If you have a home party plan business, you quite literally “party for a living.” That seems easy enough, right? You just get someone to host a home party for you, show up on the designated night with your products, you do a presentation, and people buy from you and book their own home parties. It’s not brain surgery.
- Phase #1: Connect and Engage – This is one of the most important direct sales training concepts I teach. If you spend the first ten to fifteen minutes of your home 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 home party or learn more about joining your direct sales business and opportunity.
The key to this phase? BE CURIOUS AND LISTEN! Make it your goal to get out of yourself and learn about them. Listening is an invaluable tool.
- Phase #2: Party and Educate (in equal parts!) – Once you step into your home party presentation, it’s crucial that your direct sales training kicks in and 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 home party 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.”). Women love to shop, so don’t be afraid to intentionally step into this third phase of your party.
The key to this phase? I teach in my direct sales training to give the host a job so she doesn’t inadvertently sabotage your home party by changing the focus (as in “Come upstairs and see my new curtains” or “Look at these pictures of my daughter’s wedding.”). The example I use is to tell the guests the host’s job is to sit and pick out her free shopping items.
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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.