N E W S L E T T E R APRIL 2018
Sweettime r e m m u S TEXT MARKETING Should you, could you, & how would you do it?
SPONSORING
Why she’d want you as her sponsor & how to get her there!
BACK 2 BASICS Ephemeral Content Define it and Use it
PINK GLOVE TIME Exceeding expectations with a twist
Gerri Clark Director 443-527-1985 gerriclark31@gmail.com
Join the Conversation! www.facebook.com/thirtyone
We’ve been busy! We’re kicking off our summer season, branching out with our Global collection, and now bringing up Baby! Whew! How do you make heads or tails of it plus everything we’ve got on tap for April? Don’t get overwhelmed! That’s crucial. There is a
announced whether we will see any in the FW2018 lineup. Baby by Thirty-One is here to stay - at least for now. Whether it will stay online only remains to be seen, but it was shared that Summer and Global, for Baby will be here for at least now, are considered time- a season or two (or longer). limited offerings. Once we transition to Fall/Winter, Tailor your plan of attack most of these products will based on customer needs. go away. It hasn’t been lot going on. You’d serve your customers better by focusing on one or two things and then moving through the rest than trying to spin it all out all at once!
Summertime, Baby & More
Sailing through June April 2018
Customers can get up to TWO exclusive Summer Days Towels or the new Sand N’ Shore Thermal Tote for $15US/$20CA each with every $35 US/$40CA spent.
Essentials Guide styles at 70% off when they host a $600+ party in April!
Monthly specials, the Summer Essentials Guide and Baby by Thirty-One are Our Hostesses can choose available starting April 2, up to three new Summer 2018.
Monthly specials
April 2018
calendar
1 2 5 9 10 17 24 30
EASTER BLESSINGS TO YOU & YOUR FAMILY! Double Hostess Credits promotion extended April Specials available! Summer Essentials Collection Goes LIVE Baby by Thirty-One Collection Goes LIVE Promising Picks Collection Goes LIVE May Celebrate&Connect Registration OPENS Opportunity Webinar LAST DAY: Double Hostess Credits New Consultant Webinar LAST DAY: May C&C Registration closes today New Consultant Webinar New Consultant Webinar LAST DAY: End of Month / April Specials / Close parties
A
pril 2018
Celebrate & Share
Are you new to Thirty-One? Join one of our New Consultant Webinars every Tuesday at 1 & 9 pm EST! You’ll be glad you did!
Watch Online! Visit ThirtyOneToday and view archived calls!
Opportunity Webinars first Thursday of every month at 12 pm EST!
APRIL 2018 CELEBRATION TOUR DATES April 5-6 Tampa, FL April 8 Miami, FL April 10 Cocoa Beach, FL April 11-12 Jacksonville, FL
April 14 Savannah, GA April 16-17 Columbia, SC April 18-19 Greenville, SC
April 20-21 Charlotte, NC April 23 Fayetteville, NC April 24-25 Raleigh, NC April 27-28 Virginia Beach, VA
Why should you attend a Celebration Event? Is the 31 Celebration Tour coming to your neck of the woods? You’ll want to attend this exclusive traveling event to help share the excitement of your personal business with your family and friends!
Everyone’s invited to join us and attend! Consultants, Customers, potential recruits, leaders, new team members and friends. There will be giveaways and daily prize drawings for your guests.
There’s no cost and you don’t need an invite or need to register. Just come, bring a friend, and celebrate! We cannot wait to see you and your guests!
April 2018
Shall WE TEXT? Ever put your info into a web form and 10 seconds after you hit enter the phone rings. You sit there like a deer in headlights staring at that ringing phone. Your palms get sweaty. The noise pierces your eardrums. Who does that? Who actually CALLS with the information these days?
have customers who will prefer it. They may not have time or want to take the time to have a one-on-one conversation on a voice call. They might, however, spend the better part of a day texting back and forth with you about an order or joining your team.
