Song of My Heart Demonstrators

Convention Club, part three

In Part One and Part Two of this series of articles on the Convention Club concept, I outlined the program, shared the "why" behind the idea, and listed many sample business-boosting activities that could be used to implement your own rewards system. In Part Three, I will be sharing my FAQ document as a sample to be used when explaining the system to your downline, should you choose to implement a Convention Club program. As with any special, sale, or promotion, the "fine print" is really important. This document will cover your backside for any one of a number of common situations that might arise.

Because this is my personal system, developed and highly specialized for my own group, I ask that you do not just copy and paste this document. Rather, please feel free to use it as a starting point for developing your own "fine print." After you have finished figuring out your own policies, ask a discreet demo friend to go over it and make sure it is clear and concise, as well as exciting-sounding, before you release it to your team.

NEW! Announcing the 2013 Convention Club

Do you suffer from Convention Envy?  Really want to go but can’t swing it? Started saving but lost your motivation? Need a way to make sure it happens next year?

I have a program for anyone in my downline who is serious about going to the 2013 Stampin’ Up Convention in Salt Lake City and needs help getting there. Convention is WORTH EVERY PENNY and costs more much more than Stampin’ Up actually charges us, but it can pose a financial obstacle to the average demonstrator who hasn’t been planning carefully and saving up during the previous year.  

As much as I’d love to, I can’t pay for your plane ticket or your hotel. But I CAN help you with your registration fee, lowering your costs by a significant amount. Let me help you MAKE IT HAPPEN! 

Q. When is Convention 2013?

A. Date:  July 18-20, 2013

Q. Who can participate in Convention Club?

A. Any member of my Stampin’ Up downline in levels one through five can participate in this program for the SU year 2012-13. The program is evaluated on a year by year basis and may not be offered again.

Q. How do I earn points towards Convention Club?

A. Completing specific challenges such as sales goals, recruits, promoting, and other business-building, consistency-promoting, leadership-building behaviors.

Q. What about the prizes we currently receive at our group meetings?

A. Instead of receiving an item from my prize basket as an award during a given month, you could choose to receive points towards Convention Club. You can pick Convention Club points or a prize from the basket on a per-case basis.

Q. How many points can I earn in Convention Club?

A. The entire amount of your Convention registration. Once you have earned that amount (usually about $275) you will not be able to earn any new points until the next calendar year.

Q. About how much more than the registration fee will I need to save up on my own to go to Convention?

A. We generally try to stay cheap and eat cheap. Many of us save up miles on our credit cards to help with tickets. Last year we paid $130 per night for the hotel and $260 for our flights. Depending on the hotel, the number of people sharing a room, and the airline, you will need $500-600 additionally. You will also want some money to spend in Memento Mall and for food.

NOTE: It is imperative that you save up money or make a plan for funds on your own in addition to the Convention Club fund. The registration money will not help you if you can’t pay for your plane ticket.

Q. Who keeps track of the Convention Club?

A. You will be given a booklet similar to a check register, in which we will record your growing balance each month after the monthly meeting. I will initial the individual entries as they are approved. You are responsible to keep track of the booklet and bring it along to be updated.

Q. How are the Convention Club funds transferred to me?

A. I will issue you a personal check for the full amount you earned after you send me the confirmation number from Stampin’ Up at the completion of the Convention registration process.

Q. What happens to the Convention Club fund if I can’t make it to Convention after all?

A. If something unavoidable comes up and you can’t go to Convention after all, you can choose to redeem it for catalog merchandise for half the dollar value of the fund (during the month of June).

Q. Why only half the value?

A. The whole point of Convention Club is to try to encourage my downlines to go to convention, and not just to provide a program for you to save up money and spend it later.  It is not my intention to penalize you for not going to Convention, just really encourage you to go!

Unforeseen Circumstances Disclaimer 

• While I always make it a priority to attend convention every year, I may not always be able to go due to health or family conflicts. The availability of the Convention Club program for the year does not mean that I will be attending convention with you.
  
• The availability of Convention Club for the 2012-13 year does not mean the program will be available next year or any year thereafter. The program is re-evaluated every year and I am dedicated to continuing it as long as it is financially feasible to do so.
  
• If for any reason the program must be prematurely cancelled before Convention 2013 registration, participants will be able to redeem their points for product equal to half the value of the points they earned to the date of the last meeting. This is highly unlikely to occur.
• If for any reason a demonstrator participating in Convention Club resigns, becomes inactive, or has their demonstratorship revoked, all Convention Club points earned during the 2012-13 year become null and void.

