Many direct sales companies use representatives or sales associates to sell products or services through home parties. This is often an effective way to market products or services directly to the consumer at a savings to the company when it comes to lowering cost of advertising. Home parties help spread the word about the company, good or bad. In order for the representative to make a good income it is important to not only have good business and marketing skills but also they must really know the product or service well and have good people skills. Over the years I have found success as a representative with direct sales companies like Avon, Tupperware, Discovery Toys and now as a Wildtree representative by following tried and true selling tips. You too can be successful when you know these basic tips for selling at home parties too.
The single most important rule for home party success as a representative is to know your product or service inside and out before you start to sell. It helps if you have actually used what you are selling, so that you can have a first-hand experience to add to your knowledge base when communicating with your customers. You will be more believable when you speak about the benefits if you are not just quoting facts and figures that you have researched or studied from a company manual.
Understand the company policies concerning hostess plans, product distribution, refund and return policies, opportunities for recruiting new representatives if this is expected of you to do at home parties and also to know how party guests are to pay for orders.
Do all of your pre-party prep work for a successful party such as guiding your hostess to have a successful party by helping with growing her/his guest list. Typically only 1/3 of invited guests actually show up at the party so encourage a large guest list. If the party turnout is greater than the average than you and the host will be positively surprised with greater earning potential.
Make sure that you explain what duties you expect the host to be responsible for such as providing food, a table for you to use, etc. Encourage your host to not only send out pre-printed invites but call or personally invite each guest to the party. Part of your responsibility as a representative is to remind guests to come by calling each of them the night before the party.
Goals are important when it comes to selling at home parties. Set and remind the host or hostess about number of guest goal and compensation goals such as the dollar sale amount needed for a particular hostess reward.
It is important that the representative dress for success by wearing an outfit that proclaims that you take your role seriously without over-dressing. Always put forth a clean appearance from head to toe. Carry your body with confidence and wear a smile. Doing these things will help your host/hostess and customers to feel comfortable and assured dealing with you.
Doing this pre-party prep work helps to insure a successful party for the host and for you.
Rehearse the basics of what you need to say at the party to the host and to the guests until you are comfortable with the wording. Most direct sales companies have scripts for representatives to use to assure that there is continuity to how the products or services are presented.
Create an attractive display of products on different levels. It has been shown over the years that when customers are able to use as many of their five senses as possible sales increase. If possible allow customers to touch, see, taste or experience the product or service in whatever manner is possible.
Show the benefits of the product or service by demonstrating with an actual product or service if possible.
Ask if anyone at the party has used the product or service. If the response is yes from anyone ask how he or she used it?
At the end of the demonstration give plenty of time for guests to examine the product or service, ask questions, go through the catalog and fill out the order form.
Volunteer to help clean up after the party. Set a date, time and place to close out the party. Always thank your host/hostess
Always encourage outside (of the party) orders from guests that are unable to attend and collect these when you close the party.
Following these tips can help any direct sales representative to have successful home parties.