Let’s be real here. 

Direct Sales is not for everybody. It is not a “Get Rich Quick” scheme. Products do not “sell themselves,” despite what your friend may have told you.

The reality is, Direct Sales is a business. YOUR business. It can be whatever you make it to be. BUT, you have to put in the work. The hours. The sweat. And yes, even the tears. There will be ups and downs, just like in any business. Sometimes you will feel like quitting. A month ago, I felt like quitting. But I knew that most businesses have a post-holiday slump and this, too, shall pass. And it did! I kept going, and this month I picked up five new customers, one new team member, and placed my largest order ever.

If you hang in there, and persevere, you will get past the hard times. Be consistent. Do the work, keep doing it, and you will succeed. Give up, and you will have nothing.

As a business owner, you and you alone are responsible for the success of your business. Here are some Do’s and Don’ts that I have learned in my two years with Avon:

DO keep meticulous records of every transaction. This is paramount! Every purchase of inventory or business supplies, every sale, every mile you drive for the business – write it down. I keep an Excel spreadsheet and have a folder that I drop receipts into as soon as I record them, but you can use a spiral notebook, a day planner, whatever works for you. I record every penny that goes in or out, every day, as soon as I get back home. It may seem like a pain at first, but get into the habit and you will be glad you did.

DON’T be lazy. Don’t wait until you are doing your taxes in April and then start asking people in Facebook groups how you are supposed to figure it all out. Those people cannot help you. You should have been keeping your records all year. If you were, all you need to do is total the columns on your spreadsheet and plug the numbers into your tax software or take them to your tax preparer.

DO advertise your business. Tell your friends and family about your new venture. Buy business cards and leave them everywhere you go – the doctor’s office, bulletin boards, restaurants. Every server gets my business card, a couple samples, and a recruiting flyer. When I go shopping, I hang bags with brochures, business card, and samples from my car. I also have a huge sign with my phone number and website in the rear window of my car. Start a Facebook business page and a VIP customer group and post on them daily – not all “salesy” stuff, but mixed with fun things, pictures of your kids or pets, things that will get likes and interactions. Post on Instagram, Pinterest, etc. List your business on Google. Get the word out there. You can use paid advertising if you choose, but you don’t have to. There are plenty of free ways to let people know about your business.

DON’T complain that “nobody wants to buy anything” until you have asked EVERYBODY. Negativity will not help you. Believe me, there are people who want to buy. You just need to find them.

DO learn your products. If it’s clothing or jewelry, wear it, so that when someone compliments you, you can say “Thank you! It’s from the company I represent! Have you seen a brochure lately?” If it’s skin care, cleaning products, etc., use them. Study your product information so you will become an expert and be able to answer questions your customers may have. My customers appreciate that I can tell them first-hand about the products because I use them, or at least have tried them. And they appreciate my honesty when I tell them I didn’t really like a certain product, and why. They view me as a knowledgeable resource and trust my opinions.

DON’T go on Facebook when your customer asks you a question about a product and ask a group of 20,000 people for the answer. My goodness. LOOK IT UP YOURSELF. Open your brochure, go to your website, and find the answer. That’s how you learn. Successful business owners are self-sufficient and resourceful.

DO treat your customers like you would want to be treated. Be kind and friendly. Smile. Offer incentives for customers who bring you referrals. Give samples or small gifts in their bags if you can afford it. Even a piece of candy is a nice touch and sets you apart. I carry a “goodie bag” which is a glittery makeup case full of small items with me when I do deliveries, and let my customers choose something from the bag. They are so excited about those little gifts, and they barely cost me anything. Online customers are mailed a hand-written thank-you note with a small gift. The personal touch goes a long way.

DON’T cop an attitude with customers or spew negativity. Goes without saying.

DO stay neutral on social media. Keep your business page and group light and breezy, with cheerful posts and pictures.

DON’T voice your opinions on politics, religion, and the like on Facebook, Twitter, or any public platform. Why? Because you will alienate at least half of your potential customers. It doesn’t matter which side you are on. If you must talk about these things, do it on your personal profile and don’t have your customers as friends. But I would advise against it altogether. Also, NEVER complain about your company or what they are doing on social media.

DO believe in yourself. Remember that building a business takes time, effort, and money. Yes, it does take money to make money. You will probably have to plow all of your earnings back into the business for the first year or so, but it will be worth it. I promise.

DON’T expect “easy money.” It isn’t easy. It isn’t quick. It’s hard work. What you get out of it will be at least equal to what you put into it. 

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