Song of My Heart Demonstrators

Welcome! I hope you enjoy the site I've created for the purpose of encouraging and motivating independent Stampin' Up demonstrators. I love Stampin' Up dearly, and am delighted to be able to give back in any small way to a company which has meant so much to me. I have been blessed with a growing business over the years, achieving bonuses and incentive trips along the way, and I have lots of ideas to share with you.

This blog is for business purposes only. For stamping inspiration, you are welcome to visit my project blog at www.songofmyheartstampers.typepad.com

Please Note: All content is copyright Lyssa Griffin Zwolanek and was written by me except where specifically noted. Nothing has been endorsed by Stampin' Up and they are not responsible for anything I present here. You use any of the advice contained here at your own risk, and you are encouraged to carefully consider your own business situation before deciding whether or not to implement it.

Many of the ideas presented have been used in direct sales for a long time and the original author's name is no longer attached. Where clearly indicated, I have included credit.

Restrictions: You may use anything on this site for your personal use or group meetings as long as you give credit where it is due. If you print out an article to use as a handout, it must contain my full name and this website. Please do not reproduce the entire articles on your blogs. You may use quotes from the articles as long as they are properly credited and contain this website address.

When we are successful, Stampin' Up is successful. So let's be successful!

Creating confident, self sufficient papercrafters

"Give a man a fish and you will feed him for a day. Teach a man to fish and you will feed him for a lifetime." Chinese proverb

Recent online discussions with other demonstrators brought up an interesting question: How much is too much, when it comes to prepping things in advance for your customers? The answers were as varied as we are. I'm a big fan of NOT doing too much of the work ahead of time, and here's a quick outline of the reasons why doing too many of the more difficult or advanced parts of projects for your customers can backfire.

For YOUR sake--

First and foremost, the reason that springs to mind is the bottom line. Demonstrators who spend a lot of time pre-punching, die-cutting, embossing, tying bows, cutting ribbon or even stamping before their events are most likely not charging customers enough for the extra hour or two of prep time they are putting in.

Even making up project packets can be time-consuming and unnecessary step for many events. I'm not saying I never make up packets or pre-punch anything in advance, but as business people, we need to make sure that the time we are putting into things like this is paying off. I always say, I don't have time to do all my own stamping, much less theirs!

Secondly, over-prepping can lead to burnout in short order. The customer often becomes accustomed to the "spoiling" and expects it to continue. There is little true realization of the time involved in prepping for events, and demonstrators can come to resent that their customers do not appreciate the work that they are putting in.

For THEIR sake--

Third, golden opportunities to upsell are lost when too much is done behind the scenes, out of sight. When we don't teach customers to measure their own ribbon on the rulers on the Grid Paper, using our lovely Craft and Ribbon Scissors, we have left money on the table. If we score at home and never bring the Simply Scored board along, they may not ever see the need to purchase it. If you don't let them get their hands on the Big Shot, they will wind up thinking it is something they need extensive training to use.

Finally, the reason I would say is the most important not to do too much in advance of events, is our role as a teacher. Our goal should be to create self-sufficient, confident stampers who know how to score according to the instructions, how to use their Paper Trimmer correctly, who know how to accurately estimate how much ribbon is needed, and can correctly use the plates and accessories for the Big Shot without you hovering over them or treating it like glass.

How many customers don't even know that you cut a sheet of 8.5x11 cardstock in half to form two cards? We need to help them learn to tie bows, learn what adhesives are correct for the situation, learn to count and lay out the pieces and parts to the project and then assemble it. Teach them not to be intimidated by their tools. We should never do so much for them that we are actually cheating them out of the learning experience and the joy of creativity and true accomplishment when they complete their project and feel confident that they could go home and repeat that on their own.

Again, there is a time and place for all levels of prepping in advance, and there is definitely something to be said for making your customers feel spoiled and pampered now and again, but I hope next time you are getting ready for an event, you will take a moment to think about what and why you do things in advance, and make a conscious decision to let your customers learn (and make mistakes along the way) in at least one area in which you may previously have had a tendency to avoid.

Is your goal to teach your ladies? To promote the personal creativity and growth of your customers?  The same principles can apply to your downlines. Are you giving them a fish, or teaching them to fish? And if not for them, do it for yourself.

Just as my goal is happy, self-sufficient, confident customers, my goal for YOU is a healthy, self-sufficient, confident business. Spoil them with chocolate--but TEACH them to stamp. 

