Woman Issue 174
the Desk of the Editor
Welcome to the 174th
edition of the MLM Woman Newsletter. Here's our feature articles for this month:
- DSA Industry Trends Report for 2011
- Smart Women and The Art of Self-Promotion
- The 9 Skills Every Woman Should Master
- Direct Sales Sponsoring While On the Road
- 10 Ways to Lose the Sale
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Linda Locke, Editor MLMWoman
DSA Industry Trends Report for 2011
The 2011 report of industry statistics from the Direct Selling Association (DSA) is now available on their website. You can use this report to show prospects about the industry and to learn more about the current sales trends and how they might affect your business.
Some interesting stats that stood out for me are: the highest percentage of sales (35.2%) is in the South; although women still predominate in the industry (78.1%), more men are joining (21.9%); and US Retail Sales were $28.87 Billion dollars!
You can get your free copy here: http://www.dsa.org/research/industry-statistics/
MLMWoman is now on Twitter and Facebook. Please come and visit us and say hello!
Smart Women and
Art of Self-Promotion
By Joy Chudacoff
One of the questions I’m frequently asked by women entrepreneurs is, “When I meet someone who is a potential referral source and/or ideal client, how do I mention my business without feeling pushy?” Great question! Being able to communicate your marketing message with confidence is key to attracting more clients, increasing your income and becoming known for your expertise.
The idea of “self-promotion” or “selling” leaves some women feeling like they are bragging, being pushy or not considerate of others. It can create anxiety and fear which in turn keeps you stuck and unable to reach your business goals. Women are nurturers by nature and the thought of putting their needs in front of someone else’s may feel unnatural.
I understand the feeling (I’ve experienced it too), however if you are determined to achieve your business goals, it’s essential you communicate your message about what you have to offer and how you help people. Do so often and to as many people as possible (otherwise, you will remain the best kept secret in town which in this case, won’t serve you). People are super busy and can’t read your mind so it’s up to you to take on the responsibility of creating interest in how you support people with your product or service.
When I have an opportunity to share how I support women entrepreneurs, I use the R&R approach (Relationship + Results). It feels both authentic and comfortable for me and I think it will for you, too.
- Cultivate a Relationship – Whether I meet someone at a networking event, through social media or through a mutual friend, my first desire is to build a relationship and discover how I can be of service. I’m truly interested in people and enjoy learning about others. My goal is to find a common ground with people and if I can offer some advice or perspective on their current situation, I’ll share it with them right away. This is a good time to showcase your expertise and also show the other person you are genuinely listening to them.
- Share Results – When it’s your turn to share more about who you are and what you do (if you’ve truly shown an interest in the other person, this happens organically) share the results you’ve had with your clients through telling stories. Storytelling is engaging. People will lean in and listen intently to what you have to say. Rather than talking about the name of your company and the services you offer, concentrate on someone you’ve worked with that had award-winning results. Talk about where this person was when they first began to work with you and the benefits or transformation they received after working with you.
This approach takes away the “heavy” feeling of self-promotion that women sometimes experience. It has a feminine feel to it. Women create relationships better than anyone I know and sharing the results others have had when they work with you eliminates anxiety.
I invite you to get out of the office today and try the R&R approach. It’s simple, easy and feels authentic to women entrepreneurs.
© 2012 Joy Chudacoff
Joy Chudacoff, ICF, PCC, is the founder of Smart Women Smart Solutions®, a Professional Certified Coach to 1000’s of women, Motivational Speaker, and Entrepreneur. She publishes a weekly buzz generating ezine, Reflections On Life and Business for Women Entrepreneurs. If you’re ready take your coaching business to the next level, get your FREE Tips, FREE Report, FREE MP3 and be the first to hear about my exciting new program for coaches and consultants at Smart Women Smart Solutions Coaching.
The 9 Skills Every Woman Should Master
By Christine Kane
There’s a popular Esquire Magazine article called “75 Skills Every Man Should Master.” There’s stuff about baseball, neckties, and other things that most of the extraordinary men in my life could care the least about.
It got me thinking about the happiest, coolest, most successful women I know. And how they would take the question of mastery about 40,000 leagues deeper than neckties and baseball.
In fact, it dawned on me that the burning desire beneath my outward goals is almost always the mastery of one of the following skills. The goals themselves – be they money, fitness, etc – are really the means to becoming a student of something much much cooler.
So, here are 9 Skills Every Woman Should Master…
1 – Reveling in your own preferences.
Taking the time to notice your delight. Trying new things, and honoring yourself enough to make time for them. (No matter how stupid they seem.) This is the key to the authenticity we women crave.
