If someone were to ask me, “Tell me about yourself,” I
would say that I am a psychologist, a professor, a mom, and a business owner.
If they asked me to expand upon that, I would tell them what I teach, a little
about my kids, and what company I am a merchandiser for. I would tell them
about my products and why I love what I sell.
If they asked me my hobbies, I would say that in my
free time (which I don’t have much of) I enjoy reading, watching crime-type
shows (NCIS, CSI, Bones), and writing (well hello). One of my favorite hobbies
is learning new things as well, whether it be that geckos don’t have eyelids
(and lick their eyeballs to keep them wet) or about new research in social
psychology and direct sales. If they asked how often I read, I would say I
would love to read more if I had time, but generally I find myself reading
about 3-4 times per week for about 10-15 minutes.
You can see two separate things there though – my identity
(who I am, what makes me me) and my hobbies (what things I enjoy doing in my
spare time but don’t necessarily make me “ME”). As a psychologist my research
focuses on identity and identity development (how do I “become” how I think of
myself as, what’s the process).
**So when do we get to the sales part? She seems to be
talking an awful lot about herself…**
When we look at representatives for direct sales/MLM
companies, we can typically see this dichotomy – we will meet some Entrepreneurs
who focus on their business as an extension of the self (i.e., it has become part
of their identity) and we see some, what I call, Hobbyists. Hobbyists are the
folks who signed up for their company maybe because it “looked like fun” or “something
they could do in their free time.” It wasn’t a business venture for the Hobbyist
whereas the Entrepreneur maybe researched their company, came up with a plan to
be successful, and utilized the resources their company gave them (as well as
outside resources) to become successful.
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| Are you a business owner? |
The idea of “success” is different between Hobbyists
and Entrepreneurs as well. Hobbyists may be happy with one or two sales per
month (while they wish that they could have more but feel “they don’t have the
time”) or even may have no sales for a couple of months and be OK with that,
while Entrepreneurs are gunning for those commissions and the incentives their
company throws out to them. Entrepreneurs are competitive both with themselves
and with others.
We see participation in trainings differently as well.
Hobbyists may attend a training if it fits into their schedule this week (and
it’s still “a maybe” up until they actually get on the training), while Entrepreneurs
have the company trainings (and other trainings they research) on their
calendar and schedule their lives around their businesses.
Others see us differently as well. I will tell you
that when I talk to a good friend I haven’t talked to in a while, they will
ask, “So how’s business? How is your team doing?” I talk to my Dad every day
and he’s always asking, “How’s business this week?” If you’re a Hobbyist you
may hear, “Oh wait, you sell X? I didn’t know that!”
As a leader of a team, I will tell you that I wish
that every single member of my team was an Entrepreneur BUT I know that’s not
the case and it’s not ever going to be the case. I have Hobbyists on my team,
just as any other team leader does, and I can tell you that from a leader
perspective it is challenging to coach and mentor a Hobbyist. Almost all of
your leaders are going to be Entrepreneurs – that’s how they got to be leaders
in the first place. So looking at your team members who don’t identify
themselves as a merchandiser, who think of it as just a hobby, is challenging.
We want to be able to help you “get to the next level” with your business. We
want to know what your goals are. A Hobbyist’s goal may be to buy a new piece
from the new collection and maybe have a sale this month, but they’re not
pushing it. “I’ll get to it when I get to it. It’ll happen if it happens.”
Are there people in the middle or between the Hobbyist
and the Entrepreneur? For sure! These folks may work their businesses as often
as possible, whenever they think of it, once per week, but it’s still “in the
back of their mind” – it’s not a daily “action item.” These “Middles” love
their company and wish they had more time to work their businesses, but it’s
just not a daily priority because so many other things are. They attend
trainings when they can, when it’s convenient, and always INTEND to work their
businesses, but life gets in the way. Middles make commissions and wish they
could make more, but feel as if they “just don’t have the time to.”
The question then becomes, which are you? Hobbyist,
Middle, or Entrepreneur? I’m betting that many people reading this are at least
Entrepreneurs, if not Middles. If you’re a Hobbyist and wish that you could do
more, here are two major suggestions:
1 –
Bring your business wherever you go. Just like you, your business is portable.
Bring catalogs and business cards with you at all times. If someone asks you
how you have been, tell them that you are enjoying working your new business
and give them “one line” about what you love about it. Offer them a catalog and
a business card, and if they aren’t interested in the products for themselves,
ask them to share them with someone who may be. I always keep a catalog in my
purse and when I have to wait somewhere (for example, when I’m getting an oil
change), I open it up and browse. Others see me doing this and may ask about my
products. And when you’re done getting your oil changed? Drop the catalog with
the other magazines (on the top!) and make sure it has your information on it
(cards, a sticker with your contact info, something so they can find you and
ask about your products). This is a passive rather than an active sales
strategy, but it can help get your products out there (and hopefully get your
name out there too).
2 – Let
people know you’re in business and that your business is yours. Post on social
media that you are selling XYZ and suggest that friends/family who are
interested in or looking for your product browse your catalog or contact you.
Email your friends, family, acquaintances, neighbors, and any other contacts a
short blurb about what you’re doing. Always remember to include your link. You
want them to think of you as their “X Person” (i.e., Jewelry Lady, Jamberry
Lady, etc.). Even if they don’t buy, they may tell their friend, “Oh my friend
Jai sells Jamberry – here’s her number!” Include your link in your personal
email signature. Add your company to your social media profiles. Integrate it
as much as possible into how you think of yourself and how you show yourself to
others.
There are ways to work your business at every level –
it doesn’t matter if you’re a Hobbyist, a Middle, or an Entrepreneur. So which
fits you and why did you sign up for your current company? Comment below and
let me know!
Have an amazing week,
Liz
