Create A Cash Flow Show

Catalog Shows Are Gravy

I have heard people say that they do not do catalog shows because half of them never close or maybe because the sales are not worth the effort.  This amazes me! As a sales professional you want to take advantage of every source of revenue that is available to you. Catalog shows are like gravy, why wouldn’t you want gravy?! You already are in the business of handing out catalogs, host coaching and customer service. So a catalog show fits right in and is another way of creating cash flow in your business. Cash flow is what it’s all about. So, let’s make the most gravy we can. Let’s put systems into place that will make the most out of every catalog show!

Keys To Good Catalog Shows

The key to good catalog shows is to believe that they are a good source of cash flow. Most catalog shows don’t do well because the consultant does not give the catalog show host any attention. The way to have high catalog shows is to give them as many catalogs as they need. Don’t be stingy with catalogs; host how many people s/he will have helping them to collect orders. Tell her or him that they can have anywhere between 3 and 8 catalogs, depending on how many places you want to leave them or how many people will be helping you.

Host Coach Catalog Shows

Host coach your catalog shows and give them your time.  Teach them how to have a good show. Since we are so business-oriented, we think that everyone already knows how to collect orders. This is not necessarily simple for the average catalog show host. Do you teach them how to do the tax or how the order form works? Do you teach them what payments you accept and how to collect money? Many catalog hosts are not comfortable with the money, so they never get started on the order-taking. Do you teach them how to increase the orders when they hand out the book? Any time the host can point out something in the book, and tell them what page it is on, then the sales will be a little higher. Ask her what her favorite product is and then give her/him the word choices. Tell her when you hand out the catalogs: “My favorite product is the XYV on page 6.” Or teach her/him to say “Our special on page 23 is at 20% off this month.” Always tell her why you want her to do this. It will increase the average purchase, because people will look more slowly at the book, see more things they want, and then spend more money. If you don’t tell them why, they won’t do it. It is your job to teach them how to have a successful show. The catalog show host deserves your time. Stay in contact with them and contact them in every media format available. Use phone, email, web announcements, post cards and answering machines. Treat your catalog host just like you do your live host and you will get similar results.

Boost The Sales

When you are closing the show, tell them the benefits they get. Say things like, “You are at $235 in sales, that means you get $20 Free and a half-priced item; at $300 you will get $30 free and 2 half-price items. If you had a couple more days would you be able to get a couple more orders?” Then when s/he gives you more orders say: “Wow! You are doing terrific. You are at $322 so you get $30 free and 2 half-price items. If you had a couple more days would you be able to get to $400 because then you will get ….?” And so on. Inch the catalog show up by stretching the show along to higher levels.

Catalog shows are gravy

Catalog shows are like gravy and you should take advantage of them. The more time and attention you give to booking shows, the more cash flow you will generate! When you pass on catalog shows, it is like passing cash on the street and not picking it up. Don’t pass on the gravy! Take advantage of every income opportunity your business has to offer. Pass the gravy!