Is it Hot, Warm, Cold Office?

No, I am not talking about the temperature ladies. I am talking about organizing your desk and office.  As you all know, I am HUGE fan of JulieAnn Jones from her party tips to how to get into the ZONE in your office.

I mean who wouldn't want an office like this:

I still aspire to have my office looking like this but it is getting there.  One of things that JulieAnn suggests is to take EVERYTHING out of your office and slowly put it back in based on the zones.  As for me, I have done sections but not everything. 

Here are some great tips from Julie Ann on how to "Get Organized and Take Back Your Life":

• Hot Zone items are the items used on at least a weekly basis.  Make a list of the items you know will reside in your hot zone.  These things should be in arm's reach.  Let's be realistic and HONEST!  Are we a desk hoarder or do we really need everything that is in arm's reach?  I mean if you aren't posting your expenses weekly, do you really need a box on your desk to remind you that it needs to be done?  
• Warm Zone items are used less frequently.  These are often reference items that you need on a consistent basis but not always on a daily or weekly basis.  Place them on a shelf where you can see them if you need them but they are cluttering up your desk or hot zone.
• Cold Zone items are things you never reference but need to have access to for a period of time.  These are basically those archived items and should be moved OUT of the office and stored someplace (like the garage or basement). 

The easiest place for me to start was with the cold zone - moving out those things that I don't use or need.  WOW!  It is amazing how much room you have when you move those boxes that are stacked in the corner or clean out those files.  Maybe you don't need more filing cabinets, you just need to clean out the ones that you have.  What is the old saying - if you haven't used it in 6 months or more, toss it or store it? 

Maybe you won't get your dream office today BUT what you could have is a clear desk so that you can work without constantly moving papers or things that you don't need.  Love some of the organizational ideas in the pictures - let's do a "product experience".  I bring the products and we TRY them in your office or work space.  Let's see if I can help you with your vision for your office.

Have a ThirtyOne-derful day!

Easy Sale - Fact or Fiction?

We have all had customers where EVERYTHING we sell will work for them.  Then there are those times when sales are not easy.  You know, the Negative Nellie customer who thinks that nothing you have is right for her but she will still look.  Curiosity will get them every time.  As Julie Anne Jones says, as long as there is a small interest - you have a chance for a sale, a party or a recruit.

As I wind up the week talking about sales and customers, I found the "Profile of an Easy Sale" in the Direct Selling Education Foundation.  They identify 4 basic steps which are now becoming my way of doing business.

1. Identify the right product for the right client.  If you have defined your target market then make sure you have products that solve their problems.  Since my target market is all women who are looking for organization solutions, I make sure that I highlight things that will help to make their life easier and less of a hot mess.  I have even begun doing "product experiences" for those customers who want to see my product but do not want to host a party.  This is a private showing based on what they have told me they are looking for or the solution they need to a problem.
2. Develop and cultivate relationships.  This is key to all direct selling businesses.  Once you have a relationship, whatever the basis is, your sales pitch now becomes a solution to their problem instead of hard sell. Customers buy from people they trust and as a result this will generate more referrals as well as reorders.
3. Once you have a relationship with your prospect, find out what their likes and dislikes are.  Practice the 10-second rule from Deb Bixler.  Ask an open ended question and then LISTEN!  Whether it is at a home party or a product experience, I find out what problem my customer is looking to solve then make a suggestion of a product.  Ask questions about other solutions they have tried and you will quickly learn what they like and dislike.
4. Finally, make the sales process quick, simple and easy.  The easier the better.  I usually tell my customers picking the product solution is the easy part, the tougher decisions come when you have to decide print and personalization options.  I make it as "painless" as possible so that they are not overwhelmed.  

What is your current approach to selling?  Are you a hard seller - sure that your product is the only one for EVERY customer?  Or, are you about building relationships while sharing your business with potential customers?  We all have different styles, talents and gifts - if your current approach isn't reaping the benefits that you want, maybe it is time to change.  Please feel free to share your thoughts?  Have a ThirtyOne-derful day!

