N E W S L E T T E R SEPTEMBER 2019
My customer screamed at me! inside...
FACEBOOK GROUPS Why you need a Customer Group on Facebook
FOLLOW HER LEAD Mama knows what she wants...so listen
BE A VIDEO PRO
Look like you know what you’re doing when sharing
5 WAYS TO A NO
You want it, so go for it and get those no’s out of the way
Rebecca Domasky Senior Director 916-544-9154 readywithrebecca@gmail.com
Join the Conversation!
www.facebook.com/groups/790013121047251
How are you marketing custom kits? celebrate - encourage - reward
Monthly CUSTOMER SPECIAL
It’s our PURSE SPECIAL! This one is super popular with all of our customers! Help her select her bag for the season and save BIG! She can grab her purse for $25US/$31CA that’s a crazy price! It’s also a great price for her to combine the special with some matching accessories like a wallet or a new key fob! If she’s already set with a purse for the season, she can save 50% off any one Online Extra with a qualifying purchase! Share and let her know her options!
Encourage & Share
When she hosts in September, she’ll save up to $100 this month when she selects one item for 80% off with a $600+ party. Plus, Hostesses are always rewarded for sharing the fun of Thirty-One with friends, including halfpriced products, Hostess Credit and our fabulous Hostess Exclusives!
Monthly
HOSTESS SPECIAL
HOSTESS EXCLUSIVES
Encourage & Share
1 FALL GOES LIVE September Specials Begin 5 Fall Launch Day 10 Product Credits given on Retail Orders 15 Redeem August AMP rewards 17 31 LIVE at 9 pm 19 Hello Happy LIVE for October! 26 Product Credits given for Party Orders
September 2019
Are you new to Thirty-One? Join in on our New Consultant Webinar! Check ThirtyOneToday for dates and times!
authentic g
Be
You. Be REAL!
Encourage & Share
mastering YOUR 31 BIZ
Q&A
WITH THE BOSS
Ever wanted to sit down with Cindy and pick her brain? Of course you have! What’s the first thing you would say? Or better still, what are the top 5 questions you’d ask her to help boost your business! If you need a raise, want to grow, want a promotion, need to save for a new house, We took a stab at it...sort of - Here’s what we came up with. In fact, she answered most or want a banging vacation - there is ONE answer that will be the stepping stone to of these during conference! Check it out... start you on the path to that dream - have a party! Q1 How can I grow my business? Have a party! We love the convenience of Facebook and fundraisers and all of the new ways to Q2 How would I expand my reach? encourage purchasing - either through Have a party! online parties or retail sales. It’s awesome! Q3 I want my team to grow! Suggestions? But the real magic happens at an in-person party! That’s where the party transforms Have a party! into a gathering of friends, new and old, sharing smiles, laughter, and just enjoying Q4 How should I go about earning LIT? the moment of being together, of just being Have a party! women! That’s the magic! Q5 My business is in a slump! Any tips? You can’t get that behind a screen. You just Have a party! can’t. Say what? I know you think she sounds Okay, so one more question for Cindy... like a broken record - but she’s been doing Thirty-one longer than there has been a How do I go about replacing my day job? Thirty-One, right?!? So trust her! Have lots of parties!
celebrate - encourage - reward
SOCIAL MEDIA
Why-
you need a Facebook Group for your business To
be
successful
business,
you
supportive community.
in group and see its content you’ll
best
can
get
all
a without being a member. of your customers who customer A closed group can be are on Facebook to join. Facebook found, but membership Within a group, you can ways
to content
inside.
Secret
foster that environment! groups are just what the You
to
need
Groups are one of the is needed to access the absolute
want
control
the name suggests - the group
promote share
your
business,
moments,
play
games, take polls, and
visible. even throw watch parties, the group, establish You would need to share and share products. Share friendships, and take the the URL for them to join the specials, let them nurturing
aspect
of is
not
publicly
level of service you give and then approve them know
about
fundraising
your customers to new as a member. They have opportunities, and host heights! This creates an a downside - no one will your own opportunity absolute win-win situation be able to find your group events, one-off specials, for everyone involved.
just by searching.
