Catalog Show Article!

Who Else Wants to Make Money With Catalog Parties?
By Tammy Stanley	Submitted by: DSWA
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. 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. 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. 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. 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? 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. The key right now is to jump-start that brain of yours by asking, "How could I set up successful catalog parties?" Now if you are thinking, "Oh, catalog parties do not work for my product," 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? 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! 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?" 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. 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. 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. If you have a sales unit, I highly encourage you to take time at your next meeting to brain storm with your unit "How could you set up successful catalog parties." 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. 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.

Black 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.
    One of the most popular ideas that I have heard is to have a special holiday open house that's actually on 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.
    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'. ;)
     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.
      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!

**Don't forget to check out my upcoming giveaway! Check out my Tuesday post to find out how to enter.**

Do 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.
   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!
   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.
   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.

**Don't forget to check out yesterday's post to learn how to enter into my giveaway!**
 

Wish List Powers...

 **Scroll down for giveaway information!**
     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.
     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.
    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!
    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.
    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.

PS Check out my links page to see my best friends fabulous Etsy page. Everyone who 'likes'  

La Sucette on Facebook and comments here about it will get entered to win in my fabulous jewelry giveaway on Friday!! Don't miss out...

Holiday Open House

    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.
    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.
    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.
   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.
   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!

Favorites Part 2!

   I'm back to share some more of my favorite things! Unfortunately, I'm not as cool as Oprah so I can't afford to give them out to all my readers, but I want to share them anyway!

Business Books Continued:
Jeffery Gitomer books are pretty amazing. I've read nearly all of them and they are a fun and informative read. His books are not tailored to the direct sales industry, but they can still be applicable and stem some great ideas.

 Favorite Fiction:
Just for fun, I wanted to share some of my favorite books and authors from the fiction category. I read a lot so I could go on forever about which books were great and which weren't but here are some that top my list...
Philippa Gregory is probably my favorite author. Her specialty is British historical fiction and it's incredible. You might have even heard of a few of her books already, the most popular being The Other Boleyn Girl. My favorite one of hers is probably The Boleyn Inheritance.

The Passage by Justin Cronan
Eugenia Price books (hard to find but totally worth it)
The Shopaholic Series is like a look into my mind!
Jurassic Park by Michael Crichton
Heaven is For Real by Todd Burpo and Lynn Vincent (technically non-fiction, but reads like a fiction book; warning this book might change your life)
Marley and Me by Josh Grogan

There are so many more and I wish I could list them all. What are some of your favorite books?

Some of my Favs!

    Hi readers! I've been getting some requests for some of my favorite books and resources for your direct sales business (and more), so I wanted to list them for you!

Books for Business:
Build it Big and More Build it Big by the Direct Selling Women's Alliance (DSWA.org)- These are the most comprehensive books for women in direct sales. They feature interviews and tips from women who have made it to the top of their company. If you don't have these yet, you're missing out.
Presentations for Profits by Christie Northrup- This is a fantastic book that really focuses on the show, or party, environment. It gives tips on how to handle "sticky situations" and great ideas for theme shows.
Be a Party Plan Superstar:Build a $100,000-a-year Direct Selling Business from Home by Mary Christensen- This is a great book to give to new team members or a friend that's just getting started in direct sales. It covers the basics in an in-depth way and sets out to answer some common direct selling questions.

The above three books are my favorites that are specific to the direct sellers industry. I also enjoy leadership books from John C. Maxwell and the book Never Give Up by Joyce Meyer.

     I am also a member of the Direct Selling Women's Alliance which provides connections, tips, telecasts and more.  I like to go to their site to start getting ideas and learn more about other successful direct sellers. Another site I like, and I've mentioned her site before, would be Allison LaMarr's website, allisonlamarronline.com. This is a good one that provides tips and deep thoughts for a direct seller. She also has several different products and cd sets that she sells that are wonderful.

  These are just a few of my favorite books and sites. I will give you some more on Friday, including my favorite Fiction books...just for fun!