A Successful Home Party is as Easy as 1…2…3

If you're a direct seller working in the party plan profession, you quite literally "party for a living." That seems easy enough, right? You just get someone to host a party for you, you show up on the designated night with your products, you do a presentation, and people buy from you and book their own parties. It's not brain surgery.

So if that's the case, how come I hear from so many people who aren't succeeding with this model? I think it's because they're not clear about the formula for creating a successful home party experience for their host and guests. Just like with everything, there's a right way and a wrong way to do a home party.

So I thought I'd share my own formula with you here. It's actually pretty simple:

• Phase #1: Connect and Engage – This is one of the most important concepts I teach. If you spend the first ten to fifteen minutes of your party learning about your guests, you'll not only have a more successful presentation, but at the end of the evening you'll know valuable information about them that might support you in encouraging them to book a party or learn more about joining your team.

  The key to this phase? BE CURIOUS AND LISTEN! Make it your goal to get out of yourself and learn about them.
   

• Phase #2: Party and Educate (in equal parts!) – Once you step into your presentation, it's crucial that you focus on not just your products and your agenda for the evening, but also on why your guests are there. Namely, to HAVE FUN. If you're making me sit quietly with my hands in my lap while you educate me about your company and products, that doesn't exactly feel like a party to me. It feels more like night school!

  The key to this phase? If you're having fun, your guests will be having fun, so LOOSEN UP and focus on finding ways to inject fun into your presentation.
   

• Phase #3: Shop and Sell – This comes at the end of the evening, once everyone has had an amazing experience, interacted with you and your products, and things are winding down. Being intentional as you step into the shopping portion of your party is crucial. Let everyone know what's going to happen next and what your role will be (as in "I'll be coming around to help you place your order. My goal is to be sure you choose exactly the right products for your needs.").

  The key to this phase? Give the host a job so she doesn't inadvertently sabotage your party by changing the focus (as in "Come upstairs and see my new curtains" or "Look at these pictures of my daughter's wedding."). I did this by telling the guests the host's job was to sit and pick out her free shopping items.

So, there you have it. My "easy as 1,2,3" formula for a successful party experience for both you and your guests. And what do you think? Did I miss anything? Add your "phases" below. I'd love to read them.

Oh, and just in case you're wondering about more specific tools for implementing these three phases, you'll find them on my most popular product "Designing an Amazing Party Experience" audio program. It's part of our "Buy one, get one 1/2 off" sale this week in celebration of our anniversary month. Check that out here.

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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 more blog posts, visit her at www.julieannejones.com.

Are People Sneaking Away From Your Parties Without Ordering?

You've done an amazing presentation at your party. Your guests were involved and had a blast (several of them even went so far as to tell you that). You're feeling great about the experience as you step into the shopping portion of the evening. And all of a sudden, you notice people quietly gathering up their things and heading out the door…without placing an order.

If this happens to you every once in a while, consider yourself blessed and know that it's perfectly normal to have an off night occasionally. You can chalk it up to that and go about your business. If this is happening to you more often than not, however, it's time to look at ways to increase the likelihood that those guests who are so engaged and having fun during the party are also ordering at the end.

 

Here are a few of my best ideas for making sure this is happening consistently for you:

1. Make sure you're dropping sales seeds throughout your party as you show your products.
2. Make sure you're using tools during you party that support the sales process at the end. Using a wish list instead of a catalog for your guests to keep track of the items they like gives you a chance to actually have a snapshot of those items at the end of the party which makes the sales conversation easier. Plus, if your guests are writing down the things they like, they're psychologically more committed to wanting them.
3. Use Party Packages (read how here) to make ordering easier for your guests.
4. Many company's offer their guests an incentive (like a free item or a special discount) when they order. Be sure you're sharing how this works if your company does offer it. If they don't, come up with your own incentive for a certain order amount.
5. Finally, be intentional before you step into the shopping portion of your presentation, telling them all about the guest and host specials, how easy it is to order, what forms of payment you accept, and how long it will take their products to arrive. I always ended this short "commercial" by telling them it was my intention to work one-on-one with everyone there to make sure they received the greatest value in whatever they ordered. I'd say, "If you know you need to leave right away, just raise your hand or get my attention and I'll come to you first.")

I know you're all much wiser than I am when it comes to this issue. What are your best ideas for converting fun into sales at the end of your parties?

Make the Shift from Selling to Sharing

I hear lots of objections and excuses as a direct sales coach for why my clients can't (or more precisely, won't) succeed. One of the most common is "I don't want to come across as pushy." That also translates as "I'm not good at selling."

So, I just want to clear this up (and if you're one of my clients, you know this already, but LISTEN UP anyhow!): Your job is never, ever to "sell" anyone anything in your business. Not your products, not your opportunity, not on the idea of having a party with you. Not anything. Now, I'll admit that it's a little annoying that it's called direct SALES, but just get over that. Sales has nothing to do with what you do.

What the best, most successful direct sellers have figured out how to do is SHARE. They share their enthusiasm – for their products, their opportunity, their hosts, their guests, their company. Period. I have several products in our online store that teach great specific tools for getting results from your business. The honest truth? If you just shift your focus from selling to sharing, you could almost figure it out on your own (although I do think my products, courses, and coaches help A LOT!)

So at your next party, do yourself (and your guests) a favor and just forget about selling. Make it your intention to share all night long and see how that works for you. I'm smiling just thinking about what will happen.

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

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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