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"Great things are not done by impulse, but by a series of small things
brought together." - Vincent van Gogh
Let me first introduce myself. I’m Tara Burner, business owner. I’m not new to the world of
business ownership. I have owned my own businesses for the last 20 years. It is my passion
and experience that make me successful. As a result of two generations of experience, I
have been able to see first hand what works and what doesn't work. I have started
numerous direct sales companies and have sold them at a profit, along with a variety of
other businesses. I have experience in developing businesses and selling them to others to
carry on with their own success with an existing company. I’ve been at the forefront
of starting businesses that at the time they weren’t even heard of ~ errand service
before errand and concierge services were “big”, dog bakery before the pet bakery
industry started and others.
Mompreneurs is an acronym for moms who are starting their own businesses, many
of them are operated from their own home. The Center for Women’s Business
Research, a nonprofit organization, found that Generation X moms are the most
likely to work from home. The center also reports that between 1997 to 2004,
employment at female-owned companies grew by 24.2%, more than twice the rate
of the 11.6% logged by all businesses.
Another acronym, SAHM, refers to Stay At Home Mothers or Stay at Home Mom. In
the increasing social influx of family values, a lot of career women have decided to
quit their jobs after pregnancy and become a WAHM.
Another acronym that is becoming more common is WAHP, referring to Work at
Home Parent.
However, sadly it appears that with the ease one has in establishing a web site and
making themselves instantly a “business owner” comes the down side that many of
these WAHM’s set up shop to take advantage of others, scam others or start a
business and then shortly thereafter disappear because they didn’t think the whole
process through and plan properly. To see just a select few of the former WAHM’s
who opted to scam instead of lead productive businesses you can visit
http://www.bustedscammers.com
Before doing anything else, it’d be a good idea to figure out what type of business
you want to open. The possibilities are endless. You can make the product you’re
selling yourself or buy wholesale from a supplier or even have items drop shipped to
your customer for you. You may want to supply a service or publish your own ebook
with information and knowledge that you possess and pay others who sell it for you
as well.
First and foremost you need to make sure that your idea is one that you will enjoy as
well as fills a need. Everyone says that if you do something you enjoy that it’ll work
out. This isn’t necessarily so if you enjoy doing something that doesn’t fill a niche
and nobody has a need for or will pay for. Ideally you need to have a business that fulfills
both a need and your passion.
You will also need to take into consideration where you’ll be conducting business –
from home, an office, warehouse or other location. No matter where you decide to
run your business you will want to set up normal working business hours. This may
seem difficult to do in the beginning because you’ll want to and need to spend time
promoting your business, marketing, networking as well as either purchasing or
developing the product or service you’re offering. In the beginning, this may seem
like an ongoing task but it does get easier once things get running smoothly.
One should also have a backup plan. If you are going to be the only one working
and in charge of the business you will need to have a backup plan in the event that
something God forbid, were to happen to you and you were unable to perform your
business duties. If you’re opening a direct sales company this means others will be
depending on your business to be functioning and able to handle the business they
bring you so that they too can make an income. This is where many WAHMS fail and
their business goes unattended, emails and phone calls go unanswered and then
consultants are left hanging wondering what happened. Always have a back up plan,
whether it be a family member, an attorney, friend, a consultant you trust, anyone…
someone who can basically pick up the pieces while you’re unable to attend to the
business and keep it going.
“People rarely succeed unless they have fun in what they are doing.”
- Dale Carnegie
"Obstacles don't have to stop you. If you run into a wall, don't turn
around and give up. Figure out how to climb it, go through it, or work
around it." ~ Michael Jordon
Business Formation:
You may want to hire an attorney to help you determine which of these best benefits
you and your business. Each one has it’s own advantages and disadvantages so you
need to determine which is best over all for you.
“It takes 20 years to build a reputation and five minutes to ruin it. If
you think about that, you’ll do things differently.” – Warren Buffett
While I personally don’t think it takes quite 20 years to build a reputation, it does
take a while to build and only seconds to destroy. I have been a business owner for
over 20 years now and have a reputation of being a straight shooter and someone
who works with integrity, values and provides efficient service. People who do business with
me know they’re going to get results, quality product and speedy delivery of said product or
service. I say what I have to say, I don’t mince words. I’ve had this reputation since the
beginning of my business ownerships.
You can see just a few of the people who lacked integrity or business ethics at
http://www.bustedscammers.com
You do not want to grace the pages of http://www.bustedscammers.com as a
business owner. Those people failed to run their businesses in an ethical manner and
instead opted to scam people or simply failed and left people high and dry. They will
always be remembered for doing so as well.
Consultant Check on yahoo groups is also a good resource to view others who do not
conduct their affairs with integrity.
http://finance.groups.yahoo.com/group/ConsultantCheck/ is a yahoo group where
you can share your experiences from buying and selling online from direct sales
companies (consultants). If you also run a Yahoo Group, this is a place to scan your
pending members before approving them. Report any trouble makers that are a part
of your yahoo group and more.
