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!

1. I don’t have enough money to get started.

Solution: I will be happy to show you how you can pay yourself back by holding a couple of parties in the next 30 days. Let’s put in perspective how little it takes to start a home-based business versus a franchise or brick and mortar style business.

2. I don’t have time to add a new business into my busy life.

Solution: How much time do you think it takes? If you can utilize drive time to make calls and watch TV or operate a computer an hour a two less each day, you can have a very successful Sydney Andrews business.  Busy people make the best Consultants because they are typically very organized and have a built in support system. They also know a lot of people and come in contact with propspective customers on a regular basis.

3. I don’t have any sale experience

Solution: Great, because none is required.  If you can follow some simple training tips and love to make people look and feel good about themselves you will be very successful with the jewelry at Sydney Andrews. We offer fashion trends and style suggestions rather than selling merchandise that is commonly sold in chain stores.  It’s a cliche, but true in this case, the jewelry sells itself.

4. I don’t know enough people

Solution: One of the many benefits to having a Sydney Andrews business is the fact that you will meet and make a lot of friends and acquaintances as you build your business.  You simply start with your warm circle of family and friends and they will lead you to people they know and you don’t. And so on and so on.  You usually know more people than you think.

5. I’m very shy and don’t think I can talk in front of people.

Solution: If that is something you would like to become more comfortable with, having a Sydney Andrews business can help. One of the most beneficial parts of having a business like this one, is the personal growth you will experience in all areas of your life.

What obstacles do you face when discussing this business and what suggestions would you make to encourage people to join our team?

In Carl Casanova’s book, What every Successful Person Knows!, he notes that if you plan on being a success in business or life, consider self-responsibilty first.  Each person is the source of her or his success.  At Sydney Andrews, taking responsibility means you are fully accountable for everything you are, everything you have and everything you achieve.  Your dreams, your home-based business, your education, your relationships, aspirations, goals and endeavors belong to you and you only.

Self-responsibility is a critical part in creating the outcomes of our lives.  It is also vital to the health of your home-party business.  The wellspring of success sprouts forth when the one in pursuit of success takes on, and is accountable for, the great and not-so-great of what happens.  There are no greater spoken words than “It’s about me, I own it, and I am responsible. I will do whatever it takes to make it right because it is my responsibility.”  Having your own business means showing up during your appointed office hours, spending dedicated time calling your hostesses and customers, booking parties and adding names to your prospect list each day.

What areas of your life and direct selling business have blossomed once you took responsibility for the outcome?  When were the results of your efforts at a party, on a prospecting call, or in your family life enhanced the minute you accepted that if it is meant to be, it’s up to me?

1. Time and Convenience (I’m too busy to make a commitment.”)
2. Money (“Everyone I know is out of money or work.”)
3. House or location (“I’m never home”, or “My house is a mess.”)

For the time and location issues, try using the Low-Carb Alternative party*–in other words, just give them the meat. Low-Carb dining is popular. Just as a Low-Carb meal needs to be light, flavorful, instant and satisfying, so it is with low-carb booking success.

Light: Minimize the presentation time and the number of guests required.

Flavorful: Power-pack the mini product demonstration tailored to their needs.

Instant: make it easy to book with you with minimal planning or lead time-book in close.

Satisfying: Cut the time, but don’t skimp on customer service.

One nice thing about Low-Carb parties is that they can be done virtually anywhere! Before and after presentations work well. They are done before the movies, after work, after exercising; in fact, meet them at the gym! Because the Low-Carb party happens without much notice, invitation are informal (a call or an email) and the hostess need not be stressed about her home or refreshments.

Of course, this recipe only works if you make the booking calls and offer! It might sound like this: “Sally, I would love to conduct a party for you because I know it would be successful and fun. I offer two options: we can do a regular party with all the bells and whistles, or I now offer a lighter low-carb alternative. What sounds most appetizing to you?”

She may laugh, but she will certainly ask you to tell her more.

Address the money issue with free product offerings for the hostess or for a guest who provides referrals. Also, adopting a genuine no-pressure sales attitude is the key! If you are passionate about your jewelry, you know they will love it once they see it. 

Catalog parties have become quite the craze. It’s a matter of  dropping off a catalog and some order forms and having them fill out the information on their time and place.

Here are some suggestions of where to find sales…

-School Front Office- the ladies love to wear the jewelry and show it off to other parents

-Doctor and Dentist offices

-Starbucks, Panera (post a flyer on the corkboard)

-Discussions in the gym locker room

-Supermarket

-Church or Synagogue

-Airport

*Thanks to Build and Big and Joellen Sutterfield, direct seller, for her low-carb alternative idea.