Preparing to Start a Direct Sales Business Part 4

PARTNERING

There are 3 groups of people with whom you’ll partner in your new endeavor: your support system, your new company, and your sponsor. Each of these 3 groups will play a key role in a successful business launch and help you develop a productive, lucrative path to follow along your journey.

THE SUPPORT SYSTEM

While this may seem a little touchy-feely to some of you, developing a strong support system is part of building a strong, vital business. We all need cheerleaders, encouragers, and cattle prodders along the way.

Begin to think about who might commit to being part of your business support system. Choose 2 or 3 people that will be honest but not negative, supportive but hold you accountable, sympathetic but not allow you to endlessly wallow in self-pity. Your support system may or may not be comprised of family. It may or may not include your best friend. This group of people should believe in your ability to build a successful business and actively partner with you along the journey.

It’s key that your support system believes in what you’re doing. Sometimes, those closest to us are the least enthusiastic about our decision to start a business. When we share a struggle, they are the first ones to jump on the “I told you this was a dumb idea” bandwagon. So, choose a network that will provide latitude, grace, and encouragement.

Utilize your support system to celebrate successes, large and small. Those victories encourage us to keep going and to set the bar a little higher. When challenges or defeats come your way, share those as well. Give your supporters permission to let you wallow in self-pity for 5 minutes then give you a kick in the pants to move forward.

Have them hold you accountable to your goals and objectives. It’s so easy to put off tomorrow what we were supposed to do yesterday! Accountability helps us develop self-discipline in our work habits and integrity with ourselves. It’s much easier to let things go when we don’t have anyone to answer to but ourselves.

A COMPANY

As a direct sales consultant, you will not be an employee of the company you choose; typically, you considered an independent consultant, free to run your business as you see fit, within the parameters of your consultant agreement. A company’s reputation, however, may impact, whether positively or negatively, public opinion. You may be the best representative in the history of the world, but a major lawsuit against your company may inevitably skew public opinion and create a difficult environment in which to build a business.

As you research companies, keep in mind that you’ll be more than just selling a particular product or service; you’ll be representing a corporate culture, mission, and vision. Align yourself with a company that adheres to your values and ethics. Select a company with high quality products, good training programs, and excellent consultant support. What’s the culture like? Does there seem to be a spirit of co-operation or contention and competition? Revisit your questions from the Due Diligence section of the book. Which questions carry the most weight in your mind? What were the answers to those questions? Are the answers in line with your expectations? Remember, you are hiring a company, not the other way around. You have the luxury of deciding what suits you best.

Select a company you’ll be proud to represent. Imagine how you’ll respond when a stranger asks what you do. Can you reply with confidence and excitement, or will you mumble your way through?

You’ll establish a reciprocal partnership with your company. They’ll do things to support and help you; in turn, you’ll build a strong business that improves their bottom line. Be picky and selective. Find a good fit. Don’t be afraid to pass up something that doesn’t seem quite right.

YOUR SPONSOR

Most of the time, you’ll join a company under a sponsor or leader. Her job is to support, train, encourage, and mentor you. This is someone you’ll work with closely. Interview her as if you were hiring her for a job. Do your personalities mesh? Are your values similar? What successes has she experienced with this and other companies? What type of mentoring program does she offer new consultants? Can she give examples of helping others achieve their goals?

An effective leader makes your direct sales path much smoother. A good sponsor will know the ins and outs of the company and help you navigate the waters. She will have a track record of success, both in her business and in building a successful team. She’ll consistently work her business and help others succeed. Your leader is a resource – use her.

A good leader puts her team’s success and interests before her own. The focus should be on developing successful team members rather than reaching the next leadership level or earning a trip. When her business is all about you and your teammates, her business will flourish. She’s rewarded for your success. Remember, you are choosing her; not the other way around.