"Always do right - this will gratify some and astonish the rest."
~ Mark Twain
“The dictionary is the only place where success comes before work.”
- Arthur Brisbane
You must set up working hours, even if working from home. You do not want your
consultants nor customers calling you at midnight on a Saturday evening or at 8
a.m. on a Sunday morning to discuss business. Well YOU might but most business
owners will not. If you opt to run your business from home there are a lot of
advantages – from no commuting time or expense to the convenience of being at
home. However, don’t let the “convenience” of being at home get in the way of
conducting your business as a business. You need to set boundaries and be able to
“shut down” the business at a certain hour and ENJOY YOUR LIFE!
Your consultants may get in the habit of calling, IM’ing or emailing you at all hours of
the day and night if you allow them to. You simply cannot allow this. To some this
may seem harsh or mean but you do have a life outside of work and you need to
enjoy that life. Make sure that your consultants know that they can reach you by
whatever means of communication and that if it’s not during “normal working hours”
that you will get to them as soon as you begin work again. Now, this does not mean
take days and days to respond. You want to answer ALL emails within 24 hours,
emails from customers as well as consultants. If you wait any longer than 24 hours
most people will have moved on and ordered elsewhere.
In the beginning of your business you may feel like you have to work around the
clock to get things established and up and going. This may be the case but very
briefly. You do not want your business to overrun your life. If you do, it’ll lead to
unhappiness in the business not to mention possible health issues and all in all your
business will not succeed if it’s no longer an enjoyment in your life.
"Don't let life discourage you; everyone who got where he is had to
begin where he was."
Richard L. Evans
“I don’t know the key to success, but the key to failure is trying to
please everybody” - Bill Cosby
You will not be able to please everyone all the time and you shouldn’t even
begin to try. As the quote above states, that is the key to failure. It’s impossible to
have everyone pleased and if you attempt to do that you will fail. This is YOUR
business, YOU must run it the way YOU deem fit. This means, you must do what is in
the best interest for YOU and YOUR business so that it succeeds and you profit.
Giving in to everyone else’s desires and whims is an instant way to end up with stock
and products that won’t sell and you are then out the investment. Your consultants
have nothing to risk or lose by saying they want this item or that item added to the
line up. It’s not money out of their pocket, it IS money out of YOUR pocket though.
You can weigh their opinions against your return on investment and if items are cost
effective and you’ll have enough return on investment then you may want to
consider their opinions or suggestions at times, but you cannot give in to every whim
or desire.
Yes, you want to add new products to your company and keep your business fresh
and up to date but that does not mean add items that aren’t relevant to your product
line or that you’ll not be able to move and end up selling at a loss. You are in
business to MAKE MONEY not have it tied up in product that’s sitting on the shelves
collecting dust!
Saying “no” seems to be difficult for some new business owners. You need to get
over that fear and make “no” part of your vocabulary. Customers may want an item
that you don’t carry, you can simply say “no, I’m sorry we don’t carry that but
perhaps you’d like to try such and such”. You will not be able to please everyone all
the time – remember this! Saying no doesn’t necessarily mean you’ll lose a sale.
Offer alternatives, offer suggestions or dare I say refer them to someone who does
carry the item they’re looking for. You may be thinking that I must be nuts to tell
you to do that BUT, a person will remember that YOU helped them find what they
were looking for and when they do want or need the item or service you offer they
will come back to you. They will remember that thoughtful act of your assisting them
even when it meant you wouldn’t get a sale and they will use you when the time is
right.
For whatever reason women have difficulty saying no. The idea is women are
supposed to be “nice” and agree all the time? What is up with that? I mean, yes
women are more nurturing and loving and caring; however, in business it’s a
different playing field. We cannot be afraid to say no. There are times you will have
to say no or risk the chance of running yourself and your business into the ground.
Ultimately you must decide when and what to agree to but just remember you will
never be able to please everyone all the time, so at minimum do what will please
you and bring you success.
I know that I cannot walk into Circuit City (*note Circuit City was still in business and had
locations at the time of the original writing of this) and tell the sales manager that I’m a
single mom and I’m really desperate and I really really really want that new plasma
big screen tv. They’d laugh me out of the store. So instead, I walk in and buy it with
my money.
As a business owner, if you have medical issues, I’m sorry but you don’t need to
announce them to the world and use that as an excuse for you not being able to
conduct business as you should. That’s why you should have a back up plan
(discussed earlier in this book).
As a business owner, if you have personal or family issues, again sorry but your
clients and potential clients don’t need to know all the details. They’re looking for
your product and want to buy from you and/or your consultants, not get a detailed
explanation of every private matter or problem you’re currently facing.
Business owners and consultants alike should not use excuses when running a
business. If I had a dime for every time I heard someone’s sob
story, or that they’re a single mom (like that should make a difference in how one
does business? I AM a single mom and have been such for the pretty near the entire time
I’ve owned my own businesses but I never play the “single mom card” looking for
sympathy or handouts or using that as an excuse) I wouldn’t need to work anymore,
I’d be rich already!