 In Conclusion

I seriously hope you will consider making Convention a priority. You can’t imagine how fun it is, and what a shot in the arm it would be to your business. I consider Convention a game-changing event in your business life. Once you go, you will never want to miss it again.

Please let me know by the August meeting if you would like to take advantage of this program and earn your registration to Convention 2013 for free, and I will give you a booklet so you can begin saving up points. You may join Convention Club later in the year, but you might as well start saving and planning right away to make sure you earn the full amount possible, right?

Dream BIG, my friend! The sky truly is the limit with Stampin’ Up, and your biggest cheerleader is right here rootin’ for you. Convention is a possible dream, and together we can make it happen!     ~Lyssa

This completes my three-part series on the Convention Club concept. I hope you have gotten some food for thought about a motivational rewards program of your own, or maybe just helped you become personally super excited to get yourself to convention next year. It is my dearest wish to benefit Stampin' Up in any small way for the amazing blessing they have been to me, so please let me know if you have been touched or encouraged by this or any other article or series on my demonstrator blog.

Dream BIG, friend!

 

Convention Club, part two

In a previous post, I shared with you the impetus behind and the success of my Convention Club program. You can click here to read that article: Convention Club part one

Today I'll be outlining the types of business-related activities that you may want to consider when implementing a Convention Club of your own. Many demonstrators run "Business Bucks" or "I-Did-It! Dollars" programs where their downlines are rewarded with money to spend in the catalog either monthly or yearly. These would all be great activities for that sort of reward program, too. And if you're an orphaned or abandoned demo with no support system, consider making up your own reward program, by writing down SU products or fun things that you can "earn" next to the business-boosting activities.

I'll also be sharing some things I learned throughout the inaugural year of this program, which was experimental and top-secret until I'd been through a round of it. I try very hard to only allow advice on this blog that is both tried and true, so even though I was dying to tell you about Convention Club, I hope you'll understand and appreciate my reasons for holding off.

You'll notice I have not assigned point/dollar values to the activites listed below. You should develop your own values based on how important the activity is to you. I strongly suggest that you make sure your team knows you are experimenting with the program and will be making changes as needed so that the system works for everyone, including yourself. Some are one-time tasks; others may be applicable multiple times or every month. Be sure you crunch those numbers and put limits on the number of times a certain activity will count for points. For instance, I didn't want the same person bringing the business topic at every team meeting, so I limited the points they could earn for that task to once per quarter.

If you have more questions about Convention Club after reading all three articles, please feel free to leave a comment (I will not be able to respond via email due to the volume of interest on this topic). I will be adding a FAQ post as Part Three on this topic. But remember, while I aim to be helpful, ultimately you will need to develop a Convention Club that is tailored to the growth areas you want to motivate in your own team, which will be different from mine. So as I stated before, I will not be sharing my actual chart and booklets.

Here are some activities you may want to use when you put together your reward program. I have roughly broken them down by area of growth.  Remember that these are just suggestions and you will not want to use all of them. I suggest that for the best chance at creating balanced businesses in your downline, you select activities from all three areas.

1. Business Growth
2. Personal Growth
3. Group Growth

Business Growth Activities: These are tangible behaviors and events for celebration that I give out rewards for at my monthly meetings. If the person is not in Convention Club, they just pick from my prize basket while we cheer for them; if they are in club, they write it down in their booklet and I initial my approval of the points earned at the end of the meeting.

• Recruit a new team member  
• Recruit at least one new downline a month for three months in a row
• Promote to Senior Associate
• Promote to Supervisor
• Promote to Senior Supervisor
• Promote to Manager
• Promote to Senior Manager or Above
• Promote more than once in a year
• hold your own downline meeting at least once per quarter
• acheive Great Rewards for the quarter
• personal sales of $500-$999 a month
• personal sales of $1000+ a month
• beat Lyssa (insert your name here) in sales for the month
• first/second/third place in sales for the month
• start a stamping blog or subscribe to the DBWS and email me the address

Personal Growth Activities: These less-tangible business-boosting tasks are designed to help my team grow as leaders, strengthen professionalism and integrity, and gain personal confidence. Leadership skills can be taught if they are not innate. Professionalism will help them carry on through awkward situations that may arise. Integrity, something I require of all my demonstrators, needs to be fostered. Confidence is attractive to others. Stampin' Up demonstrators are leaders, and I want my team to be equipped to deal with the success that will come from their hard work.

