Direct Sales Prospecting: Who Do You Know?
Looking for new direct sales customers, hostesses for your home shows or even recruits? One great strategy to find all of the above is to contact everyone you know and determine their interest. The problem is thinking of everyone you know!
You may have friends you’ve lost touch with or people you know from a club you no longer belong to, friends who live in your “old neighborhood,” or any number of other contacts that you’ve simply forgotten about or haven’t considered. Here are possible contacts you may not have thought about. Once you work through this list, you’ll probably think of even more prospective customers, hostesses and recruits that haven’t even crossed your mind.
• Accountants
• Auto insurance sales rep
• Babysitter
• Babysitter’s parents
• Bank tellers
• Barber
• Bookkeepers
• Business associates
• Candy stripers
• Car salesman
• Chiropractors
• Chiropractors’ Assistants
• Church family
• Church secretary
• Club members
• Co-workers
• College friends
• Convenience store clerks
• Dental hygienists
• Dentists
• Direct sales reps in other companies
• Doctors
• Editors
• Firemen
• Former business associates
• Former church family
• Former church secretary
• Former club members
• Former co-workers
• Former neighbors
• Friends of family
• Friends of friends
• Grade school friends (if you’re young enough)
• Graphic artists
• Grocery store cashiers
• Hair stylist
• Health insurance sales rep
• High school classmates
• Jewelers
• Journalists
• Life insurance sales rep
• Neighbors
• Nurse’s Aides
• Nurses
• Non-profit workers
• Optometrists
• Ophthalmologists
• PTA members
• Pastors
• Pet walkers
• Pharmacists
• Physicians’ Assistants
• Play group parents
• Police officers
• Postal worker
• Publishers
• School principal
• Security guards
• Servers at your favorite restaurant
• Shoe salesperson
• Spouse’s assistant
• Spouse’s boss
• Spouse’s co-workers
• Spouse’s club members
• Spouse’s former assistant
• Taxi drivers
• Tax preparers
• Teachers
• Teachers’ Aides
• Tutors
• Volunteers you know
• Writers
• Your boss
• Your boss’s spouse
• Your former boss
This list is by no means exhaustive, but there are surely people here that you haven’t thought of in ages. Get out your old phone book and give them a call. You can almost bet on finding some new customers, hostesses or representatives for your direct sales business if you do. And that means a definite increase in profit. So start right away!
10 Reasons to Use Twitter to Build Your Direct Sales Business
Unless you’re Bill O’Reilly, you’ve probably heard of twitter, and maybe even use it already to promote your direct sales business. If so, you’ve certainly discovered what a tremendous networking tool this can be!
But if you’re new to twitter, or haven’t signed up yet, here are ten reasons you may want to do so before the day’s over. Using twitter can be an extremely profitable way to build your direct sales business at no additional cost.
1. You can post a link to your website on your profile. While it may not be indexed by Google, since the pages have a nofollow tag, it does draw visitors to your site when twitterers visit to learn who you are.
2. You can brand your name. Offering free advice and information, rather than only advertising your business, will help build trust among your followers and help brand your name by making it recognizable to your followers. Then, when people need what it is you have to offer, they’ll think of you and your sales will increase naturally.
3. As long as you go about it the right way, you can promote your business on twitter. You can post (up to 140 characters) about new blog entries, sales you’re holding, coupons you just released, hostess goodies you offer, benefits of doing business with you rather than other reps in your company, and more. Just don’t abuse the privilege or people will unfollow you. And add some useful non-advertising content in the mix.
4. Get your questions answered. Send out a twit (a post on twitter) with any question you may have. You’ll get lots of answers from a variety of perspectives.
5. Get input on your new website design or blog post. Let your twitter friends know what you need and they’ll give you an honest opinion, typically filtered with kindness and respect.
6. Expand your circle of influence. The interaction on twitter promotes online friendships and valuable networking. Recommending those you follow to others encourages them to do the same for you. And you can quickly and easily build a twitter full of loyal followers who’ll listen to what you have to say.
7. Twitter is also a tremendous place to find new knowledge on a variety of subjects. Just as tweeps (people on twitter) will learn from you, you can learn from hundreds of others in your field of direct sales or in other, totally unrelated, fields. The potential is truly unlimited.
