Please join me Thursday February 19th for a MomChats MidMonth Shopping Event. If Cupid didn't bring you what you wanted, take this opportunity to join me and get 14% off your purchase and free shipping and handling.
Throughout my 45 minutes I will be giving away 10-30% off coupons. You can preview the jewerly at http://www.shootingstar.aurastella.com/
www.momchats.com
Tuesday, February 17, 2009
Sponsoring 101
Sponsoring is easier than we all think. It works on the same basic principals as Hostess Coaching. It is my job as the Sponsor to build a partnership with my potential recruit.
"Hi Suzzy Signup! I am so glad you were able to chat with me tonight. As you know I love this company and I could talk your ear off all night, but I won't. I want to start with a couple of basic questions that I like to ask, and then you can ask me any question you have.
First, what is your goal with this company? Is it a dollar amount you want to make, or is it something else? (This is important, because we cannot impose our definition of success on our team members. A woman who gets in for some adult time and wants to hold one show a week may become your biggest money maker, if you treat her right, right from the start).
Great now to reach that goal you would need to hold x parties each week. Did you bring your calendar like we discussed? (If she says no pull out the printed calendar sheets you printed out for her just in case). Lets start with picking the dates for your first 6 weeks of shows. (Why 6 weeks, so she can get off to a good start)
Its my job to help my team members be successful, you defined your success at the start and you are in charge of changing that if you choose, but I want to help you reach the goals you have set. Are you comfortable with weekly or bi-weekly coaching calls from me? These calls will be short and we will discuss your short term and long term goals and how to best achieve them.
My last question is where do you see yourself in 5 years?
Ok so now its your turn."
This is the important part and you should have a pen and paper with you. Make notes of the questions they ask. Listen to the question and answer the question, and if you are not sure what they are asking, feel free to ask some probing questions to better understand their question.
Once this interview is over, even if she is eager to sign up, I encourage her to set her launch date and begin her guest list. She is going to use her launch party to book her upcoming shows. I then encourage her to start her "save the date calls" and ask people if they would like to help her launch her business by choosing one of her premium dates now.
This can be as short at 30 minutes, or as long as 2 hours.
These interviews will help you understand where your team member is going with this business and how you can help her. Because when you learn to help others you will find you help yourself.
"Hi Suzzy Signup! I am so glad you were able to chat with me tonight. As you know I love this company and I could talk your ear off all night, but I won't. I want to start with a couple of basic questions that I like to ask, and then you can ask me any question you have.
First, what is your goal with this company? Is it a dollar amount you want to make, or is it something else? (This is important, because we cannot impose our definition of success on our team members. A woman who gets in for some adult time and wants to hold one show a week may become your biggest money maker, if you treat her right, right from the start).
Great now to reach that goal you would need to hold x parties each week. Did you bring your calendar like we discussed? (If she says no pull out the printed calendar sheets you printed out for her just in case). Lets start with picking the dates for your first 6 weeks of shows. (Why 6 weeks, so she can get off to a good start)
Its my job to help my team members be successful, you defined your success at the start and you are in charge of changing that if you choose, but I want to help you reach the goals you have set. Are you comfortable with weekly or bi-weekly coaching calls from me? These calls will be short and we will discuss your short term and long term goals and how to best achieve them.
My last question is where do you see yourself in 5 years?
Ok so now its your turn."
This is the important part and you should have a pen and paper with you. Make notes of the questions they ask. Listen to the question and answer the question, and if you are not sure what they are asking, feel free to ask some probing questions to better understand their question.
Once this interview is over, even if she is eager to sign up, I encourage her to set her launch date and begin her guest list. She is going to use her launch party to book her upcoming shows. I then encourage her to start her "save the date calls" and ask people if they would like to help her launch her business by choosing one of her premium dates now.
This can be as short at 30 minutes, or as long as 2 hours.
These interviews will help you understand where your team member is going with this business and how you can help her. Because when you learn to help others you will find you help yourself.
Friday, February 6, 2009
Cupid's Calling
So Valentines day is just a little over one week away. How long is your shipping time? With AuraStella its 7-10 days, but I find everything ships sooner, we can also pay a little more than the standard $4 direct ship to the customer to have it shipped faster. That being said, what are you doing to capitalize on Valentines Day.
For every person that even like a piece of jewelry in your catalog you should be offering a gift registry. Not the kind of gift registry where they give out cards to people who then go look at what they have selected and pick of gift. You are not Nordstrom's. What sets you apart from Nordstrom's is your customer service. Nordstrom's isn't going to catalog their customers special occasions (birthdays, anniversary, children's birthdays, valentines day, Mother's day, winter holidays, etc.) and make a personal phone call to the people on her gift giving list to remind them they have 2 weeks to that special event and if they would like you can help them select and wrap the perfect gift.
It all starts with offering a service. This is my Gift Registry Service:
Each customer fills out a wish list (as long or as short as they like) and I call them to come to a special open house (just to add to their wish list) when the new catalog comes out (We have a great customer appreciation brunch, and the focus is on the customer not on the sales).
Once the wish list is complete I ask them about events in their life when they will be getting gifts - birthdays, anniversaries, if they have children, their children's birthdays, valentine's day, Mother's Day, Winter Holidays, if they are in school (college or high school) I write in their graduation date.
Then I ask for each specific occasion who gives them gifts on those occasions (name and relationship). When I am gathering information I ask permission to send a post card 3 weeks prior to any gift giving occasion to the gift giver. Usually the post card will say, Just a Reminder Jewels birthday is date and that is only three weeks away. If you haven't had the time to shop for something special I can help, I even gift wrap and deliver. Please call me at or email me to find out what is on her wish list.
I also ask permission to email and phone them to follow-up. Jewel I would like to send an email reminder as well, because some people are email people, and my email reminder will say the same as the post card, but it will also ask them to let me know if they do not want me to email them in the future. I don't use the emails I get from my wish lists for any other purpose.