• read a business motivational book and share a short book report at the group meeting
• listen to/watch a Stampin' Up business-related webinar or video and email me your notes
• listen to a CD from my library of past SU events and summarize for me via email
• download the Upline Handbook template and personalize, then email to me
• attend a regional seminar during the SU year
• attend Leadership Conference during the SU year
• get published in a trade magazine and/or mentioned in Stampin' Success
• Stampin' Success contest winner or honorable mention, or featured artist article
• be selected as a Workshop Wow presenter/Make N Take Helper/Display Stamper
• enter to be on the Artisan Award Design Team
• purchase My Digital Studio and professionally print a finished project, bring to meeting
• learn and add a new social media outlet to your advertising repertoire. Present results to the team after three months and then again after six months

Group Growth Activities: I believe that the stronger and more involved a group is, the less likely recruits are to drop out. In addition to improving retention rates, a healthy, happy team with lots of relationship ties will help everyone be successful at whatever level they choose to work their businesses. I feel strongly that our meetings be fun, informative, timely and full to the brim with solid business and stamping tips. As I mentioned in Part One, I chose to add in some tasks that you might not need to reward your team for because they are already doing it without additional motivation from you.

• share a business topic with a handout at the monthly meeting
• bring a project to demonstrate for the meeting with typed instructions/template
• bring a Make N Take for the whole group
• present a My Digital Studio project from start to finish on the big screen at the meeting.
• organize one of our quarterly charity fundraisers for the whole team to participate in
• organize and edit an entry for the Convention Commercial Contest
• participate in the group meeting swap at least seven of the ten monthly meetings. 

I welcome suggestions for other tasks in these areas of growth. Please leave a comment below and share it with all of us if you have ideas or if something has been working for your team. Check out Part Three of this series, which will hopefully answer any remaining questions you might have about the Convention Club program.

Hosting a My Digital Studio event, part two

Continuing our discussion about why, when, where, and how to host a My Digital Studio event for your customers, downlines, and demonstrator friends...see Part One for common demonstrator concerns and fears, helpful tips about what to focus on teaching, who to invite and what they should do in advance of the event.

I have held multiple styles of MDS events since the software was released. The first one was a large seminar-style event held at a local college. The classroom was ideal, the lighting and number of outlets was optimal, and the set up with the large projection screen could not have been better. There was even a wonderful buffet and salad bar at the college cafeteria, which I was able to include in the price. However, if such a space is not at your disposal or the rent is out of reach, rest assured that you can still hold a great event in the confines of  your home or even around a kitchen table. I have also held smaller "overview" or "survey" classes and MDS worknights and felt they were equally successful in comparison with the large events.

One very important aspect of an MDS event is having displays of printed projects. If your customers cannot see any finished items, it makes it hard to envision the things on the screen translating into useful objects in real life. Challenge yourself to have several different types of print products ordered in time for your event. I would suggest at least one photo album; a calendar of some kind; a 12x12 page in both the paper and cardstock options; and at least one card. The journals and the swatchbooks are also very compelling finished products and would be attractive to people on the fence about ordering through Stampin' Up as opposed to another outlet.

If you don't have very many finished projects you can show, you can possibly borrow from other demonstrators. I am also impressed with the pre-selected kit of finished MDS samples that you can currently purchase from the Supply List on a demonstrator order. But what you want to aim for is a big enough selection of samples to really give an overview of the program's potential.

The only other base-line requirements for an MDS event are tables, chairs, good lighting, and plenty of outlets. You may want to ask participants to bring extension cords. I would also suggest they bring a mouse along as it can get tedious to digi-scrap with only a little touch-pad on your laptop.

I divided the talking points and teaching concepts of MDS that I wanted to cover into three main categories: Beginner, Intermediate, and Advanced. You will not be able to cover all three in a single event unless it is a day-long seminar. Even that gets tiring by the end of the day However, you can either hold a "beginner" and "advanced" class on successive weekends, or you can simply give a quick overview of beginner techniques in the class, and work with those who want more on an individual basis. There is only so much they will be able to take in during a single session.

