Doin' the Direct Sales Holiday Hustle!

Today is the end of November.

SERIOUSLY how did that happen? It was just the summer I swear. Geeze.

But we have been talking about this season, prepping for this season, and getting ready to rock our businesses for this season for A WHILE so we’re good, right?!

If your December isn’t looking so hot, we have about 14 days (or until your company’s shipping cut off) to rock your businesses’ socks off. Today we’ll talk about a couple of tips to do that.

• First, party. Party this week. Period. Online, find a hostess, in-home, do something. People who are still shopping can be interested in your products for gifts so get a party going.
• Offer personal shopping for customers who don’t have time to shop. Offer to send them a set (2 or 3) of suggestions from your company based off their giftee and their price range.
• Use your company’s promos to purchase “cash and carry” items for after the shipping cut off. Figure out what your most popular items are and have some on-hand for those last minute shoppers.
• If your company has promos this week then run them INTO THE GROUND. Push those promos to your customers until the promos are DEAD. As I tell my team, “Use and abuse them.” They are there to help your customers, help you, and to help your company of course. The first two are the most important ;)
• Talk to men. Many (not all, but many) guys are last minute shoppers OR they don’t really know what to buy. Help them! Call, text, Facebook message them asking about their shopping, how is it going, and is there anything you can help them find? Price range and some info about their giftee(s) please!

As I have said in a previous post, after your shipping cut off your business will get a little dry which is actually a little nice if it’s been a hectic few months for you! What can you do after your shipping cut off is over?

• Plan New Year’s Eve Prep parties – bring your outfit and let’s get it accessorized!
• “I didn’t get what I wanted for Christmas” parties – December 26^th there will be people who were gifted cash or received an item they didn’t want – maybe they will want to shop your site? Offer a mystery hostess party online for those who didn’t get what they wanted.
• Send digital holiday cards to your customers – show them they are appreciated. Make them personalized. Make your customers feel IMPORTANT. Because they are.
• Start booking into winter and spring! Figure out when your new product launches were last year and talk to previous hostesses about hostessing again.

While these are some suggestions, I want to hear what you’re doing this week to #holidayhustle your business. Go to the Direct Sales Mavens Facebook page and let’s talk strategies! Share your strategies with other direct sellers and let’s help each other brainstorm!

Do you find my posts useful? If so, sign up to receive emails in your in box whenever I post – on the right put in your email under Follow By Email! Also, sharing is caring – share my posts with other direct sellers you know so they can check it out! Join the Direct Sales Mavens Facebook Community here and let’s help each other achieve our goals!

Don’t Hate On The Holidays - Your Business and Holiday

Before I started direct sales, I thought that the whole “get ready for the holidays early” idea was bad – I mean who wants to see Christmas trees in October??

But as a direct seller, you need to be thinking months ahead in terms of sales, in terms of party/pop up hostesses, and in terms of dates. In this post I’m going to tell you about some things to keep in mind for the rest of this year to help you have an amazing rest of 2015!

Preparation is key to success during holiday. Starting NOW will make your business during holiday amazing.

Let’s work backwards. Think about your product and see which of these dates may be useful for you to promote.

• ·      New Years Eve (Thursday, December 31, 2015)
• ·      Gifting holidays (Christmas [Friday, December 25, 2015], Hanukkah [Sunday, December 6, 2015 – Monday, December 14, 2015])
• ·      Cyber Monday (Monday, November 30, 2015)
• ·      Black Friday (Friday, November 27, 2015)
• ·      Thanksgiving (Thursday, November 26, 2015)
• ·      Halloween (Saturday, October 31, 2015)

If you’re like me, gifting holidays are going to be big. But your company may also offer Black Friday deals as well as Cyber Monday deals. Thanksgiving is a good time to bring your business to the family and have an impromptu “party” with your family who may have started thinking about gifting holidays. If Halloween costumes could include your product then you want to be working on that by mid-September so that you can make sure customers get their product in time.

