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View Full Version : What are we doing wrong?
DUCHESS187
05-21-2007, 01:59 AM
My friend (who is also in BC) and I have done three events, two craft shows and one luncheon. We have not sold any products or got any bookings. We do show of hands and extreme repair and have a decent variety of products for sale. Many women seem interested in the products and take business cards but we cannot get them to actually buy or book. I am more shy than my friend so she does most of the talking and she knows more about the products and company since she has been doing BC for longer. The only thing I can think of is we are not explaining the products on the table well enough, maybe we need slips of paper explaining what each product is good for. My friend thinks that maybe people don't take us seriously because we are young. If anyone has had this problem or can think of anything to help it would be greatly appreciated. It gets very frustrating sitting in a place all day and not making one sale, especially when other direct sales businesses are there and they seem to be having products sell. Thanks for your help in advance.
Traci
Traci
AZTee
05-21-2007, 09:28 AM
Remember you are selling YOURSELVES not products! You have to make them want YOU to come to their home. No would you, could you, will you, can you etc.SHOW YOUR FLIP CARD OPENED TO THE WOMEN WITH THE EYE PADS. I did a show and we did SOH. We got them to the table with, "I can make your hands feel great in 60 seconds!" We then have ONE minute to get them. We said, "We will come into your home and spa you and eight girlfriends." Then we FLASH the picture. Then we say, "Dont' your hands feel awesome!" Then we say, our products are wonderful your friends will have a great time! Here's our calendar, what day works best. When we got objections (and you will) we used FEEL, FELT, FOUND. I know how you feel, it hard to book a date without your calendar, other hostesses feel that way to, but I have found that if you pencil in a date and let me confirm it with you tomorrow we usually can make it work.
Spa Queen
05-21-2007, 09:29 AM
I've only done one trade show but we did limit the products we had out to just quick things people can try when they come by (ie green tea on the inside of the arm, sugar lotion, sugar cologne, men's cologne, detox bath soak in water bottle mixed with water and then sprayed on facial cloth for them to smell). I did schedule only 1 spa there but did sell over $300 of product. I suggest maybe having a table drawing for a gift basket which you would naturally include a certificate for complimentary spa. I offer $50 in product for $20 at their spa and put this on the gift certificate. Also, I had the demos out with the product for sale in pretty baskets right behind the demo. That way everyone could see that I had plenty for them to buy. I hope this helps. I don't think it's because you are young. Good luck!!
melpal
05-21-2007, 10:08 AM
Traci,
First of all, don't give up. Sometimes it takes time to get people interested, and you especially need to give yourselves more time when you are doing non-traditional opportunities like the craft shows and luncheons. It can sometimes be hard to get interest to turn into a committed date from a "cold market" event like these.
I don't know what type of wording you and your friend are using when you have done the craft shows and the luncheon, but one of the most important things I've learned is that you need to ASK. It look me a LONG time to learn that people can be interestedin a party or your products or youropportunity, but many times they need to be asked before they take action. I too used to do a lot of craft shows and expos and would getexcited about the number of people who took my card, thinking the calls would just be pouring in, and then I'd be disappointed when they didn't. Another thing too that you need to knowgoing in is if you are approaching it as a selling event or a booking event. You cando some of each, but it sure helps to know where your focusis going into it, as your verbiage and approach will be slightly different for each focus.
You mentioned that other direct sellers were selling products. Did you happen to listen or notice how they approached people? What wasit that appealed to the buyers/attendees? Was there verbiage that they used that could have been helpful to you? Maybe they had a product line that was more conducive to craft show sales. I know from my past experience that our products worked out better in some venues than others. It all depended on the crowd that attended, what they were looking for and what price range the other vendors' products fell into. I would just take some time to evaluate these three events you've done and, rather than focus on the negative and what went wrong and beat yourself up over the results, make it a learning opportunity. Try to think back and learn what worked, what didn't work and what you can use to move forward.
One of the things you need to do when you're at an event like this is really givepeople a reason to buy, book or join. This is called a compelling offer...something they'd be a fool to pass up. Over time, some people will call after theevent from your biz card, orif you're doing a drawing/door prize box and you follow up, you may get some takers on booking, but the best thing possible to do is get them committed to something while they're there. I know it's sometimes hard to do this, especially when you lack confidence, but it can really make the difference between a successful event and one that flops.
On the topic of confidence, the best advice I can offer is this...act "as if". Whatdoes this mean? Well, act "as if" you're already successful. Act "as if" you have all the confidence in the world.Act "as if" you are highly in demand and everyone wants to work with you. I've been reading lots of success-themed books lately, and almost everyone I've read abouthas had to have this attitude. Everyonelacks confidence at one time or another. It may be early on orit may hit later, as you're about to really grow your business. The important thingis to just screw up your courage and just do it.
