How to succeed as a distributor in Direct Marketing

Distributor responsibilities Be sold yourself You are an ambassador for the company Know your product How can you sell unless you understand what you promote?

Your Message to the Market Never mind how the product is sold Does the company have quality stuff at a fair price ? What value do YOU add? Why should anyone do business with YOU ? There are 00s of others with the same

Get a Marketing education This is a marketing and sales opportunity Ask yourself - what do you know about marketing and sales? #1 Realise new customers for any business: Are Hard to find Are expensive to find Study business building strategies. Be sure to have one..

Competitors Who are your competitors? What value do they bring to the table? Products? Prices? Quality??

Prospecting - Key Message If you have not figured out a way of generating new leads, you have no future in direct marketing You have no shopfront, and usually are not allowed to create unique advertising copy. How are you going to find new people?

Attraction Marketing In 2011 the customer likely makes the first move (probably the internet). Position your advertising and everything else you do regarding the business both on and offline, to get the response: “Yes, I’d like to know more about that” Only exception Asking questions and uncovering problems which your product might solve

Attraction Marketing: Basics Learn copywriting What are sales funnels? Give value and information – freely. Build trust Create your list of prospects.. Build relations and.. permission to market and follow up Upsell; from small to larger commitments Understand Personal Leadership basics Work on a pleasing telephone manner /voice Direct marketing is a special case, find out why

Direct Response Avoid “random acts of marketing” Targeted messages not general branding Language talks to “one” not the crowd Messages geared for immediate (“calls to”) action Multiple response choices Measure response – queries, calls, leads Adjust the campaign to improve as necessary “Work with those that show interest” With the internet its easier than ever

Online – Internet marketing Generate a list by marketing a related information service Use the internet and all usual marketing ideas to build a list of prospects likely to be interested in you direct sales product Upsell your direct marketing product

Offline - Local Area Marketing You are the message and medium offline : Personal / interpersonal skills more important than ever Stimulate curiosity with questions Give information only when requested Try to maintain curiosity

The art of asking good Questions The right Questions can : Get attention Motivate Inspire Lead Create curiosity

The Phone call Relationship first Or at least a valid referral / reason to call Try to Identify your prospect’s personality and so how best to communicate Work on rapport skills in the first 90 seconds Never Never Never Chase What do you say? Use scripts - practice till natural

Presentations What your prospect wants from you : Workable Solutions to problems To figure out if they like and trust you

Presentations Do some reading - eg “The Closers” (Ben Gay) Practice Whatever else you do: Validate the interest of your prospect - at each stage (fit / no fit ) before moving on

Follow-up Follow up is very important but get permission to do so: If you have not got “permission” to call back after the first meeting times you instantly become unwanted Permission is either by “Opt ins” ( s) or “Green Lights” in conversation Only when you have permission can you work on “objections”

New Associates Signing up a new associate means more work! It’s the start of your new obligations as trainer So unless you like wasting time, yours and theirs Don’t be in a hurry to sign up just Anyone

Sign-off Sign documents Close the sale