One of the most important tools you can use in this business is WOW BOOK DEMO DIRECT.
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WOW
The first step is grabbing people’s attention. Wearing your stripes and a wow bag is a perfect way to do this when you are out and about. That’s why it’s always a good idea to have your stripes on anytime you leave the house. When worn with a wow bag, the two are guaranteed to spark conversation. Make sure you are prepared when that happens!
It’s a great idea to keep a few testers in your wow bag, as well as a color (blu-red is perfect for this) just to swipe on people’s hands! When you test it on their hand, they will go about they day (and was their hands) seeing that it really doesn’t come off!
BOOK
The next step after sparking someone’s interest is actually getting them to book a demo! Make sure you have business cards and beauty books in your wow bag to hand out when needed! Keep a post it note on each beauty book (Leslie Boyd-Bradley suggests this) so that you can give the beauty book to whoever you are talking to and then write down their contact info on the post it note to keep! This way you ensure that you will be in touch with them. Don’t just assume someone will call you if they take your business card, normally they won’t!
Give them a few dates and see if they want you to swing by their house to show them the products and give them a little demo on how to use them! Tell them to bring a few friends, and you will bring the snacks!
DEMO
When preparing for a demo, figure out what snacks and drinks you will want to provide. Make it as simple as possible, because you want the hostess and her guests to see that it really is easy! Whether it be store-bought cupcake and a bottle of champagne or some cookies and coffee, just make sure it’s duplicatable and doesn’t look hard to do! On that note – carry all of your supplies into the home in one trip. This is something Joni suggests to do so that you aren’t making it look too hard. Get a rolling bag or something larger so that you can pack everything inside of it and make one trip.
During the demo, go through the beauty book and follow the “lips prompts” on the pages that show lips up at the top. This is actually a strategic move that Joni made when creating the book. Each time you see the lips, mention that “in the end you will have a choice whether to pay full price or get 20% off”. It’s a way to get you to say what you need to without chickening out! I think it’s BRILLIANT!
Make sure you are helping each woman matching colors and giving recommendations on foundation, blush, shadow and skincare! Don’t just focus on lip color!
DIRECT
This is where you give them the senegence choice. One they are placing their order, you would say “would you like to purchase at retail price or get 20% off?” and just leave it at that. Listen and see what they say. Most people are going to want 20% off, but some will be find paying retail. Whichever they choose, you must direct them what to do next. If they want to pay retail, you put in their order and send them an invoice. If they are interesting in saving 20%, instruct them on how to sign up. Answer any questions they have and then let them know you will be there to guide them!
This is the system that Joni created to build this business and it is guaranteed to work! If you are doing several demos a month, you will get (on average) 1 or 2 new distributors from each demo. So think about it this way – each demo could do an average of $400 in sales. So for every $400 in sales you have, that equals one new distributor! It’s all a numbers game. If you use this system, you will not only be selling a good bit of inventory, working toward your trip and car qualifications but also building a team!
There is a ton of training on this in your back office, be sure to go through it and be familiar with the system! You guys – it works and it’s 100% duplicatable for all of us!