2 FREE AudiosAdult Home Party Founder, Rina Valen On Radio
Posted by Deb Bixler
This is the 3rd in a series of articles transcribed into text of the CashFlowShow – Direct Sales Radio show called “Farming Not Hunting” with Rina Valen, founder of the adult home party company Fantasia Home Parties.
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If you did not read the first 2 then it is recommended that you start in the beginning and read Rina’s full interview!
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Rina Valen On The Direct Sales Radio
DEB BIXLER: Excellent, excellent! You know, I’ve heard, and I don’t know where I heard it so don’t ask me, but I’ve heard that people trust people they meet on the Web more than they trust people or strangers or people they meet in person. Interesting, isn’t it?
RINA VALEN: That’s very interesting. I can almost understand that! [Laughter] There’s so much that you can actually learn from someone just seeing what’s on the Web, and one of the little things that we do encourage our consultants to do is to get a little bit of an inside look on their prospects, or let’s say their hostess or the people that their having a party with, or someone who may be interested in the opportunity.
You can really get a lot of clues about someone and get to know a little bit about them. It’s a little bit more transparent than meeting somebody perhaps at a show or event or an expo, a card exchange, because you actually get a little clue on what they like and don’t like, what their posts are like, so I think I can relate to that.
DEB BIXLER: Well, you know, like I always say, we’re not recruiting, we’re making friends and so the way you make friends is to smile, get to know them, learn about their kids and have conversations about things that are important to them, and it’s really easy to look at their Facebook page and learn more about their personal life to give you the open conversations to become friends quicker.
Direct Sales Tool
RINA VALEN: It is, and I mean this is an amazing, amazing tool that we have for our direct sales business, and again if you don’t exploit that and use it correctly you can really gain insight into a person and really help that person with whatever you may be – if you can help them with what you’re selling, if not you can help them on a personal level with support and building the connection and the relationship. This is an amazing thing that we have here.
One of the things that I think can really make your business exponential, really grow your leads, is something that many direct sellers are not used to and that is maintaining that connection after a sale.
Okay, I know this may sound like really obvious to some, but a lot of people just are not doing this, and I’m seeing that in our businesses. They make a sale, whether it be at a home party or over the Web or one-on-one. However you run your business, and for most it becomes over at that point, because it’s again the traditional way of doing business is like that hunter mentality. Okay, next, who’s going to buy next?
DEB BIXLER: Yeah, got it, where’s the next deer? [Laughter]
Connect After Sale
RINA VALEN: Yeah, exactly, the most important thing is not so much the sale, it’s to keep that connection going afterwards. We’re training our consultants to, after they do a demonstration, and in our business it’s the home parties, after you do a party, the most important thing is afterwards to reconnect, to reinforce, to send them an email, to talk to them, to send them an email to say not so much the standard thank you note, because people gloss over that. But to really connect about something that they may have chatted about or something that they had shared. Whatever that was the previous night or the day or whatever, so that you’re reinforcing that.
DEB BIXLER: Right.
RINA VALEN: You also have to let them know a little about if they did place an order, you can tell them all that over again, it’s a great opportunity to do that. If the order is being delivered whatever your service, whatever that may be, to tell them when that will be and that you will let them know that you’re going to be dropping them another note when that will happen, and then when it does happen you do it again and say, “Hey, now here it is,” or “It’s coming,” or “Look on your doorstep, or “It’s in your inbox.”
DEB BIXLER: Right.
Home Party Plan Growth
RINA VALEN: You have so many opportunities to keep reinforcing and to keep reconnecting. If you miss these, you’re missing the best part of the home party plan business, or the best way to grow your business. You can take one little seed, one little customer, and to grow it – for instance I see a picture of a spider plant, all the little babies coming forward from it. Okay, and again it’s away from the hunter mentality; they may have not bought a lot or maybe they did! You want to maintain that relationship so that they continue to feel good about you and that they would recommend you or they start talking you up…
DEB BIXLER: Right.
RINA VALEN: On their page or with their friends. The power of that referral and trust.
DEB BIXLER: Well, that’s what it’s all about, right? Trying to get them to share what you shared, or how great you are. We’re down to three minutes here, Rina. [Laughter]
RINA VALEN: No!
DEB BIXLER: Well, we’re running out of time and you said so much that I could comment on, but one thing you said in the beginning was reinforcing what you discussed the day before, and I call it: let’s remind them that we’re friends. Even though you’re calling to tell them, “Your order shipped,” or even though you’re calling to tell them, “Your box is on the porch,” or you’re calling them to say, “Get the stuff out of the box and make sure everything’s fine,” open with, “I know you said Jason was in a football game yesterday; did he win?”
RINA VALEN: Yes.
DEB BIXLER: Open with the friend part, because you got to remind people that you’re friends, and that’s because people do business with friends.
RINA VALEN: Yes, you’re right on, and that should be the first few sentences, absolutely, that connection part. When you’re with someone, whether it be a conversation on the phone or in person, I take notes, do you do that? You write little things down?
DEB BIXLER: Oh yes, absolutely, and use kind of the same. I take notes like crazy, but I also have some forms that I use, depending on if it’s a hostess or a customer. So that the contact’s in the same place, I’m looking for their husband’s name, I know exactly where to look for it.
RINA VALEN: Yes, and again that’s just so that you can trigger some of the feelings and the conversations and the things that you shared at that point, and that’s really, really important, and the more you do that – see, that’s the secret here, that’s the connection part. That’s really critical, you need that stuff in there because you know what, it’s more fun, I love doing business like that. [Laughter] I love that connection part, it’s really critical to me and it is to everyone else. I think that’s the way to go.
DEB BIXLER: Absolutely, absolutely we are going to run out of time here, so Rina what’s your website again?
RINA VALEN: It’s FantasiaHomeParties.com. You can also reach us at 1-800-77-PARTY. Love to hear from you.
DEB BIXLER: Cool. You know what? I wanted to talk a little bit more. I’m sure you didn’t have the Internet in 1984, but we’ll have to come back another time to do that because they’re going to cut us off here in a second.
This is Deb Bixler, we’ve been here with Rina Valen from the Fantasia Home Parties. We’re really glad you were here, thank you for coming, Rina.
RINA VALEN: It was a lot of fun, thank you so much!
DEB BIXLER: You’re welcome, and we’ll have to do it again sometime. That’s cashflowshowradio.com. This is Deb Bixler and Rina Valen, thank you for listening tonight.
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