I have been a sales leader in the direct selling industry for five years now with two widely popular companies. While the products and businesses I represented were dramatically different, one aspect of the business never changed. Direct sales is a business of ups, downs, ups…and downs.
If you are unfamiliar with the direct sales industry (specifically party plan businesses) let me share one of my typical weeks with you.
Monday = A new prospect called from the weekend expo. She sent in her contract to join. Woo Hoo.
Tuesday = My party hostess canceled tonight at the last minute. I paid the babysitter anyway due to the short notice the hostess gave me. Ug.
Wednesday = I called 10 potential hostesses and got 9 “no’s” and one booking for next month.
Thursday = A fun party tonight! I sold $400 and earned $100 plus two future bookings…yippee!
Friday = Called to set up booking from last night’s party. Both decided that they didn’t want to hostess after-all. Ug.
Saturday = Attended an all day vendor event where I paid $150 for the booth. An unexpected snowstorm hits. No one shows up. Ug.
Sunday = My day off. Both kids wake up with the flu…go figure.
I have yet to meet a successful direct seller that didn’t have really thick skin. When I joined my first direct sales company several years ago a business-related argument with my husband kept me from throwing in the towel. After a few fairly common “downs” (a cancellation, a crummy party and a few too many “no’s”) I stuck it out long enough to prove to him that I could make the business work. Even though I stayed for less than honorable reasons, I am thankful I did because I recognized that as long as I kept plugging away and setting goals the “woo-hoos” would eventually outweigh the “ugs”.
Once I figured out the key to direct sales success, I always challenged new consultants to hold four parties within a month of getting their business kit. At the end of the four shows, I encouraged them to jot down the ups and downs including the cancellations, the bookings, the sales, the snowstorms and the expenses.
Those consultants that completed that challenge were always the most successful because they learned early on that if they could conquer the disappointment of a few downs, the ups would help them maintain the momentum they needed to take their businesses to the next level.
I would love to hear your personal experiences with the ups and downs of party plan businesses. Share them with me in the comments section.
In the meantime, check out these related articles:
Direct Sales – Funny Excuses for Cancelling a Party
Finding Hostesses
Attitude Check!