Increase Your Sales

I know, it is getting close to Christmas and Vacation Veronica is ready to creep in.  You know who I mean…. the inner gremlin who tells you  “it is time for you to take a break” or “everyone is shopping at the malls” or any of the crazy thoughts which keep us from moving forward with our business during the busiest selling season of the year.

For me, I am at Day 2 of an event at AT & T in Bedminster.  My first time taking a big event like this in a long time but I am grateful for momma’s help.  A closed event for employees, and vendors.  Okay, so more about how to increase your sales….

No matter what your business, I know there are many of us in direct sales struggling with the same thoughts.  Some are shutting down their businesses getting ready for their own holiday while others are plugging along.  With so many exciting things happening at Thirty One with Customer Appreciation month coming and the NEW Spring Catalog Premiere, I am too excited to be winding down my business yet.  

For many of us, our direct sales business has been changing from home parties to parties dominated by social media.  From Facebook Live to Zoom parties to 31 minute parties to texting parties…. the home party has gone away for many.  I came across a blog by JulieAnne Jones which made me giggle. She starts off with:

I know, I know, your home party plan merchandise sells itself. I’ve heard that a million times from my direct sales clients and friends and I believe it…to a point.

So why does it make me giggle? Because I have said it a million times to potential hostesses when we are talking about booking a “shopping experience”.  Admit it, you have too. We know the “face to face” parties are where things really happen, right?  When people are having fun and you are providing them with solutions to every day problems, they will shop.  Believe it or not, there are ways to provide the same personalized shopping experience on social media but it is for a different blog post…

None of us want to be the pushy sales person BUT you need to be using some sales techniques or you are going to leave money on the table. Okay, maybe not literally but you will miss out on the opportunities in front of you…..

So here are some tips on how to maximize your sales at the end of your home party or at your social media base party.

1. A Wish List. This is a great way for your guests to keep track of the items they like and helps with checkout. Getting customers to tell you what their favorite products are or what is on their wish list is a great way to help them with the best deals when placing an order, hosting a party or joining your team.  I am going to create a google form for my online parties to not only be able to gather information on the guests but to ask for their “wish list” offering a ticket to be drawn for all who complete the form.  A minimal cost but worth it in the end.

2. Shopping.  Help you guests with shopping whether in person or online.  I have been utilizing the Tag Team version of a Facebook party and my guests loved it.  No need to go to the website.  Be sure you include how to shop in at the end of your presentation or during your social media party.  Make it easy for them.  Be sure to talk about customer specials, shipping times, etc.. This seems like a no-brainer but the truth is sometimes we forget something.

3. Provide a Nordstrom, not a Wal-Mart experience for your guests.  Honestly, this is my favorite thing to do.  Spending one on one time with guests.  I will help them find the best deals so they get the most value for their dollar.  Dedicated time to each customer to answer their questions and help them with choices will increase sales and build relationships which will lead to future bookings and sales.  I have been known to spend 45 minutes on the phone with a customer sending sample shots to them just to ensure they receive exactly what they are looking for in a product.

4. Add-on Products. Solution sets have always been a part of Thirty One’s party experience (as well as many other direct selling businesses) A core product teamed with two other products.  Asking guests if they want the monthly special is easy and usually a welcome reminder according to party guests. Your job is to know your merchandise and catalog so well you can suggest add-on products based on what your customers like (upsell).  A high percentage of people will say yes to relevant suggestions, increasing your bottom line.

So, which one of these tips are YOU going to implement to increase your sales for the rest of the holiday season? Better yet, what is YOUR best tip for increasing sales? Share with us…

Have a ThirtyOne-derful day!

Direct Sales and FUNdraising

I don’t know about you but as soon as it hit September 15th, I feel like my mailbox (snail mail and email) has been hit with LOTS of requests for donations.  Some from organizations near and dear to my heart while others are those spammy kind which try to pull on your heart strings.  As someone who does fundraising through my direct sales business, I tend to look at the pleas in a different way.

Fundraising can be done with monetary donations or by making a difference in the lives of others with gifts which will bring a smile to their face as they battle their struggle.

I know, you are wondering how to make fundraising work for your direct sales business right?  I actually issued this as a challenge to my team.  Find out what causes are near and dear to the hearts of your customers, pick one which is also dear to you and go for it!  What better way to get to know people then by finding out what causes they love.

