I know what I know, I don't know what I don't know

Wednesday, September 26, 2007  by Susan Julien-Willson
Category: sales, selling, honesty, product features, retailing, customers

One of the first things about a new exec here that impressed me was when he admitted he didn't know what he didn't know ... I liked him better because just by stating that, he became more real, genuine, and human to me. He became a person with ideas, feelings, opinions. He made me curious ... wanting to know more about him and his leadership style. Pleased to answer all the questions he said he would ask because he would not pretend to know what he didn't. He'd ask us to tell him. He said a lot in his first employee meeting with us, but to me, that was the most memorable comment. That was in August. Whenever I hear his name now, I think about that. It made me wish I had more contact with him ... just so I could see him in action, check out his curious nature, learn how he asks questions without being intrusive. Someday soon, I bet I will be in the same room with him and I will get to ask him questions. I can't wait. I also can't wait to see him in action as a leader over the next few years. I want to be that kind of leader, salesperson, writer ... I want to admit what I don't know, ask questions, and share the knowledge I do have. I want to be real and genuine. Guess what? He inspired me and he doesn't even know it! That's influence. That's leadership.

But back to the subject of admitting when you don't know. Sometimes, you just have to admit you don't know. A customer might ask you a question and you don't know the answer. You may feel dumb because you don't know, but why fake a response? I've gone that route and appeared silly ... stuttering and stammering. Maybe the smartest thing to do is to reply with, "Thanks for the question .... I'll have to do some research and get back to you on it. Would you like me to call or email you with the information?" Maybe I should ask you ... how do you or would you respond to a customer's question that you didn't know the answer to at that moment? You might have a great method of handling inquiries you can't answer on the spot. Please share!

Of late, I've had a few questions posted on my blog via comments. Insightful questions. Interesting questions. Valid questions. I couldn't answer some of them. I wanted to but I didn't because I don't know what I don't know ... but I sure want to know more about some of the things I don't know! (Got that?) That's why I ask IBOs questions on my blog constantly. That's why I try to get answers on product ingredients, packaging, quantities, and pricing on products from our Brand Managers and  Buyers. That's why I plan to become an IBO so I better understand what it's like to be an IBO, rather than PRETEND I know what it's like to be out there sponsoring and selling. It's true, I don't know what it's like to be an IBO (currently) and I realize I need to know to be better at what I do. I mean, really, how can I speak about selling as an IBO if I don't go out and do it?

Remember, I don't determine the products we sell or how they're priced. There are many, many professionals here who lend their expertise to the process. I'm not one of them. My expertise is communications ... advertising and catalogs.  I promote (SELL) the products through advertising and other marketing communications - that means I need to understand the product features and benefits, the brand, the target market/audience, the value story, the competition, etc. I ask many of the same questions you do - we're in this together.

Please know that if you inquire about something via the Sales Speak blog, I will forward your questions on to appropriate people or redirect you to Customer Support for answers, but let's try to keep this blog and the comments related to selling. This blog is specifically for you to talk about selling ... the successes, the learnings, the frustrations, the ideas, and other sales-related topics. Sure, some of that involves product and pricing so that will enter the discussion. But know that I don't know everything. (Darn!)

As I said, this blog is for you to talk about selling. So, please do -- often and always. I LOVE hearing (and learning) from all of you! Many thanks for your feedback and support. It's great when I hear from colleagues at Quixtar that they're reading your comments on this blog and learning something. That's a good thing ... learning from each other. I don't know about you, but I know that much to be true.

Comments

# Gene said on September 26, 2007 12:28 PM:

Susan,

Kudos for being willing to take the step of actualy getting out there in the field as an IBO.  I beleive that you will have an eye opening expirence.  Years ago, Sally (now Carbonaro, not sure of her maiden name when she worked for the Corp.) Married an IBO in our Orginization, and as Diamonds, made some interesting comments on tapes about something similar to what you are talking about doing... She and her team would set up a white board and easal, and show the business plan to folks at the corp (she worked there) so they realized how the business actually works.  I am sure many there have a good idea on how the business model functions, from a standpoint of numbers, but it all changes in the field!  We out here in the field know that we need to sell product to create profitability, but the business model has never been about "Selling" product, at least in my view...  I know that seems a bit bass ackwards, but how much PV do you need to create through sales to go emerald, diamond, crown?  cant be done.  If you want to create large incomes in this business, you have to sponsor and create platnum businesses.  The business model is about creating small personal businesses that, when combined, create larger entitys.  My point here, is that if your plan is to become an IBO, and to only expirence the business through selling product, such as house parties, or one on one, then you are missing the point that got most people in the business.  making an extra couple of dollars by selling a product is fine, but most people see the larger numbers that begin at platnum and realize their lives could change dramaticly if they could acheive that level.

as an aside, and from expirence, this is not the easiest business to build, so it would be great to hear a comitment that you will keep us posted on your activity and results.... contacts, sales, pv for the month, etc.  I know that sounds like I am chalenging you, well, guess I AM.....

