Every year thousands of men and women across America sign on with direct selling firm-Tupperware, Amway, or a cosmetic company-hoping to make money enough for new draperies, a new davenport, or some new clothes. They sell a little merchandise to a few relatives and close friends. Then they are through. They quit before they give themselves a chance to learn the basics of success in sales. “I am simply not a born salesperson,” they often say.
No one is born a salesperson, any more than one is born a doctor or born a lawyer. Sales is a profession. To be successful in any profession one must learn not only the basic techniques, but also how to apply those techniques. Success in sales makes use of all the abilities one is born with, plus all those acquired through education and experience.
If you are looking for a career opportunity or “extra income” to help with the family budget, direct selling offers you dream-fulfilling possibilities. However, you must give yourself time to learn the techniques of sales. Ask yourself. “How long does a doctor to be study? A lawyer to be study?”
WHAT IS DIRECT SELLING?
Direct selling is marketing a product directly to the consumer with no middleman involved. Most reliable firms are members of the National Association of Direct Selling Companies. They bring to the public fine products that are modestly priced in order to insure mass consumption.
Most direct selling companies furnish their representatives with a starter kit and essential supplies below-cost prices. In many instances the investment is under $100.
There is an old adage which says “Give a man a fish and you feed him for a day. Teach a man to fish and you feed him for a lifetime.”
Many of them were able to change their lives for the better. They took their families on nice vacations. They purchased a piano or an organ and provided music lessons for their children. They saved money for college education. They redecorated their homes, bought needed furniture. One highly successful saleslady built a new home.
The rewards of direct selling are many
1. You can be your own boss. 2. You can set your own hours. 3. You can own your own businesses with little or no investment. 4. You can pay yourself more than any boss would ever pay you. 5. You can give yourself regular raises as your business grows.
It is only fair to tell you that there are failures, too. There are people who will not work for themselves. When working for a boss, they rise early, are well-groomed, and get to the office on time. However, when they are their own boss, they are still in a bathrobe, drinking one more cup of coffee at 11:00 A.M.
If you can be your own boss and discipline yourself to do what has to be done when it has to be done, direct selling offers a most unusual earning opportunity.
THE TEN STEPS
Here are ten steps that will assure your success:
1. BE A GOAL SETTER. What do you want to accomplish? Do you want to save for college education for your children? A new car? A new home? You can have whatever you want, but you must want it enough to do the things that have to be done to get it. Whatever your goal, write it down and set a target date for reaching it. Divide the time period into blocks of achievement that are reachable. Work consistently toward accomplishing each day, each week, each month what you set out to do. Goal-setting is a must in every area of life. Little is ever accomplished without definite goals.
2. BE A LIST MAKER. Each evening list all the things you want to get done the following day. That gives you an organized approach to each day. As each task is finished, mark it off your list. It is amazing how much gets done when one works with a ‘things-to-do” list. Also, have a notebook listing appointments, potential clients, repeat clients, and referrals, and keep it with you at all times. You will be adding to it constantly.
3. BE ENTHUSIASTIC. Enthusiasm is the high-octane “fuel” that salespeople run on. Enthusiasm generates its own energy. Energy and good health are synonymous with busy, happy people, people who are achieving.
4. RECOGNIZE THAT THE MAGIC WORD IN SALES IS “ASK.” In direct sales we don’t have to wait for business to come to us. We create our own business by asking for it. Ask for appointments, then you can do business. Ask for business, then you will close sales. Ask for referrals, then you always have a full list of potential clients. Be quietly, yet firmly aggressive.
5. EXPECT NO’S. Realize that no’s are not personal. In sales, as perhaps nowhere else, the law of averages works. Every no gets you closer to a yes. Keep track of your ratio. It will help improve your techniques. Are you getting ten no’s to one yes? Is your ratio five to one? Remember, the yes’s are your income. Also remember that “no” does not necessarily mean “no.” Often a “no” is simply a stall for more time to think. It may be a request for more information about your product or your service. What your client is actually buying is assurance. Assure here by your helpful attitude and your complete honesty, that you want what is best for her. She will most likely respect you and do business with you.
6. SCHEDULE TIME WISELY. A schedule is the roadmap by which salespeople travel. It takes the frustration out of the day. It assures that the necessary things get done and get done on time. Plan your work then work your plan.
7. BE POSITIVE IN YOUR ATTITUDE. Success in sales, as in all areas of life is 90 percent attitude and 10 percent aptitude. All of us must work at developing habits of constructive thinking. I am proud to be a salesperson. Sales make the wheels of our economy turn. Bernard Baruch, advisor to several presidents, is quoted as saying, “If every salesperson sat down and took no orders for twenty-four hours, it would bankrupt our country!” Every company that manufactures any kind of product depends upon salespeople to move that product. Without salespeople business would be paralyzed.
