Are you ready for a vacation?
by Kara Kelso & Anita DeFrank
http://www.DirectSalesHelpers.com

While this may seem like the perfect title for an ad, this is really
an important business topic! There's much to do before going on
vacation, and your business needs to be ready.

We all need a break sometimes. Running a business is hard work, no
doubt about that. If you are planning your family vacation, don't
forget to make sure your business and customers are taken care of
while you are gone!

- Notify friends and communities
Be sure to let all your groups and communities know you will be gone
for a set amount of time. Email your closest associates to let them
know when you are leaving and when you will be back. You never know
if someone will be looking for you, so you'll want to have a few
that can say "she'll be back on this date". If you help moderate any
message boards, communities etc, make sure you let the board owner
know you will be gone.

- Put groups on "No Mail"
Make sure all your groups are set to no mail or daily digest, so you
aren't overwhelmed when you return.

- Notify team members
Be absolutely sure you let your team members know you'll be gone
until a certain date. Give them back up emails and phone numbers to
call in case they need immediate help. You may consider asking your
upline or a trustworthy (knowledgeable and active) downline member
to help with some basic questions for you.

- Notify customers
If you have a personal website, edit your home page to mention you
are on vacation. You can still take orders while you are gone, but
if you ship them out yourself, make sure they know the order won't
be filled until you return.

- Have back ups
If there is someone who can take over some of your duties while you
are gone, contact them before you leave. Make sure they have access
to certain email addresses and websites.

- Do NOT put your email on auto reply!
Many do this and it's not a bad idea, although it's extremely
annoying for those who already know or don't care. Auto replies go
to everyone who sends you an email, including newsletter owners,
groups, etc.You could be doing more harm than good with auto
replies!

These are some of the basics of taking care of business while you
are on vacation. The most important thing to remember is not to
worry - remember, you are on vacation to RELAX!

Have fun!

------------------------------------------------
Anita DeFrank & Kara Kelso, authors of Direct Sales Success,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field. Visit
http://www.directsaleshelpers.com for free weekly tips.

3 Organizing Tips for Multiple Businesses

While it's usually suggested you only run one business, some just
can't help joining others, or running multiple sites. Here are a few
tips to help you stay organized.

If you have multiple projects going on, or even multiple ways of
promotion with your one business, it's so very important to keep
organized. Here are three organizing tips you can use right now to
help make yourself more productive and efficient:

1. Use Calendars and To-Do Lists
There's several ways to use a to-do list, but the most efficient is
going to be using more than one. Two works for most people - one for
things you need to get done in the future, and one for what needs to
be done today. You may have another with your weekly or monthly
goals and tasks.

2. Computer Folders
Anywhere on your computer it takes two clicks to make a new folder.
Use this option! Using multiple folders can help you keep track of
web pages if you own a site, project ideas and outlines, and orders.
There's no limit to how many folders you are allowed - go crazy!

3. Folders & Binders Offline
I'm sure we all have documents printed, and files we need to keep
safe. This is where folders and binders come in handy. They don't
need to be expensive, and actually one of the best ways to keep
track of certain things is with certain colored folders. Office
supply stores sell boxes of folders in different colors. Be sure to
pick some up the next time you are out!

There are several other ways to keep yourself organized and make
yourself more productive. Try a few different ideas to see what
works best for you!

------------------------------------------------
Anita DeFrank & Kara Kelso, authors of Direct Sales Success,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field. Visit
http://www.directsaleshelpers.com for free weekly tips.

The Customer Is Always Right

One of the most basic rules of business, but often times forgotten.
No matter what goes on we must remember - the customer is always
right!

This tried and true statement stretches back to the beginning of the
small business revolution. When customer service was the most
important aspect of business, which set them apart from the big
corporations.

Offering the best customer service possible is just as important
today as it was more than 100 years ago. In today's world there are
just too many options. If you don't treat your customers right, they
will have no problem doing business with someone else.

Not only does poor customer service lose a customer, but negativity
travels far. Most know a happy customer might tell a few people (if
any) about your business, but an unhappy person will tell everyone
they know. As a small business owner, can you afford to lose
hundreds of customers due to one unhappy customer?

In the work at home mom community, when business is done with other
business owners, it can get tricky. We are suppose to understand the
hardships of running a small business, as well as show compassion to
family emergencies. However, business is business and customers are
customers. No matter what the social status of your customer, they
are still just that - a customer.

The lesson here is to always treat everyone like a customer. No
matter how mad you are about what they've said, keep your cool and
make it right. Don't argue with them, because they WILL spread the
word on how hard you are to work with. If you lose money because of
the situation, live and learn. There are situations where the
customer will be in the wrong and just trying to scam you, but don't
ever assume they are. Learn from the mistake and put your own rules
in place so it won't happen again.

It's inevitable, if you're in business, at some point, you're
going to have to deal with a disgruntled customer. The protocol
should be to apologize and get the issue resolved as quickly and
painless for the customer as possible (within reason of course).

The bottom line which I feel needs to be said just one more time -
the customer is always right! Remember it, and you will go far in
business!

------------------------------------------------
Anita DeFrank & Kara Kelso, authors of Direct Sales Success,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field. Visit
http://www.directsaleshelpers.com  for free weekly tips.

Find Your Niche in Direct Sales
by Kara Kelso & Anita DeFrank
http://www.DirectSalesHelpers.com

Direct sales is hard, especially with all the competition. The best
way to stand out from the crowd is to have your own website.

We've said this time and time again in many different articles, but
it can't be stressed enough. If you are serious about doing business
online, you MUST have your own, unique website.

Many direct sales companies do not allow personal websites, or for
you to place product info on a site. If this is the case with your
business, there IS a way around it. More on this further in the
article.

The first step in finding your niche is to take a good hard look at
your business (or all your businesses if you have more than one).
Ask yourself the following questions:

What are the best selling products?
Which are your favorites?
Who is your target customer?
Which do you know the most about?
How much could you say about specific lines?