:)

too many times I have sat down with a new IBO and listened to them extoll their virtues, and why this is going to be a piece of cake for them to build, then a month or so later, the stop returning phone calls and never order again....  From expireince, we have gotten to the point where we tell the new IBO to NOT even talk to a customer w/o us there to help them... most people just dont do it correctly, or have any follow through...  It would be great to see some tips from you as you do this field test, so we can point new IBOs in this direction.  Preferably something like a module in Q.U, as we NEVER point new IBO's to these blogs, too many negative people on here, too many questions that that bloggers never answer in defence of our business.

just a few thoughts,

Gene

 

Thanks for your ideas and feedback. Thanks for the challenge. Just to set the record straight ... I definitely don't think sponsoring and selling will be a piece of cake. I am rather nervous about it. I'll share tips ... but will you guys share tips with me? I think we need to help each other. Next week is my appointment to get registered.  sjw

# Josh said on September 26, 2007 2:25 PM:

I have to chuckle a bit at your expense Susan.  Only because I remember when I was exactly where you are right now.  Being nervous about getting started, what it all could actually mean, etc.  I am not sure where you would like advice, I do remember you saying you would focus on the selling aspect more than sponsoring.  

That will be a good start, I think.  Knowing the products, inside and out, will be a huge benefit for both selling product and eventually sponsoring people.

I would suggest to you to figure a way to build a 700-1000PV personal circle (Self use and customer volume).  Do that, and once you accomplish that on a regular basis, you will be able to then show, through experience, others how to do the same!

Thanks for the advice. You can laugh at me, with me, for me ... just don't give up on me! I am sure I'll have plenty of ups and downs during this. I want to know how to manage being a Q* IBO as my part-time business--do I have to give up my social life? No more writing groups and poetry?  Working out? Hey, maybe writers would like our products. Is that how I should think? Look for opportunity to sponsor and sell everywhere? Or should I keep my social life separate from the business? (Probably not a good idea to go on a date and try to sell the guy Tolsom skin care ... Maybe I should wait for the second or third date : )!)  Yup, I am nervous. Now I am making stupid jokes. Keep the advice coming ... it's looking more and more like I need it. : )

# learn2think said on September 26, 2007 10:53 PM:

i am proud of you.  It is always easier to observe and pontificate, difficult to do.  Best of luck

Thanks for the support! sjw 

 

# Josh said on September 27, 2007 12:10 AM:

Haha, good stuff.  As far as giving up your social life; I would ask you to ask yourself a couple questions.

1) Exactly how serious are you with regards to building this business (ie. where are your goals, have you written them down)?

2) Is your social life a detriment to building your business, in proportion to exactly where your goals are?  (ie. Is your social life a positive influence or negative influence)?

Most people are busy at work and away from work.  Most likely, to make room for building your business you will have to ultimately put some things on the back burner.  This "room" could mean for time needed, or money needed to fund your business (samples, etc).

A quote I like "You can have everything you want in life, just not at the same time"

Also true friends will love you for whatever you do.  I have several friends who know what I do, and support me, occassionally buy products.  Often they ask me "How is your business going?"  Recently I got them excited with talk about free shipping.  We will see where that goes.

A good business owner is ALWAYS on the look out for opportunity.  Just don't force it down people's throats and you will be fine!!

Thanks, Josh. I appreciate the advice. Some good questions and topics for me to journal about over the weekend. sjw

# Bridgett said on September 27, 2007 10:36 AM:

Susan,

Make it fun! When you work out, or when you are in your writing and poetry groups, carry your product (like the new Simply Nutrilite Twist Tubes) with you. Be a walking billboard and people will ask, "What's that?" Not all the time, but after a while,they get curious.

And people are much more attractive to your enthusiasm than all the head knowledge you have (at first).

