Direct Selling For Dummies
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Оглавление
Ellsworth Belinda. Direct Selling For Dummies
Introduction
About This Book
Foolish Assumptions
Icons Used in This Book
Beyond the Book
Where to Go from Here
Part I. Exploring the Direct Sales Industry
Chapter 1. Direct Sales 101
How Direct Sales Works
Understanding the Three Different Direct Sales Models
Your First Steps in Direct Sales
Why the Direct Sales Model Succeeds
Personal Attributes and Skills Needed for Direct Sales
Different Ways to Work Your Business
A Brief History of the Direct Sales Model
Chapter 2. Choosing the Right Direct Sales Company
What to Consider When Choosing a Company
The Three P’s of Every Company
Special Considerations for Start-up Companies
Debunking the Myth of Saturation
Chapter 3. Working with Different Direct Selling Models
The Network Marketing Model
The Party Plan Model
The Hybrid Model
Part II. Building the Skills to Create a Successful Business
Chapter 4. Keeping a Positive Attitude
Staying Successful: Attitude Is Everything
Overcoming Self-Doubt
Getting Out of Your Own Way
Chapter 5. Creating a Vision, Setting Goals, and Boosting Your Productivity
Vision: Your Big Picture of Why
Goals: Milestones to Success
Be Rewarded: Strive for Company Incentive Programs
Productivity and the Power Hour
Developing Important Skills
Chapter 6. Always Be Ready for Business
Always Be Ready to Give Out a Business Card
Keep Catalogs with You
Have Host and Opportunity Packets Handy
Plan Your Show-on-the-Go
Create Your 30-Second Commercial
Dress for Success
Know Your Next Available Dates
Part III. Putting Sales Strategies into Practice
Chapter 7. Building Your Business on Bookings
Understanding the Importance of Bookings
Keeping Control of Your Calendar
Scheduling Appointments and Bookings
Securing Bookings or Appointments
Why People Book – Or Don’t
Three Power Questions to Get the Reluctant to Say Yes
Planting Booking Seeds
The Booking Talk
Tips for Securing More Bookings
Overcoming Common Objections
Tips on Finding New Business
Chapter 8. Planning a Launch Party or Show
Understanding Why Your Launch Party Is So Important
Preparing for Your Launch
The 1-2-3s of Inviting
Having a Back-Up Launch
After the Launch: Introducing My Two-Booking Method
Chapter 9. Hosting Successful Parties
A Brief History of Home Parties
Understanding the Appeal of Home Parties
Creating Desire
Giving Your Opening Talk
Giving Your Presentation
Giving Your Booking Talk
The Recruiting Talk
Upselling, Checkout, and Closing
Chapter 10. Coaching Your Host
Understanding the Host’s Motivation
Coaching on Attendance and Outside Orders
Keeping Your Host Excited, Engaged, and Informed
Host Coaching Online
Chapter 11. Social Selling: Direct Selling on Social Media
Choosing the Right Social Media for Your Business
The Five Cs of Social Media
Facebook for Direct Sellers
Instagram and Pinterest: The Power of Photos
Twitter: Community Presence
Capturing the Social Sale
The Virtues of Blogging
There’s an App for That
Chapter 12. The Power of One-on-One Selling
Selling with One-on-One Appointments
Getting One-on-One Appointments
Perfecting the Details: What to Do and Say
Selling While Out and About
Enhancing the Personal Shopping Experience
Chapter 13. Sustaining Growth: The Fortune Is in the Follow-Up
Warm and Cold Markets
Following Up with Booking Leads
Following Up with Hosts
Following Up with Customers
Following Up with Recruit Leads
Removing the Guesswork: Using the 2+2+2 Method of Follow-Up
Re-Servicing: Customer Care Is Key
Part IV. Building an Organization
Chapter 14. Attracting New Team Members: Recruiting and Sponsoring
The Rewards of Recruiting
The Rules of Recruiting
The “Why” of Recruiting: What’s in It for Them
Getting People Interested
How to Lose a Recruit Lead
Using Follow-up and Good Customer Care
Recruiting on Social Media
Chapter 15. Conducting Interviews
Setting the Stage: Creating Interest
Asking for an Interview
Interviewing a Potential Recruit: Phase 1
Interviewing a Potential Recruit: Phase 2
Chapter 16. Sponsoring New Recruits and Leading Teams
Getting a New Team Member Off to a Great Start
What It Means to Be a Leader
Mentoring Team Members
Working with Different Personalities
Using Team Facebook Groups
Challenging Your New Recruits
It’s Always a Learning Process
Chapter 17. Group Recruiting: Holding Opportunity Events
Looking at the Best Types of Opportunity Events
Recruiting at Events
Planning and Staging Events
Part V. Operating and Maintaining a Successful Business
Chapter 18. Managing Your Money Wisely
Getting Spousal Buy-In
Paying Yourself and Keeping Track
Watch Out for Overnight Success
Opening Your Eyes to Taxes
Chapter 19. Meeting and Communicating
Attending Your Company’s Conference
Planning and Attending Successful Meetings
Communicating with Your Leader and Your Team
Chapter 20. Networking to Grow Your Reach
Introducing Yourself
Business Best Friends
Finding the Right People to Network With
Tips for Power Networking
Maintaining Connections After Meeting
Set Up an Advisory Board
Part VI. The Part of Tens
Chapter 21. Ten Mistakes to Avoid
Not Starting with a Strong Line-up of Events
Being Afraid to Ask for a Party or Appointment
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
Chapter 22. Top Ten Resources for Direct Sellers
Step Into Success
Time Management
Organization and File Sharing
Team Communication and Online Meetings
Social Media Communication and Management
Video Creation
Images and graphics
Newsletters and Email
Business Expenses and Money Management
Website and Blog Creation
Chapter 23. Ten Benefits of Direct Sales
Increase in Income
Flexible Schedule
Be Your Own Boss and Work from Home
Friendships and Relationships
Incentives and Recognition
Business Skills
Personal Growth
Mentorship
Discount on Products
Tax Benefits
Dedication
About the Author
Author’s Acknowledgments
Отрывок из книги
Welcome to Direct Selling For Dummies! I have been a direct sales trainer for the last 20 years (after 15 years as an independent representative), and for the last 20 years, people have been asking me to write a book. Well, something always held me back, and I never did it, until … the Dummies folks approached me to write a book on direct selling. I jumped on it. I had already written many guides for individual companies, but I knew the direct sales industry needed a step-by-step, plainly written guide to navigating direct sales and building a successful business.
Despite what you may read on Facebook, creating and maintaining a successful direct sales business involved a lot more than posting product shots and pleading with people to “join your team.” Direct sales is like any other business – it takes work. But the benefits of increased income, flexibility, recognition, and personal growth all make it worth it.
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Today, you can find a vast array of products and services sold through direct sales. Here are some popular products:
And it’s not just about products. Services sold through direct sales can include the following:
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