Home Parties - Fun or Grueling?

Yes, this is a strange title for a blog especially when I am in the "Party Plan" business.  When I first started in direct sales, I was one of those who was looking for a fun, easy way to make some money and get free products - definitely a hobby.  As I recruited my first girls - actually, I think they recruited me since I wan't even sure what to do with a recruit - I dabbled in home parties.  I was a vendor event girl - show my product and go home.  Sales were okay but definitely not consistent.  I even did an open house at my home which helped to increase my sales but still no parties at someone else's home.

I will never forget my FIRST actual home party.  I was a nervous wreck.  Lots of women looking at ME while they waited for me to enlighten them about how AMAZING our products were and why they should buy them.  I struggled through the presentation part by playing a game or two and then letting everyone play with our products.  It was then that I went on the HUNT to find a party "script" that would work for me. I found scripts that I wanted to try but now the problem was finding people who wanted to have a party.  Thus began my next quest to BOOK PARTIES.

Over the next year or so, I would try many things to get people to book parties.  Now, I average about 2 - 4 per month with my individual guest sales and attendance increasing which helps my party numbers go up.  I still stumble on the words when asking someone to book a party.  Then I heard and read an article by JulieAnne Jones called "Stop Asking and Start Offering".  I heard this same thing during many 31 minute calls but JulieAnne gave me the script.  WOOT! WOOT!

Typically, we ask the question "Would you like to book a party?".    We ASK EVERYONE - someone is bound to say yes, right?  This is all about us as the consultant - we are pretty much begging them to help us get sales.  Okay, so that may be a bit dramatic but you get the picture. So, let's change the wording so that we focus on the guest or the person we are talking to so that they feel special.  Here are two samples that may help with this change in mindset:

• Marilyn, I couldn’t stop thinking about our conversation earlier tonight and how completely busy you said you’ve been. I think you need a break, and I’d be absolutely honored if you would let me be the one to set it up for you. Let’s figure out when we can find a time to get you and your friends together.”
   
• "Karen, look at your wish list! You love my products. I don't want you to have to pay for all of these. Tell you what, let’s set up a party so you can get a ton of these for free. Do you prefer a weeknight or a weekend?"

Create your own by using this outline:

1. Start out with some sort of acknowledgement.  Let them know that you noticed them during the party even if they didn't say much.
2. Look for a way to be of service to them.  This can be as simple as listening to them during check-out talk about their limited budget or how tired they are.  You want to help them.
3. End with an open ended question that requires more than a yes or no answer.  This will encourage more of a conversation.

Yes, your personal checkouts might take a little longer but wouldn't it be GREAT to book parties at the PARTY so you didn't have to pick up the 500-pound phone?  You can also use this same technique in recruiting which is a definite blog in the future.

Here is to booking more parties AT the PARTY!  I am going to practice this so that I can use it during my upcoming parties this month.  I will let you know how it goes.  Have a ThirtyOne-derful day!

Opportunity is Knocking...

For those of us in direct sales, we know that besides sales we need to recruit team members in order to grow our business and our team.  Having recently promoted to Director, you would think that I would know how to do this but sometimes the basics (book, sell, recruit) get lost in craziness of the day.  

Here are some ways to be on the lookout for opportunities and to keep yourself open to them:

1. Focus not just on working harder, but working smarter.  Over the last few weeks, I have had to re-evaluate how I was spending my time (Facebook, emails, etc) instead of being productive.  I was busy but never seemed to have time for the things that would help me to grow my business.  If this is an area you struggle with, check out Balancing Without Sacrificing Business or Delete - Defer Delegate.
2. Consider "no" as "not yet".  This is a challenge for me.  I heard another DS leader say "use the "QTIP" method (Quit Taking It Personally) so I am practicing that along with many who are taking classes with me through my upline.  We have a 100 NO Challenge.  The goal is to get 100 no's because when you do, you are actually then sharing the opportunity with others.  Who knows while getting the no's, there will be a few yes or maybe sprinkled in along the way.
3. Have a long term outlook for your business.  We all have goals (short and long term) for our business but have you ever made a business play?  Chances are if you are in DS and just starting on the leadership track, you haven't, at least I know that I haven't.  I am actually going to take a class on how to do a business plan so that I can build my DS business as a business and not as a hobby.
4. Network and explore new social groups.  I have talked about networking before..This is actually the need to step out of your comfort zone which is terrifying for some (okay, some days I am in this group) but it is important to expand your circle and reach new potential customers and recruits.  It isn't just about sharing the "business you", it is about sharing "you - the person".  You need to build relationships in order to build your business.  Think of the long term benefit and not the short term numbers (sales).
5. Establish and maintain a great reputation.  For a long time, I compared myself to others in my DS company and tried to do things the way that they did - some things worked and some didn't.  My main objective was to establish a good reputation for providing good customer service.  I want my customers whether at a party or online, to be happy with the products that they purchased and to be sure that the product that they are buying fits their vision for its use.  Okay, that may sound crazy but believe it or not, I have gotten business and referrals because of my "no obligation product experience".  Having a good reputation has begun to open doors for me to exciting new opportunities.

Share your tips for being open to opportunity... Have a ThirtyOne-derful day.

Spring has arrived

I LOVE the spring weather!  Temps are a little warmer and I can finally shed the multiple layers of clothes that I wear in the winter to keep warm.  I am ALWAYS cold, whether at home or out.   See, my hubby loves the cool weather with temps in the mid-60's during the winter in the house.  I, on the other hand, am always cold unless the temps go up to about 75 or 80 degrees.  It definitely makes for an interesting winter. In fact, yesterday was the FIRST time that I felt "normal" as far as body temps go.  LOL. 

This is a time for "rebirth".  I get to pull out my spring/ summer clothes - which surprisingly are a bit big from last year.  I guess the Weight Watcher's program is working!  YEAH!  Put on my flip flops (not good for the heel spurs but so cute) and pamper my feet with a pedicure every two weeks.  Do some spring cleaning around the house and open the windows to let the fresh air in.  

On the business side of my life, I clean off my desk using Julie Anne Jones method of organization.  Set my quarterly goals. Get ready to ROCK my customers and hostesses with the NEW Thirty One Summer catalog.  Finalize plans for attending National Conference in July.

So, as the days get longer and warmer - I will be enjoying walks at the beach or around the Brick Reservoir with my WW Walking Group, traveling to North Carolina to visit my daughter, heading to Atlanta for Thirty One's 10th Anniversary National Conference and soaking up the sun.  

Enjoy the arrival of the warmer weather - Have a ThirtyOne-derful day. 

21 days to Make It a Habit

It takes 21 days to form a habit. I heard that when I was in recovery and struggling my first few days to get clean some 22 years ago.  I hear it at Weight Watchers each week as we talk about the NEW 360 program.  I hear it when attending training for my business... you would think by now, it would sink in.

The reprint below is from Julie Anne Jones  and can be used in all aspects of your life:

I have a degree in theatre (I know, shocking, right?) and I remember hearing in a directing class one time that for every minute of a play you see as part of the final production, there were 2 hours of rehearsal (minimum). When I was directing high school plays, the cast of “The Crucible” actually bought me a t-shirt that said “Let’s go back” on the front of it because I said it so much (as in “Stop. Let’s go back and do it again.”).

Repetition is the key to success in your direct sales business as well. At my live trainings I teach lots of specific language for getting results, and I always invite them to script out what they’re going to say and then practice out loud until they feel comfortable with the new language. I can’t tell you how many times people have come up to me after a live event and said, “You know, I used to use your booking commercial and I got great results from it, but for some reason I just don’t use it any more.” I can tell you exactly why they don’t use it any more. Because they didn’t repeat using it enough to make it “the way” they did things, so eventually they stopped doing it. It didn’t become a habit because it wasn’t repeated often or long enough.

