It’s these four areas that make up the important income producing activities. Look at your business right now and think about which of these four areas is lacking the most for you?
- Is your team dwindling or doing little? Time to focus on recruiting activities.
- Are you lacking sales with few parties? Time to focus on party activities.
- Have you connected with customers or hostesses recently? Time to focus on Follow-up activities
- What about NEW customers, NEW hostesses? Time to focus on lead generation activities.
In the Lead Generation area, I adopted a concept
that led to growing a ton of new customers.
That concept was simply BE THE FIRST…
You may be asking, what does that mean, Gale? Well, let me explain…
I joined my Direct Sales business in Hawaii where I had a very large network of friends and family. I became the first leader in Hawaii and built a thriving team, and then I moved to Colorado where I knew no-one. So, it was like starting all over again.
It was a bit of culture shock as I had to figure out how to meet people who didn’t know me. I read a book called, “How to Connect in Business in 90 seconds or less” by Nicholas Boothman. What I learned from this book was eye opening and I realized I had to really step out of my comfort zone. But once I learned this technique of “BE THE FIRST” I began to
connect with so many people that brought me a ton of new customers.
Developing this skill, helped me hit sales incentives, grow leaders and eventually grow a million dollar team. This was the one skill I used at every networking and social events when I was meeting someone new. I decided to BE THE FIRST!
- I was the FIRST to put out my hand and introduce myself.
- I was the FIRST to make eye contact.
- I was the FIRST to introduce myself.
- I was the FIRST to ask questions and get to know people.
I developed 7 steps to focus on this concept when I met someone new for the first time.
1. Be the FIRST!! I was always the first to introduce myself! I was the first to make eye contact, I smiled and pointed my heart at their heart, and was the FIRST to shake hands
2. I was present and in the moment and gave them my FULL attention. My eyes didn’t wander around the room. I showed that I was solely interested in getting to know them.
3. I asked questions about them FIRST! I became a detective. I wanted to find out as much about this person as possible. Their story, where they worked, what brought them to the event.
4. I kept asking layering questions. (notice I have told them nothing about me as yet.) Layering questions help you discover more information. Questions like
- Tell me more about that.
- Can you explain a little bit more about your business?
- What else?
Detectives know how to get more information by asking layering questions.
5. I Used Heart- Centered listening skills. When you listen you “hear” if this person is someone who will be right for your products and business. Heart-centered listening is being present, asking questions, developing a true relationship and truly listening.
6. Then I shared my Jaw-dropping intro. This person who is now so interested in you because you have been asking questions and focusing on them, they will suddenly say, “And what about you, what do you do?”
Now, I drop a lovely seed that will make them curious to know more about me. There are THREE things I would drip out, without ranting on, about my business.
- I shared a bit about my Biz & products
- I told them why I loved my business
- I explained how my business and products help people and the impact it’s made on my life and family.
Sharing these facts, people become interested and usually start asking ME lots of questions. And the conversation gets very friendly.
7. My goal was to take them to the next step. This is simply an INVITATION! I would invite them to a “Private Fitting Appointment.” Or simply, meet with them for coffee. I called this my “Back pocket invite”
Using this 7-step concept,
My CUSTOMER BASE GREW huge because I adopted BEING THE FIRST!
Most people hold back when they meet people for the first time. They smile, and wait. I followed the advice of Nicholas Boothman to connect with people in 90 seconds using these 7 steps.
I find that most people lack sales, bookings and recruits because they keep connecting with the same people. That’s why LEAD GENERATION is an extremely important area of your business that you must work on every week.
LEAD GENERATION is one of the FOUR important areas in Direct Sales Planner System.
You’ll find these PRINTABLES in our PLANNER HUB
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