Success in business comes down to one thing: exposure. The more people who see what you do, the more chances you have to grow. If you want to succeed in direct selling or any other business, you must master the exposure process. Here are three key principles:
Exposure is everything.
The fortune is in the follow-up.
Focus on people who are ready to grow.
Make People Curious.
People take action when they feel they might miss out on something valuable. If you overwhelm them with too much information, they lose interest. Instead, make them curious.
For example, I was at a coffee shop working on my laptop. A man sitting nearby asked, "What are you working on?" Instead of giving him all the details, I simply said, "I’m working on a business that helps people earn extra income." That got his attention. He asked, "What kind of business?" I smiled and said, "It’s something you need to see for yourself—some of my friends are making great money from it." He wanted to know more because I didn’t tell him everything upfront.
Another time, I was on a flight, and the person next to me asked if I was traveling for work or vacation. I said, "A bit of both. My business lets me work from anywhere." They immediately wanted to know more. Instead of explaining everything, I said, "It’s something I got into a while back, and it’s helping a lot of people create extra income without quitting their jobs." That opened up a conversation without me pushing anything.
I also remember meeting an old friend at a gathering. He asked what I was up to these days. I said, "I’m working on something exciting that’s giving people a way to earn without huge investments." He got curious and started asking more questions. I didn’t explain everything right away—I simply said, "Let’s catch up over coffee, and I’ll show you how it works." That way, I kept control of the conversation and created interest.
Be the Messenger, Not the Message.
You don’t need to be an expert to introduce people to your business. If you’re not successful yet, don’t try to convince others based on your own results. Instead, connect them to tools, videos, or successful mentors. Let the system do the talking.
When I started, I was young and didn’t have much experience. If I tried to explain everything myself, people wouldn’t take me seriously. But when I introduced them to stories of successful entrepreneurs, they listened. The key is to guide people to the right information instead of trying to be the expert yourself.
Use Stories to Build Trust.
Facts don’t move people—stories do. If you don’t have your own success story yet, share stories of others who have succeeded in your business. Talk about someone who went from struggling to thriving. Over time, you’ll have your own success story to share, and later, your team’s success will become your best proof.
Ask the Right Questions.
Instead of trying to convince someone, ask them questions that make them think:
"What do you like most about your job?"
"What do you like least?"
"What if you had a way to keep what you love but remove what you hate?"
When they tell you their problems, you can position your business as the solution.
How to Follow Up and Close.
After someone sees your business, never ask, "What do you think?" or "Do you have questions?" Instead, ask, "What did you like best about what you saw?" This keeps the conversation positive.
If they have doubts, use the Feel, Felt, Found approach:
"I know how you feel."
"I felt the same way."
"But here’s what I found…"
The exposure process is what separates struggling entrepreneurs from successful ones. Keep your approach simple, make people curious, tell stories, and guide them to make their own decisions.
Remember: Exposure is everything, the fortune is in the follow-up, and focus on those who are ready to grow
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