Lastly, Jewel I would love a phone number for each of you gift givers, this way one week after the reminded I can call and follow-up. I am only going to call them once. When I make a follow- up call its usually something like this "Hi Gift Giver, I am calling about Jewels birthday. Its coming up fast. This is Tree with AuraStella did you get my postcard? Great. Can I help you select that perfect gift for Jewel? There are two ways we can do this. We can do this right now over the phone. You can tell me about how much you are looking to spend, and I can give you a couple of suggestions, if you have access to a computer you can sign on to my website and see the pieces we are talking about. Otherwise we can meet in the next day or two, I can come to your office, and you can see some of the pieces in person as well as the full catalog." (If I have all the pieces on her wish list I take them with me with gift wrap and a silk flower - so I can leave them with them and order a replacement).
This works for a variety of occasions, when it comes to a child's birthday, if you have the husband's contact information you could call and suggest that the darling child give mom a gift on the child's birthday to say Thank You.
If you have a person who doesn't want to give you the email or the phone information go ahead and do the postcards, make sure when you do the post cards (for either method) that you include some items (in all price ranges from her wish list) as they might order them directly from the website.
You can also offer to print wish list card for the recipient. These are postcards personalized to the recipient that she can hand out to anyone she would like, and the people she hands them out to can contact you.
So now everyone you talk to should have a wish list with you.
I computerize my wish lists.
For every contact I create an electronic (and paper file) with all of her information, her original wish list and the date she created it, and date all add ons. I enter into a paper calendar and an electronic calendar reminders to send the post cards and do the follow up calls. I also track who gave what gifts for what occasions so I can suggest a complimentary piece the next time around.
Always remember that we provide more than Fine Steling Silver Jewelry we provide outstanding customer service.
For every person that even like a piece of jewelry in your catalog you should be offering a gift registry. Not the kind of gift registry where they give out cards to people who then go look at what they have selected and pick of gift. You are not Nordstrom's. What sets you apart from Nordstrom's is your customer service. Nordstrom's isn't going to catalog their customers special occasions (birthdays, anniversary, children's birthdays, valentines day, Mother's day, winter holidays, etc.) and make a personal phone call to the people on her gift giving list to remind them they have 2 weeks to that special event and if they would like you can help them select and wrap the perfect gift.
It all starts with offering a service. This is my Gift Registry Service:
Each customer fills out a wish list (as long or as short as they like) and I call them to come to a special open house (just to add to their wish list) when the new catalog comes out (We have a great customer appreciation brunch, and the focus is on the customer not on the sales).
Once the wish list is complete I ask them about events in their life when they will be getting gifts - birthdays, anniversaries, if they have children, their children's birthdays, valentine's day, Mother's Day, Winter Holidays, if they are in school (college or high school) I write in their graduation date.
Then I ask for each specific occasion who gives them gifts on those occasions (name and relationship). When I am gathering information I ask permission to send a post card 3 weeks prior to any gift giving occasion to the gift giver. Usually the post card will say, Just a Reminder Jewels birthday is date and that is only three weeks away. If you haven't had the time to shop for something special I can help, I even gift wrap and deliver. Please call me at or email me to find out what is on her wish list.
I also ask permission to email and phone them to follow-up. Jewel I would like to send an email reminder as well, because some people are email people, and my email reminder will say the same as the post card, but it will also ask them to let me know if they do not want me to email them in the future. I don't use the emails I get from my wish lists for any other purpose.
Lastly, Jewel I would love a phone number for each of you gift givers, this way one week after the reminded I can call and follow-up. I am only going to call them once. When I make a follow- up call its usually something like this "Hi Gift Giver, I am calling about Jewels birthday. Its coming up fast. This is Tree with AuraStella did you get my postcard? Great. Can I help you select that perfect gift for Jewel? There are two ways we can do this. We can do this right now over the phone. You can tell me about how much you are looking to spend, and I can give you a couple of suggestions, if you have access to a computer you can sign on to my website and see the pieces we are talking about. Otherwise we can meet in the next day or two, I can come to your office, and you can see some of the pieces in person as well as the full catalog." (If I have all the pieces on her wish list I take them with me with gift wrap and a silk flower - so I can leave them with them and order a replacement).
This works for a variety of occasions, when it comes to a child's birthday, if you have the husband's contact information you could call and suggest that the darling child give mom a gift on the child's birthday to say Thank You.
If you have a person who doesn't want to give you the email or the phone information go ahead and do the postcards, make sure when you do the post cards (for either method) that you include some items (in all price ranges from her wish list) as they might order them directly from the website.
You can also offer to print wish list card for the recipient. These are postcards personalized to the recipient that she can hand out to anyone she would like, and the people she hands them out to can contact you.
So now everyone you talk to should have a wish list with you.
I computerize my wish lists.
For every contact I create an electronic (and paper file) with all of her information, her original wish list and the date she created it, and date all add ons. I enter into a paper calendar and an electronic calendar reminders to send the post cards and do the follow up calls. I also track who gave what gifts for what occasions so I can suggest a complimentary piece the next time around.
Always remember that we provide more than Fine Steling Silver Jewelry we provide outstanding customer service.
Thursday, February 5, 2009
Out of the Box
So you have called everyone you know, and all of your leads from past shows and events and you still have an empty calendar, or you need a few more shows to reach your goal. So now what?
Remember how the party plan business started. It started with vacuums and cleaning products and a sales rep going door to door and showing the product to one housewife at a time. When the wife would say she couldn't afford the product they would ask her to invite some friends over and earn her product.
