5 WAYS TO BE RELATIONAL IN YOUR SELLING!

5 Ways To Be Relational In Your Selling:
Jamberry is a perfect fit for the relational sales process because what you wear on your fingers and toes is a natural extension of who you are as an individual! So tapping into that deeper level of meaning and purpose immediately puts you in a relational frame of mind.

Here’s a few ways to be relational in your sales process…

1. Consult. Don’t Sell:

Approach every customer, not with the mindset of selling them your product, but in helping them find a solution to their problem. Look at yourself first as a “fingernail fashion coach”.

Think about it… yes, the goal of a coach is to win the game. But how can the coach most effectively do that? They do it by helping the team get better. They approach every practice and every game with the mindset of uncovering problems and isolating weaknesses. Then the coach helps the team overcome those challenges in a collaborative, motivating way.

In a way, as a fingernail fashion coach, you’re goal is to help the customer uncover their “fingernail fashion weaknesses,” and then work with them to find a solution that they’re truly excited about.

Luckily, you represent an amazing product called Jamberry that offers a wide range of “solutions” for your customers, and after all, this is why you’re called consultant!

2. Listen:

Listening is an art form, and your number one goal is to get to know your customers better. Before you can begin to talk about your product and the service you provide, you need to understand what your customer’s “pain” is.

Is she frustrated with the cost of receiving a professional manicure from a nail salon?
Does she have four kids and doesn’t have time to do her nails once a week?
Does she lack the “fashion sense” to make appropriate selections when matching styles and colors?
Is she overwhelmed by the amount of “nail fashion” choices available to her?
Listening is clearly the most important part of consultative selling. When you clearly understand the perspective from which your customers are coming, the rest of the sales process falls into place quite naturally.

Let them tell you what they expect your product to do and why it is important to them. They are trying to solve a problem, but until you stop talking you cannot find out what that problem is! You should aim for engaged listening, which is closely tied to Tip #3… asking questions.

3. Ask Questions:

Here’s another analogy… A doctor’s goal is to help their patients feel better and become healthy. But they can’t do this by blindly writing prescriptions for random painkillers and antibiotics.

After listening to their patient’s needs, they must ask questions to make sure the full story is uncovered and all the symptoms have been described. Only then can the doctor confidently present a prescription that meets their patient’s needs.

Here’s a great rule of thumb: Toward the beginning of the relational sales process, your customers should be doing 80% of the talking. If they’re not, you’re not going to have enough information to understand their needs, challenges, and desires.

4.  Offer Relevant, Collaborative Advice:

After you’ve listened, asked all your questions, and have a full understanding of where your customer is coming from, the conversation will begin to shift towards you, giving you the opportunity to present solutions to your customer’s needs.

But a carpenter doesn’t build a house with just a hammer. There’s an entire toolbox at his disposal, and in the same way, you’ll need to be careful to not just plop down the product catalog in front of your customers and expect them to go to town.

Frame the conversation around the problems uncovered earlier on…

Has she experienced problems with adhesive nail wraps flaking in the past, or not adhering properly? Perhaps you need to first start with an easy demonstration of how to properly apply nail wraps.

Does she lack confidence in understanding her personal fashion style, and so nail wraps seem like a frivolous and meaningless accessory? You may need to take a more holistic approach in helping her understand her personal style, and offer consultation on choosing flattering clothing and making style & color decisions that are appropriate to her personality.

Even as the weight of the conversation shifts toward you, it should still be engaging for the customer with a goal of working collaboratively toward finding a solution that satisfies her needs.

5. Establish & Maintain:

The relational sales process is ongoing and recurring, so it doesn’t end as soon as the order is placed. Keep in touch with your customers. Engage them by answering questions and offering ongoing support. Follow up through regular communication and newsletters.

Work to establish yourself as the “go to” expert when it comes to nail fashion, and you’ll have customers for life!

The Takeaway
Create an engaging experience for your customers and be useful to them. That’s relational sales!
If you can hone your sales process towards meeting those two objectives, you’ll be well on your way to establishing a customer base that loves you, respects you, and sticks around for the long haul.

YOU ARE THE CEO OF YOU!

Day 1 – You are a CEO of Me {{YOU}} but are you thinking & acting like it?

So you’ve started your own direct sales, party plan, network marketing business, way to go! You are now an entrepreneur. You are now your own boss. You are officially a CEO of Me. You are ready to be a rock star in your business. You are on your way to reaching big goals and dreams.

