Written by Peter Maddox, President of DSA Canada
For anyone involved in direct or social selling, the first step to success is typically falling in love with the products yourself. Whether is it jewelry, skincare, kitchenware or nutritionals, no entrepreneur is successful without a genuine affinity for what they are selling. From there it is a natural step to reach out to family and friends to begin the sales journey. And maybe that’s enough… but for many, continued growth is the next and most challenging step. How do you spread the word without alienating anyone?
I spoke with a couple of Mompreneurs and direct selling experts to find out how they have proactively built their network beyond those close to home.
Drupti Glowinkowski is a Royal Independent Distributor with Senegence, a great company selling skincare and makeup products, including the LipSense product line. Drupti’s number one piece of advice is to be clear on your “WHY” and use it to build your story to connect with others and drive sales. From there, her top tips are:
- Go outside your comfort zone and talk to people in the lineup, at your kids’ school, at the mall, and build your story telling skills.
- What are your passions – cooking, fitness, painting, etc.? Find groups and start building connection via common interests, organically leading to new networks.
- Don’t forget the customers you have. Remember they already love your products, so ask for referrals.
Julie Boyer is a Ruby Director with USANA Health Sciences, a company renowned for their high quality, pharmaceutical grade nutritional supplements. She began her journey with USANA over 13 years ago and has been a top customer enroller in Canada for many years. For Julie, focusing on the other person, wherever you meet them, and taking the time to get to know them is the first step. Then, you may find the right opportunity to offer them samples of your products in order to meet their needs.
Julie says: “There are opportunities to create connections every day. Most recently, I made a new friend at the health food store. She’s a customer now. Also, when my daughter is participating in a new sport or activity, I take the time to get to know the other parents. Many of my recent customers are also parents I met at the gym or on the baseball field.”
Both Drupti and Julie stress the need to build relationships before creating customers. If you know your products and get comfortable talking about them, the opportunity to naturally bring them up in a conversation, whether in-person or via social media, will become easier. And honesty is key – there should never be a need to exaggerate product effectiveness or business opportunity if you truly believe in what you do.
Drupti suggested some extra reading to help you along – How to Talk to Anyone by Leil Lowndes and The Busy Mom’s Guide: How To Sell Your Passion by Elaine Tan Comeau. And you can visit the Direct Sellers Association for more great information and advice.
In Canada, direct selling companies are represented by DSA Canada, who advocate to government on behalf of the industry, provide business support and networking opportunities to member companies, promote the direct selling opportunity, and uphold the need for ethics and integrity.