Hope Wissel

Let’s Close the Deal

Yesterday we talked about getting out of the summer slump, today is all about the ASK!  Yes, you need to ASK for the sale.  Yes, you need to ASK if they want to host.  Yes, you need to ASK if they want to join your team.

Do you think “all my friends know I sell (your DS company), if they wanted anything they would ask”?  How about “I have posted all of the GREAT things hostesses can get, if they wanted to have a party, they would ask”?   Or, “if they wanted to make some extra money, they would ask about joining my team – it is only a $1″?

We have all been there.  I was at my niece’s wedding last weekend and to my surprise, someone actually said “I didn’t know you sold Thirty One“.  Okay, it wasn’t someone I see a lot BUT I thought everyone I knew – KNEW!

ASKing seems like a non-brainer, right? When was the last time you asked a friend or family member to buy, book or join your team?  I don’t mean just mentioning it, I mean flat out ASKING!   With more and more parties being online and NOT face-to-face, we sometimes forget about the ask – or at least I do.  You would think it would be easier because you can’t see their facial expressions or body language when you ask.  But I find, it is sometimes the last thing I do.  So whether you are partying face-to-face or online or Facebook or whatever party platform you use…. here are some tips which might help you “close the deal”.

Blogger, Pam Terry wrote an article called the Do’s and Don’ts for Selling at the End of Your Presentation“.  Granted she is talking about home parties or face-to-face parties but I believe we can use some of the same wisdom in our Facebook/online parties.

The biggest take away question for me was: “Have you ever failed at providing an offer at the end of your presentation?”  When I look back at my last parties (all on Facebook) I realize the answer is a DEFINITE YES!  We talk about full-service checkout when we do home parties but shouldn’t we offer the same thing to our guests when we party online?

YES I talk about recruiting.  YES, I talk about the benefits of hosting your own party.  YES, I share the gift of Thirty One.  But during a full-service checkout at a home party, I ASK each of those questions when I talk to each customer.  Why not do it with an online/Facebook party?

Here are some tips from Pam and I am going to shed some light on how we can use these same tips for our Facebook parties:

  1. Your presentation content should tie closely to your offer, but not sound like you are selling during the major part of your talk.  During our Facebook parties, we play games and share information.  I share products and the versatile uses of Thirty One‘s purses, totes and accessories.  I sprinkle in booking and recruiting seeds BUT I usually fail to remind everyone how easy it is to get all these things FREE or discounted by being a consultant or booking a party.  What if you asked each one in a private message after they placed their order?
  2. Prepare your offer so that it creates value and is at a special discounted price just for today.  I heard someone recently talk about offering “packages” to customers to make it easier for them to shop.  I have done “bundles” with discounted prices based on the monthly Customer Special but the concept of offering 3 packages took this one step further.  It is like building a set of products to be used together with the more you buy, the greater the value.
  3. Provide a way for your attendees to easily sign up for your offer.  Once you have ASKed or made the offer, you need to be ready with your calendar to book a party or have recruiting information ready to send someone who may be interested in the opportunity.  I am always ready but if I don’t ASK for the PARTY or offer the opportunity what good is it?

Pam’s concept of building audience trust and fostering a relationship works in ALL businesses.  The key is DON’T BE AFRAID TO ASK FOR THE SALE or THE PARTY!  This is something I sometimes forget to do because of FEAR.  So, who is ready to close the deal?  Who is ready to book those parties and find those new recruits to offer the opportunity to make their dreams come true?

Have a ThirtyOne-derful day!

Business Tips and Tricks, Hope Wissel

Presentation Endings – Good or Bad?

Happy Monday!  With one more week to go before the end of August and the start of the NEW Fall selling season for Thirty One (and most direct sales companies), today is about asking for the SALE/ PARTY.

double hostessSeems like a non-brainer, right?  It’s a new catalog and if you are a Thirty One consultant, the company has upped the ante for the hostess with DOUBLE hostess credits for a $600 party (company average for a party is $657).  I found an article by another blogger, Pam Terry called the Do’s and Don’ts for Selling at the End of Your Presentation” which peaked my curiosity and got me thinking.  She asked a GREAT question “Have you ever failed at providing an offer at the end of your presentation?”  I thought back to my party this past weekend and the answer was a DEFINITE YES!  I actually didn’t even make an offer at the end – I talk about recruiting in the beginning with a partial backwards catalog script then I share the hostess wish for a hostess exclusive and at the end never reiterate any of it.  UGH!  Yes, I book parties because I use a hostess necklace which encourages the hostess to have her friends book so she gets a prize.  The hostess has no clue what the prize is but she helps get her friends to book parties taking some of the pressure off of me.

Here are some tips from Pam:

  1. Your presentation content should tie closely to your offer, but not sound like you are selling during the major part of your talk.  I play the purse game sharing products and information about the versatile uses of Thirty One‘s purses, totes and accessories.  At the end of my presentation, I fail to remind everyone how easy it is to get all these things FREE or discounted by being a consultant or booking a party.  What about you?
  2. Prepare your offer so that it creates value and is at a special discounted price just for today.  This may be difficult as a Thirty One Consultant since I believe that the enrollment kit and company incentives are already AMAZING.  One of things that I can do is talk about how easy it is to enjoy a night out with friends while making money.  I talk about my “WHY” in the beginning but nothing at the end.  I need to AGAIN talk about the value of being a hostess.
  3. Price your offer to make the value that you have provided.  A $99 investment gets you $300 plus in products, support from home office AND me to help you along the way.  FREE products for being a hostess is another incentive.
  4. Provide a way for your attendees to easily sign up for your offer.  Always have your calendar ready so people can sign up for a date to book a party or have a recruiting packet ready to hand to someone who may be interested in the opportunity.  I am always ready but if I don’t ASK for the PARTY or offer the opportunity what good is it?

Although Pam’s blog talks about selling a particular product, the concept of building audience trust and fostering a relationship works in ALL businesses.  The key is DON’T BE AFRAID TO ASK FOR THE SALE or THE PARTY!  This is something that I sometimes forget to do because of FEAR.  So, who is ready to close the deal?  Who is ready to book those parties and find those new recruits to offer the opportunity to make their dreams come true?

Have a ThirtyOne-derful day!