Avoid One Worders! People want a good reply. Tailoring your communication Take time to form a good methods based on the needs response and avoid oneof your customers is a must. word texts when you can. This again is why you need to get to know them! Find out Get Permission! their preference. It’s about Customers may provide you them - NOT YOU! with their cell number, but that doesn’t give you the right Okay, so she wants me to to text them. Ask if it’s ok or text and not call.. now what? something they prefer.
We’ve all been there! With the overwhelming number of communication channels available today, most business owners are figuring out the best way to reach clients can be tricky. While you want to make sure your customers get the message, you also don’t want to annoy Follow a few simple steps to them with too much contact. keep your texting professional and effective! Enter the text message! More and more business Keep It Short! are embracing it - and in Texting is effective, but only the fast-paced, give me info if it’s brief. No one likes now world we live in - most having to read a text that is of us are embracing getting 10 sentences long. business info by text. Pink Gloves On! Is it the best way to reach Since things are normally everyone? No! But you will shipped direct to customers,
Celebrate & Share
add a level of pink glove service by sending a simple text message to let them know their order shipped. It also gets your info on their phone! You could do this with 90-day notices too.
Don’t Stop talking! Building a relationship with a loyal customer is still first and foremost! Don’t let convenience and comfort replace your efforts to do your job and be their consultant! A healthy blend of calls, texts, and emails will provide you with variety and your customers with well-rounded and professional service!
5
Text Message Marketing Must-Do’s
Text message marketing can be a great way to reach out to your customers. But you shouldn’t just send out any old text and expect to see results. 1. Create Value. Instead of bugging them with every new product, special, or update, only send them things that are valuable to them, like discounts or special offers they are interested in. 2. Short and sweet. Lead with the offer, don’t bury it at the bottom of your message or some customers won’t even take time to read it. 3. Create urgency. The offer should be exclusive and urgent. That will encourage them to respond or buy. 4. Make it easy. By including a call to action, telling customers exactly what they should do to retrieve the special offer. Including a direct link to the item on your site is a great idea. 5. Let them know it’s you! Spam text messages happen. Make sure your customers know it’s authentically you by including your name or a brief ‘Hey there, It’s me, your 31 gal’ at the start.
You can now live stream without additional encoders or software on your desktop using Chrome. YouTube announced the new feature on the official YouTube Creator Blog. If you stream live on YouTube, you can post your broadcast archive to other channels! Bam - cross network marketing! With live stream, you can use video to engage customers and deliver value-added services. As of now, you can only use the new service on Chrome, but other browsers wil soon be included. The capabilities will also extend to mobile devices in the coming months. Do you have a YouTube channel? Might be worth setting one up!
Y LIVE
Stream
April 2018
Marketing 2.0
LEVERAGING EPHEMERAL CONTENT
Ephemeral content is content that has a limited lifespan. Unlike a blog or a web page that stays up indefinitely, ephemeral content is usually up for 24 hours or less. For many marketers, this seems completely counter-intuitive. Traditional marketing has always focused on content that lasts and can be recirculated well into the future. However, with the popularity of Snapchat, Instagram, and Facebook stories growing, marketing strategy needs to keep up with the changing times to remain effective and current.
Stories? What are stories? Stories are compilations of photos or videos. They can be live or pre-designed. There are options to get creative with filters and artwork, or you can simply point and shoot. Snapchat, Instagram and Facebook all have versions of stories. Each platform has subtle differences but they’re more alike than they are different.
Celebrate & Share
Facebook users are gifted a story each year when Facebook compiles their year in review posts.
Video content shouldn’t feel out of reach to you! Raw video taken on the fly is the type of content people crave. Give them what they want! It can only increase your viewership - and your audience!
why is it successful? The big one is the fear of missing out. What will they miss if they don’t check your channel! That’s why the world is full of signage touting clearance items, today only, closeout and once-a-year sales. Ephemeral marketing takes this same concept and kicks it up a notch. It gives everything a now-or-never feel to it. This drives your customers to view more of your content, make decisions more quickly and shortens the sales cycle overall. They see you using your products, showing off something new, something exclusive, and they want it. They view, they smile, they like what they see, and they buy.
