Boosting Your Business With Sample Sales

This time of year is one of my favorites for business.  My organization releases a new catalog with many new products!  It gives us all a fresh start for the busiest season of the year- fall!  Many of you may be in the same position now!  New consultants or distributors may initially be disheartened by discontinued samples or inventory they possess.  Take heart, these are great for business!  Start planning your sale now!


Name your event.

• Sample Sale
• Hostess/ Customer Appreciation
• Open House
• Christmas in "July" Sale
• Clearance Event

Select a Date
I usually host my event over a two day window such as Friday and Saturday nights from 6-9pm.  I find that you can catch a few people the second day that weren't able to make it the first night.  I also allow customers the opportunity to "shop by appointment" as well.

Location
My event is held in my home.  I set up additional tables and clear out my kids' toys.  If you aren't comfortable with this or don't have the room, host the event at a neighborhood clubhouse, friend's house, or at your church hall.

The Guest List
Invite past hostesses, customers, family, and friends.  Depending on the size of your database and the years you've been in business, you may want to focus on the people you've seen in the past year.  If you use guest surveys, include an option for them to check if they want sample sale information.


Advertise
How you spread the word and how often will be key to your turn out!  I do all of the following in this order!

• Mention dates of sales at all your shows, parties, and events even if it is approximate.  For example, I tell everyone "July and December".  Talk the event up so they look forward to an invite.
• Send out an email, Facebook Event, and/or Evite about 3-4 weeks in advance so guests can mark the date on their calendars.
• Mail out a paper invite  1-2 weeks ahead.  I order postcards from Vistaprint. ( 100 Postcards for just $1.99)
• Send electronic reminders one week out to encourage RSVPs.
• Send a final reminder within 24 hours of the event.
• If I don't have emails or electronic ways to send a final reminder, I will call the those guests and leave a message.

Some Tips on Turn Out

• Reward guests for RSVPing and bringing friends.  I use a ticket system so I offer a ticket for RSVPing and for each friend they bring.  Another idea is to do a special drawing for free product with all the guests who RSVP.
• Advertise your specials well.  I tell how much I have and at what discount.  For example, this year I had over 500 jewelry pieces with half of them marked 50% or 75% off.
• Offer refreshments.  I offer a large selection of yummy food and advertise some of the favorites in my reminders.  Many of my guests come for the food, not just the sales!
• Give-a-ways help a lot.  In the past I've offered a free gift to everyone who came.  I always have a large selection of drawing items.  This year, I used some of my products but also brand name items that people would recognize.  I advertised these items on my postcard invitations and in my reminder.

Setting A Sale Price
Don't be afraid to mark your samples down.  Sitting on items will not earn you money!  I'm able to always buy samples at 50% off but when our new line comes out, I usually earn an additional 30% discount which allows me to sell items later at 75% off with little loss.  Those that sell at 50% off still make me money!  The bigger the bargain, the greater the draw with customers.


Creating New Business
One of the greatest perks of a sale like this is to add new bookings to your calendar.  When ladies come to shop, advertise your specials and display new product lines if you have it available.  Offer a special gift if they set up a show on your calendar.  My sale is held just before the new line comes out so I know what I have to spend on new samples when I go to conference.  When I return, I send each guest a letter thanking them for coming along with a coupon, a new catalog, and any drawing items they may have won.  This year, I told my guests if they contacted me with their top 5 favorites pieces out of the new catalog, I'd double their coupon. I try to encourage them to look through the new collection so they will love it and want to host a show to get it for free!


Additional Sales
If you have customers who live outside your area or some who won't be able to make it, they can still partake.  I mailed catalogs to those who requested them and emailed them a list of my sale items.  They were happy for the savings and I was happy for the additional sales!


My sample sales are always very successful and I look forward to them so much!  I enjoy visiting with all my customers and catching up on what has been going on in their lives.  My method has worked well for me over the last 8 years.  If your first event doesn't go as well as you would like, stick with it.  I've built some loyal attendees over the years and now they tell their friends they can't miss it!

-Melissa


  

Encouragement, Buy 1, Get 2 Free!

In February,  I posted "Visual Love & Encouragement" where I talked about using Crayola Window Crayons to write messages of love and encouragement on windows and mirrors. 

