Tips For Achieving Super Starter and Having a Stres Free First Show by Barbara Duke: with updates by Jenna Martinich and Deena Hiltbrand
Now that you have decided to begin your own Pampered Chef business, I'm sure you are excited but probably a little nervous about your first show. I know those were my feelings when I started my business in April, 1991. I wasn't sure what I should do first or how to get everything together and make sure my show was going to flow smoothly. I've learned a lot by trial and error but wish to pass it all on to you so that you may get off to a quick and successful start. Following the steps and helpful hints I've listed below, I'm certain you'll be pleased with your "quick start".
Set a Goal:I know it is sometimes difficult to have a goal before you are really involved in something. Therefore, The Pampered Chef has helped all of us set our first goals- the super starter bonuses!!!! At the end of your third month, you'll want to re-set your goal. The Pampered Chef offers fantastic incentive awards including stereo equipment, bicycles, cell phones and trips to destinations such as Disney World and Alaska! They are very achievable. Just set your goal and be sure to talk to your director if you want ideas or help!
Booking or Dating your first shows: The Pampered Chef only requires you to start out with four shows. If you can set up 4-6 during the first month you will have a great chance at making all of your Super Starter Bonuses.
*update*You do receive about an extra week before your 30 days begins in order to receive your kit. This is a great time to be spreading the word about your new business and setting up your first shows with your family and friends. Andto schedule your own Super Starer Show
Since customers tend to book approximately 3-4 weeks ahead, these "early" shows will generate bookings for your next month and a strong show cycle begins to form.
Hostess Coaching (Vital to your business) It is good to make contact with your Hostess at least 3 times prior to her show. During these calls you should discuss the Hostess Planner, encourage the Hostess to invite 30-40 people verbally soon after the date is set, use the postcards as a reminder 7-10 days before the show, check with invited guests who haven't given an RSPV, set the menu and get directions to her home. Please refer to the Hostess Coaching segment for more details.
PackingEveryone packs different for their show. I carry two crates and a canvas bag with my folders. I do not carry my stones in their boxes, but I put them in old pillow case covers. I put the 13" stone and the 9x12 cutting board in the bottom of one of my crates to kep everything else from falling out. In the second crate I put a small trash can (described later) and fill it with all small items. You can also line your crates with thick place mats to keep small items from falling out. Items you don't want to forget are your calculator, change for guests, pens, charge slips, door prizes, apron, folders, and any items in your dishwasher!
*update* we now have wonderful bags provided in our kit to carry all of our products in. The optional dividers and extra pockest make it a great bag to fit all your products in to take to a show. Also , we no longer need credit card charge slips and you should bring your ipad or phone/android so you can check people out right at the show. If you still want to use paper and enter orders in after you get home make sure to have your order forms and your calculator and you know what the tax rate is at your host's house
Menu Selection: At this point you have probably planned your menu for your first show. remember to keep it simple and calm. You will set the pace of your demo. Always try the recipes at home before doing them at a show. I only do 2 recipes at my shows (3 if there will be 20 or more guests)
*update* it is reccommended to do only one recipe per show and make sure that your host knows that each additional recipe will add an extra 20-30 minutes to her show. If you are going to have 15+ people and want to bring some extra food, you can pre-make one of the recipes and bring it to your show to save on time at the host's house. We have a great selection of recipes to choose from for new consultants on the Hiltbrand All Star team website at: scroll over "How To" and then click on "Kick Start Your Business". You will find a document on the right hand side called "Recipes for new consultants"
What to do before guests arrive: Put the hostess at ease. She may have last minute doubts about having a home show. assure her it will be fun and thank her for having you,. First, bring in your crates/bags and set up the products completely. Find a place to take your orders. If guests arrive early, they can browse. If you do have food preparation to do don't hesitate to ask the hostess or the first guests to help. Make sure you wash your hands in front of the hostess and guests one or two times. Put the first items you will be using on your table for a smooth opening.
*update* also make sure to set out your catalogs, order forms and pens. Often when the guests have the catalog up front they add more to their order and take less time later in the show allowing you to get out faster
Getting guests settled: Sometimes the guests will be difficult to pull together. I walk around the room and hand out folders and pens and ask them to have a seat. If a group of guests continue to talk I simply announce that I will be starting and they usually sit down.
*update* Ask the host to gather the guests so you don't seem like the push Pampered Chef Consultant and remember that you are there to have fun and the guests are there to have fun. Not everyone will give you their full attention all of the time and there might be a group of people that are completely ignoring you for most of the show. Take a deep breath and focus on the people who are paying attention to you. Remember, your guests came to have a good time and if you are cross to them for not paying attention they will not want to book with you and may decide not to order from you either. The more fun the guests have, the more likely they will book and the higher your sales will be
Show Format: Start with a strong introduction. Introduce yourself, then thank the hostess for having her show and thank the guests for coming. Tell the guests a little bit about yourself and the company. Familiarize them with what will happen during the show. Direct them to the receipt inside their folders and encourage them to mark the items with a star, circle, or question mark as you demonstrate the products. This will help them remember the items you talked about and they can use it as a guide when someone they know has another show or a catalog show. Do not alk more than 45-60 minutes. An hour is a long time for someone to talk. you can break this up by asking for their participation with some of your tools. It is important to be sure of your opening and closing, as this is an important aspect of speaking. Customers love to hear funny stories about your experiences with the products.
