Dare to Imagine!

I was watching one of my favorite movies the other day, "You've Got Mail" with Tom Hanks and Meg Ryan and had a revelation! During the part where Meg's character was talking about closing her book store, a friend said, "You are daring to imagine that you could have a different life. You are marching into the unknown." As soon as I heard that line I thought, "wow, that's a lot like someone who has joined a direct selling company." When you joined [Gold Canyon] you definitely began to march into the unknown. You probably didn't know much about what to do but you were excited about the tremendous opportunity available. Your life can be so incredibly better than it was. You can have lifestyle freedom and if you work it like a business you can soon become "job optional." It's time to start moving in the direction of your dreams and you will soon be living the life you have imagined! --Karen Phelps, Direct Sales Expert

Enhance Your Success and Your Income

"Consult not your fears but your hopes and your dreams. Think not about your frustrations, but about your unfulfilled potential. Concern yourself not with what you tried and failed in, but with what it is still possible for you to do."

--Pope John XXIII7

Do you realize how lucky you are? You are living in the land of opportunity. You are living in a time when everything is moving so fast, today's technology will be outdated tomorrow. That's exciting, because there is always opportunity in an ever-changing world. You can have anything you want but you may not want it bad enough to go after it. WOW!

I just attended an amazing training event (as a student) so I could learn about the new software we invested in last year. I was in a room with over 600 other entrepreneurs all eager to learn. It was awesome! Every one was so excited. It reminded me a lot of you and other direct sellers like yourself. You are excited to succeed in your business! You want to have a consistent "weekly income" but too often you let things slip through the cracks.

When you joined Gold Canyon you probably made a conscious decision to learn all you could before you got started and then when you were supposed to attend the first training something came up and you couldn't attend. The second training, another catastrophe struck and pretty soon you said, the heck with it, I'll just go out and muck my way through it and see if this direct selling stuff works.

A colleague of mine has often said, "I'm constantly amazed at how stupid I was last week." He is a constant student of learning. He reads one book a week, he attends trainings and workshops in his field and no matter how much he knows he said he always comes back from a training or meeting having learned as much if not more than some of the paid attendees. By the way, he is the speaker at the events.

Why is it, the people who already know a lot are always the ones eager to learn more? What are you doing to gain the competitive edge over other salespeople in your company? What will distinguish you from the "rest of the pack" when you are at a trade show or vendor show grabbing at the same people to get them to come to your booth?

Are you willing to go the extra mile for your customers? Are you willing to invest in yourself and your business? Are you going about your business in the same mediocre way because you are too stubborn or too lazy to change?

Some people have probably already quit reading by now. The sad truth is, it's probably the one's who need this information the most. I just have to say, I am really tired of the lousy attitudes of most people. I'm tired of hearing about the lousy economy (I live in Michigan so you can help us by buying a US made automobile.) I know people are out of work and I feel sorry for them, however I also know one man's misfortune is another man's opportunity.

Some people will go for another two or three years looking for the perfect job instead of trying something new and different. There is an amazing opportunity to earn an above average income with your direct selling company. How many unemployed people have you shared the opportunity with? Granted, this business is not for everyone, but are you at least sharing it with people to let them know what a fantastic opportunity it is?

Are you just like the others who are making excuses as to why they don't have the bookings, sales, recruits and money they want? Is it every one else's fault or is it your fault you don't have the income you want to take your family on vacation this year? Whose fault is it you don't have the money to pay off your credit cards? If you are in direct selling it's your responsibility to set goals, create and action plan and get off your bottom and go to work. I know you don't have a time clock to punch in to work (maybe you should) but don't you think you should show up for at least 10 hours a week?

If you are sold on being in this funky state of mind I wish you luck, since you'll definitely need it. If you are ready to step put of your recession and you want to take the next step toward financial independence and lifestyle freedom then continue reading.

