Checking out your customers – The key to more parties and recruits

When you are checking out a customer at a party or an event, the time when you are bagging their order is a KEY time to get a few minutes with just you and them.  Here’s how to leverage that time!

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Listen now or download this week’s episode to listen later here:

Show Image:

Paparazzi checkout image

Training:

So you are doing a party or an event and the people are shopping.  Yay!  Business is GREAT!!  When they are ready to check out, do you just bag their orders and send them on their way? Or do you use that one on one time to build your relationship with them and ask them questions?

Let’s talk for just a minute about how you can leverage that time to make a difference in your business.

1- when the customer tells you they are ready to checkout, take their jewelry and then hand them a drawing slip.  Then say something like, “Awesome!  Will you please fill this out while I bag up your order?”

I have never gotten a complaint, but I DO get their information so that I can follow up with them in the future.  This is a great way to start a customer newsletter, find potential consultants and new party hostesses.  For more details about that, listen in to our show called Drawing Slips – What are they and why you should use them  (linked in the show notes or on the website).

While you are bagging up their jewelry, you can ask them what their favorite piece of jewelry is of the night.  You can ask them if they had fun.  Ask if they have any other fun plans for their night or weekend.  This builds that trust and relationship.  This makes it more likely that they will choose to come back and shop again and again from YOU!

Since you’ve already got her talking, ask if she has would like to host a party!  It can be as simple as:

“Hey Linda, have you thought about having a few friends over like Suzie did tonight?  You could get some free jewelry and Suzie gets a reward at your party too!  What do you think?”

See!  It’s low pressure and highlights the fun time she had that night as well as the fact that she will get free jewelry and that her friend will get a reward too!

Next, regardless of what she said for the first question, ask her if she’s considered joining your team.  It could sound something like,

“You know, I can see that you LOVE our jewelry.  Have you ever thought of just selling it??  You would probably save a fortune on just your personal purchases alone.”

Again, super low pressure.  I love both of these ways to ask because it is easy for me to slide into conversation.  I don’t feel pushy or sneaky and since this is usually a minute I have alone with the guest, its the perfect time.

Do you know why MOST people don’t join your team or host a party?  98% of people polled in a research study by Mary Christensen (a direct selling speaker, trainer and coach) showed that 98% of people who don’t host a party or join your team WERE NEVER ASKED!

This statistic blows me away every time I hear it.  98%!  Can you image how different your business would be if you made it a habit of asking EVERY SINGLE customer checking out if they would host a party or join your team?  Crazy!

Online Parties-

Now, if you are doing a lot of online parties, you are probably trying to figure out how you can make this work in your business.  I have been testing out a new method over the last few months, and I’m loving the results.

When your customers are ready to check out, you can do 1 or 2 things.

1- have them personal message you to open up the Facebook lines of communication.  Then, send the pictures of what they are buying and ask for their email address for the invoice.  Then finally, ask if they would want to host and / or join.  This way is a little bit more back and forth and if they don’t send the first message, FB will filter your message so they may never get it.

2- Google checkout form- post the link in your sales group or event for your google checkout form.  You can set up this form however you would like (there are even some pre-made forms you can use.  I liked the one called “Contact Form” since it had most of the info I would need already in the template).  I have them fill out their email address, mailing address, phone number, and then I have a question that asks if they would like more info on earning free jewelry by hosting a party or if they would like more info about joining the team.

They can check one, both or none of the boxes if they choose.

Neither of these methods are as good as having that face to face interaction with your customers, but it is a close second and makes it so at least the info is being presented to them in some fashion.

Resources:

Drawing Slips – What are they and why you should use them

Show Challenge:

This week, decide how you are going to work your checkouts.  Practice your in-person check out questions and create a plan of attack for your online parties and events.  Now do it!


Show Notes

Checking out your customers printable show notes


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Paparazzi Lingo: Do your customers understand what you’re saying??

Do your customers understand what you are saying? - Paparazzi lingo

Do your customers, hostesses and potential team members understand what you are saying?  Here are some things you might want to remember so that important information doesn’t get lost in translation.

Listen Now or Download:

Listen now or download this week’s episode to listen later here:

Call Image:

Did I hear someone say $5 Jewelry?!

Training:

Did you know that Paparazzi has its own language of its own?  True story!  It is what is traditionally called jargon.  Jargon is special words or expressions that are used by a particular profession or group and are difficult for others to understand.