A suggested schedule for a day long event is as follows:

• Coffee and displays open at 8:30 a.m. Request all laptops set up and plugged in, ready to go  by 9:00 sharp.
• Morning session from 9:00-11:00 Beginner level functions
• Break for lunch 11-12
• 12:00-12:30  create a hybrid project from previously printed pieces combined with traditional papercrafting (for instance, a card whose focal point was printed and then punched out)
• Afternoon session from 12:30-2:00 Intermediate level
• Q&A time from 2:00-2:30
• 2:30-3:00 Coffee/stretch/bathroom break, play a slideshow of an album or MDS movie. At this point people could leave as needed, or continue on to the next session.
• Afternoon session from 3:00-4:00 Advanced level functions

A suggested schedule for a single evening event:

• 6:00 p.m. displays and set up. Request everyone be plugged in and ready to go by 6:30.
• 6:30 p.m.-7:30 p.m. Beginner level functions
• 7:30-7:45 dessert/stretch/bathroom break
• 7:45 to 8:30 p.m. Intermediate level functions
• 8:30-9:00 p.m. Q&A time

Alternatively, you can do a free-style event once a month or quarter, which I call an MDS Worknight. This event is for anyone at any level, and is really casual. Those who are already into MDS can work on their own projects and I am right there to answer questions, give design advice, and teach them some more advanced tips. Sometimes they come with a list of things they were wondering about or wanted to learn how to do. For those who are totally new, I can start with a walkthrough of the various buttons and then let them loose to play and ask questions as they think of them. I offer these nights for free, and I think they are very reassuring to my MDS customers. They know I'm not just going to sell them something and then leave them to flounder.

Whatever style of event you choose to go for, set yours apart from the pack by making the invitations in My Digital Studio, so that from the get-go they are seeing the potential of the software. At the event itself, you could serve “computer nerd” food—twinkies, Mountain Dew, beef jerky, Red Bull, Cheetos. Or, a more classy twist might be to bring in a chair massage during the lunch hour or afternoon break of a day-long event (make sure you are charging enough to cover this). Encourage the participants to dress comfortably and come prepared to work.

Follow up the day's or evening's activities with an email thanking them for their participation and retierating where they can go with questions. Include a link to your online store so they will recall how to view and purchase downloads. You may even want to include an attendees-only discount for the full version of My Digital Studio, if you know all they have is the trial version. Encourage them to show you their finished products when they come back from the printer, and include a link to www.mydigitalstudio.net, where they can share their work in the gallery.

Your customers are going to LOVE My Digital Studio. And once you feel more comfortable with it yourself, you will love not only the functionality of the software, but the potential business applications as well. This product can revitalize your business, but it must be marketed, and once we've sold it, it must be supported with training. Go after this new market with confidence! And feel free to leave comments below about your own ideas for MDS marketing and events.

Dream BIG, friends!

Hosting a My Digital Studio event, part one

I've been meaning to write this much-requested "how-to" article on My Digital Studio events for a long time... I mean a REALLY long time! Thanks to those who have requested, politely reminded, and waited patiently.

Here's my advice. Just do it! Hosting a My Digital Studio event often feels overwhelming to demonstrators, but it’s not nearly as hard as you might think.

One common misconception demonstrators have is that they need to be an expert in MDS before they can begin to teach the program to others. I certainly wasn’t. I knew I had delved into the program more than most demonstrators (and therefore customers), and I felt like an MDS event was something I really needed to do. However, I got concerned the more I tried to "study up" for the event. The more I learned, the more questions it raised. I lost count of how many times I called tech support while I was getting ready for my first seminar.

But I DID know more than my customers, many of whom were approaching a program on their own for the first time in their lives. And I had plenty to share with demonstrators who had not even loaded the CD's onto their computers yet. So don't underestimate the power of what you have to give, even if it is just basic navigation and explaining some of the capabilities of the software.

One very helpful thing I did was print the entire MDS manual and put it in a binder (it's big; be prepared). I was surprised when I started going through it, page by page, how much I had already picked up. I highlighted things that were basics in one color, more advanced techniques in another color. I wrote my notes and little tips I’d learned in the margins.

The most common questions I get about MDS are how to purchase and install additional downloads, and what the printing options are in regards to process, price, and time frame. You can find answers to those at www.mydigitalstudio.net, but the best thing to do is purchase a download and a print product yourself a couple of times to familiarize yourself with the two processes. At my events, when we have internet access, I buy a download right in front of them, and upload a small project (due to time) for printing as well (you can actually print it later, or not at all).

Another common concern demonstrators raise is a fear that no one will come. Actually, you will probably be quite surprised at the interest. Not only customers who have bought MDS already, but potential buyers can also come. Open it up to area demos and their customers, and you will find yourself flooded with requests to join. Be sure to advertise it well, using all the avenues available to you.

