The #1Tip for Direct Sales Productivity

THE #1 TIP FOR DIRECT SALES PRODUCTIVITY

As a direct sales consultant or distributor, you’re fully aware the day can certainly get away from you. Your day started out with full intentions to make some customer phone calls, and book some appointments in, follow up with potential hosts….and then ‘stuff’ got in the way, and suddenly the day was gone.

I’ve had those sort of direct sales business days before and then it was around 7 years ago when I created a change. I discovered a simple solution ~ easily do-able ~   that turned my daily actions into super-productive actions!

Here’s how…

In Steven Covey’s excellent book ‘The 7 Habits of Highly Effective People’, the author introduces a productivity quadrant. I confess I read this book some decades ago, and picked up some great tips I found useful at the time. Then, back in 2010 when a colleague recommended Covey’s productivity quadrant, I revisited the book again!

Towards the back of the book; Covey introduces a simple daily quadrant to manage your day. The idea is; each quadrant is labelled in order of importance and tasks are allocated as they come in, and placed in their relevant quadrant. Allocating tasks like this means your day becomes productive because you start with the most important actions. You can – of course – utilise the original concept and use Covey’s exact recommendations, however you’re reading this because you’re in Direct Sales and your dedicated hours to developing your business results matter…and I’m sharing my adaptation!

Why? Well, I’m often asked what’s my secret to high productivity days in my business, and so here’s how it happens…I’ve adapted Covey’s productivity quadrant with very practical quadrant names that worked wonderfully for me in the world of Direct sales and continues to work wonderfully for me in my BE YOU Success Coaching business:

  1. Set up your daily diary page with this quadrant
  2. Allocate your tasks, by noting them under the relevant heading
  3. Once allocated; start your Direct Selling allocated day in the URGENT section
  4. As new tasks arise; allocate them where they belong
  5. At the end of the day, when you’re ready to close your office, prepare your productivity quadrant for the next day and start each day afresh in the URGENT column!

So are you up for it?  I trust you are keen to action this tip. Do it for 30 days and notice the productivity you create and act on. I’m predicting you’ll find it so worthwhile!

If you find this blog with Direct Sales tips helpful, please share with your colleagues and spread this complimentary professional development for more direct selling consultants to benefit, too!

Oh…and, remember, BE YOU!

Beverley Unitt

About the author:

Beverley Unitt is the co-founder of BE YOU Success Coaching and on a mission to INSPIRE DIRECT SALES CONSULTANTS TO CREATE THEIR MAGNIFICENT LIFE!
As a team performance and leadership development specialist in the exciting world of direct selling, Beverley is an influential keynote speaker at conferences, festivals and roadshows; inspiring the empowering thinking, communication and behaviour necessary for consistent growth results.

 

Posted in Direct Selling Blog | Comments Off on The #1Tip for Direct Sales Productivity

THE NUMBER ONE MISTAKE THAT CREATES ONGOING POSTPONEMENTS

If you’re a direct sales consultant or distributor, you’re already familiar with postponements. They’re a fact of life in our channel of distribution and they frustrate many a consultant because – to you – the booked demo date meant income and, to the postponing host, the booked demo date suddenly became an inconvenience.

What’s helpful to know and get excited about is;

around 90% of your postponed demo dates are avoidable!

Why do I say that? Well, from my more than 15 years of direct selling experience; I’ve personally found when you sell direct through demos, pop up shops or trunk shows, around 1 out of 10 of those postponed demo dates can be genuine because of illness or a tragedy befalling the host. However 9 out of 10, of those postponed or cancelled demos you’ve experienced throughout your direct selling year, are absolutely preventable!

And these are the ones we’re talking about here – the preventable ones!

The NUMBER ONE MISTAKE, that creates ONGOING POSTPONEMENTS is when you keep your thinking at the ‘I’ll put a BANDAID on it’ reaction, instead of a ‘I’ll discover what caused the WOUND’ approach!

So are YOUR reactions to direct sales postponements about the BANDAID or the WOUND?”

Let’s look at the BANDAID Approach…

  • You receive a phone call or text saying the demo date is postponed or cancelled
  • You immediately feel frustrated
  • You speak with the postponing host trying to reassure her you’re coming anyway and you hear yourself giving a few tips to keep the original demo date intact
  • The Host postpones or cancels, regardless of what you say – and remember; in this instance, her decision has nothing to do with illness or tragedy
  • So you lose a day’s income and have great intentions to replace the lost business date and do something else on the day to generate direct sales income
  • Then the date comes and goes and you wasted your day, or not
  • This bandaid approach to postponements keeps the problem alive and possible for repeating in the future as ‘the issue is still there, and I’ve covered over the problem and dealt with it, because that’s all I can do’

Let’s look at the WOUND Approach

  • You receive a phone call or text saying the demo date is postponed or cancelled
  • This time you get curious
  • You speak with the postponing host trying to reassure her you’re coming anyway and you still offer your tips to keep the original demo date intact.
  • The Host postpones or cancels, regardless of what you say – and remember; in this instance, her decision has nothing to do with illness or tragedy
  • This time you stay curious and debrief yourself, because you choose to be 100% accountable to yourself!
  • You’re wondering – and go looking for, “What caused this wound?”