Unapologetically reveling in your own preferences gives you permission to be real – and serves others by letting them see your joy and choose (or not) to bask in it with you!
2 – Listening without judgment.
I’m convinced that suffering comes from judgment. Not just self-judgment. But ALL judgment.
That being said, many people think that “listening” means “waiting my turn to talk.” Which means that much of our time is not spent actually listening. It is spent judging what’s being said.
Learning how to truly listen without judgment – whether to another person or to yourself – awakens the intuition. It heals and empowers the speaker. It enriches the present moment.
3 – Discerning “Nurture” from “Distract.”
Many of us lead exciting, challenging and sometimes stressful lives. We are serving children, clients, parents, co-workers. Our self-care matters if we are to be of true service in the world.
There’s a huge difference, however, between nurturing ourselves with what we truly want and need – and distracting ourselves in order to stuff the stress or fill the time. Learning that difference, and honoring our true needs (ie, getting a massage vs. eating a sleeve of Oreos in one sitting) is crucial.
4 – Letting go of the need to “fix.”
Most of us know that when we try to fix another person, we rob them of empowerment. (And often, our “fixes” are more for US than for them.) Allowing others to find their own wisdom, to make mistakes and to be exactly where they are on their path teaches us to accept the present moment as well as the mystery.
It also teaches us that we are not the ultimate deciders of what is right and wrong!
5 – Becoming an Imperfectionist.
Having a purpose, taking action, trying new things – all of these contribute to our deep satisfaction and joy. When we expect ourselves to be perfect before trying new things, we cut off many avenues to happiness.
When you become an Imperfectionist, you finally recognize your ego voice exactly for what it is: Your own personal Success Prevention Expert.
6 – Getting Out of the Comfort Zone.
Our growth and success are often proportional to how often we’re willing to let ourselves be uncomfortable. We kid ourselves (and our souls) when we convince ourselves to play it safe.
Getting out of the comfort zone doesn’t mean extreme sports or stepping onto a stage. Sometimes it can be as seemingly small as saying no – or trying a yoga class.
7 – Saying No with Clarity.
Learning to say no is really about learning to say yes.
When we say no to something we don’t want to do, be, or have – we are actually saying Yes to our deeper desires. Many women don’t believe they can have what they truly want, so they learn to settle, and their lives are filled with “maybe’s.”
Saying no – with clarity and without explaining – is really about honoring other people as well as ourselves.
8 – Allowing disappointment.
When we say no, or when we follow our dreams or true callings – people might be “disappointed” in our choices.
Life is not a campaign. We don’t have to get votes. People can love us and still feel disappointed that we didn’t do it their way. Too many women go on campaign trails to get others to agree with them before they take proactive steps. This only serves to rob them of the creative energy they need.
Allowing people their disappointment sets us free.
9 – Making support mandatory.
I can’t remember NOT having a coach. It’s now a requirement in my life in the same way it’s a requirement for a world-class athlete.
I feel the same about hiring people and about asking for help. Too many women hope for the best and go it alone. (Been there, done that!)
Well, remember this little ditty from Einstein: The problems we face cannot be solved by the same level of thinking that created them.
Translation? Get support, training and encouragement. Make it a mandate. You will soon discover a new level of lightness and velocity!
About the Author
Christine Kane is the Mentor to People Who are Changing the World. She helps women and men Uplevel their lives, their businesses and their success. Her weekly Uplevel You eZine goes out to over 20,000 subscribers. If you are ready to take your life and your world to the next level, you can sign up for a F.R.E.E. subscription at http://christinekane.com.
Direct Sales Sponsoring While On the Road
By Julie Anne Jones
It's summer time and no doubt you've got at least one trip planned. One of the best things about being a direct seller is that you can take time off and travel when you want to. And while I'm a big believer in leaving your work "at home" when you're taking time off, I also know that any time you travel over twenty miles from your home base, it's a great opportunity to grow your team. So use your summer travel plans to find new, excited representatives for your business while enjoying a break from actually "doing business."
It's fairly easy to casually share your opportunity if you're passionate about what you do and about sharing it with others. So before you pack, make sure you're clear about why you love your job. The more passionate you are, the more you'll actually want to share!
Here are some tips for starting that conversation:
- Find a conversation starter that leads to your product.
- Carry a purse that lets you display on the outside pictures of your products.
- Wear Your Products if that’s appropriate.
- Have catalogs and brochures handy to leave in hotel rooms, when you leave a tip at a restaurant, etc.
- Find out what service people love most about their jobs (ask the question, “So, Sue, what do you love most about being a waitress?”) Chances are, they’ll begin to tell you what they love least about it instead, which can naturally lead to a recruiting conversation.