Do I recommend you go door to door? Yes and no. If you are going to go door to door, make sure you don't need a permit. Try a neighborhood open house. Print a eye catching post card inviting your neighbors to join you at your home for an open house. Take the postcards, a couple of catalogs and business cards around the neighborhood. Saturday between 3-5 seem to be the best time to catch people at home. Knock on the door and if you haven't met the neighbor before introduce yourself, let them know you are a small business owner and you are having a neighborhood event, invite them to join you and leave a postcard.
Now think about other places you could meet new people. Salons, Nail Studios, Dance Studios, Gyms, Realty Offices. Go to these places and ask if you can set up a table and offer their employees and customers a special deal.
Go to your local coffee shop, label your catalogs, polish your jewelry, talk on your cell phone to your team about how awesome this company is.
Join networking groups (i.e. moms groups - the kind that meet in person as well as the online kind, wine tasting groups, BUNCO, volunteer organizations) these are great places to meet new people.
When networking don't lead with your business, lead with yourself, then when the conversation naturally turns to what you do, its time to tell them about the service you offer. Yes we all sell a product but this business is about outstanding customer service, because if we are all honest people can go elsewhere and purchase sterling silver jewelry, but they choose to party with me, because I make them feel like my #1 customer whether they are buying our $10 earrings or $200 bracelet.
Ask people you do know for referrals to people you don't know. Start a Referral program.
Here is how my referral program works:
If you introduce me to a new customer you get $10 in jewelry credit.
If you introduce me to someone who has a show you get $25 in jewelry credit at her show.
If you introduce me to a new team member you get $100 in jewelry credit at their starter show.
I have this policy printed on business cards, then place these business cards inside a coin envelope (the kind you get at the office store) and tape (using a wide piece of packing tape) a business card to the front. I encourage the people I hand these out too, to write their name on all five business cards so when the person calls me they can say who gave them my card.
When you have reached the end of the road, its time to leave the path most travelled and cut your own path.
Remember how the party plan business started. It started with vacuums and cleaning products and a sales rep going door to door and showing the product to one housewife at a time. When the wife would say she couldn't afford the product they would ask her to invite some friends over and earn her product.
Do I recommend you go door to door? Yes and no. If you are going to go door to door, make sure you don't need a permit. Try a neighborhood open house. Print a eye catching post card inviting your neighbors to join you at your home for an open house. Take the postcards, a couple of catalogs and business cards around the neighborhood. Saturday between 3-5 seem to be the best time to catch people at home. Knock on the door and if you haven't met the neighbor before introduce yourself, let them know you are a small business owner and you are having a neighborhood event, invite them to join you and leave a postcard.
Now think about other places you could meet new people. Salons, Nail Studios, Dance Studios, Gyms, Realty Offices. Go to these places and ask if you can set up a table and offer their employees and customers a special deal.
Go to your local coffee shop, label your catalogs, polish your jewelry, talk on your cell phone to your team about how awesome this company is.
Join networking groups (i.e. moms groups - the kind that meet in person as well as the online kind, wine tasting groups, BUNCO, volunteer organizations) these are great places to meet new people.
When networking don't lead with your business, lead with yourself, then when the conversation naturally turns to what you do, its time to tell them about the service you offer. Yes we all sell a product but this business is about outstanding customer service, because if we are all honest people can go elsewhere and purchase sterling silver jewelry, but they choose to party with me, because I make them feel like my #1 customer whether they are buying our $10 earrings or $200 bracelet.
Ask people you do know for referrals to people you don't know. Start a Referral program.
Here is how my referral program works:
If you introduce me to a new customer you get $10 in jewelry credit.
If you introduce me to someone who has a show you get $25 in jewelry credit at her show.
If you introduce me to a new team member you get $100 in jewelry credit at their starter show.
I have this policy printed on business cards, then place these business cards inside a coin envelope (the kind you get at the office store) and tape (using a wide piece of packing tape) a business card to the front. I encourage the people I hand these out too, to write their name on all five business cards so when the person calls me they can say who gave them my card.
When you have reached the end of the road, its time to leave the path most travelled and cut your own path.
Wednesday, February 4, 2009
Hostess Coaching is the Key to Your Success
So now that you have your Hostesses, whether they are from your warm market or good old fashioned cold calling, what do you do with them?
Why is it that some women in this business never have a stinker of a show? I'll tell you why, because those women Hostess Coach to success. A commitment to hostess coaching is a commitment to your own success. We all know the more free AURASTELLA JEWELRY my hostess gets, the more money I make, the more likely she is to tell the world about how awesome her AURASTELLA party was and how much free jewelry she earned, but I am getting ahead of myself...
Lets say you have a new hostess, whether from another show, out and about or a cold call. You have added her to your calendar. Hostess coaching starts 24 hours after she has booked her show. You want to call her while her excitement is still fresh and get her started on her simple tasks as a hostess.
Call #1 : Hi Suzzy Hostess, I am so glad that we met last night and I am excited about your upcoming show. We penciled in the date of Month, day and time. I promised that I would call you today and confirm that date with you, do you have a minute? Can you pull out your calendar for me? Great and how does our date look?"
If all is well and good, then skip ahead, otherwise read on.
If the answer is no. Ask her if she would like to keep the same day of the week, if so offer her your next available date. If that doesn't work throw the ball in her court and ask her to suggest a day and time that works for her. If it fits into your schedule go ahead and take it.
We shy away from hostess coaching because we fear that this will give the Hostess opportunities to cancel their show, but the reality is that failure to contact the hostess gives her an excuse to cancel her show. If you are doing your hostess coaching and she needs to "cancel" it gives you the best opportunity to reschedule instead of cancel.
