6 Steps to Success in Direct Selling

When seeking flexible work options, you will likely run into direct selling. There are heaps of opinions about the industry, which can complicate navigating the pros and cons for joining a direct sales company. But with a few inside tips, you’ll know if you should get involved in direct selling, and you’ll know how to meet your goals. 

In 2021, over seven million people participated in direct selling in the U.S. Generally, “sellers” are independent contractors who sell products in return for commission. Direct selling is not for everyone, but if you enjoy sharing and selling products you’re passionate about, it can be rewarding. 

     1. Assess the Industry

Before committing to anything, do your research. Consider whether the direct selling retail model works for you. Start with these questions:

• Do I enjoy selling?
• Can I share my personal experiences? 
• Am I passionate about the products?
• Do I plan to recruit more sellers?
• Are my expectations realistic? 

At a minimum, you’ll usually get a great discount on some great products after joining a direct selling company. But, if you’re looking for any kind of significant income, you’ll have to put in effort to see a return. 

Direct sales offers some nice benefits—like setting your own goals, working from home, tax deductions, and keeping flexible hours. However, making a profit requires selling products and sharing the opportunity with others who may join your team. 

If you have realistic expectations and you’re comfortable “putting yourself out there” or asking people to buy something from you, direct selling can be a great source of additional income. 

     2. Select Your Company

Not all direct selling companies are created equally. When it comes to matching yourself with a direct sales business, be picky. Look for a reputable company that shares your values and supports your goals. Ask these questions to start your research:

• What is their compensation plan—how will I get paid? 
• How much do they charge for starter kits? 
• Are their income claims realistic? 
• Do they offer quality products? 
• Are product returns allowed?
• Is the organization’s leadership inspiring?
• Do they provide tools and training?

Ensure the company you choose is a member of the Direct Selling Association (DSA). The DSA promotes, protects, and polices the direct selling industry while helping companies and their sellers be successful.

Find companies with a proven track record of product quality and integrity—like Mary Kay, USANA Health Sciences, and Tupperware. For example, as a prominent member of the DSA, USANA has offered premium nutrition and skincare since 1992. 

Explore the largest 25 reputable direct selling companies here.

Sell Products You Love

When courting a company, research products and their reviews, and try them yourself to discover their value. Your passion will fuel your motivation to share and sell. And once you choose your company, establish your vision.

     3. Define Your Goals

Well-defined goals and commitment will lead to success. First, write down why you want to get involved with direct selling. Reasons for joining a direct selling company are as varied as the representatives. Are you interested in getting product discounts, learning new skills, meeting people, earning modest supplemental income, or making consistent money by building a team of other sellers?

Next, decide what you want to achieve in rank and income—and when. Committing to a firm date is a vital part of measuring progress toward your goal.  

Finally, assess and adjust your expectations about the time, energy, and money it will take to reach your goal. Now you’re ready to work. 

     4. Work Hard to Succeed

Growing a business means showing up. A flexible schedule is nice, but if you imagine money flowing in effortlessly, you’ve got the wrong idea. As with most good ideas, you’re rewarded for the effort you invest. You’re direct selling, not direct partying. It takes commitment, persistence, and grit—all while never compromising your integrity. 

If your goal is to make money, you’ve got to expand your network, attend events, support other sellers on your team, and promote your products. 

     5. Manage Your Business

As a business starts growing, some get caught up in the money. But don’t neglect the “behind-the-scenes” management of your business. Along with making strategic decisions, you’ll place orders, handle paperwork, offer customer service, and keep a ledger of expenses and income. 

Continually review your goals. Are you spending more on product than you’re making in commission? If so, you’ll find you’re a customer and not a seller—which is fine if purchasing the product at a discount is your main goal. 

The Give and Take

As an independent contractor, you’ll likely face required minimum purchases or even a monthly fee to be considered and “active” seller. However, the company usually provides business benefits like:

Quality products—they produce, store, and ship the products to your customers. 

A personal website—an online shopping experience with your “profile” displayed where customers can buy product, and you receive the commission. Some companies also offer an app for on-the-go shopping. 

Marketing resources—digital marketing resources like advertisements, email templates, and social media posts boost your online presence and send customers to your online store. 

Training—you’ll need to know the ins and outs of your responsibilities and the opportunities available to you. 

Take advantage of these and use them to grow your business.

Services from the Direct Selling Association

For sellers, the DSA offers business resources for filing taxes, navigating health insurance, and filing a code complaint. Access to industry research, government relations, direct selling advocacy, and press releases is just a click away. Take advantage of these resources to make smart decisions about building your business. 

     6. Focus on Personal Growth

Skills you discover through direct selling are useful in all areas of your life. Even if you’ve experienced success with retail sales in the past, you’ll likely find new opportunities to grow. 

Communication and public speaking. Sending emails, hosting parties, making a video, or even speaking at an event—one way or another, you’ll communicate to a crowd. Polish your writing and speaking skills to better convey your passion for the products you love.

Social media marketing. Harnessing the power of the internet is more than making Facebook posts. Drum up customer engagement with consistent communication, engagement, and your online community. 

Relationship building. Nurturing relationships with customers and team members is key to growth. 

Reap What You Sow

Success is found in connection, offering high-quality products, and providing great customer service. Your path begins with goals, education, and effort—and thrives among a like-minded community and the flexibility to grow your business your way. As with anything in life, expect to reap what you sow—and have fun following your passion!