One of the great things about ephemeral content marketing is that you don’t need special equipment. You can do it all from your phone. Part of the charm of the story is the authenticity of it. The less slick the better. Don’t be tempted to appear ‘made up’ or ‘scripted’ all the time. That’s NOT what they are wanting. They want REAL! Do I Really Need This? They want you! Of course not. But if it moves the goalpost for your Why does this stuff work? business, why wouldn’t you At first glance, it seems give it a try? With the recent awfully strange how content shake-up with the Facebook which disappears quickly algorithms, original content actually works. So, what is is social media gold - that driving this phenomenon and content is ephemeral content
- so if anything, it will boost content relevant and your page rankings and generation Z is expanding visibility. on it. Gen Z has reached adulthood. The oldest You should also remember members are entering the that marketing is about workforce, and they make up communicating effectively 26% of the population of the with the target audience. US & Canada. Do you really Ephemeral social media want to ignore 26% of the platforms aren’t a thing of population in your marketing the future. They are now! strategy? Didn’t think so! Millennials made ephemeral
As a business owner, to stay relevant, you have to keep up with trends. Home Office does it daily as they plan future collections for us and we must as we continue to expand our customer base. Try it and be surprised! Ephemeral marketing is not a replacement for what you are doing, but something to add to the mix.
Telling your story has never been simpler! Embrace social media to do it!
Make the most of it - one post at a time!
orders with the kids. Let • Prove it. Everyone says if you count promising them see you dropping they’re wonderful and picks)! Build up to care kits off at the local they do charity work something like that by and they love babies, shelter or leaving a $5.31 creating stories that drop tip for your server. Shine little ducks, kittens and hints and teasers. on! Be real, not perfect. puppies. Thirty-One has • Keep it fresh. People don’t a giving spirit - it’s one of • Engage them. This is usually visit a web page our founding principles. the perfect opportunity often to see what’s been Giving is what we do! to connect with your updated, but they’ll check Show that off through customers. Use the live their stories regularly content marketing with a option with Instagram because they know they’re Facebook or Instagram Stories and viewers can timely and new. Story about you and interact in real time. This • Be consistent. Create a Thirty-One and how you can be as simple as an plan and stick to it. If you are giving back in your ask-me-anything session only create ephemeral community! or 31 questions. It could content once in a while, • Be authentic. Ephemeral be a live auction of vintage people will stop looking for marketing is an opportunity stock. Again, be original! it. If your content goes live for customers to get to • Sneak peek. Create buzz each day at a certain time, know you. Be real! Show they’ll look forward to it. for an upcoming event or them your Saturday night special. We just launched in your jammies sorting two new collections (three
April 2018
From April 2-30, new Consultants can launch their own business, share their love for Thirty-One and earn more of the products they love this summer! Only in April, she can choose from three great kits, each with products she’ll love to carry and share all season long. Plus, she’ll have the opportunity to earn a FULL REBATE of the kit price, no matter which kit she selects to start her business!
More sponsoring options than ever before! What’s the Kit Rebate?
The Kit Rebate is an amazing incentive for New Consultants to earn a rebate for the cost of their Enrollment Kit when they joined Thirty-One Gifts (shipping and tax are not refunded). This applies to the Summer Essential Kit ($50), Signature Kit ($99) and Deluxe Enrollment Kit ($179). To earn the rebate, Consultants must have joined Thirty-One between April 2, 2018 and April 30, 2018, and submitted $1,000 or more in Personal Volume (“PV”) during their first 30 calendar days. The 30-day period begins the day after a Consultant has purchased her Enrollment Kit.
Celebrate & Share
Corner Senior Consultant
Sponsor report card
mastering LEADERSHIP
As an up and coming leader, you need to start setting the example for your budding team. One of the best ways to do that is to set the bar high for yourself! Don’t settle for minimums. Push yourself to exceed the base requirements for leadership and you will find that you never have an issue meeting them. You will also set the mark for your team. Hopefully under your leadership and example, they will aspire to meet that mark and beyond. From one leader to another, the best advice that can be shared is to model the behavior you want to see from your team. If they see you surpassing PV goals, sponsoring actively, and encouraging others - they too will follow suit. You are developing a culture - make it a positive one!