Are you using jargon when you are talking to your customers, hostesses and potential recruits?  It might be confusing and overwhelming!

I completely understand that there are some words that you just can’t get away from, especially when you are talking to potential team members but the trick it to explain things and to keep them super simple.  You should also try to avoid them altogether when talking to friends, family, hostesses and customers.

Be sure to explain things like downline, PV, OV, Director and  upline so that your potential consultant or current team members know what you mean.  A good rule of thumbs is to talk so that a 10 year old would be able to understand what you are saying.   But, if you need to use a term like Empower Me Pink, follow it up with an explanation of what you are talking about.

OR, maybe you are new to Paparazzi yourself and have NO idea what some of the words other consultants are using mean!  Not to worry, I have you covered!!  Here are a few of the most common terms and what they mean, but for a more complete list, click on the Paparazzi Lingo and Definitions pfd printable in the resources section.

Starlet Shimmer:  A business accessory used to pacify the youngest Paparazzi partygoers.  Can be purchased at Wholesale Price and sold at the suggested Retail Price of $1 per piece.  Does not carry PV and does not generate commissions through the Paparazzi Compensation Plan.

Sponsor: The Consultant who introduced you to and enrolled you in Paparazzi.

Star Consultant: A rank in the Paparazzi Compensation Plan.  To qualify, a Consultant must have 50 PV within one calendar month.

Active: A Consultant is considered Active when s/he has accumulated 50 PV or more within one calendar month.  Being active will qualify a Consultant for certain bonuses within the Paparazzi Compensation Plan.

Blockbuster:  One of Paparazzi’s bestselling accessories!

GV:  Group Volume.  The cumulative PV of all Consultants in your downline within one calendar month.  Also known as Organizational Volume (OV).

Trend Blend: A group of accessories perfectly stylized to go together.  These pieces share textures, colors, shapes, and more to pull a complete look together.

Back Office: A Consultant’s virtual dashboard where she or he can place orders for new inventory, run reports on the activity of their new team and access resources to assist them in building their business.

Here are a few suggestions on how to avoid using jargon or what to replace it with so that you are clear and easily understandable.

  • Use an alternative—Leader instead of Upline, Training instead of Empower Me Pink.
  • If you are going to use an abbreviation or acronym, explain it the first time you use it. — Starlet Shimmer (SS), Personal Volume (PV)
  • Use lingo words only if they are convenient for your customers.  For example, calling a party host a hostess is much more simple even if it is one of our jargon words.
  • Convert as many as possible into other words – for example, instead of saying I’m going to Empower Me Pink, I’ll tell my friends and family that I’m going to a Paparazzi training.
  • Avoid as many lingo words as you can, especially when talking to customers or hostesses.  When you are talking to other consultants, lingo words are more acceptable.
  • Use full words—Back Office instead of BO, Personal Volume instead of PV and Organizational Volume instead of OV.

When you remember that people who aren’t in Paparazzi don’t speak our language, its pretty easy to keep the use of jargon words to a minimum.  Keep what you are saying nice and simple!  Your customers will thank you for it!

Resources:

Paparazzi Lingo and definitions

Call Challenge:

Print and go through the list of Paparazzi’s most common terms and keep the list handy in case you or a friend needs to know what one of those words means.


Show Notes

Paparazzi Lingo printable show notes


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Facebook Groups for your Paparazzi Jewelry business

How to use Facebook Groups for your Paparazzi Jewelry business

If you’ve listened to my other trainings, I suggest using fan pages for your business, but what about a VIP customer group?  I think they are an awesome way to sell to your customers again and again.  Let’s talk about how you can use the power of Facebook groups to ROCK your business!

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Listen now or download this week’s episode to listen later here:

Call Image:

look! new Paparazzi Jewelry New releases for Paparazzi Jewelry...Where?? Did someone say new Paparazzi Jewelry Meme

Training:

So a Facebook group is a fun, easy way to share with your customers when there are sales, specials, new products and just to increase your sales every month.  It is a fun way to stay connected and one of my favorite ways to do business on Facebook.  Let’s go over some DO’s and DON’Ts when it comes to using groups for your Paparazzi business.

