"Word of Mouth" Advertising

"Word of Mouth" advertising is perhaps the most natural and effective type of advertising available today. It simply means that you become 100% prospect conscious and take every opportunity possible to talk positively about Watkins products and business opportunity.

You will be surprised how easy it is; in fact, if you've ever recommended a restaurant or a movie, you've used "Word of Mouth" advertising to support someone else's business! If you doubt the power of "Word of Mouth" advertising, ask yourself if you've ever bought a product or used a service based on the recommendation of a co-worker, friend, or family member. Or perhaps you tried a product or a service because you overheard someone else talking about how great it was? This type of advertising can easily help promote your business in a natural yet effective way.

Don't be afraid to share a good thing with your friends and family members, as well as the other people you come in contact with during the course of each and every day. Listen and make appropriate product recommendations, and speak positively about your own experiences with Watkins products to help increase your customer base. Share how the Watkins business opportunity has enhanced your life. Why do you enjoy being an Associate? You can even listen to others as they talk about their lives. Perhaps you'll hear what's missing from their lives that the Watkins opportunity might fill. Whatever the situation, don't be hesitant to share a good thing!

Tell everyone you meet about Watkins products and opportunity, and remember, enthusiasm is infectious. Here are just a few examples of "Word of Mouth" advertising:
If your hairdresser complains about sore, aching joints, start talking about Watkins Liniment. Share your own positive experiences with the product or those of other customers.

If your neighbor has just started a family, ask if she has thought about spending more time at home with her new baby; ask if she'd be interested in earning extra income while setting her own hours and working from home.

If your friend mentions that she would like to take a trip to Europe or that she is saving to buy a new car, ask if she would be willing to invest five hours per week to earn several hundred dollars of extra income per month to achieve her goal.

Note: When someone is excited about the product, remember to let him or her know that there's an earning opportunity associated with the products he or she loves.




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Customer Service- changing your paradigm

One of the biggest deterrents in providing good customer service is the big “P” word, PUSHY! Today, we hope to change your paradigm. It has been said that people don’t care how much you know until they know how much you care. As we said in a previous email, providing great customer service involves listening, listening, listening to your customer and then providing service based on her needs, not yours!

What do we mean by that? Pushy is contacting a small group of customers too frequently just because you need to hit a personal goal. Customer service, on the other hand, is being aware of a customer’s needs, likes, and past purchases and following up as needed. Knowing your company’s mission, being passionate about what you have to offer, knowing your products and the benefits of your products sets the foundation of great customer service.

If this is your first year in the business, your goal is to develop 200-300 customers that you will service on a regular basis. By working a pool of customers this large, you will vary who you call and not end up contacting the same small group of customers over and over again.

Remember that business has a 30-90 day cycle, so give it time. Consider year one to be your “cultivation” year. Jim Rohn talks about business in terms of farming. You can’t have a “fall harvest” until you’ve done “spring planting” and you can have a spring anytime you’d like. So even if you are several years into the business and just feeling stale, you can start again, as if you are a new consultant in year one.

Your customers should hear from you every 3-6 months. The key is to vary how it is that you are in touch.

Personal contact and telephone are the most effective forms of contact. Additionally you may also try the following:

1) Email –

a) Customer newsletters

b) Specials
c) Open House invitations (follow up with a phone call!)

2) Snail Mail –

a) New catalogs or sale fliers as they are available (you determine to who and how many you send, but remember, if you put a stamp on it, you need to follow up with a phone call so don’t mail anything you don’t intend on following up on)

b) Customer newsletters

c) Articles of interest pertaining to your product (can be sent email as well)

Remember, your “core” of preferred customers need to hear your voice every 3-6 months, even if it’s just a message on an answering machine. And yes, TSF believes it is fine to leave a message on the voice mail. In this day and age of caller ID, people will know you called anyway. You might as well leave a message, but don’t feel offended when people do not return your call!

P.S. How is your thank you note challenge coming along? Remember, personalized notes to your customers are a wonderful form of customer service!!

Copyright 2011 by The Success Factory All Rights Reserved





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It’s About Relationships

November 17th, 2010 / Author: Ruth Fuersten

Not long ago I heard Mike Litman, my mentor, say, "The 20thcentury was about the sale. The 21st century is about the relationship." A sale is a one time event. A relationship with a customer is discovering what they need and filling it, over and over again. How do you develop a relationship? You talk to people, find their need, and fill it. Sometimes you have to be a little creative to do that. Sometimes you need to give first to get what you want.

One of the things I do to get my name and company "out there" is vendor events. The local mall runs one every couple of months and it’s usually affordable. I’ve done that a few times and met some folks who were interested in hosting. When you’re doing a vendor event don’t forget to talk with the other vendors. When it’s quiet go over to their booth, chat with them, talk about their business. Develop a relationship. In July I did a vendor event and met a Sally (not her real name) who was also a vendor. I went and talked with her and eventually Sally came over and talked with me and take a look at what I sell. During the week-end I noticed that every time she came over to my booth she picked up the same higher priced item. She’d look at it, smile and then set it down. She did this time and time again.

