2 Simple Tools To Increase Home Party Plan Sales

If you’ve ever walked out of a home party frustrated by your lack of sales or bookings (and who hasn’t), you understand how important it is to find a way to get inside your guest’s minds and figure out how you can help them get what they want. Think about it. If you knew which products your guest liked before you sat down to take her order, don’t you think you would sell more? If you knew just how interested she was in booking a home party, don’t you think you could work with her to find a way to make that happen? I know you could.

 

Using a few simple tools to communicate with and engage your direct sales home party guests during your party can mean more bookings and sales for you at the end of the party and after the party as you follow up with interested guests. These tools give you a virtual “window” into your guests minds, so you can learn what products they like and discover their interest level in several areas.

 

We’ll start by talking about the Guest Care Card. This simple form (sometimes referred to as the Door Prize Drawing Slip) is used to discover the interest level of your guests in several areas, including booking a party. Have them fill it out progressively as the party goes on with this simple formula:

  • Before you start your presentation, have them fill out the top portion (which has a space for their name, phone number, e-mail, etc.) and then put the card away.
  • Once you complete your booking commercial, have them circle their level of interest (on a scale of 1-10) in booking a party with you.
  • After your opportunity commercial, have them circle their level of interest (on a scale of 1-10) in learning more about your business opportunity.
  • Do a drawing at the end of your party with from all the completed cards filled out.

The scale of 1-10 is much more effective than a yes or no answer, because it leaves room for you to discover their objections or what’s holding them back (in other words, if they circle a 4, it’s not a strong yes, but it’s not a no either, so follow it up with the question, “What would make that a 10 for you?”)

 

The second valuable tool to consider using at your parties is a Wish List. This is simply a list you provide your home party guests that enables them to write down the items they like, page numbers, and prices. This is such a valuable tool for you because it allows you to see what your guests liked during the course of your presentation. That supports you in suggesting they book a party (so they can get some of the items they like for free), and it’s a valuable upselling tool for you as you help them with their order.

 

I used my wish list in lieu of a catalog during my presentation and then handed out my catalogs at the end of the party, during the shopping portion of the evening. This also supports you with larger orders because as your guests write down the items they like (and without a catalog, they will because it’s the only way they’ll be able to remember what they liked) they get psychologically committed to wanting them as well.

 

You can get access to these two simple tools (as well as dozens more downloadable, easy-to-implement tools) in my Powerful Tools For Your Direct Sales Business download product. They will support you in getting more bookings and sales from your home parties. Make it your goal to get at least two bookings from every party you do; one to replace the party you’re currently doing, and one to build your business upon. By working just six to eight nights each month, you could easily be in front of over sixty people, giving you a much greater platform from which to sponsor people as well.

 

What do you think? Are you using any tools to increase your sales and bookings at your parties? I’d love to hear about them below.

 

Ready to have your best year ever in your direct sales business? Grab my “Direct Sales Starter Kit” to kick start your new year. It’s yours for free when you subscribe to my mailing list. Already a member? My system won’t add you twice, so go ahead and grab the starter kit anyhow. Click here to subscribe to my mailing list



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Julie Anne Jones is direct sales corporate consultant, coach, and trainer, and the CEO of Julie Anne Jones, Inc. She is known for her authentic and easy-to-use scripting and specializes in specific language and tools for success in direct sales. To learn more about Julie Anne and her products and services, and to read her weekly blog posts, visit her at www.julieannejones.com.

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It’s Not About How Anyone Else Is Doing

Last week one of my readers e-mailed me the following: “Hi!  My name is Nanci and I am a new consultant with my company. I am so happy with my choice and believe I have finally found my passion in life.  I have a wonderful director who is working with me to help me do my best. My problem, however, is that I am off to a slow start – low attendance and low sales. I don’t want to give up, but when I look around and see other members of my team on fire it’s hard not to think that there’s something wrong with me. How do you keep from comparing yourself out of the business?”

 

 

This is how I answered her: “Thanks for the e-mail Nanci. I understand your frustration. It’s common among representative, whether brand new or seasoned. My best advice is to set your own goals, get clear about what you want for your business, make a plan, and focus on your own route. I guarantee, others struggle with the same issues you do, even if it doesn’t seem like it on the surface. The more you focus on what you want and not what you’re not getting or what you perceive that others are getting that you’re not, the more successful you’ll be. And just know that setbacks happen to everyone. It’s how well you work through them that defines those who succeed and those who give up.”

 

I wanted to share this exchange with you because I’d just about lay money that you’ve felt the same way at some point during your direct sales career (and you may even be feeling that way now). I’ve struggled with it myself as a direct sales trainer. It never serves me and, once I finally stopped focusing on what my so-called “competitors” were doing and got very clear about my own goals, everything changed for me in my business. Now, most of those “competitors” are actually my friends and we support and bounce ideas off of each other. The truth is, there’s plenty of business to go around and someone who may not resonate with me or my message may love the way Belinda Ellsworth or Deb Bixler delivers theirs.

