I have often talked about the importance of relationships in the sales process and how taking the time to establish them is so key to the success of your network marketing or direct sales business. That's why I was so jazzed to see this excellent post on Jodi Bagwell's Women in Sales Blog on NO Trust? NO Sale!

Here's just some of her great advice on this topic:

"You may be the most honest salesperson on the planet but if your customers don’t perceive you to be trustworthy because of sloppy sales skills and negative selling behaviors, it doesn’t matter.

Do you follow these 4 principles of selling to build trust?

1. Begin and end from the customer’s perspective and walk in their shoes

2. Think in the long term; the relationship is the customer

3. Behave in a collaborative manner and openly conduct honest conversations with customers

4. Be transparent and trustworthy in all meetings and phone calls

Knowing, understanding and possessing the traits that customers like are the best way to gain trust and close the sale. So, in addition to being honest, you need to be knowledgeable, punctual, solution-based and customer-focused, just to name a few. It’s the way you relate to others that determines your customer’s level of trust."

Read more here: NO Trust? NO Sale!

Linda Locke
MLM Marketing Blog

By Linda Locke

I attended a trade show at my local business women's networking group this week and was once again struck by the fact that some exhibitors were wasting their money on a booth because they didn't have a plan to make the most of the opportunity.

Success at a trade show event only starts with purchasing the booth and showing up -- that's the easy part.  Next you need to plan your strategy for attracting people to your booth, making a connection with them and then getting their card or contact information to follow up with them afterwards.

So here's some quick tips for making your next trade show appearance a success!

DO's

Be approachable. Smile, look people in the eye and be friendly. People won't even approach your booth if you look unhappy or sad or nervous.

Wear something fun that invites comments -- a t-shirt with a funny saying, a cool piece of jewelry, a stylish or outrageous hat.  Pick something that matches your personality and style.

Offer something for free. It can be a sample, a tip sheet, candy, whatever. Use your imagination. And always particpate in any of the free drawings the event is offering to encourage people to leave their card or contact information with you.

Stand up -- don't sit behind your table. You want to be eye to eye with your booth visitors.

Create a fun and eye attracting display. Just spreading your brochures and sales materials on the table won't cut it.  Use balloons, flowers, or some colorful decorations to make your booth stand out.

Follow up with your leads immediately after the show to get maximum results.

Take some time to visit the other exhibitors and network with them as well.

DONT's

Never, ever, ever use a sales pitch at a trade show. Remember you are there to connect, network and get leads; not to sell.

Expect people to just come to you. You need to actively work a trade show. You can't just sit behind your table passively like a wall flower.

Don't let people just drop their business cards in a bowl -- jot some notes on the back of the cards as a reminder of what you talked about so you can do a proper follow up with them later.

Don't eat, drink, talk on your cell phone or text at your booth.

Dress unprofessionally. People make decisions about who you are by how you dress -- make sure you make a good impression.

By Linda Locke

If you're not hitting your sales and prospecting goals, here's a great technique to help you get back on the right track. It's called the Marketing Funnel. Keeping it filled at all levels is the key to getting a constant flow of prospects and customers for your business.

At the top of the funnel are the prospects and potential customers who you just met or made contact with through your online marketing efforts, advertising or face to face networking events.

Next come the people that you've made some sort of solid connection with through Social Media (they've become your friend, fan or follower) or through your ezine or list (they've become a subscriber).

At the next level are the people who have now become your customers and have taken the next step to buy your products or services.

As we move further down the funnel, we find your best customers who buy from you regularly and are the mainstay of your retail business.

Next are the best kind of customers -- the ones who decide to join your opportunity and your team!

And finally, the ultimate goal -- your downline team -- the core of your business.

Your goal in using the Marketing Funnel effectively is to always keep the funnel filled by casting a wide net with your marketing activities at the top, then making a stronger connection with people so they get to know you better and become a customer and potentially a member of your downline.