Discover Who You Know In Direct Sales

Author: Susan Squier

One of the biggest excuses you’ll hear, in direct sales, is "I don’t know enough people." In most cases, this is not a true statement.

Create a contact list.

Start by making a list of everyone you know; no matter how well you know them. Your contact list should consist of:

close friends,
long distance friends (catalog only),
immediate family,
extended family,
in-laws,
colleagues and/or co-workers,
children’s friends' parents,
church members,
neighbors,
hair dresser,
accountant,
gym acquaintances,
bus driver,
dentist,
doctor,
librarian,
baby sitters,
day care provider,
teachers,
tax consultant,
bank tellers,
on-line friends (catalog only), and
and any one else you encounter on a semi-regular basis.

Write everyone down on your list, even if you don’t have their phone numbers or addresses yet. If you get stuck and can't think of anyone else to add to your list, use your address book, wedding guest list, and Christmas card list to help you.

Your completed list should consist of at least 50 names and numbers.

When comprising your list, don’t pre-judge; list everyone. Even those who are not interested in hosting a party know someone who would be interested. Remember, referrals are a huge part of every direct sales business.

Once you've compiled your list, fill in the missing numbers by using www.yellowpages.com. For those numbers you can’t find, think of a way to approach these people again. For example, make an in-person deposit at your bank, and talk to the teller or borrow a book from the library and speak to the librarian.

Start making calls.

Briefly make small talk and then excitedly tell them about your new business.

Ask if they would help you by hosting a party and let them know what they will get in return... a free shopping spree just for helping you out.

If the answer is yes, book the show within two weeks; the longer you wait the longer your income waits and the more likely they'll cancel or change their minds.

If the answer is no, ask, "No not now or no not ever?" This allows you to either cross them off your list completely or call them at a later date.

If the answer is "no not ever", however, ask for a referral. Ask if they know anyone who would like to shop for free.

When making the calls, make sure you do the following:

Think positive thoughts before picking up the phone. Be excited and smile; your enthusiasm will shine threw your voice,
Have 50 names and numbers ready to dial. If you don't remember who someone is by name, put a reference note next to the name.
Schedule one to two hours of uninterrupted quiet time.
Have your calendar in front of you.
Have your black out dates and appointments marked in so you can stay firm on your money making dates.
Pencil the appointment in, along with contact information.
Cross off anyone who is 100% not interested.
Ask for referrals.

Jot down a few prewritten conversation starters.

When in doubt about what to say when you during your phone calls, try these conversation starters:

Hi Jamie! This is Jane Doe. Do you remember me from the diner? I’ve been thinking about you over the years and I finally found your telephone number on-line. So what have you been up to? I’ve started my own business.
Do you like candles? Would you like some for free?
Have you ever heard of Jane Doe Enterprises?
Hey Mary, I need your help! Do you like to shop for free? Boy, have I got a great idea for your next shopping spree.

When meeting someone on the job, try this one:

Carol, you look miserable. Do you not like your job anymore?
Sorry to hear that. Would you like a fun job making full-time money for part-time work?

The hardest part is getting out there, and connecting with potential customers and consultants. Just take it one conversation at a time.