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What Are Direct Sales Red Flags?

Posted by Deb Bixler

Direct sales red flags are something that someone says that gives you a clue that they are interested in something you have to offer.

Many direct selling companies call them red flags but I prefer the term window of opportunity.

What Is A Direct Sales Red Flag?

Direct Sales Red FlagAt your home party (or out and about) when you sprinkle enough information into the conversation about the benefits of booking a show or the benefits of joining your company you will start to hear red flags.

A red flag is a moment in time when you have the window to offer something to the person who made the statement.

It is a clue that they have an interest in what you are offering…. hence a window of opportunity for you, the distributor, to ask them about their interest.

(This is covered in great detail in the Direct Sales Recruiting University.)

Examples of direct sales red flags that indicate an interest in your business opportunity include:

  • How heavy are those crates?
  • How much money do you really make?
  • How far do you travel to do a show?
  • What does your husband say about going out at night?

These and many more are all red flags or clues that this person has an interest in your business opportunity.  They have just indicated an interest and have given you a window to invite them to join your company.

“Actually, mine are a bit heavy but every consultant can take as much or as little as they want to a party. I have an 85-year-old woman on my team who only takes 2 small bags…. Have you ever thought about doing what I do?”

Remember that they do not really care if they are heavy for  you, or if YOUR husband would mind, or how far YOU travel…

They are wondering about how it would be for them, so answer the question with that in mind!

Direct Sales Red Flags For Bookings

The same holds true for the opportunity to schedule a show:

  • How many people do I have to invite?
  • My husband would kill me if I spent any more!
  • My house is too small to host a show!

These statements indicate they have an interest in booking a show but may not want to admit it.

“I have never seen a house too small to host a show… It is such a blast when a bunch of stay-at-home moms all jammed into a room are laughing and carrying on without the kids… Some people go together on a show, one brings the food and the other supplies the house. Were you thinking you might like to have a party?”

The first step is to create desire for a party or your business opportunity and the next step is to recognize the opportunity and take advantage of it!

Answer the lead’s question and end it in an invitation!

Please share a direct sales red flag in the comment section below!

Please Support The Radio Show Sponsors! The Client Angel is software to organize your home party office and stay connected! Client Angel Party Plan Follow Up Software


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Party Plan Hostess Pack Checklist

Posted by Deb Bixler

The Cash Flow Show party plan sales training program that this site is named after talks all about how to put together your party plan hostess packs.

Since I have received several requests this week for a list of what I recommend, I have created this short checklist.

Keep The Party Plan Hostess Pack Simple!

Don’t make your hostess pack too overwhelming for the host!

Whether you put it in a plain envelope or create some kind of fancy bag make sure that the contents are easy for you to explain during hostess coaching and appealing to the hostess so that she actually reads the material.

Party Plan Hostess Pack

Click Here To PRINT The Party Plan Hostess Pack Image

If you put too much information into your party plan hostess packet, the hostess won’t read it.  These are guidelines that will change based on your product line, company and way of doing business.

  • 40 Pre-Printed Invitations: Some people mail the invitations out for the host, but at the very least you should print the info on them so that they do not need to write them out!
  • Think Of 40 People Flier: Most likely your company provides one, but if not you can print a top 40 list here.
  • Have $1000 Show Flier: This is basically a hostess letter with an overview of how to have a $1000 show. It is included in the party plan sales training program we offer on this site.
  • Hostess Benefits Flier: Your company will have this well-organized for you and hopefully it includes a wish list as well for your hostess.
  • Host Monthly Specials
  • Guest Monthly Specials
  • 3 Catalogs w/ Order Forms: Don’t be stingy with the catalogs.  Give them a minimum of 3 catalogs (ask them how many they want) and each one should have a minimum of 3 order forms!
  • Opportunity Information: Use something your company offers but don’t overdo it!

Keep it simple!!

When you make your first hostess coaching call, ask them to get the party plan hostess pack and go over it with them one flier at a time.

 

 

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Words To Get Host To Pick A Date

Posted by Deb Bixler

Often at a home party we have a potential hostess who has said she or he would like to have a show but we cannot get them to pick a date.

The ‘call me’ option should not be an option!

Last night on the Cash Flow Show – Home Business Radio we talked about how to get more bookings at your home parties.

You can listen to the first set here and/or check the schedule to listen to the full show which will broadcast daily through 8/12/14.


Home Business Radio

Get Them To Pick A Date!

