https://www.brilliantconsulting.dev/insights/decoding-direct-sales-a-software-engineers-perspective
Imagine two different approaches to selling products: one is the traditional retail model, and the other is direct sales. You've probably encountered the former through online shopping or visiting physical stores like Nike. But how familiar are you with the world of direct sales and its unique approach to selling products? In this article, we'll introduce direct sales, focusing on its potential for knowledge sharing among software engineers and their new team members.
Understanding the Retail Model
Let's begin by contrasting traditional retail with direct sales. In traditional retail, companies like Nike have their own brand stores, offering a wide range of products. Alternatively, they may partner with larger retailers where multiple brands are available. These brands send their products to these stores, and customers walk in to make purchases. Typically, there's limited customer support and service beyond basic assistance with sizing, and the sales experience is relatively standardized.
To attract customers to their stores, brands invest heavily in marketing campaigns, from TV ads to billboards. These marketing costs are factored into the product prices, which can drive up the overall cost for customers.
Direct Sales: A Different Approach
Now, let's shift our focus to direct sales, imagining any direct sales company as an example. In direct sales, companies don't have physical stores or traditional retailers selling their products. Instead, they rely on a network of independent consultants to promote and sell their goods.
As a customer, you might stumble upon their products, become interested, and make a purchase directly from the company. However, the heart of direct sales lies in the role of these consultants. Their primary job is to find customers interested in purchasing these products.
The key difference is in the marketing approach. Rather than targeting customers directly, direct sales companies concentrate their marketing spend on recruiting and supporting consultants. These consultants are essentially independent business owners (often called Independent Business Owners or DSRs) who earn commissions on the products they sell. They act as both sales agents and customer relationship managers, ensuring a personalized experience.
How Consultants Earn and Operate
Let's break down how consultants earn in direct sales. Suppose a product costs $100 for a customer. With a consultant's discount, the price may drop to $65. This $35 difference goes to the consultant as a commission. Consultants can also purchase products for their personal use at this discounted rate.
Additionally, direct sales companies pay consultants twice a month, directly depositing their commissions into their bank accounts. This commission is real cash and serves as a source of income for many consultants, whether they pursue direct sales part-time or full-time.
Consultants are motivated not only by commissions but also by their belief in the company's mission and products. Many join direct sales companies because they are passionate about chemical-free products, sustainability, or other specific causes. It's not just about making money; it's about promoting a product and mission they genuinely support.
The Power of Parties in Direct Sales
While it's possible for consultants to sell products one-on-one, the most effective approach in direct sales is through parties. Parties bring together a group of potential customers hosted by a consultant or a hostess (someone interested in hosting a party). The consultant presents products, provides demonstrations, and offers an engaging, informative experience to the group.
Parties can be conducted both offline and online. Offline parties involve physical gatherings, while online parties utilize platforms like Facebook for live presentations and interactions. Parties are a powerful way to leverage the social network of hosts and consultants to expand reach and drive sales.
The Growth and Structure of Direct Sales
In direct sales, consultants can also recruit new team members, expanding the network. When a consultant recruits someone who becomes a consultant, they become part of that consultant's "downline." The original consultant is then considered an "upline." Commissions are earned not only from personal sales but also from the sales of those in their downline. This structure incentivizes consultants to recruit and support new members, fostering growth within the company.
Fair Distribution in Direct Sales
In the world of direct sales, fairness in distribution is essential. When customers place orders, they are associated with specific consultants, known as DSRs or Independent Business Owners. However, what happens when a customer places an order associated with a corporate account, such as the company's main account?
In many direct sales companies, the order is marked as a corporate order, and a separate system called the Leads Engine determines which consultant should receive the bonus for that order. This bonus may be assigned based on various criteria, such as the location of the customer or the consultant's efforts. The goal is to ensure that the corporate orders benefit both the company and the consultants, creating a fair and equitable system.
The Path to Becoming a Consultant
Becoming a consultant in direct sales doesn't always require starting as a customer or host. If you're already passionate about a company's products and mission, you can join as a consultant directly. This approach allows you to enjoy the benefits of consultant status immediately.
The Key Metrics in Direct Sales
In the direct sales industry, two key metrics drive success: the rate at which new consultants are recruited and the number of parties hosted. These metrics determine the growth and profitability of a direct sales business. Therefore, it's crucial for companies to ensure that their enrollment process and party experiences are seamless and engaging.
Conclusion
Direct sales offers a unique approach to commerce that prioritizes personal relationships, individual growth, and a shared mission. While it may differ significantly from traditional retail, its potential for knowledge sharing and collaboration is evident. For software engineers and their new team members, direct sales can serve as a model for building connections, fostering growth, and achieving common goals in a collaborative environment. Whether you're exploring direct sales as a business opportunity or simply seeking to understand its dynamics, this industry has much to offer in terms of community, support, and shared success.