You mentioned that your friend thinks that maybe people don't take you seriously because you're young.I don't know how old you are, butyourage probably has less to do with it than your confidence. For example, my 38-year-old husband is the controller of a small company that was founded by and is owned by his 26-year-old boss.His boss startedhis firstcompany when he was 14years old and sold it at a huge profit when he was 19. Then he started his second business and sold that when he was 23. Now he's on his third successful company...that's a pretty great accomplishment for a 26-year-old! My point here is that he started when he was 14, and when Ihear the stories about how he got started, I hear how no one even questioned him (at 14!!) because he acted confident. He said he had to act as if he was already successful and already the owner of the $2 million business he dreamed it would someday be.
I don't know if this has helped or not. I could definitely offer more specifics, if necessary, butthe theme I see through your entire post is a lack of confidence and a lot of shyness (which I totally understand!), so I thought I'd make my themeconfidence-boosting advice. Iwish you the best! I know you can do it!!
Take care,
Melissa
First of all, don't give up. Sometimes it takes time to get people interested, and you especially need to give yourselves more time when you are doing non-traditional opportunities like the craft shows and luncheons. It can sometimes be hard to get interest to turn into a committed date from a "cold market" event like these.
I don't know what type of wording you and your friend are using when you have done the craft shows and the luncheon, but one of the most important things I've learned is that you need to ASK. It look me a LONG time to learn that people can be interestedin a party or your products or youropportunity, but many times they need to be asked before they take action. I too used to do a lot of craft shows and expos and would getexcited about the number of people who took my card, thinking the calls would just be pouring in, and then I'd be disappointed when they didn't. Another thing too that you need to knowgoing in is if you are approaching it as a selling event or a booking event. You cando some of each, but it sure helps to know where your focusis going into it, as your verbiage and approach will be slightly different for each focus.
You mentioned that other direct sellers were selling products. Did you happen to listen or notice how they approached people? What wasit that appealed to the buyers/attendees? Was there verbiage that they used that could have been helpful to you? Maybe they had a product line that was more conducive to craft show sales. I know from my past experience that our products worked out better in some venues than others. It all depended on the crowd that attended, what they were looking for and what price range the other vendors' products fell into. I would just take some time to evaluate these three events you've done and, rather than focus on the negative and what went wrong and beat yourself up over the results, make it a learning opportunity. Try to think back and learn what worked, what didn't work and what you can use to move forward.
One of the things you need to do when you're at an event like this is really givepeople a reason to buy, book or join. This is called a compelling offer...something they'd be a fool to pass up. Over time, some people will call after theevent from your biz card, orif you're doing a drawing/door prize box and you follow up, you may get some takers on booking, but the best thing possible to do is get them committed to something while they're there. I know it's sometimes hard to do this, especially when you lack confidence, but it can really make the difference between a successful event and one that flops.
On the topic of confidence, the best advice I can offer is this...act "as if". Whatdoes this mean? Well, act "as if" you're already successful. Act "as if" you have all the confidence in the world.Act "as if" you are highly in demand and everyone wants to work with you. I've been reading lots of success-themed books lately, and almost everyone I've read abouthas had to have this attitude. Everyonelacks confidence at one time or another. It may be early on orit may hit later, as you're about to really grow your business. The important thingis to just screw up your courage and just do it.
You mentioned that your friend thinks that maybe people don't take you seriously because you're young.I don't know how old you are, butyourage probably has less to do with it than your confidence. For example, my 38-year-old husband is the controller of a small company that was founded by and is owned by his 26-year-old boss.His boss startedhis firstcompany when he was 14years old and sold it at a huge profit when he was 19. Then he started his second business and sold that when he was 23. Now he's on his third successful company...that's a pretty great accomplishment for a 26-year-old! My point here is that he started when he was 14, and when Ihear the stories about how he got started, I hear how no one even questioned him (at 14!!) because he acted confident. He said he had to act as if he was already successful and already the owner of the $2 million business he dreamed it would someday be.
I don't know if this has helped or not. I could definitely offer more specifics, if necessary, butthe theme I see through your entire post is a lack of confidence and a lot of shyness (which I totally understand!), so I thought I'd make my themeconfidence-boosting advice. Iwish you the best! I know you can do it!!
Take care,
Melissa
Starbaby4412
05-21-2007, 10:38 AM
wow that's really good! Thanks- This has helped me!! I am always looking for new/better ways to present myself. So you're saying that people actually like to see this type of attitude-- and don't think someone is being "Cocky?"
5kids4us
05-21-2007, 11:54 AM
I think that those type of events require a lot more sales experience than some of us have. I've been with BeautiControl for almost 18 years and I'm not so sure I'd do much better "cold selling". It's a lot of technique and using the suggestions above. When I have attended these type of events, I too have been interested in items that others had to sell but unless they were really good at encouraging me to buy, I didn't.
beautigirl73
05-21-2007, 02:26 PM
I agree with Melissa. I think it has a lot to do withthe confidence level you display. People pick upon things like that. I don't think it's so much a "cocky attitude" butmore of an assurance that the company you represent has THEBEST products and THE BEST opportunity for women today. I thin it helps to know that when people say "not thanks" it's not totallyabout you,either. Just remember "Some will, some won't. Move on." Such a simple statement,but it deos take time tosink in. That will come.
