May 7, 2010
Work-At-Home Sales: The New Contact Sport
Work-At-Home Sales: The New Contact Sport Homebodies By Cheryl Gochnauer Cheryl@homebodies.org It was fundraising time at my daughter's school. Competition wasfierce for buyers of magazine subscriptions, which translated intoprizes for the kids. Heaven help any adult with a checkbook!Fortunately, the yearly promotion only lasted a couple of weeks, then itwas safe to sit on my front porch again. Just as teens are driven to achieve with their fundraising programs,parents with in-home businesses are motivated to succeed. Without thatincome, many at-home parents would have to go back to work. It's no secret that the bulk of work-at-home opportunities involveselling. Cosmetics, children's toys, kitchen gadgets, householdcleaners - the conscientious work-at-home parent has a wide variety oflegitimate products to pitch. The wrinkle is in finding prospectivecustomers in a legitimate way. "One of the moms from my son's preschool called to set up a play date ather house," said Linda. "I've been struggling to make new friends, andwas feeling so isolated. I was looking forward to visiting and talkingwith her. "In between conversation about the kids, she began telling me about thebusiness she and her husband started a couple of months ago - they offerfinancial services - it's a big company - etc., etc., etc. "So the real reason for the visit wasn't the play date, I guess," Lindafrowned. "I don't even have any money to invest!" Linda ended up disappointed, and I suspect the other woman was, too. Presentation is everything, and deceit will kill the deal every time.So what are some steps work-at-home salespeople can take to keep theirpotential customers happy? Don't disguise a sales pitch as a social event. Choose appropriate settings. For instance, most people attendchurch to worship, not shop. Know your customer. Financially-challenged at-home moms should notbe trying to sell expensive gadgets to other financially-challengedat-home moms. Make your presentation as low-key as possible, allowing people tocontact you if they're interested. No response means no. Following upis overrated, and often resented. Support other work-at-home parents by occasionally purchasing theirproducts or services. Resist turning every conversation into a sales pitch. "Did Johnnyleave his backpack at your house?" "Yes, he did, right here next to mycatalogs. I'll just slip one into his backpack and drop it bypersonally. Is 3 p.m. good for you?" Don't spam in cyberspace or in person. Today, I've received 15emails, 2 phone calls, 6 pieces of mail and 1 knock at the door - allfrom people I don't know, pitching me products I never asked for. Canyou guess how likely I am to buy their stuff? Once a prospect agrees to hear your presentation, value their time.For example, Debi was too rushed to listen to a salesperson on thephone, so she asked him to email the info. He did, then called to makesure she had received the email and to explain it. Click! Don't ask questions with an ulterior motive. Build relationships,not databases. Only represent products you enjoy yourself. That way, you'resharing a blessing, not simply selling something. When you encountercustomers who enjoy the product, too, it's a win-win situation. You might want to consider Cheryl's latestbook, "Stay-at-Home Handbook: Advice on Parenting, Finances, Career,Surviving Each Day More" (InterVarsity Press, 2002) as a gift. Visit http://www.homebodies.org/bookstore/orderSAHH.htm or write Cheryl@homebodies.org. Permission granted for use on DrLaura.com

Posted by Staff at 1:43 AM