Dream BIG, friend!

Lyssa

Firing a customer

I've arrived, according to a friend. How do I know? Because I recently "fired" my first customer. Not too bad for six years and being in the top 100 in my business! The experience would seem to be liberating, even exhilarating, but in reality was very sobering and caused a lot of introspection.

When a complaint comes to light, it is our first responsibility to examine the situation and make sure our own behavior has been blameless and reasonable. Have we truly been fulfilling our duties? Have we been trying our level best to provide the same amount of service to everyone fairly? Have we been slacking off lately, often thinking, "I just don't want to deal with that right now?"

We should also consider that there could be legitimate problems with our product and the customer may have just had the misfortune to run into a string of unrelated issues, and our disenchantment with the customer is simply due to the volume of interactions with them.

Sometimes, however, there is smoke without a fire. Sometimes, there is no legitimate reason for the way the customer is acting and their behavior has escalated past what could be considered reasonable, adult interaction between a business and a consumer. "The customer is always right" is all well and good until you run into a situation where the customer is not only wrong, but chooses to behave in a manner that is professionally or personally unacceptable.

Recognize these points that might cause you to consider firing a customer:

1. when you recognize a negative pattern evolving. Every customer is going to have an issue eventually with a product, backorder, or service. Not every customer flips out and sends a nasty email each time before you're even aware of the problem, much less had the chance to make it right. It might be a good idea to document the communications so you have a record to refer to when considering the situation.
2. when the customer's response is wildly out of proportion to the problem, beyond what could be considered a reasonable level of annoyance or concern, or even the heat of the moment.
3. if they require excessive soothing or pacifying behavior on the part of the consultant, or demand freebies or extras  to make up for their trouble. It is acceptable to offer a "thanks for your patience" type gift after an issue has been resolved, but occasionally some people will make a practice out of seeing what they can get if they make a big enough stink.
4. if they continue to bring up past, resolved issues either in public or in private, and won't let  the current issue go after it has been satisfactorily solved.
5. when their language crosses over from complaining to threatening, or starts off threatening instead of escalating more naturally if they feel their concerns are going unresolved.
6. when the contact strays from being about the issue or service into personal attacks of any kind, or threats to bring the company into the argument.
7. if the customer is taking up finite resources, such as excessive amounts of time or supplies, that need to be more evenly distributed across the entire customer base.
8. when the tangible and intangible benefits of keeping the customer have obviously become outweighed by the emotional and business benefits of cutting ties.
9. when the demonstrator finds themselves consciously or unconsciously avoiding contact, dreading contact, or constantly dwelling on the situation.

Take the time to make the decision right. Don't decide anything in haste or when you are tired or hungry or just plain grouchy that day. When the idea crosses your mind, immediately shelve it until the next day. Discuss it with your spouse if possible. Ask your upline or mentor or a close friend if they will give you their perspective, keeping the customer's name anonymous and the conversation one hundred percent confidential.

If you do decide the time has come to sever ties, here are some tips for getting the message across professionally, but loud and clear.

1. mentally take back control. Your soon-to-be-ex customer has been running roughshod over you, and it is time for you to step up and do a hard thing to benefit your business in the long-term.
2. stay professional and keep it short. As fun as it would be to yell, "I don't have to take this nonsense, you big meanie!" it is not a good idea and serves no purpose. They will not change their behavior just because you tell them the truth about the way they are acting and how it makes you feel. It does provide a nice vent for the tension you are feeling, however, so go ahead and type that out. Use it as a guide, but figure out how to rephrase and condense what you are saying into a professional-sounding, firm response that clearly articulates your decision.
3. keep the company out of it if you can. You are an independent contractor and you do not represent the whole company. While customers do have trouble separating the company from the representative and lumping everything together as one big rotten barrelful instead of a single bad apple, you have an obligation to the company to make it clear to the customer that you are initiating the action on your own and that the customer can certainly continue to patronize the company if they wish. 
4. do provide contact info for  nearby alternate consultants. I know this may be a customer you wouldn't wish on your worst enemy, but again, you have to protect the company's sales and try your hardest not to alienate the customer from the company, even though you definitely want your own contact with them to cease. 
5. don't taint their potential relationship with the next demonstrator. I thought about this one long and hard before I decided that even giving someone a "heads up" that there might be a loopy customer looking for a new demonstrator was unfair to both the customer and the other demo. After all, there is a chance, however slight, that the new relationship will work out just fine, or that the customer may have learned a lesson in respect from your own encounter. The only exceptions I can think of is any situation where the customer appeared to be potentially physically dangerous, as opposed to just someone who can be unpleasant to deal with. I would hope none of you would every have the misfortune to run into that!

