VT RockStars Weekly
Incorporating teams within Rockstars. May 21st 2016
Want to increase your trunk show sales?
If you suffer from a lot of cancellations, poor attendance and low party sales, don't worry - you can turn this around by improving/starting HOSTESS COACHING!
Whether you are a seasoned stylist or brand new... if you don't coach your hostess before her trunk show, you are losing money! losing sales and losing potential team members.
Congratulations you've booked a Trunk Show! that is just the beginning... it's what you do next that will make the difference.
1. Add the Trunk Show/hostess info to your Trunk Show Calendar on the Stylist Lounge (this is essential as it sets up the online shopping & invitation link.
2. Use the 'Send Hostess Confirmation' email template (see image below).
3. Give your hostess a 'host pack' and explain to her what to do with it! (host packs can contain a couple of look books, some order forms, a printout of the TSEO's for the month, a hostess guide, an opportunity brochure & if she wants some printed invites to hand out (you can print the invite image once you've added the trunk show to your calendar)
4. As soon as the date is set, explain to her how it all works, making special mention of two things!
Over-inviting is a must, as only a quarter of those invited will actually be there on the day, this is NORMAL for our industry. Tell your hostess that it is NORMAL to get cancellations on the day too, tell her to expect it and that it happens EVERY TIME.
Mixing up social groups - encourage her to invite people from different areas of her life and tell her it works best if there are people there who don't know each other. When you only have a group who know each other very well (a class of school mums or a book group), they tend to ignore us and treat the evening as a social gossip session. So it really helps if you can throw in a couple of people, perhaps neighbours or family to the mix. Encourage your hostess that this is OK, as they can worry that they need to invite only a certain group of friends.
5. It really helps if you use your Hostess as your business partner, so you want to make sure that she knows the exceptional quality of S&D, that over half of our collection is under £40 etc, so that if one of her guests makes a remark about us being expensive, your hostess can explain that over half the collection is under £40 and that we are a luxury brand etc.
6. When I book a Trunk Show, I always ask the hostess if she is on Facebook and establish whether she wants to use a facebook event to invite as well. I then add her as a friend, then I set up the TS as a facebook event (I do this, rather than wait for her to do it, as then I know it is being done and it makes life easy for her). You can then add your hostess as a co-host and tell her not to send out a 'blanket invite' to all her friends, but to hand pick who she's inviting as she will get a better response if she hasn't sent the invite to 300 people! You can then post teasers in the event page on the run up to the TS.
7. Invites - I find it best to use a few different invite methods, I offer my hostesses the following options:
Email Invite (system on stylist lounge under Trunk Shows)
Mobile Invites (see marketing materials on stylist lounge for how-to)
Facebook event invites
Printed invites (I don't offer this, but if I get asked for them I'll print them from the Trunk show section of the lounge - you can download and print the invite image)
8. Explain that we can start adding orders straight away, she can share the look books beforehand and if anyone wants to order they can! Also tell her that she has three weeks after her event to add extra orders & go through how to be eligible for the TSEO's.
9. Tell her that one in three hostesses end up becoming Stylists, ask if she has ever thought about that. Let her know there is more info in her host pack and be open to talking more about this if she is interested.
Most importantly, TALK TO YOUR HOSTESS BEFORE HER SHOW!!!!!!!!!
I know what you're thinking... if I call her, she will cancel... This is not the case, if you build a relationship with her, explaining to her what she needs to do to make her event a success, you are taking the fear out of it for her. I usually have an initial 5 minute conversation once the TS is booked, then I'll call her (or message her if she's busy) reminding her that I'm here to answer any questions, and I'll go over the social mixology/over inviting strategy again, but basically just reassuring her that it will be FUN, and that it's nothing that she should worry about. Being a hostess who doesn't know what to expect is a scary thing which is why they find it easier to cancel.
There's a lot more info on Host Coaching HERE or your can talk to your sponsor for more ideas and support!
Surrey Stylist Meeting
Monthly meeting in Weybridge, join me for training, kudos and fun!
Invite your potential stylists to join us to find out more!
