Ideas to Implement

A few ideas to enhance your candle business this week:

$1,000 Silent Party. Phone ten past Hosts, customers or friends/family members and have them each collect $100 in outside orders. Put them all together and you have a $1,000 Party without even leaving your home. You can raffle off all the amazing Host incentives so each of your ten participating Hosts receive free products.

Calling All Customers. Get your phone, your customer phone list and a mug of hot cocoa. Sit by the fire and call all your customers for re-orders. Introduce yourself and say, "A really important part of my business is customer care and I wanted to call and ask if you are running low on any products or need any of our great new fall products for your home or work? I also have wonderful gift giving ideas."

Step out of the box today and see what it can do for your business!

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!!!!

Moms & Summer Business Helps!!!

This is information from a regional conference call at the beginning of the month, sent to me by my sales manager, Kathleen Quirk. Being a mother of 4 I really appreciated these ideas and hope some of you will, too!

Including your kids in your summer business:
*Do business at the park, the pool and other places you take your kids
Talk with host & recruiting prospects
Bring your laptop to return emails
Make customer care calls
*Meet prospective Demonstrators at McDonald’s where the kids can play in the enclosed playground while you interview
*Allow your children to experience the following so you can have extra time to do your business:
Vacation Bible schools
“Mothers Day Out” programs
Day camps—scouts, YMCA, summer school
*Gift wrap a Xerox box; (wrap top separate so it can be lifted off) Fill with inexpensive toys…tell your small kids, the only time they can play with this special box of toys is when you are doing business on the phone…when you get off the phone, have them pick up the toys and place them back in the box for the next time…keep rotating the toys to keep the box fun and exciting…

Summer Parties
· Vacation for your Senses party: Can’t afford a vacation this year? Join us for a 2 hour vacation experience with all of our tropical fragrances. Put display on a cute beach towel, wear a beach hat and carry product in a beach bag. Have the hostess serve drinks with tiny umbrellas in them and have tropical music playing.
· Emerge Spa Party: come pamper yourself and experience our fabulous emerge body care line.
· Unlit expressions party: You don’t have to burn candles to experience our wonderful fragrances. Come experience all of our unlit expressions: pod warmers, diffusers and much more. (Of course, candles are still for sale!)
· 5-1-1 Party: Tell the host she needs to invite only 5 friends and the each need to bring one friend and the party will only be one hour.
· Ugly Candle Party: Have the guests bring their ugliest candles. Give tickets for the sorriest ones.

Theme Parties
Pool Party—serve mimosas and light appetizers (with sunscreen)
Flip Flops and Fritos---or---Flip Flops and Margaritas
Play a flip flop game, example: have everyone put one of their flip flops in a large bag and hide the other flip flop in the bedroom. Pull out flip flops one at a time and people write down who they think the flip flop belongs to. Serve Fritos and dip or Margaritas.
Lawn chair party for an outside party. Ask everyone to bring their own lawn chair.
Game (points or tickets):
Aluminum chair—5 points or tickets
Torn or broken---10 points or tickets
Red---5 points or tickets
Blue---10 points or tickets
Cloth or plastic
Collegiate chair
Baked Potato Party—everyone bring a potato to bake at the party; (Put them in the oven after you play the game.) Host would have butter, sour cream, cheese and bacon bits. Can also add a salad. (To allow people that forgot their potato, the Host should have extra potatoes.)
Game (points or tickets)
Smallest potato
Largest
Most eyes
Shaped the funniest
Flattest
Wine and Cheese party: Game: have everyone bring their favorite wine glass in a gift bag…open the gift bag one at a time and everyone writes down who it belongs to. (Hint—without anyone knowing what you’re doing, take the bags to the bedroom and mix up the glasses and the bags because people will see the bag that their friends bring in.)

Why start a business in the summer? (Why sponsor in the summer?)
People are looking for summer employment
Key in on college students and teachers who are out for the summer
Mothers are home with kids
Become a Gold Demonstrator now so you can take advantage of fall fund raisers
There is no time like the present
Great promotions from Gold Canyon

Any of you who have one of these parties and submit pictures for our blog will receive a free gift. Start planning today - and have a wonderful summer!

It's Not About YOU

I was told a story of an experiment a man tried on an airplane. On one leg of his flight, he talked non-stop about himself to the person sitting next to him. The next flight, he asked the person next to him questions to learn about that person. Both people were interviewed after leaving the plane. The first person said the person sitting next to him was the most boring person he had ever met. The other person said the gentleman was so interesting and that he enjoyed talking with him. Hmmm. It goes to show that IT'S NOT ALL ABOUT YOU!

Dale Carnegie once shared this brilliant thought: "You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you."

According to Belinda Ellsworth, motivational speaker and direct sales trainer, "These words have literally changed my life and the way I do business. When communicating with others, the more impressed you are by them, the more impressed they will be by you. It's not about you; it's about them!

