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!

Listen Now or Download:

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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Never Open a Box Alone

It is JUST like Christmas!  When the mailman or the FedEx person drops off that box the first thing you want to do is OPEN it!!  Right?!?  Here are a few reasons why you should wait…

Listen Now or Download:

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

Call Image:

pop a paparazzi Jewelry box with me

Training:

1.  Didn’t your Mama teach you to share?

One of the most FUN things to do with a new box of jewelry is to have people come to open it with you!!  The excitement is contagious and ESPECIALLY if they like Paparazzi jewelry too, it is something they are not going to want to miss!!

All those pretty, sparkly items are just CALLING to them, AND they have a chance to get first dibs on anything in there.  It is a great way to help spread the word AND get your friends and customers excited about coming to open the box with you!!

2.  New, new, NEW

Along with getting amazing new pieces of jewelry to sell and show to your customers and friends, when you invite others to join you in opening a box, they see how much fun it is to “play” with your Paparazzi and they might want to host a party!  Or better yet, join your team!!  A lot of times, people don’t believe how EASY our job is as a Paparazzi Accessories consultant but when they come and see firsthand that our businesses are fun, easy and profitable, then they will get excited too!!

3.  Sell more jewelry

One of the fun things I’ve started doing lately is a Box opening!  Customers and friends “buy” a box opening for $10 or $15 depending on the order size.  This guarantees them 2 or 3 of the pieces in the box or from my current inventory AND they get dibs on the box to open and go through it.  It is kind of like they are buying a Christmas morning whenever they want to!   They get really excited and can even bring a friend too, but they usually opt to come alone so they don’t have to share the jewelry with anyone else!

I’m sure that right now you are wondering if this would make a difference in your business at all.  I mean, it sounds SO simple.  Truly!  BUT, what if it does?!  What if this ONE thing got you a new team member?  Or 10?  What if opening a box with different customers or with your friends increased your sales every month?  What if you never try?  Will you know?

I can’t say that I even know the answer to all those questions.  I DO know that if you don’t try, you won’t know for sure either way.  AND I know that no 2 customer bases are the same so what works for your customers doesn’t always work for mine and visa-versa.

Let’s look at this a different way.  If it were Christmas morning, would you want to see the faces of the people you love as they open gifts?  Do you want to sit outside, all by yourself and miss out on the fun?  Of course not!  By inviting your friends to join in the fun, you are sharing excitement and joy.  Jewelry Joy.  Asking them to help you with a box opening is a small thing, but it might mean a lot to them.  AND the look on their face is SO much fun to watch!  I love it!

Call Challenge:

Invite someone to join you in opening your next 2 Paparazzi orders!  Share the results you have with us!


Show Notes

Never Open a Box Alone Printable Show Notes


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Selling vs. Sharing

I hear it all the time – “I’m not really good at selling things.”  Let’s talk about how to be a Shares-woman instead of a saleswoman.

Listen Now or Download:

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

Call Image:

IMG_6161

Training:

When I think of a sales person, I kinda get an icky feeling in my mouth.  Maybe you know what I mean.  The image of that pushy, irritating used car sales person comes to mind.  They could care less about who you are or what is best for you and your budget.  They are ALL about the SALE.

It is no wonder that when we think of sales, we get the heeby-jeebies!  THAT is definitely not the kind of person that I want to be.  So let’s talk about some things that we can do to help us become people who SHARE and CARE instead.

Matching items –

One way that you can give your customers GREAT customer service and show them that you are all about helping them is to share items that match with them.  This sounds harder than it is.  It’s actually quite easy.  If you see them looking at a necklace that has a matching bracelet, walk over and let them know.  Say, I have the CUTEST bracelet to match that necklace while walking over to grab the bracelet and hand it to them (and here is the secret part!), now WALK away!  If you stand there and watch them, it makes them feel more pressured into buying the bracelet and necklace.  Walking away releases that pressure and gives them room to shop.  AND it also lets them know that sometimes you have matching sets so that if they ARE looking for a match a little later on, they will know they can ask you!

Give Compliments –

Whether you are at a party, event or just running errands, if you see someone who is doing something you like or is wearing something you like, let them know!!  You can never hear enough that your outfit or hair is cute!  It is a great way to spread a little love in your life and a great way to strike up a conversation.  If you are at a party or event, this is a great way to break the ice.  Compliments make the giver feel great and the receiver too!

