HOLDIAY SELLING -- Open House Tips (2005)
FYI: My first year – (I’d been in for 5 months) A Sat & Sun -- Invited about 60 -(sent out invites, called no one) -- 3 came, and I sold $187 ---- one woman bought $138 – THANK GOODNESS!!!!
Skipped 2 years
Second -- A Sat & Sun -- invited about 60-80, 8-10 came and I sold 600 (sent out invites, called no one)
Third -- A Sat & Sun – invited about 125(sent out invites, called 10-12) – 12 came – sold alittle over $800
Skipped a few years – when V was 1-2-3-4 == just too much for me – (seeeee, I had excuses too, that I pretended were reasons not to ‘work’ to earn $$$ for my family….!)
Then at it again – and the next 3 I invited about 100-120, and called about 25-30, sold average of $2,000 each year
Fourth in a row I sold over $3,500 – and lots more due to the bookings I received – sent out about 120 invites, called most of them, 80-100 to schedule appts….I held it for a week, including 2 weekends, first weekend was OPEN HOUSE, the rest of the time it was BY APPOINTMENT ONLY…
Last Year, my fifth in a row I sold over $6,000 – same scenario as last year…….! Combined Nov & Dec sales, Open House, Holiday Makeovers, etc. was $9,507!!!!
What I’ve learned –
1. Invite people who KNOW WHERE YOU LIVE – within 1-5 miles – the others I invite just because I want them to know their MK LADY is on the ball!!
2. CALL everyone – always. If it is more than 1 day – set the appt – even if it is 2 days, call and see which day and about what time….
3. On the invite – give them a bonus $10 or GWP for CALLING you to schedule the time before you call them
4. Give a gift or $10 or 1 glamour item at half, if they bring a friend.
5. Arrange by PRICE -- everyone buys by price.
6. Have a flyer for them when they arrive – you’ve seen it – Name, Wish List == list of who they need to buy for – leave blanks for them to fill in….
7. Doorprize drawing of something really nice that is displayed -- Possibly name in drawing once for every $10 spent, or item purchased…something else fun—
8. SALES or GWP?
I think both is nice – give all a gift just for coming – if you’ve been in awhile classic glamour that you want to get rid of…… if new break up PCPs – a fragrance with bodylotin sample……..
Also, you decide, but I think everyone buys on SALE or not all all – have a price for all your gift sets displayed ON THE TALBE in front of it so they can see…. It should say, REGULAR $___, Holiday Special or Open HouseSpecial $____ -- do include alittle for your packing – ie.e if you do an ovenmitt that cost you $1 with a handcream, and you put a great bow on it – reg 10 – holiday special $9.00 – or $8.50 –
Or how about $9.00 – 3 or more $8.00 –
9. Mail out invites about 1 week before event if your first or second one – 2-3 weeks if you have done a few – as your clients are expecting them.
10. MAKE calls during the DAYS of your OPEN house inbetween clients – when you schedule, say, ”Hi Veronica, this is Gina your MKBC, and I’m so excited about my Holiday Open House or Shopping Party (or whatever) and sense I hadn’t heard from you I just had to call, do you have a quick minute? Great!! Well I wanted to see if you knew yet what day was going to work best for you, you know I like to be able to spend one-on-one time with my preferred clients and not have it too confusing with my other clients when you’re here, so what are you thinking, a evening or ______”
If FIRST ONE ever
1. Mail out invites – 5% will come – possibly up to 15% if you call and TALK to everyone you invite.
2. Hold it 1 day/afternoon or evening – but when you call to set appts and they aren’t avail let them know – “o0h, I have some others who are already booked as well and they have asked me if they could set an appt time, so I will hold it all open until _____.
1. DON’T bake much – don’t have much food – if you have lots
1. you’ll eat it
2. they’ll stay too long!!!
3. most women are on a diet or trying not to eat extra…..
Just go with a good punch – or HOT APPLE CIDER with redhots or peppermints….. and some pretty cookies
A great IDEA – OPEN HOUSE punch - Great punch for an open house ---
Use a Crock Pot and 2 gallon of apple cider – take a pack of redhots, put in crock pot and slice up 3-4 oranges and just cook on low all day simmering = the smell is incredible!!!
2. Have Christmas music on!!!!
3. Have your house, atleast where it’s at, decorated.
4. Don’t have tooo much displayed – if it’s too busy they won’t see it all – have a few MAIN gifts of the season -- 2-3 at about $10 –15 and 2-3 at about $20-25 range and 2-3 at the $40-45 range, and then the customized higher end gifts….
5. Display the full rollup – but don’t have a place for all the skin care & glamour – your clients know what you have
6. IF you have them scheduled atleast 30 minutes apart – can have a mirror & tray set up in the other room for 10-20 minute color makeovers… great time to have the real lipsticks out to demo – or atleast the colors of the season – Red Salsa, Rich Red, Redwood, Cranberry, Crimson, Antique Rose……