Each month we share ideas that have
helped Consultants, Supervisors,
Managers and Executive Managers
make money! This
month we feature
Lisa Taylor, Manager (WI). She has
some terrific ideas on building your
sales by selling Sets at Shows.
Here
is Lisa’s story:
“I
started as a Consultant less than 2
years ago, July 23, 2011. I had
attended a L’BRI Show in early July
of that year. I had serious
skin issues with an oily and
blemished complexion. I thought
that puberty would never end. L’BRI
products worked wonders on my skin
problems!
“As
it happened, I was considering
finding a part-time job to
supplement my family’s income. I
have four children, whom I
home-school. Also, my husband’s
career as a fire-fighter makes
scheduling work time challenging.
L’BRI was the perfect opportunity.
I could be with my children and work
mostly from home.
“This spring I really wanted to
‘super-charge’ my business. I began
to consistently sell more Sets than
I ever had before.
In
April, I made three changes in my
shows that I believe added to my
increased show sales. Here’s what I
did:
-
I called each
confirmed guest a day or two
before the show. I got names
and phone numbers from my
hostess and also asked her to
email her guests, letting them
know to expect my call. In
these quick calls, I felt like I
started to build a rapport with
each guest. I basically asked
if she had ever heard of L’BRI
or tried it. Then I continued
by asking the questions from the
front of the profile form (skin
type, skin concerns, what she is
currently using, etc.). It was
a little more “work” for me, but
I really think it paid off
because when I met them at the
show, I felt like I already knew
them a little, so the
relationship was already
established. Building trust is
a big factor and I felt like
they perceived me as someone who
really wanted to help them find
the products that would benefit
them most, as opposed to “just
another salesperson.”
To learn more about making
personal calls to invited
guests,
CLICK
HERE.
-
At my Shows,
during my closing, I like to
review how easy the cleansing
steps are. I tell them that I
am going to use the back of one
of my hands to go through the
basic, quick steps. I put a dot
of the Cleanser on my hand, add
water, and wash it off with a
washcloth. Then I spray the
Freshener. I quickly mention
the Eye Gel but do not apply it
on my hand. Lastly, I put on a
small dot of Moisturizer and
remind the guests to add water
and rub it in. Then the magic
begins! I then take Perfect
Finish #5 and apply a small
amount to that “prepared
surface.” Even though it is #5,
it does not appear too dark. It
looks very natural. I also
mention how important it is to
apply Foundation that will
continue to allow their pores to
breathe. Then the WOW: I apply
a drop of #5 to the back of my
other hand, the “unprepared
surface.” This same Foundation
looks dark, unnatural, and you
can see “the line” at my wrist.
I then walk around and show my
guests the difference between a
“prepared” face and an
“unprepared” face. I ask: “Have
you seen ladies wear their
make-up like this?” This is an
easy way to do three things: 1)
Review how fast and easy the
steps are, 2) Emphasis the
importance of preparing your
skin to receive your Foundation,
and 3) Introduce the fabulous,
aloe-based Foundation along with
the aloe-based Concealer. This
little demo does not take long,
but I believe it brings home the
importance of using a Basic Set.
-
The other
thing I have added is that when
I explain the Sets, I hand each
guest their own laminated copy
of the Sets page. I think there
is something valuable about
guests having their own copy in
their hands as I explain the
savings in purchasing Sets. I
go through L’BRI’s three Set
options. Then, as they fill out
the back side of their profile
form, I pass out the catalogs,
explaining that the invoice is
in the page that shows the same
Sets that they have in their
hands.
“These are the three things I
changed in April. I have sold more
sets at my Shows than ever before.
“Overall, my average sales have
increased by $200-$300 per Show. In
April I had my biggest month ever
for personal sales and sold more
than $7,000”.
We’d love to hear about your
success. If your idea is featured,
you will earn a Skin Care Trio.
What’s working for you? Let us
know!
