N E W S L E T T E R FEBRUARY 2018
Springtime AT 31 IT’S
CONVERSATIONS
Getting her talking about how Thirty-One fits her life
BACK 2 BASICS
How relaunching helps you realize new growth
HOTM SERIES
Get your HOTM Group up and running today
LEADERSHIP
It’s so much more than a change of title
Jenna Irvine Director 832-948-0769 jenna@mommaneedsanewbag.com
Join the Conversation!
www.fb.com/groups/329261293849800/
February SALES INCENTIVE Starting off February strong is smart! It will set the tone for your season and get you earning FREE products from day #1!
Both products are part of our 2018 Summer Essentials Guide and will be available to shop starting April 1.
The LUT Limited is an With $500 PV submitted upgraded version of our in February, you will #1 selling style featuring earn this Limited Edition high-end fabrics and of the Large Utility Tote. finishes and is also part of our May Special! Submit $1,000+ PV during the month of You’ll want these two February, you earn not booking tools on hand only the Limited Edition in early spring - so map LUT, but also the In the out your plan to earn Clear Tote! them this month!
February 2018
v
⁄ ! w o N e l b Availa
Monthly
specials
the choice of two Mini- and grandmas and let them Storage Bins or one Deluxe know it’s available through Organizing Utility Tote with the end of February! her qualifying purchase. Hostesses will love saving on our Deluxe Our cute little Hippity Hop 80% Mini-Storage Bin will be a Essentials Bundle that popular choice for everyone includes a Deluxe Utility looking to get a jump on Tote plus two Essential Her qualifying purchase Easter giving. Be sure to Storage Totes with their in February earns her reach out to new moms qualifying party this month! Customers will go weak in the knees when they see what’s on special for February! Whether they are hosting a party or shopping straight retail, the value is packed into what’s on offer this month!
February 2018
calendar
DATES TO WATCH IN FEBRUARY 2018
1
5
6
12
13
Celebrate & Connect Registration Open
Watch Inspire with Kate
New Consultant Webinar
31-Minute Call Tonight
New Consultant Webinar
Leader Business Tool Webinar
Leadership Live
Spring/Summer 2018 Live February Specials Live
Leadership Live LAST DAY Celebrate & Connect Registration
31-Minute Call Tonight
19
20
26
27
28
Home Office Closed
New Consultant Webinar
31-Minute Call Tonight
New Consultant Webinar
End of Month
Leadership Live Watch Inspire with Kate
Celebrate & Share
Leadership Live
LAST DAY February Specials
Monday evenings at 9pm EST! Watch Online https://zoom.us/j/320391153
Listen by Phone 646-558-8656 (toll call)
Meeting ID 320 391 153 Miss a call? Replays are on ThirtyOneToday!
Monday, Feb 5
Monday, Feb 12
Monday, Feb 19
Monday, Feb 26
“Sponsoring & Qualifying”
“Be a Solution Seller not an Order Taker”
Home Office Closed
“New Product Highlight”
Becky Murdock Senior Director
Sheree Schuler Executive Director
Have a listen to an archived calls
Janet Kinkade & Paula Seif
FEBRUARY 2018 PINK TRUCK TOUR DATES 4-5 Portland, OR
13 Boise, ID
20 Las Cruces, NM
9 Federal Way, WA
15 Murray, UT
22 Albuquerque, NM
10 Fife, WA
18 Mesa, AZ
24-25 Denver, CO
February 2018
Back to the
BASICS How relaunching each season helps you realize new growth
The basics - book, party, recruit. They have been tested, tried, and tweaked, but they are true to produce results. Lots of consultants and leaders get into niche marketing and clientspecific selling strategies, fundraisers, and more, but if you want to breathe new life into your business - you go back to the beginning. Why? It just works. Period. Cindy’s had it right from day 1. The magic still happens at the party. Do it right and that’s when you make that one-onone connection with the guest. You get a relatable response, instant feedback to what you are presenting, and a true interaction that will develop into a business-centered relationship with each person present at the party. BOOK AT THE PARTY When you give your Hostess a great party - guests will want that same experience for themselves. Stack your hostess and show off what she’s going to earn at her party! There is no better booking incentive than showing the value of hosting! continued next page >
Celebrate & Share
ENJOY THE PARTY! You also have the pulse of the party in your hands so the greater your energy during the party - the more excitement guests will feel. This will relate to sales at that party for your Hostess. Engage guests and ask their opinion. Create an atmosphere of low-pressure, high energy - they will relax and feed off your excitement. They will also shop!
exciting and simple your job is. In doing so, you help them relate to doing it themselves!
