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Karen Phelps, Direct Selling Expert teaches you to
"raise the bar" for yourself and your team! To hire Karen for
your next event e-mail: Karen@Karenphelps.com
Quote for the month: "Gratefulness
is the key to a happy life that we hold in our
hands, because if we are not grateful, then no
matter how much we have we will not be happy --
because we will always want to have something
else or do something more." Brother David
Steindl-Rast
In this issue:
7 Steps to Getting and Keeping Customers and
Hostesses -
NEW Ultimate Guide to Direct Selling Book -
Direct Selling Doctor -
Track Your Leads
-
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7 Steps to Getting and Keeping
Customers and Hostesses
Have you ever lost a customer or hostess
because you didn't follow through? I'm sure you
have. I know I lost many over the years because
I just got too busy to follow up. I believe it
happens to everyone and if you are honest with
yourself you will admit that it probably has
happened to you.
Today, someone almost lost me as a customer
for their services. In fact, they don't have me
yet and now they will have to prove to me why I
should do business with them. The story began
about 2 weeks ago when I decided it was time to
review all of our insurance policies and make
sure we are adequately insured at the best
price. My brother-in-law just switched all of
his policies over to a new agency and he saved
$1,800 per year. I thought, WOW, I'm going to
check them out so I got the name and number of
the agent and made a call the same day. The
agent was not in but did return my call the next
day. I was traveling and the call went to the
home answering machine and 3 days later, when I
returned I listened to the message late on a
Sunday evening. Ten days came and went after I
listened to the message and I was so busy I
never remembered to return the call. During this
ten days the agent never tried calling me again
which was not smart as I had made the initial
contact in the first place so she knew I was
looking to compare.
I just had to pay my auto-insurance and I
realized I had not heard from the agent so I
called her back. I said, "Hi, this is Karen
Phelps." She replied, "Karen, I never heard back
from you so I figured we wouldn't be doing
business." YIKES!! I replied, "I'm very busy and
I travel a lot, you should have called me back
again." I think she was taken aback for a few
minutes but I hope she took time to realize the
importance of my statement. When someone tells
you they are interested, ASSUME they are
interested until they tell you differently.
Are you thinking, but isn't that being pushy?
Absolutely not! When someone gives you
permission to call them to order or book a party
later, assume they are interested until they
tell you NO! The insurance deal this agent could
pull off is worth thousands of dollars of which
she will receive a commission. Why would she
even think of not calling me back in a day or
two if she didn't hear back from me? So what can
you do to get and keep more customers and
hostesses of your own? Here are a few
suggestions:
- Find out what your customer is
interested in. I love working with a
salesperson who takes time to ask me
questions before they try to make the sale.
Have you ever gone to purchase an appliance
and the salesperson tries to push their
favorite item on you and it may not be what
you are looking for? It's hard to have one
style, one brand, or one product be a
perfect fit for everyone. The main reason people don't
make another sale or get a booking is
because they have not discovered why the
prospect might be interested. You can't sell
someone something they don't want or feel
they don't need. You must discover the
reason they need or want your product. Then
you will be able to recommend products or
services to fill the customers needs.
- Remind the customer you are always
looking out for their best interest and that
you will keep them informed of sales,
special offers and information that may be
of interest to them. You can say something
like, "I'll send you emails when there
are specials and call when something
exciting is going on. There's no obligation
and you can remove yourself from my
preferred customer list at any time."
People are more likely to allow you to stay
in touch if there is no obligation. That's
one of the reasons I love the "Maybe Later
List" which is in the "It's a Party Out
There Workbook." It's easy to make calls to
people who have given you permission to
contact them.
- Always ask for permission to contact
them and keep them informed. You may be
reading this right now because on this
website I asked if you would like to receive
direct selling success newsletters and you
entered your name and email address to
receive the subscription. Are you doing the
same with everyone you meet? Are you asking
for permission to share information of
interest once a month? Do you have a system
in place to keep track of your leads so you
can email a monthly newsletter with
suggestions on how to use your product to
improve their looks, health, home, life,
etc? If your company does not have an email
system in place click on the this link
to find out how to send cool newsletters.
