Tuesday, January 27, 2015

Destination Ruby: Make the Perfect Pitch

by: Dioni Morales, Director of Stylists Services

I believe all of you have one goal in common: Ruby! Of course you want to be part of the Founder's Club. To reach that goal, you need to sign up new Stylists who also want to grow their business. For you to get those Stylists, you need to give them the "Perfect Pitch."

A great leader from Australia, who I had the opportunity to hear a few months back, talked about the "Pitch" -  those few choice words that must be practiced and perfected, because most times you will only have a few minutes to grab someone's attention.  It might sound like a cliché, but it will always be true that the first impression is always the most important.

Here are a few tips to create your own personal Perfect Pitch.

The Do's:
  • Keep your goals in mind.
  • Quality will always out-perform quantity.
  • Have the right mind-set

The Don'ts:

  • Don't pitch within your comfort zone - you are not looking for the many, you're looking for the qualified few.
  • Never edit your pitch: stick to the full story.

The How's: 
  • There are four parts to the pitch. Your pitch should include: 
    1. Products
    2. Company
    3. Opportunity
    4. You
  • Tips to work on when practicing to perfect your pitch:
    • Your enthusiasm
    • Your belief
    • Find out their hot point
    • People buy YOU
    • Seek referrals

Remember, cover all the bases but focus on what interests THEM the most. Your pitch will really influence the quality of people who join your team.  When you pitch only the product, you will get customers.  But when you pitch the opportunity as well, you will get entrepreneurs.  And that, my dear friends, is how you get to Ruby!

Tuesday, January 20, 2015

Improve Your Networking Skills

adapted from a Direct Sales Education Foundation article

Successful networking is a necessary part of growing a direct sales business and taking it to the next level.  It involves a certain amount of social grace and the ability to engage people in conversation and make them feel comfortable.  A few lucky people seem to be born with these skills, but anyone can master them with dedication and persistence.

Here are some specific ideas to help you improve your networking skills:

  • Focus on building relationships.  This will allow for long-term planning.  Even if this contact can't help you in your endeavor right now, the opportunity may arise in the future for this person to offer something of value to your business.  Give something of yourself when establishing professional relationships.  For example, a dance studio owner / dance teacher looking to expand her clientele by offering classes for children under 5 years old holds an open house for prospective students and their parents.  When speaking with some of the parents individually, she asks each why they would like to start the child in a dance class and offers a free demo class, as well as a discounted private lesson for those interested in joining her studio.  The parents recognize that the teacher is giving her time and expertise so that they may have a risk-free trial before committing to a year of classes.  This also allows the teacher to get to know her future students and show the parents that she truly cares about their early dance education.  In what way can you be of service to a prospective customer or new downline member?

  • Keep the initial conversation social and friendly.   An initial introduction is not the time to offer unsolicited advice on the topic at hand.  Make sure the conversation centers around common interests.  The dance teacher shares her own stories about how she got started at a young age, which helps prospects relate to her on a more personal level.  This is more effective than preaching her philosophy on why children should start their dance classes as soon as possible.  A light-hearted conversational tone is best in networking situations.  Telling a new acquaintance about why you love Vessel will be more powerful than telling her why she or he should. 

  • Don't make people uncomfortable by digging too deep.  Although you do want to build a relationship and find out a bit more about the person, be careful not to pry into their personal lives at an inappropriate level.  One mother of twins attending a demo gymnastics class with her children finds herself being asked by total strangers if she used fertility treatments to conceive.  A seemingly innocent question made in social conversation is actually quite personal.  Don't make this mistake.  Let the other person guide you in how much they are willing to share, but err on the side of caution when asking personal questions.  Act interested, but don't grill them!

Just like any skill, networking take practice.  The more you do it, the better you become and the more relaxed and open you appear to the new people you meet.  You won't necessarily do it perfectly, but you will become much better at turning strangers into friends and becoming a networking success!

To Your Success!


Tuesday, January 13, 2015

This is the Best Time to Prospect!

by: Dioni Morales, Director of Stylists Services

It's the beginning of  a new year, so that means it's time to start putting action to your goals.  Hopefully, you've already determined your goals and have put them in writing.  I'm sure that one of your business goals is to talk to others about Vessel.

Remember that you are not the only one making goals at this time of the year.  There are many, many people who have evaluated their lives, what they are dissatisfied with, and what they are looking for ... something new, something different. And here you are, ready to do some PROSPECTING!  What you need to do is to find the right people to add to your Vessel team, without wasting time with those who are not right, or who are not yet ready.

