Today, Brenda and Windy accept questions from direct sales consultants in various companies about marketing strategy, community building, engagement, and recruiting strategies for direct sales.
Do you have a question for us? Send it to us through this form!
Brenda Ster: Hey everybody! Welcome to another episode of Social Marketing with Sassy Suite. I’m Brenda Ster and joining me as always is the effervescent and delightful, Windy Lawson.
Windy Lawson: Well, hello, effervescent Brenda.
Brenda: I love that word. Someone called me up for effervescent in my 20s, and it totally stuck with me.
Windy: I love it!
Brenda: I love that word. It reminds me of like champagne bubblies. So anyway.
Windy: Exactly, it’s kind of us.
Brenda: Exactly, we’re effervescent and bubbly. Today is one of our favorite episodes you guys! Ask the Suite where we answer your listener questions and we’re doing something a little bit different today.
Windy: Yea, this is kind of exciting.
Brenda: It’s our first one.
Windy: We are actually going to hear your voices. You are asking us the questions. We had listeners who recorded their questions and emailed them in. So we’re really excited about that, right, ’cause we actually get to hear their question in their voice.
Brenda: It means that like two whole people listen to our podcast because they sent us questions. I’m so excited.
Windy: I think… we have… Obviously, we have dozens — dozens of listeners.
Brenda: I think we have tens of listeners. I think we totally do. Remember how we used to say that we had seven? I think we have like 12 now. So exciting. Alright, let’s get to our first question.
Brittany: Hey Brenda and Windy. This is Brittany from Cornersville North Carolina. I’m a leader with Color Street. I wanted to ask you guys. I feel like I’m stuck with recruiting. I was doing great in the beginning of my business, but I’m almost a year in and things seem to have slowed down a lot. Do you have any advice for me?
Brenda: Alright Brittany, that is a fantastic question. Now, Brittany indicated she is with Color Street. And I think there’s a little bit of opportunity here and as anybody who’s been around the Suite for more than a hot second knows, I love talking about sponsoring. I love it! It is my jam. So, hold on to your Color Street nail strips because I’m climbing up and talking sponsoring. So, here’s I think, our opportunity when it comes to sponsoring, okay? It doesn’t really matter what you sell. Now, Brittany had indicated that she’s done color Street for about a year and went strong in the beginning and then it slowed down a bit. I think our opportunity here is primarily in the follow-up and in the opportunity with your customers that are repeat users. So, Brittany, I would challenge you to look at who’s your customer base that you… I’m gonna — I’m gonna make a broad assumption that you are doing follow-up with your customers and you’re cultivating and continuing to service a strong customer base to maintain your personal sales. And then the opportunity there is if you have a lot of people that are repeat customers, is there a value opportunity for them to join? Are they interested in the opportunity? And then secondly, what additional channels are you using to funnel? Are you seeking out vendor events? What angles are using on social media? What of the multiple ways to build new funnels are you exploring? If it’s primarily working within a Facebook group and you’ve tapped out your Facebook group and this happens to a lot of people. We hear it all the time. “Oh, my group is, my group is dead, I’ve stopped recruiting, and stopped selling.” And my first first response is, “Well yeah, you over-fished you pond.” What are you doing to build more funnels? How are you getting in front of new people? So, I think there’s two opportunities here, Brittany. One is within your customer base. Is there anybody who you’re servicing who is a repeat customer who would benefit from the value of the business opportunity either for personal use, discount, or business building? And the second is, what are you doing to work on your funnels to get in front of new people? And that’s where your business process has to kick in. In the first, you know, several months to a year of any new business it’s still exciting. Your warm market is still actively…You know they haven’t been totally tapped out yet. But, you hit the first year and you’re like, “Okay my warm market is tapped now what?” And then we go to the fundamentals. New funnels, new fish, new business processes you kind of need to build that in.
Windy: And you know Brenda that you really brought up a really good point. The mindset issue. When we take on a new, when we join a new company… when anything is new, it’s fresh. We’re excited about it. We wake up in the morning. We can’t stop thinking about it. We have all these ideas. You know, we’re unjaded right? No one’s told us “no” in the beginning. So it feels like a new adventure, but then eventually it’s not a new adventure. It’s the, it’s the same thing over and over. It’s a little bit of… We’re getting a little into your favorite, I know, maintenance mode. Right? Where…
Brenda: Yes. exactly.
Windy: you are doing the same thing. Right?
Windy: It’s not new anymore. Ummm.