What about bad-mouthing, you might ask? I won't lie to you. The potential fall-out from firing a customer can be worrisome. Home-based businesses stand or fall by word of mouth, after all. It's another reason you need to be dead sure this is the right action for you. And then you will just have to trust in your own integrity and the loyalty of your customers. Resist the urge to spread your version of the story. You are the professional, and just as you wouldn't want your own transactions with a business broadcast, you owe that to your former customer.

If the former customer was as bad as it took to cause you to come to this place in the relationship, chances are, there is a trail of disturbances behind them. People either already have her number, or will shortly come to the same conclusion you did. Don't allow the person to continue to hold you hostage out of fear of bad publicity. You are in control, or you should be. Not doing anything about a bad situation or allowing yourself to be treated poorly is putting the other person in charge of your business--and your thoughts and emotions.

I hope this article DIDN'T ring a bell for 99% of you. I wish you only marvelous customer friends for the entirety of your Stampin' Up journey! But if it did, I hope my thoughts and experience on the subject were of help. I also encourage you to call Demonstrator Support, as I did. They have years and years of cummulative wisdom on all kinds of topics. They may be able to help you come up with a less drastic solution to the problem(s), or even help you confirm that you are in the right to sever the relationship. Plus, if your abusive customer makes good on a threat to call the company, you will have an incident number to refer to should it become necessary.

Here's to emotionally healthy businesses as well as successful ones. And here's to all the customers who make it all worthwhile and a joy to serve them, each and every day, year after year. Don't let the 1% spoil your attitude towards the other 99%, or that ex-customer is still in charge.

Dream BIG!

My Why

My Business Development Advisor made the mistake of asking me to type up "My Why"-- my motivation for what I do. I sent her this book the following week.

"I used to say it was just plain FUN that kept me going with Stampin’ Up, but now I know that’s not true. Because there are times now when it’s not so fun—when I have a headache, when I get a cranky customer, when an event tanks, when I have a touchy or needy downline member. And I still keep going.

"I used to say it was the incentive trips that kept me motivated, those fabulous vacations with my husband that we could never ever afford on our own. But his schedule has caused him to miss the last three out of five, and I still keep working.

"It’s not the money, although what I bring in every month is about what it takes for our two kids to go to private school.  I love having the funds to buy pretty much whatever I want for papercrafting, being able to travel to conventions and spoil my downlines, and patronize my friend’s home businesses without that money coming from the family budget. I could definitely make more money if I chose to work outside the home, though; so money, while nice, is not my “why.”

"So if it’s not the tangible things, maybe it’s the intangible. I do get a rush out of achieving goals I set for myself—guess that’s my competitive nature. And I love the rewards and recognition I’ve received climbing the ladder, working towards promoting, building my downline. Who doesn’t love seeing their name in print or hearing it called out on stage? I love striding across the airport in some new city, feeling like a successful businesswoman, having mapped out all my own travel plans, paid for my own arrangements, conquered another hurdle unthinkable just five short years ago.

And let’s not forget the stress relief—when you are a mom, especially a mom of kids with special needs, or a mom with really little ones, getting out of the house and around adults is a must. I know I’d cheerfully swap the stress of prepping for a stamp camp for 60 for the stress of a single dental visit and accompanying bill. While we know in our heads there is no more worthwhile job than motherhood, it’s really, really nice to escape to a hobby/job where your efforts are verbally appreciated and visibly compensated. Where you can sit down and in ten minutes make something so darn cute you just have to base a stamp camp around it so all your friends can make it, too.

"I guess Stampin’ Up is just so rewarding on deeply personal levels, that it is a combination of many things that keep me going when things are not fun, when my best friend can’t come, when I lose money on a workshop. Maybe no one thing by itself is enough to get me over those tough times. Sometimes at various stages, one aspect seems more important than the others, or another aspect suddenly becomes less important--but in the end it is an amalgam of reasons that make up my motivation.

