Direct Selling For Dummies

✍ Scribed by Belinda Ellsworth

• Publisher: For Dummies
• Year: 2022
• Tongue: English
• Leaves: 435
• Edition: 2
• Category: Library

✦ Synopsis

Get ready to sell like you’ve never sold before! Ever wonder if your next job didn’t have to feel so much like a…well, job? Then you might be ready for direct selling, where you remove the middleman and sell products directly to consumers! In Direct Selling For Dummies, you’ll tap into your entrepreneurial spirit and learn the basics of how to get started, pick the best selling model, and achieve success in this rapidly growing industry. You’ll also discover: Expanded info on online and social media selling, which has replaced in-home selling as the predominant sales method A guide to transforming your home office into a productivity dream Instructions on how to host online or Facebook-hosted direct-selling parties Perfect for anyone looking to join the 7.7 million direct sellers already working in North America, Direct Selling For Dummies can help you break into a fun, exciting, and lucrative new industry! Are you ready?

✦ Table of Contents

Title Page
Copyright Page
Table of Contents
Introduction
About This Book
Foolish Assumptions
Icons Used in This Book
Beyond the Book
Where to Go from Here
Part 1 Exploring the Direct Sales Industry
Chapter 1 Examining the Direct Sales Industry
Understanding How Direct Sales Works
Recognizing the Three Different Direct Sales Models
Walking You through Your First Steps in Direct Sales
Waiting for your kit
Taking action after you get your kit
Recognizing Why Direct Sales Models Succeed
Selling unique products
Identifying types of products and services
Identifying Needed Personal Attributes and Skills
Belief in the product
Vision and goals
Superior communication skills
Patience
Interpersonal skills
Presentation skills
Ability to recognize buying cues
Customer care
Technological aptitude
Commitment to personal development
Working Your Business in Different Ways
Online and in-person events
Trade shows and vendor events
Collaborative events or pop-up events
Online marketing and online group communities
Fundraising
Reservicing
Personal shopping experience
Chapter 2 The Perfect Side Hustle — Spotting Which Model is Right For You
Focusing on Income Potential and Product — The Network Marketing Model
Recruiting in Network Marketing
Sharing the product and the opportunity
Recognizing who’s best suited
Knowing what you need to be successful
Sharing Products during Events — The Social Selling Model
Eyeing the ins and outs of Social Selling
Recruiting with Social Selling
Sharing the product and opportunity
Identifying who’s best suited
Succeeding in Social Selling
Tapping into Followers — The Influencer/Affiliate Model
Taking a closer look at this model
Defining the types of influencers
Recruiting as an Influencer/Affiliate
Sharing the product
Recognizing who’s best suited
Chapter 3 Choosing the Right Direct Sales Company
Recognizing the Allure to Direct Sales
Getting started easily
Working with an established brand
Having flexibility
Providing a community of like-minded individuals
Knowing What to Consider When Choosing a Company
Examining the Three Ps of Every Company
Products
Profitability
Programs
Contemplating Special Considerations for Start-ups
Advantages
Disadvantages
Debunking the Myth of Saturation
Part 2 Creating a Successful Business with the Right Mindset
Chapter 4 Focusing On Your Mindset Before Your Skill Set
Vision: Your Big Picture of Why
Your vision will change
The importance of having a vision before you set goals
Being a leader and helping others with their vision
Sharing Your Enthusiasm with Everyone
Being enthusiastic in all interactions
Being excited while out and about
Staying Successful: Attitude Is Everything
Discovering how to deal with no
Finding the silver lining in everything
Keeping a Positive Mindset: The How-To
Surround yourself with the right people
Stay positive: The three people you need
Be grateful and use a gratitude journal
Stay positive on social media
Be a strong role model for your team
Overcoming Self-Doubt
Recognizing the four cornerstones of belief
Starting with self-talk
Building confidence and self-esteem
Getting Out of Your Own Way
Settling for less
Avoiding resignation
Managing perfectionism and procrastination
Staying away from denial and blame
Taking risks: Getting past the fear
Comparing yourself to others
Chapter 5 Setting Goals and Boosting Your Productivity
Goals: Milestones to Success
Destigmatizing goals
Setting intentional goals: The five Ds
Being Prepared Leads to More Productivity
Identifying ways you can get prepared
Relying on a good planner: More than just a calendar
Understanding Productivity and the Power Hour
Focusing on how the Power Hour works
Your 15 minutes on host coaching
Your 15 minutes on booking
Your 15 minutes on recruiting
Your 15 minutes on customer service
Developing Important Skills
The power of focus
The power of commitment
The power of consistency
The power of organization, or lack thereof
Being Rewarded: Strive for Company Incentive Programs
Chapter 6 The Art of Being Self-Employed
Shifting Your Thinking about Being an Entrepreneur
Remember that you’re in the people business
Keep it simple from the start
Understand that you aren’t alone
Take care of yourself because you’re your actual commodity
