When Queensland’s number two ENJO consultant cleans out an hour of her calendar to talk to you about the secrets of her success, you don’t walk, you run! I was lucky enough to catch up with Sue Inch, where we talked about stickability, self-belief, and why this ENJOpreneur never throws in the towel.
Sue Inch, you have achieved so much in your ENJO business. What led you to where you are now?
Oh my gosh, nobody’s ever asked me that before! I do think about it and wonder how I got here. It’s got a lot to do with my favourite word—I believe I invented it—stickability [laughs]. How do I continue to stick at stuff when I get knocked down, or feel that I’m not going forward? Why do I keep coming back for more?
I believe in what I do, and I love what I do. I have a vision. That’s the glue that makes it stick and makes me want to keep doing it, even when things get tough. I have a big picture of where I see my business. I review and add to it each year, and my business continues to move forward. This is important.
Back in the day, my parents divorced when I was young. I left home and school at 14. I learnt to be independent quickly. When things knock me down, I just get back up again. Stickability is a skill you need in life and business.
"I love what I do. I have a vision."
Fourteen years is a long time to stick at one career. How has that career evolved?
It’s based on my passion for the product, and what it can offer people. People say to me, “I don’t think I could be like you Sue and sell.” You can sell something you love if it improves your life and that of others in some way.
So your passion stems from belief?
It does. It’s a core value too, because if it’s going to enrich me, and the lives of others, and if I can enrich someone else’s life, I’ll tell them about it.
It’s word of mouth, isn’t it?
It is! That’s what my business is based on. It’s what I say to my customers. Without you, I don’t have a business. My business is built on the back of word of mouth and referrals. I’m ENJO Sue. That’s what I call myself, because I’m the brand of ENJO, but I’m also my own brand. If I don’t give good customer service—and believe in what I do and that my product is awesome—then people aren’t going to believe in, or trust, me.
"Without you, I don't have a business."
So you’ve got to share that belief in your products?
Exactly. The ultimate for me is to share what I do with someone, and then they can go out and do the same thing. The people that come onto ENJO love the product and are passionate about it.
It’s all I’ve used for more than 13 years. I say to people, it’s obligation free. It doesn’t bother me if you don’t buy anything. I just want to show you how it can improve your health and change your lifestyle. The product sells itself. It is very easy to trust the product, when you can just show somebody that it works.
"It is very easy to trust the product, when you can just show somebody that it works."
3. CUSTOMER SERVICE
What’s your point of difference in a largely online world?
Customer service is what sets us apart. The fruit is in the follow up, and customer service is number one. We provide the best customer service. It’s ingrained. That is the point of difference. If people order online, we ring them and ask how the products are going. Rarely someone will hang up on you. Most people are so grateful for a follow up.
There’s a definite level of follow-up care that needs to be in place. It’s not just dump and run. I follow up and make sure that the person is getting the value I believe they can get out of it.
"The fruit is in the follow up."
You said your success boils down to your value system and your belief in the product. What are some of your other core values?
Trust is really high on my list. You’ve got to be completely transparent and honest, and put it out there so people trust you quickly.
Authenticity is another core value and individuality. I definitely believe in pushing boundaries for something I believe in, and some limits are there to be pushed if they’re not harming people.
"You've got to be completely transparent and honest."
So to sell, you must be a champion of the brand?
Yes, you bet. I’ve got someone at the moment who loves the product so much she sends me photos every day of what she’s cleaned. I said to her, “You should sell this.” She said to me, “I’m not a seller.”
But you don’t want someone who’s a seller. You want someone who loves the product.
Exactly! That’s her, and she does. At the end of the day, we are all selling something — whether it’s a good book, a movie, or a fabulous recipe. But what’s really holding her back? She’d be perfect. It’s definitely self-belief and confidence. “I can’t do that.” Women hate on themselves so badly. They’re the world’s worst advocates for themselves. They don’t believe in themselves or their ability to succeed.
Do you think that’s because we see the front stage of everyone else’s life, but we compare it with the backstage of our own?
Yes, definitely. Don’t compare yourself. Be the best version of you. That’s probably the most frustrating part of my job. There is a gift in so many people, and this job is not just about selling a cleaning product. It’s also about growing as a person. And some of these women just need to do something for themselves. That saddens me the most when I can see this little light in someone. You’ve got to believe in yourself.
"You've got to believe in yourself."
How do you cultivate self-belief?
I believe in myself and that I deserve to be happy, content, and successful. I say this to myself often, and that is my inner voice. That can also be the brain bully as well, because he often raises his head and chomps up the positive voice. If you can ditch that brain bully, and get out of your head and have a good, positive focus, that’s when I’m going to bed at night thinking: I need to see five more people tomorrow, and I need to introduce five more people to the business, and I go to bed saying this is what I need to come into my life. I call them my ENJO angels. I ask for new business, new growth, and excitement to enrich another family’s lifestyle.