Now that you have the date situated you are ready for the second part of Hostess coaching. For this part you have to decide, with your hostess, who is mailing the invitations. There is a ton of thought on this issue. My personal thought, is that it is my job to make sure my hostess has a successful party and part of that is mailing invitations, but I don't call them invitations. I explain that my parties are fun and casual and as such don't have a formal invitation, instead I create a save the date postcard (and email) and reminder postcard (and email). If the hostess is comfortable giving me every one's address (and you need to assure her that these addresses are not going to become default additions to your mailing list) then I mail out save the date postcards, and reminder post cards, and it her job to personally invite everyone. So now we are on the guest list, regardless of who is sending invites they have to have a guest list. This is the time to encourage your hostess to over invite.
Common Objections to Over inviting:
1. I don't know that many people : Sure you do, you don't need to invite just your best friends and family, we can open this up to your neighborhood (I ask permission to hand deliver neighborhood invitations a few days before) co-workers, and acquaintances. People that don't know you that well will probably decline, but may place an outside order. Let's invite FRANK! Usually the Hostess will ask you who Frank is and you can explain Friends, Relatives, Acquaintances, Neighbors and Kids (people you know through your kids). I had a hostess tell me she didn't have enough chairs for more than 6 people, but I assured her with the open house AuraStella format people didn't need to be seated, and she ended up with 14 people at her show.
2. My house is too small. With the open house style of AuraStella all I need is a coffee table or kitchen counter. We are going to keep the refreshments simple, and people can come and go as they please. If the hostess is still hesitant about her small place, offer your place - she can do her show without any clean up. Most times this will prompt them to think of someone else they could do a show with (and now you can get two shows in at one time).
3. So and so or such and such group of people don't do this sort of thing. That's OK, people don't have to attend the show in order to take a look at all our fabulous jewelry. Your co-workers and anyone who isn't interested in attending cans till browse a catalog or with AuraStella's online shopping shop on the web directly to your party. In my experience no one is offended that they have been invited, but people can be hurt that they were not invited. Give them the chance to decide.
If your hostess has enough time ask her to take out a pen and paper and write down the one category of Frank at a time and fill in 6 names. When she is done she will have 30 names. I then encourage her to sit down and add to any category. I even offer to do special invitations for groups of people (like moms at her child's school or the neighbors).
Time to wrap up your first call. Thank Suzzy Hostess for her time tonight and for working to make "OUR" show a success. I ask her to continue working on her guest list, and to start calling people and asking them to save the date, and get mailing address information for anyone she doesn't have it for. I set up our next coaching call 48+ hours from that day.
Call #2 3-4 days after you have met the hostess.
This call is about getting a guest list. Regardless of who is mailing the invitations get the guest list information (just names and phone numbers if she is not comfortable with giving you addresses). If she is mailing invitations, make sure she has her personalized invitation. I create one in Word and then email it to her so she can print it out and address it, as well as forward it by email to her address book. If I am mailing the invites I make arrangements to pick up the guest list (or if she has the time, I take it and addresses over the phone). I address and mail invitations the day I get her list. Whether she has 40 names or 4 names I tell her "This is a great start. You should also carry your guest list and 2 or 3 extra invitations everywhere you go. You never know when you are going to run into someone you forgot and can hand deliver an invitation. If you think of anyone you would like to add to the list for me to mail invites to you can call or email that information any time." If her guest list is small I brainstorm with her ways we can increase her guest list, and if despite all my efforts its still a small list, I tell her that I appreciate her opening her home to me and her friends, and that she is going to do the same work whether there are 5 people there or 15 people. I remind her to encourage her friends to bring at least one friend and for this I offer free shipping.
At this point I move on from the guest list and ask her for her wish list. If she hasn't completed it I ask her to get it to me in the next day or two so I can have those pieces at her show. I go over the hostess benefits, collecting outside orders, and having two people who will book shows before her party. Again I thank her for her time in making "OUR" show a success.
Call #3 After the invitations have gone out.
If I am mailing the invitations I mail one to the Hostess with a personal note to call and make sure all her guests got their invitations, after all she wouldn't want them getting lost in the mail. 4 days after I mail the invitations I call the Hostess to make sure she received her copy of the invitation and to see how things are going. As she gives me preliminary numbers I let her know that the best way to make sure her busy guests remember is to place a reminder call the day before or the day of. I encourage her to give me phone numbers so I can leave a simple message (lunchtime) reminding them about the show and introducing myself. I let her know that it will take me about 15 minutes to make 40 of those calls whereas it might take her all day, because people will want to chat with her. I tell her to keep track of the people who are not able to come and make sure to ask them to help her reach her goal by placing an order.
Call #4 The day before the show.
This call is get a final number, to encourage the hostess to collect her outside orders, to remind her to remind her guests and invite neighbors if she hasn't done so already. This is also the call where I get directions, and remind her to keep the snacks simple.
If a show is booked more than 3 weeks out you will need to make a few more phone calls, just to keep in touch.
If you practice this method of Hostess coaching you will have less cancellations, and better shows. Does that mean you won't have a stinker of a show? No, we all have those once in awhile, but by doing your job you help hedge your bets.
The thing to remember when you are hostess coaching is that you can handle any objection, you love your job and your product and you know that is going to love her free jewelry.
Why is it that some women in this business never have a stinker of a show? I'll tell you why, because those women Hostess Coach to success. A commitment to hostess coaching is a commitment to your own success. We all know the more free AURASTELLA JEWELRY my hostess gets, the more money I make, the more likely she is to tell the world about how awesome her AURASTELLA party was and how much free jewelry she earned, but I am getting ahead of myself...
Lets say you have a new hostess, whether from another show, out and about or a cold call. You have added her to your calendar. Hostess coaching starts 24 hours after she has booked her show. You want to call her while her excitement is still fresh and get her started on her simple tasks as a hostess.
Call #1 : Hi Suzzy Hostess, I am so glad that we met last night and I am excited about your upcoming show. We penciled in the date of Month, day and time. I promised that I would call you today and confirm that date with you, do you have a minute? Can you pull out your calendar for me? Great and how does our date look?"
If all is well and good, then skip ahead, otherwise read on.
