tag:blogger.com,1999:blog-63081987203344640402024-02-01T19:07:15.718-08:00Steel Magnolia MommyI'm Heidi and this is my blog dedicated to being a fabulous mother, wife, and business owner...Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.comBlogger84125tag:blogger.com,1999:blog-6308198720334464040.post-49356431554275014192012-06-08T13:18:00.004-07:002012-06-08T13:18:51.667-07:00Calls: Just Do It<div class="separator" style="clear: both; text-align: center;">
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We've all heard those phrases before, you know the ones, 'eat the frog', 'bite the bullet', 'just do it'...Those phrases that are supposed to motivate you to get things done. There are countless books out there on procrastination and being more productive. The self-help section of any bookstore will have books that contain motivating stories, ideas, and quotes to get the reader to accomplish those hard-to-do tasks, and ultimately lead you to success. If you wander over to the business section of that same bookstore you'll find books on cold calling and facing rejection. These books will also provide stories, motivational ideas, and quotes to help you pick up the phone or make the sale.<br />
It's no coincidence that there are so many of these types of books written. It's because motivation is a difficult thing to truly obtain, and the motivation to make the sale is even more elusive. Okay, so what am I getting at here? You've been told dozens of times (or so I hope) that bookings are the lifeline of your business, so why is it so hard to pick up the phone? We need the motivation. We need to 'eat that frog'. We need to <i>just do it.</i><br />
<i> </i>Easier said than done, right? Making booking calls is probably the most terrifying task in a direct seller's business day. I can't tell you how many times I have avoided that call or just sent an email instead. It's <i>hard</i> to call someone out of the blue to ask them for what you perceive as a favor. It's hard because of that incredible fear of rejection. You're afraid of that 'no', you're afraid that they'll even hang up on you. You're afraid.<br />
If you're serious about your business, you have to overcome this fear. That's why I want to devote a series of Friday blog posts just to the subject of booking calls. We have to get over this fear and we have to use the phone. I'm not talking text messages or Facebook on your iPhone. I mean <u><i>call</i></u> people. We need to be calling our prospects. We need to be calling our team members and we need to be calling our hostesses. I am the first person to admit that I haven't done that in the past 5 months or so. I felt like I didn't need to because I was just booking from my shows. Let's just say I am paying for that false comfort now.<br />
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjdd8vdpm5JKZChBUfVMh8LyNzG3i7CSVJlZ_rQj21vwHubJqJ40Iy_a-EXEgsB6vvPz4MZbAb7bPVniUiNjCeRPEXWyeUFxlKJGpYYKbHwRxX5-RrN1Nm9l2DOy7WoLTC-ACHNIMBO0yk/s1600/telephone" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"></a>Do you realize it's so much easier for a person to reject you via email, Facebook message, or text? They can just not answer, they can say they never got it, or they tell you they're too busy, a task much easier to do when they're not hearing your voice. The reason we continue to "book" this way is because it feels easier to us. When they say 'no' or ignore your message you don't feel crushed. It's because there doesn't seem to be a real person there. You don't see their face or hear their voice. So let's go back to the 'good ole days' of business. Let's be women of integrity and make those calls! Don't worry we'll do it together...<br />
<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-48762500123336937892012-06-05T08:56:00.002-07:002012-06-05T08:56:45.537-07:00Booking Games! So, in the previous post I mentioned that I had been
<i>loving</i> the new booking games I have been implementing into my shows. These games were extremely helpful in getting new bookings for my business. The booking games that I'm going to tell you about are not created by myself. These are ideas that I have seen other consultants do in their businesses. Feel free to use these ideas as I have used theirs. I'm here to help.<br />
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The game that I have been mainly using is the baby purse game. There are several variations of this game that I have seen, but you will definitely need to purchase some "baby purses" (I'll provide the website for these at the bottom of the post). I have around 12 purses and I will probably order some more when I get to our next duty station. Here's how the game works: first you put a little piece of paper in each purse that says one of the following things 1) $5 off your order tonight, 2) $10 off your order tonight, or 3) congratulations the party continues at your house! I also put a piece of chocolate (or candy) in each purse. When I get to the show, I display all of the purses on a tray and when people ask about them I let them know that it's a game we will play later. During the game I pull out the tray and start by saying, " This is a fun game to play especially if you like to gamble a little. You DO NOT have to play if you don't want to. There is no pressure. You absolutely don't have to take a purse if you don't want to." This intrigues them into the game and then I explain,<br />
"I'm going to pass this tray around and you can each choose a little purse. DO NOT open it until we all open together. Each purse holds two things: a delicious piece of chocolate and a little card that could say one of three things...(Here I explain the three things I listed above). If you get the card that says 'Congratulations the Party Continues at Your House' you get to earn your own hostess perks and see me again! I just ask that if you take a purse and you get this card that you do hold a show with me. This will help out your hostess and you will get even more discounts and free products! So if you get this card you have to yell Woohoo!"<br />
Then we all open the purses together and the people hosting will yell woohoo! I also mention that if it wasn't so scary to risk getting that card, maybe they would all like to host shows anyway! Some variations I have seen have allowed them to take home the baby purses to keep. At this point, I have been having them return the purses to me. If the hostess has a daughter I allow her to choose a purse for her little girl to keep. The hostess can play this game but if she gets a host-a-show card she must host another one within the next 6 months.<br />
Sure I've had some of these cancel, but I love filling my books and letting cancellations fall where they may. How you divide up your cards into the purses is up to you. I have about a 50% gift card to 50% hostess card ratio for my purses and I might change it as my business grows. I have had a lot of success with this game but I have more game ideas to come...<br />
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This is the website with great game ideas and where I buy my baby purses:<br />
