Fuller Brush has been selling quality cleaning supplies for 104 years; Watkins began in 1868 and Avon in 1886. Other companies, like Tupperware, have been around more than 50 years. New companies such as Zavita and Numis Network are just starting out. What all of these companies have in common is their marketing approach. They offer all of their products via direct sales through independent consultants. Direct sales is also known as network marketing or sometimes multi-level marketing. Each company is unique in terms of products, the culture of the company, the commission plan and the level of training provided. If you are thinking about becoming a consultant be sure to do your homework prior to signing on the dotted line.

Direct Sales Advantages

You can start with little cash outlay. It is less risky and less expensive to join a direct sales company than it is to open your own storefront on Main Street. Good companies are not trying to make money on their starter kits. Most cost under $200. Some companies let you earn your kits and pay for it through your sales. Other companies are free to join. A starter kit should come with all of the materials you need to get your business off the ground, including catalogs, some samples and order forms. You might need a license to operate a business from your home. Check with your city officials. As your business grows, most independent consultants use some kind of contact management program, either online or software that is installed on their computer. Cost ranges anywhere from $15/month to $250 for a one-time software purchase. Consider purchasing financial or bookkeeping software.

You control your income. Direct sales consultants earn commission on each item sold. So, at least in theory, your earning potential is unlimited. To get a good idea of potential earnings, make sure you understand your company’s compensation plan completely. Some of them can be more than a little tricky to figure out. Make sure you ask plenty of questions and are clear about the compensation plan before signing on the dotted line.

You make the schedule. If you are very self-motivated and determined, have a time each day or each week to work on your business, and make your schedule adapt to family responsibilities then you are more likely to succeed. If you are distractible, unorganized and undisciplined, you are basically doomed at the outset.

Drawbacks of Direct Sales

Work on commission. Working on commission can be a godsend if you are consistently applying yourself to growing your home business. Commission will never materialize if you lack sales skills and the determination to get your product into the hands of people who will buy it.

You need an advertising budget. Free advertising is great, but you will also need a small amount of money to keep your business in the public’s view consistently. Otherwise, they will forget about you.

The odds are that you will fail. A nasty little fact that the sponsors will not tell you is that most consultants crash and burn before the first 90 days are up. That is to say 95% fail; only 5% succeed. Promise yourself that you will commit to a year of working your business before you quit. Otherwise, it really does not make sense to even begin.

Skills Needed

Communication Skills. Sales in a person-to-person business. It does not matter what the product is. You must be able to convey an honest, enthusiastic attitude to potential clients without pressuring them to purchase or join. Can you handle rejection? If not, you will need to learn how because you will be rejected more often than not. If you hold a grudge about it, you will soon find yourself without any friends.

Organization is absolutely key. Learn to keep your paperwork organized. Use notebooks, folders or anything else (except piles all over your desk) that works for you to keep your customer orders, inventory, and other business forms easily accessible and at your fingertips. Make sure you keep yourself financially organized, as well.

Discipline. Can you make and stick to your own schedule? Yes. Do you need a boss looking over your shoulder to get work done? No. Can you tolerate working alone? Yes. You need discipline for your business to thrive.

Commitment/Patience. As mentioned earlier, 95% of direct sales consultants leave within 90 days of signing up with a company. This is hardly enough time to get your feet wet. Be patient and diligent. Give your business at least a year to get established.

Choices of Companies

Find out how many years the business has been operational? Target your research to companies that have been in business for at least two years. Most do not make it that long.

How much cash do you need up front? Starter kits are generally inexpensive; however, if you cannot afford the kit without borrowing money or charging it to your VISA, think twice. Then think again. You have two options at that point. Save up for the kit or find another company with a less expensive starter kit. Do not charge or borrow to buy a starter kit.

What is the monthly quota? Personally, I do not like to work with companies who insist that I purchase $100 worth of wonder juice each month. Before you sign up with any company, be clear on how much (if any) you are required to purchase each month.

What is the company’s reputation? Disgruntled former consultants will lay it out for all to see. If there are more negative comments on a network marketing forum or board, look elsewhere. Of course, most companies will have one or two negatives. It is the overall pattern you are researching.

Now is the time for you to do your homework. Put on your thinking cap, dust off your critical thinking skills and get to work. Be very careful not to get sucked into the hype of all of the wonderful bonuses and prizes and potential income you can make. It is so easy to fall into making an emotional decision. Refuse to be pressured by anyone. Join when and if you are ready. Not because you are being pressured.

Have you ever tried Watkins? If not, you are definitely missing out on a good thing. The double-strength vanilla and cinnamon are two best-selling favorites. They make a big difference in the taste of what you’re cooking. Speaking of cooking, Watkins has some excellent free recipes at the site. If you see anything you like while you’re there, I’d appreciate your business. Please use my ID #381132 at check out.