The marvelous recent addition of the free MDS Express 30-Day trial means that everyone can fully participate in your event, even if they have not yet purchased My Digital Studio. Encourage them to sign up and download the trial before they come, and then if they haven't done it yet, you can help them "launch" the program (and thus begin the trial period) at your event. Be sure to encourage the standard MDS purchasers to load and run BOTH disks before they come, as well, or they will lag behind the group when you get going. 

The tech side of things often scares demonstrators. Again, you do not need to be a technical whiz in order to help people understand and use MDS sucessfully on their computers. Everyone should bring their own laptop, but for those that don't have one and for the ease of keeping the class all together, your laptop can be easily projected onto a large tv or screen with the addition of a simple, inexpensive cord. Ask your local computer nerd or Radio Shack to hook you up. Write down the instructions for how to do it, if there's any danger of you forgetting. Practice in advance so you can rest easy about the technical side of things, and put that computer-saavy spouse or kid or friend on speed dial--just in case!

Before they leave your event, everyone should know at least three things—the first and second being how to purchase and install downloads and how to upload to professionally print through Stampin’ Up. Why, you ask? From a demonstrators' standpoint, those are the two ways you make money off of MDS after the initial purchase. And from a customer's standpoint, those are the two main things about MDS that are somewhat difficult to figure out by yourself, in my opinion.

The third thing they must know before they leave is where to go for technical support. Stampin' Up recommends www.mydigitalstudio.net as a resource, and maintains a hotline at 1800-ISTAMP2. In fact, it's a good idea to mention the support structure and MDS updates and improvements now and again on your Facebook business page or your blog, just so that potential MDS purchasers know that they will not be out there on their own if they buy the software. Having regular updates is not an unusual event, by the way. Every software out there gets "patches" or updates. Each update fixes behind-the-scenes bugs and often adds increased functionality, so that's a good thing. I love that MDS will remind you every so often to check for updates--one less thing to remember to do.

Because this is getting rather long, I will talk about the logistics of a couple of different types of My Digital Studio events, and tips and tricks to make the event go more smoothly, in Part Two.

Creativity Journal Project

I recently attended a Stampin' Up regional seminar and was intrigued by the Creativity Journal project presented by Carrie Cudney and the sample journals shown by her associates. I thought it was a wonderful excerise for any stamper to work on, especially those of us who tend to think all our best work is CASE'd from someone else.

I'm a firm believe that every person on earth has a spark of creativity in them, placed there by the Creator. Some forms of creativity may not follow traditional lines of thinking or use common mediums, but everyone is creative.

I get a twinkle in my eye at the beginning of a workshop when someone announces they are "just not creative," because I know that by the end of the evening, they will be having a great time and they'll be so impressed with themselves. That remarkable feeling of accomplishment and creativity is addictive. Good demonstrators find ways to point out creativity of thought and technique and foster that feeling in their customers.

Consider hosting a creativity journal class for your customers, perhaps at your next Hostess Appreciation Event. You don't have to use the 5x5 chipboard albums that Stampin' Up gave us all at the seminar, but it does make sense to do your purchasing from yourself. Everyone will start with the same basic notebook or album, but where those end up will ultimately be completely different and unique to the creator.

The "rules" and creative challenges below are a combination of concepts from Stampin' Up along with my own thoughts and additions.

Creativity Journal Rules

• Don't go in order. Start in the middle or the end, anywhere but the first page.
• Use any papers, stamps, inks, ribbons, whatever that you like. Incorporate anything that makes you happy and can be affixed to a page.
• Don't compare your journal to others. This is about you and your likes and dislikes.
• There is no such thing as a "start over". Any "mistakes" are only "oops"portunities.
• Don't over think the exercises. It's supposed to be fun, and yes, a little silly. 
• Do any of the challenges you want to, in any order you want to, or come up with your own.
• Try to do at least one challenge a week.