Setting it Up
Generally, the best way is
There are a couple of to setup a public business
and more! But don’t make it all about business! You are building relationships
options - Public, Closed, page and then a closed VIP with these people - let or Secret. What do they Customer Group for your them get to know you too! mean? Public means that community of customers. This is where you really let anyone can locate your It’s the VIP Group that lose and lead your tribe!
Encourage & Share
BUSINESS TIPS
Social Media Mixup 69%
INTERACT EDUCATE ENTERTAIN INSPIRE ENGAGE CONNECT
69% 31%
31%
PRODUCT NEWS & ANNOUNCEMENTS BIZ OPPORTUNITY Most of your social media content should NOT be about your ThirtyOne Business! Say what? Yes! That’s right! To keep your organic numbers up and in the feds, you should limit business relations posts and provide viewers with a healthy
variety of content. Guess what else this does? Helps keep you out of Facebook Jail! Cause, lets face it! How many specials are you going to sell from in there? That’s what we thought! You’re welcome!
Encourage & Share
BE A
Video
PRO
Sharing video is a smart way to boost interest in you and your business! It's also a simple process now with live streaming on social media and smart phones! Here are a few tips to help you do video like a pro!
Look behind you
You are making a video to put on your business page - so don't film it in front of your guest bathroom mirror! Create a nice backdrop that has some visual elements that reflect you. Location is anything goes - your office, your living room, the park whatever strikes you. Do take a minute to consider what's behind you.
Tech Stuff & Props
and consider what you want to share. If you plan your topic and know a few key points in advance, you'll stay on message, eliminate rambling, and feel much more confident!
Create a Facebook business Page and establish a mobile-friendly hub to get discovered and
Be Yourself
Take a deep breath, smile, and be YOU! They are not wanting an infomercial. They are not trying to watch the next Oscar performance. They are tuning in to see you and all your wonderfulness! You are having a chat with a friend. People can feel your energy and enthusiasm through your posture and facial expressions, so relax, get comfy, and be yourself. This will make all the difference in how people connect with you and what you are sharing.
If you plan on talking about a product, have it on hand and within easy reach. Prep this before you start recording. Check your lighting too. You should strive to have good lighting in front of you and behind you. Natural light is best and FREE! Pick a room with a sunny window. If you have a case of the uncontrollable hand shakes, pick up a tripod for your phone for a few Whether you are recording video to upload bucks at the big box store! and share or going live for a truly authentic viewer experience, do a little quick prep and then have fun, stay on message, and most importantly, be yourself! Your videos Before you start, take a few minutes will be a hit with customers!
Don't Ramble
“Your journey is the best marketing tool you have!" celebrate- -Cindy encourageMonroe - reward
SOCIAL MEDIA
follow her lead mama really knows best
We often talk about the simplistic nature of our business and how the built-in flexibility is priceless! Honestly, when you couple those things with the generous commission plan and product discount, you truly wonder why everyone is not selling Thirty-One! But we’e got to have customers too, right? So, who is your ideal candidate for sponsoring? Have you thought about it? It’s not so much about what she looks like, what car she drives, or the kind of shoes she prefers (although we do love our shoes almost as much as we love our bags, am I right?) - it’s more about what’s she wants!
I could give you a list of perfect candidates - from teachers to students to nurses to moms - but at the end of the day, it’s going to boil down to one thing! What does she want? That part is really important when you are moving her from customer to team member. That ‘want’ is going to help you solidly identify the next really important thing in this sponsoring equation - her why. Her why is going to be the driving force behind her success - or lack thereof. If she’s not serious about her why, she’s not going to take her business seriously. She’s probably not going to qualify. She’s probably going to end up being a kit napper and drop off in her first year.
