Change Your Perspective on Networking

How do I network? Will it pay off to network? I don't like to network. Networking is awkward. Networking is a waste of time. I'm too shy to network. I'm too busy to network.

Now... Replace the verb network with the phrase making friends.

How do I make new friends? Will it pay off to make new friends? I don't like to make new friends. Making new friends is awkward. Making new friends is a waste of time. I'm too shy to make new friends. I'm too busy to make new friends.

Hmmmm....  Is it really that similar? Making friends is personal. Networking is business. Right? Wrong. Developing personal relationships with new people and deepening those relationships over time creates friends.

Let's start with a really simple practice activity.

Before your next unit meeting, call another consultant in your unit and organise a time to meet for a coffee. (If you don't have a contact number, ask your unit leader.) Ask each other the following questions:

1. Where were you born? Where have you lived?
2. Where was your last holiday?
3. What do you like to eat when you eat out? Where?
4. What PartyLite products do you have on display at your house?
5. What are your favourite fragrances?
6. Do you need any help working on your PartyLite business?
7. Could we set up a catch up call or coffee every now and then to keep each other accountable? (Set up the next one.)

Getting to know someone better is a fundamental part of making friends (and networking). So go and try this out. Then tell your unit about it at your next unit meeting.

Stay tuned for more tips on making friends. :)

How to Use Retiring Products to Build Your Business

Twice a year, PartyLite refreshes our catalogue with new and exciting products. Catalogue launches are exciting and great opportunities to touch base with all of your clients.

But you must know that the two months before a catalogue launch are just as important. Marketed correctly, a retiring product list can be a real boost to your business.

The list of products being retired is a gold mine. Here's how I take advantage of it.

My Kit

My kit for June and July will be almost exclusively retiring products. This creates a sense of urgency for my clients and they will buy products now that they won't be able to get in August. ("Will they go on sale?" is often asked by my clients. The answer is, "Usually, no.")

HOT TIP: The Aurora Hurricane with a Glolite jar inside is simply so beautiful that I sell at least one at every party.

At the Party

Other than point out the retiring items in my kit, I actually don't worry too much about retiring products. I instruct my guests to make a list of everything they like on their wish list whether or not they plan on buying it. Then when they come up to me to place their order, I review their wish list and let them know if any of the items they like will be retiring. This gives them an opportunity to decide if they want it now.

HOT TIP: "Just so you know, the Songbird Tealight Holder will not be available after July. If you don't get it today, just be aware that you have until the end of next month...."

Customer Service Emails

My client list on the CBC is very big (I've been selling for 8 years now, so I have a lot of clients). However, I do have VIP clients. These people will get a personal email from me with a Retiring Accessories attachment. As PartyLite fans, I know they will appreciate receiving and read this email.

HOT TIP: Don't email them all at once. Email 5 at a time, then call them. Then email 5 more.

Customer Service Calls

The fragrances being retired will be inspiration for me to contact some clients. For example, it looks like the Scent 4Me (USB) and Scent 4U (Car) diffusers are being retired completely. Refills will be available for the Scent 4U, but the holders look like they're going away completely.

So what does this mean?

I LOVE both products and use them everyday. Don't you think I'd want refills for my S4Me before they are retired and gone forever? Of course I would. And people who use the S4U in their cars might want to buy another one for themselves, get refills, or have friends who want one, too. They're honestly the best smelling longest lasting car fragrances I've ever encountered, so why not offer?

That was only one example. I can look up a different retiring product every day. A different retiring fragrance every day and make a list of calls to make.

HOT TIP: French Vanilla, Honeydew, Sea Salt and Driftwood and Black Raspberry have been popular fragrances for a long time. As for Geranium Citronella in the layered 3-wick... they should have one to refill when the one they have is done. :)

Assume Price Changes

Every good business will take advantage of a new catalogue to change prices to stay competitive and profitable. PartyLite is no different. There may be price rises in August. Be ready for them and encourage your guests to get in with the current pricing. June and July are the last months to get products at these prices.

