By Jill Pfefer

It’s true, more and more I am seeing a strong trend today in providing education and letting your guests experience your product.  It’s how you can provide information and stand out amongst the rest!  The trend to sell with hard core tactics and by convincing your customer into a sale  is quite “passe”. I see more and more people explaining practical purposes for their product and how it can enhance their life.

Show your customers that by adding a simple accessory they can feel better about themselves instantly!  How great is it to get a compliment on something that they wear and get noticed by people they simply pass on the street! Teach them by adding, for example, a necklace they can mix up their wardrobe and and save money.  Instead of buying a new wardrobe, the necklace can compliment and tie into a lot of  their pieces they have had in their closet for years.

Here are some ideas you can mention at your next party….

1. Try before you buy.  At the party you have the actual samples.  Encourage your guests to try it on- let them try things they think are outside their comfort zone.  People get attached once they touch and feel it, it is something they can’t experience from a catalog or the internet.

2. Offer a personal closet consultation. Explain that you are there to show them how they can take one piece and tie it into their wardrobe. Bring out several outfits and show the diversity of your jewelry pieces. Give examples of how they can save money and look good at the same time.

3. Wow your wardrobe- Give examples of how your life and wardrobe has changed with the jewelry and how theirs can too. Share stories of how people have asked about the jewelry and how it really sells itself. Give examples of how a piece of  jewelry completely changed the outfit. Wearing neutrals are very popular today, why not show them how a bold colored pendant can completely change the way she presents herself.

Take note of how you see other businesses are offering education and experience.  Do you see it in the retail forum?  Are you experiencing it in social media and in reading about it in other blogs? I’d love to hear your feedback on how you integrate education and experience in your business.

By Jill Pfefer

Last month I took a wonderful class with Beth Jones-Schall from Spirit of Success. She gave a lecture “From Generation to Generation”based on information from researchers Strauss and Howe.  I didn’t realize it at the time but I took away so much information that afternoon that it has taken me several weeks to absorb it all. It was quite interesting when you break down the 4 generations, you can see how differently you will want to approach people with booking, selling and sponsoring .

Traditionalists (silent generation) 1925-1942 – The people from this generation are very adaptive because they have gone through so many events in their life such as the Great Depression and WW11. They are great helpers, they love their community and most of all they are loyal. It is very important for them to leave a legacy. The best way to communicate with them is face to face, on the phone or with a written letter. When approaching them, let them know that they are needed and they will make a difference.

Boomers 1943-1960- The people from this generation were brought up with if they dream big – the sky is the limit. They are achievement-oriented, competitive and want the very best. They are motivated by perks and prasie and enjoy leadership. Status and appearances are very important to them.  When approaching them  you will tell them about the great leadership opportunities your company has to offer and all about the rewards.

Gen X 1961-1981 This generation has the most flexible and portable people, they have grown up in a time where there is constant change.  They work well independantly and have had to start working at an early age.  They are realistic, seek balance and they want to be in control of their time so they can do both work and be with their family. Flexible hours are a key component to their work. You may want to approach them with the idea of hosting a party and how this can work with their schedule.

Gen Y 1982-2002 This generation has grown up with technology basically 24/7.  They are great  multi-taskers and mostly need to have several careers going at the same time.  They like structure, goals and progress. They work well as a team and are ambitious and influential.  They like to work for a cause.  The best way to communicate with them is through texting and email.  You may want to approach them by describing how your company has opportunities for  leaders and a team culture. This may be one grear opportunity to add to their income.

I’d love to hear some of your thoughts and experiences you have had in approaching different generations in this business.

Feel free to contact Beth Jones-Scall at www.spiritofsuccess.com for more information on this topic and many other topics she has taught on the direct sales industry.

I love this time of year- the New Year. Everyone is re-evaluating themselves and seeing how they can be more successful in the year to come. It is a time to set personal and professional goals and figuring out a way to be accountable and to stick to them. The important thing is to set realistic and attainable goals so that you can measure and see your results. By having disapline you will be able to see your results.

1. Look at the overall picture in monthly increments, with specific actions you’ll be able to map out and plan for the upcoming month in a broad view.

2. Break down each week, you can start by using a sample week and breaking it down to how long you will spend on your business each day. Mark which times you will make your sponsoring phone calls, which times you will hold sales calls and which times you will block out for your parties/events. By actually marking your calendar you will be able to block out the time for your business and put other respinsibilities into other parts of your day.