"My “why” is not a nice neat sound byte. But when you condense it all down and try to get a fix on my motivation, the bottom line is—I can’t quit. I just can’t imagine stopping. Stampin’ Up is so fulfilling to me that I cannot imagine a time when it would not be in my life.

"Maybe the day will come when other dreams fill my vision and I will be willing to move into a different place. But I do know this—when and if that day comes, the things I have learned, the better and stronger and more fulfilled person I have become, because of the blessing of Stampin’ Up in my life, will never leave me."

What's YOUR "why?" What's that one thing that you hang on to, that keeps you trucking? Whatever it is, I'd like to challenge you this week to give yourself a tangible reminder of that why. If it's your kids' lessons or tuition, put a photograph of them on the light switch of your stamp room. If it's a vacation, buy a piggy bank and label it "getaway fund." If it's new carpet or a new couch, cut out a picture from the advertisement and stick it to the bulletin board. If it's going towards paying off a bill, schedule a little celebration every time you make a payment. If it's the incentive trips, print off the tracker and fill it out.

Keep that "why" in the forefront so that as soon as you're tempted to become discouraged or get negative, you'll be reminded of how important what you are doing is, to yourself and to your family.  Dream BIG, friend!

I did NOT become a Demonstrator of the Year by...

...complaining loud and long on message boards about things I could not change;

...allowing the limitations of my small house to become the excuse for why I couldn't do more;

...or by recycling projects instead of looking for fresh and exciting things to keep my customers interested.

...buying from others instead of myself.

I did NOT become a Demonstrator of the Year by...

...refusing to get on board with promotions because I personally didn't care for the products on sale;

...or being afraid of the retirement list or the lifespan of the mini catalog and letting that hamper my purchasing decisions;

...only seeing the short term pain of losing a customer and not choosing to direct my focus on the long term gain of recruiting;

...or by not viewing convention and other company events as an invaluable, vital business experience worth every cent and more.

I did NOT become a Demonstrator of the Year by...

...not booking workshops three nights of the week because my favorite TV shows were on;

...jealously guarding my "territory" and not welcoming adopted downlines as sisters and friends;

...or by neglecting to express my gratitude to each and every customer for each and every order, not matter how small.

I did NOT become a Demonstrator of the Year by...

...being stingy with my supplies and treating my tools like showpieces that had to be kept pristine;

...saying no for my customers in advance, by not asking them to book a show or offering them the opportunity;

...using my business weaknesses as an excuse instead of playing up my business strengths;

...or by giving up, when the going got tough.

Dream BIG, friend!

Lyssa

Out of the Box Bingo

Recently, a fellow demo, Michon Dubbs, shared an idea that her husband had for our large Bingo background stamp. With her permission I share it and the following variations that were subsequently contributed by other demonstrators.

Bingo is available as a stamp and as a My Digital Studio download. I prefer the MDS download as it is easily mass produced and I can alter the size as necessary.

1. Workshop Bingo: Use the Bingo card as an icebreaker at the beginning of a workshop. Give everyone a blank Bingo card (or have them stamp it on the back of their grid paper). Have them write down the names of common Stampin' Up products (ink pad, paper snips, bone folder, etc). As you go through your demonstration, they can mark each one off as you mention it.  Winner receives the door prize.
2. Variation on Workshop Bingo--have the customers flip through the catalog and write down the page numbers of the items you pre-wrote in the boxes. First one to find all the page numbers (blackout) wins the prize.
3. Wish List Bingo: At your annual new catalog open house, have the customers write down the names of stamp sets , punches or other larger items they want in each square. When they purchase it, they can mark it off. You can do a reward for a bingo or for a blackout.
4. Loyalty Bingo: Use the Bingo card as a "frequent shopper" program, filling in a square for each increment of $$ specified. When the card is full, they receive the agreed-upon reward or discount. 
5. Appreciation Bingo: At your hostess appreciation event, pre-stamp the Bingo cards with incentive stamps or hostess or Sale A Bration sets you have broken up. Clean them all carefully and put them in a large jar. To play the game, draw a stamp from the jar and have everyone mark it off. The winner of the first bingo gets their choice of the incentive stamps. You can do several winners with this one, up to the number of stamps you wish to give away.
6. Downline Bingo: At your demonstrator meetings, have your downline stamp the cards randomly themselves, assembly-line style. You stamp one, too, and cut it apart to use for the random drawing. This helps you not have to stamp all the cards yourself in advance. Play bingo as you normally would.
7. Icebreaker Downline Bingo: in advance, put the name of each downline member in a square on the Bingo card. Have your downlines introduce themselves and initial each other's squares on the card. First one to blackout wins. 
8. Baby Shower Bingo: pass out blank cards before you open presents. Have the attendees write down different baby items they think the hostess will get in the squares. Check them off as the hostess opens each gift.

