Interview with Top Retailer at Philly Rally 2011

6 Diamond
Adrienne Bergquest
VA

Premier is a smart business decision.
We have the best hostess plan.
The best guareentee.
We make 50%!

It's not about being the top dog, it's about being the best you can be.
Maximize the time you are at the shows.
It takes the same amount of time to do 1000.00 show is to do a 500.00 show.



Diane- Top Retailer in the region
Premier has paid for her children's college.

How many shows did you do in one year? 100 shows in a year- Two shows a week.

How did you build your calendar to fill it? I picked up the phone. The real key is to motivate yourself before you make the calls. Try
to make five calls a day for booking.

Wear five bangles, and take one off when you call. When you hear it jingle, it reminds you.
Reward for making booking calls. Treat yourself, to something you like.

Share with us the verbiage you use.
-Right before you call- drink cafeine.
-Stand when you call, you have better posture, more alert
-Practice in front of a mirror, and smile, as they can hear the smile.
-Pick up the energy with voice inflection.

"Hi Adriene, this is Maria from Premier. I'll be quick and I'm back from Rally and the spring line is awesome. You'll love it.
Can I stick one in the mail for you. I wanted to tell you something else. The new Feb. special is double bonuses, basically this means
you get extra 100.00 in free jewelry. I know you love to get free jewelry. I only have a few dates left. Would youlike to get free jewelry?"

Have your call lists with you, and call throughout the day when you have a few minutes.
Make it fit your schedule.

What was your average retail for shows? 800.00 per show.
Do you feel that hostess coaching helps with retail.

When you get the hostess packet to her, turn it over and start the wish list. Dream big, and I want to help her get the items she wants.
Coach her the four bonsues.
-Over invite- 10 out of 40 or one fourth will attend.
-Pre-orders will help retail. Put two large catalogs in packets. This is not the time not to give them out. One for them and one for guests.
Offer an incentives if they have 300.00 in pre-sales they get any ring they want free!
-Use the postcards to remind the hostesses of bonuses

Show 20-25 pieces. SHow that they can't afford to buy everything they want.
Use guests and maniquien.
Show clip its
Show about three differnt techniques and you'll show others at the next party.

Do you offer gift with purchase.
Adds surprise: Sunglasses, totebages- if they buy three items they get one that night.

After presentation, do you work the table?
This is tough b/c we use lots of energy and it's so easy to sit down. But your job is not over. You need to work the table,
so much retail comes at that time.
Focus on making connections at that time.

I do not eat at all.
Serve food before the show.

Hostess needs to be at the table, not in the kitchen. Her friends trust her opion over yours. She can help you with sales.
I find at the table, people are indecisive. Should I get this one or this one? You say, Get them both, and book a show to get them free.

Do you keep the show open?
Keep it open for one week. We talk about what they're getting free, and encourage them to get post-orders to enhance the free lists.

Do you craft fairs, fund raisers, etc.
All retail is from HS. It leads to better retail.

Booking Activity:
Fun bag-
Stack boxes on your hostesses
All been wondering what in the fun bag.
Dig in and reminder her of the extra bonsus to help her get 25.00.
Boxes and Bags (off incentive site- zebra)
Deal or No Deal- What do you think that means?
If you deal, then you get a gift for that.
I ask you if you want the box or the bag, and you get to take it home.
If you want both, you ask how to get both.
Would you like to get free jewerly? YES- Do you want a box or a bag. If you book in 45 days, you get both.
Tennis bracelet in box and scarf in bag.
NEVER FORGET HOW GREAT THE HOSTESS PLAN. TAKE TIME TO EXPLAIN IT, and be just as excited about it.

Remember to focus on the people, not the jewelry.
Make as many connections as you can. Have fun. (Ues Diva Dollars)
Start from the time they walk in and really be guinue.
Have fun.

Checkout:
Form connections.
"I had a blast with you tonight, I was hoping that you'd book a homeshow so that I could see you again."