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?

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.

These days it is very important to keep in contact with your customers and future prospects. One of the biggest mistakes people make is that they want to jump into a sale before the relationship has actually evolved.  In fact, a great parallel is that there has to be  a courting period before a marriage. Developing a relationship takes TIME and ENERGY! Outlined below is a natural progression to keeping your audience connected and interested.

Target Audience- Know your target audience and market to them. Actually visualize who that ideal person is. Is it Sally who is 42 years old, has two children, drives a SUV, owns a house and lives in the burbs?  Marketing to that person would be very different than marketing to Alice who is 23 years old, lives in the city, doesn’t own a house and a car and is single.

Attract- Give examples of how your information or product may benefit your audience. Buy giving out tangible information you will support customer trust and  loyalty. Participate in writing  a blog or newsletter and give out free information.

Nuture-speak to your audience as if you understand them and can relate to them.  By knowing how they are thinking and what they want you will keep them excited and interested.

Convert- By creating loyalty, trust and understanding – your audience will convert their focus on you and your product.  Most of the time it is YOU that they like and the reason why they buy YOUR product.

Continue Serving- continue contacting your audience and servicing them.  This shows that you are commited and value their business which people really appreciate.

Studies show that it takes at least 7 times to reach a potential customer before converting them. Companies like Aweber and Constant Contact have very simple programs to help you keep up with your mailing lists, events and newsletters.  These prograns start for as little as $15.00 a month and can help you generate a successful following. I recommend using photos to enhance visual interest and to send out 2 contacts month- this will keep your name infront of them without inundating them.

What are your thoughts and tips to staying connected?

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?

March 24,2010  by Jill Pfefer

Whether your home based business is in direct sales or any other industry – I find it helpful to be organized and accountable in my work. The following are 5 basic tips that I do to keep on track. Many of us both work at home and run a household and it is important to be able to balance the two and feel successful in both arenas.

1. Don’t procrastinate- I do live by the saying “Do what you can today and don’t put it off until tomorrow”. It feels good to accomplish all that you can today because you never know what will come up tomorrow- especially with kids! Setting reasonable goals and finishing your tasks will give you a great sense of acheivement.

2. Write lists- I am constantly writing lists because I am a visual person. If I have written it down I can see the list in my head even if it is not infront of me. I find myself writing lists on sticky notes all over the house, which drives my husband nuts. Instead, I made a great discovery this week – I can keep an ongoing list on my blackberry which follows me wherever I go.

3. Learn something new- Each week I set a goal to learn something new. Whether it is a topic on social media (such as Facebook, LinkedIn or Twitter,) blogging, networking etc. I know I have gained something each week by accomplishing a new task or topic.

4. Clean your work area space- About 6 months ago I took an Incubator class with Ladies Who Launch. It was a wonderful class where I learned a great deal from fellow female entreprenuers and every week we had an assignment to help us grow our businesses. I thought the assignment of cleaning one area of your home/ work environment was a bit strange but I found it really helpful . It was sort of like a cleansing or a fresh start. I love to pile up stuff but it is amazing to have a clean slate! (OK, I admit, I still need to work on this!)

5. Make yourself accountable- whether it is a weekly task or something that is montly be consistent and just do it! For example, every Friday I try to go through my emails and delete the ones I no longer need. Another one is setting specific times like Tuesday and Thursday from 1:00-3:00 for phone calls to grow my business.

I hope these are helpful tips. I would love to hear how you organize yourself in your home based business!

The following are some tips of where you can leave your business cards behind in your direct sales networking efforts. It is such a simple gesture but can lead to more business for you.

- Visiting doctors, dentists, hairdressers, bank- basically anytime you are doing a business transaction around town you can explain what you do by handing out your card.

-When you are paying for a product such as checking out in a clothing store- that’s a great time to strike up small talk with a salesperson. Many times the conversations starts with a compliment on the necklace I am wearing and I explain that the necklace is from a home party jewelry party and we would be happy to show her the rest of the line or do a home party.

- Slip a card in your outgoing mail and bills.

- When someone hands you a card be sure to hand one of yours back.

- In FREE LUNCH drawing boxes.

- With every product that you have sold and deliver.

-To every person at your events or parties.

-Put your card on magnets and stick to bathroom stalls.

- Write a note on the back of the card with the monthly special.

- On bullentin boards- I am always reading the board at Panera.

It’s a good idea to have your cards your home number, cell number, email address and replicated site if your company has one.

What other creative and successful ways have you found to pass out your cards?

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.

 Are you searching for a new endeavor and considering the home party industry.  Below are some helpful tips…

1. Direct selling is a great way to own your own business.  You get to be your own boss and set your own goals. If you are self motivated and conscientious you will appreciate this freedom.

2. Flexible work schedule.  You can set your hours based on what works for you and your family. For example, you can make your follow up phone calls when your children are at school or you can have your parties at night and on weekends after your full time job.

3. This is a great way to nework and meet new people.  You will be always meeting new people such as your new customers and feel apart of a team within your company. You will be encouraged by people who are as excited about your product as you are.

4. Earn extra income.  Anyone can do this because there are no resume or education requirements.  You can work part time or full time with very little investment.

5. Earnings are in proportion to your efforts.  The more you put into your business the more success you will have. The level of success you can achieve is limited only by your willingness to work hard.

6. Receive training and support from your company. Most companies offer manuals, teleseminars, webinars and conferences as well as upline support.  So even though it is your own business- you will work with a supportive team!

The home party business is a growing industry.  The direct sales industry has doubled in the past decade to $100 billion worldwide.  Many people start out part time and later leave their careers when their direct sales business becomes so lucrative!

Check out the Sydney Andrews opportunity- it may be just right for you!

It’s the New Year and a new start! Now is a great time to start evaluating you and the direction of your home party jewelry business.  Take advantage and start with a clean slate.

1. Changing your focus changes your outcome! You are in control of your business in 2010 and ask yourself what it is you truly want.  Focus on the right things to help you achieve your goals.

2. Break your goal down into logical monthly steps.  What you do today will benefit you in the next 90 days!

3. Small changes add up to big results.

• Make a commitment to ask everyone at the party to see if they are interested in having their own party
• Offer and explain to everyone the Sydney Andrews opportunity
• Plan to spend at least 15 minutes a day working on your business such as prospecting calls, social media and networking.

4. Track your results.  See what has worked for you.  Do you have better results when you personally call the guests?  Has it helped to use an Open Date Card? Did the women engage more in the jewelry when you played one of your games at the party?

5.Think outside of the box and be sure to have fun with the New Year and New Opportunities!

Tell me what goals you are going to set -I’d love to hear from you!