July 15, 2014
Lillian Watson
Over the past week I have noticed a lot of women I know discuss how inspired they are to be successful in their Scentsy business after they returned from the "Scentsy Reunion". A lot of them asked for advice from successful women in direct sales. Having done Pure Romance for 3 years, making Director, and having a team of over 20 women prior to deciding to step down (I did not feel the passion anymore for it) I figured I could loan some advice. I started with the basics of talking to 3 women a day everyday during the month will give you 2 parties a week and 1 recruit a month. I also shared the get their information when you give them yours, and the know your 30 second commercial. Most were appreciative of that. Then I had the one that asked, "Yeah, but I want to be successful. How do I do that?"
This is a question that honestly only you can answer. Women can guide you along the way with tips on how they succeeded in their business, but what may work for one of us may not work for you. We also do not know what you view as successful. To me I was successful with Pure Romance when I made my kit money plus some back when I first started. Then over time my idea of successful changed. I thought I would be successful when I paid for my first vacation out of PR profit. DONE. I kept my idea of successful changing because I wanted something to work forward to. I viewed successful as achieving my goal(s) for that particular year.
When I responded to this young lady with that response the response I got back in a private message was along the lines of, "I want to quit my full time job and become a (insert really high ranking Scentsy Person here), and pay for all our bills doing Scentsy." I explained to her that while that is an AWESOME long term goal to work toward that she would be discouraged if she did not set smaller goals to reach along the way. I am not saying that you can not want that, and that alone may be enough to drive someone. When you are just new starting out, and you have not seen that much profit though, it is a hard goal to focus on. Smaller goals that guide you to that goal is what needs to be focused on.
If you need to sell $25,000 a year to make XYZ club then divide that 25,000 by 12. That is around $2100 a month. Now, break that $2100 into the average party sales. If your average party is $300 then that would be 7 parties minimum that need to be held each month. Always overbook parties too because you never know if one will cancel (and usually there is at least 1), and this way you will make up for any smaller parties that happen.
Next thing you want to do now that you know what you need each month is figure out a way to achieve those parties and sales. That means it is time to SELL YOURSELF. In Clarksville there are TONS of Scentsy consultants. Show me (don't tell me....show me) why I should buy from YOU. Customer care is essential because your biggest form of advertisement will be WORD OF MOUTH. That is the highest honor that a sales consultant can have. One idea that I have used in the past is rewarding my hostess with free money to spend at any party that books off of hers. I have also given free product to those who have shared my name with friends who booked the party OUTSIDE of a party. I have sent THANK YOU cookies from www.Cheryls.com to my hostesses over $xyz in sales. $5 for a cookie including shipping might seem like a lot for a cookie, but think about the way the hostess is going to think that was a really sweet thing to do. The same can be done for Birthdays of past hostesses who went above and beyond. There is a lot that you can do to show your customers you care and appreciate what they do.
So, now you know what you need, you have your parties and awesome customer service ready, now what....... Now, you wow your crowd. DO NOT be that boring consultant who everyone forgets. KNOW your product. If you are selling Scentsy talk to them about their rooms, and show them a few products that might look good in their room. Work with them to make it a memorable experience. Also, UPSELL. If Jane orders Paradise Punch for her bathroom because she has a set of boys who are smelly, suggest another equally strong scent along those lines. Remind her that Scentsy sells BUNDLES. If you have a customer who has a long wish list, but she can not get it all tonight.....BOOK A PARTY. There are a lot of ways to work with your customers to make sure they are getting what they want, you are getting the sales you need, and everyone is happy.
Now, you want to build your team. First though, are YOU ready to handle the responsibility and demands of leadership? This means that women are going to call you with questions at random times. Are you ready to set your foot down, create office hours, and stick to them? Are you ready to mentor someone to start their business? Are you ready to put yourself out there and ASK if they want to join your team? Are you excited to lead? These are all questions that you need to consider when you are thinking of starting your own team. You are not just signing someone and tossing them to the side. You are signing someone who has put their faith in you to help them reach their goals. Think about the help that you wanted when you first joined, and do that and more. Remind them though that it is their business, and that you are there to guide them not run it for them (say that in a nice way). If you are ready for this then, share your story at each party. You never know who you are going to touch. Tell them your why.
Knowing your why is the most important thing out of everything. Your why is not "Because I want to make a ton of money." WHY do you want to make a ton of money? Do you have bills you want to pay? Do you have a child you need to care for? Your why should be something that can be measurable. This will also help you realize how important it is to reach those monthly goals. If you need to make $400 a month to cover extra bills and you make 20% of your sales then you need to sell $2,000 a month to make that $400 a month. Now that you know to cover your bills you HAVE to sell that $2,000 you have you WHY you are going to go out there and ROCK your parties. Do not get upset if you do not reach it your first month. Use that to drive you further. YOU CAN DO IT. Take that desire and drive to do it and MAKE IT HAPPEN.
Like I mentioned before being successful is different for everyone, but it is something a lot of people work toward. Know what you want to achieve to be successful, break it down, and then make it happen. Being successful in a Direct Sales business takes time and effort, but it can be done. It is not a magical thing that happens over night. You will have to work on getting there and maintaining it. When it happens though, it is a magical feeling. And remember...YOU ARE YOU ONLY....do not measure your success off someone else. Make your own!!!!!
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