To Discount or Not, is the Question?

It is Saturday and for many direct sellers today is the day for vendor events.  We use these events as a way to expand our circle of  potential customers and hostesses.  Some vendors will be successful while others will struggle?  Some will be “selling” and making deals while others will be embracing the value of their products.

Are you a direct seller who falls into the trap of discounting your products?  Do you find people are always asking you if they can buy the sale product without the qualifier (spend so much to get)?  There may be a good reason for it…

Customers have found you slash prices on a regular bases – even on current product and continually offer sale items without qualifiers.  Don’t get me wrong, I may offer some of my regular customers a special or two on occasion but NOT on a regular basis.  Why?  Because in the long run, I will not make any money.

There are many who would disagree with me BUT the truth is when you discount your products, you are hurting yourself and the industry as a whole.  Why are prices set at a certain price point?  Why are specials set up during a given period?  Because a team of experts at your company’s home office set the prices based on research, production and promotion.

I have stopped taking product to vendor events to “clear out my inventory”.  Why? Because I save those deep discounts for the people who support my business on a regular basis.  Customers buying items at a vendor event at a deep discount, will only be customers as long as you have deep discounts.  I WILL sell current products at current prices without charging for tax and shipping.

Extreme discounts are a mistake because:

  • People will expect them. Why would they pay full price if they know you’ll be running a huge sale in a day or two?
  • It devalues the product. The list price will seem too high, even though your team of experts know the true value.
  • You need to make money.

TRUST the brand. TRUST the price. TRUST yourself.

Are you thinking the only way to draw in customers and new team members is to cut your prices?  Believe me when I tell you, it may happen in the short term but will not be enough to sustain or grow your business.

Here are some things you can do to draw in customers without de-valuing your products:

★ Free or discounted shipping: This is a lower cost burden to you and is still enticing to clients. (Can you say “Amazon Prime?!?”)
Tax-free weekends (or day): Does your city or state participate in tax free weekends? Join the party and spread the love to your customers.  You can do this on a regular basis to help you draw in customers.
★ Raffle entries for a free product: This localizes the expense to one product rather than crazy discounts across all inventory.  Do a “Mystery Hostess” party and give away the hostess perks.
★ Product samples: If your company offers samples – hand them out freely with your business card.  If not, get creative about how to share the love.  I sometimes do a mini catalog with chocolates or a nail file or a Proverbs 31 bookmark with my contact information on it.
★ 10% discounts for an outside order: You and I both know outside orders are rare. Reward them with a small discount!
★ Connect personally: Offer a discount to the people in the room. This increases exclusivity without burdening you financially.                                                                      ★ Offer a discount for referrals:  When someone refers someone to me and they join my team, the person referring them gets a $25 VISA gift card.  If it is a retail order, the referring person gets a card with a small gift.

Always remember, you have value and your products have value. You want to stand out in the crowd of direct sellers….. and I don’t mean by selling your products at cheap prices.

Have a ThirtyOne-derful day!

Could A $99 Investment Change Your Life

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What if I told you that you could spend $99 and have a business that would help you earn an income all year long?  Maybe you are just looking for some time away from the kids.  Maybe you are going to be an empty nester and need something to fill the time.  Maybe you would love some extra money to do things with the kids.  Maybe you are looking for a career change.  Or maybe you just love the products and want the awesome discount.  Whatever your reason,  let me share with you an amazing opportunity.

Here is what is happening right now at Thirty One and why NOW is the best time to join! The NEW Fall/Winter catalog is AMAZING.  I think it is the BEST catalog yet.  Plus we have Jewell by Thirty-One, AND the JK by Thirty-One jewelry line… there is SO much more that will make your experience as a new Thirty-One consultant AMAZING!

Take a peek below to see all the great things you need to know about becoming a Thirty-One Consultant in August!

#1 The Enrollment kit awaits! You get over $400 in product (plus all the order forms, catalogs, and more to get started) for just $99.