If you have additional ideas for use with the Bingo card stamp, please leave a comment here. I think we'll all be looking at this wonderful background stamp in a totally different way now!

Dream BIG!

My Own Private Island Game

I recently attended a Thirty-One party, and the consultant played a game with us which left me quite intrigued and determined to adapt it for Stampin' Up use. She was able to not only break the ice with this game, but work in recruiting statements in a totally non-pushy way.

It didn't have a name that I am aware of, so I am calling it "My Own Private Island" Game, for reasons which will become clear.

Start by giving each guest a blank sheet or half sheet of paper (if you have forgotten to bring these, in a pinch you can have them draw on the back of the sale flyer or grid paper.) They'll also each need a pen or pencil.

Tell the guests to close their eyes and not to open them until they are told to do so. After each step of the game, they are to lift their pencil up and hold it in front of their faces so that you know they are done. This also makes the game even more fun, as they tend to lose their mental place on the page and the drawings get crazier.

In order, tell them to draw the following things, pausing between each to allow them time to draw and lift their pencils between the steps: an island; a palm tree on the left; three coconuts on their palm tree; themselves on the right; a shopping bag in their right hand; money in their left hand; the word "free" under the shopping bag; and finally, three friends up in the sky.

Have them open their eyes and see what they have drawn. There are usually lots of giggles and comparing of scribbles. Have each person pass their drawing to the guest on their left. Then have them total up the points as follows:

• one point for drawing waves and/or sunshine with their island
• if the palm tree is on the island, one point
• one point for each coconut that is touching the tree
• two points if they drew hair on themselves
• if the shopping bag is touching the person, one point
• two points if the word "free" is under the shopping bag
• if the money is touching the person at all, one point
• one point for each friend drawn with a smiley face

Then as they total up their scores, you tell them the meaning of the drawing. The island represents the exotic locations they could visit as a result of their Stampin' Up business. The waves and the sunshine reflect how good they will feel when they accomplish their goals. The palm tree is for how relaxing it is to be your own boss. The shopping bag represents the wonderful products we carry, and the word "free" stands for the loads of product they will receive as a demo. The money reflects how they have a great opportunity to earn extra income. The three friends represent all the wonderful people that the new demo is going to meet during her Stampin' Up journey, and the smiley faces are to show that everyone is having a ball!

The highest score wins. Have a cute prize handy for the winner, and then tell them you'll be happy to answer any questions they have about how Stampin' Up can help them get on that island and make their own goals and dreams a reality.

Putting together a compelling recruit packet

My downline Business Challenge this month is to put together some recruit packets in advance. Many of my group discovered for the first time this year how Sale A Bration greatly increases the attention of interested potential recruits, and were left scrambling around for information, trying to print off forms, and figure out how to do the various add-ons and discounts.Now, a perfect upline would have held this challenge BEFORE Sale a Bration... add that to my yearly, chronologically-laid out calendar for next year!

Imagine this all-too-real scenario at a coffee shop:

Interested Ida: "...And you know, I talked to Handsome Harry, and I'm really thinking about it."

Daisy Demo (squeals): "That's so awesome! I'm so excited for you! I just love being a demo."

II: "Yeah, I'm excited, too. I'm not totally positive yet, but I think I might want to do this."

DD: "I can get you some info and some forms so you can see how you can personalize the kit..." (rummages in purse for dog-eared business card.) "This is all I have with me right now... do you have a catalog already? I have one in the car I can give you, but it's a little sticky..."

II: "Oh that's ok. I can wait. I picked up a little pamphlet thingy at your show, but I think it was outdated, because it had a stamp set from two years ago in there."

DD: "Oh, that might be... I will be sure to get you a new one. I have a whole packet I hand out to people (thinking: or I will, as soon as I pull one together!). I can run it by your house this week."