Taking this latter ‘wound’ approach, for direct selling postponements, means you’re being 100% accountable from a space of curiosity. You value your future direct sales business growth, and so you’re willing to ask yourself, “Was there anything different that could have been done along the way, so this Host stayed engaged and excited about hosting her demo?”

Your Checklist for ‘What caused the wound?

  • When I secured the date with this Host; did I ask her WHY she was excited to host a demo, herself?
  • Did I help her start a list of intended guests, so we departed with her knowing WHO she could invite, and feeling great about her upcoming demo date?
  • Did I find out how best she thought my product could assist these guests on her list?
  • Did I suggest some language she could use to personally invite her intended guests, so she doesn’t default to asking them along to ‘just come along to be a number’ or ‘…come for a catch up and be a bottom on a seat’
  • Did I check in with my upcoming host for her favourite reward or benefits available to her, via my company’s reward system
  • Did I dig deeper and find out what this ‘reward’ for hosting a demo could mean for her, or do for her, when she has it?
  • Did I book in close, or did I book too far out, and now I notice a lack of connection between us from the initial date up to the demo date?
  • Did I send her a note confirming our date together and reminding her of the benefits of being my host, or did I leave it up to her from our one conversation when dating the demo?
  • Did I set up, at the time of dating the demo, “our next steps”?
  • “What happens next is; your first step is to start inviting these friends we’ve chatted about today. Then the 2nd step is I’ll be calling you on <date> to discover who’s coming and support you with some bonus tips for a great a demo experience for you and your guests… does daytime or evening suit you best for a quick phone chat, when I call you?”
  • Did I personally chat at least once – and preferably twice – between the initial dating of the demo and the intended demo date, or did I leave all communication up to phone text and emails?

If you can say to yourself “YES”, “Tick”, I have done all that – well done! At least you validate you are on the right track when coaching your hosts for success and it appears that, despite of all you did very well, perhaps there is another underlying reason this Host has cancelled. So be it, for now.

If you notice a gap or two in your behaviour when stepping through our checklist…. congratulations – this could be the very cause of the business-damaging ‘wound’ called postponements! Your newfound awareness means, from now on, you know where to place your focus when coaching future Hosts – and close that old wound once and for all!

Remember; at the point of securing a date with you, you host was keen. So is your thinking going to be – the next time a postponement happens –  that old ‘put a bandaid on it’ approach, or the curious ‘look for what caused the wound’ approach?

When you go looking for what caused the ‘wound’, you gift yourself the choice to learn and apply a fresh strategy that creates a better result. This means your future direct sales dates can have an increased probability to stick and hold!

I trust you enjoyed exploring and thinking about postponements in a fresh way! If you like what you’ve discovered, please share with your colleagues and spread this complimentary professional development for more direct selling consultants to benefit, too!

Oh…and, always remember, BE YOU!

Beverley Unitt

About the author:

Beverley Unitt is the co-founder of BE YOU Success Coaching and on a mission to INSPIRE DIRECT SALES CONSULTANTS TO CREATE THEIR MAGNIFICENT LIFE! 

As a team performance and leadership development specialist in the exciting world of direct selling, Beverley is an influential keynote speaker at conferences, festivals and roadshows; inspiring the empowering thinking, communication and behaviour necessary for consistent results.

Posted in Direct Selling Blog | Comments Off on THE NUMBER ONE MISTAKE THAT CREATES ONGOING POSTPONEMENTS

THE 3 KEYS TO YOUR BEST YEAR YET

girl-jump

As a direct sales consultant or distributor, you’re already familiar with the smart actions that direct the energy and focus necessary to ensure you get underway in a new year. Afterall- your company – and especially your Team Leader or Manager – stepped it out for you, back in November and December, didn’t they?

Whether you’re experienced in the direct selling world OR you’re still relatively new to a direct selling career and if this has been your first festive season, it’s likely you did one of three things:

~ you acted in December on the advice and voice of experience and will be underway with business again in January with confirmed dates already in the diary…you’re feeling good !

~ OR you’ve winged it and your naturally vibrant energy has connected with enough people that you’re confident you can create some January dates to get going… you’re feeling good , too!

~ OR you did nothing to set your new year up and underway, with the expectation that it should be easy enough to get going in the New Year. You’ve pretty well got your fingers crossed, and deep down you’re hiding a secret fear and hoping that you can create a good business this year … but you’ve really got nothing concrete to get going with…. YET…..and perhaps you’re appearing as if all is good on the outside and feeling not so good on the inside

Okay, you’re across the actions …. But are you across the THINKING?

