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Posted by Deb BixlerProduct Sales Analysis
Do you understand your product line? Understanding your pricing and price groupings is key to picking which products to show and tell. Your products will fall into groupings as follows:
- The Ignore Group
- The Main Sales Group
- The Higher Show Average & Create Desire Group
- The Create Desire Category
Create a spread sheet or chart and get a real understanding of what is in each category. Then take the following criteria and stack them on top of the higher priced items in each category to determine what you want to show and tell during your presentation.
- Weight, durability and size
- Ease of sale
- Customer appeal
- Need for your presentation
- Uniqueness of novelty items
- Collections
- Seasonal items or items that establish a sense of urgency.
Challenge For Exceptional Presenters
Are you an exceptional presenter? Exceptional presenters study the art, science and skill of presenting. Exceptional presenters are passionate about their presentation as well as their product, services and opportunity. Post your results to the challenge as a comment to this post and I will send you the Talking E-Book-Maximize Fair And Expo Results.
- Watch 2-3 infomercials and learn how they create desire, incorporate the wow factor, establish testimonials, and teach all at the same time.
- Evaluate your product line as we discussed on the Power Hour tonight.
Missed the call:
This is just the tip of the iceberg. The topic of infomercials and how to make more money at every show is discussed in detail in the 8 CD set Create A Cash Flow Show. Learn More Here!
I get so much out of your teleseminars! After this week, I seriously took a look at my kit. I think the amount I am carrying around is actually keeping me from getting the bookings and recruits that I want. Who wants to deal with me bringing so much to their house? Who wants to carry that much with them for their own business? I’m keeping only the most unique and expensive items from each collection, except in cases where I have found that having the item on hand has really increased the sales. I have also considered trying the “basket parties” that others in my industry are doing. They arrange the products in two easy to carry baskets, set them on the table, and spend the rest of the time making connections.
As for the infomercials, I have always been drawn to them like a moth to the flame. What sticks with me the most is that they often have an easy catch phrase that everybody in the audience picks up on quickly, such as “set it and forget it.” A lot of times the presenter will also have an interviewer or assistant who acts completely amazed at the results or verifies what the presenter is claiming. The little slogans might not be that easy to come up with, but I think former guests or hosts would be great supporters about products they have used.
I can’t wait for the next call!
You are right Deb, one of the qualities of infomercials is that the presenter always has a “side Kick” who is always amazed at the product. That is what I call the WOW factor! Great observation!
Deb,
Wow!!! I just went through my whole catalog and realize what I can cross-sell and group together. So, this was a huge Ah-ha moment. Now, I need to talk about products I don’t have but show products in my kit or what I’ve gotten as a discount and upsell everything!!!
Thanks for this post!
Deb,
After watching a couple of the informercials, I now understand what you mean by creating the desire. Also, when I go to add something to my kit, I’ll be taking a really hard look at it. Thanks for the info