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Archive for 'Team Building'

By  John Fong

From Jen: Since I’ve stepped into my corporate role as Senior Vice President of Marketing & Communications at SwissJust North America, my business partner (and husband!) John Fong has stepped out from behind the curtain, managing the consulting business we used to run together. He focuses primarily on lead generation for direct selling companies, and does an amazing job for his clients, helping them create a steady flow of new leads using Facebook Ads. John generates more leads for direct selling companies than anyone else in the industry today. In today’s post, he shares some tips on creating an effective lead generation campaign. I have personally seen him generate 1,000 leads or more per month for his clients. Here are some of the techniques he uses with amazing results.

Facebook Ads are an incredibly effective way to generate leads immediately for your direct sales company. If you’re interested in creating a Facebook Ad lead generation campaign for your company, here are some quick tips you can start using today:

  1. Create ads that have photos of real people.
  2. Use language that is clear and concise about the product and the opportunity.
  3. Include your current consultants in your target audience and tell them to engage/share the ads when they see them with their network/friends/family to help increase the reach of your ads.
  4. Make sure you use News Feed ads.
  5. Set the daily budget at a minimum of $50.00/daily to maximize your reach.

What to do next?

  • Step 1 – Read or re-read this blog post from my lovely wife Jennifer Fong to have a clear idea on how to establish your FB lead generation program – http://www.worldofdirectselling.com/online-recruiting-campaign/
  • Step 2 – You must set up Google Analytics to track how well the ads are doing and what kind of conversion your ads are generating, or you will not be able to make adjustments to increase leads.
  • Step 3 – Now create a group of new ads incorporating the tips from above and define the target audience you want to reach.
  • Step 4 – Once you find a few ads that are generating the best leads, keep creating new ads similar to them and continue to make adjustments that resonate with your target audience. Now, your goal is to create as many ads with high conversion rates as possible.
  • Step 5 – Once you have ads that are performing well, start analyzing and tracking the time of day and days that most leads are generated.
  • Step  6 –  Once you have a consistent level of leads at a certain ad spend budget, you can now consider gradually increasing the budget to maximize as many leads as possible on those best time of day and days of the week. Do not rush this process. Do not just simply increase your budget and expect that the leads will increase. It does not work like that, most of the time you will get a similar number of leads and waste the increased budget.
  • Step  7 – Only increase your budget if your leads increase. That means you have to analyze your data very carefully as you incrementally increase your ad spend. Facebook Ad lead generation is more art than science. It does not follow the concept of cause and effect. Just because you spend more money and have more people seeing your ads, it does not necessarily mean they will convert.
  • Step 8 – At this point, if you continue with this process, gradually increasing your budget as leads increase, and are willing to increase your ad spend accordingly, you can reach your goal of 1000 leads per month.

Allow anywhere from several weeks to a couple of months for your lead generation to mature. Once you’ve built momentum, continue to analyze your data and increase your ad spend strategically to maximize leads. The key is to track the data, make adjustments to maximize your ad spend to increase leads and to build momentum.

One last note, start your lead generation program now, because it will take a couple of months to establish! You want to have a lead generation program in place once the holiday selling season is over. This way, you can offset the lower sales volume that comes after the holidays with increased leads and can also reach those individuals with New Year’s resolutions to start a business, make a life change, and/or who are looking to pay off holiday debt.

Are you using Facebook ads? How many leads are you generating per month? Please share your tips in the comments!

John Fong is a lead generation specialist who creates Facebook Ad lead generation campaigns for direct selling companies. He also handles the day-to-day community management and content for the Direct Selling Education Foundation and other direct sales company clients. For more information, or to contact him about services for your direct selling company, click here.

Do I have your attention? Sure hope so.  Because whether you are a sales representative in the field, a corporate sales leader or simply checking out the industry, this tip will serve you well.

While exciting new products, elaborate trip promotions and “raise the roof” conventions can increase performance; the best overall strategy to build sales and recruiting is to focus on finding and nurturing Prospective Team Leaders.