You are going to have those. It’s a reality. The key to success is converting the kit nappers, the non-qualifiers, and social sellers into Pink Bubble Sisters who have a purpose, a reason to work that business, and blow it out of the water! How do you figure out her why? You listen. You engage. You pay attention to cues that she provides just in passing as your customer. If she’s struggling with the fact that she has to take her kids out of dance and little league, you have a solution that will work for her. It’s proven! Share that with her! Show her just how doable it is. Help her through the first couple of parties and sponsor her straight to success! See sponsoring is so much more than just selling her a kit. The kit is a great deal! It’s the best deal you’ve got! But you have to show her why it’s the best deal. Why it’s the deal that is going to help her make a difference in her life, in her family’s life - without that connection, she just got a great deal on some really great products. Your job is to help her find and make that connection and then get her up and going! That’s sponsoring...and that’s your job! She’ll take you right where you need to go - you don’t have to “sell her” or “trick her” into joining. The pot is sweet enough! You just need to be honest, be authentic, and listen.
Encourage & Share
5
Warning Signs
Crazy Bag Lady Syndrome
Over-sharing specific details about your products and hostess program and you’ll see their eyes glaze over, that polite smile their mama taught them to use in awkward situations, and the head tilt! Scratch the surface just enough that she’ll want to ask you for more information - not the other way around.
3 Strikes - You’re Out!
You sent a message. You sent another. You waited and....yes, you sent a third one! Strike three - you’re ignored, maybe blocked. Was she busy? Maybe she’s at the dentist! Doesn’t matter now - strike 3, you’re out. Who’s next?
You’ll get a No!
You have to add your own voice, your own personality. You say gals, but the script says peeps - so change it! Make it yours!
I'll call you when I need you!
Do you provide zero customer service? Ouch! That hurts! But we all need a little self-check once in a while. Are you guilty? Eeeks! Could you do better? Couldn't we all! If you are a zero-service provider, STOP! You are killing your business. If you only call when you want them to book a party or place an order, you are missing out! Turn your booking calls into customer service calls and watch your business do a complete 180!
You know where she got that chicken Well, it's not her problem... Ever go to a party (okay, haha, not THAT kind of party) and you walk around, your cruising the food table, and that fried chicken on that platter looks just like what you saw at the deli in the Piggly Wiggly that morning while shopping. MmmHmmm - she took that store bought chicken and put it on her grandmother’s best platter....she didn’t fry that! We’ve all done it - well most of us have at some point. Right? No?!? I bet you’ve probably done it with a script. Google search or digging on TOT, found a script, and you know you did the copy/paste thing. You know it! She knew it too when she received it because it sounded nothing like you. Yup - just like that fried chicken.
You only need to sell a gazillion key fobs to meet your goal or you are in a team challenge to book 3 parties by 2:31 today - how is that her problem and why are you making it so? Saying things like "I need you to" or "Do you think you can" is not a good business practice! It's supposed to be about HER, not you! How can your conversation with her benefit her. When you put your customers first and deliver on your promise to them, they will feel like a VIP every day of the week and your customer base will multiply because they will share how you made them feel! Then you won't have problems booking 3 parties by 2:31 today, now will you! Every person you interact with is a potential customer, hostess, or team member!
celebrate - encourage - reward
We are in the final swing, ladies! If you are serious about getting on that boat, now is the time to be kicking things into high gear! With Fall launching this month and the holidays just weeks away, get those sales in, help
your newly sponsored team members do the same so that all of you can get those points added to your balance! How many points do you need? What’s it going to take to get you there?
HOLIDAY BOOKINGS Know what you should be focused on right now? BOOKING HOLIDAY PARTIES! From ornament exchanges or kid’s shopping nights, reach out to your customers and get their holiday party on your calendar!
Encourage & Share
SELLING
My customer screamed at me!
I know right! We are all in the same boat! But you know what? It happens! And not just to us it happens to every business out there. Delays, shipping miscalculations, overwhelming response to an offer - the list goes on and on.
How am I supposed to sell fall when she’s still waiting on summer orders? She might be...but probably not. Let her vent! Let her be mad as @#&*$! There’s a difference between her being mad at the situation and being mad at you. Read it again. See the difference?