So stay with me and discover the simplicity of the 3 KEYS to CREATING YOUR BEST YEAR YET

….OR stay with me and validate you’re on the right track for your BEST YEAR YET…. And do this with your THINKING

….. Get Ready, Fire then Aim

KEY # 1 ~ GET READY

  • Getting ‘ready’ means deciding WHERE you are going
  • If you could wave a magic wand and fast forward to the end of this brand new year, what exactly are you imagining to achieve for yourself.
  • This is soooooooo important to decide WHERE you are going. Just like a GPS needs a destination plugged into it, to hit the start button and get underway, so too do you!
  • When you do this, your brain will take your command and start noticing the possibilities for the determined outcome to happen.
  • Take a moment now and write it down – go ahead and jot down what your outcome for THIS NEW YEAR looks like.
  • Make sure it has a measure on it – a number in it. Is it a regular income? if so decide the dollars you choose to earn every week… Is it more customers every week? If so state the number of customers you will speak with, each week. …. Is it an increase in your average demo sales? If so notice what it is and write it down.
  • To go advanced ; write down what you SEE yourself doing as a result of achieving your determined outcome, write down what it is you HEAR yourself saying and those you care about – what are they saying to you at the end of this new year? …. And write down how this makes you FEEL…
  • And write it down AS IF this year has already happened. It is 31 December and I see…. I hear… I feel….
  • This is super valuable to do because your brain doesn’t know the difference between real and imagined and you’ve now commanded your brain THIS IS WHAT’S HAPPENING! Your brain can now filter in the awareness of opportunities to make this happen

And now you’re ready to take the second step for creating YOUR BEST YEAR YET…

KEY # 2 ~ FIRE

  • Fire has movement in it. Fire is energy. That’s right- key number two has to be about igniting momentum – it’s time to fire.
  • At this point, after deciding where to go, so many people will tell you to make a plan.
  • I’m saying GET MOVING – TAKE ACTION – you can adjust the sails along the way
  • Back yourself. You actually KNOW what to do – you’ve been trained in your direct sales business
  • You’ve heard the tips from plenty of direct sales consultants so GET GOING!
  • And keep it simple; there only two places to play and grow your business – with existing customers or with customers you haven’t met yet.
  • In our direct selling world, the MOST easiest space to play, and FIRE up your new year, is with existing customers!
  • Your existing customers have familiarity with you and your product.
  • Be a person of value, and FIRE UP so people experience the value in you. Create that energy, fire up that momentum – with self discipline
  • You’re clear about your outcome to achieve, and you KNOW your direct sales product has fantastic benefits for people.
  • As you start to make contact – wishing existing customers Happy New Year, thanking them for their custom in the past year and offering some tips for the products they already own – remember this; people will say SAY YES to your offer of January appointments, YES to your offer of further January products and YES to your invitation to start on your team in JANUARY… IF and only IF it’s of value to them
  • To hear YES; this means you’ve had a conversation around what your booking, your product, your business option DOES for THEM. Not YOU – for THEM!
  • So are you being interesting or interested? If you’re interesting you’re probably doing an information dump. If you’re interested, you’re having a conversation asking questions, seeking to notice where best you can add value, then offering your appointment, your product or your career choice because you have a solution to a challenge they have…. or didn’t know they had until you got chatting!

And – well done ! Now you’re underway, you’re moving, the flames of movement are a’firing and you’re ready for key number three and creating YOUR BEST YEAR YET….

KEY # 3 ~ AIM

  • That’s right- you get to adjust the sails when you’re underway
  • So what sort of thing will you adjust this January?
  • If you notice “No thank you, no thank you, no thanks” or objection after objection to your offer…. Clearly it’s time to adjust the sails and adjust your aim – modify what you’re saying, and fire again.
  • You can reflect and self improve by going back to key number two
  • You can talk to fellow direct sales consultants and leaders and model what they say and do
  • You can drop your manager an email requesting guidance. Hey you can even send me an email – share what’s happening for you and share your connection language and I’ll help you aim better.
  • If you’ve ignited and fired and you’re moving and the results aren’t as strong as you’d like them to be then it is a simple matter of noticing from a space of staying solution focused….is it something you are doing and saying or something you are NOT doing and saying. Other people are getting results – model what they do and say!

So there you have it – and remember; validation is just as empowering as new information.

If you’re already underway with your New Year and you know what I’ve shared with you already, and you’re applying exactly this – check in and adjust the sails – be a life long learner and constantly improve.

If you haven’t quite stepped into getting your year underway as yet – you now have the 3 keys to creating your best year yet – READY, FIRE…. then AIM !

I trust you enjoyed exploring HOW to create YOUR BEST DIRECT SALES YEAR YET! Because what you’ve discovered, is soooo valuable to know and act on, please share with your team – your party plan colleagues – and spread this complimentary professional development for more direct selling consultants to benefit, too!

Oh…and as you go about creating your magnificent life and your consistent growth business… always remember, BE YOU!

Beverley Unitt

About the author:
Beverley Unitt is the co-founder of BE YOU Success Coaching and on a mission to INSPIRE DIRECT SALES CONSULTANTS & LEADERS TO CREATE THEIR MAGNIFICENT LIFE! As a team performance and leadership development specialist in the exciting world of direct selling, Beverley is an influential keynote speaker at conferences, festivals and roadshows; inspiring the empowering thinking, communication and behaviour necessary for consistent results.

 

Posted in Direct Selling Blog | Comments Off on THE 3 KEYS TO YOUR BEST YEAR YET