How do you make a call to a lead that is over a year old? Maybe you went to a vendor event and never acted on the leads you got, or maybe you have all the old prize drawing slips for the past few years that you never called back.

Don’t Let Direct Sales Leads Get Cold

Don’t let your leads get cold! You should call all your direct sales leads within 48 hours of the initial contact, no matter where you met them.

• But They ARE Cold Now!

It is tough to respond when it’s been such a long time since your initial contact. Calling within 48 hours ensures that they remember at least where they met you when you remind them.

The real challenge in cold calling is really to even get them to answer the phone!

Successful Direct Sales Consultants = Not Telemarketing

Successful direct sales consultants use scripts. Script out something that keeps the focus on them and acts the opposite of a telemarketer.

Telemarketers are like steam rollers that keep going regardless of the answer. Don’t do that!! When you act like a friend and not a telemarketer your results will be better. Telemarketers do not listen. They have an agenda and they roll.

Let the person answering the phone define the agenda. It is not your agenda, it is theirs.

Write A Script

When you write a script of possible scenarios that may develop you will be prepared for your call. Script out several lines like these that share for less than 10 seconds, then end in a question and you will be able to keep the focus on them.

• Hi Lisa, this is Deb with MyFavoriteCompany – we met last year at this time at the _______ event. I was wondering if you have a moment to chat?
• When we met you said you were interested in more information about MyFantasticCompany. Do you have any of our products now?
• It sounds like you have a lot of products. Which ones are your favorites?
• You marked here that you would like more information about hosting a party… is that still true?

After you have put together several lines just go for it and see what happens. The most important thing to remember is to not act like a telemarketer. Be respectful! Direct Sales Training Deb Bixler provides Free training every Wednesday at 8:00 PM EDT. The radio show is available worldwide with no dial in fees. Just click this link at the appointed time and learn direct sales tips to grow your business.

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If you have read Build It Big then you’ve experienced the power in those 101 insider secrets in direct selling.  Build It Big made such an impact on the direct selling community that we were inspired to continue the series. More Build It Big brings 101 MORE insights for your business.  Our friend David Bach provided his expert advice within More Build It Big called The Myth about Being in Business for Yourself. I’d love to share an excerpt with you in hopes that it inspires you as much as it has me.

“Myth No. 2: You Need to Have Experience

Friends and relatives may warn you that you need to have experience in business in order to be able to start one. Don’t let these people steal your dreams. While experience certainly helps, action beats inaction any day of the week. Besides, you don’t have to go it alone. These days, it’s easy to be in business for yourself but not by yourself. As you’ll discover, there are so many resources out there to help you build a home-based business and second stream of income you may wonder why you waited so long to do this. There are countless companies dedicated to helping you get your business off the ground with training and mentoring systems designed to help you succeed. In addition, the government now offers training and there are many volunteer organizations staffed by veteran entrepreneurs whose experience you can tap into.”

The following are some self-coaching questions relevant to the insight above:

1. What experience do I have in business?
2. How will that experience serve me in starting this business?
3. What action do I commit to taking today that will create the results I desire?

Each of us has strengths and areas for improvement.  Remember that direct selling is a journey.  You will have an abundance of opportunities to gain experience, learn new insights and sharpen your skills.  The important point here is to begin, to take action, to go after your dreams with enthusiasm and belief.

“Experience is the teacher of all things.” – Julius Caesar

You will gain your own experience and benefit from the wisdom of those who have walked the path before you. It is our intention that the insights shared on the MyDSWA.org blog, DSWA.org website, and the Build It Big series will expedite your “learning curve”.

More Build It Big is a must-have resource for anyone in the direct selling profession or if you are interested in following your dream and beginning that journey today.

About More Build It Big

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In celebration of the Build It Big book series, we wanted to share with you a powerful excerpt from Chapter 1 of Build It Big.  In this chapter titled “Starting Your Direct-Selling Business” an inspirational voice in the Direct Selling profession, the late Richard Neihart, shares with us how to celebrate the greatness within us.

Celebrate the Greatness Within You

“I know that at some point you’ve made a cold, calculated commitment to create your future. To write and perform your own script. To become the star of your own production. While others wished, you worked. While others made excuses you made changes. The very reason why others quit their direct-selling business was the reason you were unstoppable.

So in the moments when you’re not feeling all that “great,” remember this: Your tireless prospecting; your ceaseless bookings; your endless caring, and the coaching of your leaders will pay off in rewards that promise to surpass any efforts you are now investing.

In the meantime, I just want to remind you of your greatness. You’re smart enough and you’re strong enough to achieve your dreams in this wonderful business called direct selling.”

This simple yet profound message is a reminder for all of us to take time to Celebrate.  Each and every one of us has a gift, a purpose, and a message to share with the world.  Take a moment to recognize these qualities within yourself and embrace your greatness.  Often when I connect with direct selling professionals they say they either don’t take time to celebrate because they are onto the next goal or they simply forget to celebrate how truly magnificent they are.  As my friend Trinidad Hunt says it so well, “Remember to remember who you are.”

As you begin to recognize and celebrate your greatness, you free others to do the same.

We are grateful to the late Richard Neihart for being such an inspiration to all of us in the direct selling profession.

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