New Consultant How To Guide

complete guide to starting your business

o T w Ho FALL/WINTER 2016-2017

index

Let’s get

2 Book 3

Hostess Coaching

4 Party 6

After the Party

7

Share the Opportunity

8 Get Connected 9

Business Resources

10 Glossary

your Launch Party

booking

Starting your own business is exciting, and it deserves a grand opening! We call this opening your Launch Party. The purpose of this party is to share Thirty-One with others in order to generate sales and future party bookings, plus identify friends to join you on this journey.

What’s unique about a Launch Party is that you are the Hostess! Not only will you have fun kicking off your business and sharing it with others, but you can also experience what it feels like to be a Hostess and earn Hostess Rewards, like free products and Hostess Exclusives!

My Launch Party date:______________________________________________ Time:___________________________________________________________________

You can hold your Launch Party anywhere: your home, a community center, a restaurant, etc.

Where do you plan to hold your Launch Party? ________________________________________________________________________

your First Parties

Bookings keep you in business; you will want to ensure you consistently have three or more parties booked on your calendar. There’s no better time to start booking those parties than right now!

So what do you do? Look back at your “Who Do You Know?” list (found on the page 11 of this guide) and begin making calls. Try something like this:

“Hello Sue. How are you? Is this a good time to talk?

“I’ve started a new business with an amazing company that specializes in fashionable products to keep you organized in your home and in your life. The company is Thirty-One Gifts, and I am so excited! I wanted to offer you the opportunity to have a fun time with your friends while earning some of your favorite products for free. Hosting a party would also be a big help to me as I am getting started. I am looking to party on <offer specific date> or <offer specific date>. Which one of those dates works best for you?”

tip

Plan your Launch Party within 10 days of signing up.

2

tip

It’s up to you how many parties you will hold each month, but to improve your party skills, it’s a great idea to hold at least four during your first 30 days. (Imagine learning to swim. While you might only swim a few times a year, it would be difficult to become proficient with just one lesson a month for six months.)

tip

For some great tips on bookings, visit ThirtyOneToday.com (or .ca for Canada).

Type “bookings” in the TOT search bar to learn more.

Bookings

Hostess

coaching

Coaches provide encouragement, support and tips to help you achieve your goals. You’ll need to be that type of coach for your Hostess to have a great party.

Hostess Coaching is about sharing and learning with back-and-forth conversations, so you can help your Hostess reach the success she wants for her party.

One helpful tool you will want to use for every party is the Hostess Coaching Checklist on ThirtyOneToday.com (or .ca for Canada). This tool guides you through a series of connections with your Hostess to help you not only have a great party but to develop a relationship.

In addition to your Hostess Coaching Checklist, an email invite system is included as part of your Virtual Office (this is an online system to support your business – check out the glossary on page 10 of this guide to learn more).

Follow these easy steps and you’ll be on your way lasting relations to a hip with your Host ess … plus a grea t part y!

Be BETTER TOGETHER during a

Search “Hostess Coaching” on TOT to learn more.

Hostess Coaching

tip

Work with your Hostess to invite 40 people to be sure she’ll have 10-12 guests at her party. This will ensure everyone has a great time while your Hostess has a great party!

fun Thirty-One party!

Hostess name: Address: Phone:

Email: Preferred contact

Three connection

s with your Hoste

FIRST CONNEC TION

Go over the infor mation in her Host ess Packet alon with the Hostess g Portal on your Virtu al Office Ask open-ended questions to learn what kind of party she would prefe r and what succ ess looks like for her

Use the Hostess Rewards Flier to build her wish list and to brainstorm her guest list, while more about her also learning and her guests Discuss her invita tion method (recommending a blended approach ) Email Invites Red Stamp

method:

ss for party suc

cess

THIRD CONNEC TION

Encourage your Hostess to send reminders to gues about her party ts

Remind your Host ess to gather outs ide orders Invite the Hostess to watch what you do and think abou what the extra mon t ey earned as a Thirt could do for her y-One Consultan and her family t

SECOND CONNEC TION

AFTER-THE-PA

RTY CONNECTIO

N

Send a “thank you” note Share the gift of the Thirty-One oppo rtunity, whether to host another it’s party in the futur e or to join your team

Facebook VIP guests Discuss the onlin

e extras to share

with guests

Tools for suc

cess Ever yone has the tools needed to make Hostess Coac No matter how often you connect hing a breeze. with the Hostess the part y, use thes and guests befo e tools to make re it simple, easy and fun!

