Sales Representative

Start-up cost: $1,000–$3,000

Potential earnings: $20,000–$50,000+

Typical fees: Percentage basis

Advertising: Word of mouth, direct mail, cold calling, Web site that includes your success stories and testimonials

Qualifications: Energy, persistence, ability to manage time well

Equipment needed: Computer, fax, cell phone (hands-free accessories would be best, since you’ll be on the road a lot)

Staff required: No

Hidden costs: Catalogs and other sales materials for which some of your clients may charge, traveling to meetings, inventory replacement

What You Do

Many people try their hand at direct sales, yet only a few of them make it big. What’s the difference? Consider your goals. Do you want to make a few bucks and sell a line of products you like to family, friends, and acquaintances? Is your main goal to make your own purchases at a discount? Or are you planning to put the effort and commitment into direct sales that you would into establishing any other type of small business? Many products are best sold person-to-person because they benefit from demonstration. Finding an excellent product line to work with is vital, and you should feel confident in the company as well. The rest is up to your selling skills and personal drive. Some companies encourage their salespeople to create networks of additional salespeople whose sales then bring a percentage to the person who recruited them. This practice acts as an incentive to everyone in the sales force. It is one way to large earnings, if you can achieve it.

What You Need

Expenses in the beginning are very low (around $1,000), but watch out for hidden charges and fees from the manufacturers. These should warn you off the companies that might exploit you. An income of $20,000 in the beginning is realistic.

Keys to Success

How many opportunities are left in this country in which your own hard work wills define your success? Direct sales are one of them. Are you comfortable with cold calling? Are you committed enough to keep yourself going with no one to answer to but yourself? Do you genuinely like people and enjoy helping them find products that will add something to their lives or businesses? Or, on the other hand, would you be satisfied with direct sales as an add-on to some other activity? Be sure you’re clear on what you want and what you will need to do to achieve it. If you have big ambitions, you’ll need a very big commitment to achieve them in direct marketing and sales.