The next step is figuring out which products to focus on based on
the answers from the above questions. On our message boards, we
posted this example on finding a niche for Mary Kay:

When I think Mary Kay, I think make-up. Period. When I visit the
main site, I see more specific things like skin care, spa & bath,
fragrances, and other things that I didn't know about. Many items
could easily be made a niche from.

From the example above, I see Mary Kay offers skin care products.
Diving deeper into that I see "anti-aging skin care". Perfect niche!
Instead of selling "Mary Kay products" or having a general site,
what about a site focused on just the anti-aging products? There's
an entire line so it shouldn't be hard.

While Mary Kay does not permit the use of their trademark on a
website, here's what you CAN do. Create a content website based on
anti-aging tips, using products, proper diet, and exercise.
Borderline health site, but with a focus on the anti-aging. Lead
into your Mary Kay site with "For more information on products,
visit...".

This is just an example, and the same idea can be applied to ANY
business. Other examples include websites dedicated to specific
layout ideas for those selling scrapbooking supplies, specific
scented items for those selling bath and body, specific information
sites for health product (focusing on one issue the health product
you sell takes care of, such as diabetes or other health issues).

The possibilities are absolutely endless. There is a lot of room for
reps of the same business to all have completely different websites.
To gather suggestions, I suggest using a keyword tool which will
show you exactly what people are searching for. There is an
excellent one here: http://www.digitalpoint.com/tools/suggestion/
Choose a topic that is small, yet has enough searches and can be
expanded on.

Good luck in finding your niche!

------------------------------------------------
Anita DeFrank & Kara Kelso, authors of Direct Sales Success,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field. Visit
http://www.directsaleshelpers.com/ for free weekly tips.

7 Summer Survival Tips

Will Your Business Survive Summer Break?

Summer is approaching and soon the children will be out of school.
Is your schedule ready?

Some of you may know from past years, when the kids are out for the
summer your "quiet time" during school hours is no more. Here are
some tips to keep the school age children busy while you keep up
with your business:

1. Plan family days
Take a day each week to spend the entire day with your kids. Make it
a weekly event. Do things such as go out for ice cream, going to the
zoo, etc. Try to plan it for in the middle of the week.

2. Set aside nights and weekends
In addition to your weekly outings with the kids, make sure you set
aside your evenings and weekends to focus on them.

3. Hire Local Neighborhood Kids
Is there a responsible child in your neighborhood? Hire them to take
your children to the pool, the park, or other areas in the
neighborhood. Preteens are always looking for a way to make some
extra money, or someone to pay for their day at the pool.

4. Have crafts and movies lined up
Avoid the "I'm bored" comments by having several activities set
aside for children to do for at least 2 hours, giving you enough
time to finish a project or two.

5. Take breaks outside
Since the weather is nice, children will be begging to go out. Make
sure you take a break daily to go out for even just an hour. Remind
them when it's time to go back inside they will be able to go out
again when you are finished working.

6. Trade Babysitting
Talk to other mothers in your community and trade babysitting.
Remember the first tip? Take someone else's kids on your family day
out, and ask if they will watch your children on another day.

7. Hire Babysitters
When all else fails and you need to get major work done, send them
to daycare once a week. Don't feel guilty - it's only one day! Your
kids need a break from you too sometimes, and the chance to play
with other children.

Good luck surviving the summer, and don't forget to enjoy it
yourself!
------------------------------------------------
Anita DeFrank & Kara Kelso, authors of Direct Sales Success,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field. Visit
http://www.directsaleshelpers.com/ for free weekly tips.

5 Tips for More Leads & Reorders
by Anita DeFrank & Kara Kelso
http://www.DirectSalesHelpers.com

Recently I wanted to contact a representative whose business card I
had.  The business card had an email address however, when I emailed
her,
it bounced.  I checked the business card for a website address which
had none.  I had to find the company's corporate site and hunt her
down
through her name.  I had no personal website link and no
representative
number.  A word of caution … an average customer won't go through
all
the trouble.

Here's 5 tips to make sure you are making it as easy as possible for
customers to contact you:

1. Contact Information on Promotional Materials
Make sure your contact information is on all materials you hand out
(ie:  brochures, catalogs, business cards).  Your materials should
have at
least your name, company name, consultant number, email address and
website url.

2. Business Cards
Have at least business cards on you at all times.  If you have
smaller
brochures, pamphlets or something of that nature you can pop in your
purse, bring those too.

3. Signature Lines
Utilize signature lines.  I don't know how many emails we've gotten
from folks who don't use signatures.  It's a super-easy method that
can
used with little to no effort.  Check out your email program to find
out
how to set one up.

All you really need is a catchy little tag-line and add your website
url.  I've also seen signatures that look like a business card.  It
includes their name, business name, consultant number, email address
and
url.  I do not however, recommend the business card graphics in your
email.  Don't forget that there are some who don't allow html in
their email
and they take up way too much space.  They're almost as bad as using
fancy stationery on your email.  Almost all message boards allow you
to
have a signature line also.  Use them!

4. Reordering Information
Include a business card, pamphlet, catalog or something of this
nature
in every order you send out.  You already have the customer … now
make
it easy for them to reorder.

5. Return Lables
The next time you buy return address labels, include your website
address.  For example:
MyWebsite.com
123 Any Street
Any Town, Any State 12345
Use these labels whether you're sending out your next order or
paying
your electric bill.

The above are only a few ideas that can be done with little to no
effort and inexpensively.  Use your creativity – it can be your best
friend.
Think about the things that you're already doing and alter them just
a
bit to your businesses benefit.

------------------------------------------------
Anita DeFrank & Kara Kelso, authors of Direct Sales Success,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field. Visit
http://www.DirectSalesHelpers.com for free weekly tips.

You Can Teach an Old Dog New Tricks

Once you've been in direct sales for a few years it's easy to get in
the "I know what I'm doing mindset." You stop reading articles,
training manuals and books. "I've been doing this for ten years,
what can I possibly learn that I don't already know?" Simply put … a
lot. Are you still using the same booking methods you used five
years ago? Everyone in your community knows you're the person to see
for your particular product line, right? Or do they?

