It’s summertime and that means a new catalog for most direct sales companies. It is so exciting to go to convention and discover all the new and exciting products and innovations in store for our clients in the upcoming season. I actually remember embracing my new catalog to my chest with visions of full calendars dancing through my head as convention came to a close and the trek home began.
It’s a natural to think about calling all your clients and “inviting them to be the first to have a show with the new catalog.” And, it might actually work with a few clients. But before you pick up the phone, stop and think about it for a minute. When was the last time you could hardly wait to host a party with some other companies “brand new catalog?” Even with the product you love, it’s rare that you are such a huge fan.
In my experience it’s the consultants who are excited about new catalogs — not clients. And by “inviting them to be one of the first people to view the new catalog” we are assuming that the new catalog is important to them. And, it’s possible that it is — the problem is that we are assuming it — not asking them questions to find out if it is of interest to them. No one likes to have people make assumptions about them.
Instead, ask questions to identify a need for a home show. For example: ask, “What do you enjoy doing when you get together with friends?” Jot down their answer. Then ask “what is the biggest challenge you have with (whatever challenge your product solves)?” Then ask how it would feel to ________________ (get together with the friends in the way they like to socialize) and learn how they could ____________ (solve their challenge)? If she says “that would be great,” then you can invite her to host a show.
This is the perfect time to host a complimentary training on How to Book Your Fall Calendar (following the release of a new catalog). Or, if you don’t have a team, consider joining me for the Effortless Phone Calling Mastery class that starts on Tuesday, July 28th. Want more information? Click the CONTACT button to email, call or schedule an appointment for a conversation!