Get out of your own way. Your negative thoughts are preventing you from having the success you desire. In his book "Success Principles", Jack Canfield suggests you put a rubber band on your wrist and every time you have a negative thought snap the rubber band and replace it with a positive thoughtI know many people who would be black and blue because they had to snap themselves so many times. I hope you aren't one of them. Do you find yourself doing just enough to "qualify" each month to reach your minimums. If so you will never rise above the mediocrity you continue to plan for and accept. Maybe it's time to "raise your own bar". You will never become better than your most dominant thoughts. If you have a severe case of "stinkin' thinkin" as Zig Ziglar would say, it's time to put some processes into action to change your thoughts to begin to change your life.

Face your fears. Are you one of the people who are afraid to take action because something might go wrong. GET OVER IT! I'm currently reading a great book that provides a whole list of people who went bankrupt at least once and then continued on to become very successful. If fear is preventing you from trying something new or taking the next step stop and ask yourself this question. "What is the best thing that may result from me taking this action." If the best thing that can happen is a whole lot better than the fear you are allowing to consume you then "put your big girl panties (or big boy boxers) on and deal with it" You will be instantly amazed at how much more you will accomplish in less time with less energy (worrying drains the heck out of you) and with much more enthusiasm.

Start Studying. How much time and money have you invested in yourself to increase your worth. Since January I have already attended one training and I have registered for two more to attend this year. The total cost for all three trainings including hotel and airfares will be approximately $12,000. Some of you are thinking, is she nuts? I guarantee you what I am learning is imperative for my success and the information I learn is passed on to the members of Direct Selling Doctor. I have been learning sales and marketing skills and have begun to teach these same techniques to our members to use in their direct selling businesses to help them keep the competitive edge over their peers. I also attend sales trainings, Direct Selling Association Events and other things that will help me to help you! You must be learning all the time! When is the last time you picked up a business book and read it from cover to cover?

Become a student of success. "Those who perceive themselves to know the most often find themselves at the bottom of the success ladder."--Karen Phelps

Keep Marketing. As soon as you get a prospect, customer or hostess you can't assume they are yours for life. You must continue to market to them. There are many ways to market to your list including mail and email. Every time you market to your list you need to have a reason for contacting. It could be notification of a sale, special promotion or upcoming event. Keep your name, number and website in front of your list all the time and they will soon become your loyal fans.

Get to Work. I am utterly amazed at how lazy people become when the economy is unsettled. It's like they are looking for an excuse not to go to work. There is such a thing as "speed to market" and the bottom line is when you have a new idea, or learn a new procedure you must be ready to begin using it right away. I realize now, that is what distinguished me from so many others when I was in direct selling and that is what distinguishes me from others today. I never took time to overanalyze anything. If it sounded good and I thought it would get me results I went ahead and jumped in. Too many people find themselves waiting for the perfect time, the perfect situation, the perfect prospect or whatever other stupid excuse they can find to not go to work. NOTHING AND NO ONE IS PERFECT! We can all hope to be great at best but I will never pursue perfection. It is a useless and complete waste of my time. I will always keep studying and working to improve but perfection is not a goal of mine.

Go the Extra Mile. What have you done to provide extra service for your customer, hostess or recruit. I have an awesome consultant, Melanie H., with Gold Canyon, who did my show last fall. She has since called me at least 3 times to make sure everything was okay and to follow up. She even ordered a replacement for a damaged item that was not ordered from her. She wanted to make sure I am a "satisfied customer." DO YOU FOLLOW UP AS CLOSELY with your hostesses and customers? I've got to tell you, Melanie is on the ball! I've had numerous other consultants over the years and most have been pretty good, but no one, SO FAR has done such an exceptional job to keep me as a customer. You need to spend as much energy keeping your hostesses and customers as you do getting them in the first place. Satisfied customers will re-order, refer and book a party from you. They will not even consider dealing with someone else because you have taken such good care of them. I have a whole list of people I CHOOSE TO DO BUSINESS WITH, because of the good customer service. I have sales clerks in some of my favorite stores who contact me when things they know I like go on sale, (more stores could benefit by doing this), I have preferred waitresses at many of our favorite restaurants and we've been know to wait for a table in our favorite waitress' section. Do your customers look for YOU?