It never hurts to try something new for a change. Liven up your
presentation or display. Play a new game or try a new technique.
Don't get yourself in a rut doing the same things over and over
again.

We've all had it happen … A group of friends get together and book
parties to help each other out. The next thing you know; you have
four or five parties and the guest list is almost exactly the same.
Just because the guests are the same, doesn't mean the party has to
be the same too. Change the format for each party. Play different
games or change the presentation. Keep it interesting and keep them
guessing.

Pull out that old training material or better yet, go online and
search for a new book. But while you're reading this material,
remember that your mind needs to be like that book. You're not going
to get anything out of it unless you open it. Ever do that? "Wow!
What a great idea!" And that's as far as it goes? Are you actually
applying these things?

I don't know how many times we've gotten feedback thanking us for
the great tip we shared. We of course reply with the usual – glad to
help type response. The next time we'll say, "Great! Now let us know
when you've applied it."

------------------------------------------------
Anita DeFrank & Kara Kelso, authors of Direct Sales Success,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field. Visit
http://www.DirectSalesHelpers.com for free weekly

Are You a Good Team Leader?

When and how was the last time you contacted your downline? Keeping
in touch with your downline and proper training is a very important
aspect of being a team leader. I don't know many people who were
born "just knowing what to do", how about you?

Setting up a Yahoo Group is a great way to train your team members
that comes with many benefits such as:

- Members will be able to check old posts to see if some questions
have been asked and answered.

- Eventually, you'll find that other team members will start to help
answering questions (saving yourself a lot of time).

- Files such as printable brochures, price lists, frequently asked
questions etc. can be uploaded your group.

- You can create databases with important information.

- Calendars can be created with important dates to remember.

- You have access to a reminder program that you can set up to send
out a reminder on a certain time, date etc.

- You can send out articles, tips and tricks to help your team build
their businesses. You can sign up to have weekly direct sales
articles sent to you via email at http://direct-sales-
team.blogspot.com

There are many, many other benefits of doing this. Setting up a
yahoo group is very easy to do and best of all … It's free. You can
set up your own yahoo group by going to http://groups.yahoo.com

------------------------------------------------
Anita DeFrank & Kara Kelso, authors of Direct Sales Success,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field. Visit
http://www.DirectSalesHelpers.com for free weekly tips.

Is Your Downline Needy?

Of course as a team leader, it's your responsibility to be there and
help your downline as much as possible.  However, having overly
needy team members can be detrimental to your business.

Taking each of your downline members by the hand for every single
step makes it very difficult to do other things such as …

- Take care of other members who might need quite as much help.
- Build your team by recruiting.
- Promote your own business.
- And worst of all, you run out of time to take proper care of your
customers.

You know who I'm talking about…

  - The ones who ask the same questions over and over again.
  - Those who ask the very same questions that are listed in the
training manual you just gave them.
  - Those who ask questions that can be answered by simply using a
little basic, common sense.

Everyone (hopefully) wants to be a good team leader and wants to
help their downline be as successful as possible … so, what do you
do?

  - Start keeping track of these questions.  Start yourself a "FAQ"
list with the answers and give them to every new team member.

  - Start answering questions that you know are listed in training
manuals or other materials like this:

"You will be paid commissions via paypal on the 10th of each month.
This and other details are listed on page 22 in the Getting Started
Manual."

By doing this you'll not only answer the question, but also
hopefully this will remind them to check other materials before
asking you.  If you were to ask where they looked; more times than
not you're going to hear "Nowhere, I just contacted you."

  - Sometimes you'll find that recruits are so deep into trying to do
everything "perfect" that they forget that some things are just
common sense.  Have you ever heard of "Book Smart – Common Sense
Dumb"?  Politely remind your recruits to not make things so
difficult and answer questions like this …
"Think about it this way … your customers can have their orders
dropshipped to the recipient, so yes, you can have your orders
dropshipped directly to your customers.

Don't ever discourage your team members from asking questions.   But
do help them learn how to answer some questions on their own.  This
will not only help you have more time for more intense training and
motivation but also will make your team members a lot more
independent – eventually turning them into a much stronger business
owner.

------------------------------------------------
Anita DeFrank & Kara Kelso, authors of Direct Sales Success,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field. Visit
http://www.DirectSalesHelpers.com for free weekly tips.

Directory Listings & Direct Sales


Directory listings and other forms of advertising can be great
exposure for anyone in business.  However, if you are in direct
sales and using a rep site you could be leaving lots of money on the
table.

Even in direct sales, advertising online can be a huge benefit. One
of the largest mistakes we see though, is the use of rep sites
alone. Believe it or not, when advertising online your main
objective is not to get customers to buy immediately. A very small
percent will bookmark your site, so if your focus is just getting
visitors that's all you'll have. And if you are lucky to get
bookmarked … when is the last time you looked in your favorites
list?

Instead of focusing on just getting people to your site to buy,
focus on getting them to sign up to your list. This way you haven't
lost them, they are just waiting to buy at a later time.  To do
this, of course, you will need your own website.

A rep site does have its purpose, and that's to complete the online
buying process. It should be used as the end, not the start. Leads
should come from your personal website or from you personally
(offline or by email, stating to go to your rep site to order). Warm
leads only should be sent to your rep site, while those just surfing
should be sent to your personal website.

Contrary to popular belief, websites can be built fairly easily and
inexpensively.  So, do yourself and your pocketbook a favor and at
least think about building your own personal website.

------------------------------------------------
Anita DeFrank & Kara Kelso, authors of Direct Sales Success,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field.
Visit http://www.DirectSalesHelpers.com for free weekly tips.

6 Quick Tips for a Successful Online Fair

Online parties and fairs can be profitable for everyone involved,
but not if they aren't done right. We've heard many complaints over
poorly organized or planned events, even though anyone can hold a
successful event. In this article, we'll cover the 6 basic tips to
ensure that you as the coordinator have set up an event that will be
worth the time of the vendors.