 Creative Challenges

1. Find 10 quotations about creativity that inspire you or remind you of the importance of being creative. Find a way to incorporate them into your journal... one per page, or all on the same page.  Anything goes! Use your own handwriting. It's a part of who you are.
2. In your journal, write the phrase "I am creative" 25 times.  Make it look different each time you write it. Use different pens, hand positions, colors, art styles.
3. Dump all your markers into a shoebox. Grab random markers and color little circles or stars in groups of three or four. Mark down any unexpected color combos that grab your eye.
4. Doodle stick figures of yourself or even the whole family. Draw a fancy frame around them.
5. Get past your inner critic by doing some stream of consciousness writing. Nothing is too silly, too weird, or too trivial to be included.  Write it in a shape such as a rectangle or spiral.
6. Pablo Picasso once said, "All children are artists. The problem is how to remain an artist once he grows up." Do something creative that you loved to do as a child (put together a puzzle, color a picture, build a sand castle, play make-believe, etc.). Create a page in your journal inspired by your experience.
7. Do something creative to your appearance. (Wear brightly colored accessories, paint your toenails a fun color, wear your hair a different way than you typically wear it.) Take your photo, put it in your journal, and record how you feel about your creative new look.
8. Papercrafting is your medium. List in your journal all of the reasons why you are a legitimate artist and/or designer.
9. Make a two-page spread about the best dream you ever had.
10. Create a rebus about yourself--a short story that uses images instead of words, such as a photo of an eye instead of the word "I" or a picture of a tree instead of the word "tree."
11. Fill a page in your journal defining the word "Fun" by using only images - no words.
12. Make a representation of yourself stepping out of an imaginary comfort zone and finding something pretty outside the box.
13. Steven Spielberg once claimed that his very best ideas came to him while driving the freeways. On a nice day, go for an afternoon drive by yourself, put on some inspiration music, roll down the window, get comfortable, and let your mind wander - but please drive carefully! When you get back, record the ideas that flowed through your mind.
14. Ask at least two people you love to say something nice about your creativity and record their comments in your journal. Add their pictures if possible.
15. Describe yourself using the most adjectives possible. Say only nice things.
16. write down the nicest comment you got last month on your blog or gallery or Facebook page and embellish it in colors and images that remind you of how good you felt when you first read it.
17. use only shades of your very favoritest color to decorate one page. if your favorite color changes, decorate another page and articulate why it changed.
18. Cut out a photo of a celebrity you admire and adhere it in your journal with a "conversation bubble" in which they are saying something "way over the top awesome" about you.
19. Write down an idea you had that didn't work, and what you unexpectedly learned from it.
20. Finish the sentence: "Next time I am feeling stuck in a rut or uncreative I will_____"

Craft Fairs: Tips and Tricks

Adapted from a recent business chat at a SOMHS demo meeting:

Craft fairs can be a wonderful way to make new contacts in the community, as well as make money. For our purposes today, I will define craft fairs as different from direct sales vendor shows, in that people are selling mostly handmade items as opposed to mostly manufactured merchandise. Vendor events will be covered in a future article.

I firmly believe every demo should try to do at least one fair a year solely for the purpose of getting your name out there and being a visible presence in the community. They can be a lot of work, but even the top demos still do them consistently because they know the value of fairs in continually providing new contact opportunities.

Goals: two fold—make contacts, make money. See article on Primary vs. Secondary Goals.

If making money that evening is your primary goal, focus on merchandise. If making contacts/getting bookings is your primary goal, focus on a business display. There’s rarely room to do both justice, as the average booth size is 10x10. Consider renting two booths if you have a lot to sell and you still want to do a full Stampin’ Up display table with Make N Take.

What time of year a fair is held, and who the target shoppers are will also helo you decide if you should go only as a crafter or only as an SU demo. A fair that is in December would have better chance of "success" not attempting to book workshops during a time when people are stressed and busy, but by offering small gift items and last minute cards. Your own schedule might have the final word--maybe you don't have time to make up a decent stock of items to sell--don't kill yourself trying. Just go as a rep instead.

It is up to you if you want to do a Make N Take, and likewise up to you if it is free or not. I have found them to be kid magnets, which makes any interested adult want to steer clear and sends the message that stamping is childish. Make the card waaaaaay simpler than you might be tempted to… don’t let them do it unsupervised if it includes the Big Shot, the Crop A Dile, or anything else you don’t want ruined or possibly stolen. Have packets out so that you don’t get someone who uses a whole sheet of rhinestones when the card only had one.

Have your kid help you with the Make N Take for kids if you want. Bring plenty for them to do to keep them occupied, though—unsupervised children at craft fairs are a big no-no.

SU rules regarding craft fairs: used to be really strict, now much more lax. Used to be we could not mix selling our own items with officially representing SU. No longer necessary to have the “Show on the Go” kit, although a professional display with the logo banner is still your best foot forward.