Email Invites The perfect way to increase guest atten dance at the party.

When you create a party in your Virtual Office, you can choose to have an email sent to your Hostess inviting her to the Hostess Portal. The Hostess Portal is a shared online system where you can partner on entering guest information, sending email invites, tracking RSVPs and more, all with email reminders to help keep you on track!

You can access your Virtual Office right from TOT. For Virtual Office training, search “Virtual Office” on TOT for videos and more.

tip

Coaching Check list

Hostess

Facebook Perfect for getting excitement going before the party. Use it to send reminder s and learn about party gues ts.

Red Stamp Quickly send an invite to guests, remind gues party ts of the party or say thank you after the party.

Thirty-One vide os Share the product videos on our YouTube chan nel with your Hostess to get her familiar with our products befo re the party.

tip

When you use your email invitation system the guests will be added to your Monthly Customer Email as another way you can keep them up to date about everything Thirty-One!

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party

Three ways to

Party types

We love to party at Thirty-One! We love it so much so that we offer a few different types of parties. Our favorite is a face-to-face party, where the Hostess invites her friends to her home, a restaurant or even a ball field for some fun and shopping. When you can share some time together face to face, you get to know guests in a way that is engaging, allowing you to show our products and share all of our opportunities.

2016 FAL L-W INT

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We also offer online parties and Catalog parties. Both of these options allow your Hostesses and guests to party on their schedule, while inviting family, friends and acquaintances who might not live nearby to join in on the fun.

FPO

organize every

tip

Visit the Party Experience page on TOT for video of a W.O.W. party, Party Demo Videos and tips on face-to-face, Catalog and online parties.

Party Experience

4

tip

Your Enrollment Kit has everything you need for a great display. Consider grouping the products according to Catalog spread or product type. This helps the party go smoothly and helps the guests understand the products better.

room |

tip

enjoy every det

ail |

love every mome

nt FALL -WIN

TER 2016

1

Place a few special mementos in your Zipper Pouch and use it as a “why” bag.

For example, if your “why” is to earn extra income to take a trip to the beach, then a tropical postcard can be your “why” to help you share Thirty-One with others.

Rock every

W – Welcome

.w. w.o rty

The pa

party

Your “welcome” is how you kick off your party. Let guests know how excited you are that they are able to come together to have some fun and to enjoy a bit of Thirty-One too.

experience

Key Party Technique:

‘W.O.W.’ Them at Every Party!

Storytelling – As you share about Thirty-One and your “why,” be sure to use storytelling because it makes you memorable and relevant.

No matter what party type you are holding, you can create a simple and fun Party Experience with the W.O.W. Party Model.

Welcome

O – Offer Solutions

About 5 mins

s

• Share the Thirty-One story, mission & value • Share your “why” with a great story • Plant booking and recruiting seeds

Offer solutions

About 15 mins

• Introduce Catalog chapters

AFTER

BEFORE

• Welcome guests and celebrate the Hostess

• Ask open-ended questions

ing with

• Use open-ended questions and active listen

each guest during the full-service checkout

Wrap-up Hostess Coaching

About 5 mins per guest

• Bring the party to a close

• Plant final booking and recruiting seeds

Key Party Techniques:

Storytelling – Sharing how Thirty-One products help you in your everyday life can inspire others to see how Thirty-One can help them. It also paints a visual picture that they will continue to think about even after the story is done.

Open-Ended Questions – As you’re sharing different products, ask open-ended questions that begin with “Why,” “How,” “What,” “Describe,” “Tell me about” or “What do you think.” This will help you get to know your guests while involving them in the party.