1. Set Up
One of the best ways to set up your vendor fair is to have all the
vendors and contact information listed on one web page. Don't forget
to include a link to "enter" the event.

2. Costs, Fees, Etc.
Whether or not to charge vendors is a highly debated topic and
completely up to you. Should you decide to charge - be sure it is
reasonable (especially for your first one).

3. Inviting Guests
Be sure to invite guests outside the "vendor list".

4. Vendor Advertising
Encourage your vendors to promote the event also. The more promotion
that is done; the more guests you're likely to have.

5. Set a Schedule
Set a certain time for each vendor to do their presentations so that
each vendor has their fair "time to share".

6. Choosing a Room
Choosing a room is a crucial decision for your event. Be sure to do
your research on various rooms and be sure to ask for
recommendations from others.

There are several other tips included in organizing an event, but
the most important is to be organized and make sure there is enough
promotion. The last thing you want is unhappy vendors walking away
without so much as a lead because of poor planning!

------------------------------------------------
Anita DeFrank & Kara Kelso, authors of Direct Sales Success,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field. Visit
http://www.DirectSalesHelpers.com for free weekly tips.

Holding Successful Drawings & Contests

Contests and drawings can be a great way to pull in business.
However, if not done correctly you can end up with nothing but a
whole lot of freebie seekers. The rule of quality over quantity
applies here!

Just a few weeks ago I held a drawing for a $25 gift certificate. I
learned quite a bit from this drawing, and will be able to fine tune
this type of promotion in the future. One of the main points I
learned was the key to a successful drawing is when you get the
absolute most exposure and leads as a result. There are several main
points you'll want to focus on with your drawing.

With your drawing, you should:

- Gather information from potential customers
In the last drawing I did, I asked those entering a few simple
questions aside from basic information of name and address that had
to do with the site. They actually had to look around before filling
in an answer. Forms that weren't complete were tossed, since the
rules were clearly posted and said "please fill out form
completely". I was able to weed out those that were trying to grab a
freebie from those that were truly interested enough to follow
rules.

I also was able to gather some interesting information about my
customers, like how much they spend a month on my type of product,
and how often they use it. Valuable information since it comes
straight from the customer!

- Schedule catalog shows and online parties
With any drawing online or offline, you'll want to ask those
entering about being a hostess. It's a way of using the freebie
seekers to your advantage. You know they won't buy, but they can
find people that will and still get their free products.

- Sign up newsletter subscribers
If you want a responsive list, don't force them to sign up to enter
your drawing. Making them do nothing but enter an email address to
enter isn't going to do you any good, and they'll probably use
a "throw away" email address to send your newsletter to. Instead,
plug your newsletter AFTER they enter your drawing. Give them a
chance to look around your site first with the questionnaire, and
THEN offer the newsletter. You'll build a much more responsive list
this way.

- Build a relationship with winner
At the end of the drawing and after you pick your winner, you can
now build a relationship with them for future orders. Follow up, ask
questions, talk to them, etc. Treat them as you would any other
customer!

One of my main regrets for the last drawing I held was that I didn't
ask enough questions. Had I done a longer questionnaire, I could
have gotten more information and kept the potential customer on my
site longer. It's in my notes, that's for sure. ;)

The main point here is, don't make it easy. Easy to figure out, but
not easy to enter. Don't be afraid to make them jump through a few
hoops. You may not end up with as many entering, but you'll have a
much more targeted group of entries. The more work they do to enter,
the more interested they are!

-----------------
Anita DeFrank & Kara Kelso, authors of Direct Sales Success,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field. Visit
http://www.DirectSalesHelpers.com for free weekly tips.

Online Parties Increase Sales

Everyone in the direct sales party plan business knows what a home
party is. It's the basics of a direct sales company, more or less.
Even if your company doesn't focus on home parties, you know what
they are and almost everyone has been to one.

However, with the growing number of people coming online to do
business, online parties are becoming more and more popular. Even
still, not many know what an online party is or how they can
drastically make a difference in your online sales.

The basics behind an online party are very much like that of a home
party. Guests are invited to one location to listen to a
presentation, and then look over products to buy. Often times games
are played to keep the guests having fun, and products ordered.

With online parties, guests only have to log in to a chat room where
they meet the consultant, and often times a hostess. Instead of
looking at products in a catalog or on a table, products are viewed
on websites. Games are still played, but done virtually.

Online parties can work wonderfully for consultants, hostesses, and
guests. No one has to drive to a home, the hostess doesn't have to
clean house, no one needs baby sitters, family and friends from all
over the country can join the party, yet all the same benefits apply
to everyone involved.

Despite the ease of online parties, it's equally hard to gather all
guests into a chat room at one time. Some are still "new" at "the
computer thing", so may not be able to easily enter the chat room.
Time conflicts still apply, even though not having to drive makes it
easier. Remembering to be online at a certain time is also a set
back, since there is no pressure to go somewhere, it's easier to
forget. Because of this, you'll want to keep your party open for a
certain amount of time after to make sure you don't miss party sales
and make sure you are doing all the advertising possible.
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

Anita DeFrank & Kara Kelso, authors of Direct Sales Success,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field. For additional help
getting started on setting up your first online party, visit:
http://www.directsaleshelpers.com/online-party-class.html

Importance of Calculating Costs

First let me say there's nothing wrong with exploring every possible
marketing venue. There are lots of ways - both good and bad - to
pull in sales. However, while something you have considered may seem
like a good way to pull in sales, a closer look at your costs to run
the campaign may prove differently.

Let's say for an example you decide to give out freebies at random.
Giving samples can be a good way to bring in sales, but at the same
time can make you completely broke. Just for this example, let's say
you've sent out 100 samples and from this you pulled in 5 sales.
Sounds like the campaign worked, right?

Many would stop here and say "I'm going to send out more samples,
because this is bringing me sales". Before you start in on your
victory dance, I can't stress enough the importance of comparing
your costs to your profits. When doing something like this, you
absolutely cannot rely on reorders or repeat customers. Keep in mind
it takes nearly as much time and money to KEEP a customer than it
does to get them in the first place. The mind set of "I'm getting my
name out there" has GOT to go. With a small business, you are
working on building relationships and repeat customers, not branding
like the big businesses do.

