Direct Sales – Secrets to Summer Scheduling Replay

“I need to thank you from the bottom of my heart. I had been feeling sluggish in my bookings and after I jumped on your webinar, got the rush and enthusiasm back that I needed and was missing. We just did a mini phone-a-thon tonight at our team meeting here in Michigan. I booked 9 parties using your idea’s!” Julie Van Houten, Slumber Parties

Don’t miss the Secrets to Summer Scheduling Replay where I share how to:

  • Control your calendar all summer long
  • Use theme parties to encourage bookings
  • Make your offer so irresistable no one can refuse
  • My “secret weapon” for getting at least 12 parties every month all summer long! (well actually I shared not one, not two not three but FOUR secret weapons I used to keep my calendar filled with 3 -4 parties per week!)(you’ll even see some cool pictures of some great ideas for the summer!
  • Plus lots more…

It’s 90 minutes jam-packed with idea after idea and lots of motivation to propel you into action! So you can share this email with your team (you’d be crazy not to) but everyone must register to listen to the replay. And if you already registered for the live call but didn’t get a chance to join us…don’t worry, a special email is on the way with the replay information!

You can watch or listen as many times as you want 24/7 from now until May 31, 2010! After that it’s back in the vault for another year! So, if you didn’t register because you couldn’t make it for one of the Webinars on Monday there is nothing stopping you now!

“Thank you so very much Karen, I sincerely appreciate it!  I use your advice.  The Open Date card works and I use your advice from a prior call and ask them what day of the week works best Tuesdays or Friday, Saturday? I book, as you’ve told me, the first available dates in the beginning of a month so when I hold those shows, I can book later in the same month to get a full calendar of shows.”  Annette Locke, Premier Designs

Register for the Replay Now

Direct Sales – Use the Law of Averages to Increase Your Income

How many prospects do you need to talk to before you get one booking?
How many people do you need in attendance to have a $1000 party?
How many parties do you average per week? Per month?
What’s your average party and how can you increase that amount?
How many bookings do you average per party? How can you increase this?
How many prospects do you need to interview before you get a recruit?
How many recruits do you need to sign before you get one new leader?
How many new leaders do you need before you get one great leader?

Many salespeople do no fully understand the importance of finding out their averages in order to improve in certain areas of their business. Tracking yourself in your business can help you find areas that you need to improve and then work on ways to improve your stats. Simple little techniques can have dramatic increases in your business, often with no increase in time or effort. As Jim Rohn says, “When you are new you make up in numbers what you lack in skill.” Once you discover what you need to do you can work to improve each skill to increase your productivity. Here are some simple ways to track yourself that won’t take much time or effort but can go a long way to making you more money!

1. Begin today tracking how many parties you hold each week, each month and each year. During coaching with consultants and leaders most are amazed to discover the difference in the amount of parties they believe they have held and the amount they have actually held.   For example, during one call the person I was coaching said she held about 8 – 10 parties each month. I asked her to get her company stats and lets go over them. She went back for 8 months and discovered she actually held an average of 4 -5 parties per month and the most parties she had ever held in a month was 7. After the initial shock she said to me, “I feel like I’m working all the time.” Come to find out she was spending lots of time on things that did nothing to put money in her bank account. A few changes in the way she did things at her parties and she was soon reaching the  8 – 10 parties per month goal she had  set for herself.

2. Create a tracking system for your parties on excel or a spreadsheet where you list the number of invitations sent, how many guests attended, how many guests purchased, total sales, how many people booked, how many leads you interviewed for the business opportunity.      (These are many of the questions I teach leaders to ask their new recruits in the Blueprint for Mastering Direct Selling Leadership for 6-Figure Income Virtual Bootcamp.) www.karenphelps.com/leadership.html
Using a tracking system for your parties helps you discover areas where you are strong and areas you need to improve in your business. If you have a low party average you need to discover WHY? Is it because there aren’t many people at your parties or is it because a lot of people leave without purchasing?  If you are having low attendance and you are not mailing invitations for your hostesses you may want to begin to mail them for 30 days to see if your attendance increases. If you hold party after party with no bookings sooner or later you will be out of business. YOU MUST GET AT LEAST ONE BOOKING FROM EVERY PARTY…NO EXCUSES! So, if you aren’t replacing every booking what do you need to do in order to leave every party with one to three bookings? ( Should try the booking game which is part of the It’s a Party Out There Program www.karenphelps.com/shop.html or www.karenphelps.com/promo.html)

3. Track your Leads.  How many people do you need to hand recruiting brochures to get one person to sit down and talk to you about the business. How many people do you need to interview in order to get one signed recruit.Wow, this is an interesting area because a lot of direct sellers misinterpret signing someone up with interviewing someone about the business opportunity. When someone tells me they sign everyone they talk to my initial response is, “you are not talking to enough people.” The late Jim Rohn said even the best recruiters signed an average of 3 – 4 out of every 10 people which is a 30 – 40% close ratio. As I teach in the new Leadership Virtual Bootcamp RECRUITING IS NOT AN ACTIVITY!  Prospecting, phone calls and interviews are the activities you do to get a signed recruit. The “signed recruit” is the result of the activities you have done previously. Those are the activities you need to track, leads, follow-up phone calls and interviews. Begin tracking those elements and work to improve in each one and watch your number of new recruits increase as you begin to work on areas where you discover you need to improve. For example, maybe you get a lot of leads at your parties but you don’t actually get many of them to meet with you to talk about the business. You may have to work on your follow-up skills to improve your average.