<a href="http://www.expressyourselfonline.com/">www.expressyourselfonline.com</a><br />
<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-64506472817104458122012-06-04T07:11:00.001-07:002012-06-04T07:11:21.720-07:00A Changing Wind...I can't believe I've gone so long without a blog post, especially after promising more to come. The past 3 months have been a true whirlwind in my personal, family, and professional life. I'm now getting ready to move from Germany back to the comforts of the United States of America. I have less than two months left here
and even less time with my business supplies. So, as my business winds down here I want to thank the people that have supported my business in any way. I appreciate my team that I have built here while I've been in Germany, and I hope they find the things I have found so far in my business. BUT, I'm not leaving Germany yet so I want to talk about some things that have worked in my business while I've been here:<br />
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1.) Booking games- Since the end of February, I have implemented the use of some great booking games during my show. These have absolutely sky-rocketed the number of booking I get at each show.<br />
2.) Networking- Here on a strict military post, we have some serious rules about how we run and advertise for our businesses, so my networking strategies have been adapted for them. I found that networking with <i>other</i> business owners has been the safest, most effective way of business socializing.<br />
3.) Connecting- I feel like I have worked very hard to connect with my customers, hostesses, and team members since we are spread out all over the world. There are some areas that I definitely need improvement in, but making an effort to connect with people makes a huge impact on your business.<br />
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There are other strategies that I have used to push my business forward, but I am not immune to setbacks and slumps. April and May proved to be <i>very</i> challenging to my business. I had the most cancellations and no-sales-shows that I have had in my entire direct sales career. There are many factors to blame, but what's important is that I won't give up. And so, I would love to hear how your April and May went! Did you experience a business boom, or a slump? Or did your business stay the same? Let's motivate each other to keep going!<br />
<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0pt none;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-50962851675975793182012-03-21T13:26:00.000-07:002012-03-21T13:26:52.138-07:00I'm back with more...Hello, sweet followers! Long time no-post right? Well my business and volunteering has taken off at lightning speed and I have been struggling just to keep up. My business take off is what you might be interested in so let me summarize some things that have been working for me:<br />
1. BOOKING GAMES. Amazing that I hadn't done this before, but these have been a real lifeline to my business in the past 3 months.<br />
2. New Team Member Incentives. (Both by the company and by myself.)<br />
3. Serious Self Discipline<br />
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So are you intrigued? Do you want to know more about my booking games or my team member incentives? If so, join me here tomorrow for all the details on some of the booking games that have kept me rolling!<br />
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PS I'm having my biggest business month EVER so tune in to find out how! :)<br />
I'm back.<br />
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<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com1tag:blogger.com,1999:blog-6308198720334464040.post-67774481192805729992012-01-21T02:56:00.000-08:002012-01-21T02:56:32.946-08:00Super Bowl Idea I'm back ladies, and I'm ready to tell you what I have been up to! In the last month and a half I have really been pushing myself to build up my team, and our production, so that we can become our own Unit in our company. We are getting so close to our goals so that's where my focus has been. I wanted to share with you a really cute Super Bowl idea that I received from my upline manager, Leslie.<br />
Many of you probably have, or go to, a coed/couples Super Bowl party. Turn this into an opportunity for you business, while you're still having fun! In a room away from your actually party, and TV, set up a super cute display of your products set up with a Valentines theme. During the game, let the wives/girlfriends check out your display and let them really take a look at your items. While they're looking at the display and catalog, have them write down their Top 10 Wishlist. Then, during halftime, have the husbands meet with you without their wives. Explain the wishlist to them and tell them that if they want to pick out some items from the wish list (or even just a dollar amount) you will have it wrapped and ready for them on Valentines day! How cute is this idea?!<br />
Now remember, the Super Bowl this year is on February 5th so this only leaves about a week for you to get the products, wrap them, and deliver them to the men before Valentine's Day. If your company ships fast, this may not be an issue but definitely consider the timing before you decide to host one of these events. Stay tuned tomorrow for another adorable Valentine's Day idea! <br />
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<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-13311639482685943882011-12-14T06:52:00.000-08:002011-12-14T06:52:40.069-08:00I need you...My dear readers. I am sorry I have been gone for quite a while, you know how it can be over the holidays. I really haven't gotten much feedback in the past few weeks from my readers, and, honestly, I need the feedback to keep going. You see, it's hard to come up with new topics every day that have to do with businesses. There's a lot of information out there but, without your input, I don't know which direction to go. So until I figure out a good process for this blog, and I find out what you all want to read about, the post will be far between. So what are you struggling with in your business? What areas of direct sales do you need the most help in? Give me some direction, and I'll work hard to give you some answers!<br />
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<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-49513654860434475182011-11-30T13:09:00.000-08:002011-11-30T13:09:22.022-08:00Hostess Tracking <br />
Good evening readers! How is everyone's week so far? Today I want to talk about a really important subject that's related to hostess coaching: hostess tracking.<br />
I spoke in an earlier post about layering your prospects and I have to say, that since that post, my number of prospects have been too great to "layer" in the traditional sense. I just haven't had the time to put every new person into a chart and track their process through my company. SO I have put my focus in to two different tracking sheets: hostess tracking and team member tracking. Today we will talk about hostess tracking.<br />