DON’T add people to your group without their permission.  This is one of the BIGGEST mistakes that most people make.  Just because Facebook lets you add whoever you want into a group, doesn’t mean you SHOULD add anyone and everyone into your group.  ASK your friends, family and customers in a private message or even by posting on your wall a time or 2.  When they are given the opportunity to join, they appreciate the fact that you respect them enough to ask to add them into the group.

DON’T ask your friends to mass-add their friends.  I mean, it is nice to see that you have 8000 people in your group, but if only 2 of those people are buying, then it doesn’t do you any good.   It is much better to have a group of even 45 people if 38 of those people are regular, buying customers.  So don’t worry about having a lot of people in your VIP group.  It’s more about QUALITY not QUANTITY.

DO- post regularly in your group.  I recommend at least 6 posts a week.  AT least.  I try to post 2-3 times in my group each day.  This keeps customers interacting, remembering you and thinking about you and your products, which are all good things.

DO post things other than business all the time!  A funny meme or recipe is a neat way to add VALUE to your group and, again, keep your customers engaged.  Plus, is shows that you are a real human and not just a money making machine.  People buy from people they know, like and trust, so posting things that help them get to know you, like you, and trust you will help them come back to YOU again and again.

DON’T post 100 times a day.  Posting too much can be annoying and just bother even your best customers.  I like to keep my posts to 10-12 MAX a day in my VIP group.  Usually about 10 items for sale and then 1-2 non-business or funny posts.

DO post pictures of new items you have ordered that people can buy.  This keeps customers excited and gives them a kind of “dibs” before anyone else can.  This helps them feel special and gives them just 1 more reason to join the VIP group.

DO post old inventory items too.  Have a “blue day” or a “necklace day” where you post items that you have had in stock for a while.  Maybe your customer didn’t see those items yet or maybe they forgot they wanted to buy it.  Posting those images will get those products front and center and help you move those pieces out of your inventory.

DO post about hosting a party or joining your team.  Your customers already love the jewelry and you never know when the time might be right for them to host a party or join you team!

DO ask your friends or family and customers to invite people to join the group fun too!  Remember, we aren’t mass-adding, but rather, having them share your group or invite their friends in a personal message into your group.  This is a great way to make new friends and get new customers too!

DO have an occasional drawing, contest or game.  This keeps people having fun and wanting more!

DO be consistent!  Even if it seems like no one is buying!  One day you might have no sales, but sell over $300 the next day.  Don’t let the slower days get you discouraged.  Consistency is KEY!

DO post about your group sometimes and invite your friends to come join in the fun.  Also share the link to the group with your customers and at parties or events.  New group members increases your chance for repeat sales, so promote it occasionally.

DO name your group something fun.  Awnya’s Paparazzi Group isn’t near as fun as The Fabulous Five dollar Jewelry Babes or Bling Babes with Awnya B.

Facebook groups are a LOT of fun and a great way to interact with your customers.  Your group can be what you want it to be, all business, some business and some fun, or a great place for people to get to know you, make friends and shop for jewelry.  It’s up to you!

Challenge:

If you have a facebook group, post every day this week at least 2 times.  If you don’t, start one!!  You are going to love it!!


Show Notes

Facebook Groups Training printable show notes


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Special Episode: How to Save Up for your Paparazzi Jewelry Starter Kit

Are you thinking about joining Paparazzi Accessories?  Are you a little short on cash?  Let’s talk about some great, easy ways to save up money for you Paparazzi Jewelry Starter Kit.

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Listen now or download this week’s episode to listen later here:

Quote:

paparazzi Jewelry business meme

Training:

Here are quite a few ideas on how you can save up money for your Paparazzi Starter Kit!  Some of these ideas are easy and some require a little more thought or work.  Remember that however you choose to save for your kit, you need to actually SET ASIDE the money.  If you leave it in your bank account or keep it in your wallet, it will most likely get spent!  Whether you use a separate savings account, an old soup can or an envelope, be sure that your kit money is totally separate from the rest of your money.  (This will be GREAT practice for keeping your business money and personal money separate which is necessary for tax purposes J) We are excited to have you as part of our Paparazzi Jewelry and Accessories team!!

Yard sale – Find items around the house that you aren’t using anymore and sell them for CASH!  All proceeds go towards your kit!  You can also try virtual yard sales on Facebook, Craigslist or even Ebay.  Your local newspaper may even have a free online classifieds section.

