To succeed in direct sales as a VDI, you need to know the key tips. The VDI status offers many advantages, but it also requires mastering the basics of sales. The 4C rule is one of them!
This 4C rule, based on the fundamental principles of commerce, is essential if you want to build your client base more quickly and see your sales figures soar.
But before we start, what are the 4Cs? It’s very simple:
1 - Contact
2 - Know
3 - Convince
4 - Close
Elora tells you more about these 4 sales steps to help you become a top VDI.
1/ A good first contact above all
Like everyone else, your clients will appreciate it when the contact with the sales advisor (that’s you!) is pleasant. You need to make a great first impression right away, because statistics prove it: the first few seconds matter most.
Direct sales are, above all, a moment of friendliness and sharing. Smile and be welcoming. Don’t hesitate to put your guests at ease by inviting them to sit down and offering them tea, juice, or coffee.
The little extra? Dress in Elora’s collection—it’s always more convincing...
2/ Know your clientele
To sell better, you need to know your clients and their desires. Identifying their needs is an essential phase in sales. Analyze their outfits, their behavior, and above all, take an interest in them.
As a VDI, you need to show psychological skills to quickly understand what motivates your clients: Are they looking for something new? Comfortable clothing? Simply wanting to add new pieces to their collection?
Once you know what they’re looking for, you can offer them the Elora pieces that suit them best.
3/ Convince by being convinced yourself
After you’ve caught your audience’s interest (yes, you’re the one putting on the show!), now you need to convince them that the collections you’re presenting meet their desires.
To convince someone, you have to be convinced yourself. It may seem obvious, but it’s a basic principle to embrace—and your enthusiasm will be all the more contagious, we promise!
Remember, as an independent direct sales advisor, you need to meet your clients’ needs by highlighting what the product brings them. A very important point: listen to them carefully. Don’t try to over-argue. To understand their needs, you also need to be quiet and listen.
Sales are a game, and direct sales allow you to play it in a friendly, caring atmosphere. So if you want to convince, we encourage you to find the right balance between presenting your arguments and listening.
4/ Close (because you do need to sell!) and build loyalty
Finally, the last step is to close the sale, logically. A good VDI is a VDI who closes her sales.
If you’ve followed all our previous advice and the first three principles of the 4Cs, you’re very close to finalizing your sale!
Here are a few extra tips to help you close a sale and build long-term client loyalty:
- Offer top-quality service, advice, and follow-up that are impeccable and attentive
- Get personally involved with your clients, as relationships are a very important part of direct sales
- Be organized so you’re always available
- Embody your passion with enthusiasm and positivity
Satisfied clients are clients who come back and become brand ambassadors. Give them a true client experience through successful sales and a pleasant time spent with you. If they enjoyed it, they’ll come back, and you’ll build a loyal client base.
Isn’t that what every Independent Direct Sales Advisor wants?
Learn more about the profession and become an Fashion Consultant with Elora (at-home fashion advisor).
To go even further and progress in your activity, discover our sales training specially designed to strengthen your commercial skills.
And if you want to start or grow your direct sales business, follow our VDI training: you’ll find all the tips and methods to boost your sales and succeed in this exciting profession.