A Prospective Team Leader is one who is working to reach the first level of leadership as outlined in the company’s compensation plan. This typically involves a personal sales, sponsoring and team sales requirement. When these performance minimums are met, the Prospective receives a new title and substantial bonus increase.

Why are Prospective Leaders so important?  Because they need to sell more and recruit more in order to reach their goal. And when they succeed, their increased activity will be reflected in your company’s overall performance.  It’s a simple concept but one that can easily get by us.

Now, how do we find those prospective leaders?  Stay tuned…

Image Credit: pasukara76

With over 25 years of direct sales experience, Lori develops training packages for start up companies and works with established companies to update sales training and methods. Lori is an accomplished speaker and  specializes in creating presentations tailored to meet each company’s specific needs.

Have you ever said this?  If your company is in the start-up phase, of course you have. If you have a few years under your “direct sales belt”, of course you have.  If your company has been a household name for generations, of course you have. As a sales trainer, I’ve heard those exact words time and time again.

Sponsoring is the lifeline of our business – not only for growth, but just to maintain the norm. So how do you expedite the process? By focusing your time, energy, training and incentives on those who are most likely to get the job done.

Your brand new consultants are great candidates because they can sponsor on enthusiasm alone. Make sure they understand that it’s not unusual to sponsor right off the bat. It’s a “no experience needed” type of skill.

Next, emphasize the financial and personal rewards of becoming a team leader. When you find those who want to be a leader, they will find their team …by sponsoring.

While you’ll want to promote sponsoring across the board, pay particular attention to your new consultants and prospective leaders and your numbers will grow.

image credit storebukkebruse

Lori Moser

Lori Moser built a personal sales organization of thousands, and now helps direct selling companies put the salesforce training in place they need to succeed.  Lori can help your organization by both creating and delivering training that brings results!  For more information, contact her at lori@luceandassociates.com

Starting the new year is the time to start fresh: new goals, new growth, and new people.  Anything is possible.  So how does that happen?  Start NOW – get the momentum going!

Bookings are easier when people are chatting and laughing in the company of friends.  Recruiting is easier when people watch how much fun you’re having (and notice how much you’re selling!).  So get people together NOW.

Lead by example!  Your team members will take their cue from you.  If you get busy right away, your team will too.  The momentum of your entire organization begins with your activity. NOW!!!

Below are a few momentum starters:

  1. Contact your previous hosts to a hostess appreciation party and ask them to bring a friend
  2. Contact your best customers to host a party as early in January as possible
  3. Hold an open house (in your home, community center, office, etc.)
  4. Have a party with your team with each team member inviting their hosts and presenting their favorite product and why it’s their favorite

2011 Momentum – Success Starts With You NOW.

Chris Clark

Chris Clark is consistently dedicated to the success of our business.  No project is too big or small for her to tackle and she completes each with professionalism, timeliness, and enthusiasm.    We always enjoy working with Chris.  - 

Marcia Negro, President-Essential Bodywear

luceandassociates.com

image credit: manoj8555

 

Last week I wrote about the 3 little words—“Did you know”– that can help improve your customer service.  I’d like to conclude this series by sharing the one word that can make just as big, if not a bigger difference. 

Drum roll please!  And that one word is… LISTEN!

As customers, we want to know someone is listening.  The easiest way a Customer Service Rep can do that is by summarizing the customer’s inquiry, something like this:

CUSTOMER SERVICE REP:  “Let me make sure I have this right.  You say your order, number _____, was short one item, item number _____.  Is that right?”

This lets the customer know they’re really being heard and the Customer Service Rep understands the situation correctly. Once that is established, the exchange should be successfully resolved with something like:

CUSTOMER SERVICE REP:  “I see that item was shipped separately on November 1 and is scheduled for delivery today, so that should solve our problem.  Does it?”

This approach is especially effective If the customer inquiry is made on a phone call rather than email.  Summarizing the customer’s inquiry allows the Customer Service Rep to take control of the call and get the information needed to resolve the situation in an efficient manner.

