7 Elements to a High Producing Party: Part 2

4. Booking & Sponsoring Commercials – Use these frequently. Use creative commercials that refute any objection customers may have. Write them out on post-it-notes and put them in your catalog so you don’t forget to share them. If one doesn’t seem right, then simply replace it with a new one that does. Shoot for no less than 8 per party because many customers may not hear three, four, or even five reasons to book or become if they are totally engulfed in the product options.

5. Building on the Sale – When customers order what they see value in, they buy more if they see benefits to adding on the next items. Why hold a $300 or $600 party when you could be having $1000 parties? Doesn’t it make sense that with every diaper bag order you add on a burp cloth set? If she is ordering the necklace and bracelet shouldn’t she get the earrings to complete the look? If she’s ordering the soup mix, shouldn’t she get the bread mix with seasoning to have a well rounded meal? If ten people order $20 more, you’ve increased your sales by $200 and you didn’t have to do any extra work. What’s more, your clients will be so thrilled because they didn’t forget to order anything.

6. Maximize the Sales Receipt – This is where your future sales and bookings can come from. Always ask which phone number they prefer you use and when is the best time to call. Make sure their email address is legible, and that your contact information is on the receipt as well. To make these receipts effective for you later, make notes of additional favorites they want and personal notes about that person so you don’t forget who she is.

7. Closing Table – Set the stage to add on the sale, gain additional bookings, and plant the seeds for your customers to become consultants. Make the closing table private by having only two chairs available. Set the area up to ensure you will remember to offer accessories, have a picture frame of your top five hostesses party totals, your business cards, and of course, hostess and sponsorship packets.

When you focus on these elements of your party and improve your skills in each area, you’ll begin to see your sales rise, your hostesses happier, your bookings increasing, and your sponsorships will increase as well. Pick one area to focus on and master, then pick the next!

7 Elements to a High Producing Party: Part 1

Ready to have your bookings increase, your hostess credits rise, and your sales soar? By improving elements within your show you can have better results from it. Start with these three areas and read Part II tomorrow.

1. Welcome / Opening – Engage your guests, use their names, and ask questions “How would you use this bag differently?” “What is your favorite shade?” “Which set can’t you live without?” “What’s your favorite item on page 23 (of the catalog)?” “When was the last time you saw our line?”

2. Your Story – Be brief, but do talk about yourself, even if guests have heard it before, you still do this. Your story should include why you became a consultant, what propelled you to make the "yes" decision, what you have already gained or expect to achieve in this business and an invitation for them to join your team. If you find your “audience” is different from you, then as you share your I-story, include a brief story of another consultant who fits the guests better. I.e. “I did this to stay home with my children and pay off bills, but my friend Jenny became a consultant to put her sons through college while creating her retirement options at the same time.”

3. Product Details – How well can you explain the variety of uses for your products? Be very familiar with your product so you can answer questions that arise. This is where you sell the benefits of your product – what makes your product special, different from others, a wise buy? Your product is already a good product – don’t embellish on its attributes. If you are having trouble with this area there are three solutions: attend more local training and participate on tele-classes to learn, read your company literature, and pull ideas from your catalog.

Start today with reviewing these three areas and focusing on improving them. Come back tomorrow for Part II.

How to Raise Your Sales Without Raising Your Work Load

Simple steps to raising your sales at your shows:
1. Focus on your company's specials. If your company offers a buy one get one at half price, spend $50 get special item for only $25, be sure you point these out during your show and at the order table. I attended a home decor show and ended up spending an additional $31 because of the specials my consultant pointed out at the order table.

2. Sell in sets - Women need the entire set when it comes to a skin care system right? If you sell baskets, then a liner and protector are necessary. Why buy one necklace when it looks better layered and accented with earrings? Think about your product and what items can go together to create a set.

3. Always build the sale - certainly there is one more item in your catalog that your client will wish she had to complete her set, make the most of her investment, and so on. When the check book is out, your customer is ready to buy. Remind her of the extras that complete what she has started. Napkin rings are smart if she's buying the napkins, a couple spatulas if she's buying a new piece of cookware, candles if she's buying the new centerpiece for her dining room table.

4. Teach your hostesses to get outside orders from all her guests that can not come. Set a goal for how much she could sell before you even arrive. Make sure her guests who can not attend can place on line orders. My girlfriend recently held a show that I could not attend. I ordered online and her consultant later told me she had $400 in outside sales before her show even began.

Consider this: If you held two shows a week with ten buying guests at each show, and you raised the sale by $30 a person (which could be one more item), you would add $2400 to your sales total in one month's time. Hmmm. What would you do with the extra cash flow? If you earn a 30% commission, you'd be adding another $720 to your bottom line.

You may think your products sell themselves, but if you really want to increase your sales, you'll work to sell your products.

Quick Tip for Directors & Leaders - Power of a Post Card

Do you find yourself bogged down with making reminder calls every month to consultants to place orders so they stay active? They add volume to the bottom line, they may one day come back into business as a "real" consultant, but maybe right now they are just buying for themselves and a few friends on a hap-hazard basis. Save time by mailing out a reminder postcard. It simply states:
"A friendly reminder... You must place an order this month to maintain your consultant status." That's it - short and simple. The first week of every month, review your reports and any consultant who is on the "danger" list of losing status, send a reminder postcard.


If you can turn these wholesalers back into viable hostesses, that is the best avenue to take, in which case you can let them lose their status. However, if they are not going to go back to being a hostess and introducing you to new people, a simple reminder postcard can ensure they place orders and you gain volume.