How Can I Sell...I don't know EvErYtHiNg!

I have talked to a lot of new merchandisers this week who say they are waiting to start their business because they don’t know everything there is to know about their business yet.

 

Pro tip? I don’t know everything. And I’ve been doing this for a bit.

 

  What do you really need to know to get started? Do you need to know everything? Let me show you that you don’t. Look down at your feet. What kind of shoes are you wearing? Why did you buy them? Were they comfortable? Were they cute? Were they in fashion? Did they match an outfit that you needed to match? Most of us don’t need all the facts about a product to buy – you probably don’t know where your shoes were made, what they are made out of, right? You wanted to know “What’s in it for me?” and your customers do too. Simple. What’s in it for me.

 

You need to know why your customers might want your product and what is amazing about your product. Seems pretty simple right? Think about these four factors of a purchase: facts, benefits, solutions, and something amazing (a WOW factor). Your customers are most interested in the solutions and something amazing. They want to know what the product will do for them and why it is fantastic. You, as a merchandiser, feel that you should know the facts (nickel free, rhodium plated, etc.), and the benefits (looks like pricier brands but has a lower price point), but you’re going to hook your customers with solutions and WOW. Solution: makes that black dress you wear all the time POP. WOW: people will look at your jewelry and say wow.

 

            You also want to know your compensation package because that is going to motivate YOU. So real quick, as a Fast Starter in your first 60 days:

1)    50% off all pieces (but only one of each piece) (only for your first 30 days)

2)    $200 in credits for every $1000 sold

3)    Commissions are 25% of all sales up to $800 in one month; $800-$2999 is 30%; over $3000 is 35%

Once your Fast Start is over, it changes a little:

1)    30% off all pieces (except during new product launches you get 50% off the new products for a week or two weeks)

2)    $50 in credits for every $1000 sold

3)    Commissions are 25% of all sales up to $800 in one month; $800-$2999 is 30%; over $3000 is 35%

 

So you know what’s in it for you, let’s figure out what’s in it for your potential customer. Is it going to make her feel like a million bucks to wear that Torsade? Is it going to make her feel “put together” when she goes to the grocery store? Is it going to complete her jewelry ensemble for when she wears that New Year’s Eve dress?

How do we communicate this to a potential customer? You’re talking to Jenissa at a pop up and she is eyeing the Torsade on your table.

            You: It’s gorgeous isn’t it? It’s one of my favorite pieces.

            Jenissa: It is! But I don’t know what I would wear it with! Or where I’d wear it!

            You: That’s a great question. Do you have any parties coming up? A night out on the town? That’s a great piece to dress up the same dress that you wore a few weeks ago and make it feel new again.

            Jenissa: We have kids. We don’t go out much.

            You: Girl, I am right there with you. I think that if I had this necklace I would make a point to go out though – get me a babysitter, I’m getting dressed up tonight! Wouldn’t you love a date night?

            Jenissa: Sure! What would it go with?

            You: Here, let me show you – put it on with what you’re wearing right now. *Hands her a mirror* Now check that out. Dang girl, your sparkle is contagious!

 

While it may seem silly, what did we do there? We solved a problem (never getting to go out, not knowing what to wear it with) and gave her a WOW factor of making her feel sparkly. I bet if Jenissa bought the Torsade, she would MAKE a reason to go out. I know I would. Now if she didn’t buy, what would you suggest to her? You got it, hostess a party and let’s get you credits to get that dang Torsade! She doesn’t get to go out much, so bring the party to her and her friends at her house (or at a local restaurant or coffee spot).

 

To re-cap, do you need to know everything to start? Nope. You need to know why your customer should shop C+I and what she will get out of it. Will there be questions about what products are made out of? Sure. But you’ll learn that information as you go along. You don’t need to know it to start off your business. I promise. And if your first customer asks? Perfect answer: “That’s a really good question! I am brand new at this so let me find out for you!” They will appreciate your honesty and you’ll learn something new!

 

What was the first question a customer asked you about C+I? How did you answer it? Let me know – I love to hear your stories of your experiences!

XOXO,

Liz

 

It’s your friendly neighborhood Chloe + Isabel MM with some business tips! Have questions, want to set up a chat with me, or want me to talk about certain things in these weekly emails? Let me know! Send me a text or call me at 210-465-1894, Facebook message me, or email me! I want to hear from you and help you be successful in your business!