Remember, sales is one of the highest paid of all professions. Statistics show that good salespeople enjoy incomes far above the average.
8. HAVE AN OFFICE AREA. Most direct salespeople work from their own homes, but it is essential to have a place where you can work in a organized and efficient manner. An office plus a strict working schedule gives you dignity. Both are absolutely essential for efficient operation and accurate record keeping, so important to the success of any business.
9. BE INVOLVED. Most sales organization offer contests to stimulate production. Include winning contests as part of your business goals. Contests make your business fun as well as adding considerable dollar value to your income.
10. LEARN TO HANDLE MONEY INTELLIGENTLY. A regular nine-to-five job usually means a paycheck at the end of the second week. Direct sales “reps” handle money constantly. Direct sales is instant income and constant income. Therefore. it is absolutely necessary to become an efficient money manager.
Deposit every penny collected from clients into a checking account set up especially for its business. Since bank statements show an exact record of all monies collected, and business expenses can be verified by canceled checks, record keeping becomes simple and accurate. Everything except a few “petty cash” transactions can be directly taken from bank statements.
Money saved regularly and put at interest, soon develops a second income in addition to earned income. A long-term goal, which is realistic in direct sales, is to be able to live in retirement off the interest earned on savings.
Would financial security mean a lot to you? If so, ask yourself these questions: * Am I honest? * Do I really like people? * Am I willing to learn? * Am I willing to work? * Am I capable of being my own boss?
If your answers are yes, to find a good product for the direct sales market, one that you like, one that fills the need of a lot of people, and go to work for yourself! .You can turn dreams into reality.
How many times have you heard that phrase, pitch, advertisement, or whatever? Lots, I’m sure. It is used so much because marketers know that staying home and making money is the fondest dream of millions of people.
And why not? Did you know that the majority of fatal heart attacks happen at 9 a.m. Monday morning? It’s true. It seems a lot of people would rather die than get back to the old grind after a weekend of freedom.
So when someone offers an opportunity or plan for you to take your job and shove it, yet still make enough money to live and pay all your bills, it sounds blissfully irresistible.
Of course, bliss and reality are always two different things. Is it really possible to run a business from your own home that is more than a hobby or source of part-time income? Can you get rich working out of your own home? Can you really trade your cubical and necktie for blue jeans and the comfort of your own den?
Well, for your information, home-based businesses are one of the fastest growing kinds of enterprises in America today. As this is being written, some 40 million Americans are doing at least some form of work out of their homes, and the numbers are rising rapidly. According to the U.S. Department of Labor, as many as 70 million people were working out of their homes in the year 2005. Government studies have indicated that as much as 75% of all work done in this country could eventually be moved home.
The overwhelming majority of home workers, however, are not exactly getting rich. The average work-at-home American earns less than $15,000 per year. That may not be bad as a supplement to a spouse’s full-time income, but let’s face it, fifteen grand in and of itself is not much better than poverty.
As master marketer and author Dr. Jeffrey Lant said: “Frankly, I never saw any benefit to staying home and being poor.”
Lant, without so much as a business card, became a work-at-home millionaire, and is a perfect example of what truly can be achieved if you are serious about chucking your day job, staying home, and not settling for peanuts in exchange for your freedom. You can have it all — you can stay home and make as much — and more — money than your current job provides you.
In this report, we are going to outline and discuss five key rules on how to work at home and make big bucks, no matter where you live. After these five rules, we’ll talk about the most important aspect of any business, whether it be home-based or a giant factory — cash flow. Starting your own business out of your home is all about attitude and inspiration, but all the attitude in the world won’t help you without money!
1. It Takes Commitment
Is it any secret in America that most people detest their jobs? Study after study proves that most people simply dread going to work Monday morning, and they live for the freedom of the weekend. But even that freedom is not pure because we know that it is only temporary. It’s hard to enjoy a Sunday evening when the Monday morning alarm clock is just a few hours away.
It makes sense that people hate their jobs. Everyday, there is a lot of butt kissing that needs to be done. There are endless meetings which usually accomplish nothing. There are pointless interruptions, a lot of drifting this way and that, and lot of idiot supervisors who do nothing but waste your time and then dog you for not accomplishing your share of work. There are co-workers you hate, and who would stab you in the back in a minute if it meant a raise for them instead of you.
When you work for someone else, you live a regimented life. Your body may not want to get up at 7 a.m., but you have to be at work by 8 a.m. so you lurch out of bed with a head full of sleep.
People who choose to work at home are doing more than just escaping the yoke of their master; they have made a deep, firm, life-altering decision which says that health, happiness and prosperity depend vitally on the freedom to work for ourselves, and in doing so in the comfort of the home.
