How to Grow Your Direct Sales Customers
We are headed into another year, are YOU happy with your direct sales business? Or do you feel kinda “meh”?
What is the biggest question you have about your business right now?
It’s possible that you are wondering how to grow your direct sales customers in the year ahead. Believe me, you aren’t the only one wondering how to do just that!
Growing your direct sales customer base is the foundation to consistent income. The larger your loyal customer base is, the more opportunities for your income to grow.
But, HOW do you grow your customer base?
Throughout the past 3 years, I’ve realized there are two main strategies to growing your business. I call these strategies Push vs. Pull.
You’ll see why by reading more below…
When you start your direct sales business, you are quickly thrown into the traditional methods of selling.
Reaching out to family and friends.
Creating a list of 100 people you know.
Looking for daily opportunities to share your products or business.
These methods work, but you will find you are back to square 1 in a short amount of time.
The reason why is because with these methods YOU are the one to PUSH your products and business on others. Whether they are interested or not.
You know where I’m going with this right? Over eager “pushing” of your products and business can quickly lead to being viewed as spammy.
This is why the direct sales industry is notorious for being labeled as being spammy.
Millions of consultants, pushing. Every day, day in day out, dropping links, sending texts, sending messages, over and over again.
With this method, you will see some level of success. Getting 99 no’s but 1 yes is gratifying, but is not sustainable over time.
There HAS to be a different way!
Spoiler alert…there is!
Let’s take a look at the opposite end of the direct sales strategy spectrum and learn more about the pull strategy.
Pulling customers to you is not widely used in the direct sales industry. (It should be!!)
The core of the pull strategy is that you are capturing those customers who are already looking for your products and your business.
YOUR online content is PULLING those customers to you. This is where the sales and the relationships begin.
The simple act of creating content that your prospective customers are looking for helps to lead the customer to you and your website.
Some ways you can create your own content to capture those customers who are seeking your products are:
Write a Blog Post
Join a Directory
Pin to your Pinterest boards
Instagram Hashtag Strategy
Scenario: Madeline is a customer who is searching for gift ideas from Pampered Chef. Considering the 4 content ideas above here is how she will find you and potentially complete a purchase:
Google: Madeline goes to Google and types in “Pampered Chef Gift Ideas”. Your blog post appears on page 1 and she appreciates the full list of gift ideas and captivating pictures! She clicks on one of the links in the blog post and purchases a gift set. Score!
Directory: Madeline goes to Google and types in “Pampered Chef + Madeline’s City”. You are listed on Sassy Direct and the Mommies Hiring Mommies Directory and your name appears on Google page 1. She reads your directory profile and reaches out to ask about your gift idea suggestions. The connection is made, you answer her questions, and a sale is made. Yes!
Pinterest: Madeline pulls up her Pinterest app and searches for “Pampered Chef Gift Ideas”. As she scrolls the pins, she finds one about a crockpot that makes her stop her scroll and click. When she clicks on the pin, she is brought to your website and continues to make a purchase. Booyah!
Instagram: Madeline loves Instagram for finding products from different companies. She ends up searching the hashtag #pamperedchefgifts and happens upon your Instagram post. She clicks the link in your bio to find your contact information and website and sends you a message. #winning!
Follow-Up (A Must for Any Strategy)
No matter how you approach growing your direct sales customers in the next year, you need a solid follow-up strategy to turn those new customers into repeat customers.
Establish a connection right away with your customer. Send a message or craft a friendly email. Let the customer know that when they made their purchase, there is someone on the other end of that transaction…YOU!
Use a different method the second time you reach out. A hand written note in the mail is a great idea. This solidifies in the customer’s mind that you are their personal consultant.
Keeping notes and providing additional helpful information to the customer will again strengthen the relationship and increase the probability that they become long time loyal customers.
Revisit your past customers and see what new products or helpful information can be of value to them and continue fostering your individual relationship with each and every customer.
The formula of the Pull strategy plus solid follow-up means you are consistently able to grow your direct sales customers over time.
So tell me, which method are you currently using and what changes are you looking to make in the new year?
Stuck on what to do?
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