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Upsell is Not a Dirty Word

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tips to increase salesWhen you hear the term Up-sell does it invoke an image of an unsavory salesman trying to con you into something more expensive?

Up-sell is not a dirty word. It is a marketing term for the practice of suggesting higher priced or additional products or services to a customer who is considering a purchase.

Rarely do you escape a fast food drive-in without being asked if you would “like to super-size that?” Servers are taught to ask restaurant patrons “Are you ready for dessert or do you want to take any sauces home with you today?” It’s an acceptable practice. The power of suggestion is incredibly influential. Spontaneous add-ons are generally win/win for both the patron and the business. [Read more…] about Upsell is Not a Dirty Word

Party Doesn’t Reach Minimum

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Q: “What if the Scentsy party doesn’t reach minimum 200 PRV?”

Scentsy party minimumA: Erase that from your vocabulary. If someone agrees to host a party, they are agreeing that they will get a minimum of 200 PRV. They are agreeing that to get the host rewards, they will do their part in inviting guests, and promoting the online party link and talking with people to get the orders.
 
It really isn’t hard to achieve the minimum amount IF the host and the consultant work together. People know more people than they think. You’d be amazed at how many people will share a link if you just ASK them. Whether they themselves buy or not, most will share your link on at least one of their social media platforms. Someone can take a book to work to collect orders. Someone will ask them mom, etc.

What I sometimes see happen when parties have few orders is because of the way the invitation to host was originally suggested to the host. The consultant tries to get hosts who will do HER a favor by hosting a party. That’s backwards. When this happens, the host isn’t vested and won’t hustle to get orders. She’ll let the consultant do all the work.

Whereas the consultant’s job is to facilitate and help the host get the orders. The consultant serves as a coach, guide, mentor to help the host achieve her goal. That’s where good host coaching and follow-up is vital.
 
Decide and commit that the party WILL reach a minimum 200 PRV. You just may need to get out of your comfort zone to make it happen.
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*Her and she referenced above could easily be Him and he … Scentsy is a family friendly business complete with male consultants, hosts and customers. 
p.s. If the party doesn’t reach the minimum you can’t close it out as a party. They’re just individual orders at that point so no host rewards are available. You can leave it open until it reaches 200 or enter them separately as individual orders and cancel the party.
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Overcoming Objections With Your Wording

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Perhaps you’re not having the success you’d like because of the words or names you’re using to share your direct sales business products or opportunity. So call it something different.

You can overcome objections with your wordig. Anyone who knows me well knows I am a huge Laverne and Shirley fan. One of my favorite episodes is The Diner, where Laverne is the fry cook and Shirley is the waitress. Laverne keeps saying “Betty, pick up. Betty, please pick up your hash blacks.” When Shirley asks why she keeps calling her Betty, Laverne responds, “Because it sounds so much better than ‘Shirl, pick up.'” Watch the first 30 seconds below if you want a refresher of this dynamic duo).

The scene above highlights this concept of using what sounds best in a given situation. For example, if the word “Party“ as in Host a Home Party, tends to sour potential hosts, use a different term. Perhaps call it a Scent Event, Open House, Demo, Show, Get Together or even “free items for large orders”.

I’m not at all suggesting you should mislead anyone. Rather I’m talking about speaking a language that your market can identify with or that makes you more comfortable. [Read more…] about Overcoming Objections With Your Wording

Overcoming Challenges of Booking Home Parties

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One of the most common challenges of being an independent consultant with a home party plan is the ability to get constant bookings.   If you can’t keep your calendar full, it’s difficult to have success in a home party business.   Below are three widespread reasons for less than stellar results in getting bookings. Keep reading, as it is also followed with solutions to overcome these challenges.

The people you talk with aren’t the party-hostess type. It may be that simple. They’re just not into having people over while someone tries to sell them something. Have you ever tried to convince your grandma to try skateboarding? Or tried to sell someone who only buys products made in the USA to purchase a foreign car? There are times that no matter what you say, you will not cause a cat to change her stripes.

You predetermine who would and would not be interested. You’ve decided in your head, “oh so and so wouldn’t be interested.” You don’t even give her the opportunity to consider it. You’ve already decided that her answer will be, “No.”   If you have these psychic abilities to read minds, this may be another career more suited for you, Oh Great Swami. [Read more…] about Overcoming Challenges of Booking Home Parties

Home Party Booking Ideas

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Need some home party booking ideas for your Scentsy business? 

I trust you are here because you need some home party booking ideas. You probably feel like you’ve “asked everyone, and no one wants to have a party.” Am I right?

There are generally three main reasons why your booking success needs a little help:

1.       Your peeps are basically non-party people.   Sometimes it’s as simple as that.   Those you know or talk to just don’t get into hosting or attending direct sales home parties. Have you ever tried to convince someone who prefers country music to listen to jazz?   Or how about convincing a true blue dog-person to get a cat?   Sometimes it’s that simple; nothing you say or offer will convert them into party-people.

2.       You haven’t asked.   That may be a BGO (blinding glimpse of the obvious) but are you honestly asking people if they’d like to host a party?   Or are you making up their minds for them? Have you already decided that she wouldn’t want to have party? There might be a market for your mind-reading abilities.

3.       You’re using words and terms that make people run.   Sometimes when people hear “home party” their mind translates that into something as fun as a mammogram or paying taxes. Perhaps you can say the same thing in a more enjoyable manner that will get favorable results.

Home Party Booking Ideas (and solutions)

If you fall into one of the above three categories consider these possible solutions:

1.       Review your company policies and procedures to ensure you are permitted to market via methods other than home parties.   Perhaps you’re better suited to participate in vendor events such as craft shows or state fairs.   Can you use Internet marketing?   Perhaps that’s the way to go instead of constantly hitting the wall with home parties.

2.       Open your mouth and give people the opportunity to get free stuff.   And for goodness sake don’t ever use the word “favor.”   Your hostesses aren’t doing YOU a favor – you’re doing THEM a favor by providing them the opportunity to get some products free or greatly reduced. Until you change your mindset about that favor thing, no matter how you ask, you’ll come off that you don’t really believe you’re offering something worthwhile.

3.       Try using creative language.   How about “Free (candles, jewelry, makeup, etc.) For Large Orders”?   That says nothing about a home party but gives potential hostesses the opportunity to merely collect orders or to decide how to go about getting the free goods.     Also try other names for home party – Tasting Event or Scent Samplers.

If what you’re doing isn’t working it’s really as simple as finding a different way to arrive at your destination.   Take a detour; try something different than what you originally thought was the way to go.

About the Author:   Laurie Ayers is a WAHM from Michigan and a Superstar Director with Scentsy Flameless Candles.   She enjoys helping others start and maintain a candle business.   You can find Laurie at https://la.Scentsy.us or https://www.ThrivingCandleBusiness.com