Ideas That Make You Money!

by Geoff Locander, Vice President of Marketing

Each month we share ideas that have helped Consultants, Supervisors, Managers and Executive Managers make money! This month we feature Sue Nelson, Executive Manager (WI).  Sue has been tops in personal selling many times in her L’BRI career.  She has some excellent ideas on building Show attendance and keeping booked Shows to hold.   

“I’m a strong believer that putting in extra effort before your Shows will pay off big!  More Shows will hold, more guests will attend, sales will be higher and you will get more bookings at your Shows.  What’s really worked for me is using the EVITE System (evite.com) and working closely with my future hostesses.  I try to book all of my Shows within 2 to 3 weeks.  Shows that book “close in” are much more likely to hold than those booked further out.

“If a Show is scheduled within 2 to 3 weeks, I start working with my future hostess immediately.  After she’s made her guest list, I ask her to do 2 things right away: 1. Call the guests, by telephone, and personally invite each one to her Show and 2. Send a SAVE THE DATE email to each one as well, including my email address on her email. 

“I help the hostess with the wording of her email.  It will say: ‘I just attended a L’BRI SPA NIGHT and was so impressed with the products that I’ve decided to host a L’BRI Show on (date) at (time) and would love to have you attend.  You’ll learn about effective, natural L’BRI products that will make your skin look great.  I’m looking forward to hearing back from you.  Thanks!’      

“Seeing that she included my email on her SAVE THE DATE email, I now have all the guests’ email addresses.  I use that email distribution list to create the EVITE for the hostess.  Among the benefits and conveniences of the EVITE Systems are knowing when each guest opens her invitation and when she responds.

“Guests fall into four categories in the EVITE system: ‘Attending’, ‘Not Attending’, ‘Maybe’ or ‘Not Yet Responded’.  Future hostesses are sometimes reluctant to give me email or phone information for their guests.  EVITE is an easy way to solve that!

“The EVITE can also be posted to the future hostess’s Facebook page to provide even more exposure.  If a friend, neighbor, relative or co-worker wasn’t included on the original EVITE, they will learn about it.  Perhaps they’ll attend the Show, or at least place a product order.  

“The EVITE system makes me feel more connected with the guests.  I can learn a bit about each one and perhaps find out what skincare issues need to be solved.  I find with EVITE, that the hostess feels personally committed to holding her Show.  I rarely have cancellations.

“Two days before the Show is scheduled, I ask the hostess to call the guests again by telephone to remind them of date.  The EVITE system will automatically send a reminder a couple days before the Show as well.  If hostess indicates that she can’t make the calls, I suggest that she gives me the phone numbers so that I can place the calls myself.  Even if hostess says that she’ll make the calls, I double-check to make sure that she has.

“After the Show is held, I send a message to all the guests through the EVITE System.  I thank those who attended and also invite those who weren’t able to attend to view my on-line catalog.  Most importantly, I let all guests know the amount of the Shopping Spree that the hostess will receive. 

“Then I take one final step: I withhold the Hostess Redemption Form (for the Shopping Spree link), until I can confirm booking dates and receive the SAVE THE DATE email from the future hostesses.  I want the hostess to feel accountable for those bookings.  She has a lot of incentive.  Not only is her Shopping Spree at stake, but also the Booking Rewards.  Those bookings, when held, can add up to $375 more in free products!

“It’s really a ‘win-win’ for everyone.  The hostess has leverage over her guests.  And helping me to secure those bookings, will only help her to get more L’BRI products. 

“Newer Consultants sometimes feel that they don’t have to take any extra steps to secure the bookings.  Some believe the future hostess will do all the work to get good attendance.  From experience I can tell you: usually not so.  Do the extra work and you’ll be rewarded with more Shows, bigger sales and higher earnings!”

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!