Why would she want you to be her sponsor? Ever asked yourself that question? You are asking her to partner with you on this journey, but what are you bringing to the table? This journey can be amazing - or not, and a lot of that depends on you!
Be yourself and be original. People see right thru it if you are not authentic. When you are not yourself, guess what - you are not interesting because you are too busy being someone you are not. If you want to connect with your team - be you!
Are you approachable and available? How much help or support do you think she will need and are you the type of person who is fine with giving her that level of support? Do you have office hours that are non-existent? Do you ignore texts asking for help? Have a clear contact policy so your team knows how and when to reach you.
Create a giving culture. Surround yourself with these fabulous women and harness their energy, their strengths, and talents and let them nourish one another! We are women - this is what we were made to do! Don’t play favorites. Everyone has a dream and being a part of someone’s dream could quite honestly be one of the most special experiences How quickly do you respond possible. Encourage them! to questions? This is going to be important to her as Sponsor like you would want she grows her business. If to be sponsored. Be reliable, she can’t reach her sponsor share your knowledge. It for questions she may get always comes back around. discouraged especially at the How would your report card look? Give it some thought! beginning.
April 2018
customer EXPERIENCE
Expectations UP, UP & AWAY
plates, cups, napkins, a few balloons, and note from you about ‘a few things to make the party a breeze’. She knew you were dropping off the Hostess Packet, but she didn’t expect you to go to the trouble to get the party supplies. You just gave her a little something extra that she didn’t anticipate, you saved You want to always deliver her time, and made her feel an experience that is so special. That’s value banking. exceptional, they would think of you first every time they You know in advance that need a gift, an organizational you will give your customer product, or a new fashion something unexpected an accessory. It’s a concept exceptional. You underpromise and over-deliver! known as value banking. There is a shift in what consumers expect from those they do business with. They want to have the ‘perfect experience’. Making a real effort to excel in customer service before, during and after the party or the sale will help you surpass their expectations every time.
Let’s say you have a customer who has finally agreed to host a party. When you drop off her Hostess Packet, you also bring along a “party bag”. Inside there are paper
Celebrate & Share
The value bank concept goes beyond the free prize inside the Cracker jack box. It surprises the customer by giving them something they didn’t expect at all.
You could snap a few photos of the party - not posed photos, but candid snaps of the Hostess and her guests. A few days after the party or when you deliver her order - you slip an envelope with a thank you card and copies of her photos. It cost you less than a dollar or two, but you just blew her away with that little gesture of kindness. That’s value banking. A simple in-touch moment that will have a huge impact on the relationship building with that customer. Get your thinking cap on! What ways could you add to your customer experience? How can you exceed their expectations?
V
App P re I ci at n io
D AY May C&C Registration Begins April 5, 2018!
♥ Come join your sisters in pink at a local meeting! − Traveling during C&C Week? Register and attend in the area you will be in! − You need to fill your cup and recharge!
Celebrate & Share
Would you do a VIP Day each month? You could! By using the marketplace order type, you could offer a special discount to VIPs when they shop with you on a certain day. You’ll have the ability to be generous and offer a discount that will appeal to them. Again - exceeding expectations. Other applications - birthday club, anniversary day. Also, if you’re working towards a PV goal and almost there, but not quite - this concept would certainly help to push you over the top! Just a few ideas to help you boost your business!
! d i d e h s t a h w t a Look
Can you say cash and carry? If you are doing a vendor event, school sale, or something along those lines - this would be perfect! The consultant had these monogrammed outside of 31, but it works! (Thanks, Carla) What other creative ways are you using marketplace?
Earning April Incentives
Have you set your goal? Great! Have you decided how you’ll get there? If not, let’s work on a game plan together! Want to get to the 1K level? How about having 2 online parties, 2 at-home parties, and taking 10 orders in your VIP group for our customer special!