I just finished updating my new hostess tracking sheet and I'm excited to share the benefits with you. The idea of this tracking sheet is to easily be able to see where you are with your hostess coaching. Each column in the chart is for a different stage of hostess coaching. For example, one column can be for when the hostess gets her hostess packet from you, so in that column (in the row for that hostess' name) you will put the date the received their hostess packet from you. You can do this for their initial email, follow up calls, guest list, and more. By putting in an actual date, instead of just a check mark, you can keep track of where you are in the process.<br />
Another reason that tracking your hostesses can help you is because it lets you see your own numbers. You can easily go back and see who was a hostess, how well their party went, and how well you did with follow ups and coaching. A tracking sheet not only tracks the progress of the show, but how much work you put into the preparation of the show. You can see where there are holes in your coaching and make improvements as needed.<br />
So, now you can see how I've been tracking my hostess coaching. I would love to see some feedback or more ideas! :) <br />
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<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-17326338652750744802011-11-28T02:17:00.000-08:002011-11-28T02:17:08.612-08:00Climb Out of a Booking Rut! Hello Readers! I'm back and I'm excited to share some tips and ideas with you! Today's post is all about pulling yourself out of a booking rut. Maybe you've had a recent rash of cancellations, or maybe you're living in a new place, either way you MUST have bookings to keep your business humming. So, what are some ways to pull yourself out of a blank calendar?<br />
My favorite, and probably most effective way, to get at least one new booking is to do a party swap. Now, I know that I've touched on this before, but I cannot stress enough to you how effective it is! My friend Kathy Jo Henson approached me several months ago about doing a swap and it is STILL giving me bookings and new customers. We have even joined up for other events. It was like a shot of steroids to my business because we also bounce ideas off of each other like power partners. Find someone in your area that runs a small business that is in no way connected to yours. For example, Kathy sells wick-less candles and I sell jewelry; apples to roses, completely different! I held a party for her and she held one for me. Another benefit of doing this is that other business people are more likely to take the booking seriously, and make a real effort to get guests to their show. If you're new to an area and have not made friends yet, you could do an online show or make a promise to return the favor to that person once you've met some new people.<br />
Another way that I've talked about before is to do a booth. If you're living in the States there are always festivals, conferences, expos, and events that you can get involved in. Think about where your product could best fit: a wedding expo, home expo, craft fair, or even a baby expo. You can keep track of these online and you MUST jump on it when you can because these are very popular. These can require some investment for the booth so make sure you do your research first. Also, if you're military, consider pairing up with your local Spouses club to <i>create</i> the ideal event for your business. This can be fun and it's a great way to meet new people!<br />
What are some of the ways you pull yourself out of a rut? <br />
<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-18703827549364899152011-11-26T10:37:00.000-08:002011-11-26T10:37:51.692-08:00Coming Soon...Hi there Loyal Readers! I hope your Thanksgiving was as incredible as mine was. I am so blessed in so many ways, and it was fantastic to have my husband home this year. I just wanted to let you all know that I will be back on Monday with some amazing things to come, like: interviews with companies' top earners, ideas about implementing a referral program, booth success, and so much more! So stay tuned to this blog for your up and coming business ideas!! :)<br />
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<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-74233987639708109552011-11-18T06:56:00.000-08:002011-11-18T06:56:40.340-08:00What do YOU want? Hi readers! I had originally planned to talk about strengthening and implementing your business systems, but, instead, I decided to ask you what you would like to see on this blog. I want to know what kind of tips you want to see on here; do you need more networking tips? Do you need more booking ideas? What would you like to get out of this blog?<br />
I write this because I have a passion for direct sales and I truly believe in this business industry. I share my ideas, and the ideas of others, to help you, the reader, improve on your businesses. In order for me to provide quality content and posts for you, I need to know what you want to see. So please send me an email, or a comment and tell me what you want to know. <br />
<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-87535563436676930232011-11-17T02:20:00.000-08:002011-11-17T02:20:33.292-08:00Holdiay Booking Blitzes Here's another idea for you to boost your holiday sales and bookings. Hold a holiday booking blitz! If you are not familiar with the booking blitz, please check out my blog post titled Booking Blitzes. Offer a new kind of show/party to your customers for the busy holiday season like a Holiday Coffee.<br />
A Holiday Coffee is a show that is more relaxed and the focus is great gift ideas you can offer customers. A hostess provides coffee and light refreshments and people relax as you show them the great deals and ideas you offer as holiday gifts. Some hostesses even prefer to set this up as an open house where they slot the show for a 2 to 3 hour time period and people just stop by as they can. This tactic works well when you are dealing with a group of busy people.<br />
Create your new holiday show ideas and then set aside your time to do a booking blitz to all of your customers and contacts that haven't had their holiday show yet. Remember to really buckle down during this blitz and try to create an environment with very little distractions. This can be a great way to get some holiday bookings and new customers!<br />
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<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-63328966976587814122011-11-16T11:15:00.000-08:002011-11-16T11:15:59.365-08:00Great Business Book! I have recently finished a great business book that I wanted to share today. It's called <i>Endless Referrals</i> by Bob Burg. It provides some really great networking ideas and strategies. I found it to be a really unique book with a system that seems relatively easy to master. I got a lot out if it and I would highly recommend it to anyone looking to grow a small business or who is having trouble getting new customers! Check it out on Amazon! <br />
