a qualified party in addition to all the standard hostess rewards. 

2. Have a Theme Party- Put a fun spin on your party and ask your guests to dress up or bring a special dish to go with the theme. I am have tried to research themes that start with the letter J for jewelry- not so easy:) What about Jimmy Buffet and Jewelry, Sex and the City party or Christmas in July.

I’d love your “J” suggestions:)

3. Gather your Play Group together- Hire an older child or a babysitter to entertain the children. Supply a craft such as beading a bracelet- while the moms can talk and shop. It’s a win- win the kids get to play with eachother as well as the moms!

What great ideas have you come up with to get keep your sales consistant during the summer months?

It is so frustrating to have cancellations and postponements when booking your calendar. You are organized, why isn’t everyone else?  Unfortunately, it is a part of the home party business.  The two most common reasons the hostess cancels her show is due to procrastination and projected low attendence.  The hostess often  puts off inviting her guests and by the time she gets around to inviting them-it’s too late because everyone has plans. 

Communication and education with your hostess is the key to minimizing your cancellations and postponements and maximizing your attendance. Keeping in contact and focusing on her excitement about the party is crucial.  Make sure she understands “what’s in it for her.”  She’s having this party because she loves the product. Ask her “Do you remember what you receive for hosting a show?” Remind her that the more attendance +more sales = more rewards for her.   It’s a numbers game..

Share with your hostess the wish list prior to the party.  This is a tangible way that she can see “what’s in it for her.” Instead of saying “you earn 20%-30% of jewelry based on party sales” She can see that $800.00 of party sales equals 3 necklaces, 3 earrings and a bracelet which were on her wish list.

You also can offer her something like a hostess challenge.  When giving her your hostess packet with order forms, a catalog and an opportunity piece - give her a challenge- it’s a check off list that if she accomplishes the goals she can receive a special reward that you provide.  I have seen the 10-5-2 challenge be successful.

10-  Have 10 adult guests in attendence

5- Collect 5 outside orders before the show

2 – 2 bookings from the show ( booked within 30 days of this party)

Not only will your hostess receive the hostess rewards from your company but she will receive the added bonus you offer her! Some people really thrive on a challege like this and it motivates them to hold an incredible party. At the end of the party recognize her by announcing  to her friends and family that your hostess acheived the Hostess Challenge and show them what great gifts she gets!

I love it when consultants come up with creative ideas as to how to get their product out there and get bookings for their parties. Being able to step outside the box can help you stand out above the rest. The following are examples of what some of the Sydney Andrews consultants have done to go the extra mile!

1. Tracy P. who happens to be a wonderful photographer as well as being a Sydney Andrews consultant has utilized her skills by photographing herself with each necklace and earring set. Every day I see a new posting on Facebook of her modeling the “jewelry of the day” She posts them at different times and different days of the week to capture various audiences.  She also posts recommendations and advice of what to wear with the jewelry and to what sort of occasion. I love this because it’s visual and interactive!

2. Missy P. is a brand new consultant.  She’s a teacher and asked her fellow co-workers at the school to “model” the jewelry.  This allowed her to have a preview to her grand opening party. The jewelry always looks best in person and what better way to get her friends and co-workers excited and curious the product.  Missy’s first party was over $1,000.00!

3. Diane K. has had success with asking for referrals.  When discussing the jewelry she may not make an immediate sale but she asks her new contact  if they might know someone else who would interested in the jewelry or hosting a party. Referrals are usually great leads because the person really wants to give a recommendation and be helpful.  Diane also asks it they would take her card and pass them around to which the person is more than happy to help out.

I’d love to hear some of your creative ideas to get bookings. 

1. Think about a place where you can hold a party outside the “traditional” home. What about meeting up at a park, your friend’s office, coffee shop or even a daycare center. The most unusual place I displayed my jewelry was actually at a horse stable- it was a bit messy but fun and successful!

2. Hold a multi host party. This is where a 2-3 or more friends have a joint party and and each invite their groups of friends. There may be some overlap but each host will have her own list. The party space is shared and the more the merrier!

3. Offer a “ special bonus” to those that book a party either on a weeknight or during a weekday.

4. Contact either your past hostess or past customer and offer them an incentive to book a party. A suggestion may be a gift certificate towards your product or a free piece of  jewelry.

