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Direct selling can be defined “as marketing and selling products, direct to consumers away from a fixed retail location. Sales are typically made through party plan, one to one demonstrations, and other personal contact arrangements.” Direct selling is known as off premise selling or door-to-door selling.

Direct selling should not be mistaken with direct marketing or distance selling, because direct selling is about individual salespeople reaching out to consumers directly. See our FAQ for more information on the differences with direct marketing and distance selling.

Most of the well established direct selling companies use a multilevel compensation plan by which the sales agent is paid not only for their own sales but also a percentage of the sales of those representatives they introduced into the organisation and got recruited.
Read more about the sales methods used in direct selling.

Two Direct Selling Europe (DSE) Members are among the top ten direct selling companies in the world in 2008 by revenue:

  • Vorwerk & Co. KG, founded in 1883
  • Tupperware Brands Corp., founded in 1951

 Millions of Americans have turned to direct selling for part-time income or as a full-time career. In 2006, 15.2 million Americans participated in direct selling. Surveys indicate that most consultants choose direct selling because it’s uniquely flexible: They can be their own boss, set their own hours and work around other priorities such as their families.

Both men and women come to direct selling for their own personal reasons. Some try direct selling to earn just a little extra money for essentials such as braces for a child, or unanticipated medical expenses. Some come to direct selling to earn dollars for the extras such as a new car or a family vacation. Some even come for a career. Whatever the reason for giving it a try, direct sellers often find a lasting value far beyond their original goal or motivation. Direct selling offers one of the finest entrepreneurial skill building opportunities in the world. Many people find that what they learn from creating a home-based business of their own serves them throughout their lives in ways they never would have dreamed.

Direct selling can be a great way to earn supplemental income, or even provide a full-time income if you choose to focus on direct selling as a full-time career. If you are considering direct selling as an income option, be sure to understand the following before taking any further steps: regardless of your goals, direct selling is not “easy income,” you will not “get rich quick” and there are no silver bullets to success. Anyone who promises you any of these things is misleading you.

 That being said, for people who set realistic goals and enjoy working in a flexible, self-directed environment, direct selling provides limitless possibilities. For some, this means working a few hours a week and earning a modest income to help pay the bills. For others, it’s a commitment of 40 or more hours a week with the goal of developing a network of consultants below you whom you will train and mentor so they too can be successful. For still others it might merely be the desire to buy products and services one already uses, but at a discount.

All of these scenarios are feasible and common in direct selling. Each requires a very different level of commitment, but the one thing they hold in common is setting achievable goals from day one and developing a plan that is workable – and then sticking to it.

It’s also important to remember that direct sellers who are earning full-time incomes didn’t start yesterday. They have worked for a long time, perhaps many years, to achieve a high level of success. They have developed an understanding of the business, they have likely recruited and trained a network of consultants and they have been diligent in growing their businesses over time.

Direct selling offers an opportunity for everyone, regardless of age, sex, race, religion or level of education. There are few, if any, barriers to entry and it’s one of the few places where women earn dollar for dollar what men earn. Not everyone who tries direct selling will succeed – some will find that they just aren’t cut out to sell products and services. And that’s OK. But the beauty of direct selling is that it’s open to everyone, it’s easy to get started, it’s easy to drop out if you find it’s not for you and, who knows, you might discover a whole new person inside you that you never knew existed.


 Choosing a Company

The decision to become a direct seller should be one that you make based on your personal goals. It’s important to clearly identify what you want to achieve and then evaluate companies based on those goals. Don’t be swayed by what others who may have different goals and expectations.

Once you have identified what you want to achieve, the next step should be to consider the type of product you want to sell. Most people choose something they already use or are familiar with. It’s difficult to successfully sell something you aren’t familiar with or wouldn’t use yourself. You might want to start by searching the list of Direct Selling Association members based on product category.

Once you have identified several companies that might be of interest it’s time to ask detailed questions. Attend a party of demonstration and get all the literature. Be sure all of your questions are answered to your satisfaction. Call the company directly if necessary – the company should be happy to answer any questions you may have. Read any contracts or other documents carefully and make sure you understand the compensation plan – each company’s plan is a bit different to ask how you’ll be compensated and make sure it’s based on sale of the product to the ultimate consumer of that product, not on merely recruiting others. Only sign on on the dotted line when you are confident this is the company for you.

Choosing a company is an important decision. There are many choices out there so if one company doesn’t seem like just the right fit, explore other options. Be sure to take your time deciding and don’t be pressured by statements such as “This opportunity won’t last” or “get in on the ground floor.” Any legitimate opportunity will be there tomorrow and it shouldn’t matter whether you sign up today, tomorrow or next week.

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