Direct sales — sales of goods and services that require direct contact with the buyer. And not only direct contact, but also the place of sale which is the territory of a potential buyer. For example, his own house, apartment, office, enterprise, directly — the client's work place. It is the most effective way of selling, which gives the maximum revenue. Direct sales are a method, the essence of which is individual contact with the consumer.
Direct contact with the client in a certain place gives a lot of useful information:
- Reaction to the agent on direct sales;
- The client's attitude to the offer;
- The reaction to subsequent phrases is visible
- We can anticipate the result of the conversation and the development of events, we can establish contact with the client and, if possible, even predict the opportunity of such cooperation (i.e. prospects for repeated sales and ongoing cooperation).
As usual, direct sales are presentation and detailed verbal accompaniment of this presentation. The client should make up the concept not only about the product or service, but also about your person. Subsequently, the client decides whether he needs your proposal or not. Then it's up to you: present the proposal, arouse interest, treat a potential client with respect. He must receive all the necessary information about the product or service. If the client does not know something, then there may be doubts, which can essentially complicate your sale.
The core of direct sales for customers
World practice shows that direct sales are, first of all, the quality of the goods. It's clear that if you came to sell low-quality goods, then, firstly, nobody will buy it, and secondly, even if somebody buys it, he will not turn to you again.
Direct sales are regulated legally because your consumer has the same rights as the buyer in the supermarket, and you, of course, have exactly the same obligations as the seller who has its own sales area or retail outlet.
Also, it should be noted that there is nothing much more convenient for a client than direct sales. You, as a buyer, do not have to go anywhere. You will be brought everything. If you can not accept the seller but are interested in his offer, most sellers will certainly ask if you have time later and make an appointment. This is a purchase for the lazy.
On the other hand, there is a danger that the mark-up will be higher than, for example, in the retail network. In this situation, you need to understand that you pay the seller extra money for the physical resources spent on the visit to you.
The process of direct sales is illustrated below.
How to do direct sales?
1) Set your goals
Like in any other business, goals are essential. There are many reasons why one should set them: goals are motivators; you will surely have a team of reps and they should be acquainted with the goals to move in the right direction; they will make you go on when your business seems to fail. Be sure, that you've set realistic goals, don't be too demanding. While making a list of them, remember that direct sales are not the easiest and the best variant to earn a lot of many in a short period of time. You should make much efforts to succeed.
2) Determine your target audience
Who are your clients? Is it relevant to take up business in your city? What do they need?
Answer these 3 questions to get a better idea of your potential clients. Determine what you want to sell, who needs this product and whether it is relevant to do in your location. Make a research to find out how many sellers in your city sell the same product as you want. Thus, you'll discover if there are demand and competition. If competition is high, think twice whether the game is worth the candle.
3) Learn, learn, learn
If you're a beginner, visit trainings and courses, communicate with professional mentors, read more about successful practices. You need to have a good knowledge base to become a professional seller.
4) Manage your time
Many people are eager to start their own business in direct sales as they don't want to work for someone, to have a usual 9-5 working day and only 2 days of weekends. Very often, they start as they wish - at 10-11 am because they are bosses. Don't make such a mistake! Plan your day, make a list of the most important activities and set the time, thus you'll control yourself and your team.
5) Increase your network
Sales are about communication and establishing relationships with people. Visit conferences, seminars, business meetings and other events to get new acquaintances. You'll get a good chance not only to learn by the experience of other professionals but to make people know you and your product. At such meetings, you're very likely to acquire new leads.
6) Keep your enthusiasm alive
Certainly, there will be days when you will be at the point of getting out of your business, because of problems, failures, difficulties. Never give up! It's just another useful experience. Remind yourself the goals and go on.
Follow these steps to succeed in direct selling!
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