Are You Buying It?

That is, are you buying all the drama about the state of the economy? The dire predictions? The fear and anxiety?

I know it’s hard, but try not to. Let’s talk a little about what is going on, and where direct sales fits into things.

There’s a lot of folklore out there about what does and what does NOT sell during a recession.

Some people point to the old Maslow Hierarchy of Needs Model, which states that once all the needs are met on one level, the individual begins to seek to meet needs on the next level. At the bottom of the pyramid? Food, Clothing, Shelter, Medical Care. Next up? Safety and Security. Middle – Social Acceptance. So, if you are selling to Maslow, you might be tempted to drop whatever you are presently selling and run to the Eat It, Live in It, Smoke It, or Wash With It products of the bottom level.

Another common belief is that women in particular can be counted on to buy things that make them look good, even during tough times. (Blurring the lines between safety/security and social acceptance. Remember, during the Great Depression it was much more socially acceptable for a woman to find a man to "take care of her." So, looking good equated with seeking security, yes?) Thus the common belief that you should be selling cosmetics, skin care, or adornments.

Faith Popcorn, in the Popcorn Report of almost two decades ago talked about nesting and simplifying as critical trends even in tough times…Candles? Organizing Systems?

Now, truthfully, all bets are off if we go through a complete worldwide economic collapse. But there are a whole lot of people working to avoid that, and just about as many opinions on how to do it. So, what can WE do right now, as direct sales people?

STAY IN THE GAME.

Despite the common belief that "necessity" or inexpensive vanity products sold consistently during past recessions, there is mounting evidence to contradict that. In fact, it’s looking more and more like what sold during these times, and more importantly what products THRIVED after these tough times, were the ones that stayed in the game throughout. For corporations, that means continued advertising, PR, and product placement.

For you, that means getting out there and staying out there with your products.

Sure, maybe people aren’t as likely to just buy for frivolity or shopping therapy. Doesn’t mean there isn’t a NEED for what you have to offer. YOU just need to make sure you are offering what they NEED.

There is no reason why you can’t market yourself with an eye toward the uneasiness of the buying public. If you sell cooking solutions, you can certainly put together a presentation on Healthy 30-Minute Dinners targeted at stay-at-home-mothers who are having to go back to work. Cosmetics or Skin Care? Same thing – can you create a presentation targeted to "Look Smashing for Your Interview," or "The Five Minute Make-Up Routine for Back to the Office." Adornments? How about "Save Money by Updating, Not Replacing, Your Office Wardrobe."

But, whatever you do….STAY OUT THERE with your products. There are still problems and needs than can only be met by you and your product line.

Sales…The Life of the Party Plan.

Kimberly Bates, the Better Seller Coach

http://www.beabetterseller.net/