These can be purchased right now, BUY ONE , GET TWO FREE at Toys R Us through tomorrow (Saturday, July 23rd, 2011).  They are regularly $4.49 each.

These make great gifts so stock up.  Give them as bridal shower gifts and explain they can be used to write love messages on the bathroom mirror.  In direct sales?  Give them to your downline with a note of explanation or a specific quote or verse for them to write on their mirror.  Have kids?  Use them to decorate your sliding glass doors with letters, numbers, or holiday decorations!

(On a side note, I have found the best method to remove the crayon is to use a dark wet wash cloth to scrub it off and then follow up with a paper towel to dry the glass.)

Don't forget to check out my original post with ideas for these crayons, you can click here.

Additional DEALS

Toys R Us is running some additional great deals on toys and then below a few links.

• Play-Doh Buy 1, Get 1 free
• Vtech Toys Buy 1, Get 1 free (Plus, see link below for $5 off coupons, you can use 1 for each item! I purchased $50 worth of toys for $15!)
• Crayola Crayons, Markers, & Paper, Buy 1, Get 2 free
• Crayola Color Wonder & Color Explosion, Buy 1, Get 1 free
• Leapfrog toys, Buy 1, Get 1 50% off
• Fisher Price Imaginext toys, Buy 1, Get 1 50% off

(Just to name a few.) 

Click HERE to view all of Toys R Us' 2 day deals.

Click HERE to view the weekly ad.

Click HERE for a $5 off Vtech toys coupon ($19.99 and up).

  

Look for some new posts next week, including: boosting your business with sample sales!  Have a great weekend!

-Melissa

Are We Willing to Focus on Others?

Are we willing to focus on others?  That is the "connection" question John Maxwell uses to organize the second section of his book Winning with People: Discover the People Principles that Work for You Every Time.  The "connection question" is made up of 6 principles which explore ways to focus on others and their needs instead of oneself.  In doing so, you become more desirable to others and build stronger relationships.

The Big Picture Principle:
"The entire population of the world- with one minor exception- is composed of others."
To break self-centered or self-serving behavior, focus on the big picture, which requires three things:

1. Perspective- There are billions of people in this world who will never know you.  Most of them have needs far greater than yours.
2. Maturity- Most people hit a stage in life where they feel unfulfilled and desire for more meaning in their life.  The key to finding meaning is to use your strengths to serve others.
3. Responsibility- Entering a marriage or leadership position will expose ones' maturity and sense of responsibility.  Maxwell says that good leaders: put others first, serve others, take responsibility, are a good example, give others credit, and mend relationships.

The Exchange Principle:
"Instead of putting others in their place.  We must put ourselves in their place."
The two key elements of this principle are perspective and empathy.  Here are ways you can make the exchange:

• See others in a positive light and give them the benefit of the doubt.
• Get to know others by listening to their concerns, studying their culture or job, finding out their interests, visiting their home, or simply just asking questions!
• Work to find the legitimacy in another person's viewpoint and acknowledge their valid point.
• During times of conflict, work to see the similarities in others' viewpoints instead of the differences.  Don't focus on trying to win.

The Learning Principle:

"Each person we meet has the potential to teach us something if we have the right attitude."

• We need many mentors.  It is impossible to learn everything from one person.
• No one is too old, too smart, or too successful to learn something new.
• Be passionate about learning, don't fall into an idle comfort zone, keep stretching yourself.
• See the value in other people.  I recently met a woman with incredible wisdom who could easily be overlooked based on her physical appearance.
• Surround yourself with people who will help you grow.
• Look for people's uniqueness and strengths, then ask questions.
• In order to show growth, there must be a change.

The Charisma Principle:
"People are interested in the person who is interested in them."
A Sanguine is a great example of a charismatic person.  Even if this isn't your temperament, there are 6 things you can do that will attract others.

1. Show a genuine interest in others.
2. Light up your face with a smile and draw people in.
3. Make an effort to remember names and call people by their name.
4. Encourage others to talk about themselves and be a good listener.
5. Build conversations with others based on their interests.
6. Go out of your way to sincerely make other people feel important.

The Number 10 Principle"
"Believing the best in people usually brings out the best of people."
Believe that each person you encounter is a 10.  Here is why:

• All people have potential and can achieve it if they just believe in themselves.
• Believing in others encourages them and brings out the best.
• Everyone wants their life to matter and wants to feel significant.
• When you help or believe in one person, it overflows to others.
• Seeing others in a positive light makes your day more positive.