The use of questions (even if the answer is apparent) and repetition is key.  The Customer Service Rep should say things like:

  • May I ask you a question?
  • Let me make sure I understand…
  • Okay, so what I’m hearing is…
  • Do I have that right?

But what if the inquiry does come via email?  In that case, include a summary in the first line of the email response.  This confirms to the customer the Customer Service Rep understands the inquiry.  It also eliminates the customers’ frustration when they don’t think their inquiries were understood.

We all want to know we’ve been heard – customers and Customer Service Reps.   Listening… and letting your customers know they’re being listened to… is the way to do it!

Chris Clark is the real deal.  Whether you’re a veteran or a rookie in direct-selling, she can help you take customer service to the next level.  And she’s one of those rare consultants who won’t try to shoe-horn your contact center into some cookie-cutter that garners more applause on the lecture circuit than “on the floor”. You can count on Chris to listen and ask lots of questions before she offers any advice.  And when she does offer advice, it’s based on an appreciation for what you have that’s a competitive advantage-and how you can kick it up to notches unknown! – John Cronce, Director Jockey Person to Person

luceandassociates.com/chris

So far we’ve covered four basic steps to improve customer service.  This week I’d like to share another tip–one of the most effective, and easiest, ways to reinforce what’s cool, controversial or just plain current. 

It’s simply this: create a section of the newsletter or weekly/monthly communication entitled “Did You Know.”  The title itself arouses the curiosity of the reader.  They’ll read to find out what they do or don’t (or should) know.

This section can be as simple as:

  • Outlining the most recent promotion
  • Providing the most frequent questions with the correct answers
  • Offering step by step instructions to clarify a process
  • Reinforcing the information to include in emails (id#, name)
  • Re-emphasizing the correct process to return product

It’s important to keep the section short and simple.  Make it quick to read, simple to understand and easy to retain.

Where does the content come from for this “Did You Know” section? Your Customer Service Reps! They’re the best source because they have to answer the questions.  So ask your Customer Service Reps :

  • What are the most frequently asked questions you received this week?
  • What was the most difficult situation you had to handle this week?

Then be sure to keep the responses to these questions.  They may be useful to include in other communications.

This simple inclusion will provide immediate results with the Salesforce and the Customer Service Reps. Who knew!?

 
 

Chris Clark

Chris Clark worked her magic with our warehouse as well as our Consultant Care team. Chris had a hands-on approach and used her extensive experience to guide us towards what worked best for our particular business. Chris had great follow up, always checking back to be sure we were comfortable with any changes and to answer questions. I felt I had a true partner in the changes we made and that Chris was as excited about our success as we were. I would recommend her to anyone in the Direct Selling field! – Pat Difani, Private Quarters, Director of Sales Operations

http://luceandassociates.com

Working for yourself is hard… much, much harder than working for someone else at a job. When we work for someone else as an employee, they tell us what days and hours to work, they define our job and what constitutes success at that job, and they worry about whether there is enough money to pay the bills.  Employees, even senior managers, go to work and do the job that has been defined for them.  Sure there are big, high stress, complicated jobs that many employees do. But at least most of the scheduling, tasks and limits of authority have been defined for them by someone else.

When we are our own boss running our own business we not only have to accomplish the tasks that will bring us financial rewards, we also have to create a work schedule, define the tasks to be done, create a strategy and business plan and take out the trash.  There is no “boss” to help us prioritize our time and work on the “big picture”.  No, the self employed must do it all.  And that is the downfall of many who try to build their own businesses.  This inability to effectively manage ourselves is the single biggest reason that direct sales leaders fail.  In fact, it may be the primary reason why many self employed people are unable to be successful.

Think about it:   If you are unable to create and maintain a productive work schedule each week without the benefit of someone prodding and reminding you to do the work, how can you teach others to do so?  If you are unable to effectively prioritize your tasks into “must do” tasks versus “nice to do” tasks then you will not get the truly important business building things accomplished. You will waste time doing things that don’t really count.

So often over my career when counseling a leader who built a good downline and business and was now watching it fall into decline I have heard:  “I’m just so busy doing my newsletter and recognition and planning my team holiday party that I just don’t have time to do my personal business anymore!”