You should also double your to spruce up their travel kits. VIP group special order goal. You could host a mini group and take marketplace orders If it’s the 4K level you seek? to encourage more sales. You guessed it - get creative Remember, marketplace with the numbers for levels 1 orders count towards PV! and 2 and toss in a fundraiser! Ladies, it really boils down to If you have a Hostess of the mindset! The rest is numbers. Month Club - you may already If you want it, you’ll get there. be at the 1K level or pretty close. How about opening up Why not share what you are a second group - or a baby doing to reach your goal for only group for expectant this month? You might help moms to help them furnish one of your team members those nurseries! reach their goal as well.
Looking to take the 2K level? Add on a few marketplace orders, another party on-thego, and bring your Facebook party total to 5 for the month. Vacation goers might want Let’s make April awesome!
April 2018
I don’t know I know - this social media thing is making you crazy, right? Me too! Many of you are thinking, what could you possibly have to say or contribute. Here’s the thing,
what to post
even seasoned writers need inspiration and ideas to kick off their creative thang. So post ideas are no longer an excuse. AND! Remember, your posts do not always
have to link to products. You want to focus on giving value to your VIPs and solving problems for your group! So here goes....
Getting Fun & Fab Secret to know Fashion Hoarders y t e i c You o Tips S
• Your why - it’s gotta be first! • Why Thirty-One! • 5 Things I’ve learned since starting with 31. • My Office/Workspace Tour • Top 10 Things I Get Asked • My business goals for the next month and how I will get there. • Behind the scenes of a party • 31 things you didn’t know about me - and have them respond with 31 about them! • My favorite business books. • Weekly iTunes Playlist • Wacky Quote of the Day
Celebrate & Share
• Packing for a weekend trip • 10 Ways to Wear a Scarf • New collection musthaves • Closet essentials every woman needs in her life • Seasonal trends • JK by 31 bucket list and the clothes to go with them • Purse pairings with trendy looks
• Organize your car • Tackling the clutter in the den • Organizing the nursery • Taming the toys • Pantry perfection • Loving the laundry • What’s under YOUR bed? • Dorm Room Diva • Man Cave Madness
Sponsor! Don’t sell!
31 questions to start sponsoring conversations One of the reasons consultants struggle with sponsoring is they think it is about selling someone a kit when you are actually looking for positive minded people that want more 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16.
Would you be open to a side project that didn’t interfere with what you are currently doing? Would you be open to exploring another avenue of making income part time? What has recently changed in your life that has you open to a home business? Ever wonder if there was a way to make money on Facebook? Ever get the feeling you were meant to do something great? If you had the money, would you jump at this opportunity? What would you really like to have in life? How long will you have to continue working that many hours? Ever wish you could travel more? Ever think about how you would like to spend more time with your family? If someone were willing to show you how to make money from home, would you be coachable? Did you know there are ways to create income without having to do the 9-5 thing? If you had a magic wand, what would your perfect job be? If you had a magic wand, what would your perfect life be like? When you said you wanted to spend more time with your family, were you serious about that? Do you keep your options open when it
in their life. As you go about building your relationship with her, you also have to ask her the right questions to see where she wants to go! How many of these have you asked?
17. 18. 19. 20. 21. 22. 23. 24. 25. 26. 27. 28. 29. 30. 31.
comes to making extra money? Know anyone who’s been affected by the economy that might be open to making some extra money? I am looking for a real go-getter; someone who wants to make money! Do you like helping other people and would you be interested in getting paid to do so? Do you see yourself doing what you are doing 20 years from now? Have you found what you are looking for that will provide ultimate freedom for you and your family? If money was not an issue, what would you do for fun? If money was not an issue, how would you help people? What is it you would like to see in a home business? What do you like about what you are currently doing? What would you like to change about your current situation? What challenges have you faced in the past? What are your goals for this year? Why? What made you join a home business in the past? What did you hope to get out of your last home biz that you didn’t get? Why not?
April 2018