We want to really emphasize that fact that to be successful in a work-at-home situation, you have to be nothing less than a fanatic; a zealot, who is utterly committed to making work-at-home not only a successful venture, but a profound commitment for life. You must be convinced that a return to an outside office job would be the equivalent of a spiritual death sentence.
Many people hate their office jobs, but they have made an inner compromise with themselves. They have convinced themselves that their job is “not so bad,” pays the bills, and that they can stick out because they have to.
If you want to be truly successful at quitting your day job, there cannot be any room for such compromises in your soul. You have to take the attitude that to work any longer at your hateful job is akin to fouling your inner being with a spiritual cancer the will sicken and kill you.
2. Eliminating the Home-Office Mentality
To move our work home, however, does not mean we eliminate every single thing about the traditional American office. Rather, we should select what is useful and what is not.
It’s a mistake to quit your job and go home with a “home-office” mentality. By this we mean thinking small, and believing that you will automatically sacrifice a decent income in exchange for your freedom. Please! Do not think small!
To quote Jeffrey Lant again: “Too many home-based practitioners fail to understand the benefits that accrue because of the professional style they have selected. They focus on the “home” part of the business rather than the “business” portion, and as a result are doomed to small incomes.” Working at home provides many benefits. We can save a lot of time because we don’t need to commute and we have more control over our schedule. We can save a lot of costs because we don’t have the overhead requirements of larger businesses. We can cut our stress — and so have more energy — because we avoid many of the characteristic problems of life in the late 20th-Century office. We must work these advantages to our profit.
3. Your International Headquarters
The German philosopher Immanuel Kant said that if you sit at home alone at your empty kitchen table, eventually, the “whole world will come to you.”
Well, today you don’t need the great mind of a philosopher to make the entire world come into your living room. What you need is a phone jack.
We live in a unique time in history. Satellites, fiber optics, the integrated circuit and other communications miracles means that you can be just about anywhere in the developed world and establish communication with anyone.
The telephone, the fax machine, the computer, the modem — all of these are not only affordable by any middle-class citizen; they are the key to eliminating your need to drive a hectic freeway everyday to get to a place of business outside your home.
With these devices at our disposal, we should allow ourselves to think globally. Too often, home-based businesses focus on the narrowest market, the neighborhood, the county, the city or state. This is fine if you are providing a local service and are content with a certain moderate level of income. But if you want the big bucks, you should not think small. Also, you should not believe that, just because you are home-based, you cannot compete with the big guys.
The purpose of any business is to seek assess and seek out every possible market for its products and services, to ascertain whether these markets have the ability to buy these products/services, to determine whether there is sufficient profit in these markets to warrant approaching them, and, once positive assessment has been made, to launch a sustained marketing campaign that gets a significant percentage of this market to purchase the product or service in question.
Your home telecommunications machines will not only enable you to do this, but they can also help you overwhelm larger, more cumbersome traditional businesses that are your competition.
As a home-based entrepreneur, you will not have all of the disadvantages of your more traditional competitors: no office rent, equipment or expense; no employees to pay salaries and fringe benefits for; no time wasted on meetings, employee problems, paid sick leave, etc.
All the money your competitors spend on heating the office and buying furniture could better be spent on the actual marketing itself.
As a home-based business, you will be already positioned where the traditional business is currently struggling to move: toward the lowest possible overhead and the greatest possible concentration of dollars on products/service development and product/service marketing.
So, a home-based business takes full advantage of three major goals of modern business success:
(1) Vastly reduced overhead (2) Easy access to a global market (3) Full advantage of telecommunications.
To not have the basic telecommunications toys — computer, modem, fax, and telephones is impossibly stupid. Still, even in this day and age, many of people strongly resist the one element that is undoubtedly the heart and brain of any successful home business — the computer. The computer is so important in fact, we have made it a category all itself.
And remember, learning to use a modern computer is easier than learning to drive a car, so you have no excuse not to plunge forward.
4. The Computer
You should pay close attention to what computers can do for you in your plans to escape your job and make your work-at-home dreams come true.
People who want to run a home business usually have a very small staff — in fact, a staff of one — yourself! The rest of your needs are handled by independent contractors, depending on the kind of business you are in and the services you need.
To run a serious, truly global home business, a computer is as necessary as oxygen is to life on earth. Those who try to fool themselves into thinking they will ever make a serious go of their home-based business without a computer are sadly mistaken.
Computers give you two primary advantages:
(1) They enable you to store large amounts of data and to sort by data field so that you can easily get the information you need.
(2) They enable you to develop a pattern document for every situation you’ll ever be in in your business. To run a home-based business successfully, you must anticipate just what situation will emerge and prepare accordingly.
A business is based on a characteristic series of situations and a characteristic set of things that happen — or that do not happen. You must be prepared with the proper document for each situation. Once you have established all the protocols, and have experienced all the situations associated with your kind of business, the time will come when running your business is, in large part, a repetition of certain key tasks. Computers are all about handling repetition swiftly and efficiently.
