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Selling for companies such as Silpada and Avon is enticing: You can set your own hours, and earn big bonuses and trips. You'll often pay a small fee for a starter kit and make a commission from your sales (as well as from any sellers you recruit). It can be a great way to make money, but in order to be a successful sales rep, here's what it takes:

A company strategy that fits your selling style

Some firms charge just $10 for a startup kit, while others require you to buy much more—and may ask you to sell it by a deadline. You're more likely to stick with a company and thrive financially if it matches your personality and selling preferences, so do some research first.

Ask a company recruiter if there is a monthly quota, what incentives exist for new reps (think bonuses), and what selling tools the company will support you with. Also, inquire about the strategy: Some companies rely solely on home parties, others on one-on-one selling—or a combination of techniques.

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A product you love

People who truly believe in what they're selling do the best. If, say, you'd drive to a client's home when she's out of her favorite perfume (because how could she live without it? You couldn't!), that's a good indicator you'll do well.

Experts also say presentation helps you get ahead. A passionate cookware sales rep, for example, will create a beautifully laid table to display her products. The same goes for a jewelry or clothing gig: You're the model. So if always having your nails manicured to show off a cocktail ring sounds too time-consuming, it may not be the line for you.

Stick-to-it attitude

Pros say that the most successful direct sales reps set realistic earning goals, so they don't grow discouraged quickly. At first, aim for minimal but steady earning—probably just a few thousand dollars working part-time your first year. (Almost 89% of direct sellers were part-timers in 2011, and the median gross income is $2,420—not bad for extra cash, but not a gold mine.) Sellers can earn substantially more (and the sky's the limit!), but it often takes several years to build up clients and sales to bring in a full-time income.

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Great networking skills

Direct sales is all about attracting new clients and closing the deal, so being a social butterfly helps, but you can't rely solely on friends. You'll need to chat up potential customers at the grocery store or ask a new pal to host a selling party for you. Successful reps wear or carry their products, and always have business cards and brochures with them. And you'll need to track orders, do paperwork, make cold calls or send blind emails, and follow up with everyone.

DON'T FALL FOR A SCHEME

There's a difference between legitimate companies that help you make money, and pyramid schemes, which are illegal and can cost you cash. Pyramid schemes mainly center on recruiting additional people to invest, rather than offering goods and services. Watch out for these red flags:

• High startup costs or fees

• The requirement to purchase large amounts of inventory up front that you can't return

• Profits based solely on recruiting others to join

• Being given vague or unclear information about the firm

BOTTOM LINE

With a go-getter mentality, a concrete strategy, financial goals, a product you love and enough time to do it right, you can do quite well.

SOURCES: Direct Selling Association; DSA.org. Alexandra Howard, Silpada Sterling Manager, Germanton, TN. Rebecca Luedemann, Avon representative, Goodyear, AZ.

Photo by Getty Images

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