Whatever you do,DO NOT give up! Keep moving forward. Take these events as learning experiences.Everyone has their ownpace in this business. I've been doing this for three years and have just this year started doingbooths at fairs, so you are already ahead of the game! Listen to the advicefrom the wonderful ladies on thisboard, regroup, role play with your friend.Then get thee to a booth or spa orgrocery store or whatever and talk to people!Make it a habit and before you know it, you will be doing it without thinking about it. Let us know how it goes!
Shawn
Whatever you do,DO NOT give up! Keep moving forward. Take these events as learning experiences.Everyone has their ownpace in this business. I've been doing this for three years and have just this year started doingbooths at fairs, so you are already ahead of the game! Listen to the advicefrom the wonderful ladies on thisboard, regroup, role play with your friend.Then get thee to a booth or spa orgrocery store or whatever and talk to people!Make it a habit and before you know it, you will be doing it without thinking about it. Let us know how it goes!
Shawn
melpal
05-21-2007, 02:49 PM
Thanks for clarifying my posting, Shawn! Yes, I absolutely don't believe in being cocky at all. That's a HUGE turn-off. What it's all about is exactly what you said...belief and confidence in BC, in the products, in the opportunity and in the spa experience. Just focus on that and the confidence in yourself will come in time.
In the meantime, and, I guess, beyond that too, just make a point to make connections with people. People like to do business with people they know, like and trust. If you connectwith people and they come to like you and trust you too, they will choose you! It doesn't matter how little experience you have or how little confidence you have...thatconnection will sell them on you! And remember...you have something that solves people's problems. Products that solveskin and body care problems. A spa experience that solves stress and relaxation issues. And an opportunity that can solve a host of otherproblems. Just solve their problems and they will come!!!
Take care,
Melissa
In the meantime, and, I guess, beyond that too, just make a point to make connections with people. People like to do business with people they know, like and trust. If you connectwith people and they come to like you and trust you too, they will choose you! It doesn't matter how little experience you have or how little confidence you have...thatconnection will sell them on you! And remember...you have something that solves people's problems. Products that solveskin and body care problems. A spa experience that solves stress and relaxation issues. And an opportunity that can solve a host of otherproblems. Just solve their problems and they will come!!!
Take care,
Melissa
beautigirl73
05-21-2007, 02:54 PM
Mel, are you going to Celebration? I need to meet you so I can HUGGGGG you! I just love your enthusiasm and spirit! Thanks for always sharing and encouraging!
Shawn
Shawn
melpal
05-21-2007, 03:11 PM
No, I'm not going to be able to make it to Celebration. One of my best friends is getting married that weekend, and I'm standing up in her wedding. I'm going to be pretty busy with her wedding. A few weeks before the wedding, I'll be catering her bridal shower (yep,in addition to BC, I own a small catering business...I LOVE to cook and bake!). Then, I'm doing a bachelorette spa party for her the weekend before the wedding, wedding day makeup for the bridal party on the big day and catering her gift opening/day-after spa party too! Whew! I get tired thinking about it! But I LOVE it! http://www.wahm.com/forum/smileys/smiley4.gif
I really wish I could be at Celebration. The last time I was able to make it to one of our conferences was Celebration 2005. I missed Leadership last year, as it was just a couple of weeks before my baby's due date, and my doc wouldn't let me fly. Celebration 2006 was missed, as I was in the hospital having gall bladder surgery. Leadership 2007 was missed because of my shattered ankle, and now Celebration because of the wedding. Right now I'm shooting for Leadership 2008!!! I would SO love to make it there and meet everyone too!!! I have enjoyed this group so much in the few months I've been on the board...I owe thank you's to so many!!!
Sorry for the rambling! http://www.wahm.com/forum/smileys/smiley36.gif
Take care,
Melissa
I really wish I could be at Celebration. The last time I was able to make it to one of our conferences was Celebration 2005. I missed Leadership last year, as it was just a couple of weeks before my baby's due date, and my doc wouldn't let me fly. Celebration 2006 was missed, as I was in the hospital having gall bladder surgery. Leadership 2007 was missed because of my shattered ankle, and now Celebration because of the wedding. Right now I'm shooting for Leadership 2008!!! I would SO love to make it there and meet everyone too!!! I have enjoyed this group so much in the few months I've been on the board...I owe thank you's to so many!!!
Sorry for the rambling! http://www.wahm.com/forum/smileys/smiley36.gif
Take care,
Melissa
beautigirl73
05-21-2007, 03:32 PM
You are SO not rambling! I guess I will just have to send HUGS your way via the board lol. I LOVE cooking too and have contemplated opening a catering business with my sister but have never taken the steps. We are a "party planning" family and have a lot of great cooks (no chefs yet tho) in our family and we should really put our skills to use! You are going to be busy that weekend, but it's going to be such a blast for you and your friend. This is something that the two of you will never forget! Have fun and thanks again for sharing with us.
Shawn
Shawn