Bake Sale– Do this in conjunction with your yard sale or separately!  Never underestimate the power of delicious cookies

Cookie dough sales – create an order form with different kinds of cookies.  Some popular ones in our area are pumpkin chocolate chip, white chocolate macadamia nut, triple chocolate chip, sugar, chocolate chip, peanut butter and oatmeal raisin.  Collect orders from friends and family.  Make large batches of each kind of dough ordered and package them in disposable Tupperware containers with baking instructions written on the lid. We paid $8 for about 2 cups of batter that made 2 dozen cookies and our little neighbor who had this fundraiser had about 90% profit!

Early Gift– Christmas, Birthday, Anniversary – Talk to your loved one about the upcoming gift opportunity and let them know that you would like your Paparazzi Starter Kit for your gift (or early gift).  Your starter kit will be the gift that keeps giving ALL YEAR LONG!

Babysitting/Date Night– choose a Friday or Saturday night and offer to babysit from like 5-10.  Have a movie and some pizza for the kiddos and charge $15 for the night (discounts for families with more than one kid). Advertise to neighbors and friends and after just a few times, you will have enough for your kit!!

After School Care – Watch neighbor kids after school and help with homework.  Charge a weekly rate.

Cash for Gold– A friend found some old jewelry she just had lying around, took it in to a Cash for Gold place and got enough for her starter kit, plus a little extra!

Maid service– Offer friends, family and neighbors your cleaning skills!  Go clean one time a week and charge a monthly rate.

Lessons – Do you have a skill your great at?  Piano, violin, singing, sewing, knitting, math, English, sports, etc.?  Offer tutoring!  Charge per lesson or per month!

Loan – Get a short term loan from a family member or bank.  With the money you earn from Paparazzi, you’ll be able to pay them back in no time!

Mow lawns/Shovel snow – Ask you friends and the would like to have your (or your child) shovel their walks or mow their lawns.  If you have a child help, be sure to pay them for their work J

Cotton Candy/Popcorn/Snow Cones – Talk to a coach or local concession stands about supplying their cotton candy for a sporting event.  Or at Birthday parties, carnivals, fairs, bazaars etc.  Rent equipment and sell items.

Pet Sitting – Watch pets for friends, family and neighbors when they are on vacation.

Save a little at a time! – while this one sounds easy enough, how often do we ACTUALLY do it.  Put all your change in a jar along with $2 or $3 a week.  Combine this method with some of the others on the list to have your kit in no time!

Eat at home –   Choose one night when you usually go out to eat (or get fast food), and eat at home instead.  Remember to take the $ you usually would have spent and set it aside for your kit!

Host a Paparazzi Party – Talk to your consultant about earning cash for your kit instead of hostess credit.  (also a GREAT way to get bookings and potential recruits!)

Resources:

How to Save Up For Your Kit Handout

Call Challenge:

Choose 2 items from the list we talked about today in the call or come up with a few of your own.  Do 2 of those within 1 week and comment below to let us know how they worked out!  Remember, the money earned goes towards your kit!


Show Notes

How to Save Up for your Paparazzi Jewelry Starter Kit – Show Notes


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Top 10 Mistakes and How to Avoid Them in Your Paparazzi Jewelry Business

In the 16 years I’ve been doing direct sales, I’ve seen these 10 mistakes made over and over again.  Let’s chat about what they are and how you can avoid making them.

Listen Now or Download:

Listen now or download this week’s episode to listen later here:

Quote:

inspirational quote

Training:

Getting past these 10 mistakes most direct sellers make might take some time and effort.  I still find myself reevaluating with several of these to make sure that I’m serving myself and my business in the best way I can.  Just know that some of these are a process and not a one time fix.

1. Not Asking

Your friends and family aren’t mind readers. You need to ASK them if they would be interested in hosting a party, would come to your launch party or join your business. They won’t just make this connection when you let them know that you started your business. Open your mouth and ASK!

2. Afraid of Being Pushy

Make a list of things a “Pushy” person does. (ex. Not taking no for an answer, not listening when you talk, making your buy stuff you don’t want). Are these things that you do? Probably not! Pushy people don’t have any kind of gauge for their pushy-ness, so the fact that you are worried about being pushy means that you are not. Just listen to your friends, family and customers. HELP them and you will never come off as pushy!

