How To Build A Team In Direct Sales

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Author
Susan Squier

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How To Build A Direct Sales Team
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Building a team takes place, on purpose, at your shows and away from your shows. On purpose means being presentable at all times, having catalogs on hand at all times, asking everyone you encounter to join your team, and making a conscious, consistent, effort to build your business. Building a team doesn’t happen over night; it takes work and planning. Building a team is sharing your opportunity with others and helping them overcome their fears and hesitations. In return, you’ll have expanded your business, made life long friends, and built a residual income.

Guidelines
Before building your team, put together guidelines for your recruits to follow. From the very start, your recruits need to know exactly what is expected of them. Your recruits will have many questions.

How many shows should they book?
Will they need to attend meetings?
Should they first try to find the answers in their Consultant Manual?
What are your business hours?
How much time will they get from you?
Will you give the same amount of time to the recruit who continues to do nothing as you would the recruit who does shows on a regular basis?
How much will they earn?
Will they be required to submit a minimum amount of shows each month?

Your answers should be the same for all recruits; no favorites. Guidelines will keep you in control and help your recruits feel secure.

Outside Of Shows
Away from your shows you should be a walking, talking advertisement. When your mouth is closed, so is your business. Running errands is a great opportunity to build your team.

Would you like to earn an extra $200 to $400 a week, part-time?
Would you like a free shopping spree?
You look miserable, would you like a fun job that pays great?
Would you like to party for a living?

These are questions that you should ask every person you encounter while running your errands; post office, gas station, grocery store, department stores, the mall, hair dresser, tanning, kids games and the bank to name a few. This is when being prepared comes in; always have business cards and catalogs on hand.

When handing out your catalogs be sure to get names and numbers or you’re just wasting your time and your catalogs. Some will say, “Sounds great”, and some will say, “No, I don’t want a party.” Ok, do you know someone who would like to shop for free or who needs extra cash? Or, you could say, “Ok, do you know someone who does like to party?” Most people love to pass the buck and would be delighted to give you a friends name and number.

Show Arrivals
Arrive 30 minutes early to give yourself plenty of time to set up; you never want to look or feel rushed. When walking into your hostess’s home you shouldn’t be overloaded with bags nor should you make five trips back to the car. Bring a small kit containing seven to ten products, catalogs and any other essential items. If your job looks hard, you will be hard pressed to find anyone who will join your team.

Demonstrations
During your demonstration you’ll need to plant sponsoring seeds to stimulate interest. You should nonchalantly ask the following:

Who could use an extra $100 a week?
Who would love to be their own boss?
Who likes free shopping?
Who wants a flexible schedule?

Give out tickets to those who raise their hands. Play a game called “Ask Me”. The guests have 3 minutes to ask you anything about your job; each question gets a ticket. This is much more effective than you giving the big boring sponsoring speech that they expect. Keep in mind, your demonstration is to stimulate interest; very rarely will someone jump out of their seat and say “Sign me up.”

Closing Orders
When closing out orders, ask each and every person the following questions:

Did you have a fun tonight?
Do you have any questions for me?
When would you like to have your own shopping spree?
Have you ever thought about doing what I do?
Do you know anyone who likes to party?

If it’s yes, great, schedule their first show. If it’s no, first try to overcome their hesitations. If it’s still no, ask if it’s a "no not now" or "no not ever". Then, if it’s still no, go for the referral. Ask these same questions whether you’re looking to book more shows or hire recruits. You must ask every one. You can’t pre-judge as most people are waiting for a personal invitation.

Follow Up Tidbits

Always have fun and smile.
Keep demonstrations short and simple.
Don’t try to be perfect; be yourself.
Allow for mistakes; when you make mistakes, it makes the idea of your job less scary.
Don’t over dress; business casual is best.

About The Author
Susan Squier is the author of Hobby to Lucrative Home Party Plan and a contributing author for Hobby Farms Home Magazine. E-mail Susan at suesquier@yahoo.com for more information on her 200 page manual on how to turn your hobby into a lucrative home party plan.

Reprint Rights
This article may NOT be reprinted without monetary compensation and written permission from the author. For reprint rights or comments/questions about this article, please contact the author.