Get to National Convention. There is absolutely no reason for you not to attend Gold Canyon's Annual Convention. (Well childbirth and caring for ailing parents could keep you away) You should also be attending the leadership teleseminars if you are a leader. What could you possibly think you have to gain by staying home? Are you using the lame excuse "I can't afford it?" (Wow, if I had a nickel for every time I heard that from someone in direct selling I'd be wealthy.) Do you understand how important it is for you to associate with and be around other happy, motivated, successful people from your company? If you don't have the money, here is a homework assignment: BOOK SOME PARTIES! How many? As many as it will take for you to get enough money to pay for your registration, airfare, meals and other expenses. ARE YOU WORTH IT? I think you are! I think you should do everything you can to make sure you are at Gold Canyon's convention. I have heard so many stories from consultants who swear that attendance at their company convention changed them and their business. Sometimes you just have to do what you KNOW YOU NEED TO DO! Sometime you have to figure out a way to make it happen.

Remember, you don't get what you deserve in life, You get what you plan for and work for. Are you willing to work for what you deserve? Tough times call for tough people and you will find the strong will survive and even prosper with their businesses. If you are not on road to prosperity it's time to begin the journey. Your next best life is about to begin with a single step. What are you waiting for? Do something NOW!

Do YOU Avoid Asking For Referrals Because...

... you're afraid to IMPOSE?

Do you have team members that are out of bookings? Worse yet, are you out of or very low on bookings? This weekend I was sort of complaining to my sister-in-law that business has been slow. She is a consultant for another company and she responded, "Not for me! I had a party Friday night and this is going to be my biggest month of sales since the Christmas rush!" Her comment reminded me that I can sit on the sidelines and complain or I can do something pro-active for my business. That's what I'm doing TODAY, won't you?

Here is an excerpt I enjoyed from Karen Phelps' newsletter on Asking for Referrals:

I attended a training class last night and while I was there I gave two fellow attendees the name of the sales contact for a particular service that I use. I don't get anything for it, but I like the product and the salesperson did his job so I might as well send business his way. I'm in sales! Referring people is part of what I do. Do you make it a part of what you do also?

Often, when I listen to training materials myself, I find myself asking questions that direct sellers just like you want to know the answer to. That's what happened this week as I was riding my stationary bike and listening to a training program. Wham, just like a smack in the head. We don't ask for referrals because we are afraid to impose! Where in the heck does that come from? What happens when someone asks you for a referral? Do you oblige? If not, why not? Are they imposing on you or are they really just asking you to share the names of people that could benefit from the same products or services you are benefiting from?

Unless you've been living under a rock, you've heard the saying, what goes around comes around. You must give in order to receive. Never has this been more true than with people who make their living in SALES!!!! How can you begin to immediately get referrals from your customers? Simple, ask for them!

"Hi Sherrie, this is Karen Phelps and I was calling to see how you are enjoying the product you purchased from Susie's party? I'm so glad it's working out for you because my business thrives on satisfied customers. You know Sherrie, our satisfied customers always refer friends or family that can use our product. I have a special gift just for you when you refer 5 people who might be interested. Who do you know that might be interested in finding out a little more?"

I was in direct sales less than a year when I figured out, if you don't ask, you don't get! Quit being a "scaredy cat" and start asking your satisfied customers for referrals today.

7 Steps to Getting and Keeping Customers and Hostesses

By Karen Phelps, Direct Sales Expert

Have you ever lost a customer or hostess because you didn't follow through? I'm sure you have. I know I lost many over the years because I just got too busy to follow up. I believe it happens to everyone and if you are honest with yourself you will admit that it probably has happened to you.

Today, someone almost lost me as a customer for their services. In fact, they don't have me yet and now they will have to prove to me why I should do business with them. The story began about 2 weeks ago when I decided it was time to review all of our insurance policies and make sure we are adequately insured at the best price. My brother-in-law just switched all of his policies over to a new agency and he saved $1,800 per year. I thought, WOW, I'm going to check them out so I got the name and number of the agent and made a call the same day. The agent was not in but did return my call the next day. I was traveling and the call went to the home answering machine and 3 days later, when I returned I listened to the message late on a Sunday evening. Ten days came and went after I listened to the message and I was so busy I never remembered to return the call. During this ten days the agent never tried calling me again which was not smart as I had made the initial contact in the first place so she knew I was looking to compare.

