We can all think of things we once set out to accomplish but then lost steam in a few months. And you know you are smart enough, and capable enough to have done them all. Think about if it Would have helped if you had taken a long-term view from the beginning, if you had said to yourself, I am going to succeed, now just to figure out how.
By extending your plan out into the future beyond one month, beyond three months, beyond six months to the years ahead, provided it is really something you want to accomplish, the mental acceptance that “this is a goal that will take time” can make all the difference in the world. Now the problem is more simple and comforting. Not “if”, which is stressful, but “how” which, I believe you are smart enough and capable enough to solve.
Pacing is the key to “how”. With your three-year plan, establish a routine you can keep up for three years. And don’t do anything you can’t keep up. Long term vision, and a pace you can keep up…forever — those are the two secrets to reaching your goals.
In sales, a key part of your 3-year plan is your 3-year marketing strategy. To build your business, you will need to not only make people aware of what you do, but keep in touch with them as they warm up to you and come to see you as a committed, hard-working and faithful, and friendly person, who makes them feel good with every little “hello”.
Alex
Is Christmas going to be great for you?
Yes! It is only a question of how good. Most people take time to warm up to a new idea. Think about any of the purchases you made recently. There was probably a process, perhaps lasting several months, in which you soaked up the idea. Maybe you benefited from consistent communication. The more you can develop listing ears now, the more business you’ll have in December.
Alex
One thing we do for our customers is send them a note after we ship their order asking them what they think.
For my quick call today I’d like to read a few recent responses.
Dolce Mia Fish mango tangerine lotion FSH2LP
I love it. Bought it once in a store and I missed it so much when I ran out I ordered 3 more!!
Sent from my iPhone
Dolce Mia Vintage Hawaiian Tropical Citrus Shea Butter Lotion
VIH2LP
I love it! I picked up the travel size at a “mail box” store and went through it super fast. I was glad to find the 12oz size 
Sent via BlackBerry by AT&T
Cockatiels Tuberose Shea Butter Lotion
re: CTL2LP
Alex:
It’s my all-time favorite lotion. [Smile]
via. email
The theme to our marketing philosophy this fall seems to be “consistency” and “giving”. These ideas are coming up in everything I write, as well as in our audio and video messages to our sales reps. I enjoyed making this Message from the President video very much. Part 1 Part 2 I even enjoy watching it. The side stories are what stick in my mind. They are fun to think about. -Alex
When I lived in France, I lived with an old woman who’s husband had been in the war. She told me how he sent letters, and all she really cared to read, all that mattered were the words “I love you.”
This is why I share with you every week a warm, heartfelt note from a real person, a real customer of Dolce Mia, because we can never hear it enough, and each time we hear it, it is just as wonderful as the last. I love you.
Here’s what we wrote:
I would love to hear what you think of the Modern Metro Shea Butter Lotion 1/2 oz if you have a moment.
To which we received this reply:
Dear Alex:
It’s wonderful! As is all your products! Thank you for asking!
Hugs, Sue Cole (John’s adorable wife)
Here’s another, from a woman who bought our Western album (we’ve changed the names on both of these messages).
Dear Alex,
I LOVE them!!! I just finished putting all my pictures from our vacation to Montana & Wyoming in them and they look great. I love the quality and design of the covers and how easily the pictures slid into the pockets. I also love that there is plenty of room on the side to write comments. They are perfect and I could not be more happy!!!! Thanks
Liz
This thought came my way the other day.
“I attract to my life whatever I give my attention, energy and focus to, whether positive or negative”.
Sooo….if you are not happy with something in your life…
STOP giving it attention….energy….or focus!! Simply ask yourself, what DO I want to have happen?
Then give THAT more energy, attention, and focus. Seems simple…………..and IT IS!!
Personally, one of my favorite ways to focus attention on something I want to have happen is to write down how long I think it will take me to do it. If it is an unpleasant task, then realizing that it will only take me twenty minutes make it a lot easier to do. And if it is a task that I have had a hard time beginning because it seemed too large and scary, then putting a time limit on it, even if it is only enough to get started, somehow makes it manageable.
Next, keep track of how long it actually takes. Sometimes you’ll run way over. Sometimes you’ll finish quicker than you planned. Either way, you’ll find yourself not only understanding better how you spend your time but being able better spend the time that you have.
A fringe benefit of keeping track of how you spend your work time is that it makes it easier to relax when you are done. When your jobs are defined, they don’t run together into one big chore that lasts all day.
This strategy has made me feel better. I hope it works for you.
From the President
I love my red Dolce Mia clipboard! I use it every day. It is sooo much nicer than those pressboard ones, which now give me the willies. I also love my Dolce Mia pen. Yes, it it is just a pen. But it is a pretty color, has sparkles and is special. For me, these accessories, as well as the tote bag, and the Dolce Mia Rep Pin make me feel good about what I do, what I’ve accomplished. They are small things, but special. And because Jenny designed them all, they look great!
