Having An Open Mind In Direct Sales

I recently became involved in a debate with another network marketer over qualifying leads. He was of the opinion that he needed to qualify those who came to him and I’m of the opinion that I’m happy to answer questions and see if there’s a fit.

What do I mean by having an “open mind?” The first example I’ll provide is when you follow up on an incoming lead. You call this person who has said they want information. You leave a message and your phone number and then you wait. You then leave a second message again with your phone number and then you wait. You don’t get a call back. What does this mean? We really don’t know what it means unless we ask the person who did not return the phone call. We can spend all day making guesses about what it means, but until we’re told we just don’t know.

This is where having an open mind becomes very important. My debate partner believes that if someone didn’t call him back, it means they aren’t “serious” or it means they have an irrational fear of answering machines.

My own thoughts are I have no idea why I wasn’t called back. At this point, I have so many choices. I can leave a third message and say, “Please let me know if you still wish to speak with me.” I can send an email and ask if they still wish to speak with me. I can wait a while longer and then call again in a month. I just have no way of knowing what they are thinking, why they originally wanted to speak to me or why they did not call me back.

Over the years, I’ve had new team members come to me and tell me they want to try something. I’m so excited to have them try. I’m totally open to new things. Heck, when I began in direct sales the internet didn’t even exist. Today I do the majority of my business on the internet. That’s quite a change.

If you are marketing and it’s not working, try something different. If you’re talking to leads and keep hitting the same stumbling block, try something different. Have an open mind about trying new things and working with customers and leads differently.

Audrey Okaneko has been in direct sales since 1983. She can be reached at audreyoka@cox.net or you can Become a Tupperware Consultant

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