Catalog Handout Strategies for Consultants: Pros and Cons

[varga11]

I was just wondering how many consultants hand out the catalog before/during their demo and how many wait until they're done? Why do you do it that way? I give my customers the catalog at the beginning, I know a lot of consultants that wait. Do you get better results without the catalogs during the presentation?

 

[I Have the Tools]

When PC had fewer products and therefore a smaller order form I was very firm on not putting catalogs in my folders.
Now that I've come back and there are so many products, so far I have them in my folders for each guest. It's a lot easier to read and keep track of what you want then using the order form.

But I'm game for change anytime.

Kris

 

[queenjean]

Catalogs during demoI have tried it both ways and prefer to hand out my catalogs during the demo. I like to refer to the stoneware page so they can see all the different shapes. I ask them to find a certain product while I am talking about it and then point out what the star and the number in the black circle mean while I am slicing or mixing. I USE the catalog as part of my demo.

When I gave it out after the demo, my sales were down. People felt rushed and didn't get a chance to look at everything in the catalog (there is a lot of stuff there). So they didn't order extra items.

When they have the catalog during the demo, the guest flip through as I am talking (which used to bother me, now I just keep talking). Their memory is jogged by looking at a particular product they love and they proceed to "sell" it to the person they are sitting next to. It works for me!

 

[GeorgiaPeach]

I agree with handing them out during the demo and using them as part of your show. I almost always have someone asking for the catalogs as soon as they sit down. I can't imagine the mutiny I might have it I tell them they can't see them until the end

 

[sOhSherri]

I too have tried it both ways and have gone back to putting them in my guest lap boards. During the time I was giving them at the end, 9 times out of 10 guests were asking for them at the beginning of the show any way. I was difficult to tell them they would have to wait until after to get one.

 

[shano]

I like to hand the catalogs out first. This way the guest are all ready looking and I can say "oh on page so and so ......" During the demo is great because the talk is still centered around the tools and the other people can say what is great about a product I might not have mentioned.


Shannon

 

[medhatterchef]

I just found out about handing them out after, and tried it at a show last weekend. I think they both have advantages - if they have them in the beginning it seems a little more relaxed, you don't always need to be talking, and if someone asks 'what page is so and so on?' you can make it fun by giving a Twixit clip to the first person who finds it.

When I did it at the end, they were definitely more focused, which was nice, it was an $800+ show so they weren't afraid of buying! I think I'm going to go by the crowd, if they know each other really well I might wait till the end. They talk more amongst themselves compared to a group that's more random - in that case the catalog is more of an ice-breaker!

-h

 

[Sk8Mom209]

I give each guest a catalog when they arrive. It works best for me. I found that when I waited to the end, ever one was always asking for the catalog during the demo which is distracting for everyone.

 

[varga11]

I think I'm going to go by the crowd, if they know each other really well I might wait till the end. They talk more amongst themselves compared to a group that's more random - in that case the catalog is more of an ice-breaker!

-h

I have only ever given them out before the show. When I have a group that know each other well it is much more chatty. This is a good idea. I think I will talk to the host about the people being invited and then make a call at the show to go before or after demo.