"When you're at your shows or sharing your opportunity, always understand that you're not the star. It's not about you. It's about the people whom you're trying to reach. Stop talking and start listening. Effective listening is a two-way street. It's a dialogue, not a monologue. This give-and-take is where the greatest learning takes place."

My challenge for you this week is to take a genuine interest in the people you meet. Be positive and look for the good in everyone. The more positive you are and the more you care for others, the more people will be attracted to you -- in your business and your life.

Flip Your Lid!

Below are a couple of ideas that was shared by Laurie H., Sr. Manager from TN:

Situation: Laurie went to a Pampered Chef party to purchase a specific pitcher. A customer at the party started telling everyone how her pitcher fell apart and wasn’t good quality, etc. Of course, the Demonstrator was horrified.

Laurie decided to start doing “Flip your Lid” calls to customers after they received their product. The purpose was to make sure the customer had taken the lid off her candle and started using it. Then Laurie would ask if the candle was burning the way she expected, smelled the way she expected, etc. If there was an issue with the burning, she would offer candle care tips. If this was a first time customer and she didn’t like the fragrance, she would try to replace it with something she had.

The main thing Laurie learned from the Pampered Chef party was that she didn’t want customers sitting at another Gold Canyon party talking about a candle, etc. they were unhappy with from their last purchase.

Laurie would also tell the customer she had an order going in soon (even if she didn’t have an order—she would send one in after getting enough sales) and ask if she wanted to order anything. She said she is having great success adding additional sales.

When Laurie makes the “Flip your Lid” calls, she keeps the conversation to talking about a maximum of 3 things to keep the calls short. That way when she calls this customer again, the customer is more willing to talk because she knows Laurie is not keeping her on the phone.

So, “Have you flipped your lid yet?” What a great one-liner to start the conversation!

Another idea Laurie uses when coaching her hosts: She tells them if they get 10 or more guests at the party, she will give them an extra 10 oz. candle. She then uses the Host candle availble inexpensively on your supply order.

You could also offer “an ounce for every guest in attendance.” If she has 16 guests, she would get a 16 oz. candle of her choice as a bonus. I would do the Host candle for 10 guests and then give her a goal of 16 guests she would get a 16 oz. of her choice, 26 oz. with 26 guests, etc.

Usually, I don’t like encouraging Demonstrators to give ‘extra’ to a host; however, this is a great sales tool because we know if we get the guests to the party they will purchase and book. The host has to ‘earn’ this gift.

Thanks, for sharing your ideas and success!

These are my challenges to you:
1. Start today doing your “Flip your Lid” calls
2. Make note of open-ended questions you will ask the customer
3. After you have made 10 “Flip your Lid” calls, share this information and your open-ended questions with me by phone or email.
4. Do 4 “Flip your Lid” calls a day for the next 5 days and report back to me.
5. Continue following-up with your customers.

Enhance Your Success and Your Income

"Consult not your fears but your hopes and your dreams. Think not about your frustrations, but about your unfulfilled potential. Concern yourself not with what you tried and failed in, but with what it is still possible for you to do."

--Pope John XXIII7

Do you realize how lucky you are? You are living in the land of opportunity. You are living in a time when everything is moving so fast, today's technology will be outdated tomorrow. That's exciting, because there is always opportunity in an ever-changing world. You can have anything you want but you may not want it bad enough to go after it. WOW!

I just attended an amazing training event (as a student) so I could learn about the new software we invested in last year. I was in a room with over 600 other entrepreneurs all eager to learn. It was awesome! Every one was so excited. It reminded me a lot of you and other direct sellers like yourself. You are excited to succeed in your business! You want to have a consistent "weekly income" but too often you let things slip through the cracks.

When you joined Gold Canyon you probably made a conscious decision to learn all you could before you got started and then when you were supposed to attend the first training something came up and you couldn't attend. The second training, another catastrophe struck and pretty soon you said, the heck with it, I'll just go out and muck my way through it and see if this direct selling stuff works.

A colleague of mine has often said, "I'm constantly amazed at how stupid I was last week." He is a constant student of learning. He reads one book a week, he attends trainings and workshops in his field and no matter how much he knows he said he always comes back from a training or meeting having learned as much if not more than some of the paid attendees. By the way, he is the speaker at the events.

Why is it, the people who already know a lot are always the ones eager to learn more? What are you doing to gain the competitive edge over other salespeople in your company? What will distinguish you from the "rest of the pack" when you are at a trade show or vendor show grabbing at the same people to get them to come to your booth?

Are you willing to go the extra mile for your customers? Are you willing to invest in yourself and your business? Are you going about your business in the same mediocre way because you are too stubborn or too lazy to change?

Some people have probably already quit reading by now. The sad truth is, it's probably the one's who need this information the most. I just have to say, I am really tired of the lousy attitudes of most people. I'm tired of hearing about the lousy economy (I live in Michigan so you can help us by buying a US made automobile.) I know people are out of work and I feel sorry for them, however I also know one man's misfortune is another man's opportunity.