Ity bitty steps. Small, steady victories. That's what I'd say. :)

 

Bridgett, Great advice ... and hey, writers are curious by nature so bringing Twist Tubes with me to writing groups ought to work well. Thanks for the suggestion. Enthusiasm? I have that. Now I need as much energy as you and Josh and some of the others have. You have my admiration and respect. No doubt about that. sjw

# Gerald Lamoureux said on September 27, 2007 11:33 AM:

Hi Susan,

I am a long time IBO who will now start the Retail process, not done before, however feel its time to increase the PV and earn some levels. I will visit your site often for some tips. Also if you can officially put some tips on the Q site it would be awesome.

keep flying

Gerald

When you say offically put some tips on the Q site, do you mean sales tips in general or specific to a brand/product line? Have you seen the Ribbon Steps to Success online for the Gift & Incentive Program? Some great retailing tips, ideas, and IBO testimonials in the Steps. Also, on Step 8, you'll find downloadable PDFs that are useful as sales tools.

Have you visited Quixtar University? You can learn more about it online and read about it in your Sept WYW Magazine issue.

I will keep posting sales tips, progress reports on my selling and sponsoring as an IBO, and without a doubt, I will be publishing comments from other IBOs who are selling. I look to the IBOs who are out there selling to offer us the most valuable ideas, suggestions, observations. SO, please keep commenting ... asking questions ... sharing stories ... providing feedback about sales tools and training we offer you.  Thanks, sjw

# Gene said on September 27, 2007 1:11 PM:

Susan,

I re-read my comment, and have to say, it did sound a bit snarky there... and you took it WELL...  guess I need to read a few more books!

Here are a couple of things I have found;  Friends and family are great customers, but the key is samples, samples, samples.  very few of them will become IBO's, so stick to the ones you are really respectfull of, and that are outgoing.  

People who are at your ambiton level and above make great prospects.  I cringe when I sit down with a new IBO and they want to talk to people 10 years younger than themselvs, and no one else. nothing wrong with people younger, but if that is all you are focusing on, then there is an issue.

I try to not prospect someone the first time I meet them.  It sounds like you have an active life, so that will be wonderfull for building your business.  As you get to know someone, you can determine if you would like to work with them, then prospect them if you see there is a need.  

You should not have to give up anything to build your business, you just might find yourself doing things you did before with new people.  We love to have dinners, movie or game nights with people in our orginization, and making friends is the ultimate level you can reach in this business.

now- you have to determine if you are going to build a depth or width model business... anyone else there at the corp that wants to do a trial run???  one of you can do each.  Here are my thoughts on each, lets assume you make a 50pv customer base for each-  in width you are getting a differental from each IBO you sponsor, so you are making money sooner from your business, as well as off of your customer volume.  most people do not come in to the business ready to build by themselves, so you will have to really take them under your wing, and help them, but if they do not get results, most people are gone within 90 days.  

In building depth, you are only getting the differential payment sporaticly, as the brackets fall, but the newest person is getting to see how to build the business first hand, and having someone under them right away.  the benifit to depth, is the % brackets grow quicker, so you make money off of your customer volume faster.  if it takes you 2 to 3 months to hit 12-15%, then you are going to get that % on yours and your customers BV.  too many people who build width only NEVER hit, or it takes them YEARS to hit 12-15%.I guess that is why they used to call 12% the "belivers" pin.  So, both models have benifits, and you can combine them- you meet, STP, and sponsor someone, help them get customers, talk to some people and register some, for them, then repeat that down in depth, meanwhile you continue meeting people and sponsoring them in width, and doing the same process... however it is hard to focus on too many groups at once,  so maybe you will have to give up something.  If you become really good at that, you will have an awsome business!

keep us posted!

Gene

Thanks, Gene. I try not to take comments to the blog personally, but I sometimes have to remind myself to be objective. I am learning so much from all of you and so pumped about becoming an IBO, I've chosen to be accepting, non-judgmental, and thankful for the feedback and the opportunity. This blog and the comments I receive from IBOs like you make me feel fortunate to work for this corporation and pleased to have the opportunity to become an IBO. I think I understand building the business by width or depth ... but to be successful, it seems you need to do both. Do you agree?  sjw

# Canadian IBO 2 said on September 27, 2007 6:06 PM:

I agree with Gene.  My wife and I did not get into this business to make a "extra money".  We saw this as an opportunity to replace income and have options (ex, job-optional).  We are not excited about selling products.  Our experience (and our upline's) is that customers do not buy on a consistent basis.  So the 50 PV requirement is an enormous obstacle to overcome.  what was wrong with 50 PV OR $100.  Now customers have to buy $150 to generate that 50 PV.  The buzz on the street is that Quixtar/Amway will the new Avon type of business.  that's not the type of business that I saw when I first joined this business.