If You're New to PartyLite

You might be new and not have existing clients to call. THAT'S EXCELLENT. You don't need to share much about the products that are going away, because your clients have never seen them before. If they haven't seen it, it's new to them, so be excited about your catalogue and let them know about the retiring products at the party. No need to bring it up before.

HOT TIP: Use the current catalogue to really engage people to book and hold a party in June or July so that they can see this catalogue ("the best one you've ever seen").

I hope that helps. I love this time of year. Customer Service calls have incredible purpose and are easy to make. Go for no and make that call! WLC

What I Learned From Letting My Friend Down

It's taken me a few weeks to get the courage up to write about this. But I've been talking about it in training and I've learned HEAPS since it happened.

On Sunday, 28 April, I receive a text inviting me to a home party that Wednesday for a new fashion company I've not heard of. The invite was cheeky and fun and from someone I really enjoy spending time with. I immediately checked my calendar, saw that I was free, and RSVPed back in a text. "Count me in!"

On Tuesday, 30 April, I receive a call asking me if I can substitute at a networking event in the city on Wednesday morning. I checked my calendar, saw that I was free and proceeded to get up at sparrow's the next morning to head into the city and meet some new people.

I suppose you know what I did wrong... I didn't go to the party that night.

In fact, I forgot about it completely. I got a text at about 6:00 from the host reminding me of her address, but I didn't see it at 6:00 - I saw it at 7:00... By then I'd started dinner and was coveting my bed. I was tired and I was feeling incredibly guilty.

How often does this happen?

In my eight years of experience as a candle lady, it happens ALL THE TIME.

Hosts invite people quickly and in group messages. Guests say yes, but don't make a note of the event. Hosts feel like they're being pushy if they send reminders, so they don't. Guests get called by the host after the party was supposed to start and say that they completely forgot. "That's okay... maybe next time," the host says, trying to hide her disappointment....

As a consultant, it's my JOB to help the host organise the party to make it a success. My experience has led me to the following recommendations.

Keys to a Successful Party

1. Make a (written) list of who you want to invite
2. Create a Facebook Event and invite those specific people (including your consultant)
3. Send a non-facebook personal invitation to each person (in order of preference: in person and/or by post and/or by email and/or by text)
4. Track everyone's responses and follow-up:
• YES/MAYBE with an email confirmation
• NO with an invitation to order anyway
• NO ANSWER with a personal phone call encouraging them
5. Send reminder texts to all invitees THE DAY BEFORE the party

For the record, I'm not blaming my host for me not showing up. That was all me. I didn't put the item into my calendar when she texted. I should have. My bad.

I do think it speaks to our busy lives. I don't know why I didn't add the event to my calendar. Did the phone ring again immediately following the text? Did I have someone at the house? Was I immersed in writing a blog? I don't remember....

Following up, making it personal, and sending reminders isn't being pushy, it's being smart.

Every guest at a party is a potential sale, referral, booking, and maybe even a future consultant. A successful party is the best testimonial you can ask for from a host. Help her succeed by helping her invite people with enthusiasm.

And keep your calendar up to date.... Lesson learned.

Do you have a story to share? What have you learned from your mistakes?

Personal Websites Have Arrived!

Right now, the leader team is experimenting with the personal websites. You can see mine at www.wendythecandlelady.partylite.com.au.

So, now that I have a website, what will I do with it? Here are some hints and tips for you.

1. Add the web address to my email signature.
2. Suggest to my clients that they save my website in their favourites so they can easily contact me to reorder or to book a party.
3. Include a link to it in my thank you emails to guests.
4. Send the link to hosts so they can share our online catalogue and guest specials with their friends and collect some outside orders.
5. Send it to potential consultants so they can see the marketing support that PartyLite provides and so they can read my story.
6. Add it to my  business cards the next time I have them printed.
7. Update my Facebook, Twitter, and LinkedIn accounts with the new site address.
8. Include a link to it when I make candle related updates on Facebook.

The benefits of using the personal website instead of the company website are incredible. When we  to send out the PartyLite website, we are sending the client away from our personal business and potentially losing them to another consultant. Of course, if the client already knows you, they will probably find you, but if they are a new person to PartyLite or a new contact you've made, you want to keep them in your sights.