Some people will go for another two or three years looking for the perfect job instead of trying something new and different. There is an amazing opportunity to earn an above average income with your direct selling company. How many unemployed people have you shared the opportunity with? Granted, this business is not for everyone, but are you at least sharing it with people to let them know what a fantastic opportunity it is?

Are you just like the others who are making excuses as to why they don't have the bookings, sales, recruits and money they want? Is it every one else's fault or is it your fault you don't have the income you want to take your family on vacation this year? Whose fault is it you don't have the money to pay off your credit cards? If you are in direct selling it's your responsibility to set goals, create and action plan and get off your bottom and go to work. I know you don't have a time clock to punch in to work (maybe you should) but don't you think you should show up for at least 10 hours a week?

If you are sold on being in this funky state of mind I wish you luck, since you'll definitely need it. If you are ready to step put of your recession and you want to take the next step toward financial independence and lifestyle freedom then continue reading.

Get out of your own way. Your negative thoughts are preventing you from having the success you desire. In his book "Success Principles", Jack Canfield suggests you put a rubber band on your wrist and every time you have a negative thought snap the rubber band and replace it with a positive thoughtI know many people who would be black and blue because they had to snap themselves so many times. I hope you aren't one of them. Do you find yourself doing just enough to "qualify" each month to reach your minimums. If so you will never rise above the mediocrity you continue to plan for and accept. Maybe it's time to "raise your own bar". You will never become better than your most dominant thoughts. If you have a severe case of "stinkin' thinkin" as Zig Ziglar would say, it's time to put some processes into action to change your thoughts to begin to change your life.

Face your fears. Are you one of the people who are afraid to take action because something might go wrong. GET OVER IT! I'm currently reading a great book that provides a whole list of people who went bankrupt at least once and then continued on to become very successful. If fear is preventing you from trying something new or taking the next step stop and ask yourself this question. "What is the best thing that may result from me taking this action." If the best thing that can happen is a whole lot better than the fear you are allowing to consume you then "put your big girl panties (or big boy boxers) on and deal with it" You will be instantly amazed at how much more you will accomplish in less time with less energy (worrying drains the heck out of you) and with much more enthusiasm.

Start Studying. How much time and money have you invested in yourself to increase your worth. Since January I have already attended one training and I have registered for two more to attend this year. The total cost for all three trainings including hotel and airfares will be approximately $12,000. Some of you are thinking, is she nuts? I guarantee you what I am learning is imperative for my success and the information I learn is passed on to the members of Direct Selling Doctor. I have been learning sales and marketing skills and have begun to teach these same techniques to our members to use in their direct selling businesses to help them keep the competitive edge over their peers. I also attend sales trainings, Direct Selling Association Events and other things that will help me to help you! You must be learning all the time! When is the last time you picked up a business book and read it from cover to cover?

Become a student of success. "Those who perceive themselves to know the most often find themselves at the bottom of the success ladder."--Karen Phelps

Keep Marketing. As soon as you get a prospect, customer or hostess you can't assume they are yours for life. You must continue to market to them. There are many ways to market to your list including mail and email. Every time you market to your list you need to have a reason for contacting. It could be notification of a sale, special promotion or upcoming event. Keep your name, number and website in front of your list all the time and they will soon become your loyal fans.

Get to Work. I am utterly amazed at how lazy people become when the economy is unsettled. It's like they are looking for an excuse not to go to work. There is such a thing as "speed to market" and the bottom line is when you have a new idea, or learn a new procedure you must be ready to begin using it right away. I realize now, that is what distinguished me from so many others when I was in direct selling and that is what distinguishes me from others today. I never took time to overanalyze anything. If it sounded good and I thought it would get me results I went ahead and jumped in. Too many people find themselves waiting for the perfect time, the perfect situation, the perfect prospect or whatever other stupid excuse they can find to not go to work. NOTHING AND NO ONE IS PERFECT! We can all hope to be great at best but I will never pursue perfection. It is a useless and complete waste of my time. I will always keep studying and working to improve but perfection is not a goal of mine.

Go the Extra Mile. What have you done to provide extra service for your customer, hostess or recruit. I have an awesome consultant, Melanie H., with Gold Canyon, who did my show last fall. She has since called me at least 3 times to make sure everything was okay and to follow up. She even ordered a replacement for a damaged item that was not ordered from her. She wanted to make sure I am a "satisfied customer." DO YOU FOLLOW UP AS CLOSELY with your hostesses and customers? I've got to tell you, Melanie is on the ball! I've had numerous other consultants over the years and most have been pretty good, but no one, SO FAR has done such an exceptional job to keep me as a customer. You need to spend as much energy keeping your hostesses and customers as you do getting them in the first place. Satisfied customers will re-order, refer and book a party from you. They will not even consider dealing with someone else because you have taken such good care of them. I have a whole list of people I CHOOSE TO DO BUSINESS WITH, because of the good customer service. I have sales clerks in some of my favorite stores who contact me when things they know I like go on sale, (more stores could benefit by doing this), I have preferred waitresses at many of our favorite restaurants and we've been know to wait for a table in our favorite waitress' section. Do your customers look for YOU?