# Josh said on September 28, 2007 12:12 AM:

Canadian IBO 2,

I am sorry dude, but 50PV is an absolute joke!  I cover 50 PV in just friend and family every month.  On top of that I have many other customers that order.

Now you are absolutely correct when you say customers do not buy on a consistent basis.  However, they DO buy.  So the goal is to have a large customer base that is educated on how to order for themselves.  When you have 20-30 customers, that customer base will order on regular basis.  

Also remember customer do not have to do 50PV.  The requirement for free shipping is $75 dollars. That is what,? 5 cases of XS?

What do you mean Avon type of business?  Door to door sales?  I am sorry, but in this day and age that is such a myth.  Word of mouth referrals will always reign supreme.  Just because Quixtar is pushing more retail business, doesn't mean you have to go out and buy a cheap green plaid polyester suit and go door to door.

Remember their goal is ultimately improve the image of Quixtar and Amway.  Making the new guy (which there is a lot) as profitable as possible in the early stages of business will help this image.

By no means stop the level of sponsoring, just add some customers!

Thanks, Josh. Your last line is what the corporation is recommending IBOs do. Sponsor, sell, and experience/use the products available through your business. sjw

# rdknyvr said on September 28, 2007 2:16 PM:

Canadian IBO 2, "buzz on the street" -- is that from other IBOs or is it from people "out there" on the real street? My sense is that the average, common potential prospect out on the street neither knows nor cares. As to not wanting to do retail, I don't see how one can grow a real business that will make one "job-optional" without having a serious First Circle. Just this morning I met with a couple of people at a business conference (competitors in the 'real world') who have been buying a little bit of XS from me, and now want to start buying it by the multiple cases... to get their free shipping via their customer entry points on my Personal Retail site. Every single approach I make takes a bit of effort as I am a little on the "introvert" side, which makes me better at "industrial" type sales, but not as good at "retail" sales. So I just accept that as part of my personal learning curve, and getting out of my comfort zone in order to achieve a goal.

In the end, "forcing" more balance in retail is going to result in serious growth for the Quixtar/Amway business. When beginners are taught from day one that making retail sales is essential -- is it 3 certified retail customers now before you can start sponsoring? -- they will be profitable earlier, even if only a few dollars, and their "belief" will kick in much sooner.

So I see it a bit differently than you... and Susan will be able to report back first hand after she has set up her first three retail customers and "graduates" to being able to sponsor someone!!!

Go Susan!!! :)

 

# rdknyvr said on September 28, 2007 2:19 PM:

CDN IBO2, one other point. I too do not want to stock items and go around "selling" and I don't think thats the purpose of a strong First Circle for retail sales. My goal is to get new customers to where they can start ordering for themselves and using Ditto, so I'm not spending my time driving and delivering... does that make sense, or did I misunderstand your point?

With appreciation,

# Bridgett said on September 29, 2007 1:44 PM:

Susan said, "Now I need as much energy as you and Josh and some of the others have."

.

Rhodiola. You need Rhodiola--in the blister pack so you can present it in public. :)

# Bridgett said on September 29, 2007 1:49 PM:

I agree that I did not start my business to just make a few hundred bucks. I guess you'd say I "saw the big picture" the very first time I saw The Plan. That might seem like it would have been a blessing.

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But looking back, it wasn’t. Why? Because most people do NOT “see it” right off the bat or at all. And so, as a result, I passed up A LOT of volume because I did not have a clue how to address all those people.

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Hearing people’s concerns about retailing, I understand. I’ve been there. I don’t think retailing is hard. I just think that it goes against everything a lot of us have been taught by our LOAs, and so it is foreign to us and *seems* impossible or not worth it (the belief that customers are inconsistent in their purchases, so why even bother).

.

I don’t know about all of you, but I was taught (until recently) to always show the Plan, even if the person just wanted to buy something. I was taught to “lead with the business opportunity” rather than to “lead with a product”. I was taught that the purpose, if you did lead with a product, was to “get the Plan in front of them”.

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There are tons of people who really do want to buy our products. But if YOU, as an IBO, only buy the products because there is a business opportunity attached to it, then yes, retailing will be very hard for you.

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Ever sense I switched my thought process, regarding retailing and the importance of it, people wanting my stuff are coming out of the woodwork. I must admit that I have been horrible at following up—haven’t had much practice in the past! :)

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Looking to get a little more organized.

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The IBOs that “see it big” are the bricks in your business. But you need the mortar (the customers and the IBOs who want to retail but not sponsor) to keep it all together.