3. Every Monday night, for example, block out time to plan your next week-possibly using your sample template you have already created and altering it to your upcoming week. Keep yourself on task during the week by putting it in a place such as the refrigerator where you will see your schedule regularly.

4. Partner up with someone so that you can hold eachother accountable to your schedule. This can be as simple as a weekly call to touch base with someone on your team or even a best friend. Dicuss your accomplishments and your success in your businesses.

Routines are essential for creating lasting habits. Once you get into a steady routine your systems and organization will come naturally. What are your tips for setting up great disapline for the upcoming year?

Do you ever feel uncomfortable imposing on your friends , family and new contacts to host a party?  Do you feel that people are looking at you differently because you think they are thinking you have your own agenda? Do you feel like you are asking everyone for favors?

Sorry to say, but, the truth is “it’s not about you.”

Often consultants run their home party business incorrectly by asking for bookings.  Many consultants assume their hostesses are doing them a favor by holding a party.  Well the truth is there are a ton of benefits for the hostess to hold a party and have a fun filled evening amongst their own friends. With most companies, including Sydney Andrews, the hostesses earn a large percentage of FREE product based on party sales.  Also, additional items often can be purchased by the hostess for half off.  Many direct sales companies offer benefits to the guests as well, currently Sydney Andrews offers 10% off all orders over $100.00. Therefore this is a win, win, win senario- the hostess is eligible for free and discounted jewelry, the guests are eligible for discounted items and the consultant earns his/her commission!

Below are some examples of how you can approach booking a party- which one sounds best to you?

1. “Jane, my company is holding an annual conference and by booking a party I will be one step closer to being able to go this year”

2. “Jane, I am so glad you enjoy the jewelry as much as I do.  I would love to help you get as many pieces of jewelry as you can for as little cost as possible.  The best way to do this is to purchase an item tonight and book a party as soon as possible so you can earn the rest.  I have a few nights available in the next two weeks, would Tues. or Thurs of next week work for you? This is a great opportunity to spend quality time with your friends and earn free and discounted jewelry”

3. “Jane, I know you are fond of this jewelry line. Would you like to host a party for me?”

When booking parties it is better for the sentence to not end with “for me” type phrase. In option 2, “for me” was not mentioned at all.  When you focus on the other person it is not perceived as a favor anymore but as a geniune opportunity! When you approach it this way you will actually be helping them! Don’t forget, you are providing a wonderful service of FREE and discounted products to your hostesses and guests!

The following are some tips of where you can leave your business cards behind in your direct sales networking efforts. It is such a simple gesture but can lead to more business for you.

- Visiting doctors, dentists, hairdressers, bank- basically anytime you are doing a business transaction around town you can explain what you do by handing out your card.

-When you are paying for a product such as checking out in a clothing store- that’s a great time to strike up small talk with a salesperson. Many times the conversations starts with a compliment on the necklace I am wearing and I explain that the necklace is from a home party jewelry party and we would be happy to show her the rest of the line or do a home party.

- Slip a card in your outgoing mail and bills.

- When someone hands you a card be sure to hand one of yours back.

- In FREE LUNCH drawing boxes.

- With every product that you have sold and deliver.

-To every person at your events or parties.

-Put your card on magnets and stick to bathroom stalls.

- Write a note on the back of the card with the monthly special.

- On bullentin boards- I am always reading the board at Panera.

It’s a good idea to have your cards your home number, cell number, email address and replicated site if your company has one.

What other creative and successful ways have you found to pass out your cards?

Social media is such a fantastic tool for your direct selling business.  However, it IS social, which means that there are LOTS of people there…not all of them good people.  Now some people decide that they’re not going to engage in social media at all because of this.  However I believe that this approach will cause more harm than good for your business.  After all, if you want to attract leaders to your team, studies in our industry show that most director-level people started the business in their 20′s.  This is Generation Y, and they’re more comfortable communicating through social media tools than talking on the telephone!  And because there are SO many people engaging online these days, chances are you’ll miss out on a LOT of potential orders and reorders if you choose not to engage.