Breaking down our example, let's say our freebies cost $1 each.
There's more math involved in figuring your costs, but for this
example we'll just set that cost for each sample. Now since you sent
out 100 samples, your cost was a $100. Quite a bit of money for just
one campaign! Sent out over a period of time (say several months)
you might not even notice that it cost this much. Another reason why
it's important to watch these things, because you can see how easy
it can be to go broke quickly.

From our example we decided that 5 sales were made. Let's say our
average commission is $9 per sale, so with 5 sales that makes $45.
Great! You made sales! But wait - take a look at those costs again.
Remember how it cost you $100 to send it out? You just lost $55 as
well as precious time.

The purpose of this example isn't to scare you off of marketing all
together, but rather to figure out your average costs BEFORE you
start handing out samples or any other type of marketing. Regardless
of how much figuring you do, there's still a chance for a loss
instead of a profit, but that's fine. It happens, and it's normal.
Testing, tweaking, and tracking are how we learn. After comparing
your first try, decide how it can be better and try again. Either
that, or try something else that will bring you a profit.

If I didn't mention it enough before, it's EXTREMELY important you
track your costs closely. Our examples above proved this. Regardless
of what you are told, it's not about getting the sales, it's about
making a profit. That's the key word here - PROFIT. Just like a
major company, it's all about the bottom line.
~~~~~~~~~~~~~~~~~~~~~

Anita DeFrank & Kara Kelso, authors of Direct Sales Success,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field. If you need additional
help calculating costs, visit
http://www.directsaleshelpers.com/calculating-costs.html

Know Your Business

Usually we speak about these matters to those who are new to direct
sales or are looking to possibly get in to direct sales, however,
having spoken with quite a few different reps recently; we've found
that even those who have been involved with direct sales for many
years still don't know the definitions of different terms used. This
of course could be for a myriad of reasons such as maybe one
particular term doesn't affect your company, you never asked and
your sponsor never mentioned, or you just never knew. Even if a
particular term does not affect your company, you could very well be
asked by a prospect and you'll want to know so you can answer this
question quickly and easily without a hitch. An even worse case
scenario would be that you weren't aware of a particular
rule/regulation and you've been going against your company's
regulations all along. Not following a company's regulations could
easily be call for dismissal from your company. Remember, not
knowing is not an excuse. The following is a list of frequently
asked questions/terms and definitions to help you. If you find a
question that you can't answer … find out!

Distributor Kit – Also commonly referred to as a start up kit, rep
kit, etc. these are usually a compilation of products, business
supplies, brochures etc. These are sometimes offered for new
consultants only but are also offered to any consultant. These are
usually discounted through a bulk package rather than buying each
item individually.

Tax Requirements – Make sure you know what your company's tax
requirements are. It's also a good idea to do some research online
about other states' requirements also. If you do a lot of recruiting
online, you're very likely to have a downline of members all over
the country. No one expects you to become a tax pro but, it never
hurts to be able to share links with your potential recruits about
their particular state so they can do the research themselves. This
question is ranked high in the top questions asked.

Sales Quota – Some companies require their representatives to
sell/buy a certain amount of merchandise in a certain amount of
time. These usually range from monthly, quarterly or yearly. If a
consultant does not meet the required quota, some companies will
remove that consultant.

Customer Service - Be sure you know exactly how various order
problems are handled. Who does the consultant contact and how in
this unfortunate event?

Drop Ship – Dropshipping is when a consultant places an order with
their company and the company automatically ships the product
directly to the customer.

Commission Structure – This is another high-ranked question. Of
course everyone wants to know what they're going to make. Make sure
that you clearly understand the commission structure so you can
explain it to your potential recruit.

Territory Restrictions – Some companies have territory restrictions,
meaning that you may only be able to sell in a certain area. Often
this is set up according to towns, counties and sometimes even
states.

Hostess Credits/Gifts – These are items or prizes that hostesses can
earn/win for holding their parties. What are these prizes/gifts and
who is responsible for paying for them?

Inactive Fees – These are fees that might be incurred if a
consultant were to go inactive and decided to re-join.

Bonuses – Some companies like to offer added incentives/bonuses to
their consultants for maybe when they reach a certain number in
sales or reach a certain level with their downline.

Downline – These are the people that you "sponsor" or those who join
the company "under you". These are also known as team members.

Fundraising Opportunities – Many direct sales companies have a
separate plan set up especially for organizations, teams etc. so
they can earn money for their organization.

Buy Back Policy – Often companies will buy back any unused
merchandise that consultants have not been able to sell. As required
by the Direct Selling Association, most companies will buy back the
unused merchandise at up to 90% of the cost.

Non-Compete Clause – Many direct sales companies have a non-compete
clause in place meaning that consultants may not sell for a
competing company while representing their own. There are even some
that will not allow reps to sell for any other company – competing
or not.

Return Policy – Make sure you're well aware of your company's return
policy.

Advertising Regulations – Some companies will not allow their
representatives to advertise online. Some will not allow consultants
to mention the company's name or even certain brand names in any
advertising. There are a lot of different rules/regulations that
pertain to advertising. Make sure you're following them.

-----------------
Anita DeFrank & Kara Kelso, authors of Direct Sales Success,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field. Visit
http://www.DirectSalesHelpers.com for free weekly tips.

Proper Networking & Email Formats

Often times when sifting through networks, I see some extremely
terrible things. Just as your clothing offline shows how
professional you are, your typing and email formats show how
professional you are online.

Many of us have read the basic networking tips, what to do and what
not to do. What's spam, what's not. Although there are several tips
you hardly ever see, and need to be mentioned. These apply to every
day conversation as well as ads.

The following is a list of things to avoid when networking and
sending emails:

1. Grammar and Spelling
Nothing bugs me more than to see grammar mistakes. Some are
forgivable, as I know we all make mistakes. However, some are
deliberate or signs of laziness. I don't ever expect someone to
spell check a reply on a group, but using capital letters at the