Brenda: Building is different than maintaining.
Windy: Yeah, so it’s, it’s really coming over that hurdle because a lot of that could be somewhat mindset, too. You’re tired of having the same conversation. You’re tired of… You, you don’t see it through fresh eyes.
Brenda: Right. Now, I think the interesting dynamic here is you might be tired and it might be old to you but it’s new to the person you’re talking to.
Windy: That’s right.
Brenda: It’s new to the new warm contact. It’s new to the person you’re meeting in a vendor event. It’s new to the person you’re providing service to through follow up. It’s new to the person who has not met and then delighted by your personality yet. So, that’s our challenge. That’s really our challenge is to remain positive and perky on the outside even if we feel like we’re kind of frizzled on the inside.
Brenda: Right? That is a big shift in mindset and what we end up seeing a lot of times happening is when people get bored with their business, they tend to get really really inconsistent with their business. So they might disappear for a week or two. Instead of continuing to maintain the consistency.
Brenda: They might disappear and they tend to be inconsistent, which actually hurts their business longer term and has a more dramatic effect on your sales and your sponsoring potential.
Windy: Yup. Brittany girl, keep going. You got this.
Brenda: You got this girl! Keep going. All right. And then, uh, send us another voicemail in a month when you’ve listened and had a chance to say, “Uh, yeah, let me go fix my business process” and then tell us how it worked. Okay?
Windy: We definitely want to hear back from you.
Brenda: All right, let’s get to our second question.
Carolyn: Hi Brenda and Windy, my name is Carolyn. I’m in Northern Baltimore and I sell Norwex. My question is how to really make a big start with this company when I have previously been with a different company? So, I used to sell Jamberry and I still do. But it’s always been just a hobby. I didn’t treat it as a business. And this one I really am more passionate about and want to build into a real actual business. But, I feel like I don’t know how to approach my warm market about that when they’ve kind of already been tapped out from my previous foray.
Brenda: All right, Carolyn. Great, great question. Now, first of all. I love, Carolyn, that you are looking at exploring Norwex from a business, not just a hobbyist perspective. So that’s exciting. Congratulations on that. So let’s dig in on this one. With Jamberry you were a hobbyist and did not really have a business builder mindset. Moving into Norwex you are looking for more of a business builder mindset but are fearful of how to approach your warm market since they’ve been tapped out. Now, they’ve been tapped out for Jamberry. They haven’t been tapped out for Norwex. That’s different.
Brenda: A totally different product, totally different product category, totally different potential of value for them. So, I think the first thing might be more of a mindset than anything else that you’re thinking they’ve already been tapped out when in reality, they haven’t been tapped out yet necessarily. Now, they might have been tapped out if you spammed them with Jamberry and they’re like, ew, direct sales, right. But we try to avoid the spammies. Let’s just make an assumption that they’re a good support network. They may not be interested in Jamberry any further, but Norwex is new to them. So, I do think there’s opportunity to continue leading with value and reaching out and starting to build the personality content that would draw people in and continue to build the authentic attraction from the outset the right way. And I do think that your warm market, unless they’ve been totally tapped out by somebody else in Norwex, they haven’t been tapped out by you because you explicitly said this is new for your business. Windy, what do you think?
Windy: I think there’s a whole lot going on in Carolyn’s question, okay
Brenda: There really is.
Windy: There’s a whole lot going on.
Brenda: She packed a lot of punch into a short question.
Windy: Good jo — Good job, Carolyn. You’ve given us a lot to talk about and a lot to think about here. I think, you know, I think for a lot of people there is, there’s a sense of reluctance, that’s right, when they change businesses because they feel like their friends, their customers, that they’re going to lose those people or they’re gonna — they’re going to lose a little bit of face in them because, “I always sold this product and now I’m switching,” and I don’t think our customers really look at it that way at all. Not that that was Carolyn’s question but I wanted to bring that up because I know a lot of times we — we see that Brenda, in our groups all the time. If people are like, “what will my community say when I stop selling A and go sell B?”
Brenda: Um huh.
Windy: If you’ve done a great job of personal branding and you know, attraction marketing, they’re not going to care. They’re there because of you not because of what you sell. Right. They’ve made a relationship with you.
