How to Get Started in Direct Sales Like a Primed Pro

How To Get Started In Direct Sales Like A Primed Pro |

Entrepreneurship isn't for everyone.

Sure, anyone with enough motivation, influence, and encouragement can make it work. 

But making it a successful undertaking takes a leader—business-minded hard-working entrepreneur.

Network Marketing (or Direct Sales) can be a "test drive" for entrepreneurship or a "full-throttle" venture.

It's up to you to pave the road.

Whether you're currently a direct seller or are interested in seeing what it's all about, I'm going to confidently state that there's some great info on the internet for direct sellers, already.

But, there's also a lot of absolute, fictitious garbage, too.

I'm talking about crappy advice like "Fast Start" and the "just do it and learn it as you go" [mostly] malarkey. When did a professional business opportunity turn into a "get rich quick scheme"? 

If that's what you're looking for, this series is not for you.

If you want to start and maintain a direct sales business that'll allow you to sleep peacefully at night, create long-term success, and build a strong team and customer base—you're in the right place.

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Starting With The Journey Of Self

Who are you? 

What do you love?

What don't you like very much? (Hate is such a strong word, right?)

Discovering WHO you are is the bridge connecting you to your road of success.

...for any business.

And a part of who you are comes down to figuring out your personality type to work your business the way that best suits you.

Plus, it helps in communicating with people too.

Learn your strengths and how to play on them, your weaknesses and how to overcome them, and find your motivation. You know, that thing that will keep you pushing forward when it seems like your business is in a downslide.

DiSC® Personal Profile

Heard of it?

There are a few personality profile indicators out there, however, I prefer the DiSC assessment because it's:

  • simple
  • direct
  • easy to understand
  • easy to apply

Looking at this replacement pie chart to the original graph display, the DiSC assessment is, well, simple. 

You can quickly assess where you are in the spectrum of your most prominent personality trait. 

  • (D) Dominance | An accomplishment-focused, results-oriented, career-driven individual. S/he wants to learn about leadership and income potential. S/he wants conversation to be direct and to-the-point. You like Challenge, you want Results, and you take Action.
  • (i) Influence | S/he will talk about themselves and what they like. They're people-oriented and enjoy recognition for their accomplishments. You like Action, you're Enthusiastic, and you like Collaborating with people.
  • (S) Steadiness | S/he is focused on family and the work they do for their family, friends, or volunteered time. Interested in security, loyalty and is generally easy-going. You like Stability, you want Support, and you like Collaborating with people too.
  • (C) Conscientiousness | A detail-oriented person. Analytical, precise and organized. S/he's interested in entrepreneurship and leadership and appreciates education and learning. You're not afraid of a Challenge, you want Accuracy, and you like Stability.

(See how that works with the pie chart?)

We each have a little bit of everything in us. But we all tend to have a prominent one or two traits that define who we are and how we interact with people.

If you've followed me for even one or two posts, you probably know I'm a prominent "C", then a "D". 

DiSC Personality Testing [FREE] —

Get a free personality assessment »

Anyhow, finding your prominent trait is the first step to starting strong in any entrepreneurial endeavor.

SUGGESTED: Douse Professional Disillusion In 4 Days With S.M.A.R.T. Goals

Discover your strengths.

  • What are you great at?
  • What makes you feel most confident?
  • What do people often ask you advice about?
  • What are you good at that you taught yourself to do?
  • What do you feel most comfortable talking or sharing about?
  • What do you enjoy helping people with most?

Discover your weaknesses.

  • What makes you feel unconfident or uncomfortable?
  • What is a task or activity that makes you feel small or inferior?
  • What is a task, skill or activity that you have the most difficult time performing (no matter how many times you've encountered it)?
  • What do you feel least comfortable talking or sharing about?
Play on your strengths. Acknowledge and work on overcoming your weaknesses.

The strongest leaders acknowledge that they're flawed humans beings.

However, they don't let their weaknesses overcome them.

Weaknesses aren't excuses or back-peddles or a justifiable reason why you're not reaching your goals.

You can overcome weaknesses when you embody your strengths, recognize your weaknesses and never stop trying to work through them.

For example, a previous weakness of mine was my desire to please "everyone".

I came to the conclusion that there was never going to be a way for me to please every person. Nor every single customer or close friend or relative.

