Oh, the age-old question all direct sellers ask themselves…
“How the heck do I sell without feeling like a used car salesman!?”
When starting as a direct seller, it can be easy to feel like every single word that comes out of your mouth is a hard sell. When they taught sales back in the old days, it was all about making numbers, not relationships. Thankfully, times have changed, and so has the way we sell online. A direct sales business is 110% based on relationship building. Yes, you also have to be passionate about your product and believe it can improve lives. But if you don’t have any relationships that will allow you to spread the word about your new business, you won’t be able to build very quickly.
So, all that said, selling without being salesy is just relationship building. Once you embrace that mindset shift, think about how you’re communicating, and only share value with your people that will spark connections. You’ll start feeling like your selling is more authentic in no time! That may seem like a big ask, but it’s simple. Here are three ways to start selling without being salesy to grow your online direct sales business.
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OFFER VALUE
As with any online business, you sell to busy busy people. To stop their scroll and gain their interest in your product, you need to be posting content that provides value. Make everything you post on Instagram, Facebook, or whatever social media platform you’re using, is about how your products can make their lives better—and then show them how to make that happen. It should never be just “buy my stuff, buy my stuff, buy my stuff.” Instead, share tips, tricks, hacks, and even use a little humor. These can go a long way when you’re trying to build relationships with new customers.
You also want your content to be educational. You want people to say, “WOAH, I have to follow her and hang out for more tricks,” or “OH, I have to share this.” We want to make sure that those in our audience are truly learning how our products can be transformational for them to a point where they are inspired! Whether that inspiration is just to keep following, reach out and buy a product, or even host a party to get free goodies, the key is to offer value. When you offer value consistently, they will come, I promise!
Here’s a great example of that, shared by one of my friends who sells cookware. She posted a super complicated bundle that offered everything to use to make a Valentine’s Day meal in your kitchen. Rather than just leaving it there with a significant discount sticker slapped on it, she went live and walked through each piece step-by-step, teaching them how to use it to make their Valentine’s Day dinner unforgettable. By showing off the product, talking about how it could work for them, she led them to see that this was something they needed for themselves. Make it about them, and they will come! This leads us to our next point, too.
BE SOLUTION-FOCUSED
The next way to sell without being salesy is to be solutions-focused. Be so intent on solving people’s problems that you’re doing them a favor by sharing your product with them! Here are a few great examples.
Problem: A busy Mama struggling to get dinner on the table five nights a week.
Solution: Your Epicure 30-minute recipes or steamer bag meals will have her serving up healthy, tasty food for her family, stress-free.
Problem: A friend is complaining about her acne and winter dry skin.
Solution: Your BeautyCounter or Arbonne skincare line will clear up her skin and provide moisture during dry seasons.
Problem: A holiday is coming up, and we know men are last-minute shoppers and never know what to get for their ladies.
Solution: Your new Paparazzi jewelry line pairs well with any outfit, so they can’t go wrong, and ladies love it!
Problem: There is no time to come up with ideas to decorate for the upcoming holiday!
Solution: Signature Homestyles has home décor for every season, so you can whip it out of the box and voila.
When you’re providing someone with a solution for a problem that’s driving them crazy, it doesn’t feel like selling—to them or you! When a customer comes to you and says, “OMG, I did this with your product, and it changed my life, THANK YOU,” … how good will that feel?
Come from a place of service, and you’ll win every time.
TELL YOUR STORY
Remember why you got into this business. For many women, their direct sales business was born from a passion for the service or product they’re selling and seeing the value and solutions it can provide for others! What do you love about your products, and how have they changed your life? We all want to hear personal experiences, and as a direct sales consultant, it’s your job to gather those experiences with your product and share the heck out of them.
More and more, I see virtual consultants not using their products. But if you don’t invest and learn all you can about how to use them, how they can help, and what their best benefits are, how will you sell them naturally? You’re going to be picking stats and product descriptions out of the catalog, which is probably the least authentic way you can sell a product. That’s going to feel salesy from the get-go.
So, gather and share personal product stories, friends! Honestly, this is half the fun of the job, and it’ll make you and your product so much more relatable for your customers. Sales shouldn’t feel icky. It should be fun.
BE AUTHENTIC & SALES WILL FOLLOW
Think about it this way, if you were sitting across the table from someone, how would you be talking about your product? When you come across a great restaurant, what do you say about it? Use those same practices and mindsets to share your experiences with your product. If you’re coming from a place of service and being your most authentic self, it’ll all start to feel natural in no time!
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Want a proven plan for growing your direct sales business without feeling like you're chasing your tail? The Direct Sellers Business Blueprint explains the 4 key areas you must master to build a simplified, systematic business. It will even tell you which area to tackle first, so you can stop feeling overwhelmed or confused about what to do next. The best part? It's completely FREE!
Mary Haynes is a highly successful direct sales leader turned strategist and coach. Her passion is helping party plan people streamline and scale their businesses using simple, proven strategies. Her goal is to eliminate business overwhelm so direct sellers know exactly what to do and when to do it. Mary is also a homeschooling mama that lives in sunny Florida with her husband, 4 kiddos, 2 dogs, and various other backyard animals.
