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

How do you spend your time building your business? I bet some of the actions you take to build your business are direct while others are indirect. You may want to analyze and actually look at and the time you spend doing both your direct and indirect marketing.

Directly growing you business involves parties, opportunity interviews, one on one sales, follow up calls and building long term relationship with your customers. These activities directly result in making sales and having faster growth in your home party business. For example, up to ninety percent of your time should be spent on your income producing activities. Make it a goal to speak to at least 3 people a day about your home party business. This includes talking to people face to face. So many times we hide behind our computers and chat online but a solid contact is built more solidly face to face. Set goals whether they are having a party once or twice a week, 5 one on one sales or participating in a local event. Follow through with your goals by putting yourself out there and check off the milestones you have achieved each week.

Indirect activities include social media and email marketing. I admit, I was obsessed with social media a few years ago, I took many classes to keep up with the latest trends. I still think social media and email marketing are important to include in your marketing plan but should not be the only activity to grow your business. It is a slower and indirect form of growth and needs to be combined with your other income producing activites. Spending about 10 percent of your time behind the computer such as on Facebook is a great way to touch base, leave your remarks and keep your face infront of people. Set a timer and don’t get lost in the computer vacuum. Limit your networks so you don’t spread yourself too thin, it’s always better to focus in and do your job well than get inundated with too much.

Of course you must strike a balance with which you are comfortable with. Social media is a great way to support your income producing activities but don’t let it be your only means to growing your business. You got into this business because you love your product and supporting others so make sure you include face to face contacts and reaching people over the phone.

How do you balance your direct and indirect business?

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!

By Jill Pfefer

The following are a few simple tips to follow that can help you improve your home party business.

1. Have a positive attitude- People genuinely like to be around people who are upbeat and positivie- it’s a magnet that draws people to you when are welcoming and exciting!

2. Organize your life- write down your appointments and dates with either a list or a planner. I find it’s best to be consistent and keep these items in one place- I started using my blackberry for this as my phone is with me most of the time.

3. Define your working hours- Many of us are working from home and are constantly interrupted by phone calls, emails, the laundry, etc. Carve out some office hours for yourself and resist the temptations of interruptions such as answering the phone.

4. Listen- Listen to your customers and your party hostesses. Many times they want to be heard and validated and make sure you make them feel that you appreciate them!

5. Smile- Show that you care and are engaged with your customers. A simple smile goes a long way.

6. Answer phone calls and emails in a timely fashion- people always tell me that they are impressed with how quickly we respond to their incoming calls and emails. I find that if I don’t answer right away it is put on the back burner and sometimes forgotten. By answering, it shows that you are serious about your business and really want to assist your customers

7. Tell the truth- If something does not go as planned, it is always the best quality to tell the truth. An upfront apology is appreciated and respected most of the time.

8. Reward yourself- Acknowledge that you are doing a great job and treat yourself to something special once in a while- you deserve it!

There are many people who we cross paths with and affect us deeply. I’d like to introduce my amazing grandfather who just turned 95 and share with you how he has helped me grow into the business woman I am today! He has taught me about optimism, to be persistent, generous and to live life with love and compassion.

Optimism- I remember when I was 7 my sister and I stayed at my grandparents house. At the dinner table he always tried to trick us with a glass of milk- asking us “Is this glass half empty or half full.” Of course either anser was correct but it taught us that it is all how you looks at things in life.

Persistence- I remember after college I was inbetween jobs and he took it upon himself to teach me about life’s obstacles. Instead of letting me feel sorry for myself he stayed up all night dreaming up ways I could propse advertising campaigns for one of the local businesses. He taught me to bounce back and to learn from my experiences.

Generous- Grandpa has told us many times about how he helped street people who came by his business asking for money. Instead of handing over the money he would take them to a local restaurant and treat them to a meal. He took the time and interest to help them out!

Love and Companssion- There was no better example than the love and compassion my grandparents expressed towards eachother. They communicated with one another and it was apparent that they knew eachother so well they could finish eachother’s sentences. We all learned that proper communication is the key to relating to one another and building long term relationships.

Please share some of your mentors and how they have helped you in your business!

I have talked to many consultants who have been at a party, met a friendly face at the store or have bumped into a neighborhood friend and have been beaming with excitement that they have found another person interested in the Sydney Andrews opportunity.  Why not, it’s a great product that basically sells itself, it’s a fun profession surrounded by people who love to go to a  party and the rewards are generous to both the hostess and consultant.  Why then is it not unusual for people to say they are ready to sign up and suddenly become a person who is MIA?

