Elevate Your Direct Sales Business with Kelly Northcott

In this week’s episode, I demonstrate how versatile parties are, which is another reason why they’re the most effective and efficient way to build your direct sales business. 

When your presentation follows a framework, you can easily customize it based on your audience, the venue, the platform, and your goals. 

I outline the framework you’ll want to follow and explain the three elements every party should have. 

I also give you suggestions on what to call your party so that it’s an accurate representation of the event. Parties typically have a focus, whether social, shopping, an activity, or educational. The name of your event should be based on what you sell, how you sell it, and whom you sell to. It sets the tone and expectations. People show up differently at a girls’ night than at a masterclass, but both events follow the same framework.

Plus, I give you eight different ways to customize your format, from virtual parties to speaking events to fundraisers. I share the pros and cons of each and tips for maximizing your results.

Each format will attract different people, which allows you to build a large customer base and models various ways to build a business for potential team members.

The best part about this is that you'll use the framework to create one presentation and tweak it based on the format you want to use.

RESOURCES:

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The most commonly asked question I get about selling is, “How do I find new people?” 

In this week's episode, I explain why selling to your warm market gives you temporary success and why parties are the best way to reach your cold market, warm them up, and improve your skills.

All direct sellers start their business in their warm market. Their warm market sees their posts and comes to their launch parties. Their warm market buys their products not because of their selling skills but because of the relationship they have with them.

When direct sellers run out of friends and family to sell to, they stop getting results. 

If they did the same party for a cold market or a cold audience saw their posts, they probably wouldn’t have gotten the same results because a cold market makes decisions based on the content, not the person.

The direct sellers didn't continue to work on their skills because they were getting results doing what they were doing. 

If everything is going well, why would you change anything?

The problem is that their audience changed, but they didn’t, and now their results are based solely on their skills.

This is why parties are the best way to sell to a cold market.

• Hosts give you credibility. The guests know, like, and trust the host, and since the host is introducing you to them, they assume you’re likable and trustworthy. 
• Parties accelerate connections and warm up a cold market much faster than posting on social media can.
• Parties are a training ground. You can practice, experiment, and tweak every party to fine-tune your skills.

Every party will give you results and lessons.

In this episode, I explain:

• How to use an assessment system to improve your results.
• How to get past people saying no.
• The three things you need to do to master parties.
• How to start doing and improving parties.

Want to maximize your party results? Sign up for Energize and get the training, coaching, and systems you need to get the results you want. 

RESOURCES:

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

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

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In this episode, I make a case for why parties are still the best way to build your direct sales business.

Parties are the most effective way to grow your customer base. They are essentially a referral system. If you do one party with seven people who are new to you, that’s better than getting seven new followers because parties are a shopping event and a connection funnel.

Party sales are higher than sales through social selling because you’ll be able to present your products in an organized way and show complete solutions, which makes it easier for customers to see the value. Plus, there’s an implied ordering deadline at a party. 

It’s easier to recruit at a party (and the recruit leads are stronger) than by posting on social media because parties accelerate connections and provide social proof that people like and use your products.

Plus, you get to model a fun and profitable business.

Parties are the best way to launch and train your new team members because they’ll get better results and get out of their inner circle faster.

I also counter the arguments against parties, such as being time-consuming, hard to book, and hard to learn.

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 

Send me a message to let me know what you like and what you'd like to see more of. You can also send me a question for me to answer on a future episode.

In this episode, I give you an overview of three coaching programs to help you reach your goals for your direct sales business.

I’m doing this episode now because I’m making changes to the membership rates of all of my programs, and I want to give you an opportunity to get the best rate possible. 

All rates for my programs will increase on March 10, 2025. This only applies to people who sign up for a program on or after March 10. If you’re currently enrolled in a program, your rate will not increase as long as you’re a member of that program.

Here is an overview of the three programs:

Energize teaches you how to use all selling methods of direct sales (social media, parties, vendor events, etc.)

Elevate teaches you how to recruit, build an engaged and productive team, promote to the first title of leadership, and get paid at title without having to meet all the requirements yourself. (Elevate also includes Energize.)

Impact teaches you how to develop leaders, help leaders develop leaders, build an organization, and grow through the career plan. (Impact includes Elevate and Energize.)

You can learn more about the programs and choose the one that’s right for you by clicking here or contacting 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 

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Building know, like, and trust is important, but creating connections is more important. If people don’t feel connected to you, they won’t do business with you, even if they trust you.

In this episode, I explain a concept called connection funnels. 

I explain what they are, how to set them up, and how to use them. 

You’ll learn how to create connections using company graphics, long-form writing, social media, videos, live virtual events, in-person events, and other people’s content.

Connections are vitally important to your direct sales business because they are the only thing that disguises you from the competition–other consultants in your company, other direct sellers, and other businesses that sell similar products to yours.

Connections lead to loyalty, referrals, hosts, and team members.

Connections make it easier to make offers because you’ll know when to make one, what offer to make, and how to make it.

When you make an offer to someone you are connected with, it is perceived as an act of service, even if the person doesn’t take you up. And in those cases, you’ll have an opportunity to serve them again because you have a connection with the person. 

When you use connection funnels, everything in your business flows better. Content is easier to write. Reaching out doesn’t feel like a cold call or lukewarm message, and making offers feels like a natural part of the conversation.

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 

Everyone talks about how know-like-trust is so important, and it is important, but it isn’t the most important thing.

People decide if they trust you within 3 seconds of your speaking, and they decide if they want to buy from you after 13 seconds.

But 65% of the people who trust you won’t buy from you.

Because there’s something more important than trust, and that’s connection.