There are no excuses, there are no sob stories… bluntly when you own a business
you do what it takes to deliver…plain and simple.
When you first open your business you’ll want to have a basic business plan laid out
ahead for you to follow. However, after conducting business you may find that your
plan or direction needs to be tweaked. It is totally acceptable and you SHOULD
follow the call to change if it’s going to be of benefit to you and helping you succeed.
You might originally have decided you’re going to make all the products and focus on
that yourself but then the time you’ve spent on office responsibilities and networking
along with marketing has taken more time than you thought and you can’t keep up
with production so it’d be in your best interest to either hire someone to help with
tasks or find a supplier to provide product rather than invest all your energy into
making items yourself.
Perhaps when you started your consultant program you did not impose a start up
fee, then you see that thousands of people are joining since it’s free and you invest
your time in getting them set up but then they don’t do anything. You can then
change that aspect and include a start up fee. There is more regarding this in the
section called “For fee? Or for free”
Likewise with having minimum quota’s from your consultants, in the beginning you
might opt to not require a quota. After months of seeing minimal energy spent by
your consultants because they have no requirements you decide to instate a quota.
You can and should make this change.
You will have to tweak and make improvements and changes that will be of benefit
to you and the success of your company.
"Be who you are and say what you feel, because those who mind don't
matter and those who matter don't mind." - Dr. Suess
I’m not saying that your consultants or your customers feelings don’t matter or
count by including the quote from Dr Suess. However; I am saying that again it’s
YOUR business, I can’t stress that enough. It’s your time and energy and your
money that is making your business what it is. If you have something to say and the
consultant doesn’t like the way you said it, then she may have issues with areas of
her life and that’s why she perhaps hasn’t excelled at any one business long enough
to really see any profits and she goes more by emotion than by rationally thinking
things through and making the needed changes. You want to surround yourself with
people, mentors, consultants that share the same objective that you do…they want
success and will do what it takes to achieve that.
Be prepared to make changes to improve your business, it’s all a part of growing and
succeeding.
Now let’s figure out the other profit margin areas. If you’re developing or making the
product you’re selling yourself, you must first figure out the actual cost of all
materials needed to make the product. Make sure to include any shipping fees into
this figure as well. Often times shipping fees are overlooked and they do add up and
are part of the business expenses. You want to make sure to calculate the total
actual material cost per item that you sell. You will need to take into consideration
your consultant commission amount (this is gone over in another section) and then
what you want your profit to be. Originally some people went by the cost x three
would be their retail price for product. This can be used as a starting point to figure
out possible retail pricing for you.
Example: if the actual material costs are: $5.00 to produce an item
and your consultants earn 25% commission
it takes you an hour to make the item
if you sell it for $15.00
that means your consultant will earn $3.75 commission
and you will be left with $6.25 after the material costs
Is that a worthy hourly pay?
Remember it took you an hour to make that item and minimum wage is around that
in most areas of the US. (note: if YOU sell the item on your own, your profit would
then increase to $10 because you don’t have the consultant commission to pay out).
"I know the price of success: dedication, hard work and an unremitting
devotion to the things you want to see happen."
––Frank Lloyd Wright
There are many “box swaps” and “swap groups” online now and many people jump
at the opportunity to participate. In fact they do so without even contemplating their
ROI. They generally have to send in items of a certain dollar amount and a certain
quantity and then those items along with others will be distributed for them. If they
send in 10 items with a $3 value, there’s $30 right there not to mention the cost of
business cards, fliers, catalogs and shipping the items to the person coordinating the
swap. They will have to make the determination if it’s worth it for them to invest
$30+ in the hopes of getting customers who place orders so the business’ profits will
exceed that $30+ investment.
Sending in “fillers” for Mom Pack™ is also an investment one should analyze and do
properly. If you have a product or service that targets mom’s and grandmothers (or
females for that matter) then you may want to invest in Mom Pack™. You simply join
http://www.mompack.com for free and join the various yahoo groups they have
enabled for your business, one of which is mom pack fillers. This is a group that
specifically looks for businesses that want to send in business cards, fliers, etc. and
they assist in promoting your business in orders their business ships out. Now, there
is a great opportunity for obtaining new customers through this method – if done
properly. In my opinion, it’s best to send in “fillers” to those requesting them that
their business targets your market. It would be a waste of your investment if you
sold vegetarian products and the person you’re sending your promotional fillers to
sells beef jerky. That’s not exactly your target market, thus there would most likely
be no ROI (return on investment) there. However, if you send in fillers make sure
they match the companies clientele and make your fillers stand out. Use pens or
pencils with your url on them, send something tangible (a sample of your product), a
coupon for a free item or discount from your business. Additionally make sure
whatever you send is professional looking and conveys the image your business has.
