Dear Archive Visitor, If you watched the evening football game on Sunday, you witnessed nearly 73,000 SILENT people, when the Giants' kicker ended the game with a field goal in overtime. (Go ahead and take a moment of silence here for the Packers and their fans). In case you missed that (I know some Packer fans probably wish they had), it was almost surreal. Lawerence Tynes, who kicked the 47-yard field goal to win the game, had previously missed two very important field goals. Both of the field goals he missed earlier that day could have won the game for the Giants. In fact, with a score of 20 to 20 and only 4 seconds left on the clock, Tynes kicked a 36-yard field goal and missed, sending the game into overtime. The interesting part for me (notice I said "interesting" as opposed to "cool" or "fun" since I was cheering for the Packers) was that everyone thought Tynes was too psyched out to make a 47-yard field goal. After all, he had already missed two crucial attempts. But his third attempt went right through the middle of the goal posts! My theory as to why he missed the first two field goals is that it was really windy that day. But he was able to make that third field goal because he had "practiced" it and learned how to adjust for the wind factor. At first it looked like he was going to miss again - the ball looked as though it was too far right. But as the ball sailed down to the goal posts, it began moving more and more left, until it soared right through the posts. Now here's why this matters to you: There's nothing quite like putting yourself in the game and actually trying! You don't have to be perfect in this business at first. You can make plenty of mistakes and still succeed because you get better, when you practice. You can think about things to tell prospects and customers and you can read about things to say or do (in valuable resources like my ezine!), but nothing is as valuable as taking action. In today's article (I know, it seems like I've already written one), I'll show you how continually taking action can affect your business in a way that most people don't even know about!

Why the REAL Sale Begins After the Customer Says "Yes" By Tammy Stanley Just for a moment I want you to think about all the time, energy, and money you invest into getting a new customer. As an example, think of a guest you met at your last home show. In order to meet that guest, you had to first meet the hostess, and you might have even met her at a previous show. You had to ask that hostess to book a show, you had to overcome any of her objections to booking, you had to coach her and sell her on the idea of getting other people to come. You had to pack up your car with your products. If you have a family, you might have needed to cook dinner ahead of time or hire a babysitter. Even if you didn't have to cook or hire a babysitter, your spouse might have ordered dinner out (I know mine would!). Then you had to drive to a place you've never been before (your hostess' home). You had to set up your products. And then, after all that, you got to meet the guest I just told you to think of. WOW! See what I mean about all the time, energy, and money you have to invest to meet a guest at a home show? It's not insignificant at all. I don't say all this to DIScourage you but rather to ENcourage you to place real value on each guest, even if that guest only buys a $12.95 item. What happens to us in this business is that we know how much energy we invested into getting that hostess to book and hold a show, so we think that putting time and energy into a guest who only purchase a lousy 12 bucks is a waste of time. We figure she only purchased to fulfill an obligation to the hostess. I'm going to share with you a little known marketing secret that will convince you to look at all your customers differently from now on. Now when I say, "a little known marketing secret," I mean just that. Listen, I had to spend $50 for the book that had this information and then I had to read the book. The vast majority of direct sales consultants won't spend $50 on a marketing book, let alone read it, so you can know that almost no one in your industry realizes what I'm about to tell you. Here's the little known marketing secret: A two time buyer is twice as likely to buy as a one-time buyer. Not excited yet? That's because you don't understand what I've just communicated. (If you've subscribed to my ezine for longer than a week, you already know I'm going to explain!) When you are at a home show, it's only natural to think that the key is getting the guests and the hostess to buy from you. That's true. But here's where most consultants drop the ball. Once they get that first sale, they start judging whether or not a customer is "worth" a follow-up call. This is when the gal that spent $12.95 gets crossed off the list! AH! If you've ever done that (admit it, you have), it's because you didn't realize that a two time buyer is twice as likely to buy as a one-time buyer. You see, when you follow-up with the gal who purchased only $12.95, there's actually a good chance she'll order from you again. And here's where you cash in - if she places an order with you when you call, she'll now be twice as likely to purchase from you AGAIN, compared to someone who's only purchased once (that includes a guest who purchased over $200). In other words, the real value of a customer is proved after the second sale! That's why the real sale begins after the customer says, "Yes." Even someone that first only purchased a $12 item can become a customer who purchases from you again and again and again. It's not the first sale that matters. It's that second sale. Once a customer purchases twice from you, it's twice as likely that she'll purchase with you again. If you've had your direct sales business for awhile, you can take a moment to reflect and you'll realize how true this is - think of those customers who place an order every season, or those hostesses that you count on every season to host a show. All of them have purchased more than once and now they're twice as likely to buy again. Consider this. If you're not staying in touch with them, they can still buy your product again, but from another consultant in your company. (Last week's ezine is a must read! Find it on my website, www.tammystanley.com) ) Once those customers buy for the second time, they'll be twice as likely to buy again, but you won't stand to benefit from that, if you fail to stay in touch with them. Now remember how much time, energy, and money you invest into meeting a guest at a home show? The key is to keep investing in follow-up. Once you connect again with each of your customers, you'll have the opportunity to work on the real sale that counts - the sale that converts a customer into a loyal customer. Want to know the secret to not having to always work so hard? I've just told you. Instead of always working to get new prospects, nurture the customers you have, and discover the amazing stream of income you can generate from customers who are twice as likely to buy from you again as those who are not! WANT TO SEE MORE ARTICLES LIKE THIS ONE? WANT TO USE THIS ARTICLE IN YOUR NEWSLETTER OR ON YOUR WEB SITE? You can, as long as you include this complete blurb with it: Author, Sales Trainer, and Professional Speaker Tammy Stanley publishes the propelling 'Sales Refinery Insights' weekly ezine for direct sales professionals. If you're ready to jump-start your direct sales business, make more money, and create more value, get your FREE tips now at www.tammystanley.com/ezine/ezine_offer_ds.htm

Tammy Stanley, founded and directs The Sales Refinery, a sales training company that assists sales professionals to generate more business and build long-lasting sales teams through powerful marketing, selling and leadership strategies.

Tammy has been coaching and training since 1994 and has a deep understanding of the challenges and needs of the independent sales consultant. While raising four children, Tammy built a multi-million dollar direct sales organization, reaching her company's Circle of Excellence 7 consecutive years in a row. She earned numerous sales and leadership awards, world travel, and promoted 11 offspring managers.

The Tammy Stanley Sales Refinery
Tempe, AZ 85283
Call Today: 480-775-4866
tammy@TammyStanley.com