Oh if only it were that simple, right? You just decide to start your own business & the knowledge automatically pops into your head and success magically happens the next day. Crinkle your nose & people just start calling you, emailing you and walking up to you on the street wanting to book parties, join your team and buy your products.

“An entrepreneur is not someone who owns a business, it’s someone who gets things done.” – Tim Ferris

The truth is that if you want your business to work for you, you have to work for it too. You will always get back exactly what you put into your business. If you treat your business like a hobby, you can expect the income of a hobby. If you treat your business like a business you can expect the income of a business.

Building a successful direct sales or party plan business all starts in your head & in your heart. Zig Ziglar said: “Your attitude, not your aptitude will determine your altitude.”

You have to make sure you develop the mindset of a CEO of Me®. A CEO of Me® is an entrepreneur who:

C – controls their calendar & works proactively
E – engages in income generating activities
O – is opportunity focused & goal oriented

Start with controlling your calendar and choosing to work your business like a business. Create a schedule for yourself. If you are commitment phobic like I am and do not do well with working set hours, then come up with theme days or a list of tasks for each day, week, month and work your way through them.

Think of it this way, if you took a job at the mall, you would have to go in and work your hours to get your paycheck. It is the same way with your direct sales business. You have to put in the hours and work to actually get a paycheck.

You need to make sure you are spending 80% of your (working/business) time focusing on income generating activities. That means making money, yo! Cash in your hands (or debit or credit cards work too!). So who are the only living creatures on our planet that have the money and can give you the money??? People. Yes, people. That means you need to focus your time on activities that involve people. (And NOT just to make money of course, we are here to serve and help others first and foremost and in doing so we can achieve, earn and enjoy everything we want and need as well)

Those activities include parties, vendor and networking events, 1 on 1 customer care, follow up, host coaching, recruiting interviews, 1 on 1 networking. Any activity where you are talking to a live, breathing human being about your business opportunities. Sure it’s tons of fun to spend all day posting on Facebook and pinning all the pretty things on Pinterest and hoping, waiting for a message to pop up, an email to come through or the phone to ring…

Let’s get real though, business does not just come to you, people don’t magically know you are a consultant for XYZ company & that they can purchase or get free awesome XZY products from you unless you tell them so! You’ve got an awesome product, host program and business opportunity to share with the world.

Last but definitely not least, in fact the most important one of all, is being opportunity focused and goal oriented. The real deal with being a CEO of Me® starts in your pretty little head. You have to have the mindset of success. You have to believe that you are worthy & capable of achieving your goals (because you are beautiful one, you really are).

You have to be passionate about the products, host program, business opportunity & the problems they solve for your customers. You have to figure out your “why” and what your vision is for your life. You have to set goals and dream big dreams and create a vision for your life. Because what you focus on is what you get in life.

You don’t have to be an extrovert, you don’t have to have a bold, confident, outgoing personality to be successful in this business. (I know because I am an introvert and I had zero confidence when I started in direct sales) You just have to want it and go for it & turn those fears and doubts into excitement.

The super cool, amazing thing (& secret that you might already know) about your direct sales, party plan, networking marketing business is that it is NOT about how much money you make, how many prizes you earn, how much recognition you get, how high up the ranks you go. Yes, those things are pretty awesomesauce, but the REAL DEAL, BIG REWARD you are going to get from your business is how it changes your own life, how it helps you reach the bigger goals and dreams you have in your heart for your own life, your family, your future.

You have to work on removing any fears, negative thoughts, people, emotions, bad habits and any other obstacles that are holding you back, that are keeping you from stepping into that role of CEO of Me®. Today, right now, not tomorrow.

I hereby crown you a CEO of Me®, so please go out there & do the CEO of Me® name proud. I know you can! 🙂

Your Action Plan for Today:

Part 1: Take some time to write down all the reasons, thoughts & excuses of why you feel like you cannot succeed, why you are struggling, whatever it is that you know in your heart is holding you back from living the life of your dreams. Then once you’ve wrote them all down, take that piece of paper and tear it to pieces! And like that Frozen song goes that no one can get out of their head when they hear it: “Let it go, let it go, let it go!”

Part 2: Then create a Dream / Vision / Goal Board for your life and start creating that vision of your life that you deserve and begin focusing on what you need to do each & every day to achieve those goals.

