As part of the Macaroni Kid EBC Work from Home Series, several of the participating Independent Consultants will be sharing their expertise on how they run a successful work from home business. They will be sharing their tried and true tips and techniques with our readers. Check out our weekly giveaway too!
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Increase Your Sales
Be honest and genuine. Ever get that icky feeling in the pit of your stomach when you are shopping? It is because you can feel the salesperson who is trying to “help” you is pushing you in a direction you do not feel comfortable. That feeling is a result of knowing that the salesperson is looking to “pad” their sales. It is not a comfortable feeling. This is a big reason many consumers prefer to shop from home.
Clients want to buy from a person who they feel really has their best interest at heart. Someone who is really concerned about the client’s wants and needs and not what their paycheck will look like at the end of the month. When you are honest and genuine with your prospective clients they will feel it. They will enjoy doing business with you and, in turn, buy more. Clients appreciate when a sales person is upfront with them and tells them how they truly feel about a product. After all, you are the expert. When potential clients are not left with an icky feeling, they can relax and feel good about spending a little more hard earned cash.
Make recommendations based on identified needs. During your interaction with a prospective buyer you need to be paying close attention to what the client is saying as well as how they are relating to you. Body language will speak volumes about what a person is interested in, needs, and wants. The most successful consultants pick out a few key things from each person they meet and find a solution that may meet their need. People enjoy feeling as though they have really been heard and understood, and will be more likely to take you up on a recommendation you have made.
Try using the phrase, “I heard you say… may I make a recommendation?” Wait for the client to say, “yes” and then follow up with whatever product you are recommending. Make sure to relate it back to the client so they know you have paid special attention to the need they have. People like to take recommendations from people they trust and like as opposed to being sold an item they are slightly interested in.
Provide an incentive. Often times the company you work for will provide different levels of membership to clients. Your clients do not understand nor care what the levels mean or how it affects your business directly. By providing an incentive to your clients such as free shipping or no tax on a purchase, you can encourage your clients to spend a little more and achieve a higher level of membership involvement. This is a Win-Win, helping both the client get what they want as well as boosting your business. Remember, clients do not understand how this affects your business so it is important that you take the lead and help them find the best solution.
Alert people to any specials. Again, most of our clients are not aware of the specials each company runs and how promotions work, etc. It is important that you provide this level of service to your clients and explain to them how to receive the best pricing they can. Remember, you are simply recommending a perk they might receive.
Offer less options. So this one might sound counterintuitive but think of it like this: If you have 400 choices staring you in the face from a catalogue, are you going to feel comfortable making a purchase or are you going to become overwhelmed and decide to wait to make a decision? My experience is the latter. By limiting choices to just a handful, you can maximize your selling potential. Try using a closing sheet that only lists four to six different package choices at different price levels. People will be excited to see what they can get a the different levels and will not become overwhelmed with choices. You might be surprised how many people opt for a larger package price when faced with only a few choices.
Jennifer Johnson is an Independant Consultant for Arbonne. For more information on becoming an Independent Consultant for or are interested in learning more about the products of Arbonne, contact Jennifer Johnson. This is a sponsored article paid for and submitted by Jennifer Johnson, Independent Consultant of Arbonne.
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Other "From the Expert" Articles as part of our Work from Home Series:
I'm Not a Salesperson" - How I find Customers
Wellness at Work: Stress Management for working moms and SAHM's (stay at home)
Balancing Your Household & Your Home-Based Business
Organizing your Life to Include Your Home-Based Business