Feeling good about what we do is a big part of being a Dolce Mia rep. The company-sponsored business tools mentioned above are more items of pride than of practicality, although they are certainly useful. Most, in fact, can’t be purchased, but must be earned. The exception is the red clipboards. You can get three of the Red Clipboard with the Shop Demo set. But the other items all given as sales rep awards. They aren’t for sale.
As an Active Inner Circle rep, you are eligible for the monthly contests and promotions that can get you the pen, the pin, and the tote. Please consider the value of these opportunities from all angles. We want you to enjoy all of these wonderful things.
Alex
“As we let our own light shine, we unconsciously give other people permission to do the same.”
Nelson Mandela
Your light is your joyous face, the fun you have doing your thing, getting out there and putting yourself in the stream of all the people who want to be impressed by you.
Thanks for Listening.
The above photo is from a special project we are working on with a high-end retailer in San Francisco. For this client, Dolce Mia’s ability to customize our product, and to deliver outstanding design services (we love you Jenny!) made Dolce Mia the line they were looking for.
Interestingly, this is an account we had done business with in the past, and had kept in touch with over the years, constantly offering our “new”, but they didn’t bite until now. The lesson for the salesperson: you win with volume of contacts. Some contacts will pay today. Some will pay tomorrow. Many will never pay. But by maintaining a constant stream of new possibilities, adding them to the “people I’m in touch with on a regular basis” list, you not only increase your likelihood of sales, you free yourself from the emotional burden, and the potential for disappointment that arises when you pin all your hopes on a handful of customers. The ability to be patient, provide great pre-sales service, and to let go comes with cultivating a steady flow of new prospects. Establish a good prospecting routine – the Dolce Mia planner My Best Friend is a wonderful tool for this. Do so now, and stick to it, and you will be successful.
Alex
Thank you everyone who showed up for the conference call today! I personally value this time with you very much. It’s so nice to hear voices, to put with emails. Someday for all of you Annual Consistency Award reps we’ll have "in-person" to add to this list of ways we connect, at our spring retreat, in beautiful Sonoma County. New reps, existing reps, ask us how to get on the Annual Consistency Award track.
I’d like to say a special Thanks! to Kirsten Jensen who already has been a source of inspiration to so many of us, through her Forum contributions and elsewhere taking opportunities one at a time and showing by example how to make the most of Dolce Mia.
Our topic for today’s Dolce Mia rep conference call was overcoming objections. My contribution, to get the conversation started, went something like this:
Make it your goal to always respond to an objection (or to any customer response, positive or negative for that matter) with a "Yes, and…." Don’t try to refute their objection, which will lead to antler-locking. Accept it, and use it as a given, a new jumping-off point to continue a positive conversation. Objections are good for you as a rep. They mean your customer is listening, that you have a dialogue. And dialogues, as long as they can be maintained, lead to relationships, and relationships lead to business. You’ve heard that as a salesperson you should, Never take no for an answer. That doesn’t mean you should refute every No, but you should work with every No, just like I’m suggesting. For every No, make the first thing out of your mouth "Yes!", accepting the customer’s contribution to the conversation and moving forward from that place.
For example, your customer says, "It’s too expensive." This can be a real heart-breaker for a salesperson. But if you are prepared, not even necessarily with a pre-fab response but just with the commitment to saying "Yes, and…." you might respond with: "Absolutely! For people who can afford it, or who want more value, more quality, more natural, more made in the USA, or even just more for their money, there is always a Dolce Mia product, or combination of products, that will be just right for them. For people on a budget, on the other hand, they can also get high quality, natural, made in USA product they will love to use and be proud to show and share for under $5!"
…Something like that. The key is not the detail of your response. You’ll find what works for you, and you’ll tailor it on the fly to your situation. The key is the "Yes, and…" attitude.
On the suggestion of one of our participants we talked about a powerful opportunity for Dolce Mia reps, the consignment arrangement, which is also a perfect example of how the "Yes, and…" attitude, for a Dolce Mia rep, who has so much flexibility in ways to do business, can be used to turn what might seem like a dead end situation to your advantage.
You walk into a salon. "Hi, I’m Suzie Queue. Can I speak to the owner, please? Hi, Owner! I’m a professional make up artist. I work directly with clients all day long and they love this Dolce Mia product, a line I represent….
"Oh…. It’s so cute! It smells so great! I love it! My god, my customers will go crazy….but I have no money 
Susie: " Yes, and … for people like you who love the line and want to do more with it and take advantage of a greater range of opportunities than they could by simply buying and reselling, I find that through the consignment partnerships I do with my customers they can end up in a really, really happy place. Let me explain how that works….
Summary
Keep two things in mind and you’ll be prepared for any objection at all! If they are objecting, you have a dialogue, and a dialogue leads to a relationship, and a relationship leads to business. You are doing great already! Second, make it a rule to respond to every comment by your customer, positive or negative, with a "Yes, and…" and you will find yourself magically escaping from dead ends, and bringing your client along with you. You’ll love this capable you, and your client will be sooo impressed, and thankful, and your gift of positive energy, and the great example you set of how to do business and have fun too.
For information on becoming a rep, please visit our Dolce Mia Jobs page. And be sure to check out our new Dolce Mia Luxe travel line.
Thanks for listening!
Alex
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