By Jill Pfefer

It’s true, more and more I am seeing a strong trend today in providing education and letting your guests experience your product.  It’s how you can provide information and stand out amongst the rest!  The trend to sell with hard core tactics and by convincing your customer into a sale  is quite “passe”. I see more and more people explaining practical purposes for their product and how it can enhance their life.

Show your customers that by adding a simple accessory they can feel better about themselves instantly!  How great is it to get a compliment on something that they wear and get noticed by people they simply pass on the street! Teach them by adding, for example, a necklace they can mix up their wardrobe and and save money.  Instead of buying a new wardrobe, the necklace can compliment and tie into a lot of  their pieces they have had in their closet for years.

Here are some ideas you can mention at your next party….

1. Try before you buy.  At the party you have the actual samples.  Encourage your guests to try it on- let them try things they think are outside their comfort zone.  People get attached once they touch and feel it, it is something they can’t experience from a catalog or the internet.

2. Offer a personal closet consultation. Explain that you are there to show them how they can take one piece and tie it into their wardrobe. Bring out several outfits and show the diversity of your jewelry pieces. Give examples of how they can save money and look good at the same time.

3. Wow your wardrobe- Give examples of how your life and wardrobe has changed with the jewelry and how theirs can too. Share stories of how people have asked about the jewelry and how it really sells itself. Give examples of how a piece of  jewelry completely changed the outfit. Wearing neutrals are very popular today, why not show them how a bold colored pendant can completely change the way she presents herself.

Take note of how you see other businesses are offering education and experience.  Do you see it in the retail forum?  Are you experiencing it in social media and in reading about it in other blogs? I’d love to hear your feedback on how you integrate education and experience in your business.

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?

It’s true- you can turn 11 hours a week into an extra $1000.00 a month! By setting up your office and planning out your time you acheive efficiency! I recommend setting up office hours when you work from home . By setting those boundaries you will focus on your work during the designated times and not get distracted by social phone calls, social media, the laundry etc.

Eleven hours a week can be broken down into- 2 home parties a week (3 hours per party- which totals 6 hours a week) and 1 hour a day ( 30 minutes of personal business contacts and 30 minutes of office work)

Set up a 5 drawer cabinet and have your packets organized in bulk by assembling them 20 at a time. Organize your opportunity packets, catalog packets, hostess packets, fundraiser packets and customer party folders.

I love notebook binders. Here are the following notebooks I’d recommend- consultant manual and workbook, hostess and party notebook, sponsoring notebook and coaching and training notebook for notes.

Be sure your home office is well supplied for your business. Have your pens, stapler, tape, paper clips, calculator handy. Start a business checking account, order your business cards, set up your social media accounts and set up files for tax purposes and record keeping.

It’s such a good feeling when you can actually see your desk surface, you feel organized and you are ready to do business in a planned and systematic way. You will be well on your way to conquer and acheive those goals!

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 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. 

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!

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.