N E W S L E T T E R JUNE 2018
ARE YOU PARTYING What kind of party do you offer to your Hostesses?
WANT MORE MONEY
How beating minimums can take your biz from so-so to whoa!
E-COMMERCE
Social messaging is the wave of the future. You in?
JUST SAY YES
Get her to say yes to a party or to joining your team without even asking!
June Sales Incentive
Tammy Seale Executive Director 832-524-0604 tammyseale31@gmail.com
Join the Conversation!
www.facebook.com/TeamDazzlingDaisies/
Life as a Thirty-One Consultant is pretty good, if you ask me! Now it has it’s ups and downs - everything worth doing in life does! But, as always, Home Office is right there, supporting us, thinking ahead, recognizing new and innovative ways to grow the company and our businesses. We learned about a huge change that is going to do just that. Yes, we will be sad to see the StartSwell program go away, but we need to be flexible and embrace a new way to sponsor new team members, encourage them to start their journey off strong. We all
know that if we can move them from newbie to qualified, they will see a huge difference in their own business. It’s that initial hurdle to kick start them. In the past, getting them to that level was challenging - it still will be a challenge. But with the new tools and incentives offered in the Wishes program, it became a little easier. Take some time to review the program, the perks, the requirements, and such so that you can begin to introduce the benefits and rewards to your new sponsoring hopefuls and team members!
June 2018
Big news! StartSwell is now Wishes Come True!™
™
Your rewards, your way ™ Our all-NEW signature rewards program puts you on track to start earning the Disney® vacation of your dreams – or choose from VISA® gift cards, Thirty-One products, Business Supplies and more!*
How it works
EARN
for sharing the fun of Thirty-One! • All Consultants: Earn Wishes Rewards for each personally enrolled team member who submits $1,000 in Personal Volume (PV) during her Quick Start Period: her enrollment month plus the next four full months. • New Consultants: In addition to being rewarded for personally enrolling new team members, you can also earn Wishes Rewards for each $1,000 of PV submitted during your own Quick Start Period!
REDEEM
your rewards for Disney gift cards, VISA gift cards, Thirty-One products, Business Supplies and more! Save up your rewards for your dream vacation or cash them in for tools to grow your business – or do a combination of both. Your wish is your reward!
Sponsoring rewards for all Consultants
Pick one, or mix & match!
Personally enrolled team member PV in Quick Start Period
Wishes Rewards
Product & Business Supply value
Disney & VISA gift card value
$1,000
400
$400
$200
PV rewards for new Consultants
Pick one, or mix & match!
PV submitted in Quick Start Period
Wishes Rewards
Product & Business Supply value
Disney & VISA gift card value
$10,000** $9,000 $8,000 $7,000 $6,000 $5,000 $4,000 $3,000 $2,000 $1,000
2,000 1,800 1,600 1,400 1,200 1,000 800 600 400 200
$2,000 $1,800 $1,600 $1,400 $1,200 $1,000 $800 $600 $400 $200
$1,000 $900 $800 $700 $600 $500 $400 $300 $200 $100
Visit the Wishes Come True™ page on thirtyonetoday.com(.ca) under Scoop for details!
©2018 Thirty-One Gifts LLC. 528606180000
*528606180000*
* Wishes Come True program (the “Program”) begins June 1, 2018. New Consultants enrolling on or after June 1, 2018 will earn Wishes Rewards for each $1,000 of Personal Volume (“PV”) you sell during the period beginning in the month of your enrollment and ending four (4) full months following your enrollment month (“the Quick Start Period”). Personal Volume bonus is only applicable to new Consultants and those who joined between February 1, 2018 and May 31, 2018. All Consultants will also earn Wishes Rewards for each new personally enrolled team member who sells $1,000 of PV during the new team member’s Quick Start Period. New Consultants will continue to earn Wishes Rewards after the end of your Quick Start Period for each new personally enrolled team member who sells $1,000 during the new team member’s Quick Start Period. See Program details for reward values and other terms at thirtyonetoday.com/en/scoop/wishes-come-true/ or thirtyonetoday.ca/en-CA/scoop/wishes-come-true/. Personal Volume means dollar value of products sold by a Consultant, less tax and shipping and handling charges. Some exclusions may apply. Must be active to redeem. Wishes Rewards may be applied to both the Business Supply and the Wishes Come True order types. Wishes Rewards is the only payment type applicable for the Wishes Come True order type. Deadline for redeeming Wishes Rewards is 24 months from the end of the month in which that reward was earned. Shipping charges and taxes may apply. May not be combined with StartSwell Credits. Program and rewards subject to change. ** Earn an additional 200 Wishes Rewards for each $1,000 in PV submitted over $10,000.
