Organizing Your Contact List

There are several trainings out there on how to compile a contact list and how to collect leads for your direct sales business. However, I was looking for something more for my business. I wanted a working contact list that would allow me to follow the status of my leads as I built a relationship with them. So I have taken bits and pieces of ideas from other consultants and made my own system.

I use note cards or contact cards and a file box to organize my contacts but I have seen this system work really well in a spreadsheet also. I separate my leads into four categories. I have an A, B, C and D tab. I identify each lead as one of the categories below. The goal is to start a new contact on the D list and move them into other categories as I build a relationship with them. Eventually they will become a hostess or join my team.

A= Active Recruiting Leads- People who have shown an interest in the business or who you think would be a good fit for your home party plan business. Your main goal with these leads should be to keep them informed of the business opportunity and get them to join your team.

B= Best Customers/Hostesses- People who have hosted for you in the past or reordered from you. You have established an ongoing relationship with these people. Your main goal with these leads is to maintain a close relationship with them, keep them informed of specials and treat them like VIP customers. If they have not booked a show your main goal would be to have them become a hostess. If they are a past hostess your goal is to have them host again in the future and offer them the business opportunity.

C= Customers- This is your general customer list. These are people who may have ordered at a party, purchased from you once, etc. You have a new relationship with these customers. Your goal is to move these customers onto the A or B list by establishing a relationship with them. Following up, using the Full-Service Checkout and giving great customer service are ways to do this.

D= Desired Customers/New Leads- These are new leads that you meet or want to meet. You may or may not know their name. They have not been introduced to the business but would benefit from the products or the business opportunity. Examples are the checker at the grocery store, a neighbor you don’t know, a mom you meet at the park, etc. Your goal is to move these leads to the C list and introduce them to your home business.

Take Control of Your Schedule

Owning your own home business allows you the flexibility to work around family time and other personal commitments. However, as many consultants have experienced, it can be a daunting task to stay on track and manage time effectively. One of the best things you can do for yourself, your family and your business is learning to successfully manage your schedule. Follow these simple steps to organize your monthly schedule and assure you allocate your time wisely.

Your Calendar
You will want to get a monthly calendar to use this method of time blocking so you can see your entire month at-a-glance. I use different color pens for my personal commitments, family commitments and business commitments. This isn't necessary but it helps me quickly determine how my time is balanced. 

Blocking Personal and Family Commitments
The first thing I block on my calendar each month is my family commitments. Vacations, school functions, sports leagues, etc. Second I fill in all of my personal commitments such as doctor appointments, volunteer work, lunch with friends, etc. After I have scheduled in these things it is much easier to see what days/times I have available to book my shows and dedicate to my business.

Stay in Control of Your Schedule
Once I have my personal and family commitments out of the way I go through and star the best days/times on my calendar that I am available to hold shows. These are the dates I will offer my hostesses. 
TOP TIP: Always give your hostesses a choice between your first two available dates. This discourages them from booking too far out and there is a better chance you will be able to retain their excitement about hosting.

Open For Business Every Day
Holding the actual show is only part of your job as a consultant. The communication side of the party plan business is usually what suffers when a consultant does not have good time management skills. Block specific uninterrupted office hours into your week and open for business just as any other business would. Take this time to make customer phone calls, hostess coach, prepare supplies, etc.
TOP TIP: Prepare a list in advance of tasks to do and calls to make during your office hours. Your business will flourish when you spend less of your time organizing and preparing for success and more of your time your time doing activities that grow your business.

The 411 on Networking Groups

If you have done any formal networking for your business then you know it can be one of the best ways to build your lead base. However, effective networking takes much more effort than aimlessly handing out as many business cards as you can. If you do not establish a memorable connection with someone and start a foundation for a lasting relationship then your efforts have almost always been wasted. Get the most out of your networking group experience by keeping in mind the following tips.

Identify Your Ideal Prospect
Before you choose which networking groups to join or which networking events to attend, you want to make sure that your ideal prospects will be there. Take time to make a list of who your ideal customers, hostesses and recruits are. How old are they? What kind of lifestyle do they live? Are they men, women or both? Choose groups that are specific to your customer base and you will get more productive leads.

Be Genuine
Networking is a give-take scenario. You have to be genuinely interested in learning more about the other group members and their businesses to gain any benefit from attending. It is sometimes hard to stop and listen intently when you are so excited about sharing your own products and opportunity but listening is the first step to building that memorable connection. Ask questions to show that you are truly interested in what they say.

Get Personal
I always make a point to learn at least two non-business related facts about each person I talk with. After I have finished my conversation with them I jot down a few notes on their business card so when we come in contact again I can further deepen that relationship. People will be amazed that you remember their kids' names or where they are from!

Attend With a Member
If you are attending a group for the first time it is a good idea to go with a current member who can introduce you to other members. If possible contact the group coordinator to see if there is a welcome committee or person designated to attend to new members. Ask them to introduce you to other group members.