Select 2 recipes that will each demonstrate at least 12 products where at least 5 of them are $9 or higher. This will help your sales and your Hostess will be happy with a higher show. Also, if guests want several of the higher priced items they will be more likely to book a show themselves to get them free or at a discount! Show many of your higher priced items in the first 15-20 minutes of your show.
Be sure to give as many uses for each product as possible. Concentrate on telling how each product will help make their time in the kitchen more efficient and give plenty of ideas and quick tips. Don't just say that a product is stainless steel and dishwasher safe. The easiest way to feel comforavle with the products and give tips is to USE the products yourself every day! Leave a few different products out on the counter every day and you will be surprised at the number of new uses you can come up with for them. People love to hear personal stories!
I also cary a small trash can with me to put my food scraps into. I line it with a plastic liner and at the end of the show I ask the hostess if I can leave the liner filled with food and she always says "yes". Then I use this to pack my small items
Be sure to convey the advantages of Hosting a show and becoming a consultant several time during the show! In the beginning let them know what interested you about The Pampered Chef. In the middle, explain the wonderful Hostess and Consultant benefits. At the end, I thank the Hostess again in front of the guests (you can present her with a small gift at this time). I then direct the guests to fill out their door prize slips and recommend that if they would like to invite me into their home to Host their own Pampered Chef show they should use the opportunity on the slip to let me know.
Have a strong close. This will have a lasting impression on them. Ask them "did you have fun tonight?" or "Did you enjoy the food"?, "Did you get a lot of ideas?" Encourage them to do the same for their friends and have their own show!
Payment: You can accept cash, checks or credit/debit cards. You can have the checks made out to you or have them made out to the hostess. When the show closes you can get one check from the hostess for the total amount. Another way is to have the hostess write you a check the evening of the show for the total amount of checks written to her that evening and then mail the balance of outside orders to you when she closes the show. If you choose this option make sure you have explained this to teh hostess ahead of time. I personally have everyone write their checks to me. In nearly 4 years I have had only 2 bad checks which cleared the second time around.
*update* You are then to deposit the money in your account and The Pampered Chef will take it out of your account 4 business days after closing the show using your Order Payment Account you have set up. If you haven't set up your order payment account you can use a personal credit or debit card for the first few months you are a consultant.
Dirty Dishes: I carry a large green garbage bag with me to put my dirty dishes in after the show so that I can bring them home to wash them. This gets me home sooner than if I washed them at the hostesses house. Some consultants put a dish pan under their table and put their dirty dishes in it as they use them.
*update* if you are not worried about getting home sooner, doing your dishes at your hosts house allows you to talk with the hosts and even some guests and allows you time to talk more in depth about the business. Use this as a great recruiting opportunity
Packing at the end of the show: If no one is ready to order right after my presentation, I start cleaning up. I put my dirty dishes in my bag (unless someone is interested in seeing them) and clean up all food scraps. After orders are taken I pack my crates and then talk to the hostess about her show. I don't usually close the show that night, but I always calculate her total to that point and encourage her to get to the next level with outside orders. Especially if some guests said they were coming and didn't show up. I encourage her to get an order from that person. I will show her how many points she has at that point and let her know who many she will have at the next level. Then I set up a time to get back in touch with her by telephone (usually 3-4 days) I always leave a self-addressed stamped envelope so she can send any remaining checks.
Giving Hostess Points: The hostess receives points based on the subtotal of her orders. The amount collected for shipping/handling and tax does not help her with her points. This is also the figure that you receive commission on. Therefore the total amount of monies collected is not the amount towards your Super Starter. The amount of the products sold is credited toward your Super Starter. Also, any purchases the Hostess makes (with the exception of the half price, free and 60% off bonus) is counted toward your Super Starter.
Bookings: In order to continue your business, you must ask for bookings at your show. Do not be pushy. But explain how customers can receive free products and 10% off for a year from the date of their show. It is a good habit to mention bookings three times during your show. You should mention something at the beginning, middle, and towards the end. Know what you are going to say. Discuss this with your recruiter in detail. Bookings are most likely to hold if they are dated sooner rather than later. Carry your calendar and hostess packets with you.
Recruiting: You are just getting started and probably not thinking of building a sales team, but someone in your audience is probably looking for the perfect opportunity for financial or career reasons just like you. Tell why you saw this as a good opportunity, and why you are doing it and invite them to ask for more information. Then call your recruiter to ask for help
RecordMileage: Don't forget to record your mileage to your shows for tax reasons. I use the auto mileage log you received at the training meeting
*update* there are various apps to help you track your expences one good one is My Consultant and is $4.99 on the App Store
Supplies/Paperwork: I would suggest that you order the Supply Booster Kit if it is possible. This is a great price and it includes an extra training tape for you to keep. You can even use it when you sign a new recruit who is anxious to get started.
The only other item that I ordered right away were door prizes, a tablecloth, a money bag and of course business cards! A business card is the most important extra supply item you will ever use. Guests at shows often refer you to their friends!
*update* you can get 250 free business cards on Vistaprint
Hopefully you knew most of the information I just shared with you. If not, I am glad you took a moment to review this. I wish you the best of luck starting your new business. Please let me know how your first shows go if I do not get in touch with you.
SMILE and HAVE FUN!!!! Alitte smile goes a long way!