$750 Show Avg....how She Does It!

[ChefBeckyD]

At our cluster meeting tonight, My director had another consultant in our cluster give a presentation on how she host coaches and does her show.
She has a $750 show avg., and regularly has $1000 shows.

This is in Michigan, where we have one of the worst economies in the nation! My show avg. has slipped from around $600 to about $400 in the past 18 months.
It was fascinating to hear what she does - because so much of it goes totally against what I have been taught, and what seems to be the consensus for doing business. I won't go into all she does, but wanted to touch base on a couple of things she does that are opposite of how I've been taught.

First - She communicates almost exclusively via E-mail with her hosts - she sends emails weekly starting a month before the show, and gives her hosts their encouragement and info (including recipes) this way. She makes one phone call to the host before the show to get counts and directions.

She said that in this day and age, that is the way most people prefer to communicate, and her hosts appreciate that she uses email instead of leaving all kinds of voice mail messages trying to get in touch with them.


Second - She brings a whole display of products with her to her shows. She brings a card table and sets it up. For August, she did a whole display of discontinuing products on the table. She sold a ton of product - had 5 shows, and over $3500 in sales!!!



This brought up a good discussion about how, although we've been taught that you only bring what you need for the demo, the fact that we are in a very poor economy means that we may have to change how we do things a bit to get the sales that we want. Also, that we are living in a more electronic age, and that email may not be as impersonal of a way to communicate as we've been told - it may be the way that hosts prefer to communicate with you.


These were just some points that have me thinking.

 

[lacychef]

Thanks Becky!

It depends for me....some of my hosts still prefer phone calls; but I do a lot of host coaching via email too. It's true, this day & age, for lots of people it's just more convenient...and you're more likely to get a return email than a return call with some!

 

[lissahope26]

I agree that people buy what they can see. The problem I have with that, is that it's so much stuff to load up and bring!! I bring extras to my shows but it's a killer lugging all of that stuff around.

 

[darlinclem]

I have always brought almost everything "but the kitchen sink" and I warn my hosts I will do so. I do it in a joking manner but then also remind them to let me know of ANYTHING they or their guests want to see. I am a very textural person. I have to handle something to want it. I have worked retail since high school and was always taught that you put it in their hands to make them want it. I has stood me well. Since I started doing more passing around of products and interacting with the guests my show average has gone up by over $100 per show. I used to average $350-400. I now average $500-800 per show. The guests always tell me they appreciate actually being able to handle our products.:thumbup:

 

[PamperedK]

The only problem I see with bringing a lot is your recruiting leads are going to suffer. People do not want to think about dragging all that stuff along with them if they decide to try this out!

 

[stefani2]

From November - June, my Show average was over $1000 (I am a CDN Consultant). Since the end of June - I really cut back on what I was bringing to a Show and my Show Sales have reflected that.

I USED TO:
-Demo a recipe myself (interactive format does not work for me personally)
-Pass around extra products after the demo especially highlighting the main collections (SA, Cookware, Stoneware, Cutlery).
-Give an example of the Host Benefits for a $1000 Show
-Coach my Hosts to get 12-15 orders
-Tell 'My Story' and just be honest and genuine with people
-Have the 3 pile method at checkout

 

[paigev71]

From November - June, my Show average was over $1000 (I am a CDN Consultant). Since the end of June - I really cut back on what I was bringing to a Show and my Show Sales have reflected that.

I USED TO:
-Demo a recipe myself (interactive format does not work for me personally)
-Pass around extra products after the demo especially highlighting the main collections (SA, Cookware, Stoneware, Cutlery).
-Give an example of the Host Benefits for a $1000 Show
-Coach my Hosts to get 12-15 orders
-Tell 'My Story' and just be honest and genuine with people
-Have the 3 pile method at checkout

What is the 3 pile method?

 

[PamperChefCarol]

I love to bring a ton of stuff, but my car is a miata, so room is at a premium. I pack what I need for the recipe then whatever else will fit that I think people want to see.

 

[tlag1986]

Being new I have a limited amount of stuff. I try to bring most of what I do have, and so far have done well with that. I want to increase my show avg from $350 to $750 over the next year. I also have done just a few parties. I am still trying to get my name out there.

 

[mmmorgan20]

I have my first cooking show on Saturday and plan on bringing everything PC that I own. I'm the type of person that if I see it and can hold it, that makes me want to buy it. I wouldn't want to spend $20 for a chopper if I don't know what kind of quality it is. I'm going to tell my guests that while our food is in the oven, "Go ahead and touch all my kitchen gadgets and see which ones you want for yourself." LOL Hey, it's my first show so we'll see if that works.

