This month, I attended the 2012 Global Regulatory Summit held by the Direct Selling Association in Washington, DC. It is an annual event attended primarily by lawyers and employees of direct selling companies who are responsible for legal compliance. In March 2012, the Federal Trade Commission or FTC promulgated a significant new Business Opportunity Rule known as…
Ask Victoria: What Is The Golden Rule Of Direct Selling?
Everything worthwhile seems to have a rule attached to it. When I was a child, the golden rule I learned was “Do unto others as you would have them do unto you.” Treat everyone as you would like to be treated. I liked that rule because it felt good to be good. Later, I learned…
All About Fast Start Programs
The success of all direct selling companies depends on the performance of their new independent representatives. What can companies do to help their reps off to a good start? One of the answers is a Fast Start Program. While network marketing and party plan direct selling companies have much in common when it comes to…
Ask Victoria: How Do I Get My Reps To Improve Their Customer Service?
“I shop quite a bit and spend a lot of money, but it isn’t often that I have encountered a company or a representative that is all about the customer. I will certainly be a repeat customer!” Wouldn’t you like to receive this kind of letter or blog post? Here are some things you need…
Ask Victoria: Can You Suggest a Great Gift?
The holiday rush is on and you have been wondering what to get your wife, your husband… Oh wait, what about you? Throughout the year, we have spouses call us to ask about our services and how we may help their loved ones. While we provide a wide range of consulting services, my first response…
Ask Victoria: Why Is The Direct Sales Attrition Rate So High?
The rate of attrition of independent representatives of direct selling companies is high for many reasons. Here are several of them: Direct selling is a “sales” job, but the average person joining a direct selling company may not view herself as a “salesperson.” While people are often led to believe that it is easy and…
Ask Victoria: How Do Direct Selling Company Owners Communicate Their Vision to Staff and Independent Representatives?
Walt’s nephew, Roy Disney, said, “It’s not hard to make decisions when you know what your values are.” As the owner of a network marketing or party plan company, you probably want everyone to share the vision you have for your company. How do you do that? It’s best to start by defining your values. …
Ask Victoria: Should I Be in the Trenches?
When I consult with direct selling businesses and they tell me that their recruiting and sales are down, the first questions I ask are, “Have you gone to a party with any consultants lately?” and “Have you scheduled any parties yourself?” I am amazed at how often I hear an owner say, “No.” To me,…