You cannot do Cash N Carry (the ONLY item we are allowed to take cash for and carry a “stock” of is our Idea Book & Catalog.) You may sell kits as long as the stamp set is not included and none of the images are pre-stamped. You may sell product bundles as long as the product is not in its original packaging (i.e., not returnable).

Anything else that has a stamped image on it (not just DSP or rubons) needs an Angel Policy stamp.

Physical Location Tips

Ask for an inside corner booth in the middle aisle (not one in the corners of around the outside of the room.) Corner booths get the most exposure, are easier to get in and out of, easier to set up. Worst booths are the outer corners—nowhere to sit except inside your little square  of tables.

Preferably in the front half of the room—people are experiencing fair fatigue and cranky kids by the time they get to the back half of the room. Also preferred is the left hand side of the event hall as you are looking at the main entrance doors. This is because most people will automatically tend to enter a room and go to the right.

It is not recommended to do outdoor fairs. If they get called on account of the weather, you’re out money. If it is even slightly damp, your product is ruined. Things can even fade after just a couple hours in the sun, which will come in even if you have a canopy. A little breeze that wouldn’t bother anyone else can play total havoc on your stock. Weather is unpredictable and even if it is NICE it can affect participation, as attendance will actually go down if it is too nice out.

Strategy Tips:

Number one rule for craft fairs: get their contact info. Don’t just give out yours and leave the ball in their court. Get their contact info via a prize drawing or sign-up sheet for classes, and you are in charge of whether or not they ever hear from you again.

Don't leave your catalogs out free for the taking--keep them behind the table and when someone wants one, hand them a contact sheet to fill out while you're getting the catalog out and into a logo bag for them.

Display is KING—have a nice tablecloth or table skirt—some fairs have rules about covering the tables to the floor. Seasonally appropriate is nice but not necessary. Make sure it’s clean and not too wrinkled. It should not look like a bedsheet you pulled out of the closet! Bring any packing tape or pins or whatever you’ll need to get it to stay put and attach your banner to it.

Have lifts and levels—get merchandise up off the table and displayed attractively in baskets, on stands, up on boxes. There are lots of card trees and wire photo displays available now. May think about investing in some tabletop racks or even a free standing spinner rack, or borrow one.  Other ideas—clothespins clipped to a line, clear photo sleeve closet-door hangers.

Important: Get your table out of the corner! Pull it all the way forward to the limit of your space and if you can get away with it without obstructing the aisle, put your card rack in front of that. Big mistake so many make is to have their stuff arranged in a deep, closed, U-Shape. 95% of customers will just stroll slowly through the fair, not stopping unless something catches their eye. Customers will not walk into the U unless they are extremely interested. Better to have fewer tables up and the merchandise actually out there in people’s faces than to have a bunch of stuff no one sees because no one walks into the tiny little cubical you’re sandwiched in.

Don’t just sit there like a bump on a log. I hate it when the sellers are just watching your every move and stare at you while you shop or comment on everything you pick up. Alternatively, many completely ignore customers--they're too busy coralling their kids, talking on the phone, or texting. Don’t read a book—stamp or scrapbook, which will draw comments! Or fill out cards to send to people--you can even bring your address book along and have them totally ready to go. Be busy tidying, arranging, sorting. Don’t ignore them—always greet them, and be nearby to answer questions, but leave them alone to browse and shop in peace!

Chat up the other vendors. They will know which fairs are good and which are poorly organized, too pricey or don’t have enough traffic. Ask them what their best fair is and why. Many fairs will let you hand out flyers for other fairs. We’re all in this together.

Organization tips—

Wear good shoes. Bring a sweater or shawl because gyms can get so drafty. Eat a good breakfast before you go and pack some snacks in case the concessions aren’t that great.

It is easy to get dehydrated with the fans or heaters blowing full force. Drink a full bottle of water before noon and after noon. Most fairs will have someone designated to watch your booth and give the sellers “potty breaks”—take that opportunity to walk around and exercise and work your legs. Take the long way back to your booth and do a little shopping, maybe check out the competition.

Have bags to put their merchandise in. Logo sacks are great. I use paper lunch sacks rolled with a wheel stamp. You could have a personalized stamp with your contact info made up, too. I put a stamped quarter-sheet flyer in every bag, announcing my upcoming classes.

Price everything and have nice clear professional looking signage or you will be answering questions all day about how much stuff costs. You can hand letter signs, but computer generated ones or hand stamped signs are even better.