So, why is fundraising a good move for your business?  Let’s start with your desire to build a team and move up in leadership.  In most DS companies, you earn income not only from your business but also from those who are on your team – bigger team = greater income.

If you want to grow your team, statistics show the more people you’re in front of, the more you will recruit. It’s a number’s game.

TIP #1:  Some of your best recruits can come as a result of being the hostess of fundraisers. Don’t forget to ask them to join your team and do their OWN fundraisers in the future! If they are raising money for a group, chances are-they know TONS of people!

TIP #2:  Make sure you funnel everyone into your customer group so they will continue to see your recruiting (and booking) posts.

TIP #3: Make sure you invite people from the Facebook Event to your team’s monthly opportunity night!  Find the one who comments a lot, who already has a lot of your product or the one every seems to ask for their opinion.

TIP #4: This is the most important as far as I am concerned! Send a “thank you” email to everyone who ordered from the party with links and graphics for booking and recruiting.

How can fundraisers help you with your bookings?  Again, the more people you’re in front of, the more bookings you’re going to get. Funnel everyone from your fundraiser into your customer group and you’ve created a breeding ground for future bookings!

TIP #1: Create a way for everyone who attends the fundraiser to help even more Tell by offering a booking incentive.  Something like, anyone who books a party (limit the dates) will also have 10% of THEIR party donated to this fundraiser/cause.   This is a great way to get your hostess booking parties for you! I also offer something to my hostess so she is pushing the bookings too.

TIP #2:  I do my events so they are linked to my public business page so everyone can SHARE the event! Maybe even do a giveaway for anyone who shares a certain post onto their personal timeline.  Create excitement.  Make it fun.

Wouldn’t it be great if you could have an extra $500 to $1000 a month in baseline sales BEFORE you even enter in any your regular parties?

What are some of you best fundraising tips?

Have a ThirtyOne-derful day!

Product Spotlight: Angel Kiss Design

No, I have not gone crazy!  It is the start of a new year with Thirty One and many other direct sales companies.  It is a time to re-evaluate our marketing, and the way we present ourselves to customers and potential customers.

A few months ago, I found Angel Kiss Designs through a Thirty One Facebook group.  At the time, I liked their page and kept right on going.  Then I stumbled across them again a few days ago.  Now, I was ready to start planning out the new year being intentional about my marketing in an effort to increase business.  I also wanted to share the AMAZING gift of Thirty One with others.

I reached out to Julie of Angel Kiss Designs and within minutes she responded.  She answered all of my questions and even suggested some other products I  may be interested in.  Not in a pushy way, just in case I had missed them because she has a wide variety of products.  I settled on two different postcard designs.

I also ordered a banner.  I have wanted one forever to use at the shows but I hadn’t found one I really liked.  They all looked the same and didn’t really highlight what I loved most about Thirty One – the mission.

So glad Vista print had a sale PLUS I used Ebates and a $10 coupon to get everything at a great price.

If you are looking for designs for your direct sales business or a logo design or banners or business cards be sure to connect with Angel Kiss Design. I would highly recommend them for the professionalism, the promptness and they great ideas.

Have a ThirtyOne-derful day!

Spring Clean Your Business

The first “official” week of Spring – the air is still a little chilly BUT it is a great time to clean up your business.  How many of you have given up on your “New Year’s” resolutions? Or maybe it is time to refresh your kit?  Have you fallen into the “same old same old”  which may be cluttering your profitability and productivity?

I am on the last week of earning our Leadership Incentive Trip so in the midst of pushing for those final “stars”, I am doing some Spring cleaning with the help of Becky Spieth.  Click the picture to watch her video.

What are you saying about your business?

I will admit, in the past I have fallen into the “no one wants to do party with me” thinking.  What about you?   When you are talking to potential hosts or recruits, are you focusing on what YOU think or need versus what they think and need?  When we shift our focus from us to Hostess/Customer/ Team, we see a difference in the way people respond to us.  I work really hard to focus on my team and not on my needs.  I am not normally a numbers pusher/nagger which makes working towards an incentive which requires team numbers a tad more difficult.

Are you trying to sell?

Aren’t we supposed to be selling if we are in business to make money?  The truth is no one wants to be sold to.  When we ask questions of people, we begin to build relationships.  When we are interested in a person for who they are and not for what they can do for us, we make a difference in their lives.  Once I have the answers to some questions, I like to focus on why our product can help them solve “a problem”, “make life easier”, or make them feel pretty or special.  I THINK our products are great but if they aren’t interested because it won’t help them, I’m not going to have a sale or book a party.    Discover everything you need to know about them.  Make them love you so much they want to share you, how you serve them, and your product with all of their friends.

