Читать книгу Direct Selling For Dummies - Ellsworth Belinda - Страница 14

There are several factors to consider when choosing which direct selling company you want to launch your business from. It’s absolutely important to look at the “three Ps” mentioned in the last section. In fact, they’re so important that I’m going to look at them much more closely in their own section here.

Products

It is extremely important for you to really like the product that you are going to represent, especially if it is your first time in direct selling.

Most people actually join a company because they really believe in the product. For others, they may have experienced great results from a product and have a great testimonial and really want others to have that same experience. And then there are those for whom it is a product they really need, will use, and want to be able to get at an ongoing discount. For others, it’s the season in their life, what their interests are, and what their circle of friends are into at that time. And for still others, it’s simply that someone believed in them and thought they would be good at doing something different combined with the idea of being able to make some extra income.

But it’s still important for you to like the product.

There is an incredible amount of variety in products and services in the direct selling industry. In fact, almost every product you can purchase through a retail outlet can be purchased through a direct seller. You can choose nutritional supplements, discount memberships, financial services, clothing, accessories, kitchenware, décor, cosmetics, entertainment, essential oils, food and wine, and much, much more.

I suggest you choose a product you’re passionate about, or that you know many others are passionate about. I wouldn’t worry about “the next big thing” so much as finding a product you believe others will want to purchase. I’ve heard people recommend only selling consumable products, but I know from both experience and anecdotally that products like jewelry draw people who are passionate buyers, even though they haven’t used up their existing supply.

When considering a business, think for a minute: Do you like the product? Do you think the product is marketable to a large group of people? From that perspective, it doesn't really matter how much the commission is – if you can’t sell it to anyone, then you won’t have much success.

Ask yourself these questions:

✔ How marketable is the product?

✔ Does it appeal to men and women, and to a variety of ages?

✔ Is it a consumable?

✔ Will you be able to re-service your clients?

✔ Is there room for growth?

✔ Will customers be able to continue to add to the collection?

✔ Is it at a good price point for the majority of people you will be dealing with?

As mentioned before, I personally have never sold a consumable product. But I was still always very successful at getting repeat business because of the emphasis I put on re-servicing customers and the relationships that I developed with them. Chapter 13 talks a lot more about these topics.

Another thing to consider is that products that benefit from an explanation or demonstration usually do better being sold through direct sales channels than simply sitting on the shelf in a big box discount store. So if you love a product and know that when you can explain its appeal, it will sell, you may have found a good company for yourself.

Profitability

Profitability is a product or service’s ability to consistently sell and deliver a good wage. I knew customers who would regularly purchase from the collection I was selling. These were also the people who tended to put me in touch with other women who loved jewelry or crystal, too. That helped increase profitability.

When selecting the right direct selling company for you, keep an eye on profitability. Commissions or profits are very important because 80 percent of people join a company with the hopes that they will be able to make a nice additional income.