Things that are important to think about:

• ·      Shipping cut offs (both regular and expedited shipping if your company offers it) – I usually suggest people shop 2 weeks before a holiday date because shipping tends to slow down during the holidays. So think about your cut off in terms of shipping speed (both from your company and the shipping company)
• ·      On hand items: Having items on hand for late shoppers (and have a way to take credit cards such as a Square Card Reader)
• ·      Gift givers may not be your typical customers – men may be more likely to purchase from you during the holiday season if you sell something their significant other may like – so don’t forget men in your outreach! Also, if you have approached people before who said they don’t buy your product for themselves, approach them again for gifting options.

Things to do right now:

• ·      Vendor Events: Find and sign up for Vendor Events in your area related to the holidays. Vendor events are a great time to sell on-hand stuff, so if you sign up for one be ready with some of your best selling products and a way to take credit cards. Also be ready to get leads because that is what vendor events are really good for!
• ·      Calendar: Look at your calendar for the next few months (up until January 1). Block off dates that you have engagements yourself (school plays, work events, etc.).

Let’s talk about that calendar…

Working backwards, your shipping cut off for NYE should be around December 17^th. For Christmas it should be December 11^th. The week of Thanksgiving is NOT a good time to ask for in-home hostesses (but an online event could do well on Black Friday, the 27^th, if you’re offering one). People are busy with Thanksgiving preparations and…it’s just not pretty. I would be attendance would be poor (unless you have a bunch of moms who are looking to get out of the house because it’s school vacation week! HA!). People are also traveling and high travel times usually lead to poor attendance.

November and December will most likely be your highest sales months (3 times your average month maybe) so really, you’re looking at November 1 – November 22 (the Sunday before Thanksgiving week), November 27 – 30, and December 1 – December 17 in terms of possible sales/party dates. After shipping cut offs, your sales plummet. Which makes sense. So really, your “season” is…42 days long. Aside from those last minute shoppers who want to buy from your on-hand stock that is (and I highly suggest you have some, there are a lot of late shoppers out there, people shopping for Christmas the day before…).

How holiday may be different:

• ·      Hostesses may be more interested in partying during the week – weekends fill up quickly during the holidays. Be flexible. Offer weekdays.
• ·      RSVPs may be high and then attendance may be poor. Don’t fret. Follow up with non-attendees and let them know that you’re willing to meet up with them on their time to show them your offerings.
• ·      Remember “Who, who, and you” – who are you shopping for? Who else? What do YOU want for yourself? This is especially useful during in-home events during holiday.

Final thoughts…

• ·      Get your calendar set up.
• ·      Talk to your network. BOOK HOLIDAY NOW. No joke. It will fill up. Show people your available dates and get them hostessing to get those hostess rewards (for themselves and for gifts). Make sure you have literature about your hostess rewards (and a hostess introduction email) ready to go now. Preparation is key to success during holiday.
• ·      Prepare your outreach list early – who is your target market? How might it be different for gifting?
• ·      Think about offering a weekly online shopping event that you invite only 10 customers to – ask each person to invite a +1 and you have a 20 (or more) party. Help them find holiday/gifting items. Make it all about convenience for THEM.
• ·      If it’s November 1 and you have an open date during your 42 days, offer a 5-1-1 party at your home – 1 hour, you invite 5 of your local customers, they bring a +1, you offer wine/beverages and a snack, and we shop. Nothing stressful, nothing big – small and intimate is the goal here. “I’m one of 5 people you invited?! Wow!”

I’m off to offer my VIPs my first set of bookings for the holiday season – what are you doing to prepare for the holiday season for your business?

Do you find my posts useful? If so, sign up to receive emails in your in box whenever I post – on the right put in your email under Follow By Email! Also, sharing is caring – share my posts with other direct sellers you know so they can check it out! Join the Direct Sales Mavens Facebook Community here and let’s help each other achieve our goals!

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!