3. Working, but not working…

Things like making an image, organizing your office or desk (again) or re-creating a document might be useful, but they aren’t going to make you money. Spend your time on tasks that will help you make money like booking parties, finding and booking events, or talking to people who might want to join your team. This will get you the biggest BANG and help your business SKY-ROCKET!

4. Being a Bother

You will never, ever “bother” me if you have a question. Part of what I LOVE doing is helping you in your business. When you have a question, ASK me! If the kids are screaming in the background or I’m in church or something, I will get back to you as soon as I can, but don’t hesitate to ask!!

 5. Do as I Say, Not as I Do

You are an example for your friends and family. Be sure to have your own party or open house every so often to show them how much fun it can be and your success too. You never know when they are watching you, so set the example. It is FUN and a great reason to hang out and reconnect too!

6. Information Overload

Sometimes when I get nervous or excited, I talk WAY too much! Slow down, share a little and then listen. Whether the person you are talking to is interested in your business, hosting a party, or buying some jewelry, try to say 2-3 sentences and then ASK them a QUESTION. This will keep their interest and not overwhelm them with details.

7. Re-inventing the Wheel

A lot of times when we start something new we get ALL excited to find our own way of doing things. While this isn’t necessarily a bad thing, there are others who have been where you have been! Follow the path that they have navigated to get the MOST success most quickly. When you have those basics mastered, feel free to try something new! This is where “If it Aint Broke, Don’t Fix It” comes in handy. While there are a LOT of great ideas out there, I don’t want you to get discouraged if things don’t work out. Once you have mastered the basics and have started making great money, this is when you can experiment and discover new ways to make things work.

8. School’s Out

There are always ways we can tweak what we are doing to make our business, lives or relationships stronger. It is important that you attend trainings and find other ways to continue to grow both personally and professionally. There are SO many great trainers and inspirational thinkers that can help you along the way. If you need some suggestions, Ask! (see #4)

9. No Set Hours

The best way to EXPLODE your business is to decide ahead of time WHEN to work. Choose the days 4-6 weeks in the future that you want to work and highlight those days. Decide what times you will work and then WORK IT BABY!!! If you don’t have a party or an event scheduled and you set that time aside for work, use it to make phone calls to people who might be interested or to past hostesses. This might be a work at home business, but you still have to choose time to WORK!

10. Not Following Up

Believe it or not, people are watching you! The things you post on Facebook, the success and failures you have. I have had friends and neighbors call me after an entire year and tell me they want to join or host a party. Sometimes the timing is wrong and other times people just want to see your success before they jump in too! Be open about your business and follow up with people when they show interest in hosting a party or joining us! You just never know WHEN the time will be right.

Call Challenge:

The challenge for today is to choose ONE of these things you want to work on.  A lot of times, it gets overwhelming to try to fix everything all at once and instead, we never start.  Choose 1 of these 10 things and work on getting better in that area.  When you feel you have accomplished what you want to with that, choose a second.  Post what number you are going to work on in the comments along with your first steps you are taking!


Show Notes

Top 10 mistakes and How to Avoid them in your Paparazzi Jewelry Business


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Booking Your First Home Parties

Booking your first home parties after starting your Paparazzi Accessories business can be intimidating and a little scary.  Here are a few tips and suggestions to help you get those first Paparazzi $5 Jewelry parties on your calendar.

Listen Now or Download:

Listen now or download this week’s episode to listen later here:

Call Graphic:

Launch Party.fw

Training:

In our call, Getting Started, I talked about one way that you can book parties with your friends and family before your kit even comes!  This call will talk about another way that is really popular to get those first parties booked.

The best way to Book parties is to HAVE a party.

If you are new, you are probably saying, “yeah, but how do I get parties?”  The answer is simple, throw your OWN party!!  When you have your friends, neighbors, family, etc. over and they see how EASY it is to host a party, they will want to have one too.

A few tips to help make your party a success!

Invite:  You want to invite 40-50 people.  Not sure you know that many people?  Just start writing down names.  Sometimes it helps to think FRANK.  Friends, Relatives, Acquaintances, Neighbors, and Kid Moms (the moms of your kids’ friends).

