Wednesday, September 27, 2017

Direct Selling Business: Products or Opportunity?

Products or business opportunity? It's an ongoing debate that never seems to end with direct sellers. But for those looking to start a business in direct sales, why is this important? In a perfect world, you'd want to represent a company with products you love and a balanced business opportunity that you can actually succeed in. But there's going to be something you won't be 100% satisfied with every company. I've had this discussion many times with friends of mine in the business. I think it's really hard to be a part of any business long-term if you can't stand behind the products or services you're using.

For most direct sales consultants, it's easier to sell a few products here and there than to share the business opportunity. Let's say you're a consultant for a jewelry company. You can wear your company's jewelry. If someone likes the jewelry than that's a possible opening to talk about the product you're wearing.

As for the business opportunity, new consultants aren't always comfortable explaining all the ins and outs of the business such as retail commission, team building percentages, and so forth. That's why I believe if you love the products than you're going to be excited and more motivated to stay in the business. Perhaps long enough to learn all the ins and outs of the business opportunity. Some compensation plans aren't the easiest to understand for some people.

Think about a product that you must have on hand all the time. How about a product that has made a difference in your life? Imagine if that product is from a direct selling company you represent. You're probably more likely to tell others about it, right? But when it comes to the business opportunity not all of us are comfortable telling people about the business. Using a product as an ice breaker to start a conversation is easier than pitching to someone want to hear about a business I'm involved in? Besides, for some people hearing a business pitch makes others uncomfortable.

That doesn't mean the opportunity isn't important because you need to know what you can earn from your direct selling company, is the company is reputable, financially sound, etc. All of those things need to be considered carefully. But my view is product first because it's hard to sell something you're not using yourself. Second, if you build a customer base maybe one of your customers will pursue the business in the future. Many times a customer will become a consultant after they've been using the products.

Other factors play an important role when it comes to why people join certain companies such as the company's mission, value, and so forth. But if you ask the majority of direct sellers my guess is it's their company's products that initially drew them to become consultants.

As always, I'd love to hear what you think.

'til next time, keep on direct selling.

Janette

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