Are You Your Company?

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.

 

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!

 

Want more tips for working your business? Like the Direct SalesMavens community on Facebook and meet other direct sellers who are working their businesses just like you!

 

Have an amazing week,

Liz