Brenda: Yes. That’s a really valuable point and we hear this a lot and what people will say is if they’ve done a really good job or an intentional job I should say, intentionally building a personal brand and a personal relationship with their community that distinguishes themselves from what they sell and it doesn’t matter what you’re selling, because your people will follow you. So it doesn’t matter if you are selling clothing or nails, or cleaning products or makeup or home care or services, or digital products or whatever. Because they’re hanging out with you because of you, not because of what you sell. So I think that’s a really important element, Windy, that you mentioned because that is sort of the foundation of what we talk about in personal branding and community building. So, Carolyn, I think your question has a lot of layers to it but I would challenge you first to think about how we get over the mindset that your warm market is already tapped. I don’t necessarily know that they are. And then the second is, is there an element of your personal branding, your own attraction strategy, your own content strategy that’s keeping people engaged? Because you are serving them value beyond just Norwex. You’re serving them community…
Brenda: and entertainment and relationships and things that really are fundamental to why people come online.
Windy: And one thing I want to add that was kind of in Carolyn’s question. I’m going to decide it was. One of the things I know she said was…
Brenda: She totally, she meant to say.
Windy: She meant to say. And she may have said this in her adorable Carolyn way. Look, we are like besties now, you know, Brindy and Carolyn, we’re besties now. But one of the things that I really took away from her question was that she’s always been a hobbyest and she wants to build it into an actual business. So, Carolyn, my advice to you is to start… treat this like a business from day one because the big challenge that a lot of, a lot of direct sellers have when they start as a hobbyist and then see the potential and decide to become, run this as a business, is they don’t do the things that if they were starting a business from day one they would have done. Like, set goals.
Windy: Have budgets. Do all those things that as a business you would do but as a hobbyist you would not do.
Brenda: Right. Goals and budgets, oh! Right. We’d be all businessy. You mean I, I can’t just make pretty graphics and hang out on Facebook all day? I don’t get it. What’s…what’s the deal?
Windy: Right. I know. So really, can — make this a business. Set yourself some goals. Girl, set yourself some goals for your business.
Brenda: Yes. Yes.
Brenda: That’s exactly true. Good question, Carolyn, and thanks for sending it in.
Windy: Absolutely. All right, so Brenda for our last question we’re going to do something a little bit different. This question was posed in our Facebook group, the Socialite Suite and we thought it was such a good question we wanted to weigh in.
Windy: Cassidy, a Trades of Hope retailer asked, “I saw that it’s not a good thing to share the exact same thing on Instagram and Facebook. Why is that?”
Brenda: Well, Cassidy. Now here’s the thing: Cassidy probably doesn’t even know. Someone go tell Cassidy we are answering her question on the podcast because we thought it was so good. So, umm.
Windy: Cassidy doesn’t even know that we have a podcast.
Brenda: She might not even know that we have a podcast. But we see all the things so we found it and we’re like… That’s a really good question, let’s pull it up. Okay, so this is a really good question and it speaks to content strategy and content planning and the question being you know, why is it not a good thing to share the exact same thing on Instagram and Facebook. And it really comes down to this. Now, I’m not going…I’m going to talk a little bit out of both sides of my mouth on this so bear with me while I give a very long windy, winding answer, okay. A long-winding long-winding and winding, you know what I mean. A long winding and windy answer whatever. You know what I mean. Okay, so on the first part I would agree that it’s not necessarily a good thing to share the exact same thing on Instagram and Facebook because, is your ideal client the same on both of those channels? Is the native reason people go to those channels the same? The native sizing of images is not the same. The… the aesthetic of each platform is not the same. Facebook tends to be more community-centric. Instagram tends to be more visual and aesthetic and artistic. So when you think about the purposes of both platforms they do have different purposes and people go to those channels for different reasons. So I do agree on the one hand that posting the exact same content continually is not necessarily a good thing because you’re not using the channel or the platform for its intended purpose and really maximizing the reason for that channel. If they were the same, they would be the same. But they’re not.They’re two completely different channels and delivery vehicles to reach a social audience. But on the flip side. Okay. On the other side of my mouth and everyone is going to walk away and say, “Well, Brenda said it was totally a good thing,” and I am going to challenge everyone and say hold on a minute, okay. Let me find the balance in the middle. On the other side of the coin is the fact that at any given time less than 20% of people are seeing what you post on any given channel anyway. We already know that 80% of people don’t see what you post on any given channel. It doesn’t matter whether it’s Facebook, Pinterest, Instagram. It doesn’t matter, okay. Because they’re off living their lives, posting their own things, working, sleeping, eating. You know, whatever. They’re not online when you post, therefore they don’t see it anyway. So there is something to be said for maximizing your efficiency because you do have a chance of catching somebody on a different channel because you’re probably not going to catch somebody on both channels simply by the law of numbers. So, from an efficiency standpoint you could make the argument, someone could make the case, “Well, I’m trying to maximize my reach because if someone’s on Instagram they might not be on Facebook or vice versa and therefore, I want to catch them in wherever I happen to catch them.” There’s an argument there to be made. Now, finding the balance in the middle is where we need to try to strike the line and the line is: Do you share every single post to Instagram from Facebook? I would say no. Do you share those that are more personality, community, that serve the potential aesthetic of both platforms? Maybe, yes? For every person that it’s finding the right judgment and balance of, “Does this content really serve what this platform is for? Does it serve the reason some people come to social media, community or entertainment? Is it doing something that’s going to help me extend my reach on the primary or the channel it’s being shared to. And if the answer is yes or no then that’s a judgment call. So one of the things I will personally tell you I really hate, here’s one of the things I really hate though. I personally hate. This is not, this is just a Brenda pet peeve… Let me climb up and tell everyone my pet peeve…
Windy: Hold on. Hold on. Hold on.
