Don't Leave Business Opportunities Behind In Direct Sales

Author: Susan Squier

In order to maximize your income, you must maximize your efforts by working smarter, not harder. You must do everything in your power to succeed. You must not be afraid of utilizing the tools you already have to maximize your earnings potential.

These quick tips will help you avoid leaving business behind.

Catalog Shows

Many consultants say that catalog shows are just gravy, but this attitude is wrong.

When done correctly, catalog shows can add a nice income to your direct sales business. When your catalog hostess hands you a bunch of orders,then picks out her free stuff, take the time to call each person to personally thank them for their order.

All orders, regardless of whether it was done at a show or via a catalog, lead to sales and that personal touch can lead to more show hosting opportunities.

Hostess coaching

If you’re not properly hostess coaching you are not taking your business seriously. Hostess coaching is not a nasty word; it’s a must with any direct sales business.

If you don’t tell your hostess to get outside orders, then her sales will be lower. Remind her that lower sales means less free stuff because if her sales are low, she will not satisfied with the experience. And if she is not satisfied, it will affect her decision to host a party in the future. And that's lost income.

If you don't tell your hostess to over invite her guest, then she will be disappointed at the show. Only a third of any guest list actually shows; that means if the hostess invites ten people only four will show up.

Guest Lists

Send your hostesses invitations out yourself so that you have a list of people who don't show.

After the show, give the no shows a call.

Make casual conversation by starting with “Sorry we missed you at ______'s party”. Then remind them that it’s not too late to surprise Jane Doe with a party credit or an order.

If the show gets cancelled, request a copy of the guest list. Then call the guest and tell them you’re doing a “surprise catalog show" for the canceling hostess and that you’ll be surprising her with a free shopping spree. From there you try to get a surprise booking, too.

Customer Service Calls

Shortly after your hostesses receive the products, call everyone who placed an ordered to make sure they received everything they ordered, if they’re happy with their purchase, and if they want to earn more purchases, for free.

People do change their minds, so even if you asked at check out time, ask again.

It’s ok if the answer is still no because your primary goal here is to provide exceptional customer service. You want each person to be impressed enough to recommend you to someone else.

A bonus to this approach is that this will be your first contact with those who placed a catalog order.

Check Out

If you don’t talk to everyone at check out, then you are missing out on a great opportunity to gain more sales and more bookings.

You have people right in front of you! They are writing you a check. They’re already in the mood and giving you their full attention. Take full advantage!

For those who hate making cold calls, this is the perfect chance to fill your calendar! Just remember that if you ask some people and not the others you leave some people wondering why you don’t want to party with them.

Important Facts

Are you writing down important facts about each guest on their order form? This is great market research.

Maybe a guest says she could do a party in the spring after her daughter has her baby. Aks some questions about the daughter, and the baby. Write those facts down, then mark your calendar to call her in the spring to schedule a party. The more personal the conversation, the more impressed your potential hostess will be.