<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-73994171073290323032011-11-15T02:49:00.000-08:002011-11-15T02:49:33.368-08:00Getting Help/Assistants At some point, once your business is well established, you might start to notice that you need help in your office. So, at what point do you get help, and how much do you need?<br />
Obviously every business is different but here's some points to keep in mind. When you have a steady customer base, steady bookings, and have started building a team your time will be best spend on your Income Producing Activities. Labeling, mailing, organizing your office, and entering customers might not be the best use of your time. Consider this: if you spend an hour of your time labeling catalogs instead of booking calls, your time spent labeling just cost you the amount you would have <i>made</i> if you had done your booking calls. At some point you will find that these simple tasks (non-IPAs) are holding you back and you may want to hire someone to do them for you. I would suggest, for simple office tasks, a teenager that could use some extra money would be a good fit in your office. They can set up your mailers, label catalogs/products, enter new customers into your database, and more if you have the means.<br />
You might also notice that most of the "higher ranking" individuals in your company have more than one assistant. They probably hired them once they achieved a larger team and needed help to maintain balance. I had the privilege of working for an extremely successful Sales Director, Kristin Rogers, in her office and I saw the benefit of having steady help in your business. She had an assistant for her personal and household management, as well as an assistant that managed her office. The office assistant did things like answer phones, take and fill online orders, answered team member questions (if possible), managed her schedule, plus all of the previous mentioned tasks. Her home assistant ran personal errands, took care of laundry and dishes, and even did the grocery shopping. What I'm getting at here is that her assistants, her help, allowed her to better prioritize her life. She was able to focus on the IPA's that made her business successful instead of getting swallowed by all of her tasks.<br />
Maybe it's too early to consider getting help with your business but keep it in your mind. Even help around your home may help you prioritize your life and your business. <br />
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<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-87806006891737829022011-11-14T11:48:00.000-08:002011-11-14T11:48:36.033-08:00Husbands and Your Business<div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgW8BmO_w4uWvp_AJlrlxlVWrrZcLfGSpiVqtlsR2TIJSl4LMGlDwe1rDWLv_HehOGE_84IRZS4swDVi18VK_ZzidNeH-EyzUv3uNJGh3SyEf6RlqxBMONyils55umMDxH-JuCzrXY1PNk/s1600/060.JPG" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgW8BmO_w4uWvp_AJlrlxlVWrrZcLfGSpiVqtlsR2TIJSl4LMGlDwe1rDWLv_HehOGE_84IRZS4swDVi18VK_ZzidNeH-EyzUv3uNJGh3SyEf6RlqxBMONyils55umMDxH-JuCzrXY1PNk/s320/060.JPG" width="320" /></a></div> This is my hero and my husband...<br />
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Hello readers! After a week's hiatus, due to illness, I am back with some more thoughts on how to grow your direct sales business. Let's talk about family...<br />
Getting your family on board with your business can be a challenge, especially if your family members are already skeptics about the industry. But, getting family support, can be the difference between a mediocre business and an incredible business. Since my readers are mostly women, I will refer to the spouse as a husband, not a wife.<br />
It has been said by many wise women (Connie Kittson, for example) that your husband is your first sale in your direct sales business. You want to show him the potential provided by your company and how you intend to achieve your business goals. Husbands want to know the <i>numbers</i> of your business, they are usually very concerned about the cost aspect of your business, so lay it out in clear terms. Some larger companies may even provide a facts and figures sheet specifically made with husbands in mind. <i>Recruit</i> your husband. Show him the same DVDs and compensation information as you would a potential team member. Understand that most husbands are only skeptical because they want to protect you and your money, so try not to get frustrated when they don't understand.<br />
If all else fails, prove it to them! Show your skeptics the real money and potential that can be found in a direct sales business. Sometimes it takes your success to shine a more positive light on this sometimes misunderstood business. This goes not only for husbands, but also for the other skeptics that you love.<br />
Don't give up on your business just because someone else had a bad experience or seriously misunderstands it. After you convince them of the validity and potential of your business, you can learn how to get your family <i>involved</i> in your direct sales business, which is a topic coming soon to a blog near you!! :)<br />
<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0pt none;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-68865880665653931832011-11-07T08:27:00.000-08:002011-11-07T08:27:41.585-08:00Get those IPA's!! Before I begin this super important blog post, I want to first say that the IPA's I'm writing about are <i>not</i> my idea. I was first introduced to this concept when I was a consultant for a large direct sales company. My director at that time, Kristin Rogers, taught me about this and I wanted to share it because it's critical for your business. So, again, these are the concepts taught to me by others from a different company than who I'm currently with.<br />
So, with my mini-disclaimer out of the way, lets talk about Income Producing Activities or IPA's! An IPA is a business activity that will actually lead to money in your pocket. Some examples of IPA's are booking, shows/parties, bringing guests to company or unit level events, team building interviews, or one-on-one product presentations. IPA's are what keeps your business humming along making you money and it's important to <i>track</i> your IPA's. If you're company does not participate in this idea you can create a tracking sheet on your own. First you need to determine how many IPA's you should be accomplishing per week to meet your business goals. The best way to figure this number out is to talk to a person in the position you want to be next. So find someone who currently holds the leadership or sales postion you want (successfully holds it; not struggling to keep that position) and ask them how may bookings they get per week, how many shows they hold per week, how many team building interviews they do, and so on. That should be your goal.<br />