I just had to pay my auto-insurance and I realized I had not heard from the agent so I called her back. I said, "Hi, this is Karen Phelps." She replied, "Karen, I never heard back from you so I figured we wouldn't be doing business." YIKES!! I replied, "I'm very busy and I travel a lot, you should have called me back again." I think she was taken aback for a few minutes but I hope she took time to realize the importance of my statement. When someone tells you they are interested, ASSUME they are interested until they tell you differently.

Are you thinking, but isn't that being pushy? Absolutely not! When someone gives you permission to call them to order or book a party later, assume they are interested until they tell you NO! The insurance deal this agent could pull off is worth thousands of dollars of which she will receive a commission. Why would she even think of not calling me back in a day or two if she didn't hear back from me? So what can you do to get and keep more customers and hostesses of your own? Here are a few suggestions:

1. Find out what your customer is interested in. I love working with a salesperson who takes time to ask me questions before they try to make the sale. Have you ever gone to purchase an appliance and the salesperson tries to push their favorite item on you and it may not be what you are looking for? It's hard to have one style, one brand, or one product be a perfect fit for everyone. The main reason people don't make another sale or get a booking is because they have not discovered why the prospect might be interested. You can't sell someone something they don't want or feel they don't need. You must discover the reason they need or want your product. Then you will be able to recommend products or services to fill the customers needs.

2. Remind the customer you are always looking out for their best interest and that you will keep them informed of sales, special offers and information that may be of interest to them. You can say something like, "I'll send you emails when there are specials and call when something exciting is going on. There's no obligation and you can remove yourself from my preferred customer list at any time." People are more likely to allow you to stay in touch if there is no obligation. That's one of the reasons I love the "Maybe Later List" which is in the "It's a Party Out There Workbook." It's easy to make calls to people who have given you permission to contact them.

3. Always ask for permission to contact them and keep them informed. You may be reading this right now because on this website I asked if you would like to receive direct selling success newsletters and you entered your name and email address to receive the subscription. Are you doing the same with everyone you meet? Are you asking for permission to share information of interest once a month? Do you have a system in place to keep track of your leads so you can email a monthly newsletter with suggestions on how to use your product to improve their looks, health, home, life, etc?

4. BE PROMPT! If you set an appointment or a time to call, make sure you arrive or call at the appropriate time. Your professionalism will shine through when you are prompt. Most people (me included) prefer to do business with professionals and professionals are not late!

5. Ask yourself, "how would I want to be treated?" then do the same thing for your customers. I love good customer service but I don't want someone who is too pushy. I've walked out of car dealers when I went looking for a new vehicle and the salesman refused to address me. I've left a furniture store when the salesman huffed under his breath because I didn't make a decision right away. I love someone who is assertive and attentive to my needs but not someone who is aggressive.

6. Know your stuff! I love working with someone who has done their homework and knows their products and services. So, whether you are a new consultant or you've been in the business for awhile you need to know, understand and be able to explain why your product or services are different or better than the rest. Why should someone buy your product? Why should someone book a party with you? What is the benefit to them for being a hostess? How can someone benefit by becoming a consultant? You must know the answer to the questions before they are asked. So, if you are new and you haven't taken time to read through the materials your company has available for you it's time to do so.

7. Under promise and over deliver. Make sure you can deliver what you promise. If you tell a customer something will arrive in 2 weeks and it comes a few days late it doesn't look good. If you tell a customer her order will arrive in 3 weeks and it arrives a week early you and your company will shine! Don't make promises you can't keep and always keep the promises you make. People love to do business with competent, able and willing consultants. Your Hostesses love it when their order arrives on time (or better yet, earlier than anticipated.)

As a rule of thumb if you always put the customer first you really can't go wrong. Sure, every now and again you'll get someone you can't please no matter how hard you try. Hey, that's life and you'll have to learn to roll with the punches. Being a great sales person is easy. Having a large database of loyal customers and hostesses is easy too! Become the type of person you want to do business with and you will always have people who will do business with you.