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Create An Avatar Of Your Ideal Customer

Posted by Deb Bixler

If you have taken the time to write your mission statement and created a direct sales marketing plan then the next step is to describe your ideal customer.

Actually, most likely you have 5-6 ideal customers.

When you create a persona for each one you will become better at targeting and actually finding the ideal customer.

The Ideal Customer Avatar

In games we create our avatar.

In business when you do the same thing and literally define your perfect customers it will become easier to see them!

Ideal Customer

When you have a very visual image, an avatar if you will, of your ideal customers it is easier to operate your business.

Become VERY specific in creating these people – even give them names, describe where they live and what are their concerns!.

A good example is this:

Corporate Colleen is a go-getter who works in Washington, DC.

She commutes to work each day with a 1-2 hour drive and spends a lot of time in her car. She uses most of that time commuting to catch up on phone calls.

Both Colleen and her husband have salaries of $80,000+ per year. While they make good money they tend to spend more money than they have.

Colleen’s husband’s drive is shorter and in opposite direction. He drops the (2 – girls younger than 5) kids off at day care and picks them up on the way home. Usually, he and the kids are home before Colleen. They often eat carry out but occasionally Jake does cook for them.

Colleen is not afraid to invest in good (expensive) clothing and accessories because it will further her career. She often finds herself in boardrooms with men that she must prove herself to.

Colleen’s Top Fears: The health of her kids, the lack of time she spends with the kids, being passed over for a promotion, no cell signal!

Colleen’s Top Desires: Quality time with the kids, landing that BIG job in the city that will solve all the problems.

As you can see by reading the description of Corporate Colleen you now know her hot buttons and goals. This gives you the ability to solve problems for her.

Colleen may not be YOUR ideal customer but someone is!

Create 6 Persona

Take the time to write out 6 descriptions of your ideal customer, then post pictures of them on your office wall. It could be actual people you know or just images you get online that represent ‘Corporate Colleen’.

Once your marketing niche is literally staring you in the face, you can look at them occasionally and consider their reaction to whatever it is your are doing at the time.

You will find yourself saying: “What would Colleen do when I approach her with this?”

Then you can modify your plan so that your avatars approve!

An understanding of your ideal customers = more sales, more bookings, more recruits!

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Advertise In The Bulletin Newspaper

Posted by Deb Bixler

The 50th of our direct sales bookings ideas is to place an ad in your local merchant bulletin or community newspapers.

You may say that print advertising is old school and will not generate any worthwhile business but I do not agree!

I saw this ad in my local paper and reached out to Lisa!

The Bulletin Newspaper

“I love any opportunity to share Scentsy.¬†Branding yourself and your business every possible way is the key to success!!!

I don’t have numbers per se in regard to my results for the ads in the local paper….

I do receive recognition from people who say different things like “hey I saw your ad” and I do get calls for a catalog and orders.”

Lisa Brubeck, The Scentsy Family

The Bulletin Newspaper Will Not Fill Your Calendar!

Like many of our other tips for filling your calendar, the local merchant newspapers cannot be your only form of marketing but when you fill your sales funnel with a wide variety of lead systems you will never hurt for business.

Call the bulletin newspaper in your area and make a plan to advertise in every issue. I’ll bet they have a special rate for annual or multiple issue advertisers, so be sure to ask!

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Learn How To Play The ‘Book To Look’ Game

Posted by Deb Bixler

Last night on the Cash Flow Show – Direct Sales Radio our guest, Kathy Nicholls of South Hill Designs shared her favorite bookings game!

Listen to Kathy’s portion of the radio show here to learn how to play the ‘Book To Look‘ game!

During the balance of the show, Deb shared tips on setting yourself up for a great January so that you can kick off the New Year with a BANG!

You can listen to the first set here and/or check the schedule to listen to the full show which will broadcast daily through 11/11/14.

Home Business Radio

The Book To Look Envelope Game

Book To LookThis home party game is called Book To Look because your guests must book a party before they can look inside their envelope!

Create your brightly colored envelopes and include a variety of different prizes in each one.

