Alan Luce

After nearly 40 years in direct selling, I am a firm believer in what I have come to call the Belief Multiplier Effect.  “What is it?’ you ask.  The Belief Multiplier Effect (BME) is that sudden unexplainable upsurge in your direct sales business that goes well beyond what all your analysis and projections anticipated.   Your plans called for a modest increase but suddenly the business just starts to fly!  Sales are exploding; recruiting is at all time highs and new leaders are coming out of the woodwork.  What in the heck happened?  Or perhaps more accurately, what are we doing right that we didn’t do before?

In my experience, the Belief Multiplier Effect kicks in not because of any one thing, but because the Company has done a number of things right and all of these important separate elements finally coalesce into a firm belief among your sales leaders that anything is truly possible.  When enough members of the sales force begin to really believe, then incredible things begin to happen.

Can you plan for the belief multiplier effect?  No, not really.  But what you can do is set the stage for it to occur.  How? By paying attention to the small things and gaining and maintaining the trust of your sales force.

Here are some of the key elements that must be present before there is any chance of riding the BME Express:

• Your sales force must use and love the Company products.  They must be on a mission to share the product benefits with everyone they know.
• Your sales force services must be excellent.  This includes accurate, on time shipments with little breakage.  When errors do occur the sales force must have easy access to report them and quick, cheerful solutions.  Never embarrass the sales force in front of their customers.
• The training must be effective.  If the company says that this is the way to do something, then most folks who follow the advice had better get the results promised.
• Heroes and heroines must emerge.  Nothing creates organizational belief faster than some of their own experiencing great success.   Sales force belief is peer driven.
• The sales force influence leaders must believe without doubt or question that the company will always try to act in their best interests.
• The experience of belonging to the company must be fun, educational and motivational.

When a company gets all of these various elements in alignment and those heroines and heroes are emerging and inspiring others with their stories, then the atmosphere exists for the Belief Multiplier Effect to kick in.  That’s when the results begin to significantly exceed both forecasts and expectations.  As I said, you can’t predict it, it is almost impossible to measure, and you cannot count on it being there forever.  But what you can do is work very hard to make sure that all of the elements necessary for the Belief Multiplier Effect to kick and thrive are continuously cared for, improved and nurtured. Drift, even slightly, away from the attention to detail and practices that were present when the BME kicked in and you can lose it as quickly and unexpectedly as it first appeared. Once lost, it is hard to get back.  When you’ve got it going, you and your sales force experience the true magic of direct selling.

Few people in the direct sales industry can match the experience, expertise and successes of Alan Luce. With over 25 years in senior management, guiding start-ups and established companies alike, Alan has met virtually every challenge a direct sales executive can face.  Learn more about how Alan can help your company at http://www.luceandassociates.com/Alan-Luce.html.

Jennifer Fong

I love analytics.  I really do.  In fact, I’ll go so far as to say I’m an analytics junkie.  Why?  Because analytics are validation.  They show how your social media efforts are paying off, and what you should be spending your time on.  It’s the hard data that you can use to find out if what you’ve done is bringing you the traffic that can make you money, or if it’s a complete waste of time.  As a company executive, it’s your measurement of ROI that helps you make good decisions moving forward.

Analytics help you answer these questions: Which posts are people reading?  Which pages are they visiting on your website?  Where are they coming from?  Where are they going next?  Are they clicking on your links?  By using simple tools, you can easily measure the return on your social media investment.

So what should you be looking at on a daily basis?

1. Blog/site visitor counts – You should have site analytics built into your blog and website.  If you’re using a wordpress.com blog like this one, the site visits are built right in.  If you’ve got a website, you should be registered for Google Analytics, and put the code on each page of your site.  Then watch the numbers over time.  When are people coming to your site, and how much time are they spending there?  Are you getting more visitors over time?  Then your strategy is probably working.  If you’re not, then you know where you need to focus your efforts.
2. What people are looking at - Does specific content draw a crowd?  What type of content does your niche market value?  For my Direct Sales & Social Media blog, one of my most popular posts ever was when I told people what NOT to do in social media. So I learned that people are looking for ways to improve upon what they’re already doing.  Good data.  And it helps me formulate what to write next.  It also helps me figure out what content to include in my newsletter.
   
3. What people are clicking on - Where do people go next?  On your website, use Google Analytics to follow their path through your content.  Do people go where you want them to go on your site?  If not, what can you change so you get the conversion objectives you’re looking for?  Maybe you need to reconsider your site’s organization to take into account certain buyer personas.  How can they best use your site?  What matters most to them?  Make sure there’s a clear path for them.If you’re a blogger, do people care about the links you post?  Are they subscribing to your newsletter or considering the product you’re highlighting?  By taking a look at the percentage of visitors that click, you can determine how engaging your leadup is, and if you need to make changes.
4. Where people are coming from – What is driving traffic to your site?  Which search engine are most visitors using, and what keywords are they using that finds you?  Are other bloggers referring to your work?  Are your social networking efforts resulting in traffic to your blog or website?  By keeping track, you can thank people that mention you, keep doing the things that are providing you with results, and focus your efforts on the areas where you need to improve.For example, when I was CEO of a direct sales company, we taught our sales force how to use Facebook to market their businesses.  Facebook became one of the top 5 referrers to our corporate website, with 3-5 times the average visit length of any other referrer.  What did this tell us?  That our training efforts were paying off, and our efforts in social media were effective.

   Another story…when I started my Direct Sales & Social Media blog, I posted occasional articles to LinkedIn groups I was a part of.  I didn’t see many comments there, and it was tempting to think that this effort was a waste of my time.  However, I discovered through analytics that most of my weekend traffic comes through LinkedIn, and so it’s a valuable activity for me to continue.  Without analytics, I never would have known.

5. Link analytics are also important.  By using http://cli.gs or the equivalent (there are plenty out there) you can see how many people are clicking on the links you use in your emails and throughout social networking sites.  Does the following you’ve built care about what you’ve posted?  Does anybody click in Facebook and Twitter when you recommend something?  By using a link analytics tool, you can find out.

There are many components to an effective analytics strategy.  But by keeping on top of your analytics, you can measure growth, and adjust your efforts accordingly.  And that helps you to continually improve your overall social media marketing plan and strategy.

How are you using analytics?  How have they helped you with your overall social media strategy?  Would love to read your comments below!

Jennifer Fong helps direct sales companies leverage the power of social media marketing to increase sales and recruiting, and manage online brand perception. To learn more about how Jennifer can help your company, visit http://luceandassociates.com/Jennifer-Fong.html.