But the computer is much more. Today, by connecting a computer to the phone line with a modem, your machine becomes more than a data storage system and repetitive task handler. It becomes a multi-task, multi-level communications processing center that connects you to the globe.
Such things as e-mail, on-line services, the Internet, the Web and more can’t help but revolutionize the way business is done. If you do not become a part of it today, you certainly are going to suffer for it greatly in the near future.
If there is an effective way to market products on the Internet or any other on-line venue, no one has truly discovered it yet. The only people making money on Internet marketing are the people who are selling the concept of doing it. If you have a product or a service and expect to reach millions of buyers through computer screens, you are sadly mistaken.
The Internet is definitely where a lot of innovative things are happening. It’s a great place to exchange ideas, find out what hot, what’s not, and stay on the cutting edge whatever your particular business is.
5. Your Business Hours
If you’ve been paying attention to the first four points, you’re well on your way to becoming a successful home-based business owner. Now we don’t want you to blow it by thinking you can keep banker’s hours.
The global market is a 24-hour per day market, and a 365-day per year market. Let the others sleep late on Saturdays and take Sundays off. Those times could be your day to move and corner loads of customers that the others miss.
You should get up earlier and quit work later. You should be open for business on holidays and be available 24-hours a day either personally or through your answering service.
“But wait a minute!” you might be thinking at this point! “I thought that working at home was all about freedom and an end to drudgery. This sounds like nothing but endless work!”
Well, here’s the thing. For most of you who quit your regular jobs to go to work for yourself, you’ll discover something magical. You’ll discover that when you are working for yourself, when you are building your own business, a lot of what you does not seem like work at all.
The great writer Jane Roberts said, “Inspiration is its own motivator.”
Running your own business is all about being inspired 24-hours-a-day. When you stop selling your body and soul to some company or corporation and start giving your energy to yourself, work has a way of turning into inspiration and play.
The perfect work for you is that which you don’t think of as work, yet doing it makes money and provides you with the bread and shelter of life. You’ll see what it’s like if you make a true commitment to being self employed, put all your energy into it, and stick with it for the long run.
Many of us dream of packing our jobs in. we would love to tell our bosses to take this job and shove it. Many of us are frightened of doing what we most desire. The fear of leaving that secure source of income stops most, those who get past that fear that don’t have the capital to get a business up and running.
A home business does take money of it is run as a sole proprietorship. However, starting a home based affiliate marketing business is a completely different kettle of fish. Setting up a home based affiliate marketing business is relatively easy and there are several factors that make it very attractive.
One of the most desirable factors is the privilege of being able to work from your own home. Your home is your most comfortable surrounding. Everything you want and need is right there. Is your have small children, a home business is even better. You can work and still be home with the children. You also don’t need to worry about commuting and work wardrobes. You can work when you want and schedule your jobs around your other commitments. Working from home does provide people with many wonderful advantages.
A home based affiliate marketing business builds on that even further. A home business, if it is run as a sole proprietorship will need a significant amount of start up money. Even small businesses need a fairly large amount. Most people rely on banks for the financing which puts them at further risks. When you sign on as an affiliate, the risk level drops by about 90 percent. When you sign up as an affiliate, your either selling goods or services on behalf of another company. You are paid according to how well you perform. You don’t have to worry about sales targets and making a certain amount every month. The company you work for worries about all of that. You concentrate on selling the goods and services that you want and increasing your earnings.
A home based business that is run as a sole proprietorship has to worry about competition. Unless you really hit upon a niche market you are likely going to have to attract customers away from already established businesses in your area. This can be difficult because customers tend to trust what they know is good. If you do manage to do it you will be creating some bad blood between you and other businesses. By working through a home based affiliate marketing program, you”ll be selling products that have already been on the market. You can actually check the salability of these products with the company. If the products you choose are well known and trusted then you won’t have a problem attracting customers. This takes the stress off of you.
A home based business that is run as a sole proprietorship can take years to get established. On average, nearly 70 percent of small businesses fail in the first year. Those that do make still have many hurdles to get past. It usually takes 5-7 years to realize any significant profit in a sole proprietorship. During this time the business owners have to continually promote their business just to keep it afloat. A home bases affiliate marketing business is much easier to manage. You will have to work hard to promote yourself but most of the start up work will be dome for you. You”ll have your line of products or services and ways to advertise them. You”ll also have support from a company representative. They will be on hand to answer questions and offer advice on how to increase your sales. Remember, the better you do the better they do.
Running a business as a sole proprietorship can be extremely rewarding. If your one of the lucky ones that makes it the financial rewards can be tremendous. However, the odds are stacked against you when you take this option. A home based affiliate marketing company minimizes the risk and offers you support when you need it. You will still have to work extremely hard but they rewards will be well worth it.