Business Tips and Tricks

How to Get More A.F.T.E.R.

e7ad6c1ee504439c9e910037effa570eWOOHOO WEDNESDAY!  I am playing catch up after working my part-time job on a full-time basis last week.  I must really be getting OLD because I am exhausted.  Not only was I working, I had a busy week in my direct sales business – closing parties, coaching hostesses and working with new team members.

I had an BIG event on Saturday so I am working on follow-up.  We all know it is the key to success, right?  Truth be told, in the past, I was not very good at it. So I am working this week on changing my mindset so I can change my business.  I mean it worked for changing my mindset about recruiting and gained 5 new recruits in 3 months.  So, why not put it to the test for booking and sales?

This is an article I found on DSWA and the thinking process started.  I know scary but sometimes it triggers some really exciting stuff.  At a home party 100% of the people buy something – a sale is a sale no matter how small which is good. I seem to struggle on Facebook/online parties and after vendor events.

The article highlighted the word AFTER as an acronym on how to get more sales..So let me know what you think:

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A stands for Attitude.  Your attitude (positive or negative) will determine the results after the event.  Are you positive?  Do you think it is normal for people to place orders AFTER an event or a direct sales party? Or, do you think it is pushy to contact people AFTER the event/party about more sales?  Your attitude will determine the outcome.  Change your mindset, change your attitude.  I have been blessed with repeat business after home parties.  I tend to struggle during vendor events because my attitude is all about leads and NOT sales.  Does your phone weigh 500 pounds, so you can’t lift it?  The Fortune is in the Follow-up.

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 F stands for Fun.  The most important part of any home party, right?  Are your parties fun? Would you want to attend or book a party from YOU?  You need to have fun so your guests can have fun.  Even at vendor events, I have fun!   I am learning it is not about perfection, it is about progress.  Thank you Deb Bixler. Who wants to party or be part of a team not having fun, right?

T stands for Tell.  Talk to your hostess and make sure that she knows how to collect orders – if she doesn’t she won’t do it.  I offer an incentive to my hostess for gathering $200 in pre-orders BEFORE the party, this has helped to increase my party averages.  At a vendor event, I tell EVERYONE who will listen how easy it is to host a party with me.  Simply 6 orders of $35 equals a party.  I mean you must know 6 people who are looking for a gift or like to shop.  Telling doesn’t mean DEMAND, it means talk, explain, have a conversation and LISTEN to what they are saying to you.93adb15703ad4b979a47c09ee9c7d30a

E stands for Energy or Excitement.  Without this, you don’t have a business – it is the make or break it of direct sales. Translate your excitement to your hostess, your customers and get things rolling.  I get told I am “too perky” – I used to tone things down but not any more.  People want to be a part of my energy.

R stands for Remind, Remind, Remind.  In today’s crazy, fast-paced world, we need reminders – you use post it notes to stop to the store, the grocery list, the to do checklist, and a hundred other things, right?  I’m not alone in this, although, I usually blame my need for reminders on the MS or health struggles. Why would you think your hostess, her guests or those who stop by your table at vendor events wouldn’t need a reminder?  Every time you talk with someone after the initial encounter, talk to them about specifics – an upcoming sale, a product they were interested in or even wanting to book a party.

Things happen AFTER an event or party because YOU have a plan.  What are some of your tips for success AFTER a party or vendor event?  Share your best ideas.

Have a ThirtyOne-derful day! #hope

Business Tips and Tricks, Hope Wissel

Difficult Customers

Let the Fall party season begin!  September is the Fall kickoff for many direct sales companies – new products, new styles, a fresh look and Thirty One is no different.  As we offer the opportunity for a Girl’s Night Out to our hostess, we begin to think about the guests who will be attending – moms, career woman, travelers, crafters, and the list goes on.  What we don’t think about are the “hecklers” or the “difficult customer”.  I have to admit, I have only had a customer like this on TWO occasions in almost three years and I am happy to know that I sorta handled it the right way.

Picture yourself at your host house ready to start your presentation when you barely get a few words out and one of the guests begins making “side” comments just loud enough for you to hear.  Or, you talk about a product and they begin to tell you why XYZ company’s product is so much better.  Have you ever had a guest like this?  If not, consider your lucky and know that at some point in your selling career, you may come across them.  If you have, did you let it throw you off your game or did you use one of these great tips?

Deb Bixler wrote a great article on “My DSWA” website called “Dealing with Difficult Party Play Customers“.  Here are some suggestions:

  1. Spotlight the Difficult Customer at the Party.  A great way to stifle a difficult person is to invite them to answer all of their questions and offer not to go on until they are answered.   I have asked them to repeat their question or concern so that I can answer it because there may be someone else in the group with the same concern.
  2. Rally the Interested Customers.  If someone is not cooperating at all with your presentation, participating or aren’t even being courteous enough to stop talking while you are; here is what Deb suggested, simply say “The rest of the group is interested in this information”.  WOW!  I could not see myself saying that, it seems to me that is WAY to confrontational and I don’t do well with confrontation.
  3. The Wise Guy is Your Party Side Kick!  Difficult customers may think that they know more than you do about your product of company.  Here is where knowing your products AND your company is a definite PLUS.  If you can show the “wise gal” the correct information, they tend to stop being a problem.  If they have good information, invite them to help out with the presentation.

Every party is not going to run smoothly.  I have to admit, I have been left speechless TWICE due to a difficult customer.  I have even taken a 2 minute break in the middle of a party to “help” a difficult customer so that she could be on her way.  By doing that, the customer actually booked a party and the group appreciated that the difficult customer had left.  Hopefully, you will never have a heckler or a difficult party guest BUT be ready just in case.

girls night outLooking to book a Girl’s Night Out?  You supply the snacks and the guest list while I send the invitations as we work together to help you have a successful party AND receive LOTS of FREE and discounted products – contact me.  Have a ThirtyOne-derful day!