It takes 21 days to form a habit. 21 days of repetition (or in the case of your business, 21 parties). What is it you want to implement in your life or business that you haven’t been able to? Choose at least two things, create some specific actions around them, and then make a firm commitment to yourself to do them, without fail, for the next 21 days (or at your next 21 parties, or with your next 21 hosts…you get the idea).

Here are some examples of what you might choose:

• Doing an opportunity commercial at every party you do
• Coaching each host either in person or over the phone
• Making 10 phone calls a week to book parties and follow up on sponsoring leads
• Getting onto Facebook to post/comment at least once each day

Those are a few of my ideas. What are yours (and are you brave enough to declare them below and then actually implement them?)

As for me, my 21 days of repetition is blogging.  What about you?  Have a ThirtyOne-derful day.

Julie Anne Jones is direct sales corporate consultant, coach, and trainer, and the CEO of Julie Anne Jones, Inc. She is known for her authentic and easy-to-use scripting and specializes in specific language and tools for success in direct sales.

Customer Service

Today's blog is about the importance of customer service.  As a direct sales consultant, I have found that there are many that sell the same product that I do so why should people buy from me and then continue to remain loyal to me as their consultant?  Yes, I am the "perky bag lady" who always has a smile but there has to be more to it.  Yes, people have fun at my parties.  But what is the real reason that I have loyal customers who when they encounter another DS consultant from the same company say "I already have a Consultant, thank you!"  

When I started doing vendor events and parties, I was always looking to just make sales - focusing on what I needed instead of focusing on the customers needs.  I wasn't really thinking about the long term positive effect that today's interaction would have on my long term goal of growing my business, making it my full-time business. I needed to learn how to not only have that one time sale but how to keep them as customers, building a relationship with them that lasts a lifetime.

Here are a few tips that I have learned from some amazing woman:

• Be yourself and have fun.  Don't try to copy what others are doing in the hopes that you will reap the same success that they have had in their business.  Each of us is different and as a result, we need to capitalize on our skills and talents.  I am not saying don't try new ways of doing things but if you aren't comfortable with that particular style - make it your own.

• Talk to the customer to see what it is they need.  Obviously, we are all looking to make sales but an unhappy customer will never come back to you for a product nor will they recommend you.  Case in point - I met a women who had been "sold" lots of the same product that I sell.  Basically, she isn't happy with the products that she bought because they really don't meet her needs.  After talking with her, we decided that she would look at the catalog, pick out a few things and I would come by so she could see if they would work for her.  I am giving her a personal customer shopping experience.  No pressure to buy just a chance to see if the products really will meet her needs.  I suggested that she may want to have a friend or two stop by so they could "play" with the product too.  Happy potential customer = happy consultant + repeat business + referrals

• Be honest.  This should go without saying...if you make a mistake, admit it, fix it and get over it.  The customer will be thrilled that you have corrected the mistake.  Don't know the answer to a question, admit it and tell the customer that you will get back to them as soon as possible.  If you don't believe that a customer will be happy with the product that they are looking at for a particular situation, tell them your concerns and why.  A wise saying "honesty is the best policy". 

• Build relationships with your customers.  Is their favorite print retiring? Favorite product being discontinued?  Let them know.  Send them a note for their birthday, post on Facebook wishing them well when they reach a milestone in their life.  Let them know that you thought of them - make them feel special  

I am learning that word of mouth about my customer's awesome shopping experience is the BEST marketing tool I have to help me in growing my business.  I am booking more parties and fundraisers but most importantly, I am growing my customer base by building relationships with people.  No, they may not buy at the moment and it may be a year before they do but it is okay because they have remembered me so that when they are ready to shop - they shop with me.

Don’t let your customer base remain an untapped resource. Authentic stories from satisfied and eager customers are more valuable than any paid advertisement. Strive for excellence so your customers will want to share these stories.

Check out this article on Customer Marketing at Direct Sales Education Foundation.  Some AMAZING advice/ training can also be gotten from:  Julie Anne Jones, Sue Rusch and Hope Shortt  .  Have a ThirtyOne-derful day.

Goal Setting

Struggling this morning on what to blog about but "goal setting" seemed to come up everywhere I turned so I figured - why not?