To constantly put that pressure on myself was a waste of energy, mental health, and brain-power.

With the first rude and demeaning email from a website visitor who belittled me for a simple [free] document upload error—if I let her get to me, my work would suffer.

And if my work suffers, so does my mental health. And with the mental suffering, my family is unhappy too.

See where I'm going with this?

In this case, the error was noted, fixed online and made right with the irate woman. I told myself that she was having a rough day and went on my merry way—back to my work, life, and family.

This was a defining moment in my career. And in life.

By overcoming a weakness professionally, it became imbedded in my family life too. So now when my youngest grabs one of her sister's cups and spills juice or milk all over the floor, or when they break my mother's seascape relic for the third time, it's okay.

I'm okay.

I can't control everything and everyone around me.

Give them a towel. Whip out the super-glue.

It's life.

There's no point in stressing over what's entirely out of your control.

(Although the seascape relic has now been placed on top of the kitchen cabinets. Safe and Gorilla Glue -sound.)

So, what's your most prominent strength? How could you use that strength to overcome a professionally inhibiting weakness?

 What's your WHY?

What will motivate you when you start to downslide?

There's no "if" in that. It's a "when".

We all hit a downslide in business and in life.

Sometimes a few... It's going to happen. Simple as that.

So, what will keep you pushing forward and fighting when you just want to give up? What will encourage you to stretch yourself further to make progress?

What makes you get up every single day and take on the world?

Now, I want to make something very clear here:

Your WHY isn't something you can truly rely on if it's built around others.

It's the same thing as going to church only because your husband does or signing up for a dating site because your mom keeps reminding you that you "need" to settle down and find a partner.

You have to do it for you

Sure, you can make and set goals for yourself based on your spouse, your child, your mom or your dog... but none of it holds firm unless it's for you.

Things to consider when deciding on your "Why"—your motivation to keep fighting when the shit hits the fan:

  • Your future
  • Your wants
  • Your needs
  • You becoming a better person
  • The path to giving yourself the gift of _______

Starting to form an idea now?

Sure, your WHY can directly benefit the people you love, but it shouldn't be solely based on them.

SUGGESTED: What's the focus of your business?

what you can really expect to invest

Your Time. Your schedule.

How much time can you spend working a direct sales business?

Don't let anyone con you into "there's 168 hours in a week and on average you spend 'X' hours sleeping, 'X' hours working, 'X' hours with loved ones..." crap.

It's a cute concept used tirelessly in recruiting. Although we all could somehow find 10 plus hours a week (I bet even Jack Dorsey could, too...), that's still a shady recruiting tool.

We're each different. Each with our own desires and motivations.

I can tell you that if you cut out watching TV shows and swapped it with one movie a week for an entertainment-fill, you'll miraculously come up with an additional 5 to 8 hours (or more—I don't judge) per week to use for self-advancement.

But, if you love TV and aren't willing to compromise that, I'd be wasting both of our time trying to convince you to make the switch.

So, decide how much time you're truly willing to dedicate to working your business.

When you're in it or shooting for a goal or trying to make professional changes, you tend to defer from that initial apprehension to reach the next level. 

SUGGESTED: 8 Time Management Tools You Should Use For Killer Productivity

Personal and family sacrifices.

Be prepared to give up some personal and familial activities.

Sure, you can go in, from the very beginning, and set up non-negotiable time blocks. This time you'll spend with your family and/or yourself that "absolutely nothing" will disrupt this.

Then reality sets in and the business-advancing party "with that awesome woman" can only be on Family Sunday. 

Or, maybe a new recruit you promised to hold her hand to get her started books her first party on your Family Sunday and you know you need to be there.

You tell yourself, well, just this one time will be okay. Then one time turns into two—and two into three...

When you go in knowing that this will happen, you [and your life partner] will have an easier time swallowing the sacrifices needed to pave the way to your success in direct sales.

SUGGESTED: How To Keep Production High When You Have Small Children

Financial investment.

Personal [very educated] opinion here: 

Be careful with "FREE to START!" direct sales companies.

Nothing is ever really free.

How can I say that when I offer free content that I could easily charge for?

Because it leads to more sales and business for me.