Are you serving your customers so well they are staying with you?

In an effort to expand your circle to get more customers, have you ignored your current clients? Don’t worry, we have all made this mistake.  We work hard to get our current customers and we want them to stay with us FOREVER.  I can’t tell you how many times I have been at a vendor event, and ask someone if they already have a consultant.  When they respond “I shopped with someone but I’m not sure who it was”, my heart breaks for the consultant and the customer.  I have set up systems to reach out to my customers on at least a quarterly basis after I have done all of my “pink glove” follow-up.  It isn’t perfect BUT I keep moving forward.  Find a system which works for you.  Remember your customers and hosts gave you more than just their money… they gave you their trust.  Trust is more important than money, any day, when it comes to customer care and relationships.  People shop and spend money with people they like, know and trust.  You grow your business based on the trust factor.

Does your kit need to be cleaned and refreshed?

Do you have product in retired prints?  When was the last time you hosted your own party so you could earn FREE products to refresh your presentation?  It is SPRING….so add some Spring color, and fabrics after giving everything a thorough cleaning.  I’m going to host my own party this month to get some new SPRING products. I’m also going to hold a FLASH sale to clear out some of the old stuff.  It doesn’t help me sitting in a box gathering dust.

How will you refresh and revive your business this Spring?  Share your ideas with us..

Have a ThirtyOne-derful day!

Throwback Thursday – Body Language Revisited

Many (many) years ago I took a Public Speaking class in college and I was terrified. I always said “I hate talking in front of people”.  I know some of you may be shocked by this BUT it is the truth.  Back then they mentioned the importance of “body language”, I filed the information but never really thought about it until recently.

When I began my career in Social Work, a seasoned professional, Dave Schall, reminded me how important it was to make sure  my body language was saying the same thing as my words.  Now, in direct sales where home parties and talking to people is the key to my success – the art of body language has again reared it’s head. My mantra over the last few years has gone from “I hate talking in front of people” to “I hate making phone calls”.

My word last year was CONFIDENCE and I am happy to say, I have gained some – okay maybe a lot.  Phone calls still gave me the sweats.  I was okay calling if I was about 99% sure I would get voice mail because I had a great message.  YIKES! When a real person answered the phone, I froze for a minute.  During a recent coaching call, there were some tips shared about how to change from the FEAR state to a positive one when making calls.

Yes, it is the “Super Girl Stance”.  It works when you are in your office on the phone. Sound silly? Try it and let me know what you think….

Regardless of your mood, you must always be 110% for your clients and hostesses. After all, they have invited you into their home, and have almost guaranteed you a paycheck for the evening, and possibly many more to come. Do not take it for granted! We understand life happens, and sometimes you don’t get a full nights sleep – but make sure that you do not portray that to your clients – that is certainly a very BAD first impression! Remember 80% of communication is BODY LANGUAGE! Make sure you are showing the correct message.  This also applies when talking to customers and hosts on the phone, delivering orders, etc.  Always put a smile on your face and give them 110%!

Life happens – Your day goes terrible wrong just before you are ready to head out the door for a party.  Kids get sick.  Traffic or the weather is against you.  The plans you made, fall apart.  In the midst of the craziness, a customer calls to ask a question or wants to exchange a product or postpone an upcoming party.  You know those calls, we all hate them.  SMILE through the phone, no matter how hard it is.  You have no clue what kind of day the other person is having and you could be the only one who lends a SMILE even if they can’t SEE if, they can HEAR it.

Headed to a party – unexpected traffic, babysitter late, hubby late coming home from work to watch the kids and the list goes on.  I am sure I am not alone in this list of unexpected pre-party events.  Once I get in the car, I usually say a prayer for safe travels and for a calm to come over me as I travel.  Then when I walk in the door, I flip the switch.  The one from wife to Professional Consultant.  I leave the bags at the door and do everything I can to ensure those who are attending the party have fun.  No, it isn’t always easy to do but it is important for the growth of YOUR business.  Your body language can make or break your party sales and you future bookings.

What are you best tips for flipping the switch when life gets in the way before a party or your pink bag calls?  Share them with us.

Have a ThirtyOne-derful day!