Thursday, 15 December 2011

90-Day Plan: D-1 - Plan Review Time


So, it's D-day minus 1 and I'm trying to do my initial review.

Looking at yesterday's figures, I've got some serious work to do with this plan, to set me up for the end of 2012.

On Monday, I put 180 catalogues out to an area that had been blanket dropped by three other distributors within the previous 2 days. Needless to say, I only found that out yesterday when a couple of very nice people let me know their opinion of the three other distributors. (I'm still receiving calls complaining about catalogue spam today; Betterware and Avon also hit this area over the weekend).

180 catalogues gave me £55 of sales and that's only because I was smart enough to put the New Year's Sale brochure in with everything else. Normally I'd get at least £100 - £150 in for the same number of blanket-dropped catalogues.

Now, I fully support and appreciate the freedom that Kleeneze's business model gives me; I'm not tied to a specific area like Avon representatives are. The inevitable downside is the seasonal catalogue spam caused by distributors converging on a likely area to blanket drop. Catalogue spam is always worse around Christmas. It puts potential customers off and those of us who stick with trying to build a solid retail base spend the following few months calming our regulars down, who often don't realise the realities of building a Kleeneze distributor customer base.

Anyway, back to the review:

1. Do I know EXACTLY what I'm doing for each of the next 90 days?

I did. Until I got the third lousy retail result in a row. Yes, I'm annoyed. I'm also focused on getting £1600 of sales every period from now on. I have a list of roads to start dropping and presenting to; I may need to amend that on a weekly basis during this plan to build a solid retail base.

If I don't get the retail sales, I can't invest in recruitment. It's that simple. So I need to come up with FREE ways of getting leads. I'll need to amend my recruitment plan on a weekly basis as well.

2. Does my family know and understand what I'm doing?

Yes, and they don't believe I can do it. Welcome to the real world.

3. How am I tracking my activity?

RETAIL:

Catalogues out, in, order quantity, order value, average value per order, average value per catalogue, number presented, number blanket dropped, which roads, when, who looks, who doesn't look but hands back, who 'loses', who refuses, who orders, which other distributor.

RECRUITMENT:

Type of lead generation, quantity of leads in, quantity of information packs out, results of calls and follow-up calls, who's not interested, who are tyre-kickers, who want a PAYE job, who want supplementary income, who want to be active, number of signups, which type of signup.

4. What are my back-up plans when/if Life! gets in the way?

Life! has already got in the way. I'm used to it. This is more down to being self-disciplined, something I need to continue working to improve. So, a list of incentives to stick to the plan, and a big fat chart of the money I owe are on my study wall right now. I have built in a little slack to my plan so that, should I need to deal with Life! for a few days in any period, I can do so and still achieve my targets.

5. How exactly will I get back on track if I drift away from my planned activity?

I cannot afford to drift away from my planned activity. If I do that even once, I won't achieve my targets. Self-discipline is key, yet again.

6. How will I reward myself for goals I have achieved, and when?
I have a few incentives planned, but I also have a big incentive, which I can only pay for if I achieve every goal I've set for myself: http://www.maddyprior.co.uk/sbcoursedesc.htm#10 - being taught to sing in a masterclass by one of my heroes. For me, that's a major goal.

90-day plan, here I come!