Direct Sales is more like sharing gum rather than a piece of cake… When you think about your business, the best advice I can offer you is in the form of a food metaphor. Think of this industry as a pack of bubble gum instead of a piece of cake. This will become more effective when you put it into terms of offering the opportunity for others to join your team.
I have heard time and time again from consultants and leaders who express frustration in being able to recruit people and then keep them active on their team. With over 25 years of experience in this industry I have found a direct relationship between people who are told this job is easy, and are not offered a realistic view of what it takes to be successful, have a lower rate of retention. I believe this is because they were sold on the piece of cake. More likely than not the consultant was more interested in recruiting the person rather than successfully painting an accurate picture of what it takes to be a success, so that they can make an informed decision to be recruited. The consultant more likely than not was selling this job as being a piece of cake.
Piece of gum continues.....
Whereas, this industry is not difficult, it does take work. We all know that in order to become successful you have to set daily, weekly, and monthly goals of how much you want to earn. You can then determine how much work needs to be done in order to achieve it. The basis of us getting more business, as I truly believe we all know, is to network with new people everyday. I believe that everyone reading this knows that you can not build a successful business based upon people you already know; you must step outside your comfort zone and learn to talk to everyone, everywhere. Ask any leader in your company how they achieved a higher level in their business. It is not achievable without work.
With that said, I think some people join this industry because they were told it is easy, that you do not have to do much, etc. Sure, you might get people to sign up that way, but will they stay in the business once they truly realize what it takes to be successful, that it's not hard work, but it does take consistent work? Hopefully they are not one of those consultants waiting for their paycheck to magically fall from the sky without showing up to do some work.
We work in one of the best industries in the country. We are our own bosses, and get to decide when to work, not if. When it comes to building a strong and successful team, it begins with the sharing process. Think of the sharing process like a pack of gum. Let me paint a picture for you. You are on the airplane and your ears are popping. You decide to take out some gum to relieve the pressure. Because you are in the middle seat you turn to your right and offer the person next to you if they would like a piece. They politely decline your offer. How many of you would think to yourself, "I am not going to offer the person to my left any gum because it was too traumatic when the person to my right said no!" I believe you would turn to your left and ask the person despite what the person to the right said. You know that you have a product that will help you relieve the pressure in your ears. Despite what the person to your right or left say in response to your offer, it will not change your attitude towards the gum.
We know there are some people who enjoy gum and some who do not. Think about this; other than seeing someone in the act of chewing gum, how do you know who the gum chewers are? Do you look at someone and think, hmm, they are wearing a blue shirt with polka dots, I bet they like gum? Hopefully, you do not. Therefore, how do you know who does or does not want to start their own business? You will not know until you ask, so ask EVERYONE, as if you were finding out who would like a piece of gum.
Offer your business to everyone you meet not in anticipation of what they might say but because it is the polite thing to do. Then, once they have made the decision to get more information at an appropriate time, ask them questions about what success looks like to them. Ask them how much money they would like to earn next month. Then, help them see what needs to be done in order to achieve that goal. Provide them with a step by step approach of what it takes to be successful in this industry. Remember to share with at least 5 new people a day and you will see great success. Not only will you have painted an honest picture of how to be successful in this industry but you will increase their chances of becoming successful. Success is not a piece of cake, but if you remember to share your business with everyone, the way you would share a stick of gum with a stranger, you will be well on your path to a very successful and sweet journey.