I love to celebrate with you so when you’ve done it, so please share your Plan of Action on our team page before Monday and the next training

Next week, we’ll be talking about Marketing, Branding & Customer Service. Keep your pencils sharpened there is a lot more great training coming to our training blog in the next week!

** From the CEO OF ME Training! **

 

LAUNCHING YOUR BUSINESS & KEEPING IT FLOWING

LAUNCH YOUR BUSINESS
One of the first things you want to do once you start your Jamberry journey is launch your business. Here are some ideas for those early days with your exciting new venture:

Share a photo of your fabulous nails to Facebook/Instagram/any other social media platform you use telling friends you are excited to be part of Jamberry.

*Offer to send samples to friends
*Set up a Facebook page for your business and invite friends to like
*Share your Facebook business page to your profile and ask friends to like and share
*Set a date for your launch party and invite friends and family
*Consider doing both an online and in home launch – this way you are getting audiences close to home and further way, even if you plan to focus on one type of party more so than the other in future
*Tell friends they are welcome to bring a friend to your launch
If you have different sets of friends where one time does not suit all, consider having several mini launch parties – invite smaller groups of friends over to do nails
*Take cataloges and samples everywhere you go and let people know you have started Jamberry and if they want a look

KEEP THINGS FLOWING
A successful launch will help you knock over both the 1st party and PRV goal for Fast Start 1. But how do you keep the momentum going?

Make sure you ask everyone who shows interest if they would like to host a party to earn some goodies and help you get started
Reach out to potential hostesses by sending them a text, private personal message or better still, picking up the phone and asking.

Aim to book at least 3 parties in your first month
Use booking games into your parties, both online and in home (ask me for ideas)
Give out catalogues and samples
Leave a catalog and your details in an employee lunch room or front desk
Ask family and friends to get word out
Have a market stall
Put an ad in your schools newsletter or similar
Send a catalogue to old work colleagues who may have moved
Door a door knock or letter box drop in your street
Talk to local schools, clubs and charities about doing a fundraiser
Offer a themed parties – Manicures and Margaritas, Mommy & Me, Christmas, etc
Participate in a vendor event
Hold a mystery host event online or in person to encourage orders and potential bookings
To keep your bookings and sales going, you need to move out of your warm market as fast as you can because there is only so many people in your warm market who will be able to host and buy before they are all stocked up on jams (for the time being) so if you can start making contacts that are not in your immediate circle, this can lead to far more opportunities and get you hitting those fast start sales and party goals quickly!

But then there is the part about recruits…

FINDING SPONSORS
While team building is not essential to your Jamberry success, it can certainly help amplify your earnings. Not only this, but having a team to support also helps keep your motivation flowing because you will always want to stay a step ahead of them, while helping them reach their own potential.

In order to hit all 3 of your fast starts, you need to sponsor two team members. Thankfully this can come when you least expect it, but there are many ways to help you find those fellow Jam-fans to join your team.

This goes for parties as well as recruits, but never assume someone is not interested. That is not to say you need to give every single person you meet a recruiting speech… in fact, don’t. It will rarely work. It means make sure you do not rule a person out just on assumption. If you ask a guest at a party if they are interesting in learning more about the Jamberry opportunity, the worst they can say is no. No biggie!

Here are some ideas for finding sponsors:

*Be enthusiastic about the Jamberry opportunity – enthusiasm is infectious!
*Talk about how it fits into your life – around kids, around other work, as an extra income source, helps you make new friends etc
Jam loving customers
*Hostesses – especially if they earn a 25 or 50% off kit credit and you already know they love the products if they are hosting
*Someone needing a flexible way to make some extra money
*A friend who wants to share the journey with you – joining with a friend can help motivate you both towards higher success plus it means someone to go to all the cool events with!
*Friends who love doing their nails
* Stay at home momfriends
* Guests who ask lots of questions
* By planting subtle ‘seeds’
But remember not to overwhelm anyone who shows interest with an excess of information. You don’t want to scare them away… no matter how excited you are at the prospect of a Jam-baby and getting those fast start bonuses. Give them a few of the basics and how it has fit so well into your life, and then let them ask questions.

Make sure you set goals right from day one of your business. Even if you don’t quite hit your goals by the deadline, you’re going to be much closer to it than you were if you hadn’t tried at all… so aim high and reach for the stars!