If the answer is no. Ask her if she would like to keep the same day of the week, if so offer her your next available date. If that doesn't work throw the ball in her court and ask her to suggest a day and time that works for her. If it fits into your schedule go ahead and take it.
We shy away from hostess coaching because we fear that this will give the Hostess opportunities to cancel their show, but the reality is that failure to contact the hostess gives her an excuse to cancel her show. If you are doing your hostess coaching and she needs to "cancel" it gives you the best opportunity to reschedule instead of cancel.
Now that you have the date situated you are ready for the second part of Hostess coaching. For this part you have to decide, with your hostess, who is mailing the invitations. There is a ton of thought on this issue. My personal thought, is that it is my job to make sure my hostess has a successful party and part of that is mailing invitations, but I don't call them invitations. I explain that my parties are fun and casual and as such don't have a formal invitation, instead I create a save the date postcard (and email) and reminder postcard (and email). If the hostess is comfortable giving me every one's address (and you need to assure her that these addresses are not going to become default additions to your mailing list) then I mail out save the date postcards, and reminder post cards, and it her job to personally invite everyone. So now we are on the guest list, regardless of who is sending invites they have to have a guest list. This is the time to encourage your hostess to over invite.
Common Objections to Over inviting:
1. I don't know that many people : Sure you do, you don't need to invite just your best friends and family, we can open this up to your neighborhood (I ask permission to hand deliver neighborhood invitations a few days before) co-workers, and acquaintances. People that don't know you that well will probably decline, but may place an outside order. Let's invite FRANK! Usually the Hostess will ask you who Frank is and you can explain Friends, Relatives, Acquaintances, Neighbors and Kids (people you know through your kids). I had a hostess tell me she didn't have enough chairs for more than 6 people, but I assured her with the open house AuraStella format people didn't need to be seated, and she ended up with 14 people at her show.
2. My house is too small. With the open house style of AuraStella all I need is a coffee table or kitchen counter. We are going to keep the refreshments simple, and people can come and go as they please. If the hostess is still hesitant about her small place, offer your place - she can do her show without any clean up. Most times this will prompt them to think of someone else they could do a show with (and now you can get two shows in at one time).
3. So and so or such and such group of people don't do this sort of thing. That's OK, people don't have to attend the show in order to take a look at all our fabulous jewelry. Your co-workers and anyone who isn't interested in attending cans till browse a catalog or with AuraStella's online shopping shop on the web directly to your party. In my experience no one is offended that they have been invited, but people can be hurt that they were not invited. Give them the chance to decide.
If your hostess has enough time ask her to take out a pen and paper and write down the one category of Frank at a time and fill in 6 names. When she is done she will have 30 names. I then encourage her to sit down and add to any category. I even offer to do special invitations for groups of people (like moms at her child's school or the neighbors).
Time to wrap up your first call. Thank Suzzy Hostess for her time tonight and for working to make "OUR" show a success. I ask her to continue working on her guest list, and to start calling people and asking them to save the date, and get mailing address information for anyone she doesn't have it for. I set up our next coaching call 48+ hours from that day.
Call #2 3-4 days after you have met the hostess.
This call is about getting a guest list. Regardless of who is mailing the invitations get the guest list information (just names and phone numbers if she is not comfortable with giving you addresses). If she is mailing invitations, make sure she has her personalized invitation. I create one in Word and then email it to her so she can print it out and address it, as well as forward it by email to her address book. If I am mailing the invites I make arrangements to pick up the guest list (or if she has the time, I take it and addresses over the phone). I address and mail invitations the day I get her list. Whether she has 40 names or 4 names I tell her "This is a great start. You should also carry your guest list and 2 or 3 extra invitations everywhere you go. You never know when you are going to run into someone you forgot and can hand deliver an invitation. If you think of anyone you would like to add to the list for me to mail invites to you can call or email that information any time." If her guest list is small I brainstorm with her ways we can increase her guest list, and if despite all my efforts its still a small list, I tell her that I appreciate her opening her home to me and her friends, and that she is going to do the same work whether there are 5 people there or 15 people. I remind her to encourage her friends to bring at least one friend and for this I offer free shipping.
At this point I move on from the guest list and ask her for her wish list. If she hasn't completed it I ask her to get it to me in the next day or two so I can have those pieces at her show. I go over the hostess benefits, collecting outside orders, and having two people who will book shows before her party. Again I thank her for her time in making "OUR" show a success.
Call #3 After the invitations have gone out.
If I am mailing the invitations I mail one to the Hostess with a personal note to call and make sure all her guests got their invitations, after all she wouldn't want them getting lost in the mail. 4 days after I mail the invitations I call the Hostess to make sure she received her copy of the invitation and to see how things are going. As she gives me preliminary numbers I let her know that the best way to make sure her busy guests remember is to place a reminder call the day before or the day of. I encourage her to give me phone numbers so I can leave a simple message (lunchtime) reminding them about the show and introducing myself. I let her know that it will take me about 15 minutes to make 40 of those calls whereas it might take her all day, because people will want to chat with her. I tell her to keep track of the people who are not able to come and make sure to ask them to help her reach her goal by placing an order.
Call #4 The day before the show.
This call is get a final number, to encourage the hostess to collect her outside orders, to remind her to remind her guests and invite neighbors if she hasn't done so already. This is also the call where I get directions, and remind her to keep the snacks simple.
If a show is booked more than 3 weeks out you will need to make a few more phone calls, just to keep in touch.
If you practice this method of Hostess coaching you will have less cancellations, and better shows. Does that mean you won't have a stinker of a show? No, we all have those once in awhile, but by doing your job you help hedge your bets.
The thing to remember when you are hostess coaching is that you can handle any objection, you love your job and your product and you know that is going to love her free jewelry.