Next, make a tracking sheet where you can check off your IPA's according to the critical levels of a direct selling business: booking, selling, and recruiting, and if you're already in leadership add training to your list of categories. On your tracking sheet, mark what your goals are for that week in each of those categories and track them accordingly. For example, if you got 2 bookings over the phone last night (way to go!) and then 1 at your show this morning, you would mark 3 down in the bookings category. If you had a $500 show this morning, and a separate sale over the phone this afternoon that was $160, you would mark $660 in the category for sales. Get the picture?<br />
Income Producing Activities means that there will be a <i>monetary</i> result from your work. Organizing your office is NOT an IPA! Labeling your products or catalogs don't physically bring you money, so if you find yourself spending a lot of time on these things consider getting an assistant! And that's another topic for another day...<br />
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<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-52258801534422941272011-11-05T10:47:00.000-07:002011-11-05T10:47:15.217-07:00Don't Take it Personally...Cancellations.<br />
They <i>will</i> happen if you've been in this industry for more than 30 seconds and, let me tell you, it can hurt. How far your business will go is reflected in how you handle the cancellations that come your way.<br />
The best method that I've ever hear for getting over the cancellations is to use that time slot for your business at home. For example, if you had a Tuesday 7:00pm show that canceled, you would use that whole time slot to do other business related things like bookings, follow ups, and some administrative activities. If you use that time for income producing activities (like bookings or follow up) you will not be moving backwards due to that one cancellation. If you are warned far enough in advance, you can try to put another booking in that time slot. I might even offer a very special incentive for anyone who books in that spot, so you know you can get it secured. <br />
The most important thing is to try not to let your emotions get away from you; 99.9% of the time it's nothing personal, and sometimes it can even be rescheduled for a better date. Don't forget that this business is all a numbers game and, if you plan right, all of your shows will even out with the industry percentages. Ask anyone that's been doing this for a while, you will have lots of cancellations during the time that you running your business, sometimes they even be yours. Stuff happens. Stand up. Dust yourself off, and keep going!<br />
<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-72149059395150842942011-11-04T03:25:00.000-07:002011-11-04T03:25:27.910-07:00Communicating with Your Customers It's a brand new month, have you sent out a business newsletter to your customers? It's so important to keep in touch with your clients even after they have purchased from you because it builds your relationship, and therefore their loyalty to you. You don't want to smother them, or come off as pushy, but keeping your product at the front of your clients' minds will certainly pay off.<br />
I keep in touch with my customers mainly by a monthly newsletter. Most direct selling companies provide marketing tools for you to utilize and stay in touch with your customers in a meaningful, professional way. If they don't provide a newsletter option for you create your own. PC users can use Microsoft Publisher to make nice newsletters that can be emailed or snail-mailed. You can also create a simple newsletter in your word application. You want to proved useful information to your clients but not just sales information. For example, if you sell kitchen supplies you may want to include cooking tips and recipes, if you sell wick-less candles you want to give tips on how to make the fragrance last longer, make-up sellers might give beauty tips, and so on. You want to give your customers more than just a sales pitch, you want to add value to their everyday lives!<br />
I send out a newsletter once a month that includes new products, monthly specials, and tips. If something changes throughout that month I may send one more email but I try to limit it to two emails. I don't want to bombard them with my business. That's how I communicate with my customers but your business may be different. If you have weekly specials, then one email a week can be really important. <br />
Even if some of your customers haven't ordered in a while, stay consistent with your communication. You never know when they were already thinking about your product and then your email promotes them to give you a call, or place an order! <br />
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<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-20735768692584793132011-11-03T02:37:00.000-07:002011-11-03T02:37:19.638-07:00Networking with Other Businesses! Networking for your business can be an intimidating concept, but it's absolutely essential if you plan on working your business like a business. You want to network not only for customers and team members but also for business friends! So, I want to take a minute to talk about networking with other direct sellers.<br />
Some people are hesitant to network with "competitors" but keep in mind that if you're working your business with integrity, and treating your customers and team like gold, there is no competition to worry about. Meeting and befriending (and no I don't just mean on Facebook) other direct sellers can lead to more customers, more ideas, and great friendships. You can help each other out and boost the image of the direct selling industry, which pays off for all of us. <br />
One way to get started on your networking is to do a party swap. This is an idea my friend Kathy brought to me and it has paid off big time! Find a businesswoman doing business in a company that's products are not at all related to yours and ask her if she is willing to do a party swap with you. When she says yes treat it like a normal booking on your calendar and you get to be a hostess for her also. You will meet her friends and customers and she will meet yours. The best part is that its fun and you can make some great friends in the process.<br />
So get a party going and get to know some of your colleagues! <br />
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<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-17433802240445269172011-11-02T11:32:00.000-07:002011-11-02T11:32:14.413-07:00Quick Holiday Sales Idea Hi everyone! I wanted to give you a quick holiday sales idea that has had some success with people in my company. It's kind of reiterating on a point I made in a previous post about wish lists but it's a really good idea. People in my unit are having their customers fill out a special wish list with their top 10 most wanted items in the catalog. Next the consultant contacts that person's husband and allows them to purchase whatever they want from that list; it could be just one item, or it could be the whole list! The consultant wraps the gifts and delivers them to the husband so that they can put it under the tree. The great thing about this is that while the customer may know that they're getting something from your company, she won't know what her husband picked from the list, so it's still a surprise! Pretty great huh? I'm calling it the Holiday's 10 Most Wanted List! Give it a try with your customers that love your product and say Hello to holiday sales!<br />
