Back in the good ‘ol days, Direct Sales leaders (ok, me too) used to train on the “don’t give out the catalog until you’re done your fabulous demo so everyone will pay attention to you” technique. It worked before smartphones were invented. Not so much in today’s over-Googled (I just made that up) world where your customer has already checked out your website, browsed your catalog, decided if they like you from your profile pic and know what they want by the time they arrive at the party. Please treat your customers like the savvy shoppers they are and give them a catalog. Holding back on one of your best marketing tools only frustrates your customers and makes them feel like a kid in 3rd grade. Guess who’s the not-so-cool teacher? You. And no one wants to invite their teacher over to hang out with their friends, so there go all your booking opportunities. Bummer.
Here are 3 Reasons Why You Need To Give It Up:
1. Your customer is smart. Respect your customer and they will respect you.
2. A catalog is a really awesome marketing tool, especially if you’re not bringing all the items your company sells to your parties, vendor events and expos . Which I’m assuming you are not. Unless you own a Mack truck. Shopping the catalog increases sales & creates demand for a bigger wish list = more parties. Great idea, right?
3. Catalogs tell a story about your company, your host offers and your biz opportunity. They go beyond selling products. Customers are visual and need to see what you’re saying – while you’re saying it – for your message to sink in and make sense. The catalog might even distract party guests from looking at their iPhone and texting their kids.
Here’s what I recommend: use the catalog as a tool along with your party presentation, and allow the customer to follow along. You might even want to do a catalog scavenger hunt, and give bonus points or tickets for the first person that can find the page that describes what you’re talking about. That’ s a great way to increase engagement and involve party guests. Better yet, serve up some wine and let the customer shop ’til they drop by creating a Wish List. You’ll be there to help them buy it or earn it free, after you check out the guacamole dip. And that’s how you succeed in Direct Sales. Go Team!
Bonus Tip: Catalogs can boost Facebook party sales, bookings, recruits and engagement. Plus, you’ll know who’s really excited about your products! Share this post 5 days before your Facebook party >>> “5 days to go! Comment below if you want a catalog (with your address) and I’ll mail one your way today!” Day of the Facebook party >>> “TY to everyone who requested a catalog (tag everyone)! Share your Wish List in the comments below for a special prize drawing!” The wish list will help you identify hot leads for parties and give you an opportunity to provide great customer service to increase your Facebook party results.
Lynn Bardowski is an award-winning entrepreneur and bestselling author of Success Secrets of a Million Dollar Party Girl. She speaks to global audiences about work-at-home success, vision and branding and is a resource for press, media and bloggers. Like her on Facebook, follow her on Twitter and subscribe to her YouTube channel. Learn more about her VIP Group: The Visionista Connection.