Friday, January 30, 2009
Cold Leads
So you have decided to start in the Home Party Plan business and you want to get rockin, without harassing your family and friends? So where do you find your leads, without buying them?
Simple you learn to think outside the box. If you have a wearable product (like my jewelry) you can and should wear it everywhere you go. When people compliment you on your jewelry you can respond, "Thank you this is one of the many pieces in my line. I would love to show you the entire line, can I get your information to send you a catalog?" This can be a yes or a no (if you want to hand out catalogs on the spot you can do that too, I just tell people that the catalog fee is a name and phone number, this way I can follow-up in about a week, and I mark it down on my calendar to follow-up. I also assure people that I will only call and speak with them once). I then thank them for their compliment and time and hand them a business card with my web information letting them know they can take a sneak peek online while they are waiting for the catalog.
If you can get a hold of the last catalog (AuraStella lets us order them free when we order other supplies as long as they are available) then stamp them with your information and print stickers that say call me for a new catalog and save 15% (or whatever you are comfortable with) on your first purchase. Then you can leave old catalogs everywhere you go. This also works if you have catalogs left over from the previous season that you purchased. I tend to speak with a receptionist before I leave a catalog. I briefly explain that I would like to leave a catalog for others to view and then I also leave a new catalog for the receptionist to look at and share with her co-workers.
Inside the old catalogs I hot glue a page of business cards that I printed at home with my contact information inside. Inside the new catalog I place a handwritten post it note with the benefits of joining my team or hosting a show.
Join as many networking sites as you can (I love the ones that are free). Keep track of the websites, your user name (I try to use the same one) and passwords. Then also track each time you visit so you know when you last visited and are not neglecting any sites.
Place fliers, find a local printer that you can work with or purchase some design software so you can make your own professional looking fliers and brochures at home. They must look professional, if they look like something a stay at home mom printed off in a hurry it may discourage your prospects. Post these fliers on all public bulletin boards. You don't need permission to post on public boards, but I ask as a way to make a personal contact with another potential customer.
Vendor fairs, Craft Shows, etc., can be hit or miss. Just because an event is pricey doesn't mean it will net better than one that is inexpensive. If you decide to do an event ask the promoter how many similar companies to yours will be there (I ask how many jewelers of any type). What the space size is, how it is being advertised, and if this is a repeat event, ask how many people attended in the past.
When you do these events keep a sheet with the information: Location, cost, what was provided, advertising, your feedback about it, and all leads. When a lead pans out you add that to the sheet as a result of the event. This will give you a more accurate tally of the event.
For example I total all my sales from the event, then list all the bookings (and after the show go back and add the amount from that show to the event sheet) list all the names of contact people, and follow-up with them.
At these events it helps to have a one day special. Purchase today and I will waive S&H charges, or you can save x dollars, or get a gift with purchase (I like to give the polishing cloth which costs me $4). I also print stickers that I put on the back of my business cards stating they can purchase online from my website and if they purchase within 7 days of the event I will send them an extra gift, but they have to put a note in on their purchase that they met me at this event.
It also helps to have a giveaway. I like to give away a gift certificate (good for 30 days only). Then I take all the entry slips (which have name, address, telephone # and email on them) and contact each person individually to let them know they didn't win the gift certificate but if they are still interested in free jewelry I would love to do a show for them...
Sometimes the weather doesn't cooperate, or people are not looking for what your selling and you will spend money and not make money. If you find that the majority of these events are not panning out in any way, you may want to not do these events.
Outside of paid events, you can also network within your community. Depending on your product, or service locate businesses that you can offer a service to. Do you sell Jewelry, Spa Products, Candles, or something that you can put together in great baskets?
If so call law offices (large firms and small practices), Accountants offices, other professional offices and offer a personal shopping experience. This is great right before the winter holidays, valentines day and mothers day. You can offer to bring a small selection of your product to them on their lunch and they can do their shopping quickly and easily. Once you have one person in the office booked let others know you will be there on this date showing to some of the other people in the office and you would like to add them to your appointment list while you are there.
Think about places that have mostly male employees, such as muffler shops, oil change places, auto repair shops, video game stores, etc. Take a small selection of your product and take a day driving to these places - try to avoid going when they are busy. Walk in and ask to speak with the manager or assistant manager. Thank them for their time, and make sure you let them know that you understand they are busy. Set up a show in the store for employees, offer the host rewards to the manager or assistant manager and either stay that day for a 1/2 hour or schedule a day to come back and pick up orders (this is best) leave catalogs and copies of your order forms. Make sure the catalog states right on the front of when you will be back to pick up orders and answer questions.
Now think about businesses that you can partner with. Is there a local coffee shop that you could visit with your jewelry once a month? I have four that I work with and I visit one a week. If I have a reluctant hostess who doesn't think her house is big enough I offer to allow her to do a show at the coffee house. Have the coffee house post you event with in the shop and do your own advertising.
With any event if you are going to be there, do your best to make sure you are not standing around with nothing to do. The point of these events is to find new business, but if you are going to be there invite your contacts to come visit you for a special deal, host a show at this event by simply sending people by, and advertise a Mystery Hostess event on craigslist, or other web locations that will allow you to do so.
Next: Hostess Coaching for Success
Simple you learn to think outside the box. If you have a wearable product (like my jewelry) you can and should wear it everywhere you go. When people compliment you on your jewelry you can respond, "Thank you this is one of the many pieces in my line. I would love to show you the entire line, can I get your information to send you a catalog?" This can be a yes or a no (if you want to hand out catalogs on the spot you can do that too, I just tell people that the catalog fee is a name and phone number, this way I can follow-up in about a week, and I mark it down on my calendar to follow-up. I also assure people that I will only call and speak with them once). I then thank them for their compliment and time and hand them a business card with my web information letting them know they can take a sneak peek online while they are waiting for the catalog.