Nothing screams hobbyist more than an unevenly cut thin piece of paper printed on
an ink jet with some clip art that’s been over used by other companies. Some will
argue that their business is just starting and they need to keep costs down, but in
doing so and settling for substandard advertising, promoting tools will just lessen
your business image and you only have on first impression.
Another area of concern would be catalogs. Yes, mailing catalogs from your company
requires money on shipping and the printing of the catalog. I know many people like
to browse a catalog that they can feel but with the invent of emails and ebooks you
can email a person a virtual catalog or have them browse your website. This is much better
than spending a few dollars on a print catalog and a few more dollars to mail the catalog,
when often times combine those two and that figure is more than what your profit might be
on their purchase so you’ve lost money and made nothing.
Ultimately make sure that there is substantial ROI or simply move on and brain storm for
other avenues that will work to your advantage.
Likewise with product or inventory, you must determine if it’s going to be a cost
effective addition to your business. If a product can be purchased wholesale for
$9.95 you need to make the determination if it’s feasible to retail it for the amount
you’d need to cover your initial cost, your consultant’s commissions and your profit.
You would almost have to sell it retail for almost $30.00 in order to allow for all
aspects. Is it feasible that a large percentage of customers would be willing to pay
that much for the item? If so, then go for it! If not, then it’s simple…do not add it to
your product line. Remember what we discussed earlier in the book about not being
able to please all the people all the time! This is your business, your livelihood and
your future – do what’s best for the business.
This may seem so cliché about setting goals and getting them done. However, it is a
must do! If you don’t set goals or have anything to accomplish or gauge your
accomplishments by, you’re more likely to not do as much as you could to achieve
your success. Without goals you lack priorities which give you focus and help you to
obtain your business’ success.
Time is priceless, once it’s gone that’s it. You can’t have a “redo” for yesterday, you
can’t have the last five minutes returned to you. Time - you cannot save it, lose it,
have more of it next week than what you have this wee. It’s a constant ongoing
aspect of life that you cannot change; however, you can change your attitude and
approach to time. That is why setting goals are essential.
You and you alone are responsible for your life. You are the only one who can
determine how you handle daily life occurrences and how you let them affect your
business and livelihood.
You need to be clear and concise on what you want to achieve in your business, what
your views on success are and how you’re going to obtain that success. You must
believe that what you want to achieve is in fact achievable and do whatever it takes
to get your mindset right and achieve it! You have to believe that you are capable of
succeeding, that you have what it takes to accomplish the task and the skills and
talents along with the resources to do just that – SUCCEED!
Be specific with your goals and your mind will kick in and get them done. It’ll be on
the subconscious mind through the day if you have your goals written down and
you’ll push to get those goals done on a daily basis thus leading to success!
This does not mean that you should be cold and callus towards anyone but you do
need to keep business in perspective. You should acknowledge and reward
your consultants when they achieve new goals, show up for training chats or other
land mark events. Celebrate their birthdays, let them know they and the work they
do promoting your business are appreciated. Show them you do care, but you can
do this is in a manner that doesn’t cross the line of professionalism.
Likewise when communicating with your consultants and others in business you don’t
want to address them as:
Hon or honey
Sugar, sweetie or sweetness
Lady, chic or toots
Leave all those terms of endearment for your family or loved ones. Somehow I don’t
envision Donald Trump signing his emails xoxo or with an animated dog chasing
animated hearts or something equally as fluffy feel good.
When dealing with customers you want to be both professional and personal to a
degree. You want your customers to know that you appreciate their business and
that you also ‘know’ them. You remember what they order, what their preferences
are, when their birthday is. Those things make a customer feel appreciated and
valued.
You may opt for a solo level commission structure where the consultants make a
set commission percentage on all products, services they sell. There is no
commission paid to the consultant for anyone they might happen to recruit or bring
into the company.
Pro: Easy to keep track of commissions
Con: Doesn’t give consultant any incentive to bring more people into the company to
be consultants for you either, so you may lose the chance in having additional
consultants that ultimately bring you more business and more consultants.
Affiliate Program:
http://en.wikipedia.org/wiki/Affiliate_programs
A method of promoting web businesses (merchants/advertisers) in which an affiliate
(publisher) is rewarded for every visitor, subscriber, customer, and/or sale provided
through his/her efforts.
You can set up an affiliate program and opt to either have it as a free sign up for a
lower percentage commission or charge a nominal fee and increase the commission
percentage.
There are a variety of affiliate programs that are free to use or you can opt to pay for
affiliate program software.
The downside with most of these is that the url that is generated by the affiliate
software is a long weird one that most people will not simply click on but that can be
remedied by making your consultants their own web page on your server that
contains their personal information and basic information about the business and
then contains the affiliate link within that page. This enables your consultants to
have a semi normal url to promote and still utilize the software for each consultant
program. Consultants may also want to register a domain name for $9.95 (at the
time of this ebook) via godaddy.com and have it forward to their consultant link.
http://www.mals-e.com offers a free affiliate program set up that you can utilize
on your website.
