It’s crunch time, the Holidays are in full swing. This is the time of year that many Consultants begin saying things like “I will start working again after the Holidays are over”. Or “Nobody wants to book now”. Even “I am just too busy now to focus on my business”.
Friends I am here to tell you that you can not take your hand off the ball right now. If you do, you allow your business to grind to a halt. As difficult as you may feel it is now, it is twice as hard to get it moving again! It is understandable that it has to slow down, but keep it moving. Remember that champions push through. When the going gets tough, the tough KEEP going. Here are a few ways to keep your business rolling along!
What is the “value add” (VA) component of your business? What service do you offer? For example, if you sell cosmetics… your “value add” might be: makeovers, color analysis or fashion personality. If you sell jewelry, your VA might be: simplifying their wardrobe, expanding their options or showing them how to create a jewelry wardrobe that goes with everything. If you sell kitchen or gourmet items, your VA might be: cooking classes or menu planning. Give Gift Certificates for those SERVICES to everyone, EVERYWHERE you go. You can even attach a small monetary amount to it. $10 gift certificates will get people in the door! You will get about a 10% return on them in your cold market, higher in your warm. So start with the FRANKS!
January Hostess Incentive
NOW is the time to book your January (not January). Create a great Hostess Incentive like double points or a flat $25 bonus. I know, I know… “EVERYONE” says they want to wait until January. 1) you haven’t really asked “EVERYONE” so cast a wider net. 2) Lets talk about overcoming that objection. When they say they want to wait, let them know that your calender is filling fast and you have a HUGE call back list. Say “I wouldn’t want you to miss out on this special. Why don’t we pick a tentative date now and if we need to change it we can?”. This gets them on your book and they are more likely to hold that original date if you coach her well. You will start your year with a calender FULL of bookings instead of a huge list of call backs.
Client Appreciation Event
Plan a Thank You Event for Next Week. Make personal phone calls and open your home to your clients, friends and family. Offer After Christmas Specials, hot cocoa and cookies. Leverage your VA heavily. If you sell cosmetics, offer New Year’s Makeovers. If you sell kitchen tools, show them how to create stunning hors d’oeuvres. If you sell wellness products, bill it as a New Year, New You event. My personal advice is to use a clever name vs. “Open House”. Open House says “drop by if you can”. You want them to want to come! And, as always, a personal phone invitation followed by a virtual invite.
Find out more on leveraging Client Events, Gift Certificates and January Jump Starts in the member section of the Direct Sales Institute http://directsalesinstitute.com/. Just $25 a quarter for unlimited access!
Michelle Archer is a certified coach with over 20 years experience in direct sales. Michelle works with companies and individuals to explode their business potential. Connect with her on Facebook Learn more at http://directsalesinstitute.com/