If you can get a hold of the last catalog (AuraStella lets us order them free when we order other supplies as long as they are available) then stamp them with your information and print stickers that say call me for a new catalog and save 15% (or whatever you are comfortable with) on your first purchase. Then you can leave old catalogs everywhere you go. This also works if you have catalogs left over from the previous season that you purchased. I tend to speak with a receptionist before I leave a catalog. I briefly explain that I would like to leave a catalog for others to view and then I also leave a new catalog for the receptionist to look at and share with her co-workers.
Inside the old catalogs I hot glue a page of business cards that I printed at home with my contact information inside. Inside the new catalog I place a handwritten post it note with the benefits of joining my team or hosting a show.
Join as many networking sites as you can (I love the ones that are free). Keep track of the websites, your user name (I try to use the same one) and passwords. Then also track each time you visit so you know when you last visited and are not neglecting any sites.
Place fliers, find a local printer that you can work with or purchase some design software so you can make your own professional looking fliers and brochures at home. They must look professional, if they look like something a stay at home mom printed off in a hurry it may discourage your prospects. Post these fliers on all public bulletin boards. You don't need permission to post on public boards, but I ask as a way to make a personal contact with another potential customer.
Vendor fairs, Craft Shows, etc., can be hit or miss. Just because an event is pricey doesn't mean it will net better than one that is inexpensive. If you decide to do an event ask the promoter how many similar companies to yours will be there (I ask how many jewelers of any type). What the space size is, how it is being advertised, and if this is a repeat event, ask how many people attended in the past.
When you do these events keep a sheet with the information: Location, cost, what was provided, advertising, your feedback about it, and all leads. When a lead pans out you add that to the sheet as a result of the event. This will give you a more accurate tally of the event.
For example I total all my sales from the event, then list all the bookings (and after the show go back and add the amount from that show to the event sheet) list all the names of contact people, and follow-up with them.
At these events it helps to have a one day special. Purchase today and I will waive S&H charges, or you can save x dollars, or get a gift with purchase (I like to give the polishing cloth which costs me $4). I also print stickers that I put on the back of my business cards stating they can purchase online from my website and if they purchase within 7 days of the event I will send them an extra gift, but they have to put a note in on their purchase that they met me at this event.
It also helps to have a giveaway. I like to give away a gift certificate (good for 30 days only). Then I take all the entry slips (which have name, address, telephone # and email on them) and contact each person individually to let them know they didn't win the gift certificate but if they are still interested in free jewelry I would love to do a show for them...
Sometimes the weather doesn't cooperate, or people are not looking for what your selling and you will spend money and not make money. If you find that the majority of these events are not panning out in any way, you may want to not do these events.
Outside of paid events, you can also network within your community. Depending on your product, or service locate businesses that you can offer a service to. Do you sell Jewelry, Spa Products, Candles, or something that you can put together in great baskets?
If so call law offices (large firms and small practices), Accountants offices, other professional offices and offer a personal shopping experience. This is great right before the winter holidays, valentines day and mothers day. You can offer to bring a small selection of your product to them on their lunch and they can do their shopping quickly and easily. Once you have one person in the office booked let others know you will be there on this date showing to some of the other people in the office and you would like to add them to your appointment list while you are there.
Think about places that have mostly male employees, such as muffler shops, oil change places, auto repair shops, video game stores, etc. Take a small selection of your product and take a day driving to these places - try to avoid going when they are busy. Walk in and ask to speak with the manager or assistant manager. Thank them for their time, and make sure you let them know that you understand they are busy. Set up a show in the store for employees, offer the host rewards to the manager or assistant manager and either stay that day for a 1/2 hour or schedule a day to come back and pick up orders (this is best) leave catalogs and copies of your order forms. Make sure the catalog states right on the front of when you will be back to pick up orders and answer questions.
Now think about businesses that you can partner with. Is there a local coffee shop that you could visit with your jewelry once a month? I have four that I work with and I visit one a week. If I have a reluctant hostess who doesn't think her house is big enough I offer to allow her to do a show at the coffee house. Have the coffee house post you event with in the shop and do your own advertising.
With any event if you are going to be there, do your best to make sure you are not standing around with nothing to do. The point of these events is to find new business, but if you are going to be there invite your contacts to come visit you for a special deal, host a show at this event by simply sending people by, and advertise a Mystery Hostess event on craigslist, or other web locations that will allow you to do so.
Next: Hostess Coaching for Success
Thursday, January 29, 2009
Too Good to Be True
You know the saying If it's too good to be true, it probably isn't" and that is the case with a Home Party Plan business. For those of you less familiar with the term home party plan, these are the companies whose reps come into your home and set up a display for your family and friends to shop at and you as the hostess get some sort of reward.
Many of these reps and companies promise executive income for part time hours and of course "the product sells itself". Many people sign up hoping to dig out of credit card debt, or to make ends meat or even just to have extra cash, because after all, its easy and takes no time at all.
When you start looking for someone to sponsor you in the home party business and they tell you its easy and the product sells itself, run don't walk in the opposite direction.
Home Party Plans (HPP) are a convenient way for individuals to increase their income, around their current schedules, but it requires work. Even if the product (and jewelry is one of those) sells itself, you still have to get the product in front of people for it to sell itself.
Can you find a HPP that is inexpensive to join, that requires part time hours and that will yield a return on your investment? Yes you can.
First and foremost find a product you like, and that you think you can sell. For example I sell Fine Sterling Silver Jewelry, I cannot wear gold (we turn green - the jewelry and me) but I can wear Sterling Silver (as long as it has no nickel) so Sterling Silver Jewelry is the business for me.
There are people out there who will tell you a consumable product is best, but I will tell you if you love your product and your company you can sell anything.