It does a fairly decent job of tracking affiliate links and orders.
It can be set up for a tiered consultant commission plan as well (discussed earlier in
consultant commission structure).
There is an area that you can add various buttons, banners, images, graphics along
with text links so when your consultants log in they can pick which method they
prefer to use to advertise your business.
On the one hand you want people to sign up as consultants and help boost your
sales and promote promote promote!
For Free: some new business owners figure they can accomplish this by allowing
people to join for free. This does get people to join, but with that comes a few other
aspects you may want to consider first before doing this.
- If a person joins for free, they have no vested interest in your business nor
promoting it. I mean, they have absolutely nothing to lose if they don’t do
anything.
- It lessens the integrity of the company by “cheapening” your product or service
and the image of your business.
- You could have more people join since it’s free than what you’re prepared for or
capable of handling. Remember you will need to set your consultants up, get
them into your system, train them, assist them and answer questions they may
have. This could be extremely time consuming. If you spend all your time doing
this and they don’t promote because, again they have nothing to lose if they
accomplish nothing then you have wasted countless hours and energy for no
profit.
- You could have more people join since it’s free than what you expected and they
actually do promote and get orders and you don’t have the resources or
inventory and stock to fill their orders and ultimately fold and go out of business
like numerous companies have done (more than I care to recall just in the year
2006)
So as you can see free isn’t always better and can actually do more harm to your
company than good.
For a fee: For those who want to charge consultants a sign up fee you will need to
determine what you want to charge and if it will include any benefits. You want to
charge enough to cover your time and energy in getting a new consultant set up and
yet make it affordable enough that people will want to join. Most people find a
company that charges a nominal fee to begin more reputable than a company that
offers free sign ups.
The advantages of having a start up fee:
- You know the people who are signing up are definitely interested in promoting
your business and making money because they now have a vested interest.
People do not like to just throw money away, so having the start up fee will
motivate your new consultant to work your business.
- The start up fee will cover your time spent in preparing and training the
consultant in your business.
- You have higher credibility in business when having consultants pay a start up
fee. Like the sayings go, “you get what you pay for” and “you don’t get
something for nothing”. This holds true for business perspective and
impressions. If you’re giving something away people wonder why or wonder
what’s wrong with it.
“One good customer well taken care of could be more valuable than
$10,000 worth of advertising.” ~ Jim Rohn
When it comes to your product, you want to offer high quality product that your
customers desire, will pay for and want to order from you again as well as refer your
business to others. You cannot possibly carry every item known to mankind and
don’t try to! You will not be able to please all of the people all of the time (remember
that section of this book?) so, don’t try to! Offer what you want to but make sure
it’s a quality item. One quality item is worth so much more than a thousand items
that are substandard pieces of garbage. If your customers wanted dollar store
garbage, they’d go there. When they’re coming to your business they want quality
products, excellent customer service and the personality and charm from you and
your business.
When it comes to your consultants, again quality far outweighs quantity. We
discussed this briefly when the “For a fee? Or for free” section of the ebook already.
It will be of no benefit for you to have endless supplies of consultants if none of them
are promoting or obtaining any customers orders for your business. (See the
mention about “biz collectors” in the Quota’s section). That ultimately will reflect on
you and your business reputation and could cost you business later down the road as
well. Invest your time in training and assisting the consultants who do show
motivation, drive and the desire to achieve success with your company. Those are
the quality consultants that will make a difference for you and your business. It’s
better to have one hundred consultants who produce, meet quota’s and achieve
goals than it is to have one thousand consultants who merely waste your time while
you attempt to motivate them.
Online Parties:
Online parties are the newest way to hold parties, have fun and get orders for your
consultants. Now with the invent of the internet many people may not have ‘local’
friends but have lots of internet (distance) friends. An online party is the ideal way to
bring everyone together in a party situation.
There is an article later on here with some information on how to conduct, advertise
for an online party.
An online party works well for those who don’t necessarily have to “feel” the product
they’re purchasing. You can still play games in an online party, hostesses can still
earn product or rewards. Everything is pretty much the same except people from all
over can be in one place at the same time and the items are viewed online opposed
to up close and personal. All you need to conduct an online party is a chat room
which you can offer to your consultants for free to use or there are countless online
party rental sites that consultants can rent from site owners to hold their parties in
for a minimal fee.
Yahoo Groups:
This is a free group provided by yahoo that enables you to communicate with a
group of people who sign up as members. The group can be private or public. You’ll
want it to be set to where you must approve the members prior to allowing them in
the group if you want to keep it just for your consultants and not the general public.
Message Board:
Message boards are a good tool for allowing you as well as your consultants to
communicate, brain storm and get ideas from one another.Having a
message board enables others to post and read others ideas and everyone helps
everyone, enabling you the business owner to perform other business tasks.
"Keep your mind on the things you want and off the things you don't
want." ~ Hannah Whitall Smith
PayPal:
Most people who conduct business online and even personal business now have a
PayPal account. If you don’t, you can sign up for either a personal or a business one
at https://www.paypal.com/us/mrb/pal=RXH467S6UYAUY and yes they do offer a
referral program so if you use this link I will make a few cents!
