Song of My Heart Demonstrators

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 I picked up a little pamphlet thingy at your show, but I think it was outdated, because it had a stamp set from two years ago in there."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!

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!

 

2010-11 Demo Cost Breakdown spreadsheet

Download 2010 Price Breakdown 5.5 PCT Tax

This is a wonderful Excel spreadsheet whose original creator's name has unfortunately been lost (if it is you, please let me know and I will change the post to reflect that). It is an invaluable reference for anyone who wants to get serious about tracking exactly what they are spending, and also useful for figuring out what to charge for your Stampin' Up classes and stamp camps.

You can change the tax rate to reflect your area, and then save it under that new name, and share with your downlines. It can also be modified for customers as well. I love to show my stampers how affordable making your own projects can be.

In a Perfect World...

I recently hired an assistant (so if you get email or a phone call from someone named Penni, pay attention). This was a big step for me, because I am a control freak, number one, and find it virtually impossible to give up any area of my precious business; and number two, because it took me five years to dig myself the hole that finally got big enough that I had to admit I needed some help.

One laughable result of biting the bullet and hiring an assistant is that I started "cleaning the house before the maid comes," so to speak. Lots of those seemingly insurmountable organizational and sorting tasks miraculously got themselves done in the amount of time between the date we made our agreement and the first time we got together to go over things and have the grand tour of the hidey-holes in the stamp room. 

Anyway, I say all that to say, while trying to figure out what I wanted Penni to do, I came up with a list of what I would like my stamping business to be like, in the very best case scenario. All those things I wanted to do but often did not; all those little touches I heard about but never implemented; all those cards and phone calls I did not get around to until it was too late. And when it came time to save the list and name it, I decided to call it what it was. A Perfect World list. 

In a perfect world, every hostess would get a "I'm so excited for your show" card in the mail a month before her event (both to build anticipation and cut down on flakes).

In a perfect world, every club member would get an email reminder with directions to the next location one week before club (rather than the night before, if they were lucky that month).

In a perfect world, all my customers would get a birthday card with a coupon in it the week of their birthday (instead of half my customers getting one and the other half not, because the address book was a shambles or I didn't have that info on file).

In a perfect world, all my new downlines would get a folder with various helpful forms, handouts, a family tree, and an invitation to the monthly meetings (to avoid those embarrassing "oh, didn't I give you that yet?" conversational moments).

In a perfect world... and it went on. And the list was HUGE. It's four pages long currently. What it turned out to be, was every end result I wanted to see from my business efforts, if a fairy godmother had suddenly gifted me with perfect organization and followup instincts.

Unfortunately no fairy godmother was in sight. But, awesomely, it gave us mere mortals, Penni and I, a great place to start. What had to happen for every hostess to get that card before her show? Well, cards had to be made, of course... but also an envelope would have to be addressed (with the correct and complete address), it would need postage, it would have to be mailed at the proper time, and it would have to be done consistently, and (gasp) followed up with a hostess coaching phone call.

Starting with the Perfect World result and working backwards helped us deliberately break down the tasks to accomplish in the real world. What parts of that could someone else help me do? What needed to be done by me? What had to be done first in order to make the other steps happen? Verbalizing both the result and the steps of the process were key. It needed to be down on paper to be more than just a wish.

I'd like to encourage you to start a Perfect World list of your own. Go ahead and write things in that you already do successfully, like the fact that I put a card in the bag with every order. That's about the only thing on my Perfect World list that I did consistently before I wrote it.

You've probably picked up a lot of good customer service ideas along the road, and while you won't be able to implement them all, but choose a few that seem doable and write them on your Perfect World list. You will not see everything on your list come true. But as you strive towards that verbalized goal, watch the result from your improved customer service make your business soar. 

Dream BIG, friend!

Attractive and efficient workshop folders

With the recent emphasis on a return to the home-workshop format in our businesses, a little refresher course on what goes into a great customer folder may be in order. Many of us have been doing this for years and might think this doesn't apply to us--but read through for some fun tips that might help you shake up a presentation "rut."

Why are workshop folders important? Two reasons:

First, workshop folders are often a customer's first introduction to Stampin' Up, beyond the email or postcard they received inviting them to the show. They'll come in, be welcomed, and take their seat, and dive right in to the materials on the table. Therefore, it is important that these be presented in an attractive and tidy manner.

Secondly, The demo will present a much more organized front, as well, if she can continually refer the customer back to the folder for all miscellaneous info, brochures and catalogs, and sale flyers. The demo also has much more control over what order the customer views/hears about the info she wants to present.

What kinds of folders work best?

Buy yourself 10-12 sturdy school folders. Most people use the paper school folders because they are cheap and come in lots of colors. You can do this if you don't mind replacing them more often.

You can also buy thin 3-ring binders or clear report covers, but make sure to get the kind with pockets so there’s a place for smaller papers. Buy more than you think you'll need, so you can replace dirty or torn ones, and still have them match, even if the style gets discontinued.

You can also use the folders that Stampin’ Up sells on a supply order. These provide another way to showcase our products, but they do cost more and can’t be personalized. They look great, however!

Some demos like hard-sided folders so that people have a place to write. Personally, I found that most often people are sitting at a table anyway, and those kinds of folders are larger and more awkward to cart around. We have enough stuff to carry!

Once in a while someone will accidentally take the folder home with them. While you could probably get it back without too much trouble, it is a good idea not to put anything in the folder that you would be upset over losing.

How are the folders organized?