If your future hostess who already indicated willingness to have a home party responds when asked about a date with a “call me,” it can be the result of one of two things:

  1. They really did not want to have a party and were just being nice. If that is the case it doesn’t matter what you say, they will not pick a date.
  2. Your word choices led them to say “just give me a call.”

Everyone has a full life and often the decision-making process to get the date on the calendar is not something that your potential host wants to deal with at the moment. It is up to you to ask the right questions and guide her/him to a decision.

Pick A Date

For starters, a real paper calendar is more effective at the home party for getting the date set!

Using a busy paper calendar – and keeping it open and visually in sight at all times creates a sense of urgency.

A calendar that says – “WOW! This girl is busy!” will do more for bookings than anything you could ever say at the show.

Even if you use a digital calendar, you may want to keep a printout of the upcoming months at your party.

Questions To Ask So That They Pick A Date At The Party

In order to get the date, you need to ask the questions that give you the information that you really want!

Eliminate the words:

“Do you want to pick a date?”

Instead use the how to get to yes technique and ask questions that guide them to a decision.

These types of questions require decisions:

  • Is next month good?
  • What month were you thinking?
  • What day of the week is best for you?
  • Which one works best for you?

Don’t just go for the close! Even if they said they want to host a party already, ease into it with small talk.

Share the benefits of hosting a party while you have your conversation and also compliment them in some way. Any questions you can ask that get them to say yes during this time will also give you more yeses when you ask for the date.

Like this:

They checked yes on the prize drawing slip and now they are at checkout:

“Did you have fun tonight, Mary? (yes)

I see that you said you might like to have a show…. What would you like to get for yourself at a party? (XYZ Products)

Next month we start a new catalog – show attendance is always high the first month of a new catalog, so it would be simple to earn that for free!

I’ll bet you have a ton of friends! Do you think that next month would work for them? (yes)

Cool, what day of the week is best for you? (Tuesday or Thursday)

OK, excellent – I have Tuesday the 12th and Thursday the 8th – Which one works best for you? (8th)

Great – could you take a moment to pencil your name, address and phone number into that box on the calendar and I will finish adding up your order.

Notice how I said the first date in the month last.

Always start with the earliest dates that you want to fill and say the next (first) one you want dated last in your statement.  People tend to pick what you say last more often.

Let’s say they answered NO to next month:

Did you have fun tonight, Mary? (yes)

I see that you said you might like to have a show…. What would you like to get for yourself at a party? (XYZ Products)

Next month we start a new catalog – show attendance is always high the first month of a new catalog, so it would be simple to earn that for free!

I’ll bet you have a ton of friends! Do you think that next month would work for you and your friends? (NO)

Oh – OK.  What month were you thinking? (October)

OK, excellent – (as you turn to your October calendar page) October shows are always good too because that is when people are really kicking into high gear for the holiday shopping season.  What day of the week would be best for you?  (Tuesdays and Thursdays)

I have Tuesday the 12th and Thursday the 8th – Which one works best for you? (8th)

Great – could you take a moment to pencil your name, address and phone number into that box on the calendar and I will finish adding up your order.

Notice how we ask questions that guide them to pick a date rather than say “call me”!

By asking them to fill in the information on the calendar you are accomplishing a couple of things:

  1. It gives them ownership of the date and reduces cancellations
  2. It frees you up to perform other tasks during checkout.

Using this technique of asking the questions that give you the information that you want will date more shows. The people who are just being nice by not saying no up front will still say no, but this forces the decision and reduces your follow up calls.

Support The Radio Show Sponsors!
The DSWA Leaders Event Is The Top Leadership Training In The Industry! DSWA training


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The Consultant’s Party Acronym To Organize

Posted by Deb Bixler

Do acronyms help you stay organized?

How about a party acronym for home business organization?

We all have have work – life balance issues and priorities – family, friends, hobbies, job, home business…

Party AcronymSometimes the words “organize” and “balance” make us cringe!

Why?

We feel like we can’t get organized because we have so much happening in our lives and in our business that we just can’t do it all!

Does that sound familiar?

The world of direct selling is flexible in that you can work your business around your life. But when you have a business that you are passionate about, it’s easy for that business to take over and become consuming.

This leads to that feeling of not having balance between business and life in general.

A Party Acronym To Feel Organized And Party!

Now it’s time to PARTY!

Here is a simple party acronym to apply to your business that will help you stay focused on the productive tasks that will build your business.