This is a classic example of not managing one’s self well.  She built her business by doing the fundamental business activities well: strong and consistent personal sales, effective recruiting activities, teaching new sellers to be successful and coaching the most willing and promising to become leaders themselves.   These are the “must do” tasks.  Newsletters, recognition and team celebrations are important, but should never be given priority over the must-do tasks that are fundamental to success.  My advice to leaders is this situation is always “Go back to doing the things that made you successful and hire some part time help to do the important “nice to do” things.  When you concentrate on doing the important stuff, your volunteer sales team members will do the same.  After all, they too want to build their own business and most are not sure how to do that.  So, they look to you and copy what you do.

If you run your own business, now may be good time to review how well you are managing yourself.  Are you concentrating on the “must do” tasks or have you been sliding into spending time on the “nice to do” things?  Are you focusing your most productive hours of the day on your income producing activities?  Do you work consistently at your business on a daily, weekly, monthly schedule?  In other words, take stock:  Are you managing yourself well?

Alan Luce

Few people in the direct sales industry can match the experience, expertise and successes of Alan Luce. With over 25 years in senior management, guiding start-ups and established companies alike, Alan has met virtually every challenge a direct sales executive can face.  Learn more about how Alan can help your company at http://www.luceandassociates.com/Alan-Luce.html.

Alan Luce

Alan Luce

Ever encounter someone who just does not understand what “work” is about?  When it happens, whether dealing with a young person new to the job market, or mature individual who made it to middle age thinking that a job and an income are some type of mystical birth right, I always have two nearly simultaneous reactions:  The first is to wonder about how many people had failed this incredibly naive individual.  I mean to get to adulthood without understanding what work is all about means that parents, family, neighbors, friends and teachers all failed to teach this individual some of the most important facts of life.  Yet, amazing as it is it happens.   My second reaction is that this person has never been around or been a part of direct selling.

Direct selling is the ultimate teacher about the fundamental principles of work.   In direct selling, you do something… you get something.  You do nothing…. you get nothing.   No one tells you did a “good job” when you didn’t.  No one says “ Don’t worry that you did not sell anything; we are going to pay you anyway.”

Whether your direct selling experience was long or short, a good experience or bad, people who have tried direct selling learn the indelible work lesson that doing little or nothing earns little or nothing while hard work and effort can lead to large rewards.  I cannot tell you how many parents who were also direct sellers have told me that one of the great unexpected, but deeply appreciated, benefits of their career in direct selling is that their children grew up understanding about work.  Direct selling kids learn young and well that if their direct selling Mom or Dad is to make any money, they first must go out and work to make a sale.

Learning that you must do something in order to get something out of work may be one of life’s most important lessons.  As direct sellers, we live that lesson every day.  Too bad more people don’t have that experience.

Few people in the direct sales industry can match the experience, expertise and successes of Alan Luce. With over 25 years in senior management, guiding start-ups and established companies alike, Alan has met virtually every challenge a direct sales executive can face.  Learn more about how Alan can help your company at http://www.luceandassociates.com/Alan-Luce.html.

Alan Luce

Alan Luce

After nearly 40 years in direct selling, I am a firm believer in what I have come to call the Belief Multiplier Effect.  “What is it?’ you ask.  The Belief Multiplier Effect (BME) is that sudden unexplainable upsurge in your direct sales business that goes well beyond what all your analysis and projections anticipated.   Your plans called for a modest increase but suddenly the business just starts to fly!  Sales are exploding; recruiting is at all time highs and new leaders are coming out of the woodwork.  What in the heck happened?  Or perhaps more accurately, what are we doing right that we didn’t do before?

In my experience, the Belief Multiplier Effect kicks in not because of any one thing, but because the Company has done a number of things right and all of these important separate elements finally coalesce into a firm belief among your sales leaders that anything is truly possible.  When enough members of the sales force begin to really believe, then incredible things begin to happen.

