Watch and Learn

This summer I've been invited to a few home parties from other direct sales companies. I've enjoyed sitting back as "the guest" instead of "the demonstrator" and taking mental notes of what they are doing that I can incorporate into my business. I wanted to share.

The first experience was with a cosmetic company, my sister-in-law was the host. Her consultant asked her to complete the guest list, including phone numbers. My sister-in-law asked me for my permission to provide my phone number so I was already curious about this consultant. I've never asked my hosts for their friends & families numbers BEFORE the party, I wait and get them at the time of the order. See where this information comes into play.... a few days before the party I received my own personal phone call from the consultant. She introduced herself and told me she was so excited to meet me at ________'s house. She asked if I had any skin care concerns so that she would be prepared for me needs on the night of the party. She was very friendly, warm and upbeat and I felt at ease with her call. It made me excited to meet her, too, and to put a face with the name on party night. This also increased my commitment to attending the party. If your Gold Canyon party attendance has been low, try that approach!

Speaking of the same skin care consultant: about a week after the party, my products arrived. I received a phone call from the consultant to make sure I got the order and to explain how to use them. Her follow up and customer service was excellent, she didn't keep me on the phone a long time - just quick enough that I knew she cared! From my experience before the party, I already knew I was going to love doing business with her and this confirmed it! Again, she was an excellent example for demonstrators in caring for her customers. If you are struggling with repeat business or losing customers, try her tactic, a little phone call goes a long way :o)

A final testimony of this wonderful consultant, a couple of weeks after all of this, I went to my mailbox and found an envelope addressed by hand. Hmmmm, how often do you get that kind of mail? Usually everything in my mailbox is computer-generated junk mail or bills. I was very excited to open it up and what do I find? This amazing consultant's monthly newsletter! She had printed an uplifting poem, a product spotlight, and an invitation to her own open house on a bright paper. The newsletter also contained a "Customer Care Card" with my name on it, that she initials for every $10 I spend, then after $100 I'll get $10 off my next purchase. What a great way to keep customers coming back! I went ahead and ordered her featured product of the month, even though I have 4 other consultants from the same company who live closer to me, she has won me over by the way she does her business. Have you ever thought of a monthly newsletter for your customers? Or customer care cards? What a great way to win their hearts, too!

My final "watch and learn" experience was tonight I went to a friend's home decorating party. I was greeted by the Consultant when I entered the room. I thought this was great because at some parties the demonstrator just sits in the corner quietly. She had name tags for all the guests - made from the computer-printed labels with the company logo at the top and our names on it with a sharpie. I noticed that she was able to answer questions and direct her comments to the guests using our names, which was an effective way to keep our attention and personalize her demonstration. Another thing I liked about his demonstrator is that, not only did she have a lovely display in the room, she picked up each item from her display, spotlighted it, told where to find it in the catalog and passed it around the room. I was thinking of candle parties, and how often demonstrators sit everything out and leave it there for the guests to figure out on their own? If we followed this consultant's way, our customers could learn more about the different product lines we offer - candles, body and home. The final example I appreciated from the party this evening was her guest participation tactic. She made some "Auction Bucks" that she would pass out every time a guest asked a question. At the end of her presentation, she had two small items that she "auctioned off" to the guests with the highest bucks. It was a fun way to get us all asking questions and to give away free products (who doesn't love that?)

I hope you can implement these ideas in to your business and bust out the sales this August! Go team!!!!