Are You Warm and Welcoming?
When you are in a host’s home to facilitate a party, are you warm and welcoming to the guests? Or do you usually hang back out of the way or go the opposite direction and end up a little over bearing?
One of the best pieces of advice I give new consultants when they start with a home party company is to “make it your own.” This is contrary to the 1980’s MLM mentality of keeping everything simple and duplicatable. I’m all for simple; but emphatically disagree with duplicating some other consultant’s style. You’ll enjoy your direct selling business much more and realize more success if you are comfortable what you’re doing and if you customize it to your own style.
It would be pious of me or anyone else to give you a script of what you should say. In the sales industry it’s been proven time and time again that people will buy from those they know or who are comfortable with. If you’re reading note cards or trying to regurgitate the words that another consultant uses, and it’s not necessarily how you would do it, it’ll come off cold and awkward at best.
As with many areas in life, it’s important that you find a balance. As a new consultant, it may take you a few tries to work the kinks out and get more comfortable. Here are some suggestions that may help as you get your sea legs in your direct sales business.
1. As the guests enter the home, position yourself near the door. Shake their hands; look them in the eye; hand them a catalog and let them know you’ll get started shortly.
2. During the lull while you’re waiting for more guests to arrive, chit chat with the guests. Don’t say anything business related at this point, but keep it more casual or personal. Talk about the weather, their outfit, if they mention “the kids” ask about their family, current events, common interests, etc. This is the time when you’re there to help them see you as a person, not as a sales consultant.
3. Don’t hover. Do you like to be hovered over? No of course not; no one does. Remember to be warm and welcoming. Be casual. Be friendly. When it is time for them to complete their orders hang back off to the side. Let them know you’ll be available if they have questions or are ready for you to close out their order. If you’ve done your job explaining what you’re offering, they don’t need you breathing down their neck as they’re deciding what to get or how much money they’re comfortable spending that night.
4. It’s great that you were warm and welcoming as they entered, but your job is not done yet. It’s equally as important to leave a good last impression, as that is likely what they will remember most. Thank them for coming; thank them for taking time out of their busy day. Thank them for their business. Let them know how much you appreciate their business. “Drive safely”. “Have a good week.” “Have fun at Suzy’s dance recital tomorrow.”
If you are warm and welcoming throughout the party it will serve many purposes. One – it is just the right thing to do; it’s the professional thing to do. Two – it’ll make you more approachable which may in turn encourage the guests and the host to consider working with you to start their own business or to book a party. And lastly – as mentioned above, people are more likely to do business with those they know or who are comfortable with – repeat customers are easier to maintain than constantly looking for new ones.
It’s win/win. You’re a person first and a sales consultant second. Keep it in that order and you should have good results at your parties.
About the Author: Laurie Ayers is a Michigan work from home mom and a Superstar Director with Scentsy Wickless Candles. She enjoys helping men and women start and maintain a home based business in the US, Canada, Puerto Rico, Germany, Ireland and the UK. To download a FREE Start Up Guide which provides more details about how to start a home business as well as to learn about our compensation plan go to http://www.thrivingcandlebusiness.com/how-to-start-a-candle-business/