Eventually I commented to Sally about the item and suggested she book a party and get it free. Her comment back to me was, "Now’s not a good time." Turns out she has life threatening health issues. So my comment back to her was simply handing her a catalog, marking the page where the item she liked so much was, and saying, "When you’re ready – I’m ready. Take your time and just let me know."

The next time I walked over to her booth I picked up one of her fliers, making sure her name and phone number were on it. Then I called her. Did I call Sally to book her? Absolutely not! I called her to see how she was. I called her to develop a relationship with her. When fall came my company, like many companies, brought out the new catalog. When I received my new catalogs I checked to see if the item Sally liked was still in it. Then I called her to let her know the new catalog still had the item she liked so much and set a time to drop a catalog off for her. We sat and chatted for a while. I never mentioned booking. Instead we talked about her illness and our kids.

We met in early July. The new catalog came out in August. Sally called me to set a date for her party in early October and had the party in mid October. At that party one of her guests talked about a nonprofit program she was developing and how she was looking for ways to create funding for it. I really listened to her, and asked questions to find out more. When I took her order I asked her how I could be of service to her, not only in taking her order, but also with developing funds for her program. Because I had a little time between the subject coming up and had asked questions, I was ready with a suggestion.

She really didn’t have any ideas how I could help her - but I did! I suggested she book a party and we would use that party to get some funds for her. I suggested that she really talk to her friends about booking their own party and when those parties hold, I’d give her X amount of money for each booking. Her party is this coming week-end. When I talked to her last week she already had 5 people interested in booking parties.

When you develop relationships with the people you meet instead of just wanting to sell them something there are fringe benefits. The best one? You have more friends! The last time I saw the Sally she gave me a hug. How great is that? We call each other just to chat. When Sally received her free and discounted items she let me know she absolutely loves them and thanked me for her being able to get them. Do you think she’ll have another party when the next catalog comes out? She probably will.

There is a key point here that I have assumed you’re picking up on but haven’t mentioned. Be sincere. I am sincerely interested in my new friend’s health. I am sincerely interested in my next new friend’s nonprofit. Develop relationships, find out their needs and then find a way to help them. When your customers and hostesses get what they want – you’ll get what you want.

Feel free to share this post with others. When you do please keep the following with it: Reprinted with permission of Ruth Fuersten at http://www.booksellrecruit.com/sq


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Booth/Vendor events – Part 3

We continue on our list of the top Do’s and Don’t’s of working these events…

DO greet people with casual conversation. Start with a sincere non-sales comment like "your baby is darling, how old is he?" –or- "that is a great sweater!" –or- "you look like your having a fun day!". Make an observation, followed by a sincere comment as a conversation starter to break the ice and THEN ask if they are familiar with your company. That way, you are a person before you are a sales person…make sense?

DON’T hide behind your display with your nose in a book and say something lame like "if there’s anything you need help with, just ask!"

DO carry some cash and carry items if your company allows that, to sell and display it like a store. This is one way to help you cover the overhead involved in your booth costs. Also, people feel much more comfortable if they can purchase on the spot vs. ordering and awaiting delivery.

DON’T overload your table with too much inventory. Displaying at a variety of heights is great. Consider using an empty box upside down and covered with a clean tasteful cloth to add interest. Bookstands or simple shelving can also be an option. Usually the price point is $15 and under at these events. If you accept credit cards, be sure you have a sign displayed that indicates that.

DO stay in your booth!

DON’T wander around and leave your booth unmanned for customers to fend for themselves while you "network" with other vendors. If there are no customers it’s fine, but keep your booth in your line of vision.

DO consider bundling or some inexpensive (under $40) gift baskets if your product line lends itself to that. If you have a higher priced product, consider one of your products teemed with some inexpensive add-ons that you can pick up elsewhere. When pricing the basket, be sure to factor in your cost in materials (like the basket, filling and cellophane).

DO talk about getting your products free by hosting and DO have recruiting information prominently displayed!

DO observe your neighboring vendors. In downtimes pick their brains for what they find works and doesn’t work for them. You may also find they have information on other booths in the area that are coming up. BUT REMEMBER, your customer is the first priority, so only network when things are slow!

DO work these types of events! They provide GREAT practice in talking to people, selling your product and your company. Remember practice makes perfect!

Copyright 2009 by The Success Factory All Rights Reserved



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Booth/Vendor events – Part 2

DO bring catalogs, fliers, hostess and recruiting packets as well as your date book and EXPECT to date events and sign recruits!

DON’T just leave the catalogs and information sitting out at your booth. People will come to these events and pick up whatever paper is not nailed down. In their mind, they are doing you a favor by taking your brochure. Your materials cost money and while you don’t want to be stingy in handing things out.