• Share stories about everyday life

• Offer solutions by sharing a few products

This is where you introduce the three chapters of our Catalog – Just For You, For Your Home and For Your Family.

Pink Bag Calls

checkout • Connect with each guest during full-service

hout the party experience!

Remember to offer Pink Glove Service throug See page 6 for more information.

W – Wrap-up Bring your party to a close while inviting guests to host their own party. Then it’s time for personal shopping, where you can connect with each guest during full-service checkout.

Key Party Techniques:

Open-Ended Questions – Ask open-ended questions to fully understand her needs to be sure your guest feels valued.

Active Listening – Actively listening to guests’ open-ended questions will help you appropriately match their need with a Thirty-One solution.

tip After giving a Customer her total, let her know that if she’d like to Round Up the change, the money will support Thirty-One Gives, our charitable program dedicated to building confident women and girls.

To learn more about Gives, read The Heart of Who We Are flier.

5

party

After the Order Entry

When your party is over, it is time to submit those orders!

Visit TOT and search “Virtual Office” to learn how to create orders.

Customer Service

?

Did you

Customer service is essential to any good business, and at Thirty-One we like to call it “Pink Glove Service.”

Treat your Customers with respect and kindness, ensuring that they are having fun at the party, and that they are satisfied with their products once their order has been shipped. One of the most important aspects of Pink Glove Service is making a follow-up call after orders are received.

Why? Because this allows you to confirm your Customer is happy with the order, see if she has any other needs and when you can connect again. These calls are easy, fun and a great way to reconnect with your guests after the party!

While you have her on the phone, remind her about upcoming monthly specials. See if she is interested in making additional purchases, hosting a party or even joining your Thirty-One team! Do whatever you can to ensure Pink Glove Service and make a strong connection with her.

Know?

When you show your enthusiasm for what you’re doing, it naturally draws at others in. Have fun with wh ers you’re doing and oth will take notice.

6

tip

Call guests who couldn’t attend the party and offer to personally share the products with her friends and family.

tip

Remember to call the guests who didn’t order to ask if they enjoyed the party. When they answer yes, ask if they would like to gather some friends and family for a fun Thirty-One party of their own.

share the opportunity

New women just like you are joining the Thirty-One family every day because they love our products and mission, want to earn some extra income and are looking to fulfill a dream through this business. And many Consultants soon discover a benefit they never imagined – the reward of helping others achieve their own dreams.

Thirty-One is better when it’s shared. Whenever Thirty-One Consultants begin to talk about what they love most about their business, one word comes up: Sisterhood.

Inviting someone to join your team might seem intimidating, but it shouldn’t. It really isn’t about selling her anything; it’s about discovering her “why” and offering her the opportunity to achieve her dreams through starting her own Thirty-One business.

There are a few simple steps to inviting someone to join your team.

Talk to a person on your “Who Do You Know?” list or a guest from a party.

Have a genuine conversation by asking open-ended questions about her interests and family. An easy way to do this is to use the F.O.R.M. approach! Ask open-ended questions to learn about her: • Family The point of these questions is for you • Occupation to make sure you get to know her better • Recreational interests and understand the reasons “why” • Message of importance Thirty-One is a perfect fit for her! (find out what’s more important to her) Restate what you learned about her and her “why” and ask if she would like to earn income while having fun.

Mention that Consultants can earn about $150 at an average party.* Help her schedule her Launch Party plus three more parties.

tip

Whenever you’re sharing the opportunity with a potential new team member, use your Opportunity Brochure to help explain what she can earn.

* Based on average party sales of $600.

US: Representations made about income should not be considered as typical or guarantees of your potential earnings or profits as a Thirty-One Consultant. Your success with Thirty-One depends upon many factors, such as the extent of your sales efforts. For more information about what you can expect to earn as a Thirty-One Consultant, please read our Income Disclosure Statement posted on the “Become a Consultant” page at thirtyonegifts.com.