8. Build your direct sales team. For direct sales consultants who are recruiting, twitter can be invaluable. Post that you’re looking for additional consultants and direct people to your website for more information. It’s an easy, painless way to offer your business opportunity to prospective consultants.
9. Use twitter to announce new products. Many people are online searching for things they want to buy. Letting them know when you offer something new can draw added sales to your business.
10. Announce upcoming events, sales meetings, seminars, shows and more through twitter. You may or may not get people who are interested in attending, but if nothing else, it lets them know what’s going on in your business and keeps you in the forefront of their minds. That’s a great place to be when you’re trying to brand yourself as the consultant for your particular direct sales company.
While this doesn’t cover all the ins and outs of twitter, and while you may not understand all the twitter-ese unless you already use twitter, hopefully, you can see the potential for growing and building a thriving direct sales business using this free and popular social network phenomena.
Use Subsellers to Increase Direct Sales Profits
The idea of subsellers (or helpers) in direct sales isn’t a new one, but many direct sales representatives neglect this profitable way to build their businesses with less effort than building a full direct sales team or downline.
The difference in a subseller and a regular team member is that the subseller is not a consultant for your company. She strictly helps to sell product under your account.
A subseller’s main purpose is to generate orders. She may be motivated by making some extra money (you can give her a percentage based on sales as noted below), or she may just want to earn enough to get her own products free. Whatever the reason, she will gather her own orders, collect the money from “her” customers, pay you, separate and bag her orders, and then deliver the orders she has collected.
If you decide to use a subseller, or more than one, be sure you have an agreement in place so she and you both understand what each one’s role is. Typical agreements include the following guidelines:
• Subsellers place bulk orders only. The subseller takes the orders from her customers, compile the orders, then gives you one order for everything she needs.
• Subsellers package all their own orders. You return the bulk order just as it was given to you and she separates it as needed.
• Sales Aids such as bags, samples, etc. should be made available for your subsellers at cost.
• Set a discount amount for your subsellers based on their sales. For instance:
• $50 or less in sales, 10%
• $51 – $100, 20%
• $101-$150, 25%
• $151-$200, 30%
• over $200, 35%
• Subsellers should be able to order their own products at the same discounted rate.
• Decide how you’ll handle giving her catalogs and brochures. You may give 1-2 and then charge for additional ones. Whatever works best for you.
• Set a specific time that orders are due to you. For instance, every other Friday by 6:00 PM.
• Let her know when her products can be picked up. For instance after 12:00 noon on the Wednesday after the order is placed.
• Decide on the payment form you’ll accept: cash, money order, PayPal, etc., and when payment is due. It’s best to require payment when the order is placed. This will ensure that your subsellers collect payment from their customer when orders are placed with them.
• Some representatives require a minimum order of as much as $50 from their subsellers. It’s up to you, but if you want to require a minimum, be sure to Include it on your agreement.
• Include a place to sign with an agreed upon statement such as:
This agreement can be changed or altered only with the signature of both parties, however, _____________________ [Your Name] reserves the right to terminate the relationship at any time.
• Above the subsellers signature, add:
I agree to these conditions and understand that I, _____________________, [Subseller’s Name] will be held responsible for all monies due.
• Have your subseller sign and date the Agreement and you do the same.
Now, simply make a copy for her and keep the original yourself. “Hire” as many subsellers as you feel comfortable working with to build your business much more quickly than you could on your own!
While you don’t have the same responsibilities for subsellers as you do for a full team downline, you will want to offer sales helps and ideas, as well as encouragement. After all she is helping to build your business. That’s why it makes so much sense to use subsellers to increase your direct sales profit without undue labor on your part!
Finding Your First Direct Sales Recruit
So you’ve decided you’d like to be a direct sales team leader. Congratulations! Now, it’s time to find your first recruit. This can be an exciting, yet frightening adventure if you’ve never considered recruiting as part of your direct sales business.
Here are some ideas to help you find your very first team member. After that, with a little experience under your belt, recruiting will come a lot easier. That first recruit seems to always be the hardest.
• Ask friends and family. Maybe a relative is just looking for something to do in her spare time, or has been considering starting a home-based business of her own. You’ll never know until you ask!