Goal Setting for 2015, Chloe + Isabel Style

As the end of the year looms, it’s time to set some goals for 2015. We should set goals often and keep them visible to us to remind us of why we’re working. Goals that are written down are more likely to be accomplished so let’s start off 2015 by writing down some goals.

 

First, what is your goal for the year? Would you like to be able to pay your car payment every month with your C+I business? Would you like to take home $500 per month in commissions? Would you like to have at least one in-home pop up per month? Would you like to save for a vacation for your family? If so, how much do you want to save by December 2015?

Now break that goal down into monthly segments – how much do you need to make per month to pay off your credit card by December 2015? Divide that by 12 and see how much you would need to make per month. How much does that equate to in sales? Remember that commissions under $800 are 25%, commissions between $800 and $3,000 per month are 30%, and commissions over $3k per month are 35%. How much do you need to sell per month to reach that goal?

Once you know that goal, think of this: in-home pop ups typically garner $700 or more in sales, while online pop ups usually sell about $250-$300 (on average). How many of each do you need to schedule per month to reach your monthly goal? Add an extra one just for good measure since we all know that sometimes things don’t go as planned, and that is your pop up goal for your months. Go through your calendar for January and put in every required activity: work, school, and kids’ activities. Once you have done that, find your spaces and highlight them in green. This is when you can pop up. Have two hours on a Saturday? Offer a one-hour pop up with look books at a coffee shop. A pop up does not have to be a huge affair!

Now comes the question of how do we expand our networks so that we can have a constant calendar where our calendar is filled with pop ups with engaged hostesses? I’m going to focus more on networking in coming weeks, but start thinking about your next hostess. Whenever you pop up, the goal is to connect with customers and schedule at least one pop up from the attendees. This will help you expand your network and keep that constant calendar. You may want to create a hostess packet that includes a look book, a wish list for your hostess to create her list, and a guest list worksheet that you create. You can also put other things in there such as candy or a note – make it personal for you! Bring your hostess packet with you to every pop up with the intention of finding your next hostess at the party. Doing an online event? Always ask your participants who would be interested in hostessing and tell the attendees about the hostess rewards we offer. Be sure to get interested ladies’ contact info so that you can contact them about their pop up. Use a note like this via email, Facebook, text, or even…a phone call!

“Hey Tammy! This is Liz Wright, the Chloe + Isabel jewelry merchandiser from Sarah’s party on Tuesday! I know that you were interested in hostessing your own party so I wanted to check in with you about upcoming dates. I have these three dates still available this month – which works for you?” If Tammy says this month doesn’t work for her, look at next month. If she says she’s too busy, offer a one-hour pop up or an online event. If she says she doesn’t know a lot of people in the area, offer an online event. You may also run into someone who wants to hostess but is far from you. You could send her a pop up in a box – a set of look books, a set of wish lists, and instructions for how to place orders (including her link). Be sure to include a date that the pop up will close to increase urgency for her attendees.

Remember that in-home events take about 3 weeks to plan well (sending a save the date, sending an invitation, getting RSVPs, and planning the actual party). Online events can be planned more quickly, but in both scenarios your hostess needs to be involved in the invite and reminder process because her people don’t know you – they know her.

 

A couple more points about goal setting. Setbacks – they’re going to happen. Look at a no sale pop up as an opportunity to learn how to do better, not as a failure. Your reactions to unpleasant and unexpected events are going to influence your motivation. Learn what you can and move on. Adjust your goal as needed and move forward. If you realize your time line isn’t realistic, adjust it. But never give up on it. Figure out what your core activities are – what makes you the most money and what makes you the most connections? Focus most of your energy on those things. Monitor your progress towards your goal and give yourself a pat on the back for getting there. You may notice that I post a monthly sales goal at the beginning of the month and keep the team updated about it weekly. Sounds so familiar doesn’t it… *smile*

 

So there’s my long-winded goal setting message! Whew! Now I want to hear from you – what’s your goal for this year? What’s your goal for January? How can I help you get there?

XOXO,

Liz

 

 

It’s your friendly neighborhood Chloe + Isabel MM with some business tips! Have questions, want to set up a chat with me, or want me to talk about certain things in these weekly emails? Let me know! Send me a text or call me at 210-465-1894, Facebook message me, or email me! I want to hear from you and help you be successful in your business!