 

[JAE]

Good info. Now if I just had a show to use it.

 

[Teresa Lynn]

Megan,
you might also have a tote to bring home products in they touch. I am a germ freak and i always encourage them to touch the products but to put them in my rubbermaid tote so they can be washed when i get home so they are clean for the next show (I tell them the exceptions are Salt and pepper mill now i'll say grinders, cookbooks and spices)

 

[chefshawna]

You know, I have had a drop in sales since carrying less products, but I never thought of that as the reason! I know that when I want to buy something I love seeing it first, I guess I should think about that when packing for my shows. I just hate carrying everything around, it is more work and it gives more of a chance for breakage. But, maybe I'll try it at my next show and try to get my total up!! I also use e-mail a lot. I have found that with certain hosts I am quicker in getting a response than by phone. I know that I check my e-mail daily and know a lot of people that do, but I always forget to check my answering machine right away. Thanks for the post!!

 

[ChefBeckyD]

You know, I have had a drop in sales since carrying less products, but I never thought of that as the reason! I know that when I want to buy something I love seeing it first, I guess I should think about that when packing for my shows. I just hate carrying everything around, it is more work and it gives more of a chance for breakage. But, maybe I'll try it at my next show and try to get my total up!! I also use e-mail a lot. I have found that with certain hosts I am quicker in getting a response than by phone. I know that I check my e-mail daily and know a lot of people that do, but I always forget to check my answering machine right away. Thanks for the post!!

She acknowledged that it is more work - she said she spends 10 minutes carrying everything in. BUT she said that for her, it helped her meet her goal of getting her $15,000 career sales in 6 months.(she did) She works FT, and only wants to do 3-5 shows a month....so she needed to make sure that those shows were all big.

 

[pamperedpals]

Hmmm....something to think about. I have a host who wants me to bring a large display of products to her show at the end of the month. I will use that as my test.

Thanks for the info Becky, you are going to make an awesome director!

 

[chefshawna]

Well, I guess I'll try brining more again and see what it does to my average. I want to do PC full-time and need to up my pay considerably. So, I need my show average up, more shows and recruits!! I WILL SUCCEED!!! I have to for my family! Thanks!

 

[thecougchef]

when i HOSTED my first show (which i also signed up afterwards) my now-director made jerk chicken nachos. she used the citrus press. i think almost everyone at my party bought the citrus press because we could see it. but its not really something that you would normally think about just purchasing. it makes a HUGE difference! i always end up bringing way too much stuff to my parties and sometimes i think it overwhelms people because i dont have alot of space to set things up at. it overwhelms ME when im demoing! i think this thread has motivated me to invest in a card table...

 

[janetupnorth]

The only problem I see with bringing a lot is your recruiting leads are going to suffer. People do not want to think about dragging all that stuff along with them if they decide to try this out!

It's all in how you talk about it. If someone is interested, they are interested. Then that point can be discussed later. If you are truly doing your job of asking everyone that person who doesn't want to haul should still show some interest.


On the e-mail thing - I communicate about 80% to my hosts and customers by e-mail. I've asked their preferred method and most pick that! My biggest shows have been with hosts who communicate by e-mail. Granted, I don't have a $1000 show yet, but I just had a $700 catalog show with a lady that I only communicate by e-mail. (I called once when a customer had a question AFTER the show). She just re-booked for November (by e-mail).

 

[Kitchen2u]

You can have a $750 show average without bringing everything. I do. I only bring what I need for the recipe (1) and that's it. My show average ranges from about $800-900 now. I have THEM talk about the things I didn't bring..let THEM sell it for you.

Host coaching is the KEY to a great show average. I do emails and phone calls. I'm in contact EVERY week until their party.

I find if I bring to much, less recruiting leads!

Thanks for sharing Becky!

 

[Hathery]

I plan to do a lot of my communication by email. I know that I certainly prefer it! I think you have to really get a feel for what would be most convenient for the host. If they're a more traditional person, definitely gotta stick with the phone call.

 

[ChefBeckyD]

You can have a $750 show average without bringing everything. I do. I only bring what I need for the recipe (1) and that's it. My show average ranges from about $800-900 now. I have THEM talk about the things I didn't bring..let THEM sell it for you.

Host coaching is the KEY to a great show average. I do emails and phone calls. I'm in contact EVERY week until their party.

I find if I bring to much, less recruiting leads!

Thanks for sharing Becky!

I think it has very much to do with location. I know the economy is bad all over - but it is especially bad here, and has been for much longer than some other parts of the country. Plus - the facts are that Show Avgs are lower here than on the East & West Coasts even in a good economy, and always have been.