• Make up recruiting flyers and post them around town. Give details on your compensation program and include a tear-off strip at the bottom so interested people can contact you.
• Post an ad on Craigslist, kijii, GoLSN and similar sites. Can’t beat their free advertising for reaching people in your local area. Be sure to post in the correct category, however, if you don’t want your ad to be removed.
• If you have a prospect who is interested but unsure, invite her to spend a day with you before she decides. Take her to a home party, on a sales call or a delivery, or to post flyers around town. Whatever you do and wherever she goes with you, let her see how much you enjoy the business you’re in. She’ll be much more apt to make a decision the better she understands exactly what it is you do.
• Consider hostesses, especially repeat hostesses, as potential consultants. If someone has booked a show with you – especially more than one show! – they obviously like your products. Being a consultant for your company will help them earn even more products, so sign them up!
• Know someone who hates her job? She’s a prime candidate for a home-based business in direct sales. Talk to her about the flexibility she’ll have in her own business and remind her that starting part-time while she’s still working that job will give her the added benefit of having ready-made customers and hostesses.
• If someone admires your success and compliments you on your business, tell them how they can have the same thing for themselves! What a natural lead-in to recruiting.
• Wear a pin-back button that says, “Own your own business for only $X!” and wear it everywhere you go. People will comment and then you have a perfect opening with someone who is obviously interested in learning more.
• When mentioning your business to others, always mention the business opportunity as well. Yes, sales and shows are great, but finding recruits is another wonderful avenue to added profits.
• Keep in mind that not everyone is suited to direct sales. Some people don’t have the confidence, others don’t simply don’t like to sell. Whatever the reason, expect to hear no at times. Remember, though, that every “no” you hear brings you that much closer to the next “yes!”
• Share your business opportunity every chance you get. Emphasize the benefits of owning a home-based business and being a consultant with your company, and share your enthusiasm for your products. Your excitement will build excitement for your company and products in others.
If you’re serious about moving into leadership, get busy and find team member number one. Take that step and you’ll be on your way to the next level of success in your direct sales career.
Successful Strategies for Making Your Next Show a Hit
Want to succeed in direct sales through home parties and shows? Then make sure your hostess and her guests have a great time! Build a reputation for hosting fun, entertaining and informative shows and you’ll keep your booking calendar full all year long.
Here are some things you can do to ensure the best home parties possible for your direct sales business. Mix them up and use the ones you’re comfortable and the ones that get a good response from your circle of customers and hostesses for the best results.
• Play 2-3 Games
There are hundreds of possible games you can play. Consider Custom Bingo (using words related to your direct sales business), warm-up and get acquainted games, and many others.
Ask other direct sales consultants for ones they use. Search online for “direct sales games” or go to the library and check out a book on indoor games. Adapt as needed and offer lots of prizes!
• Hold a Door Prize Drawing
Create a simple drawing slip with the contact’s full name, address, phone number and email along with a couple of simple checkboxes like “I’d love to book a show in my home” or “I’m interested in owning a business of my own.” Have every guest fill out a form and draw a winner at the end for a nice (inexpensive) prize.
• Let Your Hostess Do the Demonstration
Ask your hostess if she has ever used your products before. If not, select a guest who has and have her to help with your demonstration. If you sell make-up, have her put it on herself or a guest. If you sell home decor, have her make an arrangement for you. If you sell candles, have her select her favorite scent and describe the mood it creates. And so on…
• Make a Custom Word Find Game
Use words associated with your direct sales business and make a word find game. Word finds are simple to make and fun to solve. Use the free online tool at Armored Penguin to create a custom puzzle that you can print and copy for your shows. Be sure to give a prize to the first one to find all the words.
• Provide Child Care
Many women would love to host or attend a home party, but often find it difficult to find a babysitter. If you have a teenager or two in your life, hire them to care for the kids in another room, a basement or the back yard while your show is going on. You can bet that the next time your hostess wants to book a home party, she’ll think of you and your excellent customer service!
• Host a Theme Party
Go for a summer barbecue, a pampering spa party, an upbeat dance party, even a modified costume party! Whatever you choose, get your hostess involved in the planning and make it an all out event focused on fun. It’s sure to be a success.
