How to Book Parties After The New Catalog Comes Out

It’s summertime and that means a new catalog for most direct sales companies.  It is so exciting to go to convention and discover all the new and exciting products and innovations in store for our clients in the upcoming season.  I actually remember embracing my new catalog to my chest with visions of full calendars dancing through my head as convention came to a close and the trek home began.

It’s a natural to think about calling all your clients and “inviting them to be the first to have a show with the new catalog.”   And, it might actually work with a few clients.  But before you pick up the phone, stop and think about it for a minute.  When was the last time you could hardly wait to host a party with some other companies “brand new catalog?”  Even with the product you love, it’s rare that you are such a huge fan.

In my experience it’s the consultants who are excited about new catalogs — not clients.  And by “inviting them to be one of the first people to view the new catalog” we are assuming that the new catalog is important to them. And, it’s possible that it is — the problem is that we are assuming it — not asking them questions to find out if it is of interest to them.  No one likes to have people make assumptions about them.

Instead, ask questions to identify a need for a home show.  For example: ask, “What do you enjoy doing when you get together with friends?”  Jot down their answer.  Then ask “what is the biggest challenge you have with (whatever challenge your product solves)?”  Then ask how it would feel to ________________ (get together with the friends in the way they like to socialize) and learn how they could ____________ (solve their challenge)?  If she says “that would be great,” then you can invite her to host a show.

This is the perfect time to host a complimentary training on How to Book Your Fall Calendar (following the release of a new catalog).

Or, if you don’t have a team, consider joining me for the Effortless Phone Calling Mastery class. Want more information?

Click the CONTACT button to email, call or schedule an appointment for a conversation!

Easy Goal Setting!

ChessDoes this sound familiar?

  • You return from convention all excited about the new products and can picture your clients loving them!
  • The company announced a great reward for building your business such as the next incentive trip or a bigger commission check.
  • You have resolved that this is Your Year to Succeed!

Before you have even unpacked your suitcases, that familiar voice in your head starts up again, and you hear, “you’ve felt this way before and you didn’t achieve your goals.”  And, “what makes you think you can do it this time?”  You find yourself questioning yourself yet again.

How can you switch gears?  How can you preserve the enthusiasm and optimism you felt at convention?

Instead of thinking about goals you haven’t achieved, think about the ones you have achieved and ask yourself what did you do to make that goal a reality?

We have all achieved goals in our lives.  For example, did you learn to drive a car?  Make the cheer team in high school?  Get into to college?  Complete college?  Did you get a job?  Have you planned a birthday party, a wedding or another event?  Have you achieve a weight loss goal or run in a 10K race?  Did you move out of your parent’s house into your own home?  All of these are goals you have achieved.  And each goal achieved leaves clues which can be leveraged to find out how to achieve any goal you set for yourself.

The clues you gather can be combined to create your own personal goal achievement strategy.  This strategy will leverage your natural strengths and minimize your weaknesses.  It’s a tool box of what has proven to work for you.  And it can be used over and over again.

How to Create Your Own Personal Goal Achievement Strategy

1)  Make a list of goals achieved. Take out a sheet of paper and create two columns.  On the left, make a list of the goals you have achieved in your life.   Select 5 or 6 goals.  Leave spaces between the goals as you write them on your paper.

2) Ask yourself, “what did it take to achieve that goal?”  In the right column, next to each goal you have achieved, ask yourself the question, “what did it take to achieve this goal?”  Then jot down each idea that comes to you.

Here’s an example:

Goal I Achieved What did it take?
Ride a bike I wanted it very badly – refused to give up.
Learn to wear contact lenses I wanted it very badly – refused to give up.  Worked on it every day.
Get a job in high school I applied for a lot of jobs.
Lose weight in college I tried many different things (increasing my exercise, diets I read about in magazines).  Eventually joined Weight Watchers and found that accountability, support and tracking made a difference.  I kept track by writing down what I was eating at every meal.  Meal planning.
Graduate from college I wanted it very badly and refused to give up.  Worked on it daily.  Created a schedule for myself to make sure I got things done.
Got a job after college I applied for a lot of jobs.  Asked for help.  Worked on it every day.  Refused to give up.
Planned my wedding Help from my fiancé, best friend and family.  Was very organized: kept a lot of lists and checked things off as they were completed.  Reviewed the progress daily and worked on it every day.
Became a Director and cruise earner in my direct sales company I tried many things and learned new skills.  I refused to give up.  Attended team meetings, read books, attended convention. I got support by hiring a coach. I made a plan, reviewed it daily and tracked my progress.

 

3) Review your “what did it take?” column and find the things that worked for you.  Looking at my list I see the following patterns:

  1. I wanted it badly and refused to give up
  2. I tried a lot of different things (different diet and exercise plans, applying for a lot of jobs) until I found what worked.
  3. I got help (Weight Watchers, getting a job after college and planning the wedding)
  4. I created a schedule for myself and worked the schedule
  5. I got organized so I knew what I needed to do each day.
  6. I reviewed my plan daily and worked on it every day.