The Daily Thought from Direct Selling Association - Education Foundation was "Don’t let anything stop you from reaching for your goal."  We set "goal weights" at Weight Watchers based on our height.  When I used to write grants for a non-profit, goals were an integral part of every program.  Most of us set goals on a daily or weekly basis as well in our personal life by making lists of things we want to accomplish.  I know that we don't think of it that way but our "goal" is to complete the tasks, right?

I will fill you in on what my goal is through April 15th.  Your goals should contain these SMART components:
1.  Specific - So for me, I want to earn the Ready, Set, Sell Incentive from my direct sales company.

2.  Measurable - How do you plan to reach your goal?  Break it down into smaller mini-goals.  I am going to contact customers who have shown an interest in our customer special; I am going to update repeat customers on what products are retiring in case they want to place a last minute order

3.  Attainable - Is it even possible?  ABSOLUTELY!  My goal is attainable.  It will cause me to stretch out of my comfort zone but it is definitely achievable.

4.  Realistic - Even if you goal is attainable is it realistic based on the skills and techniques necessary to achieve the goal.  Yes, it is a realistic goal, and I do have the skills if I am willing to step out of my comfort zone.

5.  Timely - set a deadline.  Actually, my deadline is set by our Home Office in order to earn this amazing set of NEW Summer prints and products for FREE.

These basic steps can be applied to any goal you want to achieve.  Remember my goal of not having "jiggle thighs" but July 14th - that is still a SMART goal too.  

You can learn more about goal setting by checking out:   
Julie Anne Jones,  Wishbomb - The Goal Setting Site, and Weight Watchers .

How many of your New Year's Resolutions have you tossed aside because they weren't SMART goals?  As we get ready for Spring and Summer, set your SMART goals whether they be about weight loss, your professional life or your dream for the future.  Does it include going on a BIG vacation, earning a bonus, a better job or reaching your goal weight?  Whatever it is, don't let anything or anyone get in your way.  

Have a ThirtyOne-derful day. 

Comfort Zone

Comfort Zone is defined as "a situation or position in which a person feels secure, comfortable or in control"  and most of the time, we are encouraged to "step out of our comfort zone".

For me, I believed that my "comfort zone" was there because I lacked self-confidence.  I know for those that know me, this may surprise them!  On the outside, when I am talking about my passions (my family, my direct selling business, the causes that I believe in - HIV/AIDS education, bullying, Breast Cancer Awareness), I may be nervous on the inside but on the outside I exude confidence. Stepping out of my comfort zone includes - going some place (a meeting or event) where I don't know anyone or talking in public to groups of people.  I have learned a few tricks from some wise women that have helped me to tackle this "stepping out of my comfort zone" thing. 

Here are just a few people who have helped me out:
Deb Bixler talks about the 10 second rule.  When you are out, ask questions of other people.  For example, I attend a lot of vendor events (as an exhibitor & a guest) so I always stop and talk to people.  It isn't about "selling" my product, it is about building relationships with people.  Hence, you know longer "don't know anyone".  If you find yourself talking for longer than 10 seconds, the focus turns from learning about your "new" acquaintance to you.  I have met some amazing people who are now not only customers but other business women that I refer my customers to with confidence.  In addition, check out her Tuesday tidbit on "Step Out of Your Comfort Zone"

Julie Anne Jones, (my favorite trainer) as many of you know, shares lots of tips about getting business and customer service.  By focusing on the "customer", their needs, solving their organizational problem, I am able to step out of my comfort zone.

Hope Shortt - Not only is she my director in my direct sales business, she is an amazing woman who inspires me (and lots of others) to make small steps in stepping out of our comfort zone. 

Lastly, but actually above all else, is my faith. Faith to believe when the going gets tough. 

What is your comfort zone?  Are you willing to step out of it so that you can achieve your dreams?  It doesn't have to be a HUGE step, baby steps are fine.  Your dreams can become reality if you are willing to take that step of faith out of your comfort zone. 

Have a ThirtyOne-derful day!