Get to National Convention. There is absolutely no reason for you not to attend Gold Canyon's Annual Convention. (Well childbirth and caring for ailing parents could keep you away) You should also be attending the leadership teleseminars if you are a leader. What could you possibly think you have to gain by staying home? Are you using the lame excuse "I can't afford it?" (Wow, if I had a nickel for every time I heard that from someone in direct selling I'd be wealthy.) Do you understand how important it is for you to associate with and be around other happy, motivated, successful people from your company? If you don't have the money, here is a homework assignment: BOOK SOME PARTIES! How many? As many as it will take for you to get enough money to pay for your registration, airfare, meals and other expenses. ARE YOU WORTH IT? I think you are! I think you should do everything you can to make sure you are at Gold Canyon's convention. I have heard so many stories from consultants who swear that attendance at their company convention changed them and their business. Sometimes you just have to do what you KNOW YOU NEED TO DO! Sometime you have to figure out a way to make it happen.

Remember, you don't get what you deserve in life, You get what you plan for and work for. Are you willing to work for what you deserve? Tough times call for tough people and you will find the strong will survive and even prosper with their businesses. If you are not on road to prosperity it's time to begin the journey. Your next best life is about to begin with a single step. What are you waiting for? Do something NOW!

Happy Birthday to You

A good friend of mine had the cutest idea for her birthday party that we can all utilize in our businesses! She is having a home party and inviting all her friends to come buy themselves a gift and she'll use her host credit to get herself a gift! It is going to be so much fun!

Decorations, invitations, games and refreshments for a Birthday Candle Party are "a piece of cake"! The possibilities are endless.

If you haven't already, start noting your host and guest birthdates in your customer database, then give them a call a few weeks ahead to plan their Birthday Candle Party with you!

Another idea is to mail a card to your hosts/guests on their birthday with a discount coupon and/or a free tealight, Auto Gold or other small gift. Have fun and HAPPY BIRTHDAY!!!

Customer Service

Before I post on customer service, I wanted to give a quick recognition to 3 demonstrators I know of who have fundraisers in the works. None of the 3 are GOLD demonstrators - but all will reap the lucrative rewards of a Gold Canyon fundraiser. Great job, Shaunda, Traci and Katie!!!

Recently Stephanie Rouly held an awesome training session on customer service at an area meeting. The next day her husband shared the following clip with her and she was so kind to share it with us. ENJOY and thanks, Stephanie! Click on this link to watch a 5-minute video that will remind you of why and how we can make an impact in what we do. You may even want to share it with others, and I hope you will. It's amazing how one young grocery store bagger made such a wonderful impact on his customers.

http://www.stservicemovie.com/

Email me with ideas you use to make your candle business shine.

"Big Mac" Scripts

Okay ladies, here's some direct-sales vocabulary for you. The phrase is "Big Mac". At our training meetings my sales manager is always asking us if we make our "Big Mac" calls. You may ask what on earth a "Big Mac" is besides the hamburger at McDonalds... is the Big Morning After Call. This is what you should do the morning after your home parties.

This post is all about Follow-Up calls with your customers. This is the way you will have excellent customer service for your candle clients and it will set you apart from all the other candle girls on the block. Use these scripts and you will be AMAZED how well they increase your sales volume, return customers and sponsoring efforts. At first it feels funny, but you will quickly get the hang of it and before long you won't need your cheat sheet. Practice, practice, practice! I've done this and it truly works. Print this, open your customer database and pick up the phone. I'd love to hear your success stories!

Big Mac Scripts

The telephone is fabulous for follow-up. Don't depend on email. The more calling you do, the better you will get. Practice using these scripts and make up some of your own.

When making Big Mac calls:

“Hi, (Customer’s Name). This is (Your Name) from Gold Canyon. We met last night at (Host’s Name)’s Party. Do you have a minute? I really enjoyed meeting you and appreciated your order.”

If it was the Guest's First Party. say: “You mentioned it was your first Gold Canyon Party. What did you like best?”

If she is a Sponsoring lead, say: “You seemed to really love the product. Your enthusiasm was contagious! You really helped me sell the products. Were there other things you’d like to get that you didn’t get last night? Well, I wanted to let you know that there are two options for getting more product for a very small price or free … one is to book a Party and get all the Host Rewards and the other is to do what I do. What was it about my job that appealed to you?”

Another Sponsoring lead “I was so involved with the other guests that I realized you may have had some questions I didn’t have time to answer. What questions would you like to ask about our Host or Demonstrator opportunities?”

If she was interested in Host a Party, say: “Are you excited about getting all the items you ordered? It was hard to choose from so many great products, wasn’t it? (Customer’s Name), I’d love to do a Party for you and help you get some of the items on your wish list for free. I’m sure you have lots of friends who would be interested in what we have to offer.”