II (getting ready to leave): "That would be great. I want to read up and make sure Handsome Harry's really on board. I'll be watching for the packet. Great seeing you again. "

DD (makes mental note to swipe a decent looking school folder from her oldest to put everything in): "Ok! It's a deal! I'm so glad we ran into each other! Bye! Oh, wait, I need your address! Here, write it on this napkin!" (rummages for pen and pulls out a broken crayon)

How much more professional and impressive would it be if you had a folder all ready to go, that you could just pull out of your bag or your car when someone expressed interest? That you knew in advance had all the collected information, up to date forms, and the latest brochure? And you could carry on the recruiting conversation without sounding like an idiot while your mind raced ahead in panic?

Here are some collected tips for that wonderfully awkward, exciting moment when you realize someone is truly interested in learning more:

• Presentation is important! Don't just hand them a wad of papers to look through. Get a nice folder and embellish it with a wheel stamp, or use the ones available on a supply order. Put the materials in the order you want your potential recruit to look through them.Fun things first, then the forms, and finally the IDA.
• Include something fun in with all that business material--a handstamped card, a card kit, a sheet of quick card layouts, a template, old Inspiration Sheets, etc.
• Even if you plan on signing people up online, print out the Starter Kit Order forms. This will give them a worksheet for choosing how to personalize their kit, and show them everything they will be getting. If that is filled out, the online sign-up process will be a piece of cake.
• Create a handout that specifically sends them where they need to go to sign up online and lists what they will need to have ready in order to complete the process, with your contact info and assurances to be there if they have questions.
• Use the most current, up to date recruiting brochure from Stampin' Up. These were recently redesigned to be less specific as to kit contents, so they can be used from year to year. However, when there are significant tweaks to the Career Plan, you will need new brochures. Make sure your contact info is on the back.
• I have a form letter that tells my personal story and shares a few of the highlights of demonstratorship. At the end I let them know the various ways I can be contacted for more info, and assure them I will be available every step of the way. 
• Write a personal message on a large sticky note and put it on your form letter or inside the folder. Let them know you're excited for them to be thinking about starting the journey. Mention a characteristic or asset they already possess that will help them be a great demonstrator.
• Put a Stampin' Up sticky note on the front of each packet. Then, when you hand them out, ask the recipient to write their address and contact info on the note and give it back to you. This will prevent the ball from being left entirely in their court, should they fail to get back with you.
• Keep a recruit packet in your car, protecting it from mishaps with a Craft Keeper (I also keep a catalog and mini in there as well.) Put a note on your planner to check it once per quarter to keep it up to date, or replace a damaged envelope. 
• Keep another recruit packet in your workshop tote. Don't leave home without it! I take mine out during the show, tell everyone what it is, and leave it right on the display table so that anyone who is interested can take it home with them.
• Consider making up a smaller, simpler recruiting info packet for events where you will be handing a lot of them out, such as a craft show or vendor fair. These don't need all the heavy-duty info reserved for very serious potential recruits, as they are likely only getting picked up by casual shoppers. Make them cute and fun, with just enough info to spark more interest--and of course, your full slate of contact information.
• Don't forget to replenish your stock of recruit packets when you get low. You've done well, purposefully planning ahead for your success. Don't let disorganization end badly what started so well! 

A little organization and effort before the need arises will pay off in many ways later on, not the least of which is your own feeling of accomplishment when you successfully and professionally snag that new recruit. Feel free to share tips about recruit packets in a comment below.

Dream BIG!

Forgot your hostess gift or door prize? No problem!

I recently hit upon fun and practical idea to cover those occasions when you find yourself at the start of a workshop and realize you have forgotten to bring along a little hostess thank you gift, or something for those door prize slips that people are passing in.

Many demos fall back on "oh, I'll just offer them free shipping," or unobtrusively rifle through their sample basket looking for something that's not too dog-eared, but there is a cute way to cover your boo-boo that won't require you to sacrifice 10% of your income for that person, or give away and of your precious card fronts--and come out smelling like roses.

This idea grew out of my Scrap A Stack Club, where one of our projects is a single 12x12 page. After hearing the ladies mention a few times how they were going to try to match the colors at home and make a two-page spread out of it, I decided that a second page would be the hostess gift. So when I pass around the supplies for the single page project, the hostess takes a second set and that's her gift.

It has been working really well. It requires no forethought on my part, no real extra space in my bag, and extremely little extra weight to carry along. Sometimes I am able to use some specialty papers for that hostess which I can't use for the whole group, or showcase another embellishment that I don't have enough of for everyone. On the occasion that the club is held at the home of someone who is not the hostess for the month, I give them a second set as a thank you as well.