beginning of sentences and periods shouldn't be left out. Also
things like "u" instead of "you" are unacceptable. Message boards
and groups are NOT chat room.

2. Using All Caps
This tends to fall into the grammar and spelling category, but I
thought I would make mention of it alone. Online, the use of caps is
translation for shouting. If you need to get a point across, by all
means shout. Just don't write your entire message in caps (or vise
versa - refer to the tip above).

3. Excessive Exclamation Marks
This mostly applies to ads, since I know we can get excited when
talking to fellow WAHMs on a casual level. I absolutely cringe when
I read an ad with (!!!!) after every sentence. This is probably
because I learned early excessive exclamation marks is a huge no-no
in ad writing. It indicates hype, and no one wants to read pure
hype. One exclamation mark is good enough, and more is
unprofessional.

4. Fancy Stationery
It might look neat to you, but extremely irritating to others. You
wouldn't see an envelope covered with stickers from your electric
company would you? Or a statement from your bank on pretty
stationery that says "I don't do mornings". Not only that, but many
groups and email programs will reject the code for the stationery. I
can't tell you how many messages I've seen on Yahoo Groups that
start out with "XYZ Stationery Header". That doesn't look
professional at all. Save the fancy stationery for your personal
mail.

5. Arguments
We all feel the need to put our two cents in sometimes, although
while networking with business it's usually not a good idea. Unless
it specifically concerns you, try to stay out of arguments and
heated discussions. There's a time to say something and a time to
keep quiet. Knowing the difference is the only way to improve your
networking status.

There are many other "no-no's" that we see on a regular basis, but
the ones listed above are the top mistakes many networkers make.
Don't forget - your emails and words are a direct reflection of your
business online!
-----------------
Anita DeFrank & Kara Kelso, authors of Direct Sales Success,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field. Visit
http://www.DirectSalesHelpers.com for free weekly tips.

Importance of Offering Team Incentives

If your team is growing but not staying motivated, one of the best
ways to kick them into gear is to offer an incentive. By offering an
incentive you are not only helping your team stay motivated, but in
return helping your own business. Working towards a tangible goal can
be a very powerful thing!

Here are some ideas for goals you can set for your team:

- Top monthly sales
- Top quarterly sales
- Most recruits in one month
- Reaching a set sales goal in a month
- Reaching personal goals
- Advancing in company ranking


Incentives come in many forms. While many would appreciate a company
discount, others may like different types of gifts. After all, being
in the company they are already getting products at a discount,
right?

Gifts do not always have to be expensive, but should reflect the goal
you have set for them. If the prize is offered monthly, the gift
should be small. If it's a larger, long term goal, something a tad
more expensive would be better. Remember though, it's the thought
that counts and what appears to be expensive doesn't have to BE
expensive.

Some ideas for incentives include:

- Candles
- Gift Certificates
- Jewelry
- Products from your other businesses
- Personalized Products

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Anita DeFrank & Kara Kelso, authors of Direct Sales Success,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field.  Needing incentives for
your team?
DirectSalesHelpers.com offers personalized candles at
http://www.DirectSalesHelpers.com/candles.htm

It's that time of year again! Christmas is over and the weather is
starting to get warm, which means craft shows are starting to be
scheduled. Are you ready to start looking for events?

We all know how profitable a craft show can be. Offline events are
perfect for getting the word out about your business and making new
contacts. What could be better than hundreds of shoppers walking
right up to you and saying hello?

The most difficult part of a craft show is actually locating them
before all the tables are booked. If you have never attended an
event before, be prepared to spend several shows stuffed in the very
back at a last minute table. Many of us start out like this, but as
soon as you get on "the lists", your table location WILL be better.

The following idea for locating events is brand new, and given to us
by a "neighbor" at our last craft show. While chatting with her, she
pulls out a book and asked if we had this. It was titled "Iowa
Calendar of Events", and was FULL of events for all over the state.
Granted there were many events that do not accept vendors (theater
dates, car shows, etc), but the list of shows that did accept
vendors was amazing. All events were listed by date, complete with
location and contact information. Perfect!

While this information might have been great for us being in Iowa,
you might ask what good does it do for the rest of you in different
states. I'll tell you - this booklet was free from our travel
information website. All we had to do is go online and request a
free copy. Iowa has a very limited amount of sights to see, yet we
still have a travel website. This to me says other states have the
same kind of information on website or with local offices.

There's a few ways to find out if your state has information like
this:

- Check your state website
Often times the travel and event information will be right on your
government website.

- Search online
Use terms like "travel" or "tourism" with your state to see if
there's a specific website.

- Local offices
If all else fails, contact your state government offices to see if
anything in print is offered.

Even in a small state like Iowa, we were able to find a list that
will keep us booked every month for the entire craft fair season.
Once you have your information, the easy part is contacting those on
the list. Easy!

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Anita DeFrank & Kara Kelso, authors of Direct Sales Success,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field.  If you need additional
help with booking and attending offline events, visit:
http://www.directsaleshelpers.com/offline-events.html

Will Your Business Survive?

I won't rehash the same "choosing a business" speech because most of
you know it. However, there's one question that comes to mind - did
you choose the RIGHT business, and will it stick around?

Looking around on groups and message boards, something has become
some what of a trend - starting new direct sales companies. There's
nothing wrong with an established business doing this. However, I
can't tell you how many times in the past year alone I've seen
companies open and close within a few months. Kits were purchased
and reps signed up, but in just a few short weeks the company was
closing its doors. It may not seem like a huge deal to the company
to move on to something else, but the reps have wasted much time and
often money as well.

Although, how do you know the company won't last?
There's a few points to look for when considering joining a new
direct sales company.

1. Has the company been around before the consultant program?
If it's brand new and opening with the consultant plan in place,
beware! While this isn't always the case, do think twice about a
company that hasn't been able to sell the product on their own.