CA: Thirty-One Gifts Canada Inc. Statement of Typical Participant’s Earnings – 2015: The primary source of income of a Typical Participant in the Compensation Plan (the “Plan”) of Thirty-One Gifts Canada Inc. (“Thirty-One”) is from compensation on personal and downline sales of products and/or services. Personal earnings will vary. A Typical Participant in the Plan is defined as an Independent Consultant who actively engages in the activities necessary to realize the benefits of the Plan (i.e. active in at least five of twelve months). A Typical Participant in the Plan earns between Cdn $183 and $1,993 annually. Please note that these earnings have been derived from the past earnings experiences of Thirty-One. This Statement of Typical Participant’s Earnings will be updated annually.

7

connected

Get

One of the ways you’ll help strengthen your relationships and promote your business is through social media. While you absolutely want to focus on face-to-face contacts, you can also build connections through platforms like Facebook, Instagram and Twitter.

Connect with Thirty-One

You can connect with Thirty-One in a variety of ways:

Corporate Office Address: 3425 Morse Crossing Columbus, OH 43219

facebook.com/thirtyone facebook.com/thirtyonegiftscanada

@thirtyone

thirtyonegifts

@thirtyone

Consultant Support:

866.GIFTS31/866.443.8731 (855.GIFTS31 for Canada)

thirtyonegifts

Tips from our Social Media Expert: • Social media is just that … social. Remember, these are your friends.

• You don’t have to be on every social network – be on the ones that work for you.

• When posting, if you include hashtags, your content will be seen in related searches. Some great hashtags to use include #31party, #31uses, #31fashion and #31why.

• Tell – don’t sell – your story on social media – make sure that the posts and images that you are sharing are genuine.

• Do not link to your personal Thirty-One website in any posts on your personal account – this is against Facebook guidelines.

• Read your Consultant Guidebook, which can be found on TOT by searching “Consultant Guidebook.”

• Follow the company pages and accounts for images and inspiration.

Anything that is posted on these accounts is meant for you to interact with and share.

Your Personal Website Address: MyThirtyOne.com/_____________________________

OR MyThirtyOne.ca/______________________________ Your friends and family can order from this site and you’ll receive commission on those sales. For each level of StartSwell earned, new Consultants can earn a $14.95 credit toward the monthly website subscription. The credit will be added to the next commission check following the earning period. Consultants may cancel or make changes to their monthly subscription at any time through their Virtual Office on the Subscription tab. Search “Consultant Guidebook” on TOT.

Your Team

Your support system at Thirty-One includes: • Your Sponsor, who will be your first line of support and will help answer any questions you have about getting started.

• Your Director is a leader with Thirty-One who is available to support you and your Sponsor at events or with leadership goals.

Fill in the names of your Sponsor and Director below.

If you don’t know who your Director is, simply reach out to your Sponsor and ask or call Consultant Support.

Sponsor’s name:______________________________ Phone:______________________________________ Director’s name:______________________________ Phone:______________________________________

8

resources

Business Website: ThirtyOneToday.com (TOT) or ThirtyOneToday.ca (TOT)

• As a new Consultant, TOT is a great resource to help you gain confidence by using the very best tips and business practices.

• The first time you log in, use your Consultant ID and the password you created when you enrolled (reference your Welcome Email for details).

• You’ll want to log in weekly or more often, because TOT is updated regularly with announcements, training and promotions. It’s also where you can purchase exclusive Thirty-One business supplies.

• You can access your Virtual Office through TOT, which is where you will submit your party orders and manage your business.

• Once you have your four parties booked, it’s a great idea to spend some time exploring TOT and discovering everything it has to offer.

Ordering Business Supplies

You can order business supplies on TOT by searching “Business Supplies.”

This site includes items specific to Thirty-One that you can’t get anywhere else.

Business Supplies

most popular Business Supplies 1. Catalog 2. Mini Catalogs 3. Order Forms

tip

The search bar in the upper right corner is the quickest way to find whatever it is you’re looking for!

9

glossary

Active Consultant: A Consultant who submits $200 in Personal Volume (PV) in every rolling three-month period (current month and two months prior).

Booking: The act of scheduling a Thirty-One party.

