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Can You Achieve 100K in Career Sales in Under Two Years?
- Thread starter legacypc46
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I really am a dweeb: give me a milestone to achieve and I'll go off happy as a lark to try for it.):blushing:
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legacypc46
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This post is in response to a PM asking I share how I generate sales. Below are some of my guideposts. They work for me. (My apologies up front for being so wordy or if parts don't make sense. I tend to do these long posts when it's late and I'm tired. )
Chef Success: Leverage the knowledge here on CS. I keep a notebook where I jot down ideas I think I can make work, along with the date and who posted so I can refer back. My first few months, I read every thread I could find on Host Coaching, Increasing Sales, and Bookings. (It was tempting to read all the unrelated threads, but I wanted to focus on laying a solid foundation for my business...and not get overwhelmed with information.)
Bookings: Aim for 8 shows a month (preferably cooking shows). When someone tells me they prefer to host a catalog show, I say "I'd love to do a catalog show with you. To be fair, I need to let you know that my cooking show sales are generally double that of my catalog shows. You'll receive great benefits either way. I want to do what works best for you." {About 1/2 my catalog hosts decide to go with a cooking show instead.}
Host Coaching (Most important thing we do IMHO):
- Ensure my Host Packets look professional. I use the plastic two pocket folders with prongs and place my host letter, flyers, and such in document protectors. I use bright obnoxious yellow folders so my host's co-workers and friends see it and ask about it....and so my hosts don't loose it in the day-to-day clutter of life. (During HWC month, I use pink folders.)
- Offer all my hosts the opportunity to have a $1000 show. I deliberately point out that the free product isn't capped at $1000 in sales. I tell them that later in our meeting, I am going to share with them 'five things I've found that consistently lead to a successful show'.
- Let my hosts know I value/respect her and her guests. I tell my hosts that a successful show is more than just sales; it's her and her friends having a fun time together.
- Create a partnership with my hosts. I do this in part by sharing with my hosts the 'five things I've found that consistently lead to a successful show'. These are really nothing more than the basics covered in the Show Planning Guide, but I make it more personal. I coach off my host letter (attached...note, item number five is an incentive I give. I tried several things and find this gets results for me.)
Cooking Shows:
- Create a relaxed environment. I tell my guests I don't want them to feel obligated to buy anything and I don't want them to buy something they aren't going to use. The result is people relax and become more open-minded about what they could use. (I learned this here...thanks ScottCooks.) I then cross-sell like crazy.
- Augment my kit (as able) with items that increase sales when used at my shows: the S/S bowls (versus the batter bowls), the 12" skillet (Executive), the Deep Covered Baker, etc.
Catalog Shows: Aim for at least four catalog shows a month. I do the same host coaching, but with a slightly different host letter (attached).
Specials: Leverage the specials; especially the really awesome ones. When PC offers the cookware at 60% off, I go crazy. I want everyone to have the opportunity to get this deal. If someone doesn't want to do a cooking show, I promote catalog shows. At a minimum of only a $150 in sales, who wouldn't want to do a show to get cookware at 60% off?
Fundraisers: Seek them out. Done well, Fundraisers can generate great sales. I did over $10K in fundraisers last year . I choose to offer 20-25% instead of just the 15% HO offers....but I tend to do fundraisers with causes that matter to me. I also focus on doing them during double points months and when sales will be highest (ie. Nov and when the stoneware is on special). {There are some great fundraiser threads here, especially postings by ScottCooks.}
Hope this helps.
Chef Success: Leverage the knowledge here on CS. I keep a notebook where I jot down ideas I think I can make work, along with the date and who posted so I can refer back. My first few months, I read every thread I could find on Host Coaching, Increasing Sales, and Bookings. (It was tempting to read all the unrelated threads, but I wanted to focus on laying a solid foundation for my business...and not get overwhelmed with information.)
Bookings: Aim for 8 shows a month (preferably cooking shows). When someone tells me they prefer to host a catalog show, I say "I'd love to do a catalog show with you. To be fair, I need to let you know that my cooking show sales are generally double that of my catalog shows. You'll receive great benefits either way. I want to do what works best for you." {About 1/2 my catalog hosts decide to go with a cooking show instead.}
Host Coaching (Most important thing we do IMHO):
- Ensure my Host Packets look professional. I use the plastic two pocket folders with prongs and place my host letter, flyers, and such in document protectors. I use bright obnoxious yellow folders so my host's co-workers and friends see it and ask about it....and so my hosts don't loose it in the day-to-day clutter of life. (During HWC month, I use pink folders.)
- Offer all my hosts the opportunity to have a $1000 show. I deliberately point out that the free product isn't capped at $1000 in sales. I tell them that later in our meeting, I am going to share with them 'five things I've found that consistently lead to a successful show'.
- Let my hosts know I value/respect her and her guests. I tell my hosts that a successful show is more than just sales; it's her and her friends having a fun time together.
- Create a partnership with my hosts. I do this in part by sharing with my hosts the 'five things I've found that consistently lead to a successful show'. These are really nothing more than the basics covered in the Show Planning Guide, but I make it more personal. I coach off my host letter (attached...note, item number five is an incentive I give. I tried several things and find this gets results for me.)
Cooking Shows:
- Create a relaxed environment. I tell my guests I don't want them to feel obligated to buy anything and I don't want them to buy something they aren't going to use. The result is people relax and become more open-minded about what they could use. (I learned this here...thanks ScottCooks.) I then cross-sell like crazy.
- Augment my kit (as able) with items that increase sales when used at my shows: the S/S bowls (versus the batter bowls), the 12" skillet (Executive), the Deep Covered Baker, etc.
Catalog Shows: Aim for at least four catalog shows a month. I do the same host coaching, but with a slightly different host letter (attached).
Specials: Leverage the specials; especially the really awesome ones. When PC offers the cookware at 60% off, I go crazy. I want everyone to have the opportunity to get this deal. If someone doesn't want to do a cooking show, I promote catalog shows. At a minimum of only a $150 in sales, who wouldn't want to do a show to get cookware at 60% off?
Fundraisers: Seek them out. Done well, Fundraisers can generate great sales. I did over $10K in fundraisers last year . I choose to offer 20-25% instead of just the 15% HO offers....but I tend to do fundraisers with causes that matter to me. I also focus on doing them during double points months and when sales will be highest (ie. Nov and when the stoneware is on special). {There are some great fundraiser threads here, especially postings by ScottCooks.}
Hope this helps.
Last edited:
chefmeg
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