Control Direct Selling Expenses

Of course, increasing the amount of prospecting you do will, in turn, boost this key ratio. If you drive the ratio from, say, 30 percent to 40 percent, your profitability will suffer. As I’ve noted in past columns, don’t try to grow too quickly. Rather, grow within your financial means and maintain the proper balance between mailings to your housefile vs. mailings to prospects. If you make a conscious effort to grow at a faster rate, be sure you have the proper amount of financing in place to fund the growth.