Career & Guideline Support (CAGS): A Home Office department created to support you and your business. They specialize in answering detailed questions surrounding how you conduct your business and the particulars of the Career Path. Contact them at cags@thirtyonegifts.com or cagsCanada@thirtyonegifts.ca

Consultant: The first title in our Career Plan. Also used as a general term referring to independent sales field as a whole, regardless of title.

Consultant Guidebook: Includes guidelines for running your Thirty-One business.

Customer Specials: Every month, select items are available at a discount for Customers, as long as a qualifying purchase is made.

Enrollment Date: The date you submitted your online agreement, or the date your agreement was entered into the system if sent by mail or fax. It is “day one” for incentives (StartSwell, etc.). You can find your Enrollment Date (labeled “Application Date”) in your ID box on the home page of your MyThirtyOne.com/MyThirtyOne.ca Virtual Office.

Hostess: A person who gathers friends together for a Thirty-One party. She is eligible to earn Hostess Rewards, including free and half-priced items, and Hostess Exclusives. The higher her party total, the more rewards she’ll earn. See the Hostess Flier on TOT for more details.

MyThirtyOne.com/MyThirtyOne.ca: Your personal website where Customers can order online and your Hostesses can invite guests to parties and accept online orders. The Virtual Office is the part of your personal website where you run your Thirty-One business.

Subscriptions cost $14.95 per month (plus applicable taxes) and include online ordering through events and Monthly Customer Email. To access your personal website, go to mythirtyone.com/ (or mythirtyone.ca/) followed by your Consultant ID or the extension assigned to you when you enrolled.

Personal Volume (PV): The dollar value of the products sold by a Consultant, minus tax and shipping & handling charges.

Consultants don’t receive commissions on items purchased using Hostess Credit or as Hostess half-price items, or on Hostess Exclusives and business supplies.

PEQA: Personally Enrolled, Qualified and Active Consultant.

Qualified Consultant: An active Consultant who submits $1,000+ in Personal Volume.

Qualifying Party: A party with a minimum of $200 in sales.

Ready, Set, Sell (RSS): An earning period that takes place sometime during the month before a new season starts, where you can earn free products and supplies from the upcoming Catalog just by partying and sharing your business with others.

ThirtyOneToday.com (TOT)/ThirtyOneToday.ca (TOT): Designed exclusively for Consultants, this website is where you will find company updates, training, product information and much more to help support your Thirty-One business.

Virtual Office: This is where you place orders, personalize your website,* view information for downline Consultants, view commissions, set up party events,* manage contacts and view account balances.

Why: The reasons “why” you decided to become a Thirty-One Consultant. Whether it’s to save for a family vacation or simply get out of the house to meet new women, every Consultant has her own unique and personal “why.” Whatever your “why” is, we’re committed to helping you reach it.

10

*Feature offered with a subscription to MyThirtyOne.com or MyThirtyOne.ca

Who Do YOU know?

Thirty-One is a relationship business – the more relationships you build, the more successful you’ll be! Use this “Who do you know?” list to write down the names of people you can contact to share the news about your exciting new business!

Use FRANKS to help you think of people – Friends, Relatives, Associates, Neighbors, Kid connections and Spouse connections. Get creative and list as many people as you can, including co-workers, Facebook friends and more!

NAME

PHONE

NAME

PHONE

congratulations!

The skills you’ve learned in this How-To Guide will help you fulfill your dreams with your Thirty-One business.

Over the coming months, you’ll simply repeat the actions in this guide (booking, Hostess Coaching, partying, sharing the opportunity) to continue to build and grow your business. Your Sponsor will be, as sisters are, a great source of support and encouragement along every step of your Thirty-One journey.

You will also use the resources available on TOT, local meetings, conference calls and of course, you can always call the Home Office.

We’re excited to have you as part of the family!

YOUR INFO MyThirtyOne.com/

My Consultant ID:

or MyThirtyOne.ca/

My TOT Password:

3425 Morse Crossing • Columbus, OH 43219 • 1-866-GIFTS31 • thirtyonegifts.com • thirtyonegifts.ca ©2016 Thirty-One Gifts LLC. 2962FA160000

*2962FA160000*