Create a survey with some questions about how they feel about their current job situation. Tell them you're collecting information for a work project and ask if they'd take 60 seconds and do a survey with you. Then share with them how much easier/more lucrative your job is before leaving them with some information.
Some sample questions:
- How many hours per week do you work?
- On a scale of 1-10, 1 being not satisfied and 10 being totally satisfied, how happy are you with your current income level from your job?
- Have you ever considered working from home?
Be sure you have plenty of business cards and brochures with your website address so that they can easily learn more. Also, (and this is KEY), be sure you get their information so you can follow up with them once you return from your vacation.
What else do you do when you're out and about or on vacation to comfortably share your opportunity potential team mates?
About the Author
Julie Anne Jones is a direct sales corporate consultant, coach, and trainer, and the CEO of Julie Anne Jones, Inc. She is known for her authentic and easy-to-use scripting and specializes in specific systems, language, and tools for success in direct sales. To learn more about Julie Anne and her products and services, and to read her weekly blog posts, visit her at www.julieannejones.com.
10 Ways to Lose the Sale
Remember the old saying "Good Salesmen are Born". Well, anyone can become a good salesperson if they can learn and master the basic sales skills. Sales techniques have dramatically changed over the years. Gone are the old school selling methods of talking incessantly and pushing a customer into a sale.
Selling now involves listening to a customer, making a connection and giving the customer what they need. Today's skilled salespeople are self-confident, persuasive, attentive and able to build relationships of trust and respect with the customer.
There are many closing techniques that can be used to make the sale but watch out for the ten sales blunders listed below:
1. Talking Too Much - When trying to make a sale, you need to offer relevant information to the prospect. You also need to find out what it is they need. Asking questions and giving the customer plenty of time to answer is a good way to do this and avoid talking too much. Incessant chattering about the weather, your sales skills, sports or any other irrelevant topic will only leave the prospect confused and disillusioned. By talking too much about too little, you will most likely lose the sale and the customer.
2. Not Listening to the Customer - Many sales people will be so focused on making the sale, they fail to really listen to what the customers say and need. You must focus on the customer?s needs so you can find a solution for them. Ask them questions and listen intently to how they respond so you can identify and fulfill their needs.
3. Immediately Going for the Sale - Do not jump right into the sale. Take the time to connect and establish a relationship with the prospect. Let the customer know what your product can do for them and how it can solve their problem. Show them you are interested in more than just making the sale.
4. Not Being Prepared - Never meet with a customer unless you are prepared to do so. Do your research. Learn as much as you can about your prospect before meeting with them or talking to them. Know what they need and what you can do to make their life easier. You want to be able to offer them a solution right away. Being properly prepared can make a big impression on your prospect and lead to sales.
5. Not Being in Control - Leading the sales process is very important. You will need to keep the conversation under your control. One way to do this is by asking questions. But you need to ask the right questions. Get the information you need from the prospect so you know if your product or service will satisfy their needs. You can then explain to them how you are going to solve their problems. You want the customer to feel confident that you know what you are doing and what you are talking about. Being in control of the conversation will do just that.
6. Not Knowing Your Product - Not learning everything you possibly can about the products you sell is a definite mistake. When making a sale, you need to educate people on how your product will benefit them and if you don't know, you will definitely lose the sale.
7. Not Asking Questions - By asking questions, not only will you learn vital information about your prospect, but you will begin to make a connection and start building that all-important relationship.
8. Not Following Up - Life would be much easier if we could all make the sale in one meeting or one phone call or one email but a lot of the time, it just doesn't happen. If the sale does not happen right away, be sure to follow up with the prospect. Keep in touch so that when they are ready to buy, they buy from you.
9. Not Focusing - Always be attentive to your prospect and make them feel important. If you are fidgeting, looking around the room or appearing to be distracted, the customer will feel ignored and unimportant. This will surely lead to a lost sale. Always make direct eye contact, focus on the customer and every word that they say so you can deal with their needs.
10. Not Closing the Sale - Ask for the sale but do it in a non-aggressive manner. You do not want to come off as pushy or threatening in any way. Customers sometimes just need a small nudge in order to make a final decision. Don't leave the customer just thinking about it. Ask for and get a commitment!
Sales can be tough so you need to learn the process of how to build relationships, how to talk to people correctly, use proper body language and be prepared . Be self-confident, persuasive and respectful and don't make the above blunders. If you can learn these skills, you can be a good salesperson!
About the Author:
Don’t be one of the 95% of people who fail at their online business. Terri Seymour can help you make money online. Find out how to increase your traffic and sales with her popular “How to Build Your Online Business” ebook for FREE at: ==> http://www.SeymourProducts.com
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