5. Sometimes hosts do not want to have the party at their home- why not offer up your home? What about an e-party?

6. Get involved in community events. Local craft shows, women’s expos or even displaying at your children’s athletic event if they let you set up tables there (I have seen this at soccer tournaments, volleyball playoffs and even dance recitals.)

7. Donate a necklace or bracelet to your school auction and put up flyers about hosting parties and the hostess rewards.

8. Hold a trunk show- literally! By keeping your product (jewelry case) in your car – you may never know when an opportunity to show it off may arise! I have done many drive by sales in my day!

9. Offer a “cliff book” version of a party. People are so pressed for time these days. You can offer your host an abridged version of a party. Instead of a typical 2-3 hour party you can have an hour party- be there or be square!

I hope these ideas are helpful for your home based business. Please share any other creative ideas you may have when booking your home parties!

By Jill Pfefer- Founder and CEO of Sydney Andrews

Social media is such a fantastic tool for your direct selling business.  However, it IS social, which means that there are LOTS of people there…not all of them good people.  Now some people decide that they’re not going to engage in social media at all because of this.  However I believe that this approach will cause more harm than good for your business.  After all, if you want to attract leaders to your team, studies in our industry show that most director-level people started the business in their 20′s.  This is Generation Y, and they’re more comfortable communicating through social media tools than talking on the telephone!  And because there are SO many people engaging online these days, chances are you’ll miss out on a LOT of potential orders and reorders if you choose not to engage.

A better solution is to make smart decisions that protect you and your private information.  That way you can enjoy the benefits of social media, while avoiding the nasties.  Here are some tips:

Never list your real birth date, especially the year of birth. (This is open season for identity thieves)
Never enter your user name and password (for anything) into a site you did not purposely navigate to yourself.  I even avoid sharing my Twitter password on sites that need it in order to work.
Never give the exact time or address of where you’ll be. (The only exception might be an event where there will be a lot of people in a public place.)
Never share your home address (and possibly your home phone number) on any social media sites.
When sharing pictures of your children, you may wish to avoid sharing their names, where they go to school, their exact ages, etc.
If someone friends/follows you that makes you feel uncomfortable, unfollow/block them immediately.
If meeting an online contact in person for the first time, go with someone else, and meet in a public place.
If you’re sent a link to something, even by someone you know, double-check that the person sent it and their account wasn’t hacked.  (And if there are tons of misspellings in the words around the link, you can almost be guaranteed it’s spam…well unless your friend’s just a bad speller )
By making some smart decisions, you can meet a lot of wonderful people who will help your business grow.  You’ll also spread the word about your amazing company, helping even more people experience the benefits that you enjoy.  Just be wise, and social media will help you shine!

Jennifer Fong helps direct sales companies, direct sales professionals, and other home-based business owners leverage the power of social media to grow their businesses. A former direct sales company CEO, Jennifer is passionate about teaching direct sellers how to use social media tools to enhance their businesses in a strategic way. Visit Jennifer’s blog at http://www.facebook.com/l/d7813;jenfongspeaks.com and follow her on Twitter at http://www.facebook.com/l/d7813;twitter.com/jenfongspeaks.

So are you making optimal use of the resources that your company provides?

Now it’s important to throw a little caveat in here. You should NOT be blindly sharing every single thing that your company provides as your own status update.  There is a difference between a Facebook PAGE for business (such as the one your company has created) and a Facebook PROFILE (your personal account on Facebook) that you use to network.  People resent being spammed by Facebook Profiles. Instead, your strategy for your Facebook PROFILE should be to provide content that your contacts value (that isn’t the specials, my friends.)  Let’s say you’re with a jewelry company.  If your company provides helpful tips on how to layer jewelry to achieve the latest styles, that might be something of interest to pass along.  If your company shares its philanthropic work, sharing the occasional post with a note about how proud you are to be associated with a company making a difference would be appropriate.