When you are ending the call, say: “As I mentioned at the Party, one of the most important parts of my business is service. You can call me with phone orders. I know how a birthday can sneak up on you sometimes. I can get you candles easily and quickly. Thanks so much for your time, (Customer’s Name). I’ll call you periodically to see what I can help you with.”

If you're calling someone who placed an Outside Order, say: “Hi (Customer’s Name). My name is (Your Name) and I’m with Gold Canyon. I wanted to thank you for placing an order through (Host’s Name). I like to get to know all of my customers and make sure they are aware of all the services we offer at Gold Canyon. Do you have a minute?”
“May I ask who you purchased your candles for? (Pause and listen.) I’m curious about how familiar you are with our products. Is this the first time you’ve purchased them? (Pause and listen.) Have you ever attended a Party?”
“I would love the opportunity to share Gold Canyon in person with you and your friends and family and help you earn free product like (Host’s Name) did. I’m also actively looking for people interested in the opportunity of joining Gold Canyon. May I tell you about it?”

You’re-Worth-Waiting-For “Timing is everything, isn’t it? I understand that you feel the timing isn’t right for you to get started with Gold Canyon. I just want you to know I think you’d be terrific and you’re worth waiting for. If things change, will you promise to call me?”

7 Steps to Getting and Keeping Customers and Hostesses

By Karen Phelps, Direct Sales Expert

Have you ever lost a customer or hostess because you didn't follow through? I'm sure you have. I know I lost many over the years because I just got too busy to follow up. I believe it happens to everyone and if you are honest with yourself you will admit that it probably has happened to you.

Today, someone almost lost me as a customer for their services. In fact, they don't have me yet and now they will have to prove to me why I should do business with them. The story began about 2 weeks ago when I decided it was time to review all of our insurance policies and make sure we are adequately insured at the best price. My brother-in-law just switched all of his policies over to a new agency and he saved $1,800 per year. I thought, WOW, I'm going to check them out so I got the name and number of the agent and made a call the same day. The agent was not in but did return my call the next day. I was traveling and the call went to the home answering machine and 3 days later, when I returned I listened to the message late on a Sunday evening. Ten days came and went after I listened to the message and I was so busy I never remembered to return the call. During this ten days the agent never tried calling me again which was not smart as I had made the initial contact in the first place so she knew I was looking to compare.

I just had to pay my auto-insurance and I realized I had not heard from the agent so I called her back. I said, "Hi, this is Karen Phelps." She replied, "Karen, I never heard back from you so I figured we wouldn't be doing business." YIKES!! I replied, "I'm very busy and I travel a lot, you should have called me back again." I think she was taken aback for a few minutes but I hope she took time to realize the importance of my statement. When someone tells you they are interested, ASSUME they are interested until they tell you differently.

Are you thinking, but isn't that being pushy? Absolutely not! When someone gives you permission to call them to order or book a party later, assume they are interested until they tell you NO! The insurance deal this agent could pull off is worth thousands of dollars of which she will receive a commission. Why would she even think of not calling me back in a day or two if she didn't hear back from me? So what can you do to get and keep more customers and hostesses of your own? Here are a few suggestions:

1. Find out what your customer is interested in. I love working with a salesperson who takes time to ask me questions before they try to make the sale. Have you ever gone to purchase an appliance and the salesperson tries to push their favorite item on you and it may not be what you are looking for? It's hard to have one style, one brand, or one product be a perfect fit for everyone. The main reason people don't make another sale or get a booking is because they have not discovered why the prospect might be interested. You can't sell someone something they don't want or feel they don't need. You must discover the reason they need or want your product. Then you will be able to recommend products or services to fill the customers needs.

2. Remind the customer you are always looking out for their best interest and that you will keep them informed of sales, special offers and information that may be of interest to them. You can say something like, "I'll send you emails when there are specials and call when something exciting is going on. There's no obligation and you can remove yourself from my preferred customer list at any time." People are more likely to allow you to stay in touch if there is no obligation. That's one of the reasons I love the "Maybe Later List" which is in the "It's a Party Out There Workbook." It's easy to make calls to people who have given you permission to contact them.

3. Always ask for permission to contact them and keep them informed. You may be reading this right now because on this website I asked if you would like to receive direct selling success newsletters and you entered your name and email address to receive the subscription. Are you doing the same with everyone you meet? Are you asking for permission to share information of interest once a month? Do you have a system in place to keep track of your leads so you can email a monthly newsletter with suggestions on how to use your product to improve their looks, health, home, life, etc?

4. BE PROMPT! If you set an appointment or a time to call, make sure you arrive or call at the appropriate time. Your professionalism will shine through when you are prompt. Most people (me included) prefer to do business with professionals and professionals are not late!

5. Ask yourself, "how would I want to be treated?" then do the same thing for your customers. I love good customer service but I don't want someone who is too pushy. I've walked out of car dealers when I went looking for a new vehicle and the salesman refused to address me. I've left a furniture store when the salesman huffed under his breath because I didn't make a decision right away. I love someone who is assertive and attentive to my needs but not someone who is aggressive.