A better solution is to make smart decisions that protect you and your private information.  That way you can enjoy the benefits of social media, while avoiding the nasties.  Here are some tips:

Never list your real birth date, especially the year of birth. (This is open season for identity thieves)
Never enter your user name and password (for anything) into a site you did not purposely navigate to yourself.  I even avoid sharing my Twitter password on sites that need it in order to work.
Never give the exact time or address of where you’ll be. (The only exception might be an event where there will be a lot of people in a public place.)
Never share your home address (and possibly your home phone number) on any social media sites.
When sharing pictures of your children, you may wish to avoid sharing their names, where they go to school, their exact ages, etc.
If someone friends/follows you that makes you feel uncomfortable, unfollow/block them immediately.
If meeting an online contact in person for the first time, go with someone else, and meet in a public place.
If you’re sent a link to something, even by someone you know, double-check that the person sent it and their account wasn’t hacked.  (And if there are tons of misspellings in the words around the link, you can almost be guaranteed it’s spam…well unless your friend’s just a bad speller )
By making some smart decisions, you can meet a lot of wonderful people who will help your business grow.  You’ll also spread the word about your amazing company, helping even more people experience the benefits that you enjoy.  Just be wise, and social media will help you shine!

Jennifer Fong helps direct sales companies, direct sales professionals, and other home-based business owners leverage the power of social media to grow their businesses. A former direct sales company CEO, Jennifer is passionate about teaching direct sellers how to use social media tools to enhance their businesses in a strategic way. Visit Jennifer’s blog at http://www.facebook.com/l/d7813;jenfongspeaks.com and follow her on Twitter at http://www.facebook.com/l/d7813;twitter.com/jenfongspeaks.

Below is a copy of the letter she wrote…..

I’m glad you like your bracelet and I LOVE hearing that you get so many compliments.

 I would LOVE to help you out for your Spring Gala. I have a proposition for you that would make it a win-win for both of us.

 Are you willing to host a party for me? Assuming you are, with just $300 in sales, you would earn $60 in FREE jewelry (20% of your total sales), which would be enough to “buy” the necklace of your choice to use as an auction item. In addition, I would be willing to donate the earrings to match.

 Hosting a party is easy. All you need to do is invite a few friends – think of all the people who have previously complimented you on your bracelet – and the jewelry sells itself. Actually, the average Sydney Andrews party is well over $500 in total sales. (I used $300 in the above example to be conservative). And, once you hit $500 in sales, the FREE jewelry reward bumps up to 25% – that would be $125 in FREE jewelry….enough for a silent auction item AND something for yourself!

 Let me know what you think…..

I thought the letter was clear, concise and upbeat.  I am optimistic that this will be a win- win for Amy T. by her booking a party and having the hostess gift be represented in the auction.

I would love to here your feedback on thinking “outside the box” and getting party bookings.

In Direct Sales: 5 Secrets to Fill Your Calendar Without Overcoming Objections

By Lisa Robbin Young

With the changing economy, direct sales consultants are pulling out their hair trying to secure bookings and keep their calendar full. Even the most experienced consultants are “getting back to basics” in an effort to fortify their fading calendar.

But savvy consultants I know are still holding a consistent book of shows, with calendars that are full and steady.

As a business coach, I work with consultants with many different companies, and the successful consultants have revealed their ‘dirty little secrets to massive success – even during tough economic times. At first blush, these “secrets” are common sense ideas that will make you roll your eyes into the back of your head. Before you get dizzy, however, ask yourself how well you are implementing these secrets.

1. Create a schedule and stick to it. Top consultants will tell you that they work when they want to, and fill their work calendar around their life calendar. This is a critical component for any successful consultant. You need to know WHEN you want to (and are able) to work.

Mark it down and do your work when you’re working. By scheduling and utilizing time that is set aside to work, you’ll be a million miles ahead of the consultant that prays for bookings to fill the empty white space on her calendar.

When you know your next two or three available work dates at a moment’s notice, people take you and your business more seriously. And if you don’t have a show planned on a day you have scheduled to work? Work anyway! Practice your demo, download a teleclass, read up on product knowledge or network. Do SOMETHING to grow your business.

