Find out the truth about being a sales rep
Selling for companies such as Silpada and Avon is
enticing: You can set your own hours, and earn big bonuses and trips.
You'll often pay a small fee for a starter kit and make a commission
from your sales (as well as from any sellers you recruit). It can be a great way to make money, but in order to be a successful sales rep, here's what it takes:
A company strategy that fits your selling style
Some firms charge just $10 for a startup kit, while
others require you to buy much more—and may ask you to sell it by a
deadline. You're more likely to stick with a company and thrive
financially if it matches your personality and selling preferences, so
do some research first.
Ask a company recruiter if there is a monthly quota,
what incentives exist for new reps (think bonuses), and what selling
tools the company will support you with. Also, inquire about the
strategy: Some companies rely solely on home parties, others on
one-on-one selling—or a combination of techniques.
A product you love
People who truly believe in what they're selling do
the best. If, say, you'd drive to a client's home when she's out of her
favorite perfume (because how could she live without it? You couldn't!),
that's a good indicator you'll do well.
Experts also say presentation helps you get ahead. A
passionate cookware sales rep, for example, will create a beautifully
laid table to display her products. The same goes for a jewelry or
clothing gig: You're the model. So if always having your nails manicured
to show off a cocktail ring sounds too time-consuming, it may not be
the line for you.
Stick-to-it attitude
Pros say that the most successful direct sales reps
set realistic earning goals, so they don't grow discouraged quickly. At
first, aim for minimal but steady earning—probably just a few thousand
dollars working part-time your first year. (Almost 89% of direct sellers
were part-timers in 2011, and the median gross income is $2,420—not bad
for extra cash, but not a gold mine.) Sellers can
earn substantially more (and the sky's the limit!), but it often takes
several years to build up clients and sales to bring in a full-time
income.
Great networking skills
Direct sales is all about attracting new clients and
closing the deal, so being a social butterfly helps, but you can't rely
solely on friends. You'll need to chat up potential customers at the
grocery store or ask a new pal to host a selling party for you.
Successful reps wear or carry their products, and always have business
cards and brochures with them. And you'll need to track orders, do
paperwork, make cold calls or send blind emails, and follow up with
everyone.
DON'T FALL FOR A SCHEME
There's a difference between legitimate companies
that help you make money, and pyramid schemes, which are illegal and can
cost you cash. Pyramid schemes mainly center on recruiting additional
people to invest, rather than offering goods and services. Watch out for
these red flags:
• High startup costs or fees
• The requirement to purchase large amounts of inventory up front that you can't return
• Profits based solely on recruiting others to join
• Being given vague or unclear information about the firm
BOTTOM LINE
With a go-getter mentality, a concrete strategy,
financial goals, a product you love and enough time to do it right, you
can do quite well.
SOURCES: Direct Selling Association; DSA.org. Alexandra Howard, Silpada Sterling Manager, Germanton, TN. Rebecca Luedemann, Avon representative, Goodyear, AZ.Photo by Getty Images
via womenday
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