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Communication is the Key
I know we've heard this saying quite a bit when it comes to any type of business, especially Direct Sales. However, are you truly communicating with everyone you come in contact with?
First off, let's break this down into the different ways we should be communicating.
Potential Customers Online
Email can pile up quickly, but regardless it's important to take the
time to reply to those who contact you about your business. Save the
message boards, groups, newsletters, and funny forwards for later. At
least until you've made sure you've properly replied to every personal
message about your business.
Potential Customers Offline
This is very important especially at craft shows. Our sales have been
outstanding even in the worst places due to actually talking to potential
customers walking past. Just walking past they aren't going to see how
beneficial soy wax candles are when they are just sitting on a table.
So, we talk to them. We tell them everything about the candles and the
scents, and ask them questions about their candle burning habits. We've
sold many a tealight sample to those who have never tried them.
Follow Ups on Orders
Keep in good contact with your customers. Thank them for their order
and tell them when it's going to arrive. When it ships, contact them
and let them know it's coming. When it arrives, contact them. See the
pattern?
Follow Ups on Reorders
If you sell reusable items, or maybe an item that could be easily recommended
to someone else, contacting past customers at certain times is important.
You're leaving money on the table if you constantly search for new customers.
Don't forget about those who have already purchased! Ask them how they
liked their order, if they had any problems, etc. If they liked the
products, you might suggest they host a party or catalog show to introduce
it to their friends.
Of course you want to spend most of your time focused on potential and past customers, but don't forget about others you meet! When someone asks what you do for a living, explain to them your "job" and what you sell. Have a mini speech ready to give at a moments notice that covers the basics of your products.
Don't be afraid to be a chatter-box!
Article by:
About the Authors: Kara Kelso & Anita DeFrank are two busy wahms,
and the owners of Direct Sales Helpers. For free direct sales tips,
visit: www.DirectSalesHelpers.com/newsletter.html