Can you plan for the belief multiplier effect?  No, not really.  But what you can do is set the stage for it to occur.  How? By paying attention to the small things and gaining and maintaining the trust of your sales force.

Here are some of the key elements that must be present before there is any chance of riding the BME Express:

  • Your sales force must use and love the Company products.  They must be on a mission to share the product benefits with everyone they know.
  • Your sales force services must be excellent.  This includes accurate, on time shipments with little breakage.  When errors do occur the sales force must have easy access to report them and quick, cheerful solutions.  Never embarrass the sales force in front of their customers.
  • The training must be effective.  If the company says that this is the way to do something, then most folks who follow the advice had better get the results promised.
  • Heroes and heroines must emerge.  Nothing creates organizational belief faster than some of their own experiencing great success.   Sales force belief is peer driven.
  • The sales force influence leaders must believe without doubt or question that the company will always try to act in their best interests.
  • The experience of belonging to the company must be fun, educational and motivational.

When a company gets all of these various elements in alignment and those heroines and heroes are emerging and inspiring others with their stories, then the atmosphere exists for the Belief Multiplier Effect to kick in.  That’s when the results begin to significantly exceed both forecasts and expectations.  As I said, you can’t predict it, it is almost impossible to measure, and you cannot count on it being there forever.  But what you can do is work very hard to make sure that all of the elements necessary for the Belief Multiplier Effect to kick and thrive are continuously cared for, improved and nurtured. Drift, even slightly, away from the attention to detail and practices that were present when the BME kicked in and you can lose it as quickly and unexpectedly as it first appeared. Once lost, it is hard to get back.  When you’ve got it going, you and your sales force experience the true magic of direct selling.

Few people in the direct sales industry can match the experience, expertise and successes of Alan Luce. With over 25 years in senior management, guiding start-ups and established companies alike, Alan has met virtually every challenge a direct sales executive can face.  Learn more about how Alan can help your company at http://www.luceandassociates.com/Alan-Luce.html.

by Alan Luce

Alan Luce

Alan Luce

Like the rest of the country, many direct selling families are having a tough time.  Jobs are scarce, overtime is almost non-existent and prices for the essentials keep going up.  In a recession largely caused by the failure of our elected and financial sector leaders to act honestly and responsibly, it is hard to know who to trust.

In days gone by we looked to someone’s “character” to gage whether a person was worthy of our trust.  A person’s “character” is almost a forgotten measuring stick in this world where all that seems to matter is how much money one makes or whether he or she won the election.   What they did to make their money or what tactics they used to win their election didn’t seem to matter.

Yet never has there been a time when the old fashioned notion of good character is more needed as a public standard.  A person’s character is not measured by any one talent or accomplishment, no matter how great or noteworthy. A person’s character was based upon measuring their honesty, truthfulness, courtesy, respect for others, kindness, sense of fair play, integrity and honor.  To be deemed a “success” a person had to have good character.  Without good character, a person was simply rich or famous or notorious, but certainly not someone to trust with decisions important to you.

The one area where character and leading by example is still the full measure of success is  direct selling.  Direct sellers are all volunteers.  They work as part of a leader’s team or downline because they want to, not because they have to.  Leaders who never ask their recruits to do work that they are not doing, leaders who teach even the newest all the tasks and methods to be successful, leaders who work to make you successful are the ones who achieve the most, climb the highest , last the longest and have the most respect.  In the transparent world of direct selling, the volunteer sales force soon ferrets out the untruthful, the manipulative, the dishonest and the self serving. Such people lack” character” and do not last as their followers soon figure out that the only success they are interested in is their own.

In tough times like these, the leaders with the best character in the full sense of that word are the ones that will help every recruit find their way, lead by example in all of the necessary work, and play by the rules no matter what the cost.  They succeed where others fail because character still counts!

Few people in the direct sales industry can match the experience, expertise and successes of Alan Luce. With over 25 years in senior management, guiding start-ups and established companies alike, Alan has met virtually every challenge a direct sales executive can face.  Learn more about how Alan can help your company at http://www.luceandassociates.com/Alan-Luce.html.