! ff o 50% Monthly specials
They’re some of our most popular (and most personalization-friendly) prints, and this June, they’re on special! This month only, Customers can save 50% on any solid crosshatch style with every $35 US/$40 CA spent. With 35 styles to choose from in home, utility, handbags and more, customers will love it!
Your Hostesses can get the new Perfect Pairing Thermal Set for just $35 US/$44 CA when they host a $600+ party in June. Not only does this set include a signature Thirty-One thermal, but she’ll also get two wine cups, a cutting board and spreader – everything she needs to build a beautiful picnic!
June 2018
Home Office has pulled out all the stops for June - so no excuses on having a dreaded “J� month! From unicorns and sharks to tractors and campers, plus festive fireworks for summer, your Customers won’t want to miss these fun seasonal prints on our top-selling totes, thermals and more! These five fab prints are only available to order through July 31. Also, starting June 1, the new Global Inspired collection featuring tried-and-true ThirtyOne products in four new on-trend prints along with coordinating faux leather solids are available for everyone to sell!
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Get ready to finish out your season strong of FOUR fall-ready colors, including the new – and have an even better start to fall. Set a Ooh-La-La Olive Pebble and Black Pebble, plus Merlot Pebble and Caramel Charm goal to earn our June Sales Incentive! Pebble. When you submit $1,000 or more in Personal Volume June 1-30, you’ll earn the Boutique And while we think this will be a top fall style, Backpack, a brand-new Fall/Winter 2018 your Customers have the opportunity to get the Boutique Backpack in their hands even product. sooner, because it’s also the July Hostess Your Customers will love this faux leather Special! When you earn the June Sales backpack, a fashion-forward hands-free style Incentive, you’ll have your backpack on hand with beautiful details like high-performance in time to share throughout the month of July. stitching and reinforced pockets. When you earn our June incentive, you’ll have a choice Head over to TOT for more info and the FAQs!
June
SALES INCENTIVE
June 2018
calendar
1 4 5 13 18 30
2018
June Specials available! Summer Print Event begins! Global Inspired available to everyone! Watch Inspire with Kate Dream More. Achieve More. LIVE Facebook Event! Happy Father’s Day Watch Inspire with Kate Last Day: June Specials
NEW CONSULTANT WEBINARS June 5 June 18 June 11 June 25 OPPORTUNITY WEBINARS June 7
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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!
JUNE 2018 CELEBRATION TOUR DATES June 6 Dearborn, MI
June 12 Orland Park, IL
June 21 Eau Claire, WI
June 8 Grandville, MI
June 13 Northbrook, IL
June 22-23 Roseville, MN
June 9 Portage, MI
June 15-16 Madison, WI
June 25-26 Des Moines, IA
June 10 South Bend, IN
June 18-19 Green Bay, WI
June 29-30 Omaha, NE
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!
June 2018
Do you still...
Party
We are all about the party at Thirty-One - but do you still party? I’m not talking about the new wave of online parties and social media hookups. I’m talking old-school, in the living room, ten women having a blast with a pile of products, catalogs in hands, no kids, no better half in tow, and you doing your thing.
If not, why? Did some anti-party bug come bite you? Did the party police show up and tell you that you were doing too much? Let me guess, you are afraid to do in-home parties or you think nobody wants to party offline, right?! Online parties are simpler and you can do more, right?! WRONG, WRONG! We women are social creatures. Now she may not want 15 people schlepping through her living room on Thursday night, but I bet if you offered to meet her and 10 of her besties at the Froo-Froo Palace for tea and sandwiches, they’d beat you in the door!
