Keyes to Increasing your Retail- VA-Adrienne Bergquist- 6 Diamond

Keyes to Increasing your Retail- VA
Adrienne Bergquist- 6 Diamond

It takes just as long to prepare and do a 500.00 show as a 1,000? Work smarter not harder.

Goal is to unlock the keys to increasing your retail:

-The Key is Hostess Coach:
We need to have control of your show from the beginning by proper Hosting Coaching

3-4 weeks before the show:

- Set date for hostess coaching and they begin working on their guest list (get 40-50 names because only about 10 will come.) Invite everyone, don’t prejudge (If they don’t have money or don’t wear jewelry, invite everyone)- tell friends no pressure to buy, but just a fun girls’ night out.

Give the Hostess the date to return addresses from. Mail out invites with a mini-catalog. They can send out their own evite, but we need to mail out our invitation.

Make save-the date fliers to give them that at the show, to pass out to friends right away
Home coaching in the house, helps us to meet the hostess, have their complete attention, and see about set up and lighting.

If you have to Hostess Coach over the phone, ask for 15 minutes to do it uninterrupted with hostess packet in front of them.

Explain to your Hostes that the “average” show is about 500.00, and this will make her realize she wants more than just an average show. You are challenging her.

Have her make her wish list, to get her excited about getting more jewelry

Explain to your Hostess about the bonuses, and explain each one to them.

Have her give out catalogs for pre-sale3s, but put a RETURN date on it, or she won’t get it back.

Mail out catalogs to friends who live far away for her.

Offer tennis bracelets or scarves, if guests spend 50.00 or buy three items.

Help her brainstorm of who to invite.

Offer a drawing for guests who bring a friend, or who RSVPs right away.

Have her make reminder calls to help friends remember her show, or offer to make them for her.


Second Key:
Key Pad: Phone or Computer

Keep in touch with the hostess the before month of her show. Use the Postcards Set from Incentive Store, as they are so easy and helpful to build report with your Hostess.

This builds a relationship with her and gets her excited.


Third Key: At the Homeshow
-She is your partner and teammate for the night

Have her stay at the table and help the girls and have fun. Her guests will follow her where ever she goes, so there should be no tours of house, or refreshments, as the women will follow her (Just like Mary had a little lamb.)

We need to greet women at door, cup your hand over theirs when you shake hands, ask about their day, and how they are. Try to get to know them, and they don’t care about you…yet. You are there to help them.

During your presentation, remember how important first impressions are and how people judge us right away. When we are at Walmart running into the store in sweats, and show them how just a bit of jewelry can change an outfit. A few key pieces, they will fill great.

Take off your own Jewelry, and show them the difference between an outfit with and without jewelry. Show the difference.

Show only 4-5 pieces/combos tops.
Show enhancers and how to change up a long necklace WITH the clip it, which makes a GREAT add-on.

Have magazine articles around to support what we’ve said.

Presentation must be BRIEF!! No more than 30 minutes. Shorten the show and retail goes up. They have more time to play in at the table, which is what they want.

Make the Presentation, make it fun and enjoyable.
Don’t be pushy, relax, and be one of the girls.

*Working Your Table for sales, bookings, and sponsoring:

-Don’t make you table too ‘neat’ as they won’t want to mess it up.
-Make sure to LABEL all your jewelry.
-Offer gift-with-purchase promotions.
-Place a dollar amount on my special instead of on the amount of items they buy.

-50.00 gets the gift with special. Sell the sizzle of the gift (scarf, polishing cloth, etc.) Get them excited about it, so they’ll want it.

Drawing ticket (25.00 in free jewelry): for every 25.00 they buy, they get a ticket for the drawing for a purse or 25.00 jewelry certificate.

50.00 get an item for 25% off
75.00 get an item 50% off

After Show- give a few days to get extra orders
Offer her an additional incentive to get that extra retail to reach her goal.
Always close shows after a week.

3.) Key to your Heart:
We are here to serve, not sell. We are here to help women reach their goals (Free jewelry, night with friends, etc.) so make that happened