A couple of months ago I had the opportunity to hear Paula Pritchard speak.  Ms. Pritchard is a pioneer in the direct sales industry.  She has been involved with direct sales for nearly four decades, and is one of the first women to get to the "top" and make millions.  She is also an author and speaker. She gave really great points on Prospecting and I'm sharing those with you:

  • There are only two ways to make money: Showing the product and showing the business. Success is in the "SHOW".
  • Only 50% of the population is available to you, because only 50% are hardwired to be entrepreneurs. In other words, the other 50% are hardwired to work for others.
  • Qualifying people is critical!  Be selective!  Some people will NEVER be entrepreneurs.  Don't waste your time! Go on a fact-finding mission.  Ask questions, such as what they want out of life.
  • Being told NO is a requirement. There will be a time when you don't even remember the "no's." A lot of people walk into a store and leaves empty-handed, and it's alright.
  • Someone said to Paula once: "Call me when you make your first million," and her response was, "I won't need you then."  
  • If you were given 200 shells and you knew that there were 10 pearls, wouldn't you open all 200 shells looking for those 10?
  • You need six legs to get to Diamond.  But don't just recruit six -  recruit more. Otherwise, it will be miserable for you and for your recruits, because you're putting way too much pressure on those six.  You can't try to turn a liter into a gallon, some people just want to be a liter!
  • Fall in love with the process, not the result.  Detach from it, don't take it personally.
  • The way you do the invite is their first training.
  • Your biggest success will come after your biggest disappointment. 
  • Preparation is 80% of recruiting! Get the story right and work on your own belief and confidence.  It needs to flow smoothly.  People will notice if you don't show confidence, even if you have to "fake" it at first.  
  • Become a student of the invitation.  PRACTICE!
  • Ask them: "Do you like selling?" If they say NO, you say: "Oh, great, you'll love this!"  If they say YES, you say, "Oh, great, you'll love this!"

Go out there and find the fifty percent who are hard-wired to be entrepreneurs, and who are just waiting for you to present them with the Vessel opportunity!

Thursday, January 8, 2015

My Story Matters

In my June 2014 blog post I talked about the five Vessel “Scents” that convey our guiding principles and a sense of place and purpose for all those involved with Vessel. One of these guiding principles, “Scents of Service”, motivates us to contribute in meaningful ways to our society and those around us. We serve each other and support women and girl related charitable causes. One such charity is My Story Matters.

The mission of My Story Matters, founded by Amy Chandler, is "giving the gift of story to individuals in need by publishing uplifting, inspiring and motivational stories of faith, courage and talent for individuals who could not otherwise do so for themselves."  Amy is a wonderful woman with a heart of gold. She is an inspiration to me with the unceasing service she provides to family, friends, acquaintances and strangers.

Vessel partners with My Story Matters on their Angel Series.  As described by My Story Matters, “Our Angel Series is dedicated to preserving the life story of those sweet spirits who left this earth at a young age. We will focus on the lives of children who died before the age of 12. Although their stay with us was brief they definitely leave a lasting impression on all those they came in contact with.” My Story Matters provides a beautiful storybook to the families who have lost a child, and Vessel contributes to the mother a scented jewelry set, including the birthstone of her sweet child that passed away.

Here are a few notes of thanks we have received from these dear mothers and families:

“Dear Vessel, A package arrived at our house from My Story Matters last Saturday. Inside the package were a book about my daughter who passed away and a beautiful necklace! Thank you so much for your kindness and generosity. It touched my hear to think that someone is trying to cheer me up. The scent is very calming, and also reminds me of my daughter who used to love scented lotions. Thank you very much for the wonderful surprise gift!”

“Dear Vessel, How generous of you to donate the necklace. Very special. Thank you for your compassion and kindness.”

“Dear Vessel, Thank you for the absolutely beautiful necklace to help our hearts when we remember our precious son. Your gift was a surprise to us and has such significant meaning to us. Thank you again for your kindness and selflessness.”

We are so grateful to My Story Matters for letting Vessel be involved in a small way in the special service they provide to these beloved families. For more information, to donate time, materials or money, or to nominate someone for a story book, please see the My Story Matters website. As we continue to work with My Story Matters, we pray for those families who loose a precious child, and hope to offer a special sense of remembrance with a piece of Vessel scented jewelry.

With love,