Whichever strategies you use at your home parties, have fun yourself. You’ll become known as the direct sales representative who hosts the best parties, which will ensure your direct sales business is a raging success!
10 More Ways to Find Hostesses
In direct sales, hostesses equal profits. So in theory, you can never have too many hostesses! Here are 10 more ways to find hostesses to hold a party or show for you.
1. Strike up a conversation while waiting in line at the checkout counter. Friendliness goes a long way, and even if you don’t get a new hostess, you can create a pleasant experience by sharing a conversation with your “neighbors.”
2. Have friends and family wear pin-back buttons that say “My [Wife, Sister, Friend] Sells [Product]!” These buttons are very inexpensive and well worth the price to give one to everyone you know who’ll wear it.
3. Wear your own button that says “Ask Me About …. [My Company]!” This is a great way to find new hostesses.
4. Don’t forget your coworkers. Many companies have policies about selling at work, but you can usually hand out catalogs during your lunch hour or leave a couple in the restroom. Just letting people know what you offer will get you new hostesses and customers
5. Ask your extended family members to ask people they know to host a show for you. Consider sisters and brothers, cousins, aunts and uncles, nieces and nephews, parents, in-laws. Give them a small gift for every referral.
6. Church members and pastors make great prospects, as do their wives and family members. Pastors are typically low paid and struggling to make ends meet. Many would welcome the opportunity to earn free products and discounts.
7. Talk to former hostesses and customers. You might be surprised how many people who’ve held a party for you in the past would welcome the chance to earn more free products and discounts. Ask them to do a catalog show if they don’t want to hold an actual party.
8. Host a free giveaway. Put a nicely decorated box or basket in local restaurants, salons, health clubs, etc. to collect names and addresses for a free monthly prize drawing. Call each entrant and invite them to host a show.
9. Give your current hostesses a free gift or discount for every booking they get you from their show. Make this something they want, but that they can’t get anywhere else for the best results.
10. Always carry brochures, samples, catalogs, flyers and business cards to share everywhere you go! Look for prospective hostesses in everyone you meet.
Is your calendar full yet? It should be getting there. If not, keep trying these and other ideas and you’ll certainly begin to see results in your direct sales success!
Article Marketing for Direct Sales Professionals
Offering articles for free reprint to online publishers, commonly called “article marketing,” is an amazing method for getting free promotion for your direct sales business. Anyone who took high school English can write a simple article. And all you have to do to get your article published is take the time to submit it to article directories. There are some basic rules you need to follow, though, to make the most of this free promotion.
1. Inform with the article, sell with your “resource box.”
Every article you write should contain a 5-6 line “resource box” or bio that offers publishers and readers a way to get in touch with you and learn more about your business. The accepted rule for publishing free reprint articles is that the publisher include a live link with the resource box. That’s what provides the free promotion from submitting articles – not the article itself!
Never try to sell with an article. Use the article to provide free information. Use your resource box to draw visitors to your site and to give information about you and your business.
2. Spellcheck and proofread before you submit.
Be sure your article is as error-free as possible. We all make mistakes, but you need to proofread each article several times before you submit it. Read slowly and try to catch as many errors as you can. Look at grammar, sentence structure, word use, spelling, and check for overall comprehension. Does your article make sense?
If possible, ask a friend to read your article, or hire a professional proofreader. Do your best and you’ll be rewarded with more publishers using your articles, which is more free one-way links for you!
3. Submit only to publishers who want the type of article you’ve written.
If an online publisher requests articles on Internet marketing, don’t send them articles on digital scrapbooking. And vice versa. Be sure the articles you submit fit the publisher’s needs and follows their writer’s guidelines. Not all article directories have guidelines posted, but the largest ones like EzineArticles.com do. Read them. And be sure your article adheres to their policies completely. Otherwise, you’re simply wasting your time and the publishers.
4. Write about something related to your business.
If your direct sales business offers candles, you can write about making candles last long, caring for candles, choosing candles for a certain type decor and more. If your business offers beauty products, you can write about skin care, fashion, etc.
Whatever it is your direct sales business provides, write about something related. That way your reader will be ready to hop right over to your website when they finish your article… just looking for more information!