Greeting guests –

When guests arrive in your booth or at a party, walk up and greet them!  Shake hands and ask their name.  This helps to break the ice and then they will know who to look for when they have questions or are ready to check out.   This help you know each of the guests a little better too.  You can strike up a conversation and get to know the guests a little better this way too.

Ask Questions – 

When you are getting to know your customers, there is no better way to find out more about them then asking questions.  Questions are another great way to find out if someone would be interested in hosting a party or joining your team. When you ask questions people feel less like you are forcing an option or opinion on them and more like they have a choice to say no.

Listen –

Its easy to overlook this item because it is so simple.  When you truly listen to what your friends and customers want, you will be able to help them much better!  This is a really easy way to let them know that you care.

Think for a second about telemarketers.  When they call, do they actually listen to what you are saying?  Nope.  Their job is to get a sale.  Regardless of what you say, they are to push through.  They are REQUIRED to get AT LEAST 3 no’s.  At least.  They will keep pushing and pushing until either you hang up or buy.  End of story.  And this is why telemarketers are a classic example of being pushy!  Sales over service.

Put your customers needs and wants above the sale and your business will explode!

Call Challenge:

Make a conscious effort to greet each of the guests at the next party or event you do.  Compliment them.  Strike up a conversation!  Let us know your results.


Show Notes

Sharing vs. Selling Show show notes 


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Taking Payments

Will that be paper or plastic?  What kind of payments should you accept in your Paparazzi Accessories business?

Listen Now or Download:

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

Call Quote:

Be a beginner quote

Training:

One of the first things you want to look at as you start your Paparazzi Accessories business is how people are going to be able to pay you. Here are the 3 most popular payment methods outlined and what you need to consider with each.

CASH:

Cash is my personal favorite form of payment.  It is quick, easy and there is not doubt that it is going to be accepted!  One thing you DO have to be prepared for when taking cash is having change.  I like to have 1-$10 bill, 10 – 1’s, and then 8- 5’s. A grand total of about $60.  I rarely run out of change with this amount in my pocket.

CREDIT / DEBIT cards:

It is a PROVEN fact that if you take credit cards, shoppers will spend more!  Have you ever gotten to a party or a store with only $15 and the thing you fall in LOVE with is $25?  You just HAVE to have it but don’t want to run to the ATM?  I think taking credit cards is completely worth the small fee that you have to pay in order to still get your customers what they want/need and increase spending at your parties and events.

How Can you Take Credit Cards?

To take a credit card, you will need a smart phone or a tablet or ipad with internet access.  There are 2 companies that make it REALLY easy to accept credit cards.  Let’s look at both.

Square:  Order reader for free online.  Pay 2.75% per swipe for Visa, MasterCard, Discover, and American Express. No monthly fees, no commitments. Daily deposits into your bank account. Manually enter card information and pay 3.5% + 15¢ per transaction.

Paypal: Order reader for free online.  Pay 2.75% per swipe for Visa, MasterCard, Discover and American Express (US cards only).  No monthly fees, no commitments.  Deposits into your bank account upon request (takes 3-5 days).  Debit card for funds available with immediate access and 1% cash back on all purchases with Debit Card. Keyed in cards have a fee of 3.5% + $0.15.

It is totally up to you which you want to use.  I personally prefer Paypal because I can ship out products to my customers that are far away and get a discount on shipping through them (that is a totally different call topic!)  Both are really comparable and many Paparazzi Accessories Consultants use both.  I just recommend choosing one so that you can take credit cards at your parties or events.

CHECKS:

This payment method is TOTALLY up to you.  Personally, I don’t take checks at all.  With cash and credit, you have your money up front.  With a check, you are trusting that the customer will have enough money in their bank when you go to cash it.  And if they don’t, you get a $25 return check fee!  And, checks can be returned up to 4 weeks later.  To me, the risk is too high.  That being said, if you want to trust your great-aunt Sally with her check, it is totally up to you!

Printable Resource:

Credit Cards Accepted Here Printable Sign

Call Challenge:

Print out the Credit Cards Accepted Sign (link above) on card stock and laminate if possible.  Get it ready to use at your next party or show!


Show Notes

Taking Payments – Transcripts / Printable Version


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