6. Know your stuff! I love working with someone who has done their homework and knows their products and services. So, whether you are a new consultant or you've been in the business for awhile you need to know, understand and be able to explain why your product or services are different or better than the rest. Why should someone buy your product? Why should someone book a party with you? What is the benefit to them for being a hostess? How can someone benefit by becoming a consultant? You must know the answer to the questions before they are asked. So, if you are new and you haven't taken time to read through the materials your company has available for you it's time to do so.

7. Under promise and over deliver. Make sure you can deliver what you promise. If you tell a customer something will arrive in 2 weeks and it comes a few days late it doesn't look good. If you tell a customer her order will arrive in 3 weeks and it arrives a week early you and your company will shine! Don't make promises you can't keep and always keep the promises you make. People love to do business with competent, able and willing consultants. Your Hostesses love it when their order arrives on time (or better yet, earlier than anticipated.)

As a rule of thumb if you always put the customer first you really can't go wrong. Sure, every now and again you'll get someone you can't please no matter how hard you try. Hey, that's life and you'll have to learn to roll with the punches. Being a great sales person is easy. Having a large database of loyal customers and hostesses is easy too! Become the type of person you want to do business with and you will always have people who will do business with you.

Party Prep

I was just getting a few things together for a party tomorrow night and I thought I'd post my preparations. It's always fun to see what someone else is doing, so feel free to copy. Hopefully, this will spark something in your own creativity to share with the rest of us. This first picture is my "on time" drawing prize. I do a drawing to open every party - it's a fun way to get everyone gathered so I can start my presentation. Only the people who are there on time get to enter, and I obtain the guests' name and contact information little entry papers. You may recognize this elegant keepsake box from our Boutique Chic line. This is the pretty blue-green box from my FAVORITE candle in this line, the brand-new Woods & Vanilla Romantique. I burn that candle in my bedroom and I always have the cute boxes leftover..... so tie it up with some satin ribbon and voila! an adorable gift box. I had a little bit of paper shred I placed in the bottom along with a car freshener. I applied vinyl lettering spelling "Simplify" to dress up the votive glass. The two tealights in the glass were leftovers out of my own package. It is simple, cute, easy low/no cost, and I think it will be a fun keepsake for whoever wins tomorrow! Use whatever you have laying around to create unique prizes & gifts. Take some pictures and share with us!
These are the gifts for my booking game. After my short presentation, we'll play the game outlined here on the blog under Karen Phelps' convention lecture (find the instructions using the labels in the right column "booking"). I wondered if all my demos knew how cute these bags are, and if you knew they're available to you through the supply orders! On Essentials, click Action/Order Entry/Supply Order and use item #96351, Small Floral Shopping Bags. You'll get a package of 20 for $5.00. They are sturdy and cute and have the Gold Canyon Logo on them so you'll look professional and all. I've also used lunch sacks tied with pretty ribbons and tissue, or reused gift bags when I'm out of the Gold Canyon bags. For these gifts, I just picked items off my shelf that were out-of-date, or that I received for free or discounted prices from previous party orders. So all 3 gifts plus my host gift didn't cost me anything out of pocket - it's stuff I had on hand. Keep your eyes open for good deals so you can do the same. For example, one of these is Emerge Start Clean Body Lather. That would cost the customer $14.98 - but I got it on a promotion about a year ago for buy 1 get 1 free. Since I had stocked up so much I decided to get it out there. It didn't cost me but she'll not only use and fall in love with it, but she's going to think I really went all out for her!! Another bag contains the Garden Sparrow Set from our spring catalog. I used them in my living room all year, but I got bored and they still looked as good as new, so instead of donating them to charity, I dusted them off, put a fresh, new tealight in each of them, wrapped them in tissue paper, and badda-bing, another booking gift. Again, these are a $15-20 value, so the guest is going to feel spoiled. This is all stuff I had on hand by chance this time. You can get by with less if you need, in fact, send me good & cute ideas for inexpensive gifts and prizes, please!

The last thing I was putting together - well it was kind of already done I just had to update a couple of things - is my guest folders. At back-to-school time every year I stock up on these pocketed folders for 10-cents apiece at Wal-Mart. I keep a page protector in it and insert the current monthly promotional flier. For this party, in the left pocket, I put Gold Canyon's Holiday Wish List (.pdf file available through email) along with the second page of November's print quality promo file (available on Essentials, click Current Promotions on home page). I also have an order form - notice it's pink! I hate wasting 1-2 copies of our invoices because I really only need the original and ONE duplicate, not 3 duplicates for crying out loud! So when I get them, I put my contact information on them and then separate half of the copies. (Half of my invoices are white and the customer keeps the canary copy, then the other half are pink and the customer keeps the golden copy.) I try not to be tacky about it - like at this party everyone will have the pink ones. Notice my business card is placed in the front of the folder. If you don't have a business card, make one! Or order through Town & Country (Action/Marketing Tools/Stationary & Logo Merchandise). Flipping the page, behind the flier I poked an invitation card with the picture side facing out. I wrote in a sharpie on the invitation "Book a show with me and receive $10 Gold Canyon Cash". You can give out the actual Gold Canyon Cash guest booking certificates instead (available through Supplies, item #96436, $2 for 20). The post-card is more colorful and candle-ish though. In the back pocket I've placed an Opportunity Pamphlet, which is a recruiting flier that has been discontinued now but I'm using up my old stuff. You could add anything there to personalize it for your guests. I also slide a catalog inside and clip a pen to the front. As guests arrive I hand each one a folder and as they leave they hand them back. Taking eight is usually sufficient, and I always carry extra supplies in case there's a big turn out.

