In this episode of the Modern Direct Seller Podcast, we’re diving deep into the world of emerging trends with Jodi Crater, the Senior Vice President of Sales and Field Development at Lemongrass Spa. Jodi brings her expertise to the table as we discuss the latest movements shaping the direct sales industry, from artificial intelligence to the evolving preferences of consumers. She shares her insights on how these trends impact the way we do business and offers actionable advice for staying ahead of the curve. Tune in and discover the trends you need to embrace to keep your sales game strong!
Keep up with Jodi on LinkedIn and take a peek at what’s going on over at Lemongrass Spa on their website or over on their Facebook Page.
Time based notes:
- 0:50 Meet Jodi Crater
- 5:10 Why Trends Should be Embraced
- 8:37 AI is Not Going Away
- 10:14 Automations & Personalization
- 12:28 Value-Focused Marketing
- 13:48 Look Beyond the Direct Sales Bubble to Grow
- 16:15 You Need to Manage Your Expectations
- 25:00 Unpacking Lemongrass LIVE
- 30:51 Jodi’s Favorite Office Supply + How to Connect
- 32:39 Sponsor Message
Key Trends Shaping the Future of Direct Sales: Insights from Jodi Crater
As the direct sales industry continues to evolve, staying informed about emerging trends is crucial. Jodi Crater from Lemongrass Spa recently shared her expert insights on the most significant shifts shaping the industry today. Let’s dive into the key trends that Jodi believes are essential for direct sellers to understand and embrace.
AI and Automation: Driving Efficiency
According to Jodi, AI is becoming a powerful force in direct sales, and it’s here to stay. She explains that AI is transforming the way consultants create content, manage tasks, and communicate with customers. On a larger scale, AI is helping companies like Lemongrass Spa gather better data to offer more targeted promotions, develop products that meet customer demands, and support consultants more effectively.
Jodi shared how Lemongrass Spa used AI-driven insights to launch new products, such as their rosemary scalp oil, which focuses on microbiome scalp health—a growing concern among consumers. This example highlights how AI can lead innovation in clean beauty and styling products.
Personalization and Shorter Sales Cycles
Jodi also discussed the changing buying habits of consumers, emphasizing the growing importance of personalization and speed. Customers today expect products tailored to their specific needs and want the purchasing process to be quick and easy.
At Lemongrass Spa, Jodi and her team are responding to this trend by focusing on shorter sales cycles. They’ve introduced shoppable videos that provide immediate product education and easy add-to-cart options. This trend toward personalization and automation is helping consultants close sales faster and more efficiently, ensuring customers get exactly what they need, when they need it.
Evolving the Party Plan Model
The traditional party plan model has undergone a significant transformation, and Jodi has seen this shift firsthand. She notes that while the party plan has its roots in the 1930s, it’s been outpaced by social selling, particularly after the changes brought by COVID-19. Today’s direct sellers are leveraging online platforms and embracing new tools like M-commerce (mobile commerce) to connect with customers.
Jodi explained how Lemongrass Spa has reimagined the party concept by incorporating automated systems and virtual recruiting. These innovations allow consultants to send personalized messages and videos, engaging customers directly through their devices, whether they’re on their phones or computers.
Value-Driven Products in an Uncertain Economy
Jodi also touched on the importance of offering value, especially as economic conditions continue to impact consumer spending. She emphasized that customers are still shopping, but they’re more focused on getting real value for their money. To address this, Jodi suggests breaking down the cost of products to highlight their long-term benefits and affordability.
For instance, explaining how a skincare routine might break down to just a few cents per day can make the purchase more appealing to customers. Even in a fluctuating economy, focusing on value helps consultants stay connected to their customers and maintain their business.
Wrapping It Up
Jodi Crater’s insights provide a valuable roadmap for navigating the ever-evolving direct sales industry. By embracing trends like AI, automation, personalization, and value-driven selling, direct sellers can adapt to the changing landscape and continue to thrive.
As Jodi suggests, staying ahead of these trends and refining your approach can help future-proof your business and ensure ongoing success in the years to come.
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