Not a Jamberry consultant yet? You can learn more about joining here.

The Jamberry Fast Start is aimed at giving you success and you can do it!!

Plus you will get even more rewards if you become a triple fast start achiever… including a pretty pin. We all like pretties!

Good luck!

heatherhanshew.jamberry.com/join

Top 10 Checklist (Building your Brand on Instagram)

Wanted to share these as I came a came across them. I was added to a local social media training group and she has a lot of great training tips.  Sometimes I feel like Facebook is running its course, so learning to market yourself on other sites could be beneficial to you  .

So here’s a TOP 10 Checklist for building a business on Instagram. It’s a starting place and mostly a review of what we’ve been discussing.

1) Chose a username as close to your company name as possible. It may or may not be your personal name.

2) Ensure your profile is set to Public

3) Chose a profile picture that is the SAME across all your social media sites for recognition. And/or use your brand/logo.

4) Fill every character of your bio with interesting, meaningful information about you/your business. Make sure it has your Personality in it. Emoji’s are visually appealing, so I suggest you use some.

5) Use the Website/URL space a your most valuable asset. It is the only CLICKABLE link in Instagram. Do not send them down a rabbit hole. Make sure they go to a specific place to capture them (sales funnel, capture page, facebook group (not fan page). I DO NOT recommend you send them to a website. They will get lost and possibly never come back. Change this link when you need to for promotions, contests, campaigns.

6) Create a library of photos on your computer and phone so you always have something to fall back on content wise if you are in a rush. Keep a quote app on your phone so when all else fails, you’ve got that.

7) Use relevant hashtags to gain a following. Monitor, measure, change as needed. 5-10 every post and you are allowed up to 30.

8) Create a brand hashtag for yourself. Use it on EVERY post, every time. Make it unique to you. Maybe, it will be so good, others will hop on and use it too.

9) Post at peak times for engagement. Don’t waste a good post at poor time.

10) Consistency, consistency, consistency. Post the same number of times every day. Post at the same times every day. You want your followers to know when to look for you.

I hope this is a helpful compilation of what we’ve been discussing.

Power Hour: Part 6

Part 6: The Catch

So, now you know what kinds of things you should be working on during your Power Hour. But there is catch… You have to plan for your power hour!!!!

You CANNOT just sit down for an hour and just think it will all be magic, because it’s is not! But the magic can happen when you have a plan!!!

I recommend looking at your week in advance and mapping out your power hour. I like to do my hour all together at the same time, but if that’s not possible, you need to find 15 or 30 minute increments to make it happen.

Take a look at your schedule for the rest of the week. Where can you find time to do your power hour? You will need to take some time the night before each power hour and determine what you will work on and WRITE IT DOWN!!! You need to be specific here!!! You need to have specific tasks written down, so when you sit down to work, you can work!!! No questions asked!!!

For example, If you are working on hostess coaching, write down the names of the people you will be contacting.

If you are working on booking leads, you need to know exactly who you are going to be contacting. This is not the time to figure this stuff out girls! This is the time to make things happen! So you have to plan for your hour!

What happens if you do not get it all done in your hour? You add those tasks to the next day’s list!!! That simple! If it’s something you HAVE to get done then do it! You can shave off time in another area, and add that additional time to tomorrow’s list.

Comments: GET READY FOR THE MOST IMPORTANT PART OF THIS TRAINING! ARE YOU READY???

You MUST turn off all notifications during your power hour! You will NOT be checking FB or reading messages/texts/emails from your Downline (or your BFF) during this time!!! YOU MUST STAY FOCUSED TO BE EFFECTIVE!!!! That right there will be the hardest part about implementing your power hour! But trust me when I tell you, it will be totally worth it! You will feel like a real winner when you accomplish so many things in such a short time!! You will thank me and your business will boom! Trust me!!!

Power Hour: Part 5

Part 5: 15 Minutes on Customer Care

Without your customers you have nothing!!! You should be doing anything and everything you can to make sure that you have happy, loved customers!!!

What kinds of activities should happen during your Customer Care time?

– write thank you notes to ANYONE who ordered from a party, retail, or fundraiser.

-Send thank you to hostesses (yes she is a customer too right!?!?)

-Call/text/FB message/email: “Thanks for joining the party! Did you have fun? Do you have any questions for me?” “Just calling to make sure you received your products, and make sure everything is ok?” “Have you had a chance to get your wraps on? My worst fear is they are sitting under you bathroom sink!”

