Elevate Your Direct Sales Business with Kelly Northcott

Now is a great time to recruit new team members, and in this episode, we’ll talk about recruiting and how to avoid the common mistakes that direct sellers make this time of the year. 

One common mistake direct sellers make throughout the year is that they skip the information process and ask people, or even worse, tell people they should join their team because they're buying a bunch of gifts or love the products. 

I explain why this is a mistake, how to avoid it, and what to do instead. 

I also explain the decision process that all potential business builders go through before they join, the three questions they ask themselves, and how you can help them get easy yeses to those questions. 

Because you don’t know where someone is in the decision process, offering opportunity events throughout the year is important, even during the holiday season. I give you ideas for different types of events to offer.

I also explain the biggest mistake direct sellers make when recruiting around the holidays (spoiler alert: it’s selling the kit or the discount) and why this can be costly in the short and long run. 

It’s always important to have a launch strategy for a new team member, but this time of year, it’s especially important to have one that accommodates the holiday season so that they can start strong and earn their fast start rewards even while taking time off for the holidays. I give you several suggestions for launch plans depending on when your team members join and their goals. 

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

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Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

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This is a special holiday version of an Ask Me Anything episode, and I answer this question: My company is having a big sale next week, and they’re offering extra bonuses for the trip. What can I do to capitalize on this? I feel like I’m tapping out my market.

After I share my opinion on home offices announcing bonuses but delaying the earning period for the bonuses, I break down step-by-step what I’d do to maximize the specials and get the bonuses.

The person who asked this question told me that she wasn’t sure if she wanted to go all-in because she wanted to spend Thanksgiving week with her family, and you might be thinking the same thing.   

I give you specific steps of what I'd do during Thanksgiving week that would allow me to maximize my business results in my nooks and crannies.

I explain how to structure the holiday week and set up a list of non-negotiables so that you don’t resent your business or feel like you’re missing out on anything.

I also give examples of messages I’d send and tell you how to get past feeling weird or spammy. I put these examples in this post in the Facebook group.

I wrap up the episode by reminding you that selling is a service, your success is inevitable, and not to give up on your goals.

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

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Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

Learn more about my programs: https://www.kellynorthcott.com/learn  

Your company is offering specials, and in this episode, we’re talking about how to sell the specials and use them to create engagement and book parties.

Promoting your specials is important, but you don’t just want to copy and paste them because that won’t do you any good. Instead, you want to use your specials to connect with your customers, and creating your own posts is the only way to do this.

Your company is providing you with more marketing ideas than ever right now, and you can use them to springboard your ideas.

I helped you by giving you a few outlines you can use for messages and lives, and I posted those outlines in this post in the Facebook group.

I also tell you how to market your specials to specific people and why you might want to take advantage of them for yourself for future prizes and opportunities.

Holiday specials give you a unique booking opportunity. In this episode, I walk you through a system to generate sales now and book parties for January by promoting your specials. And I tell you how to structure your January calendar so you kick off the New Year without doing a lot of extra host coaching over the holidays. 

Sometimes, even when you use best practices, you still want to boost your personal volume by creating your own specials. I give you ideas on how to do this strategically so that you can maximize your profit without sabotaging future business.

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

Get your questions answered on the podcast: ask them by filling out this form

Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

Learn more about my programs: https://www.kellynorthcott.com/learn  

In this episode, I give ideas to help your customers realize that your products are the perfect gift. 

You can use your company’s gift guide as a starting point; if your company doesn’t have one, I give you suggestions on how to come up with gift ideas.

We’ll talk about how to match up your products with the people your customers are shopping for. 

You’ll learn how to take a product that isn’t typically giftable and bundle it to create a meaningful gift. 

I also talk about how to put together a virtual gifting event so that you can promote gifting, serve your customers, get new contacts, and boost your sales.

I walk you through how to advertise your event, give you an outline for the presentation, share ideas for how to book parties from the event, and talk about what to do after the holidays so that you can continue to grow your business from the event.

If you have any questions, ask in the Facebook group or DM me.

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

Get your questions answered on the podcast: ask them by filling out this form

Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

Learn more about my programs: https://www.kellynorthcott.com/learn  

December was always one of my highest sales months, even though I had very few parties that month. 

I closed my business in mid-December and spent the rest of the year enjoying the holidays with my family, knowing I had business booked in January. 

This was all because of my holiday open house. 

In this episode, I walk you through the system I used for wishlists. My customers and their Santas loved the wishlists because I made it easy for the Santas to get my customers exactly what they wanted. They even appreciated being upsold. 

I tell you what I included on the wishlists and how I collected them. I also share the message that I used when I contacted the Santas and what I did if they didn’t respond. 

I also talk about how I filled my January calendar, why and how to start host coaching right away, and how to firm up the parties and add more as soon as the holidays are over.

The rest of the episode is full of all the details you need to know to put together a successful open house that will result in getting new customers, sales, bookings, and recruit leads. 

If this year is your first open house, you’ll love this episode, and if an open house is an annual event for you, I’m sure you’ll pick up a few ideas to make it the most successful one yet.

If you have any questions, ask in the Facebook group or DM me.

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

Get your questions answered on the podcast: ask them by filling out this form

Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

Learn more about my programs: https://www.kellynorthcott.com/learn  

Open houses are a great way to serve your current customers, meet new ones, get sales, book parties for now and for the new year, and get recruit leads.

This episode walks you through some of the ins and outs of an open house, including how to set it up quickly, even if it’s the first one you’ve ever done.

If you want to try out in-person events, a holiday open house is a great way to test the waters, but you can also do your open house virtually. Heck, you can even do it both ways.

The success of your open house isn’t dependent on how you do it or even what you do at it; it’s dependent upon how you invite people to it, which is why I give you a simple and effective invitation system to use. 