People have to create a connection with you if they’re going to buy, host, or join, and you have 13 seconds to create that connection.

So, if people need to connect with you to do business with you, creating connections should be the driving force of everything you do in your business. The only way to do that is to show up as your authentic self. 

In this episode, you’ll learn how to uncover and show up as your authentic self and create connections. 

You’ll also learn how doing this will prevent you from making the four biggest and most common mistakes many direct sellers make.

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 

No one can argue with the fact that Taylor Swift has a successful business, and in this episode, I point out some of the concepts and principles that helped Taylor become successful and share how you can apply them to your direct sales business.

Be willing to put in the time. Taylor didn’t sell out stadiums and concert halls in the beginning. She started with small gigs. She was willing to put in the time, do work, and do it consistently to get the experience she needed. 

Put yourself out there and create connections. Taylor doesn’t hide behind her music. She creates connections with her audience by sharing information about herself. This is a relationship business, and every result in your business comes from a connection.

Be prolific. Taylor is prolific with her content. She recorded 11 albums in 18 years (not counting the ones she re-recorded). Direct sellers are content creators. You have to create content that creates connections consistently. 

Do live events. On her last tour, Taylor traveled the world, going to her fans, giving them an experience, and showing up 100% at each show. Experiences create connections and loyalty. You can do this through virtual and in-person live events. Just posting on social media doesn’t create the same results as live events.

Learn and practice. Taylor doesn’t wing it. She spent six months preparing for her tour, practicing the set list and choreography. She knew her stuff so well that she didn’t get flustered by tech or weather issues. Practice your lives and presentations.

Set priorities and take care of yourself. Taylor prioritizes her health and self-care. Choosing priorities helps you set boundaries, make decisions, and manage your business more easily.

Create a vision and be intentional. Taylor didn’t accidentally become a worldwide success, and her intentionality has become part of her brand. She hides Easter eggs in her music and content, and her fans love it. Your business can be a vehicle for the life you want, but you have to create it and take intentional action toward it.

Show up as your best self. I Googled “bad pictures and bad paparazzi pictures of Taylor Swift.” There aren’t any. She shows up as her best self whenever she's out in public. You’re in control of how you show up, and you make an impression every time you show up. Show up as your best self.

Surround yourself with a successful and supportive community. Taylor’s best friends are award-winning actors, artists, and athletes. She cheers them on, belts out their songs, and attends their events. Support other direct sellers and surround yourself with people who will do the same for you.

Be interesting. Taylor has other interests besides music. Pursuing hobbies makes you interesting and helps you grow. 

Normalize success. For Taylor Swift, flying on a private jet, wearing designer labels, and sitting in luxury suites are everyday events. She makes it look normal. The best recruiting tool you have is to show the lifestyle of a successful direct seller without talking about your business all the time.

Expect success. Taylor expects to be successful, so she sets goals confidently. Don’t set goals based on your past—set goals based on possibilities.

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 

A lot of direct sellers think vision boards are a fun team-bonding activity, but they’re really much more than that. In this episode, I talk about how and why vision boards work and how to create and use one to reach your goals.

Vision boards aren’t magical wishlists, and the purpose of creating them isn’t to get a bunch of stuff. 

Vision boards are representations of your future self. The things you put on your board are things you’ll experience when you are your future self.

In this episode, I discuss three of the most common vision board mistakes people make and how to avoid them.

The first mistake is that people create their boards and might even do visualization activities with them, but they don’t take intentional action. 

After you create your board, look at it and ask yourself, “How does someone who has everything on this board think, feel, and act?” Then, act "as if" by taking the first or the next step as if you're the person who has everything on your board.

The second mistake is that people put a deadline on their vision board. They make it for a year or determine when they want something to happen, and if their visions don’t become reality by the deadline, they think vision boards don’t work.

Desire doesn’t have a deadline. If you don’t reach your goal by the end of the year, you still want it on January 1. The problem is that your belief diminishes because you didn’t achieve your goal by the deadline, making it harder for you to act confidently.

The third mistake is forcing the vision to become a reality on your time by manipulating, gaming, and cheating the system. This might help you get on the incentive trip or promote to a title, but it won’t help you think, feel, and act like a trip earner or a leader. You’ll have to continue to manipulate things to keep your title or earn the next trip. 

Instead, focus on becoming your future self. When you do, you’ll easily earn trips and continue to promote because you’ll have the skills and habits you need.

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 

Mantras help to reprogram your subconscious and create new beliefs. They’re essentially one-sentence stories. 

You’re probably using mantras right now and might not even realize it. If you’re telling yourself a story over and over again, you’re using a mantra. 

If you’re not getting the results you want, it could be because of the mantra you’re using. You might be focused on what you don’t want instead of what you do want because your subconscious takes everything literally, responds to emotion, and doesn’t hear the word no. 

In this episode, I explain the science behind mantras, and I give you tips and guidelines on how to create and use a mantra so that you can have the best year of your business. 

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 

A lot of direct sellers choose a word of the year, but after they choose it, they don’t do anything with it. 

If you use your word of the year intentionally, it can help you structure your business, make decisions, and have a successful year.

In this episode, I share my experiences with my words of the year, and I give you suggestions and tips for choosing the right word for you and how to use it to reach your goals.

I talk about:

• The mistakes I made in the past and how to avoid them.
• How to know when it’s time to change your word.
• How I went from 2022 being the worst year of my life to having 2024 be “the best year of my life.”
• How your brain responds to your word of the year.

If you choose a word of the year, I’d love to hear about it. Send me a DM and tell me what your word is and why you chose it.

Sign up for the free two-part workshop: Vision Boards That Actually Work. www.kellynorthcott.com/vision

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