Ask Crissy: How Do I Take A Direct Sales Approach With My Business?

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A reader recently asked me the following question:

“I am a jewelry business start up at the moment. I live in a neighborhood where there are two bead stores. Due to this, pre-made jewelry is already being offered for sale, as well as classes on how to make jewelry.

I would like to offer the direct sales approach of “making your own” jewelry at home but I run into a few concerns. 1. I am terrified of dogs I don’t know, 2. I live at home with my family for financial reasons and 3. well… my competition 4. I don’t work “yet” and don’t have time to rent a place for that reason of #2!”

I have a lot of ideas for this reader. But before I get to the “good stuff” I do have to stress that it is important to do some market research before starting any business. It is not going to be easy to compete with these bead stores, especially if they are selling at lower prices, etc. It can be easy to start a business, invest a bunch of money and hope for the best. However, that doesn’t make much business sense. You have to look at the bottom line and there are some businesses that just won’t make money.

That being said, it is possible to do very well in a “saturated market” so to speak. Look at companies like Avon or Tupperware - there are already tons of consultants but new people are joining every day and some of them are going to be extremely successful. It’s all in how you market yourself.

Now, the reader says she wants to try the “make your own jewelry at home” approach and I think it can work out GREAT. The first step is to hold your own jewelry party. Limit the jewelry to 1 easy piece - when people get together, they want to talk and ooh and ahh over what each other are making. Simple is best. This will also help with the time factor - people like the get-together aspect of home parties but they still have other things to do with their life. Try to keep the whole thing to around an hour to an hour and a half tops.

Invite all your friends, serve some easy snacks and beverages (veggies and fruit with a couple types of dip and some iced tea mixed with lemon-aide or wine spritzers, for instance), and have some jewelry making fun. Now, I understand that you say you live at home but will your family let you have one party? If not, find a cheap space and have it there. Some restaurants will let you use their meeting room / private dining room for free. You may have to order a round of appetizers and drinks but you’ll save on the clean-up … Check around, you might be surprised at how many affordable options there really are.

You may want to charge a fee for the jewelry and if so, I suggest you collect that money BEFORE the party. If you spend a bunch of time and money putting together kits and then several people are no-shows, you’re wasting your resources. Get RSVPS and money ahead of time.

Once everyone has put together their jewelry, you can take orders for more jewelry that you will create for them OR you can put together kits that your guests can order and put together themselves.
Create some type of incentive to entice your guests to throw their own parties where they will invite their friends to their home and repeat the situation.

If you are scared of dogs, simply ask your hostesses to kennel up their pooches before you get there. Besides, if you’re having a party, who wants a puppy running around and getting in the way of the festivities anyway? It is only polite for the hostess to prepare for this ahead of time. I have a bulldog and he thinks that he should be the center of attention for all guests, and since he is big enough to knock over kids and timid people, it is not uncommon for us to kennel him up when guests come over. Your hostess should understand that this is a part of being a dog-owner.

Now, you can also expand your potential party hostess pool by talking to EVERY person within a three foot range of yourself. Get some business cards and start going up to people and asking if they would like to hold a get together.

If you find an affordable place to hold your own parties or if your family doesn’t mind you having them, schedule at least one per month and carry invitations with you everywhere and start inviting everyone you meet.

Yes, you’re going to be stepping out of your comfort zone but if you really want to do this and make money then you have to make that trade off. Eventually, it will get easier.

And don’t forget about lunch time parties at offices, activities for moms groups, church groups, birthday parties for teen & tween girls, bridal parties (f your jewelry is wedding-like, the bride and bridesmaids can all get together and create the jewelry that the bridesmaids will wear at the wedding)…. You can even put together some really easy kits and approach day cares about holding the “party” as a craft class - the kids can make something special for mom or grandma! The possibilities are endless.

Just keep thinking of new ways to market yourself and keep expanding your business. Good Luck!

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May 5, 2008 | Filed Under Advertising, Business Ideas, Managing Your Biz, Marketing, direct sales | 2 Comments 

Don’t sell yourself short

Hi Indie Biz Chicks readers! My name is Heather and I’m a new contributor here. It’s so nice to be able to write for a site that supports the independent woman and all she stands for. I also blog at Maternal Spark, a site dedicated to creative moms. I’m a mom too so you may often get a mother’s take from my posts.

Recently I bid on a small tiny freelance writing job. I was eager to get it as it would have been a fun clip for my portfolio. The potential client was a small biz owner with basically no budget, that was apparent. It was also apparent that she had never commissioned promotional writing work before. When I put my quote in, I low balled it. I only requested about half of what I should have. Why did I do that? There were several reasons.

1) I didn’t have much past experience to pull from as I mostly write for myself and for free.

2) I just wanted to get the job and I knew she didn’t have much of a budget.

3) I didn’t take the time to research what I should be quoting for such a job.

After my low ball quote was sent in to her I didn’t get a reply for a couple days. This surprised me because she had always been quick to reply to my emails beforehand. I started to think the job was gone but felt somewhat puzzled because she raved over the writing sample I’d sent in prior to the quote. I sent a follow up email asking if she was willing to go ahead and the response came back right away. She said she wasn’t prepared to spend any money on the project now and she would contact me if the time came when she was ok to move ahead.

So I low balled my quote and still didn’t get the job. What does that tell me?

I should charge what my work is worth. Writing takes time, patience and research. All those things need to be compensated for in the final bill. Just because I might have a little one crawling around my computer desk doesn’t make my work worth any less and I should value the final product. Because if I don’t, who will? This experience also tells me to take my time in researching what a job should pay. If a client doesn’t have a budget for writing services at the going rate then, would they have a budget at half the going rate? No.

Whatever your biz, whatever your work entails; charge what it’s worth, don’t sell yourself short.

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April 19, 2008 | Filed Under Coaching, Managing Your Biz, Marketing, Writing, copywriting, direct sales | 4 Comments 

The Long History of Women & Direct Sales

As National Women’s History Month comes to a close, it’s hard not to mention the direct sales industry on a business blog!

Correct me if I’m wrong, but to my knowledge, the direct sales industry is pretty much the first industry that whole heartedly welcomed women AND allowed women to earn a wage that enabled them to support themselves and their families.

While some of the pioneering companies, such as Tupperware, are still going strong, new direct sales companies are popping up all the time. Touchstone Crystal is one such company - and allows people who enjoy making their own jewelry to earn a new form of income (to learn more about this company, click here).

In fact, you can pretty much find a direct sales company to match your interests - no matter what they are.

If you’re interested in learning more about starting a direct sales business, how to profit from one, how to market one, as well as how to market a direct sales business online, sign up for the free Direct Sales Ecourse.

You’ll receive a new lesson everyday for the next five days!
Get Your First Lesson Today!


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March 31, 2008 | Filed Under direct sales, ecourse | Leave a Comment 

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