NEVER give out a catalog without getting a name and phone number in exchange for following up!

Here’s a possible script to use:
Customer – "Can I have a catalog?"
YOU – "Sure, I’ve got them right under my table, do me a favor and fill out this information card while I get it…"
People will do as they are told…honest, they will…especially if you say this with confidence, the same way you tell your children to put on their coat and shoes because it’s time to leave.

DO have some kind of tablecloth or skirting for your display table if none is provided.

DON’T use a tablecloth that is wrinkled, stained or uneven at the bottom. This looks tacky and unprofessional.

DO wear comfortable shoes and clothes.

DON’T wear a tee shirt and jeans. The exception might be if you are wearing a clean nicely pressed logo apron. We recommend a polo shirt or blouse vs. a tee shirt. Dockers are definitely preferable to blue jeans. Remember, you want to look professional, but depending on the event, you don’t want to be overdressed (for example, a 3 piece suit at the local YMCA might be overkill). Use your best judgment.

DO have some type of information sheet for customers to fill out. The less information a customer needs to fill out the better. Your company probably already has something in print. Having these cards on a clipboard can be helpful.

DON’T stand in your booth holding your clipboard. People will run the other direction…you look like those survey people at the mall!

Copyright 2009 by The Success Factory All Rights Reserved


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Booth/Vendor Events Part 1

This time of year the opportunity to exhibit and sell your products at craft and vendor fairs as well as private fundraisers and shopping events for places of business and various organizations is everywhere.

These events can be a wonderful way to promote your business, find new hostesses and recruits as well as sell product.

For the next several days we will be covering the "how-to’s" of these events; a list of "do’s and don’t’s". Even if you’ve worked these events before, we would encourage you to read on. Based on what we’ve observed other vendors doing at these events, we think that you might find some things that you are doing that you might consider changing and/or fine-tuning.

Q: "How do I find these events?"

TSF: Check your local newspaper and also be on the look out as you drive daily. You will find these events in the classified sections of your newspapers and advertised on the announcement signs of local churches and schools. Have pencil and paper handy in your car so you can write down the pertinent information and investigate being a vendor.

Q: "How much will it cost me to be a vendor"

TSF: This can vary event by event. Some charge a simple table or booth fee, some ask for a percentage of your sales, some just a raffle item and some a combination of all three. It really depends on the organization.

Q: "What questions should I ask when investigating these events?"

TSF: Ask about what the charges are, if tables and chairs (and electricity if you need it) are provided, how are they advertising the event, what attendance do they expect and what has been the attendance in year’s past. IMPORTANT – check to be sure that there is not another representative of your party plan that is already a vendor and that they do not allow duplicate vendors.

Q: "How do I know if it will be worth my time?"

TSF: Unless you’ve already worked the event, this is usually an unknown. Our policy is, try anything once and then re-assess next year based on your results. Keep in mind that if the cost to do the event is under $50, book one party and you will probably have paid for your out-of-pocket expense from the commission earned!

Copyright 2009 by The Success Factory All Rights Reserved


http://www.watkinsonline.com/ddemell

5 S's to Success

Schedule:
Nothing starts until you schedule appointments. Become a "prospector" and get good at finding people. That doesn't happen unless you begin to schedule and fill your calendar with events. Consider parties, one-on-one's, sampling, public events, telephone calls, follow-up calls, opportunity meetings, etc.

Sell:
Share your product. Whether it's retailing or sharing your product testimonials and sampling with others, make sure you introduce Watkins products to people you know and meet. Leading with the product allows you to introduce them to buying at a discount, giving them the opportunity to change their lives by starting their own part-time/full-time Watkins home businesses. The bigger the venue you select, the more people you can present to, the better your success rate will be.

Sponsor:
Share your story. What do you love about your business in 30 seconds or less? Your genuine enthusiasm and passion for your business will attract others to want to do what you do. Let people know that you've found something anyone can do with their current job — something that alleviates many of the stresses we have to deal with today. Make sure that you approach those you know who can truly benefit from a Watkins home business and be genuine with them."I know how much you can benefit from this opportunity, and I don't want you to miss out. This opportunity isn't a perfect fit for everyone, but I'd like you to find out if it's the right fit for you. Do you have time to get together in the next week?"

Service:
Have a follow-up system in place to service your customers and prospects. The fortune is in the follow-up. You MUST invest the time and energy into following up with your customers and prospects. Your commitment to follow-up shows your professionalism and commitment to servicing their needs.

Stay Plugged In:
You learn as you grow with Watkins, but if you want to be successful, you need to get plugged in. You are in business for yourself, and you have to treat it like a business. Stay connected. Get plugged in for free coaching and business training opportunities with your upline and with Watkins Corporate. We offer an abundance of training and educational opportunities including an online audio series, business information webinars, a System for Success, downloadable and online training workshops, an annual Leadership Conference, a Grand Prize Getaway, and more.

Be Intentional, Have Vision, Be Grateful


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