PayPal offers the ability to transfer cash funds to other people and businesses that
have payPal accounts. They also offer the ability to accept payments via echecks and
all four major credit cards. They no longer require a customer who’s paying a
business to have an account with PayPal account so your customers can simply go to
your website and pay you. PayPal does now offer an integrated shopping cart as well
as being able to be linked to other carts.
Propay:
Propay offers a few different options, varying upon how much monthly credit card
revenue you think you’ll have. You may upgrade at anytime though. You pay one
time annually, so no monthly fees other than your transaction fee.
You can see their various options at http://propay.com/account/
With Propay you can integrate it into a shopping cart, accept payments and process
them online or via the phone as well. This comes in especially handy for those who
do mobile service or are doing business at markets, fairs, shows, etc and don’t have
access to a computer to process the credit card on the spot. You can process via
phone and know the card is approved before the client walks away with your product
from the show or market.
Mals-e:
You can utilize a free cart from http://www.mals-e.com
You can also integrate an affiliate program through this as well.
It’s free to use and there are limited support and example methods shown on their
web site.
You can set it up with varied payment methods (cash, check, credit cards, paypal
and a few other options).
Paypal:
http://www.paypal.com now offers an integrated shopping cart as well. Now they
offer payment acceptance via phone, fax, or mail and process it through their virtual
terminal as well as accepting payments directly online.
USPS:
Yes, the United States Postal Service is honestly my number one preference. I’ve
never had any problems with service, nationally or internationally. Currently my
business only uses USPS Priority mail with delivery confirmation. It’s the most
efficient for the money and if you use a system like http://www.Stamps.com or
http://www.Endicia.com or even http://www.Paypal.com they offer plans
where you can print postage labels right from your computer and while some you
may pay a monthly service fee, you save money because delivery confirmation is
free or discounted. If you ship a lot of packages, the savings on that will outweigh
the minimal monthly fee.
When shipping you will more than likely want to include delivery confirmation. Note
that when you utilize delivery confirmation it is not a tracking process like UPS but it
confirms delivery at the destination, thus the name “Delivery Confirmation”. Many
people mistake that with tracking information and it’s totally different.
UPS:
United Parcel Service. Because of prior bad experiences I will not use UPS for
anything. Some rural areas have difficulty with UPS timely deliveries. I’ve found
unless the parcels being shipped are heavy it’s actually best to ship via USPS than it
is UPS. They do offer location to location tracking though. I have just had too many
bad experiences with UPS (in South Florida) to want to chance my business to them.
FEDEX:
Fedex offers a variety of options from ground to overnight delivery. Research their
delivery areas and pricing to see if they fit the bill for what you need.
http://www.squidoo.com
There are also countless forums and message boards along with yahoo groups and
myspace groups that you can utilize for your business as well.
Print Advertising:
Find relevant magazines, newspapers, publications that offer either classified ads or
display ads. Make sure to research the costs, their demographics, distribution and
determine if the ROI is there (return on investment which was discussed earlier in
the book)
http://www.craigslist.org can be used for posting free ads. They do also offer paid
ads. You should be aware of the rules per category and what you can and cannot
post there. They have a listing for most major cities in the US and some in Canada
and other areas as well.
http://www.backpage.com is similar to craigslist and allows free and paid for ads in
most major cities in the US. They also offer a print magazine as well.
There are countless methods in which you can market your business. You will want
to start off with one method at a time to determine if it’s a success and a good
return on investment (read the ROI section again if you need to). Once you get
established successful marketing strategy in place, try another and keep building so
that you have multiple streams of advertising working for you.
You can market your business online via the above resources as well as article
marketing, newsletters, your website, banner ads, text ads, link exchanges and paid
directory ads. These in addition to message boards, forums and networks should
produce positive results for your marketing efforts.
Contact Information:
Anyone visiting your site should readily have access to your contact information,
whether it be an email address or phone number people want to be able to
communicate with you. They may not need to but their minds will be put to ease if
they see a means of communication. If you do not include any contact information
on your site, most people will leave the site and never order. Today it’s just far too
easy and frequent to have sites up that are nothing more than scams and hoaxes, so
you want to make sure your potential customers can, if need be, contact you.
You don’t have to put your home phone number on there if you’re running your
business from home. You can get a toll free phone number (mentioned later in this
book). Other options are to utilize ring master numbers from your local phone
company so it has a distinct ring so family members know it’s business and not a
personal call.
Make sure to have an email address on your site and it should be one that goes with
your domain name (ie: info@whateveryourdomainnameis.com ) and not
xxxmomma@yahoo.com or something equally as unprofessional.
Listing an address on your web site also increases your credibility. Again, you don’t
have to list your home address if you’re conducting business from home. You can
utilize a PO Box or rent virtual office space and use those addresses for licensing,
contact info.
