Remember Names To Increase Sales


POST A REPLY        COMMENTS( 0 )
 

As you look out over the sea of faces at your most recent home party, you see some faces you recognize and some you do not.

No problem, right?

As long as you have the products your customers need, then they will buy from you.

That may be true in some cases, but remembering names helps you to increase sales.

Customers want to buy from people that they know and feel comfortable with and the ability to remember names helps you to put clients at ease.

Friends remember friends names!

There are some techniques that you can use to improve your memory, even if you have the worst memory in the world.

As long as you practice some of the more popular memory tactics, then you will be able to remember names and increase your sales.

Pick A Feature And Remember It

Sometimes the silliest things can make extremely effective memory exercises.

  • Did you just meet a new client named Rhonda?
  • Does Rhonda have red hair?

Then the first thing you file into your brain is “red-haired Rhonda” and use that to remember her name.

  • Did you meet someone named Gary?
  • Does Gary have a grey beard?

File into your brain is “Gary Grey Beard” and use that to remember his name.

It doesn’t have to be hair color, but that generally works the well.

Remember that you will be able to recall these names easier the more contact you have with these clients. But when the relationship is first getting underway, memory exercises always help.

Put It In Song

If you listen to a lot of music, then use that to your advantage when you are trying to remember the names of your party guests.

Some people use song titles and other people put new names into the form of a familiar melody and that helps them to remember the names.

The key here is to be able to associate the person’s face with their first name.

Very few people are going to expect you to remember their last name after one or two casual meetings. Use music to improve your memory and see how that works out for you.

Learn How To Remember Names At The Party:

Remembering and using names during the home party will greatly improve your sales!

1. Make Your Own Street

This exercise is a bit complicated, but it does have a fairly high level of success for people.

When you are trying to remember a person’s name, just imagine that person standing on an imaginary street.

If you are at a party, build a street while you go around the room remembering names.

You may have just met a new customer named Joe and your first thought is of Joe standing under an imaginary streetlamp on your imaginary street.

Use that to recall his name each time you want to use his name during the show.

Joan may be the second house and Mary lives in the third, and so on….

Visualize your street occasionally during the show to remember each persons name.

2. Repeat The Name

Another technique to remember names of new people you have met at the party is to repeat their name three times during the introduction and before moving on to someone new.

Whether you are going around the room during the actual show or meeting people as they arrive use their name 3 times in the next minute or so after first hearing it.

Chances are that you will remember a few names and a few is better than none.

You can show your clients some respect and indicate that you pay attention to detail when doing business by remembering their names.

With some simple memory exercises, you can remember people’s names and increase your business as well.

How To Remember Names Audio

Listen to an audio on how to remember names to increase home party sales on Deb’s site, The Cash Flow Show!

Make a decision to remember names and you will get better at it!


About the Author: Deb Bixler is the 2011 DSWA Speaker Of The Year and the DSWA party plan adviser. Visit her website the party plan training center for real action steps to grow your business: www.CreateACashFlowShow.com or follow Deb Bixler On Google+ 717-751-2793

Please Note: The MyDSWA content is copyrighted material. You may share it on the web by creating an excerpt and linking back to the page using an active hyperlink. Please do not republish any content in its entirety on the web. You may however, publish any article you find on this site in print offline provided you credit the article to the author and the DSWA and include the website reference. http://www.MyDSWA.org

Customer Service Key In Home Party Business


POST A REPLY        COMMENTS( 0 )
 

Home Party Customers = VIPs

Customer service is an important part of any home party plan business.

If you want to maintain your customer base and encourage your existing customers to refer your company to new clients, then you need to keep your existing clients happy. Teaching customer service skills to your field distributors is essential!

If a party planning professional does not have enough scheduled events to develop a rapport with your regular clients they can still maintain good customer service.

The lack of regular contact with customers in events does not mean that you cannot stay in touch with your clients and maintain a high level of customer service.

Customer Satisfaction Calls

When the event is over, you will have order slips that will give you all of the contact information you need to stay in touch with your clients. One week after the event, you should make satisfaction calls to all of the clients that bought and received product from you.

Remember to instill in your field that customer service is to serve the needs of the customers not to serve the needs of the consultant.

These satisfaction calls are just follow-up customer service calls you make to ask clients how they like their products and if they have any questions. This is also the point where you encourage clients to give you honest feedback about the products and where you can also help assist customers who are having problems with their products. Teach them to be prepared to deal with any situation when making satisfaction follow-up calls and be prepared to exceed the client’s expectations during the call as well.

If you have customers that are still waiting on product a week after the event, then contact the home office and get delivery dates for those products. Then you can call the client to thank her for attending your event and give an updated delivery date.

Consultants Announce New Product Calls

A home party plan involves getting customers interested in your newest products. When you have customers that express interest in being updated on any new products that are released, then you need to get on the phone with these clients as soon as you get notice of a new product release.

You can try to take orders over the phone at that point, and you can also talk to that client about possibly hosting her own party to introduce these new products. You will have clients that want to be on the cutting edge of your newest releases. These are the clients that wind up being some of your most loyal party hosts.

