Archive for the ‘Advertising and Promotion’ Category

I see many direct sales consultants discussing the marketing technique of hanging catalogs on neighborhood doors. Do door hangers really work? Or is it just an added expense and expenditure of human resources to employ this tactic?

One rule of thumb to keep in mind when you are trying different marketing techniques is whether or not you acted on a similar campaign. For example, have you ever made a purchase off of any ad you saw on someone’s vehicle? (I have not)

Have you ever taken advantage of an offer that was hung on your door (I have not) or did it likely go straight into the trash or blow away in the wind or eventually get soggy with rain?

Do you often read and act upon fliers you find around town? (I have not)

Of course there are exceptions to every rule, but I would caution you to target your marketing to a particular segment (new moms, elderly, college kids, empty nesters, nail salons, doctors offices, etc.). Then relay your message to that market in a method they will respond to.

Blanket fliers and neighborhood blitzes don’t always work. It’s like spraying an arsenal of bullets, hoping to hit something.

Instead, try a small sampling – test to see if it is effective, if not – then try something else. Perhaps your time and financial resources could be better spent with some direct mailing of your company catalog. Then follow-up within a week to ensure the business owner received your catalog. Provide a special offer to entice a call to action.

If you keep doing what you’ve been doing, you’re going to keep getting what you’ve been getting.

About the Author: Laurie Ayers is a WAHM from Michigan and a Star Director with Scentsy Flameless Candles. She enjoys helping others start and maintain a candle business. You can find Laurie at http://www.Scentsy.com/LA or http://www.ThrivingCandleBusiness.com

Use Infomercials To Generate Sales In Home Party Plan – Direct Sales Businesses
By Deb Bixler

Tips for Sales – Infomercials Sell Products

Infomercials are powerful sales tools that can be incorporated into any sales business and are especially effective in the direct sales or home party plan business. Every infomercial has six sales techniques:

• 1. Product Knowledge
• 2. Repetition
• 3. Testimonials
• 4. Sidekick
• 5. Urgency
• 6. The Wow Factor

When you incorporate the infomercial system into your home show, now matter what you are selling, will sell better! When you take all of those sales tools and put them into your show, your guests will develop desire for your product, opportunity or services, even if they came to the sales presentation with little or no interest.

Product Knowledge

When you educate your audience in the benefits of your product or services they will learn why they need it. Your mission is to teach them how owning or becoming a part of your organization will enhance their lives.

Repetition

The amount of time you spend on a product should be in direct relationship to the value and repetition is essential.

Testimonials

When you field testimonials from the audience, and tell stories of testimonials of people you know people will listen. Quote outside experts.

Sidekick

Find a sidekick at your show. It should be easy. Anyone who likes to talk. Bring them into the banter with questions and attention.

Urgency

You can establish a sense of urgency with monthly specials, expiring products, or even with a statement. How about: “It is only six weeks until summer, ladies, and this pedicure set will give you gorgeous feet and toes by the time you dig those sandals out.”

The WOW Factor

“Look at that… I can’t even believe it myself!” People buy emotionally. When people get excited, have fun and are impressed, they get emotionally involved.

When was the last time you watched an infomercial? Sales is the art, science and skill of creating more and more desire in the market place for your product, service or opportunity. Check out a couple of infomercials and study the techniques used to create desire.

Deb Bixler retired from the corporate world in 1999 to enjoy life as an entrepreneur. In the first 9 months as a direct seller she replaced her corporate business salary of $80,000 per year. Deb achieved the top honors offered in her company in personal sales every year for 7 years in a row and earned the President’s Club 5 of those 7 years.

Visit Deb’s site atDirect Sales Systems To Increase Sales

Making the most of your Direct Sales holiday selling season: Meeting the needs of stressed out moms.

The holidays are fast upon us and as work at home moms we know how it feels to have just one more thing to think about! Meant to be a time of excitement, joy, memories and fun, often the holidays drive the home based business mom over the edge and into the land of stress and craziness.

But you, Direct Sales Mom, have what many of those stressed out moms need this time of the year. You have the gift of GIFTS! Without having to battle the lines at Kohl’s or the mall, moms can email or call you and have their holiday shopping done without even leaving the house! By adding a little sparkle of “extra mile” to your already excellent customer service skills, you can help busy moms everywhere bring back the joy and fun this holiday season.

So, let’s talk about what you can do in your direct sales business to help these over the edge moms starting today!

** Give them a simple organization gift – Send out a blank wish list sheet to your customer mailing list. Offer it as a gift to new subscribers to your newsletter list too. This can be as simple as a chart with columns and rows for “Name” and “Gift” for them to keep track as they shop. It’s a nice gesture and could be just what an overwhelmed mom needs to help her get organized with this part of the season. You can create one yourself in word or excel, or search the web for some fancier templates. Just make sure it has your resource box on there, “Compliments of…” so they know who to call!

** Offer gift-wrapping and “delivered to their door” service for moms who purchase gifts from you. Yes, it might cost you a little more, but think of the help you’re giving to another mom and the potential for future business you’re generating by the sacrifice.

** Group your products into gift packages. Get creative here ladies. Take a good look throughout your catalog and create lovely packages of complimentary products at various price points. Do the thinking for your customers to take away one more layer of stress. Go beyond just suggesting and up selling and create packages with package pricing so all they have to do is call or email you and say, “I want 3 of that $15 package you mentioned on your email”. Offer the gift-wrapping above and include that in your package pricing to make it even easier for them.

** Provide gift certificate services so your customers can give your catalog and the certificate as a gift. Not only does this help your customer with her stress level, but it gives you the opportunity to win over a new customer as well.

** Most of all brainstorm about what would help YOU feel more relaxed about your holiday shopping this holiday season and then see how you can help other moms in the same way.

Make the most of your holiday selling season by reaching out and helping others. You’ll be glad you did!