The Confrontation Principle:
"Caring for people should precede confronting people."
Nobody likes confrontation so most people try avoid it, however it's impossible.  Generally, if conflict isn't dealt with quickly and correctly, it just compounds!

Here is Maxwell's list of unhealthy approaches to handling conflict:

• Win at all costs
• Pretend it doesn't exist
• Whine about it
• Keep score
• Pull rank
• White flag it

Here is Maxwell's 6 step plan to healthy conflict resolution:

1. Only confront someone if you care for the other person.  Keep the other persons interests in mind and try to make the outcome a win-win situation.
2. To resolve a situation, meet together face-to-face as soon as possible.  Avoiding the issues or putting off a situation will just make it worse.  If a personal meeting is absolutely impossible, then use the phone but Maxwell says to never resolve conflict via email.
3. Preconceived notions can cloud your judgement.  Your first goal should be to seek understanding, not necessarily agreement.
4. Outline the issue causing conflict using a positive approach.  Describe your perceptions without making conclusions or statements.  Express clearly how the issue makes you feel without accusations.  Explain why the issue is important to you.
5. Encourage a genuine response and truly listen.  Maxwell says that 50% of the time people don't even realize there is a problem, 30% of the time they knew there was a problem but didn't know how to solve it, and 20% realize there is a problem but don't want to resolve it.
6. Agree on a positive action plan which focuses on change and the future.

The third organizational question Maxwell uses is the "Trust Question:  Can we build mutual trust?"  By following me on Facebook, Twitter, or subscribing to the blog, you'll get notified when I share the five principles from the third question in Winning with People: Discover the People Principles that Work for You Every Time.  You can check out my first post on this book where I discussed the "readiness question" and it's five principles by clicking on this post:  Are We Prepared For Relationships?

WOW!  Maxwell's book is only $5.51 through Amazon today!  The list price is $14.99, that is a 63% savings.  I highly recommend picking up your own copy of this easy to read book!  Don't forget you can get free two-day shipping if you have an Amazon Prime.  Get a Prime account for free through Amazon mom.  See my post: Amazon Mom for more information.
















-Melissa

Networking Success

Networking events are a great way to make new business relationships.  When I quit teaching years ago to work my direct sales business full time, I attended a weekly networking meeting on Thursday mornings for over a year in my community.  Each week everyone would give their 30 second commercial, we would have a short guest speaker, a sponsored breakfast, and time to chat at the end.  Monthly evening mixers were held at the sponsor's place of business.  If you are new to networking, here are some suggestions for getting the most out of your time.

• You can find meetings in your area on meetup.com, look in your local newspaper, or visit my networking page for networking meetings I have listed in the Tampa Bay area.
• There are a wide range of events that meet through out the day.  Some may host mixers with no formal setting.  Other groups will allow you to attend evening events even if you are not an official member.
• Go prepared with an interesting 30 second commercial that highlights what you do or what you are looking for.  It is best to change up your commercial if you attend regularly.
• Bring business cards to exchange.  Brochures and product samples are also a good idea!
• Don't be a fly on the wall!  Introduce yourself to others and ask about their business to begin a conversation. 
• It is important to continually build on relationships, but be careful not to use the same people each week as your comfort zone!  You want to meet a wide range of people and keep building new relationships.
• Understand, that the intention of networking groups is to build relationships with other professionals.  This can take time, you must earn trust within the group. 
• Committ to attend regularly. 
• You can schedule appointments or one-on-ones with professionals you meet in the group to exchange business information and grow your relationships.
• Find out what you can do to help other professionals.  Often referrals are most important to them.  By doing what you can to help others, generally they will want to help you in return.
• Volunteer to sponsor an event.
• Ask to be a guest speaker at an event.
• Make sure you dress professionally and have a positive attitude.
• Joining groups in other communities where you wish to grow your business is a good move too!

Some of the people I got to know through this particular networking group, I still have relationships with today.  Others, I run into regularly within my community.  The key is in building relationships!

Related Articles:
What Message Does Your Look Convey?
A Lasting Impression


Best Wishes!
-Melissa