5. Keep it short and on topic.
You always want to provide quality information so you’ll come to be known as a professional and an expert in your field of expertise. To do so, you need to use the number of words it takes to make your point and say what you want to say. But you also need to stay on topic. If your article is about organizing a desk, don’t write about organizing a kitchen. Too many novice writers make the mistake of cramming all they know about a subject into one article. Save some information for the next article and stay on topic with the one you’re writing now.
There will be other things you’ll want to know to find the greatest success marketing with articles, but these few tips will give you a headstart in getting your first articles written and submitted to online publishers so you can begin right away enjoying that free promotion you’ll earn.
10 Ways to Find New Hostesses
The backbone of any direct sales or home party business is continually finding new hostesses. Here are some ideas you may have used in the past but that will almost always bring you new leads.
1. Call everyone you know (again). Use the time to chat for a bit and catch up on news, but also to let them know about your latest hostess bonuses and discounts.
2. Post a new flyer everywhere. Create a colorful flyer to match the season, make dozens of copies, and post them in laundromats, beauty salons, health clubs, restaurants, schools, banks, day spas, etc. This is a good time to replace any flyers you may have posted in the past.
3. Take a handful of flyers with you every time you leave the house and share them with anyone who will let you. Consider grocery store clerks, gas station attendants, repair and delivery personnel, and more.
4. Hold a yard sale and be sure every customer gets a hostess flyer before they leave. Have lots of samples and products on hand as well. This is a good way to get rid of some clutter, too!
5. Create a small “tract” to leave with a tip for your server whenever you eat out. Include complete contact information and a simple invitation to host a show. Add a small sample and a decent tip for the greatest impact.
6. Contact retirement communities and assisted-living centers in your area and offer to do a fundraising party. Volunteer directors are always looking for fun, new activities for residents and they’re always in need of additional funds.
7. Contact local clubs and organizations and offer to provide a free workshop or class in exchange for them allowing you to set up a table with your company information in the back.
8. Place a small ad in local newspapers and community newsletters offering an added bonus for new hostesses.
9. Post free ads on Craigslist, USFreeAds, GoLSN and similar sites.
10. Leave a sample with your business card in the teller window when you go to the bank.
Give these simple tips a try and see if you don’t come up with several new hostesses to book your calendar full over the coming weeks!
Direct Sales:It’s All About The Momentum
What do you think of when you read the word momentum? Think of a marathon runner, keeping the pace, never slowing down to let the person on his tail overtake him. Just as a marathon runner holds a steady pace, so as to not expend his energy too quickly and sputter out, so should we in direct sales.
How do we do that? What is a steady pace in direct sales and how do we keep from sputtering out? Here are some tips and suggestions to help you get the momentum and keep the momentum going to help build a strong direct sales business.
1. Start off strong but steady. Don’t take off too hard and fast. Book your first six shows but no more. Book them over a two week period, 3 in the first week and 3 in the 2nd week. From there you will get other bookings for the following weeks, taking everything nice and steady. You don’t want to overbook yourself from the start because you will feel tired out and then get burned out from the get go and your family probably won’t like that you’re gone all the time. Having a lot of shows to deal with – until you create a system to handle it all -makes it harder to keep records then you get behind and feel unorganized. Starting out with a steady pace will keep you organized and going strong during your direct sales career.
2. Keep the momentum going by setting a goal of getting at least two bookings from every show. Be sure to book your new shows the same as in step one; 3 in one week and 3 the next week. In many direct sales businesses, holding 3 shows a week is enough to earn a good income. You will probably have a team meeting one day a week and the fourth day you will need for record keeping and organizing. If you need to hold more shows, choose the 3 days in a week and hold 2 or 3 shows each day. You could do a morning and afternoon or evening show. Be sure you are prepared with meals and check with your family first. You don’t want to be gone 8 hours a day, 3 days a week when your family needs you.
3. Set aside one day a week for record keeping, organization and follow up phone calls. This is very important. You need one day to update your records, record your sales and receipts from the previous week and make follow up phone calls to your new clients, new hostesses and old clients and for sales calls. If you keep a steady pace in doing these things, you will keep up your momentum and your business will grow and succeed. You won’t get behind and then have piles of receipts to catch up on, sales to record and phone calls to make. You will be offering your customers good customer service by making regular phone calls they can count on.