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For more information about wish lists see my post titled "The Power of the Wish List".<br />
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<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-56071979165356969112011-11-01T03:23:00.000-07:002011-11-01T03:23:16.093-07:00There's Still Time! After a lovely mini-break, I am back and ready to work. I hope everyone was able to accomplish their October goals and finish up October strong. November means the start of the busiest time of the year so make sure you're organized, and have your goals clearly set. My October did not go as I planned, but that is life (especially in the Army). So I'm dusting myself off and hitting the ground running this morning!<br />
I know that the holiday season can be an overwhelming time for you personally and professionally, but remember that it's not too late to make it an incredible holiday season for your business! Don't look at your numbers and think 'oh well, I'll start fresh at the New Year'. Start today! Don't miss out on all the opportunities that this season can bring to your business. Attend your company meetings (i.e. Unit Meetings, Sales Meetings, whatever they're called for you) and get some ideas on how to start right NOW. You can still pull this off, no matter what your goals are! Do you need an extra $1000 so your family can provide a great Christmas? Do you need extra money to go see family? Don't give up! There's still time for you to reach some big goals.<br />
The important thing is to make sure your goals are clear. What do you really want to accomplish this season? Your goal should be big enough to scare you but not out-of-this-world big! You want your goal to push you forward and not make you feel depleted, or discouraged. Today, I want you to think about what your goal will be to finish before the end of this year. Write it down! Make it big!<br />
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I would love it if you posted some of your goals here or on my new Facebook fan page!<br />
Happy Goal Setting!<br />
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<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-87543927786462886642011-10-28T02:34:00.000-07:002011-10-28T02:34:18.540-07:00Catalog Show Article!<table align="center" border="0" cellpadding="3" cellspacing="0" class="CellAllBorders" style="width: 520px;"><tbody>
<tr bgcolor="#FFFFFF"><td colspan="3" height="35"><div align="center"><span class="HeaderTitle"><span style="color: #003399;">Who Else Wants to Make Money With Catalog Parties?</span><span style="color: #cc0000;"><br />
<img height="13" src="http://www.dswa.org/Images/ornament_article.gif" width="117" /> </span></span></div></td> </tr>
<tr bgcolor="#FFFFFF"> <td class="CellBottomBorder"><span class="Header_small">By <a href="mailto:">Tammy Stanley</a></span></td> <td class="CellBottomBorder" colspan="2"><div align="right" class="Header_small"> <div align="right">Submitted by: <a href="mailto:info@dswa.org">DSWA</a></div></div></td> </tr>
<tr bgcolor="#FFFFFF"> <td class="body_text" colspan="3" height="15"><img height="1" src="http://www.dswa.org/Images/spacer.gif" width="1" /></td> </tr>
<tr> <td bgcolor="#FFFFFF" class="body_text" colspan="3"><div align="justify">Imagine calling one of your top recruits one day and saying to her, "So Sally, you sure have been doing a great job of selling. Would you mind sharing with me how you are averaging 12 parties a month?" Then Sally says to you, "I do not know if I should tell you. You may not like what you hear." You of course assure Sally that as long as she is not doing anything illegal, you definitely want to hear what she is up to that is generating so many parties. <br />
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After a long pause, she admits to you that three out of every four shows have actually been catalog parties, and that her catalog parties average around $400. If she has been averaging 12 shows a month, and three out of every four have been catalog parties, and the average of those catalog parties are $400, Sally has been generating $3,600 a month from catalog shows. <br />
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Now tell me, are you seriously going to tell her to stop what she is doing? Only if you desire to earn LESS money! Sales generated are sales generated. It does not matter if you generate those sales from a home party or a catalog party. <br />
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It is not uncommon to hear that a "live" home party is superior to a catalog party, which is why your company may not promote catalog parties. I do not know for certain why your company may not promote catalog parties, but I can take a very educated guess. <br />
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At the last DSA (Direct Selling Association) meeting I learned that customer only buys 1.3 times a year. What that statistic clearly communicates is that the consultants in the direct selling industry do not follow up with their customers. Now, imagine yourself in a corporate position with your company for just a minute. Knowing that your consultants hardly follow up with the customers they actually meet in person at a show, what are you going to think the chances are of them following up with people they have never met from a catalog party? <br />
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AH! Hopefully now, you understand why your company probably does not promote the catalog party. However, if you think that anyone is opposed to you racking up sales and leads from catalog shows, think again. <br />
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The key right now is to jump-start that brain of yours by asking, "<strong>How could I set up successful catalog parties?</strong>" Now if you are thinking, <em>"Oh, catalog parties do not work for my product,</em>" hold on there. The question to ask is not why they do not work, but HOW could you set up a successful catalog party even with your product? <br />
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While I was at the DSA meeting a couple of months ago, I read about some distributors for a particular candle company. Knowing that the thing customers wanted most was to smell the different scents, they asked their owner to have some very small samples made up. When he obliged them, they apparently ordered the samples in droves, and began putting together baskets that included all the different scents. They would then give a basket and a couple of catalogs to a "catalog hostess." One distributor found it so powerful that she found a way to have 17 shows going on at the same time! <br />