Are you new to Thirty-One?
A Thirty-One Gifts party is an experience, not an event. As a Consultant, you set the stage from Hostess Coaching to the party experience to our Pink Glove service, ladies.
Join one of our New Consultant Webinars every Tuesday at 1 pm and 9 pm EST!
Get back to the basics and use them in your business every single day! Before RECRUIT AT THE PARTY you can say ‘think pink’ You have a captive your business will be audience. This is your time stronger than ever! So, are to shine! Show them how you ready to party?
Hostess Flipping
Have you ever flipped a business right there with her friends that very night! Hostess? Exciting, right?!? Let’s say your Hostess has a great party - $700 in Plus, she is going to: orders at the party, another • be qualified out of the gate - that’s done $300-$400 in outside orders - WOW - she just • earn StartSwell level 1 had a big old $1,000 party! • be over half way to getting into a K Group Right? So flip her! • make her kit investment back on her first payday, Before you say goodnight to everyone, show her how which by the way will be $250 or more! she can turn that party into her launch party right there on the spot! She can still Wow! All in one night, just play Hostess, she can still for saying yes!! Earn all get the rewards, but for a of that plus free products small investment in herself, on the day you signup! she could have her great This month, she’ll get an party plus launch her own incentive too! Woohoo!
You’ll be glad you did!
Opportunity Webinars every Thursday at 9 pm EST!
February 2018
HOTM SERIES
Hostess Month of the
Welcome to Hostess of the Month
GET YOUR GROUP UP & RUNNING You’ve heard it talked about in the K Groups. We’ve even done a few articles about it in our past newsletters. One primary question keeps surfacing about Hostess of the Month groups and getting them started. How?
it very basic - you add a few customers to a private Facebook group, provide a link to the digital catalog, schedule a few reminder posts about getting their order to you by a certain date, and that’s it! Short and sweet.
How do you get them started? Others create a boutique How do you let people know? club-like feel to the HOTM They spoil Just - how do you get it going? experience. their customers and make You can make it as simple the group experience part or as elaborate as you want. of it. They may send out You define the experience ‘welcoome packages’ to their from the beginning. What group members celebrating may work for one group of their decision to participate. customers may not work They follow that up with a with another - so you tailor “spoiling package” when it is the experience to the group that members month to play - and your willingness and hostess, showering them participation level with that with a few extra fun things. group. Some will even go as far as Some consultants keep structuring the group to cater
Celebrate & Share
to a specific customer type say business professionals looking to redo a home office or a group of expectant moms planning new nurseries. The important thing is that you create the environment that you and your customers will love. It might be short and sweet - no frills, no fuss. But your second group - they want to spoiled, pampered, and really catered to. Again, it all comes back to giving the customer the experience they expect. The rest is just basics and accomplishing a few key steps to make the group run smooth. You can doll it up as much as you like - or not! continued next page >
Define........ Create......... You’re essentially inviting them into a little shopping club. The club runs for a certain period of time - usually 6 months. They can run alongside a season or can cross over and say start in the spring and finish in the fall. It’s all up to you and what works for your group. Decide.... Six or 12 months? One catalog season or two? Who’s the target customer? How many members? What’s the minimum monthly purchase?
Now you have your members, so head to Facebook and create a closed or secret group. Create a welcome post and start inviting the members to join the group. Be sure to post the guidelines you defined so members know what is expected of them each month. Each month you should announce the hostess for that month and post photos of the specials.
You might even do a rehash of what the Next, offer it up to your customers and start previous month Hostess walked away with to to pull your group together. encourage larger orders.
Run.......... Tips..........