4. Set your long term goal and then set smaller, weekly goals to reach your long term goal. Some good weekly goals to keep the momentum are:
- Hold a set number of shows a week. If you don’t get your bookings at your shows then make phone calls to those who showed some interest but didn’t book at a show. Maybe the time wasn’t right or they didn’t think they could fit it in their schedule, but now perhaps something has changed. You never know unless you call. Make those calls – it’s your job. If you were working in an office and didn’t make the required calls you would probably get fired. Just keep repeating, “The phone is my friend.”
- Set a dollar amount in sales to reach each week. How much money does your family need to pay the bills or to buy those extra things you normally can’t afford? Take into account what your commission is and then set your goal to sell a certain amount each week. You will need to know how many shows you will need to hold to reach the dollars in sales that you want, so set your show goals accordingly as well.
5. When you find your momentum slowing down a bit, and it will, re-energize your business by making some warm market calls and some cold market calls. In these tough economic times, your resources like friends and family and their friends and family may run out, so you will need to find some new resources. Warm market and cold market calls may be just the ticket you need to reach a whole new set of people you wouldn’t have probably reached otherwise, so don’t be afraid or intimidated by making those phone calls.
6. Perhaps your momentum is slowing down because you didn’t reach some goals and you feel like you’ve failed. Remember this: You only fail when you stop trying. To get your momentum going again, set some new and exciting goals. Is the company offering any new incentives for sales or recruits? Then set your goals to reach those incentives You can change your goals, but never stop setting them and striving to reach them. If you always have goals to reach you will never stop growing.
Just like a marathon runner, when you start out steady and strong, keep a steady pace and look toward the goal, you will keep the momentum and your direct sales business will grow and be successful. Simply follow these steps and refer back to them often when you need some reenergizing and to get the momentum going again!
photo credit: Lindsay N. Kelly
Build That Momentum: Booking Your First Six Shows
You’ve signed the agreement and paid for your starter kit. You’re excited about starting a new career in the company that sells your favorite products and now it’s time to book your first shows.
The key to success in your direct sales business is holding shows, selling products and recruiting new team members. To get your business rolling, you need to get some shows booked so that you can meet the people to make the sales and sign up new team members. You can do all of this while you’re waiting for your kit to arrive and if you have someone that wants to book a show before you get your kit, well, that’s fine, too. Your up line leader will be happy to share some items to display until your kit comes. Here are some great suggestions for getting your first shows booked.
The key to momentum is to get those shows booked today! Sit down and start a list of everyone you know. Use F.R.A.N.K. to help you get some ideas – Friends, Relatives, Acquaintances, Neighbors & Kids (friends’ mothers, etc.) Make a long list of everyone you talk you, everywhere you go, whenever you go grocery shopping or running errands. Then start calling them, or talking to them as you see them, one by one. Take an hour each day to do this. Make it part of your daily business routine. Fall in love with your telephone. This “power hour” will become important to the growth of your business.
Start with the easiest person first, the one you know will say yes because they love and support all your efforts. Maybe this is your mom, best friend, or sister. Don’t know what to say? Your up line leader will be able to help you with that but if you want to get started and don’t want to wait for her, here’s a little script that will get you going. Be natural and real, a smile on your face will add a smile to your voice. Feel free to adlib and don’t feel like you have to “sell” them something.Okay, here’s the script:
Potential Hostess: Hello (that’s her answering the phone)
You: Hi (Hostess’ Name) This is (your name) How are you?
Potential Hostess: I’m doing good! How are you?
You: I just started a new career as a sales consultant with (insert name of your company).
Potential Hostess: Oh yeah! I went to one of those parties a few months ago. I really like the (insert name of product).
You: Oh great! Then you’re familiar with their stuff? Well, I’m just starting out and am starting to build my business, when would you like to have a show for me? (Did you notice how that question is posed? It requires more than a yes or no answer.)
Potential Hostess: Oh, well let me look at my calendar, hang on……..(waiting)……uuummm, let’s see, how about 2 weeks from tomorrow?