You can also send newsletters through the
Oprius software. Click on this link to watch
what the software can do for you.
Oprius video
- BE PROMPT! If you set an appointment or
a time to call, make sure you arrive or call
at the appropriate time. Your
professionalism will shine through when you
are prompt. Most people (me included) prefer
to do business with professionals and
professionals are not late!
- Ask yourself, "how would I want to be
treated?" then do the same thing for
your customers. I love good customer service
but I don't want someone who is too pushy.
I've walked out of car dealers when I went
looking for a new vehicle and the salesman
refused to address me. I've left a furniture
store when the salesman huffed under his
breath because I didn't make a decision
right away. I love someone who is assertive
and attentive to my needs but not someone
who is aggressive.
- Know your stuff! I love working with
someone who has done their homework and
knows their products and services. So,
whether you are a new consultant or you've
been in the business for awhile you need to
know, understand and be able to explain why
your product or services are different or
better than the rest. Why should someone buy
your product? Why should someone book a
party with you? What is the benefit to them
for being a hostess? How can someone benefit
by becoming a consultant? You must know the
answer to the questions before they are
asked. So, if you are new and you haven't
taken time to read through the materials
your company has available for you it's time
to do so.
- Under promise and over deliver. Make
sure you can deliver what you promise. If
you tell a customer something will arrive in
2 weeks and it comes a few days late it
doesn't look good. If you tell a customer
her order will arrive in 3 weeks and it
arrives a week early you and your company
will shine! Don't make promises you can't
keep and always keep the promises you make.
People love to do business with competent,
able and willing consultants. Your Hostesses
love it when their order arrives on time (or
better yet, earlier than anticipated.)
As a rule of thumb if you always put the
customer first you really can't go wrong.
Sure, every now and again you'll get someone
you can't please no matter how hard you try.
Hey, that's life and you'll have to learn to
roll with the punches. Being a great sales
person is easy. Having a large database of
loyal customers and hostesses is easy too!
Become the type of person you want to do
business with and you will always have
people who will do business with you.
"The Direct Selling Doctor" Membership Website
If you are feeling stuck in your business and
are looking for something more you'll want to
check out "The Direct Selling Doctor" website.
Hundreds of Direct Sellers are finding out the
answers to the challenges that are preventing
them from realizing the success they desire in
their businesses. There are 2 levels to take advantage of
"Inner Circle" and "Gold Plus Tele-coaching".
Some of the benefits include discounts on events and products and
monthly teleseminars available only to members.
Gold Plus Members love the group coaching calls
and the personal coaching calls and are quickly
learning how to implement these simple
techniques to help their team members!
Listen to members sharing
their successes
Karen,
Each Gold Plus call with you just gets better and better. Your expertise in direct selling is such an empowering influence for us to build ourselves as well as our business. I look forward to them each month.
Anyone can benefit greatly with your Gold Plus membership without a doubt! You offer valuable services and your group coaching calls are a great return from an affordable investment. Thank you, Karen!
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To discover what you've
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Doctor,
Click Here.
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Use your calendar and
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Review your contacts,
assign them to groups,
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integral part of your
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you can create and
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groups of customers in a
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The Phone Assistant
gives an overview of
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from which you can focus
in on each contact and
the next steps you want
to take. It allows you
to schedule phone
appointments -- using
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pre-defined and proven
call scripts -- all part
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closing your sales. |
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newsletter is copyrighted © October 2008 by Karen
Phelps & Phelps Positive Performance Inc. ,
www.Karenphelps.com
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You can as long as you use this COMPLETE CREDIT
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Expert, Karen Phelps publishes a "Direct Selling
Success E-Zine" that provides simple tips and
solutions for success! If you are ready to get
faster results and bigger paydays
click here to
register for your personal free subscription!
Back to E-zines
If you are looking for a great way to send
E-newsletters to your team and or your Hostesses
and Customers Check out Constant Contact. Build
your database and begin sending monthly
newsletters to Hostesses, customers, consultants
and your down line. This program is easy to
use!!! Click on the Constant Contact link to
find out more.