Another thing you don't want to forget when you're preparing for a party is to get change! It's a little embarrassing when it's time to take their money and you can't make correct change. So break up a twenty or two, grab a handful of change out of the ash tray, and take it in a bank bag, cash box or envelope so you look like you're organized with your money! And don't forget to take your samples! (Right Traci????) Tomorrow I'm also taking some fall table cloths and fake fall leaves and a few of my other home decorations to make the table pretty. I'll stick my camera in and if I don't feel too conspicuous I'll snap a few shots for you guys!

One last thing I always do before my parties is raid my house for everything Gold Canyon. I have a little basket of my Homeology sprays, my Emerge products and my 1/2 burnt candles in their holders. I take it all with me - there I will share my personal products for testers and if the host doesn't have a candle to burn I'll let her pick one (or two or three) of mine to have going at the party (Don't forget to take it back home with you!!!)

You know, I'd really love for this blog to become a forum! I hope you're not all sick of hearing from me, but this is what I have to do till I get you all on board! Sign up for a Google account (take 5 seconds) and leave some comments, or email me and I'll post your ideas, pictures and comments. THANKS EVERYBODY! Party Hard!

Testimonials

Just wanted to share a couple of positive emails I received this week. Demonstrator Traci Rhodes shared an experience that a customer received Gold Canyon's 5-day sale promotion email, but didn't feel comfortable placing a web order. Traci encouraged her (great customer care), and the customer was able to complete the order on her own and wrote:

"Hi Traci! I am so excited because I just finished placing my candle order from the web site! I took your advice and ordered more candles! I ordered four candles and after I entered the promo code I automatically got a $15.98 discount!!!! It's like I am getting a FREE 16 oz candle!!! What a great deal!!!! And placing the order online was VERY easy! I am the least computer savvy person around, and I just went through it like I've done it a hundred times before!!! Let your customers know the discount is very worthwhile!!!
--Mishelle C."

Also, demonstrator Kathy Bull has been incorporating the Simply 2 program into her business. She wrote:
"I thought I would give you some great news. Well my contact two a day worked. I just did a party on Saturday and it hit 700.00 and the hostess isn't done yet. She has a few more orders to give me tomorrow."

Keep up the great work, ladies!

Just a few tidbits...

Monday I participated in a conference call with other Senior Managers in our region, hosted by our Kathleen Quirk at the home office. I always bring little ideas away with me and thought you might enjoy some of them as well...

Some of the demonstrators expressed an inability to get "home" parties - many are leaning towards "catalog" parties. This wasn't the case with the panel of Senior Managers on the phone, only a few had experienced this challenge. That means LOTS of people out there are willing, and having home parties. But an idea that might help your host lean towards a HOME party would be to increase your offerings; add a little "something" to your host gift and let your potentials know, if they have a catalog party they will get such & such but if they have a HOME party they get that PLUS ________. (Don't break the bank, do something you can afford or that you have on hand already). If any of you have more ideas for this, please comment or email.

Once you get your party on the calendar, be sure to use the booking game explained in the previous Karen Phelps post and you'll get a lot more parties coming down the pipe.

One demonstrator on the call was having a party and the "buzz" was that everyone in attendance had already purchased the candles they needed from a recent fundraiser. (I've heard this one before!) For some, this kind of talk could ruin the mood and dampen the party. But not this demonstrator! She jumped right in with a fantastic plan. She had bottles of the Homeology cleaning products on hand and a roll of paper towels for her demonstration, and she announced "We're going to have a cleaning party!" She assigned different guests a bottle and a task and they all took turns cleaning windows, walls, counters, tile, etc. Everyone had such a great time and the host's home was sparkling! Needless to say, lots of Homeology products were purchased that night! And to top the evening off, they all washed their hands with the Emerge Start Fresh Hand Soap, Grains of Truth Hand Scrub and Raise Your Hand Silk. It was a very successful party. Make sure you incorporate our unique lines into your parties and presentations - especially those of you who have been doing this business for a long time and might be feeling a little "blah".

It's been said that "the eye buys". If you have the resources and talents, take a minute to dress up your candles - a simple ribbon with a jingle bell tied to it, pretty raffia or bows, ornaments, candy, etc. Use little props from the dollar store to make your display more attractive. (See Fall ideas from convention post).