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#2 Host your launch party and enter $600 in August, you’re also going to earn your 1st Start Swell! You get to choose ONE kit when you submit $600 in your first 30 days. Which one do YOU want?! And in your first 4 months, you have a chance to earn FOUR of these kits!

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#3 Ask a friend to join you on your journey. If they join you in your first 4 months, and they they qualify within their Start Swell period, you earn $100 BONUS! There is no limit!!!!

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#4 The August customer special = a GREAT start for you!

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Everyone will want to host a party because they can get ALL of this for just having a few friends over for a little get together.

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#5 The BEST part is that when you enter that $600 launch party in August, you’re going to earn $150 in cold hard cash!! WOOHOO for starting the new year out with a new ADVENTURE, a new YOU, and a new Thirty-One BUSINESS!

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Did I mention that you get ME too. That is me on the left with the CEO and Founder of Thirty One Gifts, Cindy Monroe.

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I am here to help you on your journey. Let me know if you have an questions about joining Thirty-One. I LOVE to answer questions.

Here is how you can reach me:

Website: www.partywithHope.com

Facebook: Hope’s Thirty One Gift Closet

VIP Customer Group: Hope’s Purse Closet

Email: HopeWs31@gmail.com

#31 #RaysofHopeteam #jointhirtyone #lovemyjob #celebrate

Sales Mistakes

We are headed into the home stretch of the holiday shopping frenzy for direct sellers… I am not sure about others but for Thirty One, our cut-off is December 10th.  That means just 8 more days to wrap up what has been our busiest season of the year. It means 8 more days to convince our customers that we have the perfect gift for that special someone in their life.

So, do you know what the THREE top mistakes are that we make as direct sellers?  I know that there are many answers to this question, depending on what trainer you talk to, right?  I saw a list by Linda Albright which seemed to keep it simple.  It also could apply to any direct seller as well as some AWESOME entrepreneurs who may struggle with some of the same things.

  1. Talk to much.  Are you new to direct sales?  Are you struggling with holiday back orders?  Do you get nervous when meeting new people?  I don’t know about you but for ME, in certain situations I talk to much.  I ask a question – perfect right? Then there is that awkward silence.  Maybe they are thinking about what you asked.  Maybe they are looking at the products you offer.  There are a MILLION reasons why they don’t respond right away to the question and NONE of them have to do with you.  Do you start talking again during that silence?  Does silence make you even more nervous?  As a result, we talk too much and we loose the sale.  Being nervous doesn’t mean that you need to babble or ramble on.  Wait for their response and LISTEN.  If you do all of the talking for the first 10 – 15 minutes – you have now lost a sale.
  2. Discounting diminishes value.  This was the first time I had really thought about how discounting effects the value of a sale.  Now, I don’t mean the specials run by our respective direct sales companies.  The discounts I mean are the ones that we use to clinch a sale.  It may be free shipping, it may be free tax or maybe an additional percentage off of an order.  Do you “hawk” sales to gain customers? Or do you confidently talk about price to your customers.  Believe in the value that you are providing to your customer.  When you are nervous and unprepared, our customers begin to doubt the value of the product that they are buying.  Definitely not the picture that we want to paint for them.  In fact, it may become what the customer expects every time they shop with us.
  3. Know how to sell your products.  This almost sounds like a no-brainer, right?  We all know our products.  We have our favorites that we push because they are the ones that help us reach our goals.  During the holiday season when we experience back-orders or sell out of things because of an upcoming catalog change – we may loose that confidence.  All of a sudden, we don’t know how to sell our products.  We are not sure about the ideal customer, the perfect gift recipient or how a particular product will help our customer.  As difficult as it may be, practice having at least one or two solutions for every product.  Now, if your company has hundreds of products, this could be difficult but it is important to growing your business.  If you are an “off the cuff” kind of person, you can easily wing it.  For those who become rattled when they can’t think of a solution – make notes and keep them with you.  Even the best leaders rely on notes during a presentation.

So, what is your TOP sales mistake?  Share it with us in this “no judgement zone”.

Have a ThirtyOne-derful day!

#salesmistakes, #thirtyonemonthlyspecial, #solution sets