So let’s talk about some specific things that your company might share through its Facebook Page, and how you might use that effectively:

Specials – As I said earlier, your contacts do NOT want to be spammed monthly with your specials (be they sales, hostess specials, guest specials, recruiting specials, etc.)  Instead, use this information in a special group on Facebook you’ve set up just for customers and other interested folks who may be interested in more information about your products specifically (this could also be shared through your own Facebook Page, if you have one, but I’m still not convinced that a Facebook Page is an effective use of a consultant’s time.) Another way to use specials is to link to them on a Facebook Events invite you’ve set up for a specific party or other selling event.  Knowing what the specials are might entice someone to attend.  You might also want to email a link to these specials to those on your mailing list, and you can use specials fliers on your company’s Page as a resource for your team.

Product Videos – Again, this is one of those cases where a general blast to your entire Facebook network is not a good idea.  However, you may also want to post this information to your Facebook Group/Page, and these are also great to feature in your monthly customer newsletter (provide a link instead of embedding, as most email programs will send emails with videos to the spam folder.)

Information Articles – As long as you are balancing articles with networking and relationship building, it’s fine to click that “Share” button in Facebook and share informational articles with your entire Facebook network.  Really think about whether or not the target market you’re developing on Facebook would be interested in the article, and if so, share away! (By the way, these are also appropriate for your Group/Page.)

Philanthropic Efforts – I think direct selling companies may do more philanthropic work than any other industry, and I’m not sure that everyone else knows that.  What an opportunity to share that fact through Facebook!  We all like feel-good stories, and highlighting the philanthropic work of your company and/or your team is a great way to share how amazing your company is.  As long as you are again balancing your posts with the personal tidbits that help people get to know you, and relationship-building, this is a great way to introduce your company to your network by expressing enthusiasm for your connection to an organization doing such good work.

Convention Information/Videos/Photos – When you are tagged in photos/videos from convention, your friends will see them.  That’s one way to subtly share how cool convention is without being over the top.  You might also do one (or at the MOST two) posts about how excited you are to be going to convention at the amazing location your company has selected.  But don’t go crazy here.  The convention information is more for you.  Share your enthusiasm on your company’s Page, but don’t go overboard sharing it through your own profile.

Facebook-Only Specials – Sometimes your company may have specials that are ONLY offered through the company Facebook Page.  Treat these the same way you would treat an opt-in list.  If people have signed up for info on specials (by joining your own Facebook Group or Page) feel free to share these specials.  But don’t spam your entire list.  People just won’t appreciate it. You can also use these specials as a way to encourage customers who have not yet joined you on Facebook to do so.  In your customer newsletter, let people know that you’ve just posted a Facebook-only special from the company.  To get access, all they need to do is join your Facebook Group.  (And once they do, you’ll be able to contact them more regularly with company information, increasing your chances of reorders.)

Ideas on Creative Ways to Use Your Products – Your company may be sharing ways to mix scents (if you’re a home fragrance company), decorate for the holidays, create new makeup looks, etc.  Are these appropriate to share through your profile?  As a general rule, no. These are more appropriate for a customer Group/Page.  Use this as your rule of thumb: if people can use the information you share right now, without spending a dime, then it is probably appropriate to share through your general profile.  If they need to spend money with you to make it work, then you’re better off sharing it through an opt-in Group/Page.

There is lots of great content being shared every day through your company’s Facebook Page.  You should be participating on the company Page regularly, because when customers and potential recruits come to check it out, an active Page gives the impression that your company is a great one to be associated with.  So express your enthusiasm for products and specials, share your love of the opportunity, and help folks understand why your company is so great.

Do NOT share your personal website address or try to recruit customers or prospects from the company Page.  This is bad form and will annoy your colleagues. Instead, treat the company Facebook Page as a resource for all, and share content as described above.  In that way, you’ll be able to put those resources to work for your greatest advantage.  And that way, everyone wins.

Now it’s your turn!  How are you using company Fan Page resources?  What techniques have been effective for you? Will you be making any changes? Can’t wait to read your thoughts below!

Jennifer Fong helps direct sales companies, direct sales professionals, and other home-based business owners leverage the power of social media to grow their businesses. A former direct sales company CEO, Jennifer is passionate about teaching direct sellers how to use social media tools to enhance their businesses in a strategic way. Visit Jennifer’s blog at http://www.facebook.com/l/d7813;jenfongspeaks.com and follow her on Twitter at http://www.facebook.com/l/d7813;twitter.com/jenfongspeaks.