The art of selling is intertwined with all other aspects of your home party plan business. You will find that by polishing your selling skills you will also build your recruiting and booking skills at the same time. No matter what your party plan business is there are some tried and true methods that will boost your sales.
Link Selling
Link selling by definition is pairing complimentary products together during your demonstration to elevate sales. Help your guests get the most out of their purchase by linking companion items to each other. This is an excellent way to increase party sales but also lets guests know about some of the "extras" your company may offer. For example, if you sell cooking products and you demonstrate a pizza stone you may want to pair it with a pizza cutter. This is also an effective method to use during checkout. If Suzy bought the pizza stone you will want to suggest the pizza cutter as a link sell. If you sell skincare then you may want to suggest a shower brush when a guest purchases a shower gel.
Create Packages
Grouping products together can be a quick and easy way for customers to get what they need with little effort. The purpose of a package is not to offer a discount but to simple create a set of products that enhance each other and can all be used together. Sometimes it is overwhelming for a guest to remember everything that they can use together and for what purpose. Offering an "indulgent bath" package containing bath salts, bubble bath, and an exfoliating towel or an "Mexican Fiesta" package containing a dip bowl, tortilla warmer, and Mexican recipe book are good examples.
Create a Connection
Part of the selling game is knowing how your products will benefit different types of people. You have to identify your ideal customer if you are going to create deep connections with people and make them customers for life. Three people might buy the same product for three different reasons. Your job is to find the need for each person and provide a solution with your products. A wonderful way to sharpen this skill is by making a list of the benefits of each product. From there list what type of customer might have a need for that specific product. You will be amazed at how doing this will make connecting products to customers so much easier!
Give Amazing Customer Service
With so many fantastic direct sales companies out there it is crucial to set yourself apart by giving top-notch customer service. Going above and beyond the norm will have your customers coming back time and time again! There are several simple things you can do to leave a lasting impression on your customers. Here are a few of my favorites:
Send Thank You Notes- Most people don't take the time to hand write a note and stick it in the mail anymore. If you have a customer that has reordered, sent you a referral or even cheered you up in some way, then a little appreciation note can go a long way.
Anticipate What They Want in the Future- As I check guests out I ask simple questions about what they ordered to gauge what their needs may be in the future. I may ask "Was there any items you wanted but weren't able to purchase tonight?" Then I jot down their desired products on their order form and let them know I will call them when they go on special. Customers are so surprised when I actually do call them and they will almost always place an order.
Give an Incentive for Referrals- If you focus on building good, strong relationships then people will be happy to trust their family and friends to you because they know you will take good care of them. Offer a small incentive for any referrals that place an order.
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