Translating this to the workshop setting, I started cutting an extra cards' worth for every project for a show (in addition to the 2-3 extra I always bring in case of un-RSVP'd guests or unexpected tag-along friends.) This gives you plenty of room to play. You can have the hostess make two as you're all working, or you can give her an extra set like a Make N Take packet, to make up later quickly and easily (to the envy of her friends).

Or, based on the size of the group, you can also do one or two door prizes with those extra supplies, and you can also string the excitment along and draw the names right before each project to see who is going to get to make two of something.

Variation #1--If all expected guests have arrived and you can see that you have plenty of extras cut for the evening, you could also announce that everyone who is planning to book a party that night can make doubles of one (or all) of the projects. Make sure to watch for people who do, and then hold them to it when you are closing up at the end of the evening. However, if they do flake out and never end up hosting, you are only out the supplies for a card, and nothing too costly.

Variation #2-- draw the door prize winner right before you begin the stamping part of the evening. Announce that she gets to make an extra of one of the projects--but that she can't see them in advance and must decide as the supplies are being passed around. Will she jump at the first card, or take her chances that she will like the second better? Door number one or door number two--or will she wait until project three?  The other guests will be urging her to make certain ones, or sighing in mock jealousy, wishing they could make two of a particularly delicious project.

I'm always looking for ways to streamline my packing and eliminate the potential for forgetting items at home. Enjoy this simple and easy idea to help you out of some of those awkward moments at shows, and possibly add some booking interest and a fun twist to your workshops.

Dream BIG!

Price Increases: Sticking to your guns

A big problem that sometimes occurs a couple of years into demonstratorship happens when we realize we need to raise our prices.

Prices are raised for any number of very legitimate reasons, including increased costs, whether of raw product, supply costs, or gas prices; new costs such as developing babysitting expenses or having to rent a larger space; or simply the realization that one is making only pennies for precious time spent away from family.

However logical those reasons may be, raising your fees can be a deal-breaking moment for some of your periphrial customers and is not for the faint of heart. Many of us raise them incrementally, hoping customers will not realize it, and others come to the end of their ropes and "rip the Band-Aid off," so to speak, getting it over with quickly. There are things to be said for both views. 

Sometimes demonstrators assume that because the price of gas and groceries has gradually gone up, customers will also be reasonable and realize the same is true of the costs of cardstock and shipping. Not to be a discouragement, I'd like to warn you that this in not usually the case.

When people realize they are paying more for the same product or service, there is a very normal negative reaction. Now, we hope that this negativity is immediately tempered by rational internal dialogue, with the end result being the customer swiftly comes to the conclusion that you had no choice but to raise prices. In reality, some will not be able to overcome that initial negative reaction and it will take them time to adjust to the "new normal."

If you choose the "rip the Band-Aid off" method of raising your prices, I encourage you to be prepared in advance for lower attendance, upset emails, and a few who drop out entirely. It is not subtle and it should be accompanied by a simple, short and sweet explanation just to your customer friends that are affected (no mass emails). It should also not be undertaken lightly or without a good deal of forethought and feedback from trusted, experienced sources. However, there are cases where this approach is completely necessary, and sometimes it is not as bad as you think it is going to be.

I once came to the realization that I was providing too many projects for a monthly hostess club. I continued to do so for months simply because I was afraid I would lose them by cutting down the projects, and I didn't feel good about raising the minimum order required each month. If I might say so frankly, that was very foolish. I do not work my tail off full time in order to subsidize my friends' hobbies. I looked for ways to sub in cheaper supplies and save on paper, but it was not enough. So eventually I had to bite the bullet and tell them I was cutting one of the projects. And you know what? I didn't lose any of them.

I encourage you not to wait until you have lost a lot of money, or a little money gradually over a long period of time. Here are some take-away tips to remember when considering your pricing structure.

• DO YOUR MATH so that you know exactly what your costs are. Be sure to add all incidentals like gas, room rental, food, paper goods and business forms, too, as well as any assistants or babysitters you paid. You might be surprised at how little the projects actually cost, but how much the "extras" do.

• Be intentional when setting your prices--never pull a figure out of the air and NEVER just price a class the same as always just because that's what you've always charged.