2. How well was the business planned out?
Don't be afraid to ask personal questions! You have a right to know
if they have planned their costs out for several years. Regardless
of the business, a business owner must understand there is a slim
chance of any profit being made in the first year. If they haven't
planned to be in debt for at least a year or more, then chances are
they will cut their losses before the year is even up. Should they
not reveal their business plan, you might want to just move on.

3. What type of shopping cart do they use?
While there's nothing wrong with PayPal, if this is the only type of
payment offered by the company you may want to think twice. A
professional shopping cart set up doesn't cost that much, and if
that cost has been skipped they may not be planning well.

4. Are catalogs and samples available?
If you get a "coming soon" when requesting a catalog, think twice
about joining. Catalogs are a very basic part of business, and to
not have them ready shows the owner "rushed" to get the business
open.

5. How is customer service?
Put in a test order and see how fast things work in the business. If
you can't order products yet, but reps are being signed up already,
you'll want to wait until they are fully open before actually
signing up yourself. Not being able to test out products ahead of
time isn't a good sign.

With business comes risks, and no one can be completely sure how
solid a company really is. However, being able to spot certain signs
is important in protecting yourself and your credibility with your
customers. Not to say the tips above will tell if the company will
survive or not, but they may be able to give you a better idea if
your business will last or not.

------------------------
Anita DeFrank & Kara Kelso, authors of Direct Sales Success Kit,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field. For Free Weekly tips for
your Direct Sales Business - Visit http://www.DirectSalesHelpers.com

Home Business Job Fair – Meeting the Vendors – Part 2

Recently I had the opportunity to visit a local home business job
fair. As direct sales coaches, quite a few of the questions we see
often are about holding offline events. The questions vary from both
coordinating one and being a vendor. I thought interviewing the
coordinator herself and some of the vendors would be a wonderful way
to share how to coordinate your own event and/or attend as a vendor.
If you missed the beginning of the story, visit http://direct-sales-
news.blogspot.com/2006/01/anitas-day-out-home-business-job-fair.html
for the full story.

It was certainly all my pleasure to speak with Mrs. Noll. Not that
it wasn't wonderful to speak with each of the talented women at this
event - but it was truly an honor speaking with someone who has been
in the top 10 in the US for the past six years, featured in the
company catalog time and time again, featured on the company
website, and featured at numerous company functions - this women is
truly what we can each view as a success story.

Noll from Millerstown, PA has been with Heart Warming Creations for
almost 9 years. Having done similar events in the past, she found
out about this particular even through the News-Sun paper. Pat
normally finds out about other events such as these through this
method and also via word of mouth from consultants at other events.

When asked why she chose Heart Warming Creations, Noll responded
with, "I joined this company because there were NO consultants in
our area, it was a fairly new company and no one heard of it. I
thought that would be good. New merchandise to offer and I like
these kinds of items. It was down my alley."

Currently with only 2 active downline members who live too far away
for monthly meetings, Pat still makes sure she keeps in contact with
them. Depending on the week and what all needs to be done, Noll
works on her business full time at approximately 30 hours a week.

"Doing the parties and meeting new people, making new friends and
sharing Heart Warming Creations with them [is her favorite aspect of
this business]" Says Noll.

When asked if she could only bring one thing to this event, what
would it be, Pat promptly responded with her catalogs. "I would have
to say Catalogs, so people can see our merchandise and what we have
to offer. I would also bring some samples of our items."

Noll shares her tip for events such as these...
I would say be yourself and be honest with the people you come in
contact with ... and most of all have FUN in what you are doing.

-----------------
Anita DeFrank & Kara Kelso, authors of Direct Sales Success,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field. Visit
http://www.DirectSalesHelpers.com for free weekly tips.  For more
information on Heart Warming Creations visit
http://www.PatsCountryCrafts.com

Home Business Job Fair - Meeting the Vendors - Part 1

Recently I had the opportunity to visit a local home business job
fair. As direct sales coaches, quite a few of the questions we see
often are about holding offline events. The questions vary from both
coordinating one and being a vendor. I thought interviewing the
coordinator herself and some of the vendors would be a wonderful way
to share how to coordinate your own event and/or attend as a vendor.
If you missed the beginning of the story, visit http://direct-sales-
news.blogspot.com/2006/01/anitas-day-out-home-business-job-fair.html
for the full story.

Finding out about this particular even was easy for Laurie Fischer
since the coordinator emailed her. She now keeps a running list of
all the vendors she comes in contact with so she can keep in contact
and find out about upcoming events such as these. Knowing that
networking is a very important tool to her direct sales business,
Fischer knew that attending a home business job fair would be a good
choice.

In May of 2004 Laurie was asked by her sponsor about becoming an
H&GP Designer and since she already loved the products she decided
to give it a try. Now,  with over 18 members in her downline, the
title of Diamond Designer and titled 2005 National Star, Fischer
keeps her team motivated with meetings, workshops and phone calls.
Laurie also sends cards to her members once a month just to say they
are wonderful. She does this whether they're working or not ... just
to keep up the encouragement. Her team does challenges, and are in
the beginning stages of doing a mentoring program with individual
team members.

When I asked Laurie what her favorite aspect of her business was,
she replied with, "The people that I meet and the relationships that
I have built." If Fischer was only allowed to bring one type of
promotional item to the event, she would bring her hostess packets
because all the products and opportunity information is in there.

Laurie shares some wise words of wisdom...
"I say when you do an event like this ... you can't sit behind your
table ... you need to be out there talking to the people. If there
is no one around or there is down time, go out and about and talk
with the other vendors, or depending where you are, go around the
hotel or facility and hand out your information. Just keep talking
to the people."

-----------------
Anita DeFrank & Kara Kelso, authors of The Direct Sales Success Kit,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field. Visit
http://www.DirectSalesHelpers.com for free weekly tips.  For more
info on Home & Garden Party visit
http://www.decorateyourhomewithlaurie.com

Home Business Job Fair – Meeting the Coordinator

Recently I had the opportunity to visit a local home business job
fair.  As direct sales coaches quite a few of the questions we see