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I thought it would be fitting to hear from the master himself, Rich DeVos. Here are two videos:

. http://www.youtube.com/watch?v=38RTk10l90E

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Pay particular attention to what he says from four minutes to seven minutes. Those three minutes are earth shattering if you haven’t been taught retailing.

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And this other video will help people sell. The Art of Selling:

. http://www.youtube.com/watch?v=WCYWAKJ256w

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Rich says, at 1:04, “Our only problem in our business today is getting people to present the product.”

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He’s right. Don’t know about all of you, but the only “product” I’ve been presenting for way too long has been the business opportunity. It’s time to present some of our other products.

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Canadians, you have 33 million people and you can’t sell $150 of product a month?

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We have 300 million people in the United States and I can’t sell $150 a product a month?

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Hardly an “enormous obstacle”.  Just so you all know, I’m saying this for me to hear! It’s shocking how often I need to remind myself to keep things in perspective.

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Keep it real. Let’s grow! :)

 

Bridgett, Thanks for your encouraging, realistic, and HONEST post. Also appreciate the links to Rich's speeches. (He is so awesome--after listening to him, I feel so powerful and positive and just plain, happy to be alive--you too?) I hope it motivates other IBOs to share their experiences and comments here ... and try retailing if they have not been doing so. Positive self-talk is so important in selling ... and in life. Think that would be a good blog topic? Please keep commenting. You and the others keep me going! sjw

# Nick Kobelja said on September 30, 2007 10:02 AM:

Josh,

you said "I would suggest to you to figure a way to build a 700-1000PV personal circle".  That seems a little high unless you are thinking 7-10 customers at 100PV each.  Of course, you might be thinking 14-20 customers at 50PV each or some other variation on that theme.  Out of curiosity, how have you been doing that?  Are they repeat customers?  Are you finding new customers every month?  The intent of the question is to get a vague notion of how this is done.  Do others agree that this is a good "start sponsoring" benchmark?  Thanks.

# Canadian IBO 2 said on October 1, 2007 8:52 AM:

The Avon remark is a quote from a Diamond.  

# rdknyvr said on October 1, 2007 11:26 AM:

Canadian IBO 2, I would seriously question the thought process of that Diamond. If you've been keeping up with changes at Avon, they have been migrating elements of their model to be more like Quixtar's. There was a major article on their ongoing transformation (yes, others in direct sales are going through a transformation too!!!) in Direct Selling, which you can read online. What Quixtar is doing is making this more flexible, more interesting, more profitable, and more stable. I hope you're able to step back a bit and take a second look, and don't rely totally on what others say... draw your own conclusions, and then choose accordingly. :) And give some of these new ideas a trial run before reaching conclusions. :)

With appreciation,

# Canadian IBO 2 said on October 1, 2007 12:16 PM:

rdknyvr,

I really appreciate your insights.  At this present time, I am stepping back.  Without the necessary information, it has been difficult to make an informed decision during this turbulent time.  And yes, I do seriously question the thought process of that Diamond.  The catch-22 is who do I rely on for valid information that will be in my best interest?  Both sides are firing away and we're caught in the middle.

# rdknyvr said on October 1, 2007 11:08 PM:

Canadian IBO 2, good strategy... sift through all the data flying by and question/analyze underlying motives -- on both sides -- and set that up against what you really want, the reason and vision/dream you originally registered for, ie. the personal life result that you hoped this business would enable for your family.

I haven't said this anywhere except to my own upline, but over the past couple years I've done a lot of digging and analysing on Alticor products, pricing, processes, status, and competitors... pretty much all the stuff that was brought out by the Team leaders in their various postings, letters, and depositions was already available to someone who was of an analytical, pattern seeking frame of mind who was paying attention. I didn't know exactly everything, for example, what the exact percentage of sales to retail customers was, but you could pretty well figure out that it wasn't healthy and that the core business model was in need of a make-over. There's some data I've come across or deduced that the Team people didn't figure out -- I'm not smarter than them, not saying that, but analytical, health of company stuff. And what I concluded well before the split and suite was that Alticor was moving decisively to fix the issues, not perfectly in every way, not always as fast as they might have, but with honesty and best of motives. Yes they screwed up in how they dealt with announcing the pending rebranding to Amway, and they could have done a few other things better including how they managed the Alticor blog. But as human beings I give them a little room to be human and to make some mistakes, just like me. I don't see anything venal in how they operate, but neither do I expect perfection. Sometimes they frustrate me to death, but in the end they are still the best thing going by a long shot. And they (we) will be competing with the Walmarts and Targets of this world but not necessarily just by price discounting... watch for what's coming from Steve Lieberman... I think you'll be blown away.