It’s Magical!
No Alice, this ain’t Disney World - but there is something magical about that party vibe. There is just something about a group of women getting together, laughing, talking, having fun that nourishes our soul and we need it just like plants need water!
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Did you even ask her?
Did she tell you she didn’t want to have a party? Or did you just opt for the “you don’t have to do anything, we can do it all online, you don’t even have to get out of your jammies” option to get her to commit? Yep! We know! We’ve all done it! But you are selling yourself - the experience - and your Hostess short by not offering her the opportunity to do what we do best - PARTY!
Best of both worlds!
Combine the two experiences and watch your Hostesses start asking for an offline component to their party! They will - and you’ll love it! Why? Because they’ll shop more. Hands down - they will buy more at an offline party than on their couch with the kids screaming in their ear. Use social media streaming to take the party live! Do yourself and her a favor - at least offer a home party, a cafe party, or a hybrid of online+offline. When you do - your business will respond in such a way that will astonish you - and your bottom line! Plus you need that girl time too! #31Life
Want more money? How much? Double what you made last year? Triple? It’s doable, but to get more you have to do more! You have to commit to not be complacent with minimums. In fact, that minimum you strive to hit each month needs to become your new baseline! Nothing less!
Your confidence will grow as you become more familiar with product lines, sales strategies, and marketing savvy techniques.
Your why will shift with time as you pass milestones and realize goals and discover that the phrase “if you can dream it, you can achieve it” is actually true!
Your pocketbook will grow because you are earning Okay - that’s a few things that more commission! will definitely be in the plus Your passport may even grow as you start to become eligible for incentive trips and other rewards that come with increased performance!
If you are a leader, your base is $1,000 PV. That should not be your goal for the month that should be your minimum. Your goal should be 2K, 3K, 4K or more! Your impact on others will grow too If you are a consultant, you as you introduce do realize that getting 1K the opportunity to in PV is not unreasonable, others and they right? Just because your begin to experience director has that title behind personal and her name does not give her financial growth as a superpower to reach that a result of their own level of PV each month. You business. can do it - you should do it! What’s stopping you? Your involvement in the world of Thirty-One will grow as you Now, what happens when become more immersed with we push ourselves beyond your team, your sisters, and what is considered minimally the Pink Bubble. acceptable? GREATNESS! That’s what! Your knowledge and skills as a gifting expert and sales pro Your team will grow because will grown and deepen and you are in front of more will give-way to even more people - the more no’s you growth professionally and get, the faster you get a YES! personally.
column...so, what is your hesitation again? Give me your argument for just meeting rather than beating minimums again! Yeah, I didn’t think you’d stay on that side of the fence for much longer!
Minimums
You control your paycheck!
B E A T I N G June 2018
GET YOURSELF A BETTER
Lemonade Stand!
Facebook Messenger is continuing to grow at an unprecedented rate and shows no signs of slowing down. Not only is their user base growing like crazy, but the engagement statistics from this real-time conversation channel are so astronomically high, you’d be crazy to not have it in your arsenal of business tools!
related to writing a message to your friends - we call that relationship building! Sound familiar?
They are calling it conversational commerce and it’s right up our alley! Messenger marketing is going to dominate ecommerce well beyond 2018. Get ahead of the curve and discover all the ways you can use it to your advantage!
GIFs and IMAGES If a picture’s worth a thousand words, gifs must be worth millions. Well, within reason!
Do whatever you can to make your personal brand feel more like a person and less corporate. You want them to feel comfortable reaching out to you for their gifting needs and asking questions, right?!