Do the first 4 daily and the last one weekly to keep your business on the right track!

P – PARTY: Schedule one new party outside your show setting each week by making a routine out of asking one person per day if they would like to host a show! Imagine what your calendar would look like and the income you’d earn if you added this routine to your mindset!

A – APPRECIATE – Appreciate your hostess by doing solid hostess coaching! One hostess call per day will keep your attendance HIGH!

R – REVISIT – Revisit past customers by following up with customer centric customer care calls daily. One per day and you will be amazed what it does for you!

T – TALK – Talk about your business opportunity by sprinkling it into casual conversations daily. Sharing your passion in a conversational manner daily will grow a team!

Y – YOUR BUSINESS – Invest into your business each week to learn more about the industry, your company or sales skills. Any time or money invested in your business will be returned to you multiplied…. provided you take action on it!

Less more often is better than more once in a while!

Once you have created a party plan system that works for you and your lifestyle, it’s important to let others know when you perform certain tasks.

For example, if you call your hostesses noon and 3:00 PM, let your hostesses know that so they can be expecting your call during that time.

Get your system in place so it’s working for you, not against you!

It’s amazing how we feel once we are “organized” and “balanced.”

Share a party acronym in the comments that you use in your business!

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The DSWA Leaders Event Is The Top Leadership Training In The Industry! DSWA training


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Don’t Worry About Business Competition In Direct Sales!

Posted by Deb Bixler

I am often asked about the “saturation” of a certain company, product, opportunity or geographical area in direct sales.

Business Competition Is Good!

Is business competition something that you are concerned about?

If so, this is an attitude that will hold you back.

Instead of focusing on the number of other direct selling representatives in your area, put your efforts into understanding your marketing niche, collaboration and networking to leverage yourself above the rest of the professionals in the home business industry.

business competitionWhen your business has a competitive-based fear, you are always working by yourself and for yourself.

Don’t Worry – Be Happy!

Why are you worried?  Too many home business sales consultants in your area?

Let’s think about another industry for a minute.

Are there too many mini-markets?

Some people including myself will say yes to that.

I believe there are too many mini-markets because of what they do to the environment and urban sprawl, not because of business competition in the mini-market industry.

Think about it….

Mini-markets on every corner have created a culture that depends on mini-markets and a customer base that stops at mini-markets several times a day.

The availability of mini-markets have actually created more demand for the service.

The other thing that happens in a market that has collaboration within the industry is that you can set your service, product and attitude apart from the others, while still taking advantage of the culture created by the “competition” or others in your field.

When you have a business market that is widely accepted as a good thing, it allows certain above average participants to excel.

There Is NO Such Thing As Competition!

Let’s take this back to the network marketing industry. When the direct selling industry first started, the stigma was great.

Some of us were probably around and in business at that time.  Everyone was fearful about the services, products and the opportunity.  (You know the old “pyramid” scheme!)

Today, like the mini-market, direct sales is part of the mainstream culture.

The abundance of direct selling companies,  the personalized service that the industry provides, coupled with a craving from consumers for better service, has created a culture of acceptance for network marketing.

In other words it is easier to do business because of the many network marketing companies.

When you put your attitude into branding yourself, leveraging and collaboration as opposed to competition, you will always succeed.

Network marketing and direct sales is the industry to be in now and it is the industry of the future.

The well-known economist, Paul Zane Pilzner, says that network marketing is poised to drive the next major economic powerhouse.  He says that the strongest emerging industries of the future and for future growth is in wellness and network marketing.

Success In Home Business – Blow The Competition Away!

You can be successful in any home business that you are passionate about despite the competition. It is all about YOUR attitude!

  • Do you have a good handle on your brand?

You are a unique home business owner and have services of value to offer to your clients.

When you understand why YOU and YOUR brand (this is not about your company) is the best thing since sliced bread then you will blow the competition away!

  • Do you belong to a group of entrepreneurial collaborators?

Increased success in collaboration will happen when a group of like-minded individuals network on a regular basis to leverage the success of all of the professionals involved.

The group will most likely consist of individuals who could perceive each other as “competition”, yet mastermind their individual ideas freely, share lead generation systems and have no fears!

Networking without fear will leverage the successes of the entire group.

When you worry about competition in home business you are always alone.

Support The Radio Show Sponsors!
The DSWA Leaders Event Is The Top Leadership Training In The Industry! DSWA training


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