 

Bottom line, as we head into the new year, your only focus should be to set a clear vision for yourself and your business, create a plan for getting there, and then focus on your own path.

 

What do you think? Do you struggle with this? I’d love to start a conversation about this in the comments below.

 

Ready to have your best year ever in your direct sales business? Grab my “Direct Sales Starter Kit” to kick start your new year. It’s yours for free when you subscribe to my mailing list. Already a member? My system won’t add you twice, so go ahead and grab the starter kit anyhow. Click here to subscribe to my mailing list



WANT TO USE THIS ARTICLE FOR FREE IN PRINT OR ONLINE? You may, as long as you do not alter it and include the following information (with active links as appropriate): Julie Anne Jones is a direct sales corporate consultant, coach, and trainer, and the CEO of Julie Anne Jones, Inc. She is known for her authentic and easy-to-use scripting and specializes in specific language and tools for success in direct sales. To learn more about Julie Anne and her products and services, and to read more blog posts, visit her at www.julieannejones.com.

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Book More Home Parties By Turning a “Maybe” Into A “Yes”

 

yes-no-womanIn your direct sales business, how many times has someone left one of your home parties “on the fence” about booking a home party of their own? They haven’t exactly said no but they aren’t ready to commit by saying yes. And how many times have you followed up with these leads repeatedly without reaching them until you finally give up, feeling rejected and frustrated?

 

If you’re like most in the direct sales business, this is a common chain of events. As a direct sales consultant I hated the fact that I let so many bookings walk out the door this way. So I created a direct sales training tool (and I’m going to share it with you today) which virtually eliminated this scenario from my business. Have I got your attention?

 

This tool is called a think-about-it packet and it’s really exactly what it sounds like. You have someone who is on the fence at a home party and wants a little more time to make up their mind. Instead of just saying, “I’ll follow up with you next week” and then letting them walk out the door, hand them a think-about-it packet.

 

Here’s the best part of this tool. My think-about-it packets were exactly the same as my host packets. It was always my intention to book a home party with that person when I followed up, and I wanted them to have the packet so they had everything they needed to host their home party. The problem was, when I would ask them if they would take one of my host packets, they usually said no because they were afraid that obligated them to actually book the home party.

 

So I called them think-about-it packets instead. A rose by any other name, right? And they would almost always take it if I called it a think-about-it packet. Then, if they decided not to book the home party, because they already had outside order forms and catalogs, I could often talk them into at least doing a catalog party.

 

Here’s how the think-about-it packet works: Before the potential host left, I’d say, “Tell you what, Marilyn. I want to give you some time to think about it. Would you be willing to take one of my think-about-it packets? All you have to do is take some time in the next few days, look over all the benefits, and think about doing a home party. I’ll follow up in a few days by phone.” Here’s the important part. I would say to Marilyn, “Now, I just have three rules for my think-about-it packets.” (These are crucial to the success of this direct sales tool, and I said them pretty much verbatim when I gave them the packet):

  1. Rule number one, you have to actually think about it, for at least a few minutes between now and when I call you.
  2. Rule number two, you have to take my call when I follow up. When can we talk for about five minutes in the next few days? (Set up this time firmly on both your calendars so she’s expecting your call).
  3. Rule number three, if you decide not to book a home party, you have to let me down easy. It’s that simple.

Now, as a direct sales trainer and coach, I believe that people generally do as they’re told. I swear! It’s a pretty amazing phenomenon. So these rules are key because now she understands how to use the packet. More importantly, she’ll take my call (because it was one of the rules) and I gave her permission to say no. By telling her up front she can decide not to book a home party, I take the pressure off of her and she’ll pick up the phone when I call.

 

I’m telling you, this tool works! I’d say 90% of the time, the people who took my think-about-it packets were there at the time we’d agreed upon and actually answered their phones. And about 75% of the time, they booked a home party. And that, after all, is the name of the game!

 

So, what do you think of this idea? I’d love to hear your feedback, especially once you use this tool.

 

Ready to have your best year ever in your direct sales business? Grab my “Direct Sales Starter Kit” to kick start your new year. It’s yours for free when you subscribe to my mailing list. Already a member? My system won’t add you twice, so go ahead and grab the starter kit anyhow. Click here to subscribe to my mailing list



WANT TO USE THIS ARTICLE FOR FREE IN PRINT OR ONLINE?

You may, as long as you do not alter it and include the following information (with active links as appropriate):

Julie Anne Jones is direct sales corporate consultant, coach, and trainer, and the CEO of Julie Anne Jones, Inc. She is known for her authentic and easy-to-use scripting and specializes in specific language and tools for success in direct sales. To learn more about Julie Anne and her products and services, and to read more blog posts, visit her at www.julieannejones.com.

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