It’s not so much about WHAT has happened, but in how you respond to it. Go back up there and read that again. Now, OWN IT! Don’t make excuses. Don’t pussyfoot around the issue. Don’t over promise! OWN IT! Oh my! I can hear your teeth gnashing all the way down here! It’s okay! Breathe!
Don’t keep explaining to her that the distribution center relocated, and blah blah blah blah blah. She knows this. You’ve already told her that. She watched the video from home office. She knows why. Don’t patronize her and don’t cop an attitude with her because she’s mad! What can you do? Empathize with her situation. Look at her order. Did she buy a bunch of clearance stuff? Or did she order an $80 purse with a name on it that ain’t hers! Was that a gift? Is it a holiday gift or was it for a party she attended two weeks ago?
Why will she respect you more if you OWN IT? Because it shows you have a backbone. It shows you care about her situation and not just the sale she gave you. It shows you care about your This is where you put your pink gloves on and deal with the situation for YOUR business and HER PLACE IN IT! customer. Pick up the phone. Call her She’s mad! If you are waiting on an order and walk her through the order. The - you’re probably mad too. But you know product that you have sitting in a LUT on what? That’s to be expected. Believe it a shelf in your office might be what she or not, the angriest customer you have needs to take to that birthday party next probably hasn’t said a word. She not Tuesday. Maybe you could offer her that going to be the most vocal VIP you’ve and when her order ships, she pays you got in your customer group right now! back out of her order.
Encourage & Share
SELLING
Now, sell her Fall!
Okay - ready for part 2?
You’ve acknowledged just how upset she is that she still doesn’t have her order from mid-summer. She’s back from the cruise she wanted to take that tote on and she is still rubbing aloe vera on the sunburn she flew home with. Now she’s wearing a bra that’s killing that same sunburn, sitting in a classroom that has no air conditioning, wishing she was back on that cruise ship and realizing she’s got to last 11 months before she can go again. Then.....you call her, after dodging her calls for a month, and ask her to buy a new purse.
back. When she answers, you are going to take 2 minutes of her time. Let her know that you meant to mention this the other day and you were so excited to find out about her cruise that you forgot - but did she want you to mail that to her house or just send the digital link to her phone? Then you are going to get off the phone again. Leave her alone. Let her do her aloe vera regimen.
Day 7, you are going to out of the blue email or text her the specials flyer. She’s gotten that catalog, she’s looked at the new stuff, and she’s either circled the page or made a mental note of that new purse she wants and what personalization GIRL!! You cannot do that. She might she wants on it. That’s it, just a text or hang up the phone on you! No no! email. Not one thing more! So what are you going to do?
Day 9, you’re going to call her again. Let her know that you are checking in with her. The customer special is way more popular than planned and you didn’t want her to be disappointed if she wanted to grab her fall bag for that special price.
First, you are going to let her know that you have checked on her order and, using the new shipping guidelines that have been released, give her an ESTIMATE of when it will likely arrive. AN ESTIMATE and let her know that with everything She’s going to think about that. She that is going on, that estimate is subject knows that purse is going to cost her $80 to change, but hopefully will not. bucks next month when she’s over being all upset and that sunburn is better. She Next, you are going to ask her how her knows an awesome deal when she sees cruise went and you are going to talk it. Then, and only then, are you going about that and let her just be her for a to take her order for that new purse she bit. Then you are going to get off the wants. phone. That’s right! This call is going to be ALL ABOUT HER and you are not And that, ladies, is how you are going going to try to sell her anything! to sell her a new purse while she is still upset with you about her delayed Now you are going to wait a couple of summer order. days...then you are going to call her
Encourage & Share
BOOKING
PLAN & SHOP AHEAD They are going to go fast! Make sure your customers get the ones they want!
Did you join yet? Search your group today! Pink Bubble Community https://www.facebook.com/groups/PinkBubbleCommunity20192020/ Pink Bubble Leader Community https://www.facebook.com/groups/PinkBubbleLeaderCommunity/
Encourage & Share