Clarity:
Make what you offer clear to the visitor. You don’t want them to have to leave the
site wondering what on earth you even provide. This information should be easy to
find on the first page. Don’t make your visitors go on a man hunt to figure out what
you’re even selling. Remember K.I.S.S “Keep It Simple, Stupid” it’s the best way to
get and keep customers!
Navigation:
Make your site easy to navigate. Have everything clearly marked and explained.
Almost to the point that a two year old would be able to navigate without problems.
This will ensure your customers can readily find what they’re looking for, be able to
purchase and check out with speed and ease. If they get lost or confused, they will
not purchase. You should have your site navigation menu on every page of your site,
not just the first page. You don’t want someone to get to a section of your site and
not be able to find their way back to the main menu. Remember that all people are
in various stages of experience utilizing the internet, so make allowances for this by
making everything as simple and easy as possible. The new users will appreciate it
and the experts will understand it and find it refreshing to see that you have your act
together.
Shopping Cart:
You also want to keep this simple as well. The easier it is for a customer to place an
order, the better. They shouldn’t be more than three clicks away from being able to
place items in cart and checking out. If it’s too complicated, they’ll leave and not
return.
http://www.irs.gov
http://www.businessownersideacafe.com/ includes a message board to bounce ideas
off others
http://www.sba.gov - Small Business Administration
http://score.org - SCORE “Counselor’s to American’s Small Businesses”
(note: While many find SCORE helpful, I never did. They may try to down play an
idea you have not seeing the future prospect of it being successful – as was the case
with both my errand service and dog bakery which were before their times but yet I
formed anyhow and established both as successful businesses and since sold them
both at profit and they continue to this day, 10+ years after people at SCORE said
neither would succeed) So on that note if you do meet with any of them, listen and
take what applies and use your own gut instincts and feelings to make final decision.
“When you know what you want, and you want it badly enough,
you'll find a way to get it” ~~ Jim Rohn
Phone Service:
You’ll probably want to utilize a toll free phone number. It gives your customers easy
access to you and will increase your reputability and increase sales. It allows your
customers to contact you and not incur any long distance charges which customers
love to be able to communicate at no cost so you can better assist them in their
purchasing decisions.
You will also want to incorporate voice mail or an answering service or machine for
those times when you’re not in the office or working on something else. This way the
customer knows they’ve reached the right number and that you’ll get back to them
during normal working hours.
I personally use Touch Tone Communications for my toll free number. You can have
it forward to another business phone, home phone or cell phone. You also can
change where you have it forward at any time.
http://touchtone.net/
* All Toll Free rates are 24 hours per day, 7 days per week
* All calls are billed in 6 second increments
* Nationwide accessibility with multiple blocking options
* Vanity numbers
* Standard statements showing originating numbers and duration for each call
* Customized billing statements with reports to manage and track business
expenses
For more information about TouchTone Toll Free Service you can call them
directly at 1-800-900-5474.
Skype
http://www.skype.com/
It’s free to download and free to call other people on Skype
And on http://en.wikipedia.org/wiki/Skype
Skype has experienced rapid growth in both popular usage and software
development since launch, both of its free and its paid services. The Skype
communications system is notable for its broad range of features, including instant
messaging, file transfer, voice and video conferencing, its ability to use peer to peer
(decentralized) technology to overcome common firewall and NAT (Network address
translation) problems, its use of transparent, strong encryption and its extreme[2]
countermeasures against reverse engineering of the software or protocol.
GoogleTalk
http://www.google.com/talk
Google's free webmail service, Google Talk uses Google's innovative technologies to
help people communicate more effectively and efficiently. This means Google Talk is
fast, intuitive and fun to use.
Features include:
File transfers, voice mail, voice calls, gmail notifications
Free to use
Vonage
http://en.wikipedia.org/wiki/Vonage
Vonage is a publicly held commercial voice over IP (VoIP) network and SIP company
that provides telephone service via a broadband connection (the company's name is
a play on their motto "Voice-Over-Net-AGE").
Vonage promotes itself as "Vonage the Broadband Phone Company®"[1] in the U.S.
and as "Leading the Internet Phone Revolution." Until recently Vonage held the most
subscribers at 2.4 million subscriber lines[2], Comcast has now surpassed them, and
has the most VOIP subscribers. Vonage has completed well over 5 billion
calls.[citation needed] Vonage has led the Voice over Broadband (VoBB), or
Broadband Phone industry through its aggressive consumer marketing in the United
States, Canada, UK and other countries globally.
In order to use the service, customers must purchase or use a "Vonage" branded
"VoIP router" or a phone adapter that connects to their main router or broadband
modem. In addition, an upload speed of 30–90 kbit/s as well as a reliable/QoS
optimized connection is necessary to make calls without substantial lag or jitter.
“You are the only one who can use your ability. It is an awesome
responsibility” ~ Zig Ziglar
- Set up a website for your business on a real host (do not use freewebs,
homestead, etc.)