One envelope will have a grand prize of greater value and the others can have things like:

  • $10 Extra Credit At Your Show
  • Free Shipping Tonight
  • 10% Additional FREE Products At Your Party
  • Free Postage For Mailing Invitations
  • Smaller Gifts Of Your Choice

You may want to create your own system so that any envelopes returned unused are easy to distinguish what prize was in them. For example, the red one always has the grand prize and the yellow the free shipping, etc. This would make it easy to replenish your envelopes for the next event.

The key is to make a big hooray about the envelopes and create some curiosity from the beginning of your show.

Hand out the envelopes as you launch your party and tell the guests that you will talk more about them at the end of the show….

“Tuck it under your tush! Don’t open them!!

Make sure everyone has fun at your party and during the presentation be sure to use home party selling techniques that focus on the many benefits of having their own show!

At the end of the show when you are ready to talk bookings, give your regular bookings talk about the benefits of hosting a show. Tell them that when they do schedule there own event, they can open the envelope.

  • The envelopes may be opened when they pick their date tonight.
  • The prize inside will be given at their future party and only when it is held on the the original show date.

Often if the first colorful envelope that is opened does not include the grand prize then it creates some competition and sense of urgency with other guests who may be on the fence because the grand prize is still up for grabs.

This game is simple and works!  Thank you Kathy Nicholls for sharing your Book To Look game!

When your show is fun and the game is fun then bookings will happen!


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Tic-Tac-Toe Goal Planner For New Consultants

Posted by Deb Bixler

On a recent Cash Flow Show – Home Business Radio show we had 4 direct sales leaders sharing their tips to get the team off to a great start.

They were ALL awesome tips!

I really liked the idea that Gwen Cleck of Jordan Essentials Bath And Body shared:

Use a goal planner tic-tac-toe board to make an easy-to-follow visual process that new consultants can use to get off on the right foot!

Click the player arrow to listen to Gwen’s part of the show and learn how she uses the tic-tac-toe goal planner to get her team started.


goal-planner

Using The Goal Planner

You can print and download this exact tic-tac-toe goal planner to use as is. It can be shared with your team in print form or by attaching it to an email.

To save the PDF document click here

If you would like to edit the words and goals included in the goal planner download the editable word document here. After saving it to your computer you will be able to change the words within the text boxes.

After saving it to your computer it can be edited to meet your company’s specifics.

  • Set the goal planner up using specifics from your company.

SMART goals are specific and measurable! This sheet makes it easy to track and gives the new consultant a great visual on how they are doing!

  • Offer incentives for achieving tic-tac-toe.

When a consultant achieves one row in the grid have them reach out to you for a small reward and hooray!

  • Offer incentives for completing the grid.

Piggy-backing on your company’s promotions for new consultants, offer an incentive when they complete the entire grid within the bonus period!

This is a great way to get your team off to a terrific start! I love the visual aspect…

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Always Explain The Reason Why They Should Do It!

Posted by Deb Bixler

Kids ask ‘why?’ all the time but adults rarely do.

When you tell your hostesses the reason why you want them to do something you will get better results.

Tell Them The Reason Why

The Reason Why You will become more effective at hostess coaching when you make it a habit of telling your host why you are asking them to do something.

Below are 3 examples of how to explain the reason why:

  • Please try to think of 40 people to invite to our show.

When we invite 40 people to our show half will say yes, then the day of the show we will end up with 16-21 in attendance which is the perfect number.

  • Our goal is 8-10 orders before I arrive!

When we have orders before the show it guarantees that you have great benefits. When our show attendance is high the extra orders will boost you up to the next level. If something happens that prevents a good attendance then 8-10 orders will mean you still have a good show!

  • Give everyone a reminder phone call a couple days before the show.

A reminder phone call to everyone will make a huge impact on the number of guests who come! Call the yeses because they may have said yes last week then this week may forget, call the no’s and the maybes because if their plans have changed and they know you really want them to come they will.

Explain Why To Improve Coaching Results!

When you tell your hostess (or consultants) why you are asking them to do something you will greatly increase the odds that they will actually do it!

When talking to adults they rarely ask you why but if you told them why then there is a better chance that they will do what you are asking.


Check Out The Software That Deb Recommends For Direct Sellers
Better Than Quickbooks & Easier To Use! The simple bookkeeping solution for small business owners

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