The best way to invite is through a PERSONAL invitation.  I can’t stress this enough!!  Simply making a Facebook event and inviting everyone on your contact list isn’t going to do the trick.  You need to take a little time and hand deliver or mail our each invitation or give them a quick call on the phone to invite them.  This little personal touch will go a LONG way to getting more guests to your party!

Remind: We are all human and have a TON of things going on.  Don’t forget to send a friendly reminder to your friends the day before your party so that they don’t space it.  Something like a quick phone call or text will do the trick and doesn’t take long.

K.I.S.S – This tips is either the kiss of success or death for most parties.  I call it the Keep It Simple, Sister step.  If you over-complicate things by cleaning for 4 days before, baking all day and overall just make things look really complicated to host a party, your guests are less likely to host a party!  Keep things simple.  Tidy your house.  Serve veggies and water or some snacks.  The best party I ever went to, the hostess served Oreos and milk.  Crazy, right?   Think simple.  It will save you time and energy and make your guests more likely to want to host their own party.

ASK – When your guests are checking out (paying for their items), it a PRIME time to ask if they would want to host their own party.  I say something like, “Hey, ________.  Would you want to get some jewelry for free by hosting your own party?  It’s super simple and lots of fun.” and then LEAVE it at that!  A lot of times it’s easy to keep talking and instead of talking them INto a party, you are actually talking them OUT of it.

When you ask everyone who has come to your party, you may only book 2-4 parties, but that is more than you had BEFORE your own party!!

Bonus Tip: After your party is over, send thank you cards to each guest who took the time to come to your party, buy or book their own show.  This personal touch goes a LONG way!!

Resources:

50 people in 5 minutes worksheet

Call Challenge:

Print and fill out the 50 people in 5 minutes worksheet.  Mail or deliver invitations to the people on your list for your party!!


Show Notes

Booking Your First home Paparazzi Accessories Parties Show Transcripts / Printable version


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Getting Started: First 5 Steps to Jump Start your Success

Are you new to Paparazzi Accessories and just getting started or wanting to grow your business faster and bigger?  You are in the right place!  This call talks about the steps you can take to get your Paparazzi Accessories business to Rock Star success!

Listen Now or Download:

Listen now or download this week’s episode to listen later here:

 

Call Quote:

First Steps to Success

Testimonial:

You’re so Awesome!! Thank you for sharing your fabulous business and making me feel beautiful day after day. Your surprise today, couldn’t have come at a perfect time. Thanks for thinking of ME!!😊😘

-Kari H.

Training:

1- Book the date for your kick off show-

Set the date you want to host your own Paparazzi kick off show.  Start letting friends and family know what dates to set aside and get ready to party!  Ideas for partying can be found on the website.

2- Make a list of all your friends and family

…that you think might want to host a party for you.  Number those people 1,2 or 3.  1’s are the people you think are most likely to host a party for your, 2s are maybes and 3 are the “most likely nots”.  Start by calling the 3’s on you list and asking them to host a party for you.  I find something like “Hi Aunt Julia!  This is ____.  I am so excited because I just started to sell Paparazzi $5 jewelry.  It is amazing jewelry and accessories all for $5 or less.  To get through my training period, I need to have 6 parties.  Is there any way you would want to earn free jewelry and could help me out by hosting one of those parties?”

While you don’t actually have an official “training period”, usually by the time you’ve had 6 parties you feel like you have a pretty good handle on all things Paparazzi.

3- Invite others to join you in Paparazzi too!

Now is a great time to be a part of Paparazzi and it is always fun to have a friend or a family member to learn things with as you get started.  If you know someone who might want to join with you, I will be happy to help answer any questions they might have and help you get your first team member!

4- Never open a Box alone

One of the most contagious parts of Paparazzi is the opening of the boxes you get.  True story.  I make it a rule to NEVER, EVER open a box alone!  Call a friend, family member or neighbor over to open it with you.  They will LOVE helping you and they are guaranteed to drool over all the pretty things inside.  I’ve heard of consultants who sold their ENTIRE order to friends and family before the box was even empty!

5- Make a list of other places you can sell.

Nursing homes, at yard sales, flea markets, salons, consignment stores, town fairs, farmers markets, and more are all great places other Paparazzi Accessories consultants have found success.  Be creative!

Call Challenge:

Book your kick-off show!  Comment below with the time/date you will be launching (or re-launching) your business!!!


Getting Started in your Paparazzi Accessories Business Transcripts / Printable version


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