Sample Selling: Goody Bags – Giana Bonneur
How to hand out; encourage them to try samples,
Follow-up within 24 hours - how to book to an event – how to use gift cards for booking & getting the sale
I am so excited to kick off our training series this morning. You are going to have so much fun and build incredible
businesses today!
1.
Advantages
a. Fast Who is short on time?
b. Build your numbers Who wants a LOT of customers?
c. We are going to learn to blend selling into your daily life by using samples, on-the-go cards,
promotional bags, and gift cards.
2.
Preparation
a. Be equipped with samples, brochures, business cards w/ samples, a nice pen, gift cards
b. Promo packs, goody bags, gift bags, etc.
i. Samples should be of items retailing over $100
ii. Make them pretty
c. Look phenomenal and where your product
d. Have great attitude
3.
Prospects—always have a list
a. Friends/family
i. Monthly mailer
ii. You will see everyone over the next few months
iii. “Timewise” Associate
b. Colleagues
c. Existing customers
i. Monthly mailer
ii. Drop off with product
iii. Keep in touch!
d. Everyday and new acquaintances
i. Have packs at all times
e. Anyone who is nice
i. Meet new people
ii. Develop relationships
4.
What to say!
a. Say something
i. C. Peterson/Shannon
ii. D. Trump
b. Have fun—it attracts people
c. Find out about your prospect—career, family, hobbies, origin
d. Make them feel great and have fun
e. I was dropping off this goody bag to one of my clients, but you are so nice that I want you to have it
f. Explain what is in it and how to use it
g. Tell them you will call them tomorrow! “ I would love to see how you liked your goody bag. I love
getting opinions on our signature items. Where is the best place to reach you tomorrow? Work or
Cell?
5.
Be discerning
a. Give appropriate samples
b. Speak to appropriate people
c. Open your mouth
d. Listen
e. Be excited, not scary
f. Know your product—make it relatable, not overwhelming!
6.
Follow-up
a. Hi! This is _______. How are you? I just had to give you a call and say that I really enjoyed meeting
you yesterday. <Bring up something relevant.> When conversation comes to a lull > Anyways, I was
wondering if you had a chance to try the items in the promotional package I gave you.
i. Yes
1. Some people will go on and on
2. Others you need to prompt
1. What is your favorite?
2. Did you love the immediate results with the microderm?
3. Is that a god color scheme for you. I thought it would be great for the
holidays, everyday look, special occasion, etc.
4. Talk a little about the products they love.
i. It is one of my top sellers
ii. Everyone loves it
iii. Personal anecdote
ii. Some will say no
1. How come?
2. Take some time tonight/this weekend to pamper yourself
3. I’ll call you tomorrow/monday
iii. Did you check out the brochure I included? Did you have any questions about any of the
products in the brochure?
iv. I know I included a gift card for you in the package. Would you like to use your gift card
towards x, y, and z?
1. Decide drop off time and place
2. I’ll call you before I come to give you the total for your x,y, and z.
3. What method of payment will you be using?
b.
c.
7.
Have inventory
Drop off
i. Look great
ii. Have a great attitude
iii. Make the package beautiful
iv. Include holiday flyer
v. Tell them when you will follow-up.
2nd follow-up
a. how are you liking x, y, and z
b. Book an event
8.
Power Plan from 9/25-12/15
a. Five people/day
b. Seven days/week = 35
c. 81 days = 405 people
d. lets estimate conservatively: 300 people
e. ½ order = 150 people = $15,000 = $7500 profit!!! By just handing samples, being nice, and followingup immediately!!
9.
Expanded power plan
a. Book from your new customers!
i. Facial class 3 * 5 people = 15 people = $1500
ii. On-site shopping/Mid-day escapes 2 *10 = 20 people = $2000
iii. Fragrance sampling (Affection Launch) 2 * 3 = 6 people = $300
iv. Gift services 2 * 10 = 20 people = $1000
v. Referrals 10 people give 3 referrals = 30 = $3000
vi. Holiday trunk shows, shopping events,etc 3 * 10 = 30 = $3000
vii. Marketing Events 3/week * 12 weeks = 36 > 24 > 1/3 sign = DIQ!!!