You: That works for me. I have 4:00 or 6:00 open, which will work for you? (Remember, you are in control of your schedule so give them a couple of options to choose from).
Potential Hostess: How about 6:00 that way I can have dinner done for my hubby when he gets home.
You: Sounds good. (Write in your datebook immediately). Okay, how many guests do you think you’ll have?
Potential Hostess: I can ask my mom, and Chuck’s wife, oh and let’s see…oh my friend at work was at the other party I went too and liked the stuff too, so I will see if she wants to come.
You: Oh, how about that lady you met at church a couple of weeks ago? Remember, she is new in town? I bet she’d like to meet some new people. (Make suggestions of people for them).
Potential Hostess: Oh yeah! I will ask her on Sunday.
You: Okay, and when you think of others, just let me know. I will send out the invitations (if that’s what the direct sales company suggests) to your guests, so get me their names and addresses as soon as you can. I will call you in 3 days to get those, okay?
Potential Hostess: Sounds good!
Say your goodbyes and make the next call. Do not forget to follow up! Follow up, follow up, follow up! Ingrain those words in your brain right now!
There are, of course, different scenarios that will play out. And your Potential Hostess might not say yes (I can’t imagine!) She may be too busy or something. If that happens, simply move on to the next person on your list. Always be polite and professional. You never want to be rude to them because they may change their mind and have a show for you in the future. Treat everyone you talk to as a potential customer!
Okay, so you got your first 4 shows booked! Good start! Your first show is in a couple of days so you need to get organized and don’t have time to make more phone calls right now because hubby needs dinner or the baby needs their bed time story. The goal is to get bookings from every show. Some companies give the hostess extra incentives for getting at least 2 bookings from each show and that is a good goal to set. So how do you do that?
Most companies offer incentives like discounts and/or free product for being a hostess. That is usually the main reason you will book a show, so talk about it throughout your show. If you are displaying or presenting a product that is also a hostess gift, be sure to let your guests know. If the hostess gifts are in the catalog be sure you direct them to that page and point out what they can win or get for free. If the company offers a nice discount based on the amount of sales at a party, encourage your guests and potential hostesses by informing them of the monthly specials and what it takes to get them.
As you sit down at the end of the party with each of your guests, ask them what they would like to have as a hostess gift. Here’s a little script to help:
You: So, Suzy, what is your favorite thing you saw or tried tonight?
Suzy: I loved the way (insert name of product) made my skin feel and look.
You: Great! Well you know you can get that for free just by having a few friends over like Catherine did tonight. Do you think you’d like to do that?
Suzy: Oh, I can get that free? Well in that case, sure! I could probably get some girls from college to come! They owe me! I’ve been to so many of their parties!
You: Fantastic. I have next Wednesday at 6:00 or next Friday at 2:00 open, which is better for you?
Suzy: Friday at 2:00! I don’t have class on Friday and all the girls will want makeovers before we go to the movies! (Assuming you’re selling skin care of course!)
You: Awesome. Thank you so much. Now, what would you like to buy tonight to help Catherine reach her sales goals?
Don’t forget to offer a purchase now. A lot of direct sales people make the mistake of offering their future hostesses the world for having a show, and then don’t make a sale at the original party where they first met them and are excited about the product. Don’t make that mistake. Do tell them the great stuff they can get for free or at a discount, but don’t forget about the show you are at currently. You don’t want your hostess sales to be low because you pushed show bookings but didn’t generate any sales in closing for them.
Encourage your hostess to get outside orders before the show to help her better reach her sales goals or hold the show open a few days so she can get more orders. When you make the follow up call to the person who placed the outside order, tell them about the hostess gifts and ask if they would like to get a discount or free product as well. Ask for a booking. Most people expect to be asked. Some will be armed with a rejection right away, but don’t let that deter you. Carry on to the next person and the next. Rest assured you will hear a lot of “no’s “in direct sales, but if you are confident of your product and know it’s the best around, then with some perseverance and determination, the “yes’s” will come.
Getting the first 6 shows is probably actually the hardest to get, so once you do get them, remember to follow up and follow through. When you do, you will have fewer cancellations and more bookings and they are the key to building momentum.