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Now that probably sounds simple because all the samples could be put into one basket. Okay, but remember the distributors had to think of this first. They had to ask themselves, "How could we set up successful catalog parties?" <br />
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Perhaps you have a much more diverse product line (immediately the home decor companies come to mind), so the idea of a small basket with samples seems far fetched. What you might want to do is look at the 3 -5 most commonly ordered products. Could you put those together and put them "on loan" for a catalog show. <br />
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Back when I sold clothing, there were always a couple of garments in the line that were real "winners." Whenever the company I represented had a sleeveless Turtleneck in the fall, almost everyone of my Arizona customers would order it, and a good number would order it in several colors. I realize now that just giving a hostess that top in several sizes with a few catalogs would have been a great way to encourage hosting a catalog party. If the hostess collected 8 orders for just that one top, the sales would have been over $300, and she would get hers for free. <br />
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Certainly $300 in sales is not earth shattering, but would you turn it down? What if you could have 4 such catalog shows a month? Suddenly we are talking about $1,200 in sales. Some direct sales consultants get recognition as being a star with $1,200 in monthly sales. I am sure that a good number of consultants would be happy campers if they had 12 people on their team, 8 of whom average $1,200 a month in sales. <br />
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If you have a sales unit, I highly encourage you to take time at your next meeting to brain storm with your unit "<strong>How could you set up successful catalog parties</strong>." If you developed a system that were simple and effective, you might find that you too could have 17 catalog shows going on at the same time. <br />
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Of course once you develop a way to have successful catalog shows, you have to remember that a truly successful show includes follow up. By following up with your customers, you discover how easy it is to get repeat sales and referrals. </div></td></tr>
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<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0pt none;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-51260677528782809102011-10-27T11:32:00.000-07:002011-10-27T11:32:44.557-07:00Black Friday Ideas Part 1 Black Friday. The biggest shopping day of the year and a potentially powerful day for your business. So where do you start? How do you take advantage of this retail wonder? I have a few ideas here, but most of all I want all my readers to share their own ideas so that we can all learn new ones. There are so many ways to take advantage of this shopping holiday.<br />
One of the most popular ideas that I have heard is to have a special holiday open house that's actually <i>on</i> Black Friday. People open their house all day to accommodate the crazy shopping schedule. Customers and friends can stop by at their convenience and shop with your small business. Again, you want to create comfort, as well as, offering your guests gift options that they can't get anywhere else. For more information about holding holiday open houses, check out my blog post for Monday, October 24.<br />
Another idea requires some bravery; the moving trunk show. Yes, it's literally a trunk show where your set up a display in the back of your car and travel to some busy parking lots on Black Friday to have sort of a booth. I have personally never done this but I've heard some very interesting stories from people who have. Many pre-wrap a lot of the most popular products or gift ideas and have them ready as people visit their "booth". I assume that they give out business cards, catalogs, and maybe even goody bags (you know how I like those). There could be a problem, however, with the location's security if they don't want you in their parking lot. Some would say 'It's better to ask for forgiveness than permission'. ;)<br />
You can also create a Cyber Monday sale on your personal website. This seems to be really successful for most businesswomen. The idea here is to create a sale and start letting your customers know about your Cyber Monday deals at least two weeks in advance. Don't drive them crazy with emails though. You want them to be effective, not annoying. I would suggest calling your customers at them end of the day so that you can put a personal touch on your Cyber Monday deals.<br />
I've said it before and, believe me, I will say it again: It is absolutely essential to provide your customer with that personal touch that their department store or mall can't give them. Gift ideas, free gift wrapping, home delivery, and handwritten thank you notes are just some of the ways to set yourself apart from the bigger companies. Show your customers that you really care about making their holiday season more stress-free and fun, and they will show you a great season!<br />
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<span style="background-color: #d9d2e9;">**Don't forget to check out my upcoming giveaway! Check out my Tuesday post to find out how to enter.**</span><br />
<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-75142719976214309562011-10-26T10:27:00.000-07:002011-10-26T10:27:52.328-07:00Do Some Good As small business owners, we have the opportunity to use our business to do good for other people in need. I really encourage you to do this because it gives out good "vibes" and you can feel good about where your business is going. You can also meet some incredible people, and possibly change someone's life. <br />
There are a few different ways to use your business to contribute to charity, and they can all benefit you in so many ways. One way is to fund raise using your business as a vehicle. You can do this on your own or approach a group about starting a fundraiser with you. I am having a super sale on Friday where I am donate 10% of the sales from this event to one of my favorite charities. I'm using the sale and a free gift as an incentive to order on that day. You can do something like this any time of year, and even if you donate all of your profit you can still get your company's recognition sales and write it off on taxes!<br />
You could also set up a booth at a charity event, like a walk or festival, and again donate your sales, and maybe sales from future bookings, to the cause or charity.<br />
Don't be afraid to do a charity event on your own! These are incredible opportunities for your business and your community. Talk to your upline about fundraising events they've had experience with.<br />
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<span style="background-color: #d9d2e9;">**Don't forget to check out yesterday's post to learn how to enter into my giveaway!**</span><br />