Next find the company that carries the product you love. Do some Internet research and find out what you can about these companies. How long have they been in business? For me this was a key point. I wanted a company that was ground floor, and debt free. I found that with AuraStella. How many consultants are in your state and general area? If a company won't tell you this information before you sign up, I don't recommend signing up with them. I asked my sponsor how many reps were in my area and she sent an email to the company owner, who emailed me directly (within 24 hours) and told me the number of consultants in my state (less than 5 and all of them 2 hours away) she also offered to call me and answer any other questions I had directly.
Now that you have selected a company speak with several different reps from that company. Unless you are able to sign direct to the company the person who sponsors you is responsible for helping train you, and you want someone you can speak with and feel a connection with.
You do not have to sign with the first person who you speak with, and if that is the company policy then the company isn't looking out for you. Beware of sponsors making deals to get you under them, let the person persuade you not the free stuff, because when the free stuff is gone you still need to person to help you.
Look at the comp plan. If you don't understand the comp plan ask questions, and ask as many times as it takes for you to understand. The comp plan is important if you want to make full time income. There are lots of women in the HPP business that are making great money without recruiting, but the ones who are consistently on top, have built a team.
Ask yourself the hard questions.
1. How Much Money do you want to make per month?
2. Based on National Party Average (the numbers they put on the websites and local party average) how many shows per month do you need to do to reach that number? Now add 1
3. Can you commit to doing that many shows each month?
4. Can you commit to spending some time each day on the phone and in person with people building your business?
5. Do you have a support network?
Now lets get down to the brass tacks. You want to start this business to make more money, so why should you spend a ton of money to get started? I know the saying you have to spend money to make money, but not in this business.
For my example, I paid the minimum start up costs ($165 pays for one full year as a consultant, a web page with e commerce, credit card processing and basic business supplies). I had the option to buy jewelry at 50% off one time in my first 90 days. I did not take advantage of that option. Instead I just got started. I booked shows with nothing more than a catalog in hand.
Before you sign on the dotted line take the catalog(s) around to people and ask them what they think, would they be interested in the host rewards (in my case free jewelry) and would they help you out by having a show or giving you one name?
Ask if the company allows you to be your own hostess. Have a show invite all your family, friends, neighbors, etc. and ask them what they think of your intention to start this business. From you show book your first 6 shows, then use the hostess credit to get pieces to show and sign up.
That is where I started.
Total out of pocket cost to start $205 (sales tax and shipping and handling).
Next time. Where to find leads.
Many of these reps and companies promise executive income for part time hours and of course "the product sells itself". Many people sign up hoping to dig out of credit card debt, or to make ends meat or even just to have extra cash, because after all, its easy and takes no time at all.
When you start looking for someone to sponsor you in the home party business and they tell you its easy and the product sells itself, run don't walk in the opposite direction.
Home Party Plans (HPP) are a convenient way for individuals to increase their income, around their current schedules, but it requires work. Even if the product (and jewelry is one of those) sells itself, you still have to get the product in front of people for it to sell itself.
Can you find a HPP that is inexpensive to join, that requires part time hours and that will yield a return on your investment? Yes you can.
First and foremost find a product you like, and that you think you can sell. For example I sell Fine Sterling Silver Jewelry, I cannot wear gold (we turn green - the jewelry and me) but I can wear Sterling Silver (as long as it has no nickel) so Sterling Silver Jewelry is the business for me.
There are people out there who will tell you a consumable product is best, but I will tell you if you love your product and your company you can sell anything.
Next find the company that carries the product you love. Do some Internet research and find out what you can about these companies. How long have they been in business? For me this was a key point. I wanted a company that was ground floor, and debt free. I found that with AuraStella. How many consultants are in your state and general area? If a company won't tell you this information before you sign up, I don't recommend signing up with them. I asked my sponsor how many reps were in my area and she sent an email to the company owner, who emailed me directly (within 24 hours) and told me the number of consultants in my state (less than 5 and all of them 2 hours away) she also offered to call me and answer any other questions I had directly.
Now that you have selected a company speak with several different reps from that company. Unless you are able to sign direct to the company the person who sponsors you is responsible for helping train you, and you want someone you can speak with and feel a connection with.
You do not have to sign with the first person who you speak with, and if that is the company policy then the company isn't looking out for you. Beware of sponsors making deals to get you under them, let the person persuade you not the free stuff, because when the free stuff is gone you still need to person to help you.
Look at the comp plan. If you don't understand the comp plan ask questions, and ask as many times as it takes for you to understand. The comp plan is important if you want to make full time income. There are lots of women in the HPP business that are making great money without recruiting, but the ones who are consistently on top, have built a team.
Ask yourself the hard questions.
1. How Much Money do you want to make per month?
2. Based on National Party Average (the numbers they put on the websites and local party average) how many shows per month do you need to do to reach that number? Now add 1
3. Can you commit to doing that many shows each month?
4. Can you commit to spending some time each day on the phone and in person with people building your business?
5. Do you have a support network?
Now lets get down to the brass tacks. You want to start this business to make more money, so why should you spend a ton of money to get started? I know the saying you have to spend money to make money, but not in this business.
For my example, I paid the minimum start up costs ($165 pays for one full year as a consultant, a web page with e commerce, credit card processing and basic business supplies). I had the option to buy jewelry at 50% off one time in my first 90 days. I did not take advantage of that option. Instead I just got started. I booked shows with nothing more than a catalog in hand.
Before you sign on the dotted line take the catalog(s) around to people and ask them what they think, would they be interested in the host rewards (in my case free jewelry) and would they help you out by having a show or giving you one name?
Ask if the company allows you to be your own hostess. Have a show invite all your family, friends, neighbors, etc. and ask them what they think of your intention to start this business. From you show book your first 6 shows, then use the hostess credit to get pieces to show and sign up.
That is where I started.
Total out of pocket cost to start $205 (sales tax and shipping and handling).
Next time. Where to find leads.
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