often are about holding offline events.  The questions vary from both
coordinating one and being a vendor.  I thought interviewing the
coordinator herself and some of the vendors would be a wonderful way
to share how to coordinate your own event and/or attend as a vendor.
If you missed the beginning of the story visit http://direct-sales-
news.blogspot.com/2006/01/anitas-day-out-home-business-job-fair.html
for the full story.

Here's the scoop on Gwen…

Having participated in quite a few events in the past Gwen Cleck of
Country Bunny Bath & Body, knew what not to do and simply did the
opposite in the organization of this fair. Setting the price seemed
to be a little difficult. She wanted to make sure that the fee wasn't
too high as to attract consultants but also be able to cover the
costs involved with the event itself.

Cleck chose local newspapers, radio stations, online advertising and
posted flyers in the area to bring attention to her event. Choosing
the location for her event seemed to be one of the easiest decisions
to make. Living in the area, she chose a venue that was well-known,
inexpensive and easily accessible. The location was a fairly-sized
room of the Clarion Inn, Lewistown, Pennsylvania. This location was
super-easy to find and to access, having an on and off ramp to a
major highway less than 1/2 mile away.

Already having a network of vendors that she often works with helped
in finding the vendors for this event. "I also advertised on
CraftLister.com and searched company websites looking for local
representatives." says Cleck.

Cleck says, "I don't think I'd change too much about how I organized
this. I think the way I advertised seemed to work well and that's
probably how I'll do it again in the future. I'm not sure that I
would do a job fair exclusively. I think a sales event would work out
better toward the Christmas season."

With the interest of many vendors at this event the plans of a "stop
and shop" in early November are currently underway.

Cleck has been a representative of Country Bunny Bath & Body since
March of 2002, falling in love with the products first and then
falling in love with the company once she joined.

Gwen has at least 23 members in her downline that she keeps motivated
via holding monthly organizational meetings, monthly training calls,
monthly challenges and motivational emails. Her favorite aspect of
her business is holding spa retreats and spends 8 - 10 hours a week
with her business, depending on whether or not she's holding retreats
or attending events.

When asked if there was only one thing she could bring to this
event ... Cleck responded with "If there was only one thing, it'd
definitely be my products to sample." She also shares the best tip
she's ever gotten for direct sales ... "Talk, talk, talk to everyone
and share your opportunity."

-----------------
Anita DeFrank & Kara Kelso, authors of The Direct Sales Success Kit,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field. Visit
http://www.DirectSalesHelpers.com for free weekly tips.  For more
info about Country Bunny Bath & Body http://www.BunnyStop.net

Marketing Online Businesses to Offline People

Recently I had the opportunity to visit a local home business job
fair coordinated by Gwen Cleck of Country Bunny Bath & Body. As
direct sales coaches quite a few of the questions we see often are
about holding offline events. The questions vary from both
coordinating one and being a vendor. I thought interviewing the
coordinator herself and some of the vendors would be a wonderful way
to share how to coordinate your own event and/or attend as a vendor.

Attending this event and interviewing everyone gave me to opportunity
to meet so many wonderful and talented women who were more than
willing to share their business experience with me. Here's the scoop…

One important lesson I picked up at this event is to be very careful
when you're marketing your online business to "offline people". First
and foremost, those ads you're sending out … they aren't working!
Wait a minute, let me back up and explain here. Let's look at this
for example:

"How would you like to earn $500 a night? What if I told you that you
could do it in your own home? No selling! The products sell
themselves..."

Okay, I could go on here but I'm sure you get the point. These ads
don't work! Do you know what that ad says? SCAM! Sure, I wouldn't
doubt for a minute that you earn $500 in one night at a home party.
And I'm sure your products sell themselves. I'm not saying that it's
not true … I'm saying the ad doesn't work. If you're marketing to
folks offline with these types of ads, they have scam written all
over them and you're not getting your message across.

If you're pushing the "online sales" and "online recruiting" to
the "offline network" be careful of how you approach your market. Let
me explain how I set this whole project up in the first place. I
searched online at www.CraftLister.com, found out about this HBJF and
contacted the coordinator. I told her who I was what my intentions
were. Now keep in mind, people hold their email addresses near and
dear to their heart. With all the spam that's roaming around the
internet you have to be super-careful about how you approach some via
email. So, I asked Gwen if she could personally pass on my email to
her vendors explaining what I was interested in doing and then had
each of them email me personally if they were interested in
participating. This way Gwen wasn't just handing out email addresses
without their permission. The response was fantastic.

So, much to my surprise, when I arrived at the HBJF there were quite
a few more people there than those who replied to me. My initial
thoughts were that these ladies just weren't interested in what I was
doing which of course was absolutely fine by me. I worked the room
with my list of those who were interested and started speaking with
each one. I of course didn't want to be rude so I did at least try to
stop and visit each vendor. Eventually I'm sure I started to be
the "talk of the show" because here I was this woman walking around
with a notebook, attachι case and to top it off I was taking pictures
also. So unsurprisingly the questions started coming to me first. Can
you believe even though my email was forwarded to them from the
coordinator of the event they were attending that there were still
some that had simply deleted the email. There were even a few who had
replied which I believe strictly out of curiosity that still weren't
exactly sure what I was doing. These women weren't accustomed someone
online actually doing something like this. Not to mention I had to
get it across that I was a "real person" behind a website. Of course
once I explained who I was and what I did … my list of participating
vendors grew.

Oh, and I almost forgot, guess what one of my most asked questions
were? "How much does this cost?" I really hadn't thought about that.
Well, let me explain, I had absolutely no intentions what-so-ever to
charge these ladies to place their info in our newsletter and blog.
Folks nowadays are on "lookout". And really if you think about it …
what do we get for free anymore? This really was a valid question …
just one I hadn't expected to be asked so many times.

So, lesson learned … Is your message getting across or are your
emails getting simply deleted?

-----------------
Anita DeFrank & Kara Kelso, authors of The Direct Sales Success Kit,
specialize in coaching direct sales representatives to reach their
goal of becoming successful in their field. Visit
http://www.DirectSalesHelpers.com for free weekly tips.