Guildford Opportunity Events
THIS IS NOT A STYLIST MEETING!
Bring your potential Stylists along to find out more about the business
Head Office Training This Week
This Week's Call Recordings:
The more you read the more you know, the more you learn the more you grow...
- Essentialism by Greg McKeown (focus on the right things!)
- Better Than Before by Gretchen Ruben (Mastering good habits)
- The Flip Flop CEO by Janine Finney and Lory Muirhead (understanding Direct Selling)
- What the Most Successful People do before Breakfast by Laura Vanderkam (secrets of early rising)
- Positive Intelligence by Shirzad Chamine (as used by all S&D staff including Jessica Herrin - it helps you to identify and manage internal saboteurs)
- Eat That Frog by Brian Tracy (excellent time management tips)
- The Happiness Project by Gretchen Rubin
- Go for No by Richard Fenton (learn to overcome hearing No)
- Energy Bus by Jon Gordon
- Build it Big by DWSA (real stories from top industry leaders)
- 168hours by Laura Vanderkam (in depth life time-management)
- Be a Recruiting Superstar by Mary Christensen (learn to sponsor!)
- Lean In by Sheryl Sandberg
Let me know any suggestions you have too!
Welcome to Stella & Dot!
I am a mum of three school age children, this is my second business in this industry, I joined S&D when we launched in the UK in 2012 when my previous jewellery company closed down, I have been in the biz for about 6 years. When I first started I had babies, toddlers and another job, and to be honest, I joined to get discount on my wishlist! however after my first party, I knew that this was what I wanted to do, so I made a plan with my sponsor and quit my job within 6 months and have never looked back. I still work part-time and do about 6 parties a month.
I live in Surrey, I'm married to the very patient Mr P and I survive on black coffee and gin.
I look forward to meeting you soon!
Senior Director & Independent Stylist
Connect with your Sponsor
It's important to be honest with your sponsor about what you want from your business so that she can offer the right level of support.
During your Jumpstart period (your first 60 days) we recommend having a quick chat once a week with your sponsor.
Not on Facebook? You're missing out!
I use this Facebook page to do give-aways and share important information as it happens. it is also a useful forum for you to ask questions and share tips.
Even if you don't want to use Facebook for your personal life, you really need to use it for communication purposes within the team and wider Stella & Dot community.
Add me as a friend and I'll add you to the group: www.facebook.com/michele.porter1
Getting Started Guide
(you need to be logged into Stylist Lounge for this link to work)
Attend a Monthly Meeting (every month!)
Stylists who regularly attend a monthly meeting have much stronger businesses and are more likely to have longevity. Without connecting with other Stylists doing the same job, it's very hard to get motivated and inspired. Also, it's more fun together!
See Forthcoming Events above, if we aren't holding one in your area, there are many other Directors and Leader-led meetings all over the country. Search under events in the Tools & Resources/Stella & Dot University part of the Stylist Lounge or website to find yours.
If there isn't one, then tell me!! I am working with Head Office to get the nation covered.
Stella & Dot University
Spend a good few hours in your first week watching videos and familiarising yourself with SDU.
Head Office Training Calendar
There is a weekly New Stylist Training call you can dial into with Sam Walpole, our UK Training Manager.
Find this on the Stylist Lounge, it not only shows what training and support is taking place, but also has recorded archives of training calls. I download these as mp3's and listen to them on my phone or ipod in the car or around the house.
If you want be successful and earn more money from your business, you need to go to Hoopla.
We have the best, game-changing training, not to mention cocktail parties, team parties prizes, dancing and FUN!
CEO & Founder Jessica Herrin, Chairman Mike Lohner, Chief Creative Officer (heads up Design Studio in NYC) Blythe Harris and VP of Global Training Danielle Redner will be there, they are each so inspiring and motivating, but when they get together, great things happen!
Tickets will go on sale a few months beforehand.
Tickets usually cost about £150 and include products to the same value in our goody bag. S&D negotiate a good hotel rate for us and Stylists usually share rooms to keep the cost down too.
SAVE THE DATE!
Next Hoopla: 8th-10th July 2016 see Stylist Lounge for more info