4. How many recruits do you need on your team to get one leader?  Ahhh…many leaders don’t think about this when they are trying to build a direct selling empire. If you promote one leader for every 10 recruits and you want 10 new leaders you know you will need to bring 100 recruits into your team. If you promote one  leader for every 20 recruits you’ll need to have 200 recruits to get 10 leaders. Now, if you haven’t been tracking this all along you can go back and get an approximate figure by dividing the number of leaders you have into the number of people in your organization.  If you have 500 on your team (yes, for this stat you will need to count active and inactive recruits) and you have 5 leaders then you can pretty much figure that you need to have 100 recruits per leader. BUT, you can improve your average by doing the RIGHT THINGS! You can train your new recruits to begin sponsoring immediately. You can hold a Future Leader Luncheon EVERY month to increase the awareness of the leadership opportunity with your company. When you begin to work RIGHT you will notice you don’t have to WORK HARD to get better results!

So, hopefully I’ve given you some food for thought. I know with today’s technology many direct selling consultants and leaders have access to up-to-the-minute stats with their company which can be a blessing as well as a curse. You have to break everything down as small as you can in order to discover what needs to be improved to increase your averages. Even if your company is keeping track of things for you there are probably many places where you could keep better statistics on yourself and your team AND with little tweaks and changes notice BIG RESULTS!  And since I just returned from Vegas, “I’m betting” you can make success in your business happen!!!

Develop Your Persuasion and Selling Skills to Increase Sales & Bookings

How would you like to have an abundance of people saying YES to you and your offers? Would it be worthwhile for you if you could have more people say YES to booking a party? What would happen if more guests purchased at every party? It’s not as hard to get people to say YES as you might think and actually you probably already know several ways to do so BUT you may not be implementing what you know or you might be missing one element that makes your presentation less effective.

I’ve been avidly studying and practicing persuasion and sales techniques for thirty years. I have sales programs and books from Zig Ziglar, Tom Hopkins, Dan Kennedy, and numerous others and I have to confess even though what I hear or read is often a repetition there are also some BIG AH-HA moments when I read something or hear something and I think to myself, WOW, where has this idea been all my life! Now, you may be thinking to yourself, I know everything I need to know but when you really understand ALL OF LIFE IS A SALES TRANSACTION you might want to study to get things right. That’s right, whether you are trying to get your spouse to take out the garbage, or encouraging your kids to do their homework, or selling a tangible product for commission YOU ARE ATTEMPTING TO INFLUENCE SOMEONE TO ACCEPT YOUR IDEA which is nothing less than a SALES TRANSACTION! So are there some simple things you can do to get a better response? Absolutely! Here’s a few suggestions!

1. Clear Up Confusion in your prospects mind. When people are confused they seldom act and yet there are many times sales professionals have done this to a potential customer and then wonder why they didn’t get the sale, booking or signed agreement! On a recent call with a Gold Plus member we discovered that she is skeptical at first, doesn’t like deadlines and wants convenience and some type of guarantee before she makes a decision to invest in a product. This is valuable information for someone who is trying to sell her something to know and it will be difficult to close this person if you haven’t addressed these concerns. Before attempting to close someone like this you need to make sure she trusts you and the product and that you’ll do everything you can to simplify the process while at the same time reminding her that although she is free to make her decision at any time there are a few additional benefits if she acts soon. Most sales people DON’T ASK ENOUGH QUESTIONS to get to the RIGHT CLOSING QUESTION for each individual. It’s a process that can be developed over time.

2. Use Social Proof in your presentation. Even though we like to think it doesn’t matter to us what our neighbors are doing the truth is…it does! The phrase, keeping up with the Joneses hasn’t gone by the wayside and people buy what others buy. Ever noticed what happens at Christmas when all the kids want the same toy and parents are frantically searching for it to no avail??? You can implement social proof in a couple ways. First, you can browse through current magazines and find things that are similar to what your company carries and talk about them or show them at your parties. It validates your company’s knowledge of what’s current and happening now. Second, make sure to say things like, “this is one of our most popular items and our customers are raving about the compliments the have received on this item.” Do you know anyone that doesn’t like to get compliments??? They’ll do anything and purchase anything to get a compliment!

3. Smile . Several studies have been done on the importance of smiling and customer satisfaction and the more authentic your smile the more likely someone is to take action and BE Satisfied with their decision! I’m constantly telling consultants to “lighten up” at their parties. Have fun, smile and people will look for ways to stay connected to you like booking a party or becoming a consultant. No one likes to be around someone who is GRUMPY and frowning all the time but most people will go out of their way to be with someone who is HAPPY and smiling. Who knows, the smile you force yourself to put on today could easily come to your face tomorrow after the additional sales and bookings at tonight’s party. Smile…all the way to the bank!

These are just a few of the many factors you can include when making any type of presentation. There are hundreds more effective strategies for getting people to say YES to your offer. I’ll be sharing lots more strategies on the next Direct Selling Doctor monthly teleseminar on Monday, April 26′th at 9:00 p.m. Eastern. Direct Selling Doctor members can join me on the live call and/or listen to the replay on the website. If you aren’t a member yet check it out at www.directsellingdoctor.com

Direct Sellers One Party Can Make a Difference

If you are in direct selling and you don’t believe one party can make a difference watch this short video to see how I took one booking and tracked the booking chain for two years!

Want results like this check out direct selling success products. http://www.karenphelps.com/shop.html