As anyone in sales who conducts business from home knows, there are unique challenges in how the daily work process unfolds, versus working in an office location in the age of virtual nomads as a workstyle. Motivation and self-discipline are the keys to success from the first contact through closing a sale, but there are other factors at play as well.
Get Motivated
When working from home, motivation is a 24/7 task and requires discipline. Being disciplined is a first step to becoming self-motivated, which is essential for success in any sales role. I live on the west coast and hold remote meetings with my east coast headquarters starting at 5 a.m. Pacific time and I’m always dressed and made up, the same as I would be at 8 a.m. Eastern time. I believe that my own discipline sets a company-wide example that translates to all our employees and consultants and that standard motivates me to maintain consistency.
It’s always important to set goals for what you want to accomplish every day, every week and even on a monthly basis. Tell co-workers or friends what your plans are – sometimes just saying your goals out loud or writing them down helps you stick to your objectives. Give yourself a pat on the back – or a special treat – when you accomplish something along the way. Most importantly, don’t take on more than you can handle, and get help if you need it.
Be Impressive
Making a good first impression is akin to a gust of wind: come in strong and self-assured. To do this, preparation is key. Making a positive impression means knowing your business facts and conveying respect – not flash, smoke and mirrors. Princess House has been helping women be successful in their own business for over half a century. We strive to support their personal and professional development as a commitment to one of the pillars of our company: “Our power is our people,” and “Our business inspires dreamers, rewards excellence, and transforms lives.”
Start with dressing for success. Make sure you wear something that fits the occasion and that your personal grooming is impeccable. Practice looking friends and family in the eye so it is comfortable to do with strangers. And, if you are bringing papers or catalogs, keep them organized in files or a briefcase so your presentation is as buttoned up as you are.
Warm Up
Savvy salespeople need to bring empathy to the process, especially when working with a member of one’s own community. Start with personal warmth and compassion – there is always time to listen and care. And, always be respectful, treating everyone the way we want to be treated.
Ask the person to whom you are speaking about their day. Inquire about their family. If you have had a previous interaction with them, mention the good memory you have of it. Give them an opportunity to share what is on their mind and if they ask you about yourself, be open without over-sharing. Remember, your goal is to segue into your presentation so always be ready to guide the conversation back to business.
Keep Smiling
In a home-based sales business, your first point of contact may often be on the phone or via text or email. Over my career in direct selling, I’ve been dedicated to always understanding how home businesses function and providing the right tools, support, incentives and inspiration necessary to succeed, which has yielded sales results. Princess House has logged a 65% sales increase since I became president in 2012 and is now ranked #74 in the Direct Selling News Global 100 – the most prestigious ranking of direct selling companies in the world. We do that by showing the world how much we enjoy our products and our work for Princess House.
Even if you aren’t meeting face-to-face, it is important that your unseen “smile” comes across as a positive attitude in your spoken and written words. Rehearsing your phone pitch and proofreading your emails are mandatory. Try this experiment: record your voice when you are smiling and again when you have a serious face. You will notice that you have a friendlier tone when you smile.
Stay Determined
Being determined at every step of selling a product or service is key to success. We succeed by giving our all — all the time, everytime. Getting a frosty reception at first should not derail a business collaboration. As Thomas Edison said, “The most certain way to succeed is to try just one more time.”
Have the realistic expectation that not every encounter will lead to a sale. Even the highest performers have sales ratios that account for rejections. Indeed, even rejections have value in building relationships. If you remain resilient, you will be able to roll right on to the next prospect and leave the negative encounter behind you.
Changes Like the Weather
In addition to determining what we wear and how we feel, weather provides a metaphor for the power of agility. Seeking new opportunities and challenges despite setbacks is essential. In our direct selling business, every day I see women the world over conquer obstacles, even lacking rights, power and freedom in their countries, to achieve great success as entrepreneurs.
Always start the day sunny side up and acknowledge your accomplishments by keeping a daily diary of the good work you’ve done. Find other entrepreneurs, and share stories of your successes.
Make a New Start Every Day
Every day presents a new opportunity to be results-driven in every aspect of selling and achieve what matters. At Princess House, each day we work to support our consultants by continuing to evolve the tools and technologies they need — from product development to training and marketing. At the corporate level we have a vision for success that includes world class operations, a state-of-the-art technology platform and a brand that celebrates and recognizes the power of people — all to ensure the company is positioned to continue to lead the industry in providing a real, cost-effective and results-oriented business opportunity for everyone.
