Lifestyle Contacts
Mary Katherine Lundquist
Always carry around Style Guides or Mini catalogs with order forms tucked inside. Include a card or a label affixed offering them the opportunity to share the jewelry with their friends for ______.
Examples: 50% off their order, Bling Bucks - $5 for $50 in sales, BOGO 50% off, PD Charm bracelet, etc.
Out & About When They Compliment You
“I like your earrings.”
“You do? I appreciate that. This is part of a jewelry line I sell. Have you ever had an experience with Premier Designs Jewelry?”
“No.”
“Oh my goodness! It’s a fabulous line of High Fashion Jewelry. You know what…if you feel comfortable giving me your name and number, I would be happy to follow up with you at a more appropriate time…(hand her a prospecting card and a pen)…and…I think…I have a coupon in here somewhere…”
You know exactly where the coupon is but it gives her a minute to fill out the card. By “looking in your purse” she will fill out the card. In education it is called “the assumption of compliance”.
Out & About When You Compliment Them
“Your purse is so cute! Where did you get it?”
“Thanks! I got it a Macy’s.”
“I work with a line of High Fashion Jewelry and I notice everyone’s accessories. Have you ever had an experience with Premier Designs Jewelry?” (See above)
What To Say In Follow Up
“Hi ! This is ______. We met at ______.
(Converse with her a bit about your meeting – where you were, what you were doing, etc. Don’t jump right in!)
“What did you think of the Style Guide/Mini catalog I gave you? Have you had a chance to look at it? (Pause.) What did your friends think of it? (Pause) Are you ready to use that coupon? (smile!) It’s worth $10 off your 1st purchase.
(Let her respond. Take her order. Talk with her about her selections.)
You know…here’s something else to think about… if you want to get a few friends together to play in my jewelry, that coupon converts to
$20. How does that sound? Great! OK…I am looking at (month). Is a Monday, Tuesday or a Thursday better for you?”
If they say no – “Would you like for me to check back with you when a new catalog comes out or at our next promotion?”