Secrets for Success - Part 3 of 4

What are the secrets of successful direct selling companies?

In all, we've identified twenty of them. In this article, you'll discover secrets #11 through #15.

Use them all to build or grow your direct selling business!

Secret #11

Focus on both of your products.

You already know your first product.  Your second product is your income opportunity!

Work just as hard to ensure your income opportunity is attractively priced, branded and packaged just like your first product.  Both types of products need to attract buyers.

Secret #12

Stage new product introductions.

Direct selling companies, especially home party plans, recognize that the success of their representatives is based on part on selling to the same customers more than once.  New products help in keeping representative-customer relationships alive.

Whether you announce new products annually, quarterly, monthly or periodically, doesn’t matter as much as having a pipeline stocked and ready for announcements on time.

Secret #13

Make your M.O. = Multiple Orders

Make it easy for your representatives by having autoship available for them and their customers who order the same products consistently.

Encourage your representatives to input information into your systems regarding their customers.  When you know information about end consumers, you can keep them as customers even after representatives stop growing their businesses.

Offer a customer loyalty program.  Make it easy for your representatives to sell again (and again) to their customers.

Secret #14

Recognition is your business.

Use the telephone, email, monthly newsletters, and meetings and conventions to recognize personal and team achievements. 

It can be defeating when the same people are recognized repeatedly for the same achievements.  Segment your sales force for recognition purposes into at least two categories – new representatives and all others. 

Secret #15

Measure everything.

Successful direct selling companies measure their businesses with a set of key operating indicators.  Most measure recruiting, activity, sales to representatives, retention, sales to customers, and compensation.  They also segment their sales force by title, length of career, region, and other defining characteristics.

Conclusion

How are you doing?

For optimum performance, like an an engine your company needs to fire on all cylinders.

Click here for secrets #1 through #5.

Click here for secrets #6 through #10.

Click here for secrets #16 through #20.

Do you need help in tuning or building your engine?

Sylvina Consulting provides tune-ups!

Call Jay or Victoria at 503.244.8787 or click here to identify the challenged areas of your business.