Committing to Being Self-Employed and Staying Positive
Being the Boss You’d Want to Have
Recognizing the Systems You Need to be Successful
Your physical workspace
Your time-management system
Your filing system
Your follow-up system
System for having a video-conferencing presence
Part 3 Launching Your Direct Selling Business
Chapter 7 Launching Your New Direct Sales Business
Getting Ready — A Launch Prepares You
Recognizing the Four Types of Launches
Understanding Why Your Launch Party/Event Is So Important
Preparing for Your Launch
Inviting As Easy As 1-2-3
Having a Back-Up Launch
After the Launch: Introducing My Two-Booking Method
Your second two events
Your third two events
Chapter 8 Navigating Your First 100 Days of Business
Finding Your Way through the First 100 Days
Days 1 to 40 — Starting strong
Days 41 to 70 — Continuing forward
Days 71 to 100 — Keeping the momentum going
Bringing a Friend
Creating Your Lead List of 100
Keeping Control of Your Calendar
Setting a schedule
Booking for sooner, not later
Setting goals for your calendar
Studying your calendar
Weave dating your calendar
Always Being Ready for Business — Seven Tips to Help
Preparing to share your contact info
Keeping catalogs with you
Having host and opportunity packets handy
Planning your show-on-the-go
Creating your positioning statement
Dressing for success
Knowing your next available dates
Part 4 Executing Your Social Media and Online Strategy
Chapter 9 Choosing the Right Social Media Platforms
Selecting the Right Social Media Platform in Four Easy Steps
Step 1: Set goals for your social media
Step 2: Find out more about each platform
Step 3: Create a plan for how and where you’ll show up consistently
Step 4: Evaluate your results
Understanding the Purpose of Each Platform
Facebook
Instagram
Pinterest
Twitter
TikTok
YouTube
Using Social Media to Be Social
Recognizing the 7 Cs of Social Media
Being Aware of the Do’s and Don’ts of Social Media
Chapter 10 Using Facebook for Your Business
Discussing Facebook’s Strengths
Authenticity: Knowing your audience
Finding your audience
Building a fan base
Staying connected to weak-tie relationships
Creating content
Going viral
Being insightful
Watching your competition
Enhancing customer service
Experiencing service recovery paradox
Advertising
Using Groups and Events
Increasing your search engine optimization
Saving money
Making Facebook the Face of Your Business
Setting up a Facebook Business Page
Using your Facebook Business Page: The how-to
Utilizing Facebook Stories
Giving Your Customers a Group to Gather in
Setting up your Facebook Customer Group
Utilizing your Facebook Customer Group: The how-to
Hosting Facebook Events
Remembering the four-core funnel
Chapter 11 Utilizing Instagram and Other Social Media Platforms
Using Instagram’s Impact and Influence
Using Instagram — The how-to
Setting up an Instagram account
Embracing TikTok
Using TikTok — The how-to
Setting up your TikTok account
Creating Searchable Content with YouTube
Using YouTube — The how-to
Setting up your YouTube account
Gaining Interest on Pinterest
Using Pinterest — The how-to
Setting up your Pinterest account
Relying on Twitter
Using Twitter — The how-to
Setting up your Twitter account
Chapter 12 Creating Content: Blogging, Images, and Videos
Building Your Personal Brand + Positioning Yourself as the Expert
Batching Your Content Is the Key to Success
Establishing the Goals of Your Content
The process for creating content
Creating content — The how-to
Writing captions
Using hashtags
Blogging
Emailing
Part 5 Putting Sales Strategies into Practice
Chapter 13 Building Your Business on Bookings
Understanding the Importance of Bookings
Scheduling Appointments and Bookings
Jump-starting your bookings
Practice, practice, practice
Building momentum for your future business
Building your booking lead notebook
Securing Bookings or Appointments
Stay casual when sharing the opportunity
See the people and show your product
Enlist your friends
Host your own event
Understanding Why People Book — Or Don’t
Examining why people say yes to book
Considering why people don’t book
Identifying Three Power Questions to Get the Reluctant to Say Yes
Planting Booking Seeds
Focusing On the Booking Talk
Securing More Bookings
Overcoming Common Objections
“Let me check with my friends first”
“My friends are partied out”
“My house isn’t big enough”
“I don’t have any time — I’m too busy”
Finding New Business
Using your social network for referrals
Getting leads from leads
Going where your customers are
Chapter 14 Coaching Your Host
Understanding the Host’s Motivation — Keep Everything Simple
Coaching on Attendance
Keeping Your Host Excited, Engaged, and Informed
Keeping your host excited
Keeping your host engaged
Keeping your host informed
Coaching Hosts Online
Inviting with intention
Being personal in your invitations
Chapter 15 Hosting Successful In-Person and Online Events
Understanding the Appeal of In-Person and Online Events
Focusing on What You Want from Events
Creating Desire with the Meet and Greet
Making a strong impression in person
Engaging when an online event starts
Giving Your Opening Talk
Developing a powerful opening talk
Knowing what not to do
Example opening talk for an in-person event
Example opening talk for an online event
Making Your Presentation
Creating a winning presentation
Building more desire for the product
Giving Your Booking Talk