That's my take, but you need to do your own assessment and decide what's best for you and your family. And do come and talk with some of us here, whether it's on this blog or over at IBOFightBack's blog... you'll get honest, non-judgemental feedback at both places. http://www.thetruthaboutamway.com/

# Canadian IBO 2 said on October 2, 2007 8:30 AM:

Thanks, rdknyvr

# Josh said on October 3, 2007 1:40 AM:

Nick,

Sorry for the delay in my reply.  Hopefully you will get it.  

I was specifically talking about getting 15-20 customers or more.

One problem people talk about with customers is that their buying habits are not really habits.  They are not consistent buying products every month.  So the thought process is get a good customer base (ideally 20-30), so customer volume is consistent even if the customers individually are not.

Currently I have 15 total customers.  They are doing roughly 250PV every month.  My wife and I personally do 350PV on average every month (lots of diapers!!).  We are working at getting at least 5 more customers to increase our personal circle to 700-800 PV.

The success has been targeted customers.  Really going on an education binge of a certain product or product line.  My focus is on supplements and gift albums (might I suggest the real estate agents for this area!!).  My wife also does nutrition, as well as skin care and home goods (ie SA8).  Put your focus on a product line and target your customers!  It works.

Also, don't forget to look for potential IBOs too.

Hope that helps.

# Canadian IBO 2 said on October 4, 2007 1:50 PM:

What would be the top 5 books on selling/sales/retailing that would teach me how to retail/sell?  

Hi Canadian IBO 2! I am opening your question up to all who read this blog. It's an EXCELLENT question and I'd love to know what IBOs recommend so I can read ' em, too. Did you want me to share my thoughts, too? sjw

# Nick Kobelja said on October 5, 2007 8:08 AM:

Canadian IBO 2,  I'm VERY partial to SPIN selling by Huthwaite.  I believe CJ mentions he likes it, too.  But let's not take my word for it.  I only had a 40% retail sales month last month (which might be good if I were at 10,000PV but I'm just at 200).

Good question.  I'm looking forward to the answers, too.

# Nick Kobelja said on October 5, 2007 10:16 AM:

Oops.  SPIN selling was written by Neil Rackham (who started the Huthwaite group).  What I like about it is that he undertook the largest scientific research into selling ever taken (at the time, anyway).  He states in his book, though, that SPIN is for large, complex sales.  I would imagine he would consider most of retailing to be in the "simple" category.  That being said, he states that he has evidence that even though SPIN might be overkill for the simple sale, it is still effective.

My take on it is that it is a must-read just for the "finding the need" aspect.  I used to think in terms of us (salesmen) vs. them (buyers).  I would think in terms of what I need to SAY to convince customers to buy.  Way wrong.

Just like in "Reading Rainbow", don't take my word for it.  Grab a copy off our partner store Barnes & Noble (and get the accompanying Fieldbook while your at it).

# Nick Kobelja said on October 6, 2007 11:49 AM:

Josh, thanks for the reply.  It's interesting that you have 15 customers generating 250PV.  That would be about 16-17 PV per customer.  But then I'm not taking into account that not all customers are ordering in a month.  If you don't mind my asking, what has been your average number of customer per month?

Nothing like a little calculation to get an idea of what an "average" retail month is.  Just trying to get more information so that I don't suffer from premature calculation.

Thanks.

# Canadian IBO 2 said on October 6, 2007 2:24 PM:

I'm all ears (eyes), Susan!

# Bridgett said on October 8, 2007 11:24 AM:

Hi Nick,

I know you are asking Josh specifically about an "average" retail month, but I'm going to jump in if you don't mind.

There isn't an average because 1)This retail thing is new ground for a lot of people, so I don't know if there is enough data to get a good idea of "average"; and MORE IMPORTANTLY 2) What others do, doesn't really determine what you could/will do.

.

I think there are too many variables---

*what’s the IBO’s goal (how much $$ do they want to make retailing),

*what’s their reason for retailing (to make some additional cash, to pay for the LOS support, to be an example to others in their group (current and future),

*how much time/energy is the IBO willing to invest,

*which products/product lines to focus on,

*which audiences to target,

*how to fulfill the orders (in hand, electronically, IBO places order for customer, customer places the order, Ditto),

*what kind of follow-up is there (if any)—sticking with that one product the customer initially buys or expanding in to other products/product lines.

to name a few…

# rdknyvr said on October 10, 2007 10:41 PM:

Canadian IBO 2, a couple of my favorites have been:

Secrets of Closing the Sale, and See You At the Top, both by Zig Ziglar. He totally ignores the analytical in you (or at first seems to) and in a fairly folksy way tells you about all his mistakes and how he learned from them. His style can be a bit over the top for some, but he's just plain honest and transparent which I really liked. I'm partially analytical and slightly introverted, and reading these when I switched into sales several years ago really turned on the lights for me. However, there's no substitute for just getting out there and facing your fears -- we all have them -- and doing it. You'll never learn to "sell" from a book :)

The books are about 25 years old, but still fresh in terms of what they deliver. Some things about human nature never change. :)

# rdknyvr said on October 11, 2007 1:29 AM:

Nick, Canadian IBO 2, have you looked at this link lately? Was checking out the new stories, lots of different perspectives on "selling". http://www.thisbiznow.com/quixtar/ibo_success.html

 

rdknyvr, Thanks for sending this link. It is interesting to read the testimonials found here. Hope all the readers check it out! sjw

# Canadian IBO 2 said on October 11, 2007 4:47 PM:

rdknyvr,

Thanks.  I'll get those two books and I'll check out the link.  I saw Zig Ziglar in person at an all-day seminar.  Speaker after speaker.  What a fantastic day!  Every speaker was phenomenal.  And Of course, Ziggy was the star of the day.  

# Canadian IBO 2 said on October 11, 2007 8:28 PM:

Susan,

Please share your thoughts on your top 5 books.

I am honored that you asked my opinion. And, yes, I do have one! I will do a blog on this early next week. I have to think about it. Many of the books I prefer lean towards the marketing side of things ... is that acceptable? sjw

# Canadian IBO 2 said on October 12, 2007 3:52 PM:

That would be fantastic, Susan.  I am looking forward to it.

# Canadian IBO 2 said on October 13, 2007 11:05 AM:

Nick,

I'm about half way through SPIN.  Great book with valuable info.  Thanks for the recommendation!

rdknyvr & Susan, I now have BrandSimple and have ordered Trading Up.  Those two books are next on my reading schedule.

Excellent! Be sure to tell us what you think after you've read them. sjw

# Peter M Burr MD said on October 14, 2007 12:06 PM:

I think all of Jeffrey Gitomer's books are good...he's not afraid to tell it like it is, which I often need.  I think the title of the first chapter of The Little Red Book of Selling is First, Kick your Own Ass!

BTW, Susan, how did your registration as an IBO go?  I think you said that you were scheduled to sign up last week?

Thanks for asking, Peter. I am signed up. My registration went well although I was a tad disappointed in my welcome email. Seemed lame. I just committed to doing a second job/business and put out $$ investment, and I felt like my welcome should have been stronger. Of course, I've already shared that with my director, Beth, who, as you probably have guessed wants to know all my feedback on every communication, every transaction, every experience I have as an IBO. She's always striving to improve what we do for the IBOs and the corporation. If you read her blog regularly, you probably know that.

Now, I haven't read through all the Welcome Pack literature so I cannot intelligently respond to it with my IBO hat on. Some of it I know well since it's developed in our Comm Department.

I've only made one sale  (protein snack bars and a Ribbon Gift Collection Card/Album/Envelope for a wedding shower, but I did sponsor someone and sign them up. YAHOO!  I have an order I plan to make tonight that's stuff for me and products I want as samples like the Simply Nutrilite twist tubes, the Trim Advantage protein snack bars, and XS Energy Drinks.

I am looking forward to the launch of Artistry Essentials skin care and makeup. I think I have a few customers for those products. I also plan to have a Personal Accents jewelry party in November. I think that will be fun and hopefully, help me gain a few new customers and friends.

Again, thanks for asking! I'm not off to a roaring start, but I am doing something and proud of what I've done so far. sjw

# rdknyvr said on October 14, 2007 5:04 PM:

Susan, this is so fantastic!!! Good for you, you're not wasting any time with getting going... find your own pace, understand that you're in a learning curve, and know that all of your blog readers are cheering you on!!! :)

Thanks, rdknyvr. Don't know what I'd do without the support of all of you. I admit ... I read your comments first thing in the a.m., just to keep me feeling supported, valued, and appreciated. I hope all of you know that you make a difference in my life and my work ... and my guess is that you make a difference in many people's lives. How fortunate I am to have the opportunity to write this blog at Quixtar and to converse with all of you through it. sjw

# Peter M Burr MD said on October 14, 2007 10:02 PM:

YOU GO GIRL!!!!!

What do you mean you're not off to a roaring start....do you know how much more you've already done than "the average IBO"?