• Stick to your guns. Remember how bad you felt when you realized you did not make any money at all, rather paid some out of your own pocket, for that one event. Recall the feelings you experienced as you drove home that night and did the math, coming to the conclusion that you had paid people to come to their friend's house and use up your stamping supplies.

• The less involved your customers are, the less likely they are to accept the changes with postivity. So the best advice I can give you on raising your prices is to do your level best to provide even more excellent customer service and foster that sense of relationship with your stamping friends. Up your intangibles in equal proportion to how high you are being forced to up the tangibles.

• You are not here to subsidize anyone else's hobby. No reasonable person, no true friend, could possibly expect that. Some customer friends may need fuller explanations or more time to process the changes and get over your new fees, and you should try to stay calm and professional and try not to get upset or take it personally.

• If you do lose some customers, it's ok to look at your fees and reevaluate to make sure you are being reasonable, but don't cave in right away.  You can tell them truthfully that your business is a work in progress, and you will be analyzing the results every few months and reassessing the situation. You may not revise your prices at all in the end, but your customer will have time to adjust, to ponder the reasons you outlined for the increase, and eventually will probably work it out.

While raising your prices may not be popular, it may be absolutely crucial to the survival of your business. I'd encourage you to leave comments here if you would like to relate any additional tips or personal experiences for your fellow demonstrators. And then take a moment when you're planning out your upcoming classes to make sure that you are being intentional with your prices, and realistic as to the actual expenses you face. Your business will be the better for it, I promise.

Dream BIG!

Why you don't need a business coach

You won't be a demonstrator very long before you notice that there are people offering "business coaching services" specifically for the stamping business owner. Obviously, clever entrepreneurs have discovered a market in selling products and services specifically targeted to other demonstrators.

For clarity's sake, I am differentiating here between those who always offer advice, seminars, etc for free, and those who charge some or all of the time. All of the advice below is referring to paying for business advice or coaching services.

While in most cases, no rules are being broken here at the time of writing, I have reservations as to the advisability of paying for these services for the average demonstrator. Do not feel as if you have less chance of succeeding, if you don't have a business coach. That is simply not true. While some business coaches claim a high "client" base in the percentage of demonstrators who are high achievers, which of course we have no way of verifying, I can assure you that most high-achieving demonstrators are not paying anyone to coach them.

Stampin' Up has a wonderfully simple, easy to understand business plan, with excellent resources and training materials, available in a variety of formats, and backed by a incredible team of support. While I would never say there is nothing to be learned from direct-selling, marketing and home business books, websites and bloggers, I truly believe there is no need to pay for any extra services beyond what Stampin' Up, an encouraging upline, and the networking opportunities provided through physical events and Stampin' Connection have made possible.

In my experience, the single most unfortunate aspect of some of these coaches is their subtle implication that the average woman cannot succeed in Stampin' Up without outside help. This is not true, and I know this from personal experience and from speaking with many, many other demonstrators who have made wise use of Stampin' Up's resources and their own creativity and determination. You can succeed, and with flying colors!

YOU and your unique talents and efforts are what got you to where you are today and what will get you where you want to go. In fact, those coaches would agree with me when I paraphrase the quote by an unknown author--"all the business advice in the world will not work unless YOU do. "

Not all business coaching services are bad, although there are none that I recommend without reservations at the time of writing. However, some business coaches use frankly shady tactics to draw customers in. I have identified some practices that should set off alarm bells when you are considering a business coach:

• caution that the company is misleading or misinforming their own demonstrators
• promise ridiculously high sales increases in short time periods
• provide no statistics or don't back up claims of efficacy with proof
• have few or no testimonials, provide no dates for testimonials, or never update the testimonials they mention
•  regularly offer "free" webinars and phone conferences that contain some generic advice but are obvious vehicles for advertising paid services, books or products.

Remember, as soon as a person solicits money from you, their motives must be taken with a grain of salt. It stands to reason that those who claim to help you learn all the secrets of good advertising are good advertisers of themselves, and they know how to present themselves in the best light possible.

If you do decide to spend your hard-earned money on a paid business coach, go into the relationship with your eyes wide open and your research well done. Do yourself a favor and commit to really working the resources around you first, before you spend your dollars for advice. Seek out experienced demonstrators who have been there and done that. Take full advantage of the tools available, and trust in your own intuition and ability to learn and grow and help your business flourish.

Dream Big!