A boring group will produce boring party • Encourage outside orders with the totals. Engage the group and keep them Hostess. It’s her party - the larger the party active in conversation with photos of solution total, the more rewards she will reap at the sets, personalization ideas, and even Q&A end. Include outside order forms with your sessions. It’s like a month-long Facebook Hostess packet. party - so be prepared to post a few times each • Consider a “default” minimum purchase. week. Go live! It’s a great way to encoruage By doing so, you create a minimum group activity and keep their interest! consistent party for each Hostess. Some months will be better than others, but it Remind them of the last day to purchase that keeps it fair for all the members with a base month. Also, be sure to send out hostess purchase amount. That ‘default’ purchase information - by email or by post - to the next could be an LUT for them in their favorite hostess before her month starts. print. Whatever the product - it needs to be spelled out in advance and they need Post a last call notice with a clear deadline to understand that if they don’t order - the for orders. Most will ship before close, but default gift will submitted as their purchase still, you don’t want to drag it out all month! for the month. Finally, close out the party and prep for next • Having their card on file is likely a good month! idea for default purchase terms.
February 2018
Leadership Much more than a change of title
Are you ready to advance? Would you like to earn more money? Would you like to work with and empower other women? Do you want to watch others grow and develop their own businesses? If you answered yes to any of those questions - you need to take a serious look at becoming a leader with Thirty-One Gifts! Reach out to your director and talk about what it will take to move you closer to becoming a leader! You could also try testing the waters for a few months if you like. Leaders should meet a personal sales volume of $1,000 each month. You may be meeting or surpassing that mark now. Whether you are a consultant or an NED, you should always strive to surpass minimums! Are you partying consistently?
Celebrate & Share
Once you’ve decided that it’s for you - start talking about the opportunity with others. The key to sponsorship and promotion is recruiting and Leadership has its perks too! having conversations with You have the opportunity others. to earn trips, attend special training, get early access to Invite her to join you at a information and exclusive party and watch you work or leader-level opportunities - take them to lunch and have and, of course, a pay bump! a Q&A session about being a consultant. Share your Did you know that Directors experience and how Thirtyearn their 25% commission, One has impacted your life! but they also receive a 10% personal sales bonus on what they sell and a 3% Ask her to take a few commission on what their Gen minutes and join one of our 0 team sells? Did you know opportunity webinars. Make you get a $1,000 bonus for yourself available afterwards promoting to Director? That’s to answer any questions that some serious Benjamens to she may have. stuff in your wallet! Right? Want to know more? Reach Think about it. Ask questions! out to your director and share Consider what is going on your new goal with her. You’ll in your life and how it will be walking across the stage change if you step up and at Conference before you embrace becoming a leader. know it and loving leadership! Next, revisit your why! How will it change and what will it take to propel you forward to meet it?
Senior Consultant
Corner
You’ve made it to Senior Consultant - Woohoo! Now what? Well - frst off, way to go girl! You did it! Recruiting and sponsoring someone is a big professional step in this business and you took that step and owned it! Now, you have a fledgling recruit that needs a little guidance, just like you did! Take time to help show her the basics. Encourage her to get familiar with TOT, start getting her 31-second commercial rehearsed, and most of all - get her launch party on the books! She can do all of these things before her kit arrives. If she is going Kit-Free, she needs to get cracking! Offer to help her with the launch party - if nothing else, just to be there for support. So proud of you for sponsoring! You are going to be an awesome leader! But don’t stop - keep going!
ConferencePrep Developing a plan to get to Columbus
Are you headed to Columbus in July? Do you have a plan to get there without maxing out the credit cards or causing undue financial stress to your business budget?
you more than enough cash for a great trip to Conference?
Do the math! You’ll find that Conference is the 2nd best investment in your business that you can make! What was Would you like to attend the first? Joining Thirty-One! Conference and have it paid for in full before you even pack here is a sample savings your socks? You can! chart. Fiddle with the numbers Did you know that having an and find amonts that suit your extra party each month from needs! See you at Conference! February through June will give I’ll be the one in pink! LOL! √ Week
Save
Balance
√ Week
Save
Balance
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1
$1
$1
□
12
$40
$246
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2
$5
$6
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13
$44
$290
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3
$8
$14
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14
$47
$337
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4
$10
$24
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15
$49
$386
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5
$15
$39
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16
$51
$437
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6
$18
$57
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17
$54
$491
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7
$20
$77
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18
$56
$547
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8
$25
$102
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19
$58
$605
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9
$31
$133
□
20
$60
$665
□
10
$35
$168
□
21
$65
$730
□
11
$38
$206
□
22
$70
$800
February 2018
How are you
selling
Thought about how you will do it? Have you pulled a report from last season to show you who bought what?