I'm not making excuses - this is just the way it is, and if there is someone HERE who has a show avg that is $200-$300 above everyone else's - you have to start thinking that something she is doing is working better than what the rest of us are doing.

I too have only brought what I needed for the recipe, as has my director, and my advanced director. (they are both long-time consultants - over 12 yrs - with great track records, and have also seen their Show Avg. plummet in the last 18 months.) I host coach very well, and ALWAYS have my guests talk about the products they love. With all of that, I have still seen my avg. sale go from $50 to less than $30. I have had shows with 12-15 orders that barely made $300. I've NEVER had that before! My bookings and attendance at shows have never been better, so that isn't the problem.

So - What she is doing just has me thinking that maybe it's time to switch things up a bit.

 

[ltkacz]

Within the past year I have brought significantly less to my shows. Basically the new consultant kit and the host specials for the month(s) I want to book, and maybe an extra piece or two. My repeat hosts have told me "Liz, you bring so much less, it must be so much easier for you to do a show". I've gone on to ask, did you miss me not bringing everything like before - they've said "no". It's been a lot eaiser on me - quicker to pack up (I've got a wierd obsession about keeping a lot of boxes for my items so it's easier to store and transport - I know - wierd), which means for me - shorter time for shows, etc. Now I can literally arrive a show 30 minutes before show start and be fine.

I'll be honest, I don't think it's reflected in how much my show average is or not. Pampered Chef Carol and I were talking the other night, the Host needs to realize she has a "job" to do as well for her show - get as many people to the party as she can. If she can't, then get those outside orders - 5 before, 5 after. Hosts need to realize its a partnership in hosting, not just open the door, invite a few friends and be done with it. My hosts who have "done their job" have fabulous shows, and those who don't - don't. Let's face it -it's going to be a rare occasion when you are going to have a $750+ show when there are 3 people plus the host at their show.

 

[PamperedK]

It's all in how you talk about it. If someone is interested, they are interested. Then that point can be discussed later. If you are truly doing your job of asking everyone that person who doesn't want to haul should still show some interest.

Sorry - I don't agree at all (not trying to be snippy!!). For example, my best friend was interested in selling for another DS company but when she saw everything that consultant did, when the consultant asked her if she'd ever thought about it she said absolutely not, no way. After the party, she asked me how I ran my business compared...when I told her how simple it can be, she signed with me. She told me the only reason she told that consultant no is because it looked way too hard. The consultant asked and did all the right things at checkout but she missed out because her job looked SO hard!

I have another example of a girl who is on my D's team - she was at a show that the consultant had 3 stations for 3 recipes, she was running around like crazy it was WAY too much work and so she said no she waasn't interested. When she saw my D's show, she signed right there.

There is another consultant who's not on my team but on my recruiter's team who was taking tons of stuff. Her shows were over $1000 regularly but her recruiting suffered. We challenged her to take less. Her sales have decreased a bit, yes, but she recruited 4 people within the first 2 weeks.

If you make your job look hard, people are not going to be interested. Even if they were a little bit interested before, if they think it's going to be a lot of work, they're more likely to say no to you.

I've recruited 15 people since February and when I ask most of them why they joined, the ones who joined because of a show tell me it's because I made it seem like something THEY could do.

You want people to see your show and say "hey I could do that!"

Sorry if I'm sounding preachy, I'm not trying to...obviously you can run your business the way you want to run it and if bringing everything but the kitchen sink is working for you, go for it! I just think we need to look at our business practices and see what would work for everything - sales, bookings and recruiting. If you have a super high show average and you want to recruit but it's not happening, you might want to think about changing things up a bit.

 

[stefani2]

Everyones 3 pile method at checkout may vary slightly.

For me:
-information on hosting
-information on becoming a consultant
-recipe

 

[ChefBeckyD]

I guess I should mention she (the consultant with the $750 show avg) had 2 recruits in her first 90 days also. They are both doing very well.

 

[Kitchen2u]

You got to make the party FUN, INVITING and give them REASONS why they need the products. I'm not saying all my parties are $800-900. What I AWLAYS hear at my parties are: you made it look so easy, thanks for letting me use it before I bought it, your parties are fun, I can do this, I love the $2 meal ideas, and "if you didn't tell me about the _______ and how I could save time in the kitchen with it, I would have never bought it."

I may not be the happiest person there at the party...but I will fake it!

I agree with others...if you don't make it look easy...your recruiting will be down in numbers.

If you want to make $$$ in this business...RECRUITING is the way to go! I'd rather recruit 5 people a month and have a $300 show average than a $800/900 and recruit none.

Attitude is everything. Expectations walk miles. Presentation is PRICELESS to your customers.