As you start to explore, you’ll find better results if you focus on the product and calls to action. High-quality product images are going to reinforce the user’s perception of your product’s quality - so have them at your fingertips with a networked folder you can easily access from your computer, tablet or phone to plop in the conversation with a few clicks. Be a better cropper too! If you are sharing personalization screengrabs - take 15 seconds and clean it up. She doesn’t need to know you were shopping for flip-flops when she messaged you at 3 a.m. Crop that junk out and give her a crisp, clean pic. [Did you find good flip-flops? If so, where!]
Popping these in not only helps make the messages more engaging but can help to bolster the message. A well chosen image can KEEP IT LIGHT AND EASY communicate exactly what Writing messages isn’t the you want to say with nothing GET PERSONAL same as writing a 3000+ word more than a glance. But don’t As Dale Carnegie once said: “Remember that a person’s sales email. It’s more closely get cra-cra here!
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name is to that person the sweetest and most important sound in any language.” It’s just good marketing to include personal elements like your customer’s first name in
your conversations with them - written or verbal. Taking 2 seconds to use their name (it’s right there in front of your face at the top of the screen by the way) is a no-brainer! Make the effort! Try using Facebook Messenger for business! It’s going to dominate the rest of 2018 and will become one of the chief channels to interact with customers. Check any of the larger
Add value for them!
brands, you’ll see they’re putting lots of money into developing killer chat features to increase • Upselling! Take advantage of the moment and their attention and sell accessibility with their them personalization on the LUT customers. Well you’re they are buying. You found out they already there - they are using it for their new boat, right? are on your friends list, While they are picking out a print, right? So, for once you do a screenshot with a cool icon-it and shoot it back to them. • Cross-selling! She’s in love with Studio 31 and has just ordered her brand new purse - does she have a matching wallet and key fob to complete the look? Or do you want her to go to Target to grab those? • Updates! You know she’s a teacher and super busy with end of school stuff. You know that picnic set she ordered is for her reunion in 2 weeks and you know it just shipped. She probably won’t have time to check are in front of the ball email - so message her the news so turn around and catch and she has one less thing on her it! Be flexible, do a little brain to stress about! Score point! research, test it out with your teens phone (they’ll • Exclusive offers! You need $130 more in PV to push you into the think it’s cool and may next K group and you are flat out even have suggestions) running out of time! You message and delve into Messenger your 10 best VIPs and let them as a business tool! know that you are offering them 50% off personalization if they Whether it’s a simple order a special with you in the next way to chat where they 12 hours. Hello 2K group! already are and connect or a way to issue a call to • Reminders! She’s wants to buy the special this month, but she needs action - the old lemonade to wait until payday to place her stand needs an upgrade order. No problem! Message her the girls - let’s see what this night before. I’d toss an opportunity one will do! brochure in the mail to her too!
June 2018
mastering LEADERSHIP You love your team and you share things with them all the time to help them be better at what they do - but do you practice what you preach? OOOH! She did not just go there - OH YES, I DID! Because we all need a little wake up moment to keep us on our toes. Sometimes we get bogged down looking at team results and we forget - we are part of our own team! How can we expect the team to perform when we don’t! We should be setting the mark for them to beat and shouting from the rooftops with a loud celebratory noise when they do! In order for this thing of ours to work - we have to have a unified approach - to everything! Sales, sponsoring, partying - we all have to do these things to stay in business! If, as the leader, you create a culture where these things live and thrive - guess what! They will! Have you ever noticed at conference that certain teams out-perform others. Now I’m not finger pointing - but think about it. The teams that have leaders who push themselves, have more team members who push themselves.
You gotta walk the walk! Being an optimal leader
key fob! Picture 100% engagement at some level. Wow! That’s huge! Not what they sold, but THAT they sold something! Start small. Try a key fob challenge just to get them to re-engage with their business. Don’t expect them to sell 31 of them in a month. But encourage them to just sell one!
Why not offer to be their accountability partner? Check in with them - see what’s going on in their life that is blocking them from working their business. They may feel like they’ve gone too long to restart. You can Now, having said that - I’m NOT talking certainly talk them down off that ledge, right! about the highest-grossing team or top in sponsoring - although I’m quite sure you’d Most of all, be their leader - but also be love that anyway - but what I am talking about your own business owner. Let them see you is engagement and productivity! Getting the pushing in your business. Share successes zeroes busted each month. and failures. They need to see you modeling success, but they also need to see your I mean how would you feel if you could get grace when you fail! If you flounder, garner every single consultant on your team to sell encouragement from them! They’ll support something this month - anything - even a you! You taught them that, remember!