This is my Personal Goal Achievement Strategy

Once you have created your list, ask yourself how you can apply the ideas on your list to accomplish your current goals.  This is your Personal Goal Achievement Strategy which will enable you to achieve your goals with ease!

More Time!

Overwhelmed

Do you feel like you are busy all the time but never get anything done?

Are you constantly playing catch up?

Do you feel like you need an extra 8 hours in your day?

It is possible to actually create time in your day.  I’m not taking about a time machine.  I’m talking about leveraging the time you have to get more done.

Does that sound impossible?

It’s not.  Research shows that for every hour you spend planning, you get 3 hours in return.  Here are three examples:

  1. Create time by planning your weekly menu and making a shopping list.  You have created time by making fewer trips to the store each week.
  2.  Create time by doing all your errands on one day, instead of making separate trips to the grocery store, bank and post office.  You have created time that you can use in another way.
  3.  Create time by planning your business activities in logical groupings and spend less time spent procrastinating.   You have created time that you can use in another way.

Here’s how to get your planning under control and get the results you want.

Once a week spend 20 to 30 minutes planning the week, using this 5 step system.

Create three columns on a sheet of paper and label column 1: “Capture”, column 2: “Results and Why” and column 3: “Actions”.

  1.  Capture – in column 1 write down everything you need to do this week.  Just write it down like you are brainstorming – no editing, prioritizing or arguing about what’s important.
  2. Outcome think about what you want to accomplish this week, what are your “outcomes” for the week?   Your outcomes must inspire you – this is NOT a “to do” list.  For example – “book 3 parties” or “clean the house” isn’t inspiring.  “Create Financial Abundance” or “Create a Nurturing Environment” is inspiring.  Write your “Outcomes” in the middle column, leaving some space after each one.  Circle each Outcome.   By circling the result it creates a “Target” for your eye to settle on when you look at the page.   Below each circled outcome, jot down one or two reasons you want to accomplish this outcome.
  3. Write down Actions you can take to accomplish your Outcomes in column three.   Your actions could be some or all of the items on your Capture List, plus additional actions that you think of.  Determine your absolute MUSTS.  Put a    star next to the Must Do items.  Keep in mind that 20% of your actions result in 80% of your results – so make sure you are doing the most important things.
  4. Create Blocks of Time to accomplish your actions by specifically scheduling time to do them in your day planner for the week.  Group similar items together (such as running errands, or making phone calls).  Make a commitment to following your plan.
  5. Celebrate! Cross things off as you accomplish them.  Feel good when you’ve finished your day.  You’ve done the right things, instead of just keeping busy!

You have just created time for yourself.  Create time for yourself on a weekly basis and your results will sky rocket, with days that are more productive, less stressful and end with a feeling of satisfaction for a job well done.

Time Mastery

Easy phone calling strategies

easy_buttonDo you have a nagging little voice in the back of your head that tells you that you “should” make customer phone calls?

Do you dread picking up the phone?

You know it’s important, yet phone calls are one of the hardest parts of a direct sales business.

The secret to making customer phone calls easily is to create a habit.

What is a habit?

A habit is a regularly repeated behavior pattern that happens without having to make a decision to do it.  For example, do you “decide” to brush your teeth each night?   No, you don’t decide, you don’t think about it, you don’t worry about it, you just do it. And you do it regularly.  And, because of that, you are successfully chewing your food at mealtimes!

How much stronger would your business be if you made customer phone calls as easily and as consistently as you brushed your teeth?

How to create a habit of making customer phone calls

All habits have three characteristics in common.

  1. There is a cue that reminds you to do the behavior.  Getting ready for bed is the cue to brush our teeth.
  2. Every habit includes a routine or set of behaviors that are repeated each time.
  3. The behavior results in a reward or positive reinforcement.  The reward for brushing your teeth is the clean feeling you have in your mouth.

To create a habit, decide upon a cue, set up a routine and identify a reward you will give yourself.  Here is an example of a customer phone calls habit:

Cue – Eat dinner.

Routine – Walk to office, pull out Flash Cards and list of people to call, put headset on  and make phone calls.