 

[chefsteph07]

Sorry - I don't agree at all (not trying to be snippy!!). For example, my best friend was interested in selling for another DS company but when she saw everything that consultant did, when the consultant asked her if she'd ever thought about it she said absolutely not, no way. After the party, she asked me how I ran my business compared...when I told her how simple it can be, she signed with me. She told me the only reason she told that consultant no is because it looked way too hard. The consultant asked and did all the right things at checkout but she missed out because her job looked SO hard!

I have another example of a girl who is on my D's team - she was at a show that the consultant had 3 stations for 3 recipes, she was running around like crazy it was WAY too much work and so she said no she waasn't interested. When she saw my D's show, she signed right there.

There is another consultant who's not on my team but on my recruiter's team who was taking tons of stuff. Her shows were over $1000 regularly but her recruiting suffered. We challenged her to take less. Her sales have decreased a bit, yes, but she recruited 4 people within the first 2 weeks.

If you make your job look hard, people are not going to be interested. Even if they were a little bit interested before, if they think it's going to be a lot of work, they're more likely to say no to you.

I've recruited 15 people since February and when I ask most of them why they joined, the ones who joined because of a show tell me it's because I made it seem like something THEY could do.

You want people to see your show and say "hey I could do that!"

Sorry if I'm sounding preachy, I'm not trying to...obviously you can run your business the way you want to run it and if bringing everything but the kitchen sink is working for you, go for it! I just think we need to look at our business practices and see what would work for everything - sales, bookings and recruiting. If you have a super high show average and you want to recruit but it's not happening, you might want to think about changing things up a bit.

15 people since FEB!!!!
That is so AWESOME!!! OMG!!!!

What is your SECRET??????
You should be so proud of yourself! :sing::sing::sing::sing::sing:

 

[Intrepid_Chef]

I wish I could communicate more with my hosts by e-mail. Unfortunately, they tell me that:* They have e-mail but never check it
* They don't have e-mail.So I waste a lot of time trying to connect with them by phone.As for the STUFF ... I used to bring very little ... because I HAD very little. Now I bring what I need for the recipe, plus other key items, especially if they represent an upcoming special. Bringing more doesn't have to mean the whole kitchen ... in other words ... why bring just a few scrapers when you can bring the whole tool turn-about ... that way you have other items to show/display. Takes up no more room and makes things easier ....

 

[doughmama]

when i HOSTED my first show (which i also signed up afterwards) my now-director made jerk chicken nachos. she used the citrus press. i think almost everyone at my party bought the citrus press because we could see it. but its not really something that you would normally think about just purchasing. it makes a HUGE difference! i always end up bringing way too much stuff to my parties and sometimes i think it overwhelms people because i dont have alot of space to set things up at. it overwhelms ME when im demoing! i think this thread has motivated me to invest in a card table...

don't invest in a card table - just make sure your host has a table available for you to display things. Who needs another thing to carry?

 

[doughmama]

Sorry - I don't agree at all (not trying to be snippy!!). For example, my best friend was interested in selling for another DS company but when she saw everything that consultant did, when the consultant asked her if she'd ever thought about it she said absolutely not, no way. After the party, she asked me how I ran my business compared...when I told her how simple it can be, she signed with me. She told me the only reason she told that consultant no is because it looked way too hard. The consultant asked and did all the right things at checkout but she missed out because her job looked SO hard!

I have another example of a girl who is on my D's team - she was at a show that the consultant had 3 stations for 3 recipes, she was running around like crazy it was WAY too much work and so she said no she waasn't interested. When she saw my D's show, she signed right there.

There is another consultant who's not on my team but on my recruiter's team who was taking tons of stuff. Her shows were over $1000 regularly but her recruiting suffered. We challenged her to take less. Her sales have decreased a bit, yes, but she recruited 4 people within the first 2 weeks.

If you make your job look hard, people are not going to be interested. Even if they were a little bit interested before, if they think it's going to be a lot of work, they're more likely to say no to you.

I've recruited 15 people since February and when I ask most of them why they joined, the ones who joined because of a show tell me it's because I made it seem like something THEY could do.

You want people to see your show and say "hey I could do that!"

Sorry if I'm sounding preachy, I'm not trying to...obviously you can run your business the way you want to run it and if bringing everything but the kitchen sink is working for you, go for it! I just think we need to look at our business practices and see what would work for everything - sales, bookings and recruiting. If you have a super high show average and you want to recruit but it's not happening, you might want to think about changing things up a bit.

doing well at my shows but having trouble with recruiting. Maybe I need to take your advice. I always feel like I have to bring everything that I have just incase someone wants to see it.
So what would you typically take to a show? I definitely need help with getting recruits and this could be my problem.