When I started in the direct sales party plan business I was told to begin my parties by having the guests introduce themselves and answer an ice-breaker type of question. The question might be, “How do you know our hostess?” Or it could be something funny or silly like, “What do you REALLY want to see under the tree, for you, on Christmas morning?”

The “how do you know our hostess?” question provided me some information about the guests. I would find out who was the hostess’s mom, the person likely to buy the most, and who was the hostess’s best friend, the person most likely to book. The silly questions just added fun and laughter to the presentation.

I wondered if there was a better way to start my shows. I wondered if there was a way to increase my potential sales and bookings right from the very start. What would happen if, as they introduced themselves, each guest provided me a testimonial of my products?

At my next party, after I had introduced myself and thanked my hostess, I told each guest to, “Tell us your name and tell us your favorite (company name) product and why.” To my great relief, as we went around the room, each guest was naming a product. What surprised me was they were naming the high ticket items. Every guest there was giving my products a testimonial. They were telling each other, “I love this particular item and I use it all the time.” Some of the guests started paging through the catalog looking for the items their friends had just recommended.

Then it happened. The next guest said, “I don’t have a favorite product because I’ve never been to one of these before.” I hadn’t thought about what I would do if that happened. So I did the most obvious thing. I welcomed her. I simply said, “Welcome! I’m so glad you’re here. This is what we’re going to do tonight. I cook. You eat. Sound good?” When the next guest said she was also new I simply welcomed her.

At the end of the party when I was taking orders, I realized the majority of guests were purchasing the higher ticket items their friends had recommended. Three people asked about booking so they could get the very products their friends had given testimonials on. When we closed the show the hostess re-booked because there were still things she wanted that her friends had given testimonials on.

My final results were four bookings and significantly increased sales! All because I changed one question in my introduction. Now that’s what I call working smarter, not harder.

Ruth Fuersten is the author of HOW TO BOOK, SELL, AND RECRUIT YOUR WAY TO SUCCESS, a step-by-step recipe for success in direct sales. Ruth has 12+ years in direct sales. She earned many incentives including international vacations. Ruth’s top show was $5,956 and she moved into management in 3 months. Visit Ruth’s website to get her newsletter and the download of “How To Do A Vendor Event” absolutely FREE. Purchase her book or have Ruth speak at your next event by going now to http://www.booksellrecruit.com


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