Choosing what to say
Building desire for hosting
Concentrating On the Recruiting Talk
Finishing a Successful Event
Make yourself available for your guests
Start full-service checkout
Provide additional products with upselling
Have guests check out online
Chapter 16 The Power of One-on-One Selling
Selling with One-on-One Appointments
Getting One-on-One Appointments
Discover the client’s priorities
Provide a solution
Seal the deal
Perfecting the Details: What to Do and Say
Holding a one-on-one: The how-to
Building a relationship
Selling While Out and About
Marketing your business
Starting conversations
Distributing promo cards
Using wear-to-share and other promotables
Having product handy
Utilizing Your Online Customer Community Group
Identifying the target audience
Finding the right service to introduce your product
Chapter 17 Sustaining Growth: The Fortune Is in the Follow-Up
Differentiating between Warm and Cold Markets
Being likable and trusted
Getting referrals
Being systematic about customer service
Following Up with Booking Leads
Creating a plan
Following up: The how-to
Handling objections
Following Up with Hosts
Following Up with Customers
Checking In with Recruit Leads
Hot and warm recruit leads
Brrr! Cold recruit leads
Removing the Guesswork: Using the 2+2+2 Method of Follow-Up
Two-day follow-up
Two weeks later
Two months later
Reservicing: Customer Care Is Key
Part 6 Building a Team or Organization: The How-To
Chapter 18 Attracting New Team Members: Recruiting and Sponsoring
Focusing On the Rewards of Recruiting
Giving to others
Solving other people’s challenges
Identifying the Rules of Recruiting
Always invite
Don’t prejudge
Always do the recruiting talk no matter what
Look for leads instead of recruits
Figuring Out the “Why” of Recruiting: What’s in It for Them
Financial freedom or income
Flexibility of time
Friendships
Recognition
Personal growth and helping others
Getting People Interested
Discovering what people think
Sharing your “you” story
Addressing your “I” story
Avoiding Losing Leads
The decisive, confident ones
The fish — The late biters
The nonbiters — Those who lack confidence
Using Follow-Up
Recruiting on Social Media
Facebook
Instagram
LinkedIn
YouTube
Chapter 19 Conducting Interviews
Setting the Stage: Creating Interest
Asking for an Interview
Knowing how to ask
Identifying who to ask
Interviewing a Potential Recruit: Phase 1
Conducting the interview in three steps
Handling indecision
Understanding what “no” really means
Interviewing Your New Team Member: Phase 2
Leading the meeting: What to say
Starting training
Chapter 20 Sponsoring New People and Leading Teams
Understanding Why Your Role as a Leader Is So Important
Encouraging your new team members
Being realistic
Getting a New Team Member Off to a Great Start
Focusing on having a launch event
Helping with a launch event: The how-to
Being a Leader — What It Means
Setting goals and building vision in others
Becoming a trainer
Coaching team members
Mentoring team members
Communicating and Working With Different Personalities
Electronic/digital communication
Phone calls and video-conference calls
Happy mail (previously known as snail mail)
Face-to-face meetings
Using Team Facebook Groups
Challenging Your New Recruits
Challenge: Announce your business to the world
Challenge: Explore your virtual office
Challenge: Get organized
Challenge: Make a graphic
Challenge: Your why story
Challenge: Invite some friends
Challenge: Fortune is in the follow-up
Chapter 21 Group Recruiting: Holding Opportunity Events
Looking At the Best Types of Opportunity Events
Recruiting at Representative Events
Explaining the business model
Emphasizing the five needs direct sales fulfills
Sharing the three Ps: Products, programs, and profits
Encouraging them to make a decision
Planning and Staging Events
Part 7 Operating and Managing a Successful Business
Chapter 22 Meeting and Communicating
Attending Your Company’s Conference
Planning and Attending Successful Meetings
Motivation
Recognition
Information
Education
Socializing
Showcasing new products
Creating a culture of opportunity
Communicating with Your Leader and Your Team
Communicating with your leader
Communicating with your team
Chapter 23 Knowing Your Numbers and Managing Your Money Wisely
Capturing a Realistic View of Your Numbers
Using your numbers as motivation
Tracking all numbers, including social media
Keeping Track of Your Money
Getting Buy-In from Those Closest to You
Tracking Finances and Paying Yourself
Keeping your accounts separate
Giving yourself a payday
Watch Out for Overnight Success
Opening Your Eyes to Taxes
Withholding, refunds, and loaning the IRS money
Recognizing tax benefits of a home-based business
Part 8 The Parts of Ten
Chapter 24 Ten Benefits of Direct Sales
Increase Your Income
Have a Flexible Schedule
Be Your Own Boss and Work from Home
Foster Friendships and Relationships
Receive Incentives and Recognition
Develop Business Skills
Experience Personal Growth
Find Mentorship
Get a Discount on Products
Take Advantage of Tax Benefits
Chapter 25 Ten Mistakes to Avoid
Failing to Launch
Having Fear of Rejection
Failing to Set Goals
Lacking Commitment and Persistence
Prejudging Customers and Prospects
Not Treating Your Business like a Business
Lacking Focus
Skipping Training and Development
Neglecting Business Relationships
Depending on Friends and Family for Too Long
Index
EULA