A If she bought this last season.... then she needs one of these for Spring!
A
Celebrate & Share
You should. If a customer purchased a wallet in the past 12 months, she needs a purse to put it in.
spring?
Upselling, reselling, and cross-selling - these are tools that equate to increased sales volume for you.
Use them! Plus, it gives you an excuse to call her and either get a catalog into her hands or her party Likewise, if she bought a on the books! purse, she needs a new one - or at least a wallet I’d say that’s to put inside. a Win-win!
How many times have you glanced at something in a catalog, online, or in the shop and said - I love that! Most likely, it was how the product was presented or merchandised (the tech term) - that grabbed your attention! If it worked on you, why wouldn’t it work on your customers? Guess what - it does! Our own Janet Kinkade has done some of the leg work for you to give you an idea of how to show off some of our fashion and function products! Her blog and social media pages are treasure troves of great photography for this purpose! If you are not connected with her on social media you are missing out! Check out the 31 blog too! There are lots of great photos posted. Try pairing products with a relatable function or style - take a snap and show it off to your VIP group. I bet the feedback will be instant with oohs and aahhs! Sell without selling ladies! Plant those seeds and they will grow into sales!
Do you make products relatable? February 2018
Conversation Starters
What’s your first step when you talk about the opportunity with others? Why not write each of your potential recruits an email letting them know that you were thinking of them and have something that you think would be a great benefit to them.
“Hey Jan, Thirty-One has great options right now for those who join and I thought of you right away. I know how creative you are, and people like you have great success with ThirtyOne and you would love all the fabulous support they provide us. I’d love to talk with you! Let me know when would be a good time!“ “Hey Michelle, Thirty-One has a lot of choices available to you to start your own business. You instantly came to mind! You’re so stylish and organized, and people with your personality do great at this! I know you’d be a perfect fit and would love all
Celebrate & Share
recruiting the support and opportunities Thirty-One has announced Thirty-One offers. I’d love to they are doing Kit-Free chat! You available Friday?” Enrollment and I definitely wanted to talk to you about Being personal is key! Don’t it! You’re so successful in send out a generic “hey sign your current business and up today and get…” When people like you become you tell people you think rock stars with Thirty-One. they would be good at it and Do you mind if I email over you let them know why, it some information for you creates a more honest and to look over? Great!” connected conversation. The focus needs to be on what they are looking for, why they This approach and your will succeed and not on YOU! personality will make sure that the month of February Don’t be afraid to put your is a great recruiting month personality into it. Try for you and a month that will this: “Hey girl! I’ve been change the lives of the people thinking about you all day! you reach out to! Try it!
Conversation Starters getting her guests talking about Thirty-One
Direct booking seeds plant the idea that she will have an awesome party and gets her focused on the party experience. Ask guests a specific and simple direct question… You: “Anyone have a pool?” Pool-lover Linda: “Me! It’s built-in too.” You: “What?! Have any pictures? I’m sooooo coming over to hang out with you!” As Linda pulls up pics of her awesome pool on her phone
booking
the guests chime in… Guests: “OMG Linda! You should have a party. We’d love to see your pool!” See what you did there? The guests are all picturing themselves chillaxing around Linda’s pool with a glass of iced tea in their hand, while Linda is picturing her backyard full of friends having fun. You just booked a party. You’ve overcome all the booking fears, making it easy for customers to say, “Yes!”
But wait, there’s more! Using booking seeds to book one or two parties during the party creates the momentum to book even more parties when you’re one-on-one with the guests at checkout. Let’s face it; no one wants to be left out, including your Hostess. Always recognize your hostess during the party and share how great she is by saying, “Ashley is the Ultimate Hostess! She only needs 2 more orders to earn all her Hostess Reward goodies tonight! Woohooooo! Let me show you what she’ll get!” Guess what typically happens when you help the guests with their orders? Yep. A few will ask if Ashley met her goal, and will offer to help a girl out if she needs one more booking. Guess what! You just booked four more parties. You go girl!
February 2018