Brenda: Okay. Now, what I will tell you is that I personally do not like… and this is, again, one of those examples of native posting on Instagram and it’s pushed to Facebook and it carries all the hashtags with that.
Brenda: And what ends up happening is I see someone’s post that has all our Instagram hashtags in my Facebook feed. That annoys me because I could tell they were not thinking about where that content would appear to me the recipient and it makes it look like…
Brenda: that’s a… See what I mean. So, I’m talking out of both sides of my mouth but I’m trying to find the balance to say what’s the right judgment.
Windy: And Brenda, let’s talk about this though. If we’re posting, if we’re creating a graphic to post on Instagram and we want to share that on Facebook. How long would it take once we’ve created the graphic to go over to our Facebook page and actually schedule it or post it?
Brenda: At the time optimally to be posted for that audience with the right copy and the right call to action…
Windy: Right. Right
Brenda: Because the call to action, the hashtags, they’re going to be different.
Brenda: You know a hashtag on Instagram that says, “See my Linkedin bio” should not be posted to different platforms.
Brenda: So bringing over 30 hashtags in your primary post from Instagram and having it push to Facebook is a little bit of efficient but not necessarily aesthetic for the Facebook user. For if I can’t tell that it pushed from Instagram to Facebook and it shows up on Facebook. I think it’s probably fine. If I can tell that I’m going to know and then I think it’s lazy.
Brenda: So there’s a little bit of that fine line. So I think, Cassidy, your question is, it’s not a good thing to share the exact same thing. I’m personally a fan of reusing content. If you post something on Instagram today there’s no reason you can’t use that same content on Facebook tomorrow with a different call to action or written copy.
Brenda: Because that’s what’s framing it for that channel. Okay. But posting the exact same thing with the same copy and the same hashtags and the whole written thing. That’s a judgment call of what you want to appear in the news feed on Facebook that’s not native to where you originated the content.
Windy: Every single thing we post, you guys, is building part of our brand of who we are, right? Every…
Brenda: Attraction strategy, right. Exactly, so that is a really good question and unfortunately, I probably made it hazier and greyer and fuzzier guys, maybe both and neither. Cassidy, great question. She’s like, “I’m not even listening. I don’t even know what’s going on with these podcasts. So, you guys, great questions today. Thank you to Brittany, Carolyn, and Cassidy for their questions. If you have questions feel free to send us a voice memo with your question. You could also just send us a regular email. That would be okay, too. [email protected] and we could answer it on an upcoming episode. Please tell us your name and what you sell and even where you live and then your question and we will play it just like we did Brittany’s and Carolyn’s. And you know we’re always trolling the Suite and Elite looking for questions as well. So, if you have a question you’d like us to answer feel free to pop us an email, [email protected]. As always, thank you for tuning in to Social Marketing with Sassy Suite. If you are not yet over in our Facebook group, The Socialite Suite,
Brenda: It’s our free and private training…I mean, who’s not over in the Suite, right?
Brenda: It’s our free private training group for direct sellers and solopreneurs. The Suite is home to your variety of social marketing resources, free weekly trainings, tips and tricks to rock your business.
Windy: Oh, yes it is.
Brenda: Go hang out with Brittany, Carolyn and Cassidy because they’re over there asking questions and doing awesome things. Let me tell you. Alright guys. Hey, we will see you next time. And as always see you around the Suite!