3 Common Mistakes Direct Sellers Make (and how to avoid them)

It seems like everyone knows someone who is involved in direct sales today.  Our social media feeds are filled with friends selling makeup, candles, or clothing...promoting workout programs or supplements...offering us opportunities to join them in working from home and earning lucrative incomes. But when I began working in direct sales (first of all, I had never heard the term "direct sales" or "MLM"), it was not as common. I've been around long enough to see the market change, more than once, and I've become interested in trends in direct selling. I'm constantly trying to learn from other companies, inside and outside of direct sales, to learn new strategies that I can apply to grow my business; but, also to identify tactics that are not as successful, and that could hinder my business.  Today, I will discuss 3 mistakes that I see direct sales professionals commonly make, and give you strategies to avoid (or fix) them. To hear the 3 pitfalls, read on...



1.  Running a Hot & Cold Business-- I've been guilty of this myself in my early days in direct sales, so I can give personal testimony to how this can hinder your business, but also to how you can fix this problem. 

• First of all, what does this mean? You have some extra time on your hands, you're working to earn a bonus or incentive, or some other motivator...so, you work extra hard on your business. You post on social media multiple times a day...you text everyone in your Contacts about a brand new product...you hand out business cards to all of the Moms in your child's playgroup...you get the idea.  You're on fire about your business, and sharing it with everyone.  But what happens once you reach your goal...earn the bonus...the incentive period ends? You slow down. You stop posting to social media except for a rare occasion...you rarely mention your business to your network...you aren't actively seeking business growth.
• This type of pattern is common in direct sales.  It is harmful to your business for multiple reasons.  When you're overly motivated and excited to reach a goal, you can come across to strong to new customers and prospects. You overshare, and your message isn't heard as loudly. When you're "cold", your customers lose interest...they find other retailers from which to purchase their products, and they lose trust in your customer service. You lose credibility.
• So now that we have identified Problem #1...how do you fix this situation? Find ways to work on your business consistently...small steps, each and every day. Make a business growth plan. Set written goals for where you want to see your business in 30/60/90 days. Write out a plan to reach those goals.  Have a calendar outlining your plan for social media posting.  Make a plan for when/how you will follow up with customers.  Decide how many new customers or team members you need to add each week, and how many people you need to reach out to in order to reach your goal. Having a plan keeps you on track, and helps you see your progress as your business grows.
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2.  Losing Motivation; Giving in to Negativity--As a small business owner, it is inevitable to have bad days.  You might lose an excellent team member; you may receive a negative review from a customer; you might hear criticism directed toward your company.  Maybe an incentive period ended before you met your goal, causing you to miss out on a bonus or reward that you were looking forward to.  Maybe your sales are down. The reason isn't important, because there are too many to mention. What matters is how you stay on track.  Here are my personal strategies to stay motivated, and keep going on days when it feels easier to give up.

• Spend 10 minutes each day listening a motivational speaker, preferably first thing in the morning. Some of my favorites are Jim Rohn, Brendon Burchard, and John Maxwell. There are lots of great videos on YouTube.
• Read something to boost your business each day.  It may be a book written for direct sellers or a motivational title (Try "The Success Principles" by Jack Canfield). It may be a blog post written by a leader in your industry.
• Constantly seek training and education from leaders in your field.  For those of you in Avon, I like to listen to training videos from leaders such as Lisa Wilber, Lisa Scola. and Emily Seagren. I offer free monthly sales training for our team. Take advantage of trainings offered by your company (such as AvonU), and do your best to attend any seminars or conventions offered by your company (such as Build Like a Boss workshops and RepFest).
• Find a mentor that you can turn to for support when you're feeling down.
• Make a dream board. Look at it when you need a reminder of why you need to keep going. What are you working toward?
• Make your business meaningful.  For me, I left a career as an ICU nurse for Avon, as a way to spend more time with my family.  At first, this was difficult, as I felt that I left a job where I was making a difference in the lives of others every single day, for a job "selling makeup".  Since that time, however, I have realized how much more I have to offer my customers, team members, myself, and my family. I have another post in the works to talk about this in more detail, but I have found ways to make a difference through my job with Avon, that has brought me much joy by being able to help others. What does your business mean to you, and how can you use it for the benefit of others?

• 3.  Lastly, I see direct sales representatives "jumping companies".  I see others joining a direct sales company and being excited about their new opportunity, but quickly becoming discouraged because their sales are lower than they expected...more hours are required than they anticipated..."no one" wants to buy or join..In reality, these are obstacles that every direct seller must overcome. But, it is easy to become discouraged, and it seems easier to quit.  Rather than finding reasons to keep going (see point number 2), they find a new opportunity that appears more enticing.  Let me give you an example.
• You have started a business with Company A.  You have tried the products, and love them! You can't wait to share them with your family and friends. You are posting about your new business on social media...you're talking to your friends...you even put an advertising magnet or decal on your car! But at the end of your first week...you've only had 1 or 2 friends order products...you cannot convince anyone to join your team. You're earnings are much lower than you expected. It's been a difficult week. As you're scrolling through Facebook, feeling bad about your circumstances, you see a post by a friend. She is working with Company B and its going great! "You wouldn't believe the bonus I just received!"..."I've booked 10 parties this month!"..."I just earned a free vacation from my company!"...."I've added 5 team members to my business this week!" Her posts are so convincing! Maybe you could earn more if you joined her team, and left your own company. This is the incorrect thinking of many.
• Building a business takes time. It does not happen overnight, for any company.  Being an entrepreneur takes hard work, long hours, and financial investment. But when you invest in these ways in your early days, your business growth will start to snowball, and if you stick with it your investments will pay off. You will start to earn incentives. You will get better at networking and advertising. Your paychecks will start to grow.  Pretty soon, others will be seeing your business growth, and will want to join you!
• When you're constantly moving from company to company, you lose credibility with others...you don't allow yourself or your business the time required to see growth, and you will never achieve long term success.
• Instead, when you have these thoughts about leaving your company, try thinking through them instead.  Think about the time and work you have invested gaining customers in your current business; think about the knowledge you have gained about your current industry. Think about the reasons you chose your company in the beginning. Think about ways other companies are advertising or running their businesses, and how you can adapt or apply those techniques to grow your own business. Consider ways to have more fun in your business--sponsor a giveaway; make a donation or host a fundraiser for a charity in your community; book a vendor space at a local event; test drive your dream car or schedule a showing of your dream house, to remind you what you're working toward. Set small goals, so that you can more quickly see that you are making progress toward your larger goals.

 I hope these tips will be helpful to you in maintaining positive growth in your business. Direct Sales companies are becoming very mainstream ways for individuals to earn a living, while maintaining a flexible schedule, meet family demands, or supplement a traditional workplace income. They are allowing families to spend more time together; individuals to reduce their workload and stress level; helping people to make their dreams a reality. I love being in a position to help others find these things and more for themselves. If you are interested in beginning a career with Avon, I'd love to talk more with you! You can email me at destinywright12@yahoo.com, or you can get started right away by signing up online!

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