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 a solid grasp of sales fundamentals. The 4C rule is one of them!
This 4C rule, based on the basic principles of commerce, is essential if you want to build your client base quickly and see your sales figures soar.
But before we start, what are the 4Cs? It’s 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/ Good contact above all
Like everyone, 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 connection. 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 clients
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, show genuine interest in them.
As a VDI, you need to demonstrate psychological skills to quickly sense what motivates your clients: Are they looking for something new? Comfortable clothing? Or simply want 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 captured your audience’s interest (yes, you’re the star of the show!), now it’s time to convince them that the collections you present truly meet their needs.
To convince someone, you need to be convinced yourself. It may seem obvious, but it’s a fundamental 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 in a warm, 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 tips 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 exceptional service, advice, and follow-up
- Get personally involved with your clients, as relationships are a key part of direct sales
- Be organized to be as available as possible
- 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 grow in your business, discover our sales training specially designed to strengthen your commercial skills.
And if you want to start or develop your direct sales activity, follow our VDI training: you’ll find all the tips and methods to boost your sales and succeed in this exciting profession.
