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Director Increasing Your Show Average

Malinda Klein

Advanced Member
Gold Member
Apr 15, 2008
517
10
Does anyone have any handouts, outlines, to do a training on increasing your show average?

I've thought of a few things, but have a training i'm putting together for next week. A few ideas i ran across:

** when sending invitations, offer a : $1.00 off for every outside order or Bring a friend and get a free cookbook (i.e. season best)

I found this online in the files section:

1. Increase the Number of Orders Placed.
 Make sure the host sends out ALL 40 invitations. Don’t ask “Have you sent out all of the invitations?” ask, “How many more invitations do you need?”
 Encourage “Bring a Friend”. Offer the host a prize for a certain number of adult guests in attendance.
 Give the host a reason to call everyone before the show (ugly spoon)
2. Make sure the host is getting Outside Orders from EVERY “NO” (or at least asking for every order)
 Provide the host with at Least 10 outside order forms and a minimum of 3 catalogs.
3. Only Demo Recipes that show Cookware and/or Stoneware
 Cover every detail about stoneware and cookware from warranty to ease of cleaning.
4. Give three tips for every item you touch
 A gadget has one use; a tool has several uses. We sell TOOLS. Inform your guests of their versatility.
5. Be Genuinely Excited about our Tools.
 Get excited about the warranty, the versatility, and the ease of use, the opportunity, all of it!
6. Use Descriptive words, paint word pictures
 Don’t overuse the word “favorite”. Too many favorites make you look phony. Use words like compact, easy to store, timeless, sturdy, superior coating, durable, and user friendly, adjustable, convenient.
7. Use Word Bridges.
 For example use “So that the”. The flour blades of the Ultimate Mandoline lock conveniently inside the box (feature) that attaches to the Mandoline so that the blades never get misplaced (benefit). Bridge from feature to benefit.
8. Offer an incentive to guests for bringing outside orders to the show.
 Take $1 off for example. Take it off at the end of the total and put it on your PP+ as a “Consultant Gift” then write it off on your taxes. If they bring multiple orders, say “WOW! You are really great at getting orders! I bet you’d be awesome at getting paid to gather those orders too!!”
9. Instruct Guests to Write down all the Items they are interested in.
 This makes It easier to transfer to the sales receipt the items they want to purchase at this time. Then they have an instant wish list for the next show! Plus, if there are lots of items, you can suggest hosting a show or becoming a Consultant.
10. Ask Guests did you find everything you Need? Gifts for Birthdays, Anniversaries, Etc?
 It’s called an “add- on”P question which can lead to add on sales!!! 


Any other ideas?
 

finley1991

Veteran Member
Jul 11, 2006
1,720
2
I always address my invitations to Mary Smith & Guests. I always make guests plural and on the invitation itself, I make *friends* plural as well. I used to hear people say they thought they could only bring 1 friend with them. Now sometimes I get some that bring 2-3 people with them.

The real key to increasing show sales is Host Coaching. That is just something that cannot be scrimped on, in my opinion. If the host is excited, she will get people there. We cannot increase our sales if there are 5 people at shows. We have to work with the hosts to get the people there.

And with that, finding out about the people who are coming! (During host coaching of course!). Sales are higher if the products people are seeing are relevant to their lives. Last week I did a show for a group of 'foodies'. It was $1400+. I took the forged knives, cookware, etc. These ladies like to cook and aren't into food that HAS to get on the table in 30 minutes. My show the next night was for busy moms so I demoed the MFP and DCB.

Hope that helps a little! :)
 

pamperedbecky

Legacy Member
May 6, 2005
4,488
0
I send out invitations for my hosts (mini catalogs with labels on them), but I also send them a bunch (10? Or I ask how many they may need) so the host has some on hand to hand some out in person or incase they happen to run into someone and want to invite them.

I agree - definitely cover in your training that host coaching is KEY. When I was in a slump in my business last year, even when I was having shows, but just wasn't "feeling it" I found that I wasn't as good with host coaching. And it showed in my show totals/averages during that time. and I find that unless hosts have booked off of friends or other hosts, they don't quite get the booking bonus even though I explain it to them. I make sure they understand what that means and encourage them to get bookings before their shows. And let them know that I can enter someone as a booking even if they don't place an order on their show. So, say a friend tells them "Oh I can't order anything right now because money is tight" I encourage them to see if that person would host a show. Then they get stuff for FREE! :)

Good luck!
 

Malinda Klein

Advanced Member
Gold Member
Apr 15, 2008
517
10
  • Thread starter
  • #4
I went ahead and modified the 10 ways to increase sales - to do a 2 hour workshop with my group last night. Five consultants attended and we kept to the 2 hour.

It was nice to hear that they left with some good ideas. I'm going to now follow up and ask which ideas they plan on implementing.
 

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