Follow-Up
Schedule time to follow-up with your new leads within 48 hours. A quick call letting people know that you enjoyed meeting them will leave an impression for sure. This is when the personal notes I take on the business cards really come into play. Often times my notes serve as conversation starters that break the ice and lead to great conversation and new frienships!

Recession Proof Your Business

Most of us have seen the slumping economy affect our home party businesses in one way or another. Some of us may have even fallen victim to the belief that nobody is spending money on "extras" right now. The truth is that people ARE still spending. It is the way that people spend that has changed and you might be surprised at what some people consider "necessities".

There are certain things that people, especially women, will not sacrifice even in times of hardship. With women controlling a whopping 72 percent of the spending in the US, this is fantastic news for people in the direct sales industry. The question is "Are they buying from YOU?"

Women generally spend for emotional reasons and even when times are tough they will continue to purchase items that fulfill an emotional need for them. On the other side, according to a report by FoxBusiness.Com, women are more worried about the current economic situation than men and are making more cut backs than ever. So when you marry these two pieces of information you get women that are still spending but who are looking for a deal so they can feel good about their purchase.

So now that you know who is doing the spending let's talk about how to make sure they spend with you. Use these three tricks to appeal to even the most frugal prospects.

Show Value
Despite the party plan company that you represent you have a product that provides a solution for people. Fill your presentation with facts and figures that show customers the value vs. the
price. Will they save money by purchasing your products instead of what they currently use? Will your products last a long time and allow them to purchase less often? How many uses can they get out of your products? It can be as simple as switching the focus of your presentation.

Of course the best value you can offer guests is to host their own show and get their products for free and discount!

You're Hiring
There are people out there frantically looking for jobs and you can hire all of them! Sometimes we forget that we have an income opportunity to offer people. Mention during your presentation how your business pays the mortgage, the credit card bills, or just gives your family some breathing room.

Kick Up the Convenience Factor
With many families struggling to make ends meet during the economic crisis, more people are working extra jobs with longer hours. Make ordering from you easy and convenient. Try to anticipate your customers reorder needs and it is always appreciated when you inform your customers about any money-saving specials.

As the economy changes the needs of people change as well. When you figure out how to revamp your business to meet those changing needs you will be geared for success.

Are Catalog Shows Worth It?

Think catalog shows are a waste of time? You couldn't be more wrong! There is no dispute that holding live shows is the lifeline of your business. However, catalog shows can bring in some huge sales if you take the time to coach your hostess. Simply asking someone to pass out catalogs and collect orders won't get you much of a response. If you haven't had much success with catalog shows in the past try these five tips.



Generate Excitement

Treat your catalog shows the same as if your hostess had booked a live party. Build excitement in your hostess and let her know you will work as a team to make her catalog show a success.

Set Clear Expectations

Give your hostess a sales goal to shoot for and the approximate number of orders she will have to collect to reach that goal. Make sure she has a solid understanding of the hostess rewards. Building her wish list together will be one of the most important things to do because it will keep her focused on her goal.

Give Clear Instructions

Don't forget that your hostess may not know all of the shipping charges, how to calculate tax, who to make checks out to, etc. It is a good idea to explain these things to your hostess or provide written directions to follow on how to complete an order. You want to make it as easy as possible for her to reach her goal, so giving good instructions will save you both numerous phone calls and hassles.

Set a Closing Date and STICK TO IT!

Catalog shows can get away from you quickly if you don't set a strict closing date for your hostess. To stay in control of our schedule let her know up front that you expect all orders and payments by X date. Just as with a live show you don't want your customers waiting forever to receive their orders.

Don't Forget About Booking and Recruiting

Inform your hostess of extra incentives if she can get anyone to book a show. If you put together a binder for your catalog shows include information about the hostess program and the business opportunity.

Time Wasters or Money Makers?

If you feel like you put a ton of effort into your direct sales business and you are getting very little in return, then it’s time to evaluate your business habits. It has been proven over and over that the success of your home party plan business depends directly on specific action steps that produce results. Are the actions you spend your time on TIME WASTERS or MONEY MAKERS?

Taking a good, long look at where you spend your time may be an eye-opener. 80% of your time should be spent on income-producing tasks and 20% on management tasks. Are you spending all of your time planning for success instead of actually succeeding?

Money Making Actions

Money- making actions do just that, they directly produce income either immediately or in the very near future. Obviously the best money making task is holding shows. However, any tasks directly related to generating income, such as making booking calls and customer follow-up calls, are money-making actions as well.

Time Wasters

There are several time-sucking activities that can cleverly trick you into thinking you are actually working your business when in reality you are wasting several hours preparing for what you need to do. “Office Work” is imperative in running a successful business but if you are spending 90% of your time filing, organizing, making customer lists and deciding who to call then you have fallen victim to the time wasters.

So take a few minutes to reflect on your actions. Remember to stay focused on what will bring the greatest return for the time and energy you put in. Stay tuned for some great time management tips that will help you stay on track!