Episode 51 Transcript
Welcome to The Other 99% podcast. I’m your host, Lisa Duck, a coffee-loving direct sales enthusiast who’s obsessed with a good digital system. Come join me for a realistic look into the world of direct sales. We’ll explore inspiring perspectives, learn about unique business tips, and celebrate success stories that often go untold because, on The Other 99%, every seller matters.
Hey everyone, it is me, Lisa, and welcome back to another episode of The Other 99%. Well, this is our first episode of 2025, and I was sitting here thinking about what I could talk to you about. I was listening to another podcast and, for the life of me, I can’t remember which one because I am a podcast junkie and listen to all the things. One day, I’ll have to list out all the podcasts I listen to because they are amazing. When I’m doing monotonous things, I just sit there with podcasts in my ear, soaking up all the great information being shared.
Anyway, I was listening to this podcast, and something the host said got me thinking: Are we as direct sellers creating objections to sales or team-building in our own heads before we even ask the question? For example, you might think, “Oh, my customers won’t want to pay shipping, so I’m not going to ask them if they want direct shipping,” or, “That package is too expensive; I’ll just offer them a less expensive option because I assume they can’t afford it.” Too often, we create these objections in our heads, and they hold us back from building our businesses.
This even applies to recruiting. For example, you might think, “Why would I ask a doctor to join my team? A doctor wouldn’t want to do direct sales.” But I know for a fact that there are many doctors in direct sales. They might not need the extra money, but they join for fun, community, and something positive to balance out the challenges of their day jobs. Doctors often see people at their worst—no one visits a doctor just to say, “Hey, I’m having a great day!” In contrast, direct sales offers joy, laughter, and positivity.
So, the question is: Are we creating these objections ourselves, and how do we stop? The first step is to simply ask. One of the best things I did in my business was to stop overthinking and start asking.
When I first started my business, I delivered everything myself. Whether it was taught to me or something I just assumed was the way to do things, that’s what I did. Back then, direct shipping wasn’t as common as it is now. My experience with Avon, for example, was brief because I couldn’t wrap my head around driving all over town, delivering products, and making just 50 cents. It didn’t make sense to me.
When I relaunched my business with Epicure, one of the best decisions I made was adding this simple phrase when someone placed an order: “Would you like that shipped directly to your door, or will you be picking it up at my house?” That phrase was golden. It gave the customer the option and eliminated any assumptions I might have made about their preferences.
If you’d like, feel free to borrow that phrase! I don’t overcomplicate things by spelling out every detail of the shipping costs. Instead, I calculate their total based on their response and present it to them. If someone asks about shipping costs or mentions that it seems high, I simply explain the options. For instance, if they want to wait for a group order to reduce shipping, I let them know when my next group order will be placed—typically on the 10th and 25th of each month.
However, I don’t recommend delaying orders to save on shipping. Asking a customer to wait two weeks for a group order, followed by another week or more for shipping and delivery, isn’t convenient. When a product stops being convenient, customers are less likely to continue using it. Instead, focus on providing value, service, and convenience to your customers.
I see it time and time again—consultants putting up the first objection themselves. It’s time to take ourselves out of the equation and think about what’s in it for the customer. Don’t prejudge their situation. Don’t assume they can’t afford something or don’t want to pay for direct shipping. Simply ask the question and let them decide.
When you approach your customers, focus on what they’ll gain. For example, they’ll get their products faster, they’ll have the convenience of delivery, and they’ll be using products that help them achieve their goals. Start asking questions with their perspective in mind and offer solutions that serve them best.
As we move into 2025, let’s make this the year we focus on our customers and their needs. Take yourself out of the equation, and stop creating objections in your own head. Instead, offer value, confidence, and service, and watch your business grow.
I hope you got a few “aha” moments or tips from this episode. Thank you for joining me on the first episode of 2025. I appreciate you being here, and I’ll see you again next week. Take care, everyone.
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