- If conducting your business from home, you may want to utilize a PO Box for
address or a virtual office when needing to list a physical address unless you
want people to have your home address
- Set up training area, message board, forum for you to communicate with your
consultants, distributors.
- SUCCEED!
"Start each day by affirming peaceful, contented and happy attitudes and
your days will tend to be pleasant and successful." ~ Norman Vincent Peale
Six words that should never be uttered by a WAHM are "Can you do me a favor?"
Correction, the only time those six words should be uttered by a work at home
business person is if she is asking someone to assist her by holding the door open.
If these words describe you, never, never say them again: "Can you do me a favor
and host a party for me?" "Can you do me a favor? I'm only $200 away from
reaching my goal. Can you place an order from me?" "Can you do a favor for me
and place an order. I'll place one from you next month, I promise!"
That thinking is backwards! You are not in business so that customers can do YOU a
favor. You are in business so that you can make your customers' lives easier, better,
healthier or prettier (and yes to make a profit too!). If no one needs or wants your
product or service, why bother to be in business?
Don't manipulate people to patronize your business. Can you really feel good about
yourself and your business if you need to guilt or pressure people into buying? What
message are you sending? That you believe in your products? Or that what you're
hocking may not be that good or of value, but if they'll do you a favor – you might
actually make a sale?
Consider this – if you went to a restaurant where the food was second to none; or if
you saw a movie that was one of the best you've ever seen, wouldn't you want to tell
the world about it? You probably couldn't shut up about it and want everyone within
ear reach to have the same pleasant experience.
Or would you say, "Can you do me a favor, try that new restaurant?" That just
sounds ridiculous. If you can't stand behind the product or service your business
offers, then now might be a good time to close up shop. You should be able to have
the same enthusiasm you easily have when talking about the fettuccini Alfredo as
you do when sharing your business with others.
You were just getting ready to say, "But I don't want to impose," weren't you? Bite
your tongue! You're not even allowing your contacts to make their own decision
whether or not they are interested in your products. How audacious of you to take
that decision process away from them. Remember: Some will. Some won't. So
what?
At least give people the opportunity to hear about your exciting, fabulous product. If
they didn't care for the pasta or were bored with the movie; it's no reflection on you.
Neither will it be when you offer them the opportunity to host a party and receive
free product.
Stop asking for favors and start offering choices.
About the Author: Laurie Ayers is a WAHM from Michigan. She started her first
home business in 1988. As a single parent, Laurie has supported her family by
working out of her home. She is currently a SCENTsational Consultant with Scentsy
Wickless Candles. You can find Laurie at http://www.Scentsy.com/LA
If you don't ward off competition your small business will be left in the dust. Your
business needs to stand up and stand out! Take charge with article marketing.
You have something totally unique to your business: Your Knowledge, Skills and
Abilities. Employ your talents with the written word. Article marketing is hot right
now. It is a wonderful tool to gain a reputation as a subject matter expert. Articles
can also increase website traffic.
Many entrepreneurs are jumping on the article bandwagon. Many site owners are
crying for submission. But here's the deal: everyone can write articles. However
not everyone should. Let me repeat that: Not everyone should write articles.
Just as a poorly constructed website will hurt a business, poorly written articles can
do even more damage. Websites don't always have a name attached to them. The
public doesn't know if you created the unprofessional site or if someone else created
it. However with articles, you're attaching your name to it.
Many so-called authors don't even realize that their work is horrible. In attempting
to promote their business they inadvertently damage their own credibility. Plus they
just don't look very intelligent. Below are some common mistakes:
• Run on sentences: Try to keep sentences to fifteen words or less - the fewer
the better. You won't hold the reader's attention otherwise. I've seen some
with thirty, forty and even fifty words or more in one sentence. That is one
sure fire way to lose the audience.
• Long paragraphs: Keep it to three or four sentences maximum.
• Too familiar: It's good to speak in a conversational tone. You should write
like you speak – but don't get carried away. Using phrases such as "let's look
…" or "We just talked about…" is too cozy. Minimize the use of pronouns.
• Misuse of words: Spell check is a wonderful tool but it won't always pick up
context. There and their are often not used correctly. Other errors often
used are lay/lie, saw/seen and many others.
Before submitting articles anywhere, have someone else review it. Pick someone
who will be objective and honest. Family and friends tend to always respond in the
positive. If it is truly a horribly written article it is better to find out before it lands
on the World Wide Web!
About the Author: Laurie Ayers is a WAHM from Michigan. She started her first
home business in 1988. As a single parent, Laurie has supported her family by
working out of her home. She is currently a SCENTsational Consultant with Scentsy
Wickless Candles. You can find Laurie at http://www.Scentsy.com/LA and at
http://www.LaurieAyers.com
Conclusion:
There you have it, ways to start a direct sales company and succeed in doing so.
To success,
Tara
"The greatest thing in this world is not so much where we are, but in
what direction we are moving."
-- Oliver Wendell Holmes