What you Can Learn from McDonalds

Have you ever ordered a value meal at McDonalds? Sure you have! Let me share with you what I know about myself and those meals:

   – When I actually did the math on how much I saved with a "value" meal, I was shocked! It's less than thirty cents, on average!
   – I don't generally eat most of the fries (I certainly DON'T need them!)
   – I honestly get confused by all the choices on the regular menu.
   – I order the value meal because it's easy. That's the bottom line.

 

So, what does this have to do with your direct sales business? Well, if you're not offering your guests your own version of a value meal (I called them party packages), you're leaving money and orders on the table.

Think about it. Your catalog is an awesome tool but it can be a little overwhelming. How do I, as a guest at your party, decide what to buy? There are so many choices! People love things that are easy (you know, the no-brainer. Like when you were a kid at the ice cream truck and the driver would say "just touch the picture" instead of reading the complicated name of the ice cream treat you wanted. Yea, like that). When you offer "packages" of your products to your customers, you make it easier for them to order.

Many direct sales companies provide packages for you and those are featured in your catalog. Generally, these are offered at a discount (making them even easier to sell). Become very familiar with them, find a way to display them outside of the catalog, and start promoting them! I recently placed an outside order for a party I couldn't attend and the host offered me the customer special package as an option for ordering. It was such an easy way for me to order that I ended up spending more than if I'd picked out an item just to be polite and place an order.

If your company doesn't do this, you can create your own packages. The only difference is, I wouldn't offer a discount (you don't want to lose money). Just put together a few packages of products and make sure they're easy to order. Keep these things in mind as you're doing this:

• "Name" your packages to make them compelling and easy to understand ("The Valentine's Day Package," "The Welcome New Neighbor Package," "The Father's Day Package," etc.)
   
• Create at least three different "levels" of pricing and packages; one that's inexpensive, one that's in the medium-average order range, and one that's more extravagant (I called this my "Just-couldn't-help-myself-had-to-have-it-all" package ).
   
• Talk about your packages at the end of your parties when sharing details about how to order, payment, etc. Point out that the easiest way to order is by simply choosing the package they like best.

This was, without a doubt, the best tool I used to increase my party sales and I had party package orders at every single party I did.

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Julie Anne Jones is a success language consultant, a direct sales 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.