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mastering LEADERSHIP
e on y t thir Director
Directors
Must-Do’s
Act as a consultant first, leader second. Role model with a strong personal business! Participate in events and programs, communicate with your team monthly, and work on self-development! This is a key part of your job!
Celebrate
Host or attend C&C Meetings. Celebrate new consultants and help them get started strong! Celebrate seasoned consultants when they hit key milestones and always strive to foster a positive team culture.
Encourage
Communicate with your team monthly and encourage their attendance at events and in programs and incentives.
Reward
Keep things simple! Promote incentive and reward programs that will help your team build their businesses and grow!
Corner Senior Consultant
Are you hesitating on moving up to Director? Do you hold back on recruiting now that you are a Senior Consultant? Don’t! Being a leader is one of the most rewarding parts of the Thirty-One experience! Think of how many lives you will continue to impact by sharing the opportunity! The potential reach of your efforts is exponential if you think about it. You are enriched as a leader beyond any measure that can be put into words! You grow as much as your business does as you maximize your income through helping your team members realize their own dreams and goals. Now that’s a dream job right there! Talk to me about moving up in leadership! You should pursue it with the same energy and excitement that you already have for your business! Promoting strong isn’t just about meeting expectations, but exceeding them – are you there? That’s a true sign that your business is healthy and growing - and ready for the next level!
It all starts with knowing your expectations as a leader!
June 2018
customer EXPERIENCE
Party 101
Getting her to say yes without asking!
“Would you like to book a party with me?” - or “Want to learn more about selling 31?” Ever ask those two questions? Well stop! Now, before you get crazy, I’m not suggesting that you stop offering the chance to book a party with you or learn about your opportunity. Just think about it for a second. Who are both of those questions about? You, right? There’s nothing in either one of them that makes her feel like you’re making it about her AT ALL. Plus, just from a purely practical standpoint, they’re also closed-ended questions (meaning they can be answered with a yes or no). That usually leaves you no place to go when it comes to overcoming objections and supporting the person in seeing what’s possible if they say yes.
“Renee, I want you as one of my June hostesses! You added so much to the party tonight! You’re fun! Let’s look at our schedules and see when we can get together. Which week works best for you?” “Sue, it was great talking with you. I so appreciated your honesty about your daycare situation and I could really relate. I’m still thinking about your situation and I’d love to buy you a cup of coffee and share with you what I love about how flexible my job is. How does next week look?” See how easy that is? You’re still using a question, but now it’s an open-ended question proceeded by lots of acknowledgment FOR HER and it’s clear that you’re more interested in HER needs than your own.
So, if you can’t ask those questions, how do you book home parties and build your team? By making a shift from asking to offering. It’s really that simple. When you frame your question as an offer instead, you shift the focus from what’s in it for you to what’s in it What other ways can you make it all about HER and ask for the party or share the for them. Here’s how that sounds: opportunity...without actually asking?
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Core Values Being flexible is a must! Every business faces challenges. The importance of flexibility in handling those challenges cannot be overstated! Whether it means changing up your approach to attracting new customers or handling inventory shortages, embracing change is required to survive!
now usually results in losing more later. Squabbling and the stomping of feet will do little to fix anything. So don’t. Adapt and move forward.