Definitely put page protectors in the folders, if you get the kind that take them. Place 2-3 page protectors in each folder, and that way you’ll be able to keep the flyers clean and in the order you want to present them, as well as be able to easily swap them in and out.

If you like, purchase a clear plastic 3-ring folder envelope that snaps or velcros shut. These are great for putting the Make N Take supplies in for each person. It’s a little more work for you, but customers love it, and everything is extremely organized. You just tell them which pieces to take out, and everyone does it at the same time, so it saves a lot of time passing pieces around. I found my envelopes at Walgreens.

Be sure to put your business card in the little slots inside the front cover. Put your address label inside each folder as well. Many demos put a small Post-It note pad on the inside cover for people to use to mark pages in the catalog.

So much of a successful business depends on personality and the ability to market your own creativity. Decorate the outside of the folders by stamping, wheeling, or attaching a clear envelope to the front with a card front inside (can be swapped out seasonally if desired). Use one stamp set to make them coordinate, or have each one be different & unique.

What goes in the folders?

• Order form
• Door prize form
• Wish list
• Recruiting brochure
• Mini catalog
• Current specials/promotions
• upcoming events calendar
• Pen

Don’t overload the folders. There should not be so much information that it overwhelms the customers. Keep all the flyers professional looking.

Use the Taking Care of Business set or another set to stamp all printed materials—it personalizes the folder and gets the products in front of the guest one more time.

What do I do with the folders?

Near the beginning of your workshops, do a quick “folder tour”. Go through a folder and point out the contents so they know where things are. Do this before the catalog tour because after it, they are not likely to pay attention to anything you say!

Put all the contents in exactly the same order in each folder, so that when you are doing the folder tour, everyone is more likely to be looking at the same flyers at the same time.

After the workshop or before the next one, go through your folders and replace missing items such as order forms and wish lists. Remove leftover Make N Take supplies or replenish them if desired. Replace your folders when they become smudged or get worn so they always look fresh! No one wants to hold a dirty or beat-up folder.

Take a little time this week to look at what you have been using for workshop folders, and see if you can implement some of these suggestions. Feel free to comment about what has worked for you, as well.

Dream BIG, friend!

This article first appeared at www.stampinaddicts.com in November 2009.

Pyschologically Efficient Workspaces

I don't know about you, but one of my resolutions every New Year's is to become more organized. The repetitive quality of that resolution should tell you how successful I have been at it! One of the biggest areas of frustration to me is how my tiny stamp room/office can get so overloaded. I am constantly working towards the most efficient, welcoming workspace possible, within my limited budget.

I recently read a good book with some very valid points, which helped me to place my office clutter. It's called "The House That Cleans Itself" by Mindy Starns Clark. Side note: It has some hysterical "caught in the act" embarrassing stories about ladies who have taken a few shortcuts in the cleaning department.

While I don't think every point of her organizational system is for me and my family, I still took away lots of good tips and interesting insights into why some people are naturally messy and others are naturally organized. Apparently I have a lot of mental baggage which we won't go into right now but I recommend you check out this book if organization is not your strong suit.

Her book is, of course, written with the whole house in mind, but many of the principles translate seamlessly into the office and stamp room, and that's where I'd like us to focus today. I won't be able to do it anywhere near justice, so be sure to read the book if you can.

A total "aha!" moment for me was Clark's chapter on Sight Zones. Standing in the doorway to your office, what are the first things you see? What is the over all impression you get of the room? "You can actually give the appearance of your home being cleaner that it really is by carefully directing the eye towards the stay-neat areas," says Clark. I made a world of difference in my tiny room by turning the table perpendicular to the way it was before. Now when I enter my stamp room, my table no longer stretches out in front of me like a barrier. The table is exactly the same size it was previously, but the endless piles on top of it seem visually smaller because it now stretches away from me instead of across my line of sight.

I am lucky enough to have antique built-in cabinets (my stamp room used to be the little kitchen) to store my cardstock and stamps. I make a concerted effort to close those doors when I leave the room, because when they are open, and all their colorful and busy content is the first thing I see in the morning, it feels messy and overwhelming before I've even taken two steps in.

Clear storage is cool--except that it contributes to the overall eye-clutter. Paper boxes or baskets with matching liners might not be quite as convenient when you are trying to find something, but they give far more than their actual value when you think of it in terms of sight zones. Clark recommends that you try to arrange your room so that areas which naturally tend to get messy (such as bookshelves, toy spaces, areas with lots of unmatched shelving or furniture are not in the direct sight zone of the doorway.

Just that one principle was worth the $11.99 I paid for this book! All over my house, and even in my kids' rooms, are places that will never be organized and tidy for more than a few minutes at a time. Why not HELP yourself and put those areas out of immediate viewing?

This week's challenge is to take a moment to stand in the doorway of your stamp room/office and record some impressions (no fair going in there to clean first and THEN standing in the doorway). Look at where things have piled. Is it because you have no place for them? Or the place for them is inconveniently located? Look at what faces you directly. Is it a pleasing sight or an eyesore? Is there a piece of furniture, or a painting, or a storage unit that you do like, which could be moved so it is the first thing you see?

You don't even have to move anything around. Just identify the problem spots (busy, colorful, naturally messy) and think about moving them to areas which are not in your direct line of view. You will be amazed at how your psychological perception of your workspace changes, even subconsciously.

Let's share ideas here for how we have changed the atmosphere of our workspaces NOT by doing a total redo with expensive built-ins, but with little changes that made a big difference.

Dream BIG, friend!

This article first appeared at www.stampinaddicts.com in July 2009.