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<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0tag:blogger.com,1999:blog-6308198720334464040.post-24542387858276767422011-10-25T13:10:00.000-07:002011-10-25T13:17:48.333-07:00Wish List Powers... <span style="background-color: #ead1dc;">**Scroll down for giveaway information!**</span><br />
Let's talk about the power of the wish list. Are you using wish lists in your show? This time of year it's especially important to have your show guests, and customers, fill out a wish list because it can lead to even more sales and customers. At your shows, ask your guests to fill out their wish lists as if money is no object, as if they could purchase everything they wanted. They will fall even more in love with your products if they make their list without thinking about their money situation. Remember, that going to one of you shows should be a fun escape for them, not a stressful financial meltdown.<br />
During their one-on-one consultation, you can discuss possible payment options, but more importantly, if they have a long wish list, you can talk about how they can get it for free (or discounted) as a hostess. If their list is on the short side, be sure to ask a lot of questions about how they liked the show and the product. The answers can be helpful for your presentation.<br />
You also want to keep their wish lists for future reference. For example, you can look at several different wish lists to see which products seem to be most popular amongst your guests, which in turn can tell you what products to keep on hand (if you carry inventory) or which products to center your display around. Customers may also call you later if they came into some money, or just want something nice for their birthday, they might say 'what was that one item I liked so much but couldn't get?'. Their guest list will have some answers!<br />
Another great reason to have, and hold on to, your guests' wish list is for the gift giving season. Sometimes you can call that persons spouse, or significant other, and offer to help them choose a gift for them. That way the spouse knows that their honey will love the gift because they picked it out, but it will still be a surprise. You can even offer gift wrapping (men LOVE that), and all they have to do is pay for the products. It makes their life a lot easier. This can be done for the customer's birthday, Valentine's Day, Christmas or Hanukkah, anniversaries, or just because. If you're nervous about calling someone's hubby or boyfriend, maybe ask your guests about it at your events, especially at your holiday open house. <br />
If your company doesn't offer a pre-made wish list, consider making a cute one yourself on the computer to hand out to guests at your shows. There's a lot of power in the wish list so harness it for more sales and bookings.<br />
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<div style="background-color: #ead1dc;">PS Check out my links page to see my best friends fabulous Etsy page. Everyone who 'likes' <u><b> </b></u></div><u style="background-color: #ead1dc;"><b>La Sucette </b></u><span style="background-color: #ead1dc;">on Facebook and comments here about it will get entered to win in my fabulous jewelry giveaway on Friday!! Don't miss out...</span><br />
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<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com4tag:blogger.com,1999:blog-6308198720334464040.post-82764748935990656402011-10-24T03:27:00.000-07:002011-10-24T03:27:54.055-07:00Holiday Open House<div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgNeSRpZ9HLfTHuiSnWqYcOjNN4y6arlrdrL8uatScCceNMdyOdNUYn6vS3-v4lN04kOxi-qCdhHpjfMUGzzjXAYL28V5IJdOhpHqpDxZa87sWGjx7U0bjL-LRtwba42EZYkdXLX-aFTzI/s1600/Shopping-vector-woman2.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="306" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgNeSRpZ9HLfTHuiSnWqYcOjNN4y6arlrdrL8uatScCceNMdyOdNUYn6vS3-v4lN04kOxi-qCdhHpjfMUGzzjXAYL28V5IJdOhpHqpDxZa87sWGjx7U0bjL-LRtwba42EZYkdXLX-aFTzI/s320/Shopping-vector-woman2.jpg" width="320" /></a></div> It's that time of year again, time for shopping season! It's also time for you to sit down and create a strategic plan for the holiday season and your business. Many people choose to plan their open houses and holiday parties in September, but I wait until it gets closer to Thanksgiving because I never know what my (or my husbands) schedule will hold. Now is the time, if you haven't already, to plan out your holiday open house. <br />
A holiday open house is basically a chance for your customers and friends to come see what options you have for the gift giving season. Invite everyone because this is chance to introduce new friends to your business and product. Schedule your open house on a day when people should be home and available. You can also schedule your open house for Black Friday (the day after Thanksgiving) but this does not allow a lot of time for people host parties before Christmas. A open house means scheduling a large chunk of time where people can stop by during the day, whenever they get the chance. This way, people can swing by in between other events they have that day, instead of not showing up at all. <br />
They key with your open house is to show your guests how your business can help them with their gift list. Offer gift wrapping, either for free or at a low price, so that you can deliver your product to them already wrapped. This can be a huge stress relief for people with large gift lists. Offer them a payment plan (if your business and finances allows) for large orders. Better yet, offer special hostess benefits for people who host shows between your open house and the holidays. <br />
Create a holiday setting for your open house, especially if it’s early in the season. Set out holiday treats and candies (you know the stores already have them out), decorate your house, maybe even play Christmas music (I know, it’s scary). That environment will encourage your guests to get some of their gift shopping done with you. Also, make a point to let your guests know that when they do their holiday shopping with you, they are actually supporting a small business in their community. Your product display should be stunning! Take notes from others in your company as to how they set up a great display. Have catalogs and materials already labeled and ready to go. Create little goody bags for the guests that come and mention the good bags in your event invitation to create intrigue. <br />
Remember with your open house, the goal is to show your customers what your business has to offer that the big businesses and malls can’t give them. You can give them personalized service that they can’t find anywhere else!<br />
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<img align="left" src="http://i994.photobucket.com/albums/af64/trendygirldesigns/Steelmag-sig.png" style="border: 0;" />Heidi Duncanhttp://www.blogger.com/profile/17592968886316012227noreply@blogger.com0