The biggest benefit to having your own website is in networking away from the party arena. When you meet new people and they have not experienced you or PartyLite, you want to be able to give them information about your business, get them excited, and ensure that they contact YOU for more details. Having your own page is so much better than making them look you up.

The second benefit to having your own website is that, you can bet your bottom dollar, we will eventually have online ordering like they do in the US. Your clients will be able to order from your site and you will get the commission. You want your clients to get used to finding you online now. Tease them with what the future holds....

When the sites are released to consultants (estimated to be in January 2013), read the instructions clearly, enroll ASAP, update your details, add your picture, and keep it up to date. Then launch it with a big fan fare. (It's a great reason to call people.)

Practice getting people to your site now and you will be learning marketing skills that will work very well for growing your business as PartyLite continues to expand our online capabilities.

Persistence is the Key to Success

Seth Godin (a hero of mine) recently wrote, "Consistently showing up on the radar of the right audience is more highly prized than reaching the masses, once then done."

He inspired this post.

Persistence.

When you start your candle business, you go out and tell lots of people about your new adventure and you ask them for help in getting started.

Some consultants start with a bang and then get stuck. Where to next? What do I do?

And if it's all seeming too hard, they might... just... let... it... go....

Persistence is a word that comes up a lot in my Unit Meetings, New Consultant Training, and Weekly Coaching calls.

Here are some hints on how to persist.

1. If you didn't do this when you started, do it now. Seriously, write down a big long list of people who you are going to tell about your business and contact them on the phone or in person to tell them about it.
2. Use the Connect 25 strategy every week after you start. (I'll write a blog about that strategy soon, but ask your Leader if you don't know what it is.)
3. Ask each person in #1 and #2 if they would like to receive your monthly email update on specials. (I just assume you have signed up for Candle Connection - the easiest, simplest, and cheapest way to touch every one of your clients on a monthly basis.)
4. Add every contact who says yes to receiving your monthly email update into your customer database on the CBC (not just guests at shows... everyone you meet who wants it). Include, at a minimum, the email address and phone number. (Including the home address if you have it will really help your host when she makes deliveries later.)
5. Have a special book of lists where you write down people in categories. Want some examples? People who collect elephants, love blue, don't have school age children, told you they'd love to  be a consultant someday... just not now, love Mystery Boxes, want to buy the GloLites (but only on sale), don't like to have parties (but love to order), book a party every time there is a 30% hostess credit offered.... There are lots of lists.
6. Read the specials each month when you get them and use your lists to make a new list of people who you know would want a personal call to highlight them. (For example, if their favourite colour is purple, this month we have 3 beautiful pieces in purple that are only $10 each.)
7. Read the specials each month when you get them and use the CBC to look up every client who bought those products in the past. Print those lists and contact those people to let them know that those items are on sale.
8. Each week (at least), look at your order tracking online and call the hosts who received their orders. After each show, call every guest and thank them for coming. Tell them you have placed the order and can't wait for them to get their stuff. Ask them how they are doing with the unpacking, bagging, and pick-ups/delivery. Give her advice.
9. After your host has delivered all the guest orders, contact each guest to make sure she is 100% happy with what she got. (Buy more ROF forms in your next consultant order.)
10. Wear your PartyLite Pin everyday.
11. Read a book on successful network marketing. (Don't just buy it, read it.)
12. Re-read a chapter of your Consultant Guide each month.

I could go on. There are so many ways to persist. One of the best ways is to always attend your Unit Meetings. Always.

So what is pushy? Calling someone without a reason. Not taking no for an answer (of course you need to learn how to overcome objections, and how to offer alternatives, but you also need to take no for an answer). Calling the same people over and over again without a targeted, relevant message (friends and family will start to avoid you if you don't have a specific reason for approaching them again). Sending people email they didn't ask for. All of these are pushy. None of them feel right. Rarely do they work.

You have the power. It's your business. It's not just about shows. You need to give yourself customer service jobs to do to make it grow. That's what the list above is all about. Growing your business. Making it worth your while. Making it something you enjoy AND something you benefit from.

Keep spreading the light.