This system will make it easy for you to reach out to people even when you’ve never gotten a response to past messages.

The invitation can start a conversation, and even if people don’t come to your open house, you’re opening the door for more communication during the holidays and into the New Year.

The formula for your invitations is as follows: 

the event + the reason to come + way to get more information

I also explain how you can use this system in the nooks and crannies of your day so that you can send out ten messages in less than a minute. 

You can do your open house by yourself or team up with other direct sellers or small businesses. I explain the pros and cons of working with others and how to set your event up for success.

I wrap up by talking about how to get bookings before, during, and after your event and how to use the event to increase party sales this year and next year.

If you have any questions, ask in the Facebook group or DM me.

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

Get your questions answered on the podcast: ask them by filling out this form

Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

Learn more about my programs: https://www.kellynorthcott.com/learn  

This is the second episode of the series Wrapping Up This Year While Building Momentum for Next Year.

It will be helpful if you listen to the previous episode and know what you’d like to achieve in your business before you listen to this one because we’ll pick up where the last episode left off. 

I’ll walk you through a short exercise that will help you find the motivation to keep working toward your goal even when you hit a roadblock, and you can use this exercise as part of your daily mindset practices going forward. It just takes ninety seconds a day.

This exercise will also empower you to change your goal if you decide to, without feeling defeated because you did. 

Then, I’ll help you come up with a list of non-negotiables so that you reach your goals and still experience all the joy of this holiday season. 

After you have your list, we’ll line it up with your goal, and then you can make any adjustments you want to make, including ways to find more time in your schedule.

We’ll also talk about how to set yourself up for success next year while you’re working toward your goal so that you don’t sabotage next year’s success and why it’s important to set up checkpoints along the way.

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

Get your questions answered on the podcast: ask them by filling out this form

Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

Learn more about my programs: https://www.kellynorthcott.com/learn  

This episode is the first of a new series called Wrapping Up This Year While Building Momentum for Next Year.

Everything you do between now and the end of the year sets the stage for the New Year. You can either start the New Year energized or burned out. 

A lot of direct sellers see the holiday season as a time to harvest, but it can also be a time to plant seeds and nurture the seeds you planted earlier this year. In this series, we’ll talk about how to do all three and start looking at your business as a flow rather than being restricted by deadlines. 

Goals aren’t finish lines; they’re milestones. The desire to reach the goal doesn’t diminish if the goal isn’t met by the deadline. 

Deadlines help create a plan and a pace, but the problem is that if the deadline comes and the goal isn’t met, disappointment creeps in, which leads to resentment and regret. It’s hard to reach a goal when you’re resentful about it.

By the end of this series, you’ll have a plan of action for the rest of this year and the beginning of next year. 

You’ll know how to reach your goals without downgrading them or sacrificing fun, family, and future success.

Share this episode with your friends so that they play along with you. 

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

Get your questions answered on the podcast: ask them by filling out this form

Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

Learn more about my programs: https://www.kellynorthcott.com/learn  

In this episode, we'll explore how embracing selling will lead to greater success in your direct sales business.

There are three steps in the direct sales selling process: creating awareness and desire, making an offer, and closing the sale.

Most direct sellers are good at creating awareness and desire, and often, it’s the only step they're taught, but that’s just marketing. And if that step alone led to sales, your company wouldn’t need a sales field. 

Selling is a skill, a service, and a conversation, and when you learn how to do it effectively, you’ll be able to teach your team how to do it and transfer your skills to team building and leading.

One of the ways to embrace the sales process is to fall in love with your products and look at your prices in a neutral way, and I give you several suggestions for how to do this.

When you learn to play the long game, you’ll look at your products as conversation starters and reasons to keep the conversation going. You’ll learn how to focus on building relationships and serving your customers, which will set you apart from everyone else.

If you have any questions, send me a DM or ask in the Facebook group.

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

Get your questions answered on the podcast: ask them by filling out this form

Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

Learn more about my programs: https://www.kellynorthcott.com/learn  

While social media has become a go-to platform for many, hosted parties remain an invaluable tool for building a successful direct-selling business. 

In this episode, I’ll walk you through eleven reasons why hosted parties should be crucial to your selling strategy, regardless of what you sell.

Here’s a summary of the benefits of hosted parties:

1. Parties allow you to share a lot of information in an organized and structured way, leading to guests buying complete solutions rather than random products.
   
   
2. Guests come to a party with a buying mindset. They know there will be an offer at the end of the event, and the party creates a sense of urgency to take action.
   
   
3. It’s easier for you to make connections and initiate conversations at a party. Outside of a party, messages can feel cold because there’s no warmup. 
   
   
4. Parties greatly expand your reach. Hosts will invite people outside of your circle, and you’ll meet more people at a party than you will just by using social media or even a referral system.
   
   
5. Hosts increase your credibility by endorsing you and your products by partnering with you for the event. This is much more powerful than a referral.
   
   
6. Host coaching helps you build a relationship and makes it easier to share the join opportunity.
   
   
7. Recruiting is easier with a party model because you’re modeling a fun business, and parties provide social proof of success.
   
   
8. It’s easier to launch and train new team members because parties provide structure and allow new consultants to get results faster.
   
   
9. Parties give you more control over your success and are a better predictor and measurement of it than a social selling model.
   
   
10. Parties are success on demand. You can do one whenever you want, and you can do as many as you want.
    
    
11. The best place to book a party is at a party, and this eliminates the need to send out booking messages.

If I were in the field, I would use both the party and the social selling model to build my business. Send me a DM if you have any questions.

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

Get your questions answered on the podcast: ask them by filling out this form

Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

Learn more about my programs: https://www.kellynorthcott.com/learn