Transparent [to non-marketers] moment here:

By offering a free course and free resources, this free blog content and more, I earn a large amount of subscribers each day, week, and month. 

Email subscribers are more likely to become customers than a first-time hit on your site.

Rarely does a non-franchised small business warrant an immediate sale from a first-time visitor.

They're tempted into subscribing to you because of an offer or they read a blog post that "spoke to them", or helped them personally or professionally.

I realized sharing this with you also gives you an early tip on why blogging is so important, so I won't edit that part out for not directly benefiting this post's purpose. 

*Note to future-editing self.

Consider and plan for:

  • Start up costs—price of "starter kit", sales tools, and other supplies.

  • Marketing—cost of a website and blog (100% necessary on both), etc.

  • Inventory—what do you need to position yourself as a professional? I won't put this in brackets because most all consultants will need demonstrative products, at the very least. 

  • Travel—party plan business model? You'll be driving around often. Consider travel for the following two points, also:

  • Meetings/Training—most all companies offer training and/or weekly to monthly consultant meetings. Some allow guests to earn a potential profit while training, and others are strictly for training. Generally these cost to attend. Factor travel expense as well.

  • Events—most companies have large training/recognition events up to four times per year. Your director or up-line will recommend these as non-negotiable on attendance if you want to advance.

  • Accounting

  • Organization—office, planner/software, bookkeeping software, other systems, etc.

  • Additional expenses—food, vehicle maintenance, gifts, further education, and more.

  • Taxes [when profiting]—set aside upwards of 30% of your in-pocket earnings for income taxes. Sales tax is generally paid through individual orders/inventory orders to your company which then will send you a 1099 tax form for your filing needs.

  • [Potential of] Child care—value time with your spouse? Or maybe hubs isn't too fond of being a babysitter on his nights off several times a month. Factor the cost of a babysitter or child care facility.

  • More? 

You may only have 1 to 3 initial expenses at the beginning of a direct sales business, however, if you plan to take your business seriously, plan for all of them.

Some things can be forgone—like the larger events.

Some things you don't have to think about till the end of the fiscal year—like accounting and taxes.

But, they all need to be planted in your mind from the onset.

You will have to face them at some point or another.

set yourself up for success

How to Get Started in Direct Sales Like a Primed Pro |

Assuming you've already selected a direct sales company to contract with, it's time to start setting goals and creating a game plan:

  • Set up S.M.A.R.T. goals—Specific, Measurable, Achievable, Realistic, and Timely goals. I can't say I want to double my income before the end of the year and not have a realistic plan mapped out and ready for action. Of course it'd be riddled with SMART daily and weekly goals to propel you forward, too. ;-)
    Get a free chapter of #4DayGoals to get you started »

  • Engage your warm market—Ask your friends, family and acquaintances about what their favorite type of [your type of direct selling] product is? How often they'd need or want it?Maybe your product isn't cared for in your area yet vastly desired in another.

  • Make a plan—Okay, it's a direct sales business and not a storefront with $100,000 in inventory, daily shipments and more, but even us small solopreneurs need to have a business plan. That's why I love the Lean Canvas business model which you can read all about in a previous post.

  • Create an action plan—an action plan is a document that lists the steps you need to take in order to reach a specific goal. And yes, I made a doc that's available to you...

In Mary Kay?

Grab your exclusive kit to grow and enhance your Mary Kay© Business.

The 10-product bundle that'll make your next party the best party you've ever had. Includes the Party + Marketing Booklet to guide your class, tray inserts, product menus, and more.

It's time to put your feet on the path now.

Go back and click through all the links in this post if you haven't already.

Each one will guide you to the next steps you need to take to get your new or established direct sales venture on the right track.

  • Get to know yourself.
  • Learn what to expect.
  • Set yourself up for success.

Get started now.


Sara Eatherton-Goff

Goff Creative, P.O. BOX 877, PARRISH, FL 34219, USA

I'm Sara. Mompreneur of 3, wife to super-awesome Brian, business coach, infopreneur and printable product creator.


Hey! I'm Sara—mom of 3, wife, and an organization-slash-productivity junkie who's a wee bit obsessed with bags... Learn more about me + Goff Creative right here.

Connect with me on Twitter, follow me on Pinterest, and get your blog posts indexed on Google Search faster with me on Google+. *Winks*