I received by email some spreadsheets you might enjoy and find useful for your businesses. One of them lists all of the current fragrances and prices by category, the other has all the fragrances, prices, tax and shipping (you would need to modify for your rates). You could use these lists for a number things, from wish lists, to party packets, to fliers, and more. If you are interested I will you email them to you.

The last idea is one that can also be emailed or you can create your own. One of the demos on the call uses a 1/2-sheet questionnaire for gathering new customer information. She sits them out at parties, boutiques and craft shows and anyone who fills it out completely receives a free tealight. The form consists of the following fields: Date, name, address, best time to call, phone #, favorite item/scent, party interest, interest in selling, interest in fundraising, email address. Again, please email me if you'd like me to send you a copy.

Thanks for reading! Come again soon!

Demonstrator Meeting 8/28

Traci, Katie, Erin

Our teammates who attended the recent meeting

Last Thursday we had a combined meeting with a few local Gold Canyon teams. Our theme was "Movin' and Shakin" and all of the convention attendees shared their "ah-ha" moment from conference. I brought home some new great ideas to share, read on!

First of all, our Regional Sales Manager, Kathleen Quirk was visiting from the home office. She announced the dates for next year's convention so you can start planning for it now. Please mark your calendar for Aug 12-14, 2009 in Phoenix.

Catalog Idea: Include a cover letter with every catalog you send out! Personalize it to your style, taste and customers. I've already incorporated this into my business, I feel great about it and I can't wait to see how my customers respond.

Party Favor: Print out little slips on your computer (or hand-write if you're neat or crafty) "Be a Smartie, have a party!" Attach each slip with stickers or ribbon to packages of smarties candies and fill a cleaned-out candle jar with them at your next party.

Another saying to use on a handout or write in catalogs, "When money's low, have a show!"

Customer Care: Remember to stay in touch with your customers. Get to know the people at your parties. You'll gain their trust and respect. People don't care how much you know until they know how much you care.

Feedback on our new diffusers: Some customers who haven't used this type of product may initially hold back because they're "too expensive". At our meeting, some of the demonstrators reported that they have shopped and compared diffusers from other companies. Pottery Barn sells similar products for $40, and Pier 1 Imports also sells expensive diffusers that aren't as fragrant. Personally, I found a $21 diffuser in ABC Distributing, with a few desirable fragrance choices, but I know from experience that the products have a tendency to be "discount store" quality. I think that Gold Canyon has priced ours well, and everyone is excited about the appliques and long-lasting 3-5months!

Product versatility: Our cute new tealight set "Tree Squirrels" don't have to hold just tealights! Home Goods store sells little acorn salt & pepper shakers that fit on perfectly. Our squirrels are only available while supplies last, so buy yours now!

Lysol vs. GC's Suddenly Scented Sprays: One of the demonstrators in attendance had a family member who works for a leading brand disinfectant spray company. All of the workers there love to purchase Gold Canyon's room sprays because the quality and fragrance is so much better than what they have to offer. Some of the employees actually attempted to break down the makeup of Gold Canyon's spray to figure out how they can improve theirs! I thought this was an exciting selling point for us!

Employee gifts: Now is the time to approach business owners and offer them ideas for their employee holiday gifts. Create a packet with a cover letter, catalog and some gift suggestions to deliver for presentation. Provide 3 price-point packages (they usually pick the one in the middle - make it count!) You may consider offering a discount on quantities and/or gift wrapping. Be sure to include your cost on gift wrap to your sales prices. Contact local doctor's offices, banks, realtors, law firms and other businesses you frequent.

Approach holiday parties this way - instead of focusing on how busy the season is. Invite your customers to party now and do their holiday shopping with you. Have wish lists, make lists of "who" their shopping for, etc. and then "save them from the mall" by helping them shop for everyone on their list WITH YOU!

Holiday Idea: Offer a 12-Days of Christmas program. Predetermine 12 small gifts from Gold Canyon and sell them in a gift bag as a ready-to-give gift. All the purchaser needs to do is slip one on the recipient's desk, pillow or doorstep each day for 12 days leading up to Christmas. (You may also wish to offer 8 days of Hanukkah).

Party Idea: Drop fliers off at businesses offering Lunch Parties where you can set up your display and have a few games in their office while it's closed up for lunch break.

Gift Certificates: You can make your own fancy gift certificates on your computer, or stop by the local office supply store the next time you drive by and pick up a pack of gift certificates. They come in so handy in this season, and it will give you another selling point to your customers who might worry about picking the wrong scent for a gift.

Advertising: Our Candle/Body/Home products are PERFECT for the person who has everything! We make shopping easy! Plaster this idea all over your fliers, newsletters, emails, catalogs, party invitations, etc.

Conference attendees at recent local meeting, sporting our "movin & shakin" t-shirts and sharing ideas and helps we brought back from convention.