2. Desperation stinks. Customers and clients can smell desperation a mile away. When you need shows, and start doing “Crazy Eddie” antics to get them, people stop taking you seriously. You don’t see Bill Gates jumping up and down on begging people to buy Windows. Neither should you. This is where most consultants develop their fear of “being too pushy”. You should ALWAYS present the opportunity to join, host, or buy, but once a client says no, and you’ve answered her questions, leave it alone. I can’t count the number of recruits I’ve signed at a later date because I was patient and didn’t sit on their doorstep waiting for them to join my opportunity.

 
Attraction marketing (aka gravitational marketing) helps you create an identity, establish yourself as an expert in your field and draws interested, like-minded people into your circle of influence. They naturally gravitate to you and, ultimately, choose to do business with you – no desperation required.

3. Touch your business daily. While you can bet that Donald Trump isn’t sitting in the office every day making deals, he is touching his business in SOME way every day. Be it a public appearance, speaking engagement, television episode, or contract closing, he’s busy being an entrepreneur and making sure that his delegates are tending to business in his absence. Likewise, you as a consultant need to be making contact with your business on a daily basis. Your stor e is essentially “closed” any day you’re not working.

Working doesn’t just mean doing parties. It means preparing hostess packets, making coaching calls, holding recruiting interviews, doing customer care and follow up. You don’t have to work all day everyday, but you should make a point of doing SOMETHING connected to your business that propels you and your company forward.

By the way, YOU are the CEO of your own company as an independent Direct Sales consultant. Legitimate networking, travel and mastermind groups all count as touching your business. Organizing your desk, socializing on the phone, cleaning your stapler and vacuuming the floor do NOT count.

4. Keep in touch. Regardless of the method, hostesses, customers and recruits want (and need) to hear from us. A Ho stesses number one complaint is that their consultant didn’t make enough contact with them. Most coaching programs recommend ten different times to contact a hostess before, during and after a party. Customers should be contacted at least once every two months – and preferred customers at least monthly. Attraction marketing pros use ezines, conference calls, and newsletters to keep in touch, en masse, with a personal feel. These lead generating, rapport building tools are only part of the arsenal that propel the big money earners to the top of their company rankings.

5. Be “REAL” and talk to everyone. This is not exactly the same as the old-school 3-foot rule, where you would talk to anyone that would listen about your “amazing, ground floor opportunity.” Rather, this is an invitation to release inhibitions and strike up conversations with anyone and everyone about anything and everything. Be friendly. People l ike – and gravitate toward – friendly. Opening channels of communication help you to discover common interests, and open doors to natural conversations about booking, sales, and recruiting. When you are likable, and easy to talk with, people enjoy your presentations more. Enjoyable presentations lead to more bookings, more sales and more recruits – without having to beg for “just one more host” at any party.

As consultants around the globe are waking up to the power of the Internet, and the potential of automating contact with their prospects, more leaders are growing into powerful, marketing savvy machines. These attraction marketing whiz-bangs are raking in recruits, selling up a storm, and breaking booking records – without ever having to overcome a single objection, because people are seeking THEM out for their expertise and professionalism. They have become the hunted, instead of the hunter. Begin implementing these five secrets today and watch your business soar. Who knows? Maybe YOU’LL be the next top achiever at your company’s National Conference.

© 2008-2010 Lisa Robbin Young.Lisa Robbin Young is a certified direct sales marketing coach, teaching direct sellers to grow their business like a real business instead of an expensive hobby. Sign up for her free weekly ezine at http://www.homepartysolution.com

What are some of your greatest simple pleasures?

It’s the New Year and a new start! Now is a great time to start evaluating you and the direction of your home party jewelry business.  Take advantage and start with a clean slate.

1. Changing your focus changes your outcome! You are in control of your business in 2010 and ask yourself what it is you truly want.  Focus on the right things to help you achieve your goals.

2. Break your goal down into logical monthly steps.  What you do today will benefit you in the next 90 days!

3. Small changes add up to big results.

• Make a commitment to ask everyone at the party to see if they are interested in having their own party
• Offer and explain to everyone the Sydney Andrews opportunity
• Plan to spend at least 15 minutes a day working on your business such as prospecting calls, social media and networking.

4. Track your results.  See what has worked for you.  Do you have better results when you personally call the guests?  Has it helped to use an Open Date Card? Did the women engage more in the jewelry when you played one of your games at the party?

5.Think outside of the box and be sure to have fun with the New Year and New Opportunities!

Tell me what goals you are going to set -I’d love to hear from you!