• Section: Money Guide - Category: Home Business
• Written by Tammy Stanley

It's not uncommon to hear direct sales consultants express frustration after they've left a couple of messages and the potential prospect or hostess doesn't call back. When that happens, it's easy to start thinking that the prospect isn't interested, and often times the consultant gives up. My objective is to help you understand the reasons why your customers don't call you back so that you won't give up.

One of the best ways I can think of to explain this is to give you an example of me as a customer. In the example I give, I mention a particular direct sales company. I want to stress that my story has nothing to do with the company and every thing to do with direct sales consultants, no matter what company they're in. In fact, if you can manage to put yourself in the customer's shoes (and in this example, mine), you should be able to see why customers are not naturally loyal to you as a consultant with a particular company. It's up to you to make them want to be loyal.<

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A good number of years ago when I lived in Oregon, I was invited to a Longaberger Basket party. Once the demonstration began, I just feel in love with the baskets.

Indeed, when I arrived home, my husband asked me how much I spent, and I responded by saying, "We're not going to discuss it." Then he smiled and said, "Oh, that much! So how much, a hundred dollars?" I replied, "We're not discussing it." He then said, "More than $100. What $200?" I stuck to my story, "Seriously Jim, we're not going to discuss it." But being the pushover that I am, when it comes to my 190lb money guy, I finally confessed that I'd spent nearly $350.

Now my hubby never did understand how that's possible, but let's forget him for a minute and think about the consultant at that show. Imagine being at a hostesses home and meeting a guest who's never seen your product line before. By the end of your demonstration, the guest has purchased $350 of your product line. What would you do?

I'll tell you what that consultant did. At the end of that season she sent me a flyer in the mail telling me about a special going on for hostesses. It was a really nice flyer and she included a little brochure. I knew she had put time and money into sending it to me, but guess what? I didn't call her.

A few months later I received the new catalog from her in the mail along with another letter about being a hostess. Nice catalog... pricey to mail... Did I call her? No.

I remained on her customer list for at least a year and a half. I always received the newest catalogs, but I never bought another thing from her.

About the time that she stopped sending me catalogs, another friend of mine decide to host a Longaberger show. I was so excited to attend and purchased around $400 that time. The consultant at that show talked about how great her business was, and even asked me if I'd consider hosting a show. I said, "I'd think about it."

Guess what happened? She sent me a couple of catalogs but never called.

Then one day I delivered something to one of my customers. When she invited me in her home I saw Longaberger baskets everywhere. Of course I inquired if she sold them. She said she did. I pointed to the one on her stairs and said how I'd love to order that one. She told me, "Oh, that's actually a hostess only basket." I replied, "Wouldn't you know it." She laughed and said, "Why don't I send you home with the newest catalog and then you can think about being a hostess?" That sounded like the routine I knew quite well.

Now you have to picture Gomer Pyle suddenly interrupting this article and saying, "SURPRISE, SURPRISE" because a few days later, THAT consultant picked up her phone and called me to see if I wanted to host a show and get the stair basket at my home show. I agreed. And might I add, that was the beginning of a beautiful relationship between me and one of the best direct sales consultants I've ever met.

Unfortunately, a few years later, our family moved to Arizona, and I needed to find a new consultant. Fortunately

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