Direct sales can be intimidating. It is done face-to-face with the customer away from a retail store environment such as home parties, presentations or catalog sales. There are many success stories from Direct Sales but also many failures.  Chances are if you have signed up to give it a shot then you’re up for the challenge and are confident, which is the first step to succeeding! 


Direct Sales Tips For Success


Are you ready for direct sales?

The first thing you need to analyze is yourself. You need to be confident and in the right mindset to be successful – this is applicable for any career. If there is something personal going on in your life, or if you are not confident and happy, you will not be successful with direct sales.

If needed, do some self-care and nourishment before diving into this. Take some time for meditating, reading and clearing your mind. Get back to your core self who glows with happiness and attracts others! Read more on how to project happiness.


“You can be successful if others don’t believe in you, but you cannot be successful if you don’t believe in yourself”

John C. Maxwell

Read more inspiration in John Maxwell’s book, No Limits.


You also need to make sure that you LOVE the products you are selling. Not just kind-of like the products, but truly love and believe people can’t live without them. People can tell if someone actually believes in the products they sell.

Imagine if you were being sold something that the person didn’t love and you could tell they were unhappy. You would be immediately turned off and unengaged.

But remember, in order to believe in the product, you first need to believe in yourself.



Gather Data

Gather Data

The more information you know about the products you’re selling, the better. Take the time to research and understand the market to figure out what people are currently looking for.

Reach out to people who have purchased these products. Try to figure out some of the following questions:


What makes this product beneficial?

What needs will this product solve?

What makes it different?

What makes it worth the money?

How competitive is the price?

In what way has it changed people’s lives?


Get a notebook and write down questions similar to those listed above. Gather much information so you can begin to build stories.


Build stories from real experiences

People like to imagine what their lives will be like when using a product – it’s a natural thing we do. Figure out a way to create stories around the information that you gather. Ask friends and family what they think of the product as well. Friends and family are typically honest when providing feedback so take value in what they say. You may learn new benefits of the products!

This is an important part of the process. People are more likely to take action when they hear real stories and true experiences.


Create a plan

Create a plan that drives results

To start off, set a weekly milestone for the number of products you want to sell, then create a plan to reach that milestone.

For example, let’s say that your colleague has a conversation rate of 30%, so 3 out of 10 people he speaks with purchase a product. Since you are just starting out, I would use his conversation rate when planning your milestones for the month.

If you want to sell 10 items/week, you would need to put yourself in front of about 40 people based on the 30% conversation rate from your colleague (40 x 30% = 12). Since you know you have to speak with a minimum of 40 people you can plan your week with the appropriate amount of events, calls, etc.

Tweak your plan weekly depending on what is working and what is not. You may realize after the first week that you have a higher conversion rate than your colleague or maybe you aren’t hitting your milestone and need to plan an extra event per week.

Following this plan will give you a clear understanding of where you are and what steps you need to take to reach your goals.

Focus on what is working

Each week track which items you sell to figure out the best-selling products. You should focus on selling the products that are most popular because they are already selling! It is also a good idea to test a new sales channel with your best selling products.

Additionally, ask friends and existing clients which products they love most and why. Find out their likes/dislikes and which products they want to see more of. Use this information to figure out what your audience wants and put more focus on those types of products.

Discounts are your friend

Do not be afraid to give discounts – people love getting a great deal! Show people that you are so passionate about a product, that you will offer a discount just so they can have it. People like feeling special and when they do they will continue to buy from you.

Also, if someone hasn’t tried a product before, they are typically hesitant to spend money on it. Offering a discount is a great way to get it in their hands and if they love it, they will come back for more! 



Build Relationships

Build real relationships 

People want to buy from people that they like, so build relationships that will last. Offering a discount is a great way to build the relationship because the process of selling is about them and not you. You want to earn their trust.

When talking about a product, emphasize how their lives will be improved. Speak from their perspective. They need to believe that you care about them and want them to benefit from this product. 

Engage in conversation to get to know them, don’t always go in for the “hey, check this product out” icebreaker. Treat your job like a networking event and make friends, this will build the foundation for a relationship. 

Build a contact list 

Receiving contact information is just as important as selling a product. Ask for their email and phone number so you can update them on sales and discounts –  people are more willing to provide their personal information if they will receive discounts. Once you have their email you can keep them in the know by sending special sales and latest products.

You can use platforms such as Mailchimp to manage and track the emails that you send. With their templates, you can send beautiful emails that look professional to multiple people at once. You can even track how many people opened the email.


Retaining Clients


Pay attention to detail and follow through

If you tell someone you are going to do something, do it. For example, if a client is expecting items to be sent to two different locations, make sure it happens. It is frustrating when a request is completed incorrectly. Always takes notes to make sure that you have all of the details. Reiterate everything to the client before they leave. This will make you seem professional and organized.

Treat every client like your only client! Follow up with them and be persistent. If you met a potential buyer and received their contact information, follow up with them! Don’t expect that they are going to follow up with you.



Clear comms

Clear Communication

Now that trust has been gained, it’s time to maintain it so they keep coming back. Make sure that you are clearly communicating delivery dates, promotions and benefits of a product – basically, everything out of your mouth should be truthful and up to date. 

Trust can be easily lost if a promotion is miscommunicated. I have heard someone accidentally tell a client that their discount was worth more than it actually was and eventually lost them when trying to explain the miscommunication.

Know the facts, be clear and honest with all information that you provide. Clients need to trust you to before purchasing on the recurring basis.

Keep building the relationship

Make sure you are frequently updating your email community. Send happy birthday emails if you know their birthday an send thank you cards to big clients!

If you haven’t heard from someone in a while, follow up with them to see how they are doing. You could even host a small business party to get together with clients you haven’t seen in a while. Think of fun ideas that keep the relationship with your clients strong and healthy.


There is no secret formula to success in direct sales. It is going to be different depending on the seller, buyer and the products being sold.

Gather data and track which stories and information are selling a product. Focus on the products that are popular and ask your clientele for feedback.

Make sure that you are confident and genuine. No one wants to feel manipulated, and that is what most of the selling is these days. Treat every client as your friend, and keep building the relationship. 

I have realized that those who put others first are successful. Keep this in mind when you’re on your journey to success with direct sales!




Lauren B Blog

Meet Lauren!

Lauren requested an article on Direct Sales since she is just getting started in the industry. Here is a little bit about her!

“My name is Lauren! I’m a wife, mom, and lover of makeup! I always loved makeup for as long as I can remember. I work full time in the medical field but always have had a passion for makeup! I loved seeing people be successful in the direct sales world and knew I wanted the same. I came across Maskara Beauty in June 2017. I instantly fell in love with the products from the moment I tried them. I have always loved the look of highlighting and contouring, but I could never master it. With mascara, anyone can use it because it is so simple and easy! You do not need to be a professional, which I love. I am new to the direct sales world and can’t wait to rock with the tips that Heels On Top provide me!”

You can find her products here! Follow her on Instagram.



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