I firmly believe that what you put out you get back. So when you do focus on something 100%, it actually comes to you. Your mind is very influential.
I’m very specific about what I put out there. You need to be specific. I tell my team to write little post-it notes. Like, I deserve to be successful. I wholeheartedly believe that. We often put post-it notes on the toilet door, because you’re on your own in there on a regular basis [laughs], one on the bathroom mirror, and the fridge. I love myself. I deserve to be successful. What do I want? Really specific things. Not a lot of words, just really simple stuff. Otherwise, it’s all too hard, and you just don’t do it.
"I deserve to be successful."
6. GETTING THINGS DONE
So what lessons have you learnt?
Don’t procrastinate too long. It’s a massive problem for a lot of people. Never procrastinate yourself to immobility.
What happens when you don’t procrastinate?
You get things done. You action what you want to do. Be specific. It’s about making SMART goals. Specific. Measurable. Achievable. Realistic. Timeframe. What specifically do I need to do? Is that achievable? Is it realistic? What’s the timeframe?
Often, people just procrastinate into not doing anything. You have to notice when you’ve procrastinated into doing nothing.
Despite the cliches, I believe in setting goals and writing lists. And I believe a list is a goal. Something simple that moves you into action. That’s taken some time to learn. It’s a habit that having an ENJO business has taught me.
"I believe in setting goals and writing lists."
7. FIND INSPIRING PEOPLE
So let’s talk about people that inspire you.
Barb de Corti is the person who owns ENJO in Australia. She’s the person I’ve probably learnt the most from. Barb has unbelievable stickability. Being part of her senior-management team, I’ve learnt from her and how she handles things. I’ve see her on the ground at an early time in my business. I’ve seen how she handles the field and her business and staff. I have developed an ingrained respect for how she runs her business. I’ve listened and watched her. For me, it’s about having someone you admire and respect. Amongst other people, I sincerely admire Richard Branson as well. I tend to be inspired by people who have tenacity, personality, and humour.
Do you think Barb shares cores beliefs and values with you?
Definitely. I think that’s one of the reasons I started my ENJO business. When I saw her I went, “Oh my God, I love her.” And, “Oh my God, look at those shoes!” [laughs]
I always firmly believe that if you want to be better, and you want to improve, then you've got to ask someone who's doing it better than you.
"If... you want to improve, then you've got to ask someone who's doing it better than you."
8. THE KEY TO SUCCESS
Why don’t some people have the same success as you?
One word Fiona — STICKABILITY! And Your belief has got to be 100%. It’s not just about the product. It’s about what the product can offer. It’s a belief in a lifestyle, in that it fits with being healthy, clean living, and trying to reduce the amount of rubbish in our lives. It’s one massive chunk of something you can take out of your life and change for the better. Some people may not have had the past history and experiences that I’ve had to build the belief, but we all start somewhere with a small vision. Knowing what that vision is could be the key.
"Start somewhere with a small vision."
So what is success for you?
It’s being that person for someone else. The women on my team often say, “Thanks for sharing Sue. We love that you inspire us.” Being successful to me is knowing that I’m sharing something that inspires someone else to do something. People say, “What do you do? How do you do it?”, and being able to share that with someone else - that’s what I like about ENJO & direct selling. I am sharing a method with people who want to learn that recipe. I also have a huge focus on helping other women to be the best version of themselves and giving them the right to believe in themselves!
"Being successful to me is knowing that I'm sharing something that inspires someone else...."
As a direct-selling company, how are you innovating through the popularity of online sales to keep your business going?
It’s that stickability. It’s knowing that this is the way to share the product with people. And the affirmation. I keep saying to myself that the best way to share this with people is to see ENJO working in your own home. I truly believe the best way to see this product is to see it in your own home, and that is the crux of a direct-selling company.
What tips do you have for other people looking to emulate your success in business?
Get out of your comfort zone. Believe in yourself. Find something you love. It’s got to be something that you love and believe in and something that helps and enriches other people. It’s got to be profitable. Why do something if you are not going to earn an income?
"Find something you love."
How do you know you can make money out of it without starting?
You don’t, but you’ve got to start. Take the leap, and jump!
When do you cut your losses and say this isn’t profitable, I’m not pursuing this dream?
If it’s your vision and your dream, then you will make it profitable. You will make it work. Because, if you believe in it, and you believe in yourself, you have to make it work. It’s got to be your passion.
"It's got to be your passion."
Sue Inch is Queensland’s number two ENJOpreneur--and Australia’s number 8--for 2016.
Contact Sue on mobile 0418 981 784 or email firstname.lastname@example.org