I believe there are many reasons why this individual does not follow through on signing up. It could be they changed their mind after talking to a loved one, a sick relative, they don’t think they can make the time commitment or just that people ARE flaky these days!  You’ll never know what the reason is if they don’t communicate it to you so it really isn’t anything personal.

The following are a few suggestions to try to get the communication flowing.  You need to understand the type of personality you are working with.  Hopefully you have had a few conversations and have gotten to understand their personality type.

Is she soft spoken and altruistic?  You may want to leave a message that you are sincerely concerned about her and just checking in to see if everything is O.K. Let her know that it is OK to say that this opportunity is not right for her- it may make her feel more comfortable to opening with you.

Is she normally to the point? You may want to leave a message that you will continue to try her until you hear back from her. This lets her know that you will continue to call and will encourage her to call you back with a definitive answer.

Is she organized and a planner?You may want to leave a friendly message that you haven’t spoken in a while and that you wanted to let her know that you are still in business and would like to share some of the new designs and marketing tools your company has to offer.

Have you gotten to know her a little bit on a personal level?  Sometimes knowing a small detail about her life- such as her daughter is a soccer player, you can reach her on a personal level by following up and asking her about her daughter’s team. You are not just trying to sell her the opportunity you are also reaching out as a friend.

By knowing your prospects “why” you can cater your approach to reaching her and get better results.  Please share your experiences of success on sharing your opportunity with us:)

After spending 4 days in Los Angeles at the Direct Selling Women’s Alliance (DSWA) conference it was  evident that there are new trends in the home party plan industry.  In fact, direct selling in general has changed. People are looking  for a conversation rather than a presentation.

I believe a lot of this has to do with technology and the new era of social media. People are spending a great deal of time on their computers and smart phones and are not conversing as much in person. Therefore it seems that when people communicate with  technology they feel that they have to get straight to the point and offer their product as soon as possible before losing their audience. WRONG! So many times I see on Facebook , Twitter or 3rd party sites  the deal of the month or why their product is the greatest product on earth. WRONG!

Social media is not “sales” media.  Social media is about having a conversation and easing into a relationship with someone. This could be compared to dating.  People who are too forward about their intentions are usually a turn off.  Most people like to become friends before commiting to a serious relationship.  The same is true when selling a product.  Customers prefer to buy from people they like and trust. Engaging in a conversation is the best way to build upon a relationship and trust.

The trend today is about inviting people to learn about a topic or a product instead of convincing them to buy it. That’s why writing blogs, posting links and joining in the conversation are great ways to build your network. Wouldn’t you rather selling to an informed customer who really wants to buy your product rather than a customer who felt pressured to buy it?

What are some of your suggestions to starting a conversation and building relationships?

I have been working out with the same teacher, “Aray” for nearly 7 years now. The exercise classes keep on changing but this devoted and amazing teacher remains the same! Aray is energetic, very funny and absolutely an  inspiration to me. Every class is different and I always appreciate her creatively and levity! I have taken everything from Barbell to Salsa dancing with her and “it’s all good!”

I’d like to outline many of Aray’s phrases and actions that demonstrate how these can be applied to you and your home party business.

1. Are you warmed up yet? At the start of class we always do a warm -up getting ourselves ready and prepared for class. Have you planned out your day and have a logical list to follow and stay organized?

2. Are you breathing?  Check to make sure your day is going at a pace that works for you. Many times I find myself going 100 miles and hour and glazing over the details- I stop, I breathe and get back into focus. My Dad always says “Cool heads prevail” and I think of that often.

3. Are you working on your core? Most movements come from the center of your body. Are you in touch with your spirituality? Do you know your “why” for being in this business?

4. Keep your head up- you will get many no’s before getting some yes’s. Keep your head up and look to those yes’s.  A positive attitude is always more contagious.

5. Have attitude- a good one of course! People will be drawn to you if you exude confidence and a positive outlook!

6. Shake it (Fake it) till you make it!  We all don’t know everything in this busines.  Many times I need to dive into something and learn it as I go along. 

7. Laugh- This one is so important and I look forward to when I am struggling with the 7.5 pound weights and Aray cracks a joke about herself.  It is wonderful to find humor in oneself and lighten up the mood.

8. Pat yourself on the back- We always end class with a last minute breadth and an applause that we made it through the class. Take time to acknowledge the hard work you have done and all of your accomplishments!

Please comment below and fill me in on your comparisons with exercise and your home based business! 

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