Remember the day you told your family and friends you joined a "party plan/ direct sales" business? At first, they were excited for you and eager to try all of the new products that you had to offer. Then the realization sunk in that now THEY were EXPECTED to hold parties and help you. Okay, so the words may not have ever been said but the thoughts were there. I mean realistically, how many parties a year can you have for the same company? I would think it depends on how many catalog changes you have in a given year, for me and my company - it is three. So, you now have family and friends locked in for 3 parties a year but your goal is 2 or 4 parties or more a month. Where are you going to find those people?
All direct sales companies will tell you that the best place to book a party is at the party. Okay, so you now have maybe 2 or 3 more parties a month on the calendar but you want to GROW your business. Some here are some ideas from a top selling direct sales coach that may help you on the quest to find new customers, new parties and EXPAND your circle.
Deb Bixler talks about The Fish Bowl Lead Generator. We have all seen those cute little fish bowls at the register of your favorite restaurant or store. Usually, they are encouraging you to enter a drawing for a free meal or for a chance at free products. Did you really think that they threw away all of those business cards or leads if you weren't a winner? The idea is to put your fish bowl someplace with foot traffic, offer a chance to win your direct sales products, then advertise the winner after all is said and done. Maybe it is a business where the manager loves your product and you can offer them a percentage of the sales from the parties that you book. How about a bank that may highlight local businesses. Look at your connections and determine if it is the type of customer that you are looking for then GO FOR IT!
Another tip from Deb is "Go to Vendor Events as a Guest". This is a GREAT way to network with other vendors as well as the guests who are attending the event. I never thought about this since I was doing ALOT of vendor events but I tried it a few times and IT WORKS! In fact, at one event where I was a guest - I booked a party and took orders. Visit vendors that you already know are doing the event PLUS stop and meet new ones. I ALWAYS have my product with me as well as catalogs. Selling all kinds organizational products in the form of totes and bags helps ALOT. It is simple: Go up to the table and let the vendor do their thing. Always answer questions or talk in 10 seconds or less and always end in a question. Finally, wait for the right moment and say "How is this event? I was thinking of bringing my business to it next time. Is this vendor event a good one?" The vendor will then ask what you do - remember the 10 second rule when you share and see what happens.
Follow-up is the key to fortune.... I have heard this many times in the workshops that I have been attending hosted by the Entrepreneurial Think Tank for Moms. So, if you are not good with follow-up, PRACTICE. Remember it takes 30 days to become a habit. Set a small goal to follow-up with the leads (so many each day) and go from there. Generating leads is not going to get the people to walk through your door (or buy your products) BUT if you follow-up with them, you can build a relationship and THEN they may become your best customer or hostess.
How do you generate leads for your business? We would love to hear from you about what works and even what hasn't worked for you. Have a ThirtyOne-derful day!
As I am getting ready for a busy weekend of vendor events, I found this article on Direct Selling Education Foundation website with some great tips... Some of these seem so basic and almost a "no brainer" but i was good to hear a different take on things....
1. Talk to more people...You never know who may need your help or who knows someone who can use your products. Of course, this means stepping out of your comfort zone which for some (including me) can be difficult some times.
2. Be more curious... ask questions? This is where Dana Wilde's 10-second rule is great! Ask the questions BUT you also have to LISTEN for the answers. I do this a lot at vendor shows which gives me a chance to get to know people a little bit more. Their questions can help me to have something to talk about when I do the follow-up with them. It also gets them to ask questions of you. Relationship building in business is as important as the initial sale (at least to me).
3. Show your passion. This is really my "why" that I share at my parties. People who meet me know that I LOVE the products that I sell. They also know that I will not try to sell them something that they do not need or that will not work for them. My passion in my business is also creating GREAT customer service.
4. Constantly ask for introductions. This is a little bit broader than just a referral. I do referrals with my business especially when I am looking for new recruits. I am always looking to meet new people no matter where I am - who knows when they may remember you and need your help.
5. Try new things... I must admit this is one that I struggle with but I am getting better. There are so many things on my "bucket" list that I want to try - I need to stop finding a reason not to do them and just TRY them. Trying new things doesn't necessarily have to be business related, it could be taking a class, going to the gym (opps, did I say that) - just expose yourself to a new group of people - who knows where that will lead your business.
As I get older and stretching out of my comfort zone, I am getting better at many of these things. I LOVE sharing my products with others. I am learning not to take it personal when they say "no" or "I don't like the product/ prints". Isn't that why there is vanilla and chocolate ice cream?
What new opportunities will you try to create more business for you? Have a ThirtyOne-derful day.
The age old question of what makes for a successful vendor event differs depending on what hat I am wearing - Thirty One consultant or crafter.
I have been attending craft/vendor shows for over 20 years. In the beginning, I did doll clothes along with my sister, Kathy Gourley. Both of us spent hours sewing, I did the leg work for the shows and she did all of the crocheting. We sold American Girl Doll clothes and accessories. Success at a craft/vendor show then was to make not only the cost of our space but to have 3 times the amount of the cost in sales. As a crafter, you never really get paid for the true cost of an item - supplies plus time - but the 3 times rule seems to have worked for man including us. We gave up doll clothes about 6 years ago when the demand started to die and shows were not as successful as they once were. In the last 3 years, I have begun making small inspirational angels which are GREAT sellers during the fall. I believe that they are wonderful year round but the demand has really only been in the fall/ winter so I have started only doing shows during the fall/ winter as a crafter. Knowing your market and your target audience for your product is the key when selling crafts.
As a direct sales consultant, my view of a vendor show takes on a whole new meaning. I have learned over time that it is not all about the sales the day of the show. Of course, I want to make back the money that I spent for "renting" the space but if I don't, does it mean that it wasn't a success? As a DS consultant, my business is based on building relationships - with customers, with potential hostesses, potential corporate clients and anyone else who may be interested in our products. My goal is to help them find a solution for their particular dilemma - organizing a space like their home, car or purse or getting gifts for family, friends or customers. Connecting with people takes time so the less than 5 minutes they may look at your product and talk to you may not be the time for them to make a decision about something. I share a catalog, my information and some suggestions in the hopes that if not today, one day when they are looking for that special item - they will call me. If they see me at enough local events, then we start to build a relationship of trust which can lead to more business. Two summers ago, I did a VERY large outdoor event and had sales the day of the event and gathered lots of contact information. Over the next several months, orders trickled in as a result of those contacts. One evening I received a call from a woman who was trying to place an order online. In the midst of talking, I found out that she had been at that event and over the last YEAR had received my monthly newsletter. That night she placed her own PARTY order for over $300. Since, she has referred customers to me because I was able to turn her "order" into a "party" that got her additional FREE product. An "AHA" moment for me. It is all about the customer service and not about what I need or want.
So, if there isn't a lot of foot traffic (customers) at your next vendor event - make the most of it. Don't be "negative nelly" and just complain - network with the other vendors, make the most of the people who do come through the doors. Take an extra 5 minutes to talk to a customer or someone who is interested in your products. Practice the 10 second rule - ask everyone who stops by your table a question - then LISTEN! Who knows they may hold the key to LOTS more people who may want your product.
Tip for today - decide what is going to be your definition of a "successful vendor event" BEFORE you go. Remember though the sales are great they may be short lived - wouldn't it be nice to also network with people who could help you to grow your business. I am going to talk more about opportunities to grow your business in the next few days...
Have a ThirtyOne-derful day!