Reward – Watch TV

To create your own Customer Phone Calling Habit follow these easy steps:

  1. Decide when you will make your calls – do it at the same time each day or the same time each week and link phone calling to another habit in your life.  For example, make calls every night after dinner, or each afternoon when the kids do their homework or every Tuesday and Thursday when the kids are at hockey practice.
  2. Prepare ahead of time
    1. Create your list of customers to call prior to the time you plan to make the calls.  Make your list very specific and include names, phone numbers and why you are calling them (e.g. answer questions about the products they purchased, thank you for coming to the show last week, hostess coaching, etc)
    2. Collect all the materials you’ll need.  For example: Phone Calling Flash Cards, customer contact notebook or database, computer or a pen, your headset, etc.
  3. Decide on your reward.  For example: push the “That Was Easy” button your desk, stand up and cheer, watch TV, listen to music, read a book or go for a walk.
  4. Commit to making your customer phone calls by making a public declaration.  For example, do one or more of the following:
    1. Call your husband at work and tell him when you are making calls that day
    2. Write it on the family calendar or put a note on the refrigerator
    3. Announce it to your kids (e.g. “I will be making customer phone calls while you are at hockey practice today.”)
    4. Announce to your family that you won’t ___________ (fill in the reward you have set for yourself) until you make your customer phone calls.
  5. Do it — make your customer phone calls when you say you will.
    1. If you hear a voice in your head undermining your decision, then repeat the following affirmation to yourself over and over again as you approach the phone: “I’ve decided to do this and I’m just going to do it.
    2. Have a success ritual you perform before you pick up the phone.  For example, stand up, put your shoulders back, and state “I am committed to providing exceptional customer service” in a strong voice.
    3. Make a minimum of one phone call.  Make more if you like, but don’t “force yourself” to make too many at first.  To begin with you are building up your customer phone calling habit.  Once the habit is established, you can gradually ramp up the number of calls you make each time.
  6. Reward yourself.  Always give yourself the reward you have planned.

Repeat this process over and over and you will find yourself with a powerful Customer Phone Calling habit that will transform your business and make customer phone calls as easy as brushing your teeth!

Know what to say!

What is relationship marketing?

According to Business Dictionary.com, relationship marketing is:

Promotional and selling activities aimed at developing and managing trusting and long-term relationships with customers.”

This marketing skill doesn’t come naturally to many high powered entrepreneurs; but it’s actually simple to learn. The key is to be patient and to focus on creating a relationship with your potential client. Find out if your product or service is right for them before telling them about it. Here’s a simple 3 step telephone strategy. Imagine you’ve given a presentation about your product or service and you are making follow up marketing phone calls to people who said they were interested.

Step 1: Slow Down

The key to customer relationships marketing is to focus on your client. Slow down and let your client into the conversation from the very beginning. Here’s an example relationship marketing telephone script:

You: “Hi, may I speak to Robert please?”

Client: “This is Robert.”

You: “Hi Robert. It’s Mary Jones calling.”

Client: “Yes?”

You: “As you recall, we met at Chamber of Commerce last Thursday evening?”

Client: “Oh, yes. That’s right.”

You: “Do you have a quick minute?”

Client: “Sure.” Note: usually they say “sure” or “yes,” but if they say “no,” ask for permission to call again and find out when is a good time.”

Step 2: Identify Needs

  1. Relationship marketing is a give and give and take process; so, get your client involved in the conversation. For example:

You: “Robert, I wanted to call and say thank you for attending my presentation last week.”

Client: “Oh, you’re welcome.”

You: “While I have you on the phone, would you be open to answering a couple of quick questions?”

Client: “Yes, of course.”

Ask 2 or 3 key specific and targeted questions to elicit the need for your product or service. Pause to listen to the answer and jot down a few notes while they talk. Here are some examples for a couple of different kinds of products (cookware sales and leadership training):

  1. Qualify the lead.
    • Cookware: “Do you do the cooking for your family?”
    • Leadership training: “Are you a team leader in your business?”
  2. Find out their current level of satisfaction.
    • Cookware: “Are you satisfied with the meals you are currently creating?”
    • Leadership training: “Are you satisfied with the productivity of your team?”
  3. Identify the need for your product or service.
    • Cookware : “What challenges are you encountering with meal preparations for your family?”
    • Leadership training: “What challenges are you encountering with your team production?”
  1. Cement the relationship by showing that you are listening to your client. Using your notes, paraphrase whatever the client said. Pause and let the client respond. They will either confirm that you’ve got it right or offer more information. For example:

So you are saying that…” For example:

  • Cookware: “It takes a long time to plan and prepare satisfying meals and it’s challenging for you because you work full time and have 2 small children?”
  • Leadership training: “You have invested in a lot of sales training to your team, but sales are still well below average?”

Step 3:Market your product

Once you are sure you completely understand the challenges the client is encountering, ask permission to offer a solution. For example: “I have an idea that might helpful. Would you be open to hearing about it?”

Once you’ve received permission, share the information about your product or service. Use some of the same words they used when describing the challenge they are encountering. The time you take to get to know them and their challenge will create a relationship and increase your success rate significantly. Once they have shared their challenge and agreed to listen to your ideas, your relationship marketing success will skyrocket.

Your Success Is My Goal,

Linda