HOT STUFF BABE!!!

# Bridgett said on October 15, 2007 6:38 PM:

Hi Susan!

Do you have a Whole Foods near you? If so, go see if they are carrying their new mineral makeup--Mineral Infusion.

.

I checked the stuff out yesterday and laughed so hard when I looked at their prices. If I bought their equivalent WITHOUT the two brushes of what's in the new $59 (US) Artistry Essentials makeup kits, I'd be paying $122.

.

Here's a link to a WFM webcast. Good to also read the comments to see the market available to us out there: http://wholefoodsmarket.com/socialmedia/wholebody/2007/09/28/natural-cosmetics/#comments

.

I am very excited about the Artistry Essentials. Love the simplicity, particularly since I'm not a glam kind-of-girl. :)

.

I use the Time Defiance skin care, but will definitely promote the AE skin care. It is even better than the current Basic Skin care AND less expensive.

.

I believe it has "broad spectrum" protection--meaning significant protection for both UVB (burning) AND UVA (aging) rays. Most lines only have protection of UVB and very little protection of UVA.

.

And I think the AE Soothing Crème is a must for everyone to have on hand.

 

Bridgett, Awesome news! Thanks for sharing. Can you believe we don't have a Whole Foods in Grand Rapids? Hard to believe for a city this size. However, I wouldn't be buying Mineral Infusion there anyway. Just gives me more potential to build a customer base in GR for Artistry Essentials. I can't wait either for its launch. I plan to try the Soothing Creme--I think it is a must, especially for surviving the dry, cold midwest winters. 

Thanks, as always, for your feedback. I'm thinking of doing an Aristry Essentials demo at my Personal Accents party in November. I think that could work nicely. What do you think? sjw

# ibofightback said on October 15, 2007 7:10 PM:

Been a bit busy so only catching up on the OZ blogs at the moment - and indeed!! Well done Susan!! Compared to the "average IBO" you are definitely off to a roaring start. A large percentage of IBOs never even *order* anything after registering, let alone *sell* anything!

As for books, the #1 classic is of course Frank Bettger's "How I Raised Myself From Failure to Success in Selling". Another of my favourites is Todd Duncan's "Killing the Sale : The 10 Fatal Mistakes Salespeople Make & How To Avoid Them"

Thank you very much for the encouragement and support ... and the book recommendations. I haven't heard of those two books so I appreciate the info. I am sure other blog readers do as well. sjw

# Bridgett said on October 16, 2007 8:21 PM:

I think mixing jewelry and skin care is a fabulous idea. I just put six pieces of the Personal Accents jewelry on my November Ditto.

And, I just noticed yesterday that the jewelry in the Ribbon Gift Personal Accents album is totally different than what's in the PA catalog! So I think I'll be adding three or four gift albums for myself as well. :)

.

I’m not a big jewelry person, but I’m becoming one. I like jewelry. Just have been lazy at putting myself together. But, I see that it great for business. :)

I plan on being very purposeful in wearing my stuff in public and being prepared when people say, “Wow, that necklace is gorgeous!”

.

Artistry rocks. There's a video available, in many places, which will make every IBO so proud of Artistry. It's the "Beauty Science Synergy" video.

One place you can see it is at: http://www.artistry.com/en/truescience/synergy-video.aspx

.

The Artistry module at Quixtar University under Product Expertise does a really good job at helping us IBOs identify whether a potential customer is an Artistry Essentials candidate or a Time Defiance candidate. And then what to do, once we’ve made that identity, to make the sale.

.

Susan, you are doing SO well! Thanks for being a great example and keeping ME focused and organized. :)

Bridgett, Me? Not really. YOU keep us on our toes and you give us terrific feedback on products, catalogs, training, sales materials, emails, everything! You're ... you're ...  you're ... brilliant. Especially with all that new PA jewelry you're wearing these days. PA jewelry is a fun sell. I have to tell you that I wear the floral bracelet from the latest PA Catalog (it was a birthday gift from the marketer and merchandiser of the catalog), and people rave about it -- I've had comments at the Dr. office, at the cosmetics counter of a famous department store, at the grocery store checkout. Now that I am an IBO, I'm wearing the bracelet everywhere so when they ask where it came from ... well, guess what I'll say?  Keep us posted on your Artistry and PA selling ... Ribbon, too. I love "comparing notes" ! Let's keep it up. Thank you! sjw

# Bridgett said on October 16, 2007 8:27 PM:

Frank Bettger's book is a classic. That's an excellent book. Very much of a step-by-step How To book. Dale Carnegie wrote the Forward.

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