Quit Hating On Direct Sales

"Stop trying to sell me stuff on Facebook!"
"Direct sales is a pyramid scheme."
"MultiLevelMarketing is annoying."
"I've lost friends because they try to sell me stuff."

There is a lot of hate about direct sales companies. A. Lot. Of. Hate.

All of this negativity has really made an impact on direct sellers, and quite frankly, I'm fed up with it.

A short disclaimer to representatives, especially new reps: DO NOT TRY TO SELL TO YOUR FRIENDS AND FAMILY! Offer once, say you are doing this thing, and then never "prospect" them again. Continue to offer catalogs, or share new products through email, but do not push them. They will know where to go to get xyz, and you will prevent damaging the relationship.

Here's why everyone needs to quit hating on direct sales: 

I think you misunderstand how supply chains work.

As much as you think it is easier for you to go to the store and buy something there, the product supply chain at your local Walmart is much more damaging than buying similar products from a friend. It won't kill you to help by spending the same dollars with someone you know rather than buy from a chainstore. The profit from buying from your friend goes to helping them buy groceries, pay for heat or electricity, or clothes for their kids. You know where your money goes when you buy from a drugstore? I'll give you a hint, it's not the cashier.

Working retail is an awful experience. The hourly wages are ridiculously low, employees are frequently kept "part time" so that the company does not have to offer benefits to them at any point (like, you know, health insurance), and retail employees can lose their job any moment - especially true if a customer has a bad day and blames that employee.

Let's compare that to direct sales. Direct sales representatives have control over their businesses. The product goes directly from the manufacturing company to the consumer, directly through the sales representative. Would you buy products from a seller at a market stall? or a farmer's market? or a craft fair? It is NO DIFFERENT than someone manufacturing products themselves and then selling those craft products to you, except the products are manufactured by the company, so there is higher quality control, best packaging, and more options.

Even when you purchase products "directly" using Amazon, the original seller does not earn that much from the sale. Amazon gets a good chunk. So, yes, it's a great marketplace online. But Amazon is simply warehouses holding products, just like retail stores holding products from multiple manufacturers. And what, exactly, do you know about those manufacturers? In a supply chain, the manufacturer and the end consumer are incredibly distanced. A product goes through multiple hands and multiple locations before landing in your shopping cart. And every step of that supply chain, people take a chunk of money from the transfer of those goods. So, the more "middle men" involved, the less of a profit everyone makes. It's just not necessary. It's not even convenient.

I *hate* shopping retail stores. They often act like the customer owes them for existing. Whatever happened to the customer was always right? Because it sure doesn't feel like that anymore. On the contrary, purchasing products from a direct sales representative eliminates that costly supply chain, so the "seller", the rep, earns more profit from you purchasing that product. In addition, you have a person, an individual, that you can always connect with about your product, about your purchase. Sure, you can always take something back to Walmart, but have you ever had to stand in line to return something there? And then not have the receipt? Or maybe have to explain why you don't want that product anymore?

Direct to consumer is how mail order companies used to work. It's how many online retailers work now. And it is how individual direct sales representatives work.

You aren't really sure how much of an impact it makes on individuals.

Selling is hard work. It takes investment, skills, and a healthy dose of confidence. Successful direct selling is not easy. It is ridiculously challenging (and rewarding) hard work. Doing so does not reduce someone's credibility. Selling product is a form of income that has sustained for thousands of years. Trading product prior to that.

Direct sales requires product expertise, consumer buying knowledge, and some serious skills in managing a business. People keep referring to it as "entrepreneurship" for a reason. It takes a lot of effort and knowledge. Working from home requires risk, skill and commitment. Plus, to be successful, you have to be a strong communicator, a positive personality, and a whole slew of other personal qualities. Yet, it's viewed negatively? And direct sales reps have lower credibility? Are you freaking kidding me? Why?!

So, when you say you hate direct sales, and Facebook parties, and people asking if you would like to consider buying the products they sell, you are essentially saying to them that they are not good enough for you. Way to judge. So, in order for them to be better, they need to work retail at Walmart? Where their pay is minimal, there are no benefits, and zero chance of future growth. Instead of supporting a developing business owner, who is honestly working to improve their skills, you would rather they take a crap job that pulls them away from their family on evenings and weekends. Or perhaps because they do not necessarily have a college degree, that's not good enough for you? They need to be better people by getting a college degree? It is this detrimental, negative perspective that makes me really frustrated when people say "I hate direct sales."

So, now that I am sure I have thoroughly offended you, go buy your candles at Walmart, and your Cover Girl makeup at the local drugstore. Ask the cashier when the last time was that they had benefits through their employer. Maybe someone is using direct sales to make enough to pay for college classes? Or by a used car so they can drive to a job? Evaluating someone's why for doing direct sales is mean and rude. So, don't buy product, if you don't want to. That is your choice. But stop judging other people's choices. Please and thank you.

Direct Selling Business Skills

Communication

Networking marketing, or direct selling, is completely dependent on communication. Interpersonal communication is how we network, how we create and build crucial relationships, and how we sell. Developing strong communication skills is the very first business skill a new direct sales representative should focus on. Communication skills encompass interpersonal (in person) and written communication, including online.

Time management

How you work your business is completely up to you; that could be some time, part time, full time or over time. However much time you devote to your beauty business, you will need to develop time management skills in order to maximize your efforts in the most efficient way possible. The best time management is like an epic to do list. It is critical to have a plan and a schedule and to manage the calendar carefully.

Organization

As a direct selling representative, tight organization skills will lead to more success. Customers, the order process, products, finances, events… all of the pieces of direct selling has to be effectively organized. My Avon organization includes a combination of physical organization systems, binders, and online files.

Innovation and Problem solving

Direct sellers will encounter problems. A customer’s favorite product will be discontinued; perhaps they will react to something new, or maybe a product was broken during shipment. Being innovative and working to solve problems in the most creative way will contribute to success. Problem solving is best approached with problem processing: what is the problem, what are the possible outcomes, what are some options for solutions, putting the solution into action and then following up to ensure the problem was, in fact, solved.

Customer engagement

Direct sellers have to develop impeccable customer service skills because we are directly serving our customers. We create those connections, guide customers through product choices and then support them after the sale. Customer engagement uses a complex set of skills that combine to ensure that the customer is satisfied. These offshoot skills include verbal communication, listening skills, situational analysis, the ability to control emotions and be professional, knowledge of policies and procedures, an understanding of psychology, and always being willing to improve the relationship.

Technology literacy

Technology is one my personal expertise areas. However, I know that technology is not the easiest thing for everyone. With everything moving to an online world, it is critical that to stay current direct selling representatives have to be able to navigate social media, the cloud and other technology pieces. I use a variety of technology tools to create content for social media, to manage and organize my business, and to work towards greater success as an Avon representative. Fortunately, most of the tools I use are free, but not all are easy to use.

Soft skills

Soft skills are the most challenging business skills to acquire, but if you know how to approach the challenge of developing soft skills, they will develop and strengthen over time. Soft skills have to do with how someone handles a relationship emotionally. It is the ethics, etiquette, social skill, leadership, flexibility, empathy, individual motivation, self confidence and work ethic that you bring to your business. This is the idea of being a “people person” and also of being a “positive person”. Thankfully, soft skills don’t have to just exist or come naturally, they can be learned. I feel the best ways to develop these introspective skills is through activities like journaling, habitual daily practice and time. By the way, your soft skills are also very much brand YOU because soft skills are often tied to your personality, your attitudes and how you portray yourself to others.