The Salesman's Bible Q&A Forum
Register  |   | 
 
 
 


Reply
  Author   Comment  
salessavior2cu

Avatar / Picture

Moderator
Registered:
Posts: 15
Reply with quote  #1 
I've sold product all over the United States & Canada and from my experience the answer is: "Absolutely not!" When you here business people say: "Location, Location, Location" there is a good reason for it. Individually I have been successful selling where ever I have gone, but when you're talking about new recruits and expanding your new business (especially through Ad hiring) you'll want to do some research about your location. Tell us about your location and experiences.
mseller

Registered:
Posts: 1
Reply with quote  #2 

What types of demographics should one look for when considering an area for a new direct sales business especially when newspaper recruiting will be the main source for growth

salessavior2cu

Avatar / Picture

Moderator
Registered:
Posts: 15
Reply with quote  #3 
     Let's start off by saying that I have found two dynamics in this regard. 1st, if you choose an area where the general population makes enough to have disposable income (unemployment rate is extremely low-basically you see help wanted signs in every business window and the standard rate of pay is better than minimum wage), then you will find this a great area for personal sales. A distributor should sell his ten a month (but you'll probably sell 25 with the same effort) and be happy. The benefit is that you'll have little stress, keep your own hours, and be consistent with the sales. You can recruit people and train them in the field while your selling. I highly recommend this for your own peace of mind.
     But let's say you're tired of selling personals, or your just ambitious and want to get from here to never, never land in 6 months. Then you're looking for a good ad result. Unemployment helps you in this regard. However, you still need people working so your would-be sales reps have someone to sell to.
For best results I recommend this:
Choose areas you think might be considerable. Then spend the money to run your ad there. If it's long distance use a toll free number. Ideally you need to get 80 calls. The frequency is critical. Those calls must come within 48-72 hours. So 80 calls in 2 weeks is bad.
     In McAllen, TX a $35 ad would fetch 80 calls in one day. This would see 40 that say they're coming and 18 show up. 3 I dismissed because of their attire before the interview/demo started and 12 wanted the job at the end. 9 showed up for training but only 6-7 actually had qualified leads to start with. With these numbers we sold 28 first month (no deals-all referrals-reps booking) and 40 in month 2. After that we hovered at 40-50 and we were living comfortably as Distributors.
     In Ottawa, ON Canada the same ad costs $300 and gets you 300-400 calls over a week. This is very good! By the time your done screening out the bad apples, "not interested", no qualified leads, etc. you still have something decent to work with. Sold 40 first month and on pace for 100 after that.
    If you're on the fast path you need to blast off a minimum of 4 people (and that's weak) to a norm of 6-12 people. And a great week is blasting off 20+ people. However this takes a lot of prep work too. Kits, machines, etc. Just remember that quantity is great but quality comes first. I'd rather equip 6 people with 4-8 solid demos than 20 people with one demo each. In fact I won't even give a person equipment unless they have at least 4 qualified demos on the books for blastoff. Of course an exception can be made if a person has 2-3 and you have a decent feeling about them. But you have to seriously question it if they only have one, and then ask yourself how desperate are you as a Distributor if you want to equip them.
     Now let's talk about Lawrenceville, GA. I personally sold 18 machines the first two weeks I was there. Selling and getting leads was no problem. Though I never personally tried hiring there, the Distributor complained that getting a large volume of calls was difficult because getting a job was easy. Unemployment was extremely low.
To sum it up. Run your ad in an area (yes even though you might lose the cost of the ad)! Just check the call volume. Take their name and number. Who knows, you might be able to call them back when you're ready to open. If you get a good response (volume-not how good the people sound), then you're in business. You can save yourself tens if not hundreds of thousands of dollars doing this. How do I know? Cause I've done it. And even the best of us can lose BIG time if the demographics are against you. Love the biz, but there are a hundred and one things that can make or break you, so you have to be on your toes!
Now that's some of the best "Free" advice you're ever going to get. Oh yeah, and don't forget to buy my book. There are a lot of great tips in there based on a lot of personal experience. Good luck and happy selling friends. Peace.
PS. The recession helps those in our business. I sold hundreds in a month during the 1980's recession and recruited some of the best people ever. Chin up!

Previous Topic | Next Topic
Print
Reply


Create your own forum with Website Toolbox!