Learn to assess and pivot Employ a positive mindset and come up with new ways of seeing and doing You’ve got to be open to new ideas, shift things. Our recent stock shortage is a your focus as the situation demands, and prime example. No one was happy that pivot that focus without getting flummoxed a product sold out, but we each had the when things go south. flexibility to pivot to other products in the same print that had availability. Thinking Think creatively on your feet is paramount to what we do. When a challenge presents, embrace creativity and accomplish goals with a new Exercise emotional intelligence mindset. If you’re experiencing stagnation Emotional intelligence means controlling in business growth, sticking to the same and filtering one’s emotions in a thing might not serve your best interests. constructive manner. That’s a big long The key to new growth could be change. sentence that means keep it professional. Think outside the box to find a solution Things change, plans shift - be a step rather than getting mired down with the ahead! Better to have a Plan B and not problem. Creative solutions require an need it than to be caught without one! open mind and willingness to embrace change. Get creative, adapt, focus and pivot - it sounds like something out of a Girl Scouts Maintain integrity manual, but they are skills you need to We’re all adults and we know that not develop to flourish in this business. You everyone is going to play by the rules all have to adapt and move forward without the time. That’s life! Learning to handle missing a beat. If you let yourself get that situation like a pro and move on is rattled, it’s like standing on quicksand what you must do. A quick ill-gotten gain and that never ends pretty!
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Solutions, not excuses! Handling Out of Stock Situations
The phone rings and it’s your customer. You’re so excited because she is in a shopping mood! She starts giving you her order and you’re on cloud nine! She’s ordered over $200 in product and you even convince her to convert her order to a party. Then...she tells you she wants an Essential Storage Tote in the new unicorn print for her granddaughter. Your heart sinks - you know it just went out of stock - what do you say? Do you freak out? Of course not! You are a pro! You pivot and let her know that the product was super popular - so much so that current stock is depleted, but you do have that print available in four other products! Then, pivot again and ask her how she intended to use the product and provide her with options. If she has her heart set on the Essential Storage Tote, offer it to her in another print, but share that additional inventory may be available in a few weeks and ask if she wants you to let her know when it arrives. Okay - now what have you done there? Did you catch that? You calmly let her know about the current out of stock situation but immediately pivoted her focus to another product in the same print (which is what she is likely really drawn to)
and salvaged the sale. If she takes the substitute, you’re good! You’ve also given her the option to purchase her original selection in a different print! Either way, still offer to let her know when the out of stock item is available and give HER the choice to purchase then. Then you’ve sold two products, not one! A customers response to out of stock situations depend largely on you on average, 69% will complete the sale with a substitute or be willing to wait for fresh stock. Now, if she declines the substitute, she still has the option to wait on the stock to replenish - so the sale for that item is delayed a few weeks and that’s okay too! In any of these scenarios you put the choice in her hands. She’ll appreciate your honesty and your flexibility in providing her with solutions, not excuses. Low inventory and out of stock situations are NOT the end of the world - or your business. THERE IS NO PURSE OR TOTE EMERGENCY! These type of situations can develop at any time with any type of business! The key is to be prepared, have a solution in hand, and let the customer decide what’s best for them. Your customers deserve that level of professionalism!
Sorry, that’s out of stock! We have that product in another print! Want to see the choices?
We have that print in other products! How were you going to use it?
We may have more stock in a few weeks. Want to know when we do?
Do nothing! Lose the sale. Customer is frustrated. Bad experience.
June 2018
Personalization adds value to the product and to your paycheck!
♥ Offer it with each sale!
Personalization Personalization increases the likelihood of multi-item purchases − It’s easier for them to say yes to personalization if you show them what it looks like and offer suggestions!
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eas for 31 Iad#Fundraiser 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. 22. 23. 24. 25. 26. 27. 28. 29. 30. 31.
Veterans groups Animal shelters Foster homes Summer Meal Kits for Kids Food pantry Dance troops Cheer teams Sports booster clubs Band boosters Choral groups Church Youth Groups Mission Groups Cancer & Hospice Centers Rotary & other Civic Groups Social Clubs Classic Car Clubs Active Duty service care packages Summer Enrichment Groups for kids Homeless shelter Battered women shelter Community music, arts, or theater groups Library book fund School Rainy Day fund Senior Class fundraiser PTA/PTO Groups Animal Cruelty fundraisers Neighborhood Watch programs Community Pool or Garden programs 4H or other agribusiness groups Awareness Groups Community Recovery or Rebuilding Projects