Customer Service Reminder Cards

Phone calls are excellent customer service vehicles, but you can also use postcards to stay in touch with your clients as well. When you have a new product announcement, then put it on to a marketing card and mail it out to your customer base. When you have an event coming up, then you need to get reminder cards out to every one of your clients at least one month prior to the event.

Home Party Plan Success

Direct sales scripts are essential to a successful business.

Scripting the many aspects of your business from calls to home shows will give you more confidence and create a free flowing feeling of engaging with your guests. When your field distributors seek to serve the needs of the customer they will also get what they want as well.

Your customers expect a certain level of service when you do business with them. But when you can go beyond the customers’ expectations, then that is when you start building a loyal and lucrative customer base.


About the Author: Deb Bixler is the 2011 DSWA Speaker Of The Year and the DSWA party plan adviser. Visit her website the party plan training center for real action steps to grow your business: www.CreateACashFlowShow.com or follow Deb Bixler On Google+ 717-751-2793

Please Note: The MyDSWA content is copyrighted material. You may share it on the web by creating an excerpt and linking back to the page using an active hyperlink. Please do not republish any content in its entirety on the web. You may however, publish any article you find on this site in print offline provided you credit the article to the author and the DSWA and include the website reference. http://www.MyDSWA.org

Sales Techique – On A Scale Of 1 To 10


POST A REPLY        COMMENTS( 0 )
 

When worthwhile ideas come at you from all directions, you can depend on the value of those ideas. One idea that has surfaced repeatedly in my reading on sales and direct sales is the absolute necessity of focusing on questioning rather than telling.

Of course, this is a hallmark of the DSWA approach to everything from selling to recruiting.

sales technique

It is also very delightful when you find a specific technique repeated from varied sources.

One of my favorite closing tools is the Guest Care Card, which is distributed at the end of the party to the guests, asking them to answer several questions along the lines of “On a scale of 1 to 10, how interested are you in hosting your own XYZ party.”

This tool is invaluable for getting more information on what the person is thinking and how close she is to having a need you can meet.

So imagine my delight to be reading a generic sales book (i.e., not direct sales), and finding a tweak on the Scale of 1to 10 question. Have you read Daniel H. Pink’s book, “To Sell Is Human”? It is full of gems of selling data that I am using to education and inspire my team. More on that later, perhaps.

This technique is called “Pantalon’s two-question technique.”

The tip I want to share with you right now is the brilliant modification of how to continue the conversation after you’ve reviewed the person’s response to the Scale of 1 to 10 question. In Pink’s book, he uses this question in an example of getting a teenager to want to do her homework.

He suggests saying to the teenager: “On a scale of 1 to 10, with 1 meaning ‘not the least bit ready’ and 10 meaning ‘totally ready,’ how ready are you to study?” Of course a direct seller in a recruiting conversation would change the words to something like “how ready are you to join our company?”

As I read this, I thought, great, I’m already doing this. Imagine the person says, “5”. In the past what would you have said in follow-up conversation? Something like, great, what will it take to move that number up a bit?

Imagine how shocked I was to read his suggested follow-up language.

“Why didn’t you pick a lower number?”

Brilliant! Now the person is telling us what she likes about the prospects of joining our company instead of what is holding her back.

If you wish to read more about this technique, which is derived from research by Michale Pantalon , a research scientist at the Yale School of Medicine and an authority on “motivational interviewing,” this discussion is found on pages 145 and 146 of Pink’s book. As he concluded the discussion on this topic, “So on a scale of 1 to 10, how ready are you to try Pantalon’s two-question technique? And why isn’t your number lower?”


About the Author: Linda McCormick [email protected] 832-606-2155 Linda is a director with Heritage Makers, an online digital scrapbooking/storybooking company. She has experience with four companies and has been a leader and trip earner in each: Pampered Chef, Willow House, Park Lane Jewelry, and now Heritage Makers, where her heart is since the birth of her first grandchild. Besides preserving the photos and stories of her family’s life, she loves to knit outrageous lace patterns and dote on her spoiled Newfoundland dog. Her greatest joy in direct sales is taking her husband on wonderful expense paid trips to Ireland, Costa Rica, and numerous cruises.

Please Note: The MyDSWA content is copyrighted material. You may share it on the web by creating an excerpt and linking back to the page using an active hyperlink. Please do not republish any content in its entirety on the web. You may however, publish any article you find on this site in print offline provided you credit the article to the author and the DSWA and include the website reference. http://www.MyDSWA.org

 
 
Experience a world renowned Leadership Certification Course and watch your business grow to new heights!
The DSWA Global Foundation provides education about the Direct Selling Profession while supporting causes in alignment with the values of DSWA.
Coaching bridges the gap betwen learning and achieving. The Coach Excellence Program delivers the best mediums for excellence.
Bringing together direct sales representatives who share a love of direct selling and a desire to grow, learn and support one another.
The premiere destination source of advice, educational information, and inspirational stories for all women in the direct selling industry.
Be a part of the most unique and transformational event the direct selling profession has to offer.