- Put together a good story to tell how your company was created so that it will resonate with customers. In many cases, a good story is deemed more important than the products themselves.
- You don't need a huge inventory of products to get started — just one that you feel passionate about.
- It is important that your enthusiasm for your company and products are passed on to your independent sales consultants. They are the backbone of your company and the means by which your business achieves word-of-mouth credibility.
Action Steps
The best contacts and resources to help you get it done
Look for loyalty
Independent sales consultants should be a loyal sales force that loves and uses the products. Seek enthusiastic friends, family members and colleagues to become representatives.I recommend: To enlist independent sales reps, list your business on Moms Network Online Community. List your business at Direct Sales Careers or Party Plan Companies.
Join direct sales associations
Keep up with industry trends, research and ethical issues by joining a trade association for direct sales companies.I recommend: Get-It Done: Join the Direct Selling Association and sign up for Direct Selling 101 to learn more about running your business. The Direct Selling Women's Alliance has links to thousands of clients who are looking for products and services. Membership includes a personalized Web page and teleclasses.
Make your business card and car your billboard
Let people know you're looking to recruit sales reps. Give your business card to everyone, including your banker, grocery-store cashier and coffee-shop server.I recommend: Buy free business cards at VistaPrint. Web Decal offers affordable decals for your vehicle.
Pay reps correctly
Compensating sales reps can be complex, so make sure that everyone gets proper commissions. Attend trade shows and conferences where you can compare compensation packages with other business owners.I recommend: Entrepreneur's guide can help you decide how to pay independent reps.
Get the right tools
Downloadable forms can help put together a list of questions to ask prospective reps and set up a compensation agreement.I recommend: All Business has generic forms to help you manage an independent sales force.
Tips & Tactics
Helpful advice for making the most of this Guide
- You can start a direct-selling business on a shoestring, fulfilling one order at a time.
- Have a clear policy for using independent reps to avoid any misunderstandings.
- Independent reps should pay their own expenses.
Sales Techniques: Dun & Bradstreet®
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