How to Generate Leads for Your Direct Sales Business

I was in direct sales for many years. One factor that was always a constant was I was always searching for new leads to build my customer base. At first it was rather easy to get customers because you can usually count on your friends and family to start off your business. It's also easier to find customers when you first start because the excitement of starting a new business attracts others.

I was always very motivated in my business; at least until I found out the truth about MLM and direct sales companies. I wanted to succeed so desperately, I was willing to try whatever suggestion was thrown my way to find new customers. I moved into management and I had earned my career car in Mary Kay within the first 1 1/2 years in the business, so obviously I used a lot of great ideas shared by others in the business.

Although I no longer believe in direct sales as a career, there are many people that sell for these companies who do. My experience can be helpful to those trying to give their direct sales business a boost.

Once you have networked through your friends and family, where do you go next for new customers? If you are selling through home parties on a regular basis, bookings are the first obvious place to look. If several of your friends and family members each hold a selling party for you, and their friends are in attendance, your network of new leads is already growing.

While you are holding your home parties, you can offer each guest an incentive to provide you with the names and phone numbers of at least five people they feel would love to try your product. I used to offer a special gift that I wrapped really pretty to give to the person who gave me the most names and numbers over five.

Another idea you can try to get more leads is sit down with a notebook and pen. Start thinking of everyone you know. Who do you know that...

- worked with you at a former job?
- works with you now?
- shares the same interests as you?
- lives next door to you?
- used to live next door to you?
- works in your local pharmacy?
- works at your dentist's office?
- works at your local post office?
- goes to your church?
- sells you your office supplies?
- delivers flowers to your house?
- sold you your last pair of glasses?
- mows your grass?
- was in your bridal party?
- attended your wedding?
- works at your local bank?
- delivers your newspaper?
- waited on you at the restaurant?
- waited on you at the grocery store?
- works at the local coffee shop?
- helped you find a movie rental?
- helped you find a best-selling book?
- you went to high school with?
- cuts and styles your hair?

You should be able to come up with a list of at least 75 to 100 names that you can call to introduce your business and product to.

Another way to find leads is to "warm chatter", as it is called in Mary Kay. It takes a lot of courage to warm chatter and I hated doing it, but I would usually get several leads. Warm chattering is when you go up to someone you see when you are out and about, give them a compliment, and offer them your business card for their name and number in exchange. Most people who warm chatter will start a conversation with the prospect before trying to get their name and number. you also have to be careful where you warm chatter because many of your shopping centers and other businesses have no soliciting policies. I have known women who have been asked to leave the establishment by security because they were heard warm chattering and due to customer complaints.

Join your local Chamber of Commerce and attend all of the networking events they offer. By networking with other business professionals, you can get ideas and great leads for your own business.

Depending on the type of product you sell, try setting up at a local clothing store. Stores such as Dress Barn and Casual Corner generally welcome cosmetic company representatives to network with their clients. I used to set up a small table with a product display, product samples and business cards. As customers would come into the store, I would offer them a sample, talk to them about the product, and get their names and numbers for a product drawing I offered. I generated several leads this way and found some great customers and recruits using this method.

In the area I live, Mary Kay was, and still is, very saturated. I built a lot of my customer base outside of the town I lived. If you are looking to build your business outside your local area, first decide how far you are willing to travel, whether it be 30 minutes or three hours. Sit down with a map and highlight every town that falls within your traveling range. Now you have somewhere to start. As you finish building in each town, cross that town off the map.

I hope these suggestions help you build your customer base. Always be prepared to hear "no" from a lot of people in order to get a "yes" from your leads. This is why it is important to have a large number of leads to contact. It also takes a lot of patience and you have to be willing to not give up quickly in order to succeed. No matter how hard I worked, I never really made the type of money I was promised I would make for my effort. I ended up working more hours than what I was working at my regular job. You have to decide though if you have what it takes to continue in a business like direct sales and if you are willing to push through the tough times that are abundant in this type of business.