-get in touch with a VIP customer (or two), send a special message, nothing to do with Jamberry, just to say hello! Send them a little gift. Make them feel special!

-check on orders or shipping notices and send a text/message to some people waiting, just so they know you’re watching and taking care of them. They will really appreciate this!!!

Power Hour: Part 4

Part 4: Spend 15 Minutes on Hostess Coaching

As you already know, bookings are the heart of your business! Once you get those bookings, you have to work very closely with your hostess to make sure that your party is a success!!! (i.e. bookings, recruits and sales!) So let’s talk about working with your hostesses!

Tell me why hostess coaching is so important?

Tell me how often you are in touch with your hostess prior to her party?

What is the number one thing you should be doing with your hostess? (building a relationship! She should become your BFF during this party!) Other things that you can do during this time!

– make 10 hostess packets

-send mailings (anything that has to do with hostesses. Happy mail, packets, reminders, texts, phone calls, emails, guest lists, invitations)

-text/call/email/set up events/send postcards

-Send their invites (say what?) or checked on their invites if you didn’t send.

REFRESH and find part 5 Customer Care

Power Hour: Part 3

Part 3: 15 minutes Recruiting Leads

If bookings are the heart of your business, recruits are the lifeline! They are what keep that new blood coming in making things new and fresh again! They are also the way to make your business grow!!!

-Call all those people from your door prize slips that checked “opportunity”

-Send a follow-up message or call someone who was interested in the business opportunity

-Post a recruiting seed on your FB page…tell me what this can look like???

-Send 3 inactive consultants a new catalog

-Email/text/Facebook/Mail/Twitter/Instagram/Pintrest…you have all the tools…USE THEM!

-listen to a training or google for videos on YouTube about recruiting to get some new ideas

– post a #because of Jamberry post on your personal page. Make it real!!! It will touch someone!

– Work on your FRANKS – Prepare 10 Opportunity packets (what can you include in them?)

– Carry a few with you each day!

Make it a goal in your week to find someone to give one too! Here is an amazing post that I read from a fellow leader. This really made me want to step up my game.

Check it out: “I pushed myself tonight! I don’t think I would have done it without this training! I went out to dinner with my mom for some “us” time and the waitress was just SO dang perky and I pulled out my opportunity packet and said, I don’t know if you have ever heard about Jamberry but you would be awesome at it” she opened the door- and asked questions- took the packet and is super interested!! YAY!! AND on my way out I reached out to another waitress I have planted a seed with and gave her the new catalog and talked to her about joining and now SHE is interested as well!! EEEK!!!! So excited and happy! out of my comfort zone- and it wasn’t bad at all!

Guess I gotta push myself more often!”

REFRESH and find part 4 Hostess Coaching

Power Hour: Part 2

Part 2

Spend 15 minutes on Bookings Bookings are the heart of our business! Without them you don’t have a business! This is one of the most important 15 minutes you will spend during your power hour! Make them count!!!

What type of activities should happen during this 15 minute block of time?

-call past hostesses to let them know about our new catalog launch

-plan your hostess incentive for the month

-Follow-up with customers from previous month sharing booking incentive

-calling people from the door prize slips you’ve collected at parties or vendor events

-listen to a conference call or training on booking to learn some new ideas

REFRESH and find part 3 Recruiting Leads

What is a “Power Hour”?

What is a Power Hour?

A power hour is a small block of time devoted to very specific tasks! You will be amazed at how much you can get done in such a short amount of time. With no interruptions, no distractions, and a strong desire to achieve results, great things can be accomplished! Studies show that when you implement a Power Hour 4-5 days a week you will see tremendous growth in your business. Even if you do it twice a week you will see an increase! You don’t have to have a full hour block of time to do a Power Hour.

ANYONE can find 15 minute chunks of time!

The tasks that you will do are key to growing your business.

What Can Power Hours Do For You? * Power hours will help you achieve results faster than you ever thought possible. * Power hours will help you work LESS!!! In this case, less is truly more; you’ll work less, but achieve more. And they help develop 4 important skill sets: Focus, Commitment, Consistency, and Organization. Who needs to work on these skill set???

Next I will talk about how to break down your hour into small chunks of time that focus on the key areas for growing your biz.

REFRESH and find Part 2.