Have a designated basket or tote with a “craft fair kit” that you use every time: tape, scissors, SNAIL to fix damaged cards, extra envelopes, pen, notebook to keep track of sales, extra price tags/cord, bottled water, business cards, energy bar or granola bar, your money box with cash to make change, lip balm, planner, etc.

Product Tips:

Have a variety of items. Don’t put all your eggs in one basket. Have single cards as well as sets. Have a few 3-D items or candy items.  Most importantly—don’t make anything you yourself can’t use up if it doesn’t sell.  Don’t make things that will only appeal to a few unless you are prepared to store them until next year if they don’t sell. if someone wants a specialty item, they can place a special order (if you are willing to do them).

Keep your prices reasonable. You probably will not get your time out of most of these items, but it should even out as you sell items that didn’t take you long/cost much at all. I charge the same price for all my cards and it comes out in the wash.

It’s up to you if you want to charge a lot but sell fewer, or sell a lot but make less money. It may take a few fairs for you to get a good feel for what will sell in your community. Different fairs in the same town might call for different prices as well.

Sometimes people try to bargain—stand firm. Your work should be something you are proud of, and if your prices are not too high, there is no reason to feel bad. I do sometimes make deals at my last fair of the year, because I have no room to store a lot of stock, but that is up to you.Sometimes you can trade with other vendors for their merchandise--but only do so if you truly want what they are offering, not out of pity that they had a bad sales day.

These are just a few thoughts compiled from eight years of doing craft fairs. I hope someone can learn from my mistakes, because I've made them all--and I'm continually learning from new ones! if you have ideas to share or thoughts on sales strategies regarding craft fairs, please feel free to comment here. You are welcome to adapt these comments for use in your own group meetings.

Dream BIG!

Ten Tips for Large Events

Tip#1--do not wait until the night before to start cutting for your event. If you do this, you will have left yourself zero time to change your projects when you figure out that your math was faulty when you ordered. You will also wind up unable to move your cutting arm the next day and be knocking on your chiropractor's door first thing Monday morning. Ask me how I know.

Tip #2--have plenty of trash bags around, or be prepared to spend ten minutes crawling around the room on your hands and knees picking up dimensional backs and red liner strips. I use white paper lunch stacks with the tops cut down, quickly dressed up with a cute wheel stamp. Don't plan on reusing those, though, unless you enjoy the smell of rotted banana and old coffee, because somebody always crams their snack trash in there. Hello?

Tip#3--bring one extra sheet of cardstock in every color that you used for the event. This will cover your backside in case you forgot to cut something entirely, blearily miscounted layer pieces at eleven last night, or didn't keep track of who RSVP'd as closely as you maybe should have. It is especially important if THAT stamper is there--you know, the one who will obliviously use up three persons' worth of cardstock because she keeps messing up.

Tip#4--bring extra adhesive. A LOT of extra adhesive. No matter how many times you remind them to bring their own, at least ten percent of the attendees will forget. Another ten percent will show up 15-30 minutes late clutching JoAnn's bags because they bought it on the way. Another ten percent will forget, but be too embarassed to tell you, so will share with a friend, and then they will both run out.

Tip#5.1--bring substantial sustenance along. You'll need it. You probably didn't eat anything on your way out the door, and coconut M&M's and coffee are not going to cut it until you get home four hours later. Keep a granola bar in your rolling tote at all times. Preferably one of the chocolate "candy bar in disguise" granola bars.

Tip#5.2--set the snacks out first, before setting anything else up, so the early-early-birds will have something to do other than hover while you are trying to get the rest of your stations set up.

Tip#6--hire an assistant for the event. Get someone whom you have observed for a while and are sure will work hard and not try to swipe the spotlight. I suggest a downline, because it's going to be awesome training for them as you explain how you like things set up and why you do certain tasks the way you do. And get someone who is physically strong enough to restrain you, when you realize that somebody broke your Big Shot and forgot to tell you.

Tip #7--irritatingly slow stampers? Try peppier music next time. Spike the coffee with shots of espresso. Skip the padded seats and go for the ice cold metal folding chairs. Or do like one demo I heard of, who dinged a bell every ten minutes at her 10 for $10 event.

Got people who are incapable of talking and stamping at the same time? Turn the peppy music up LOUD.

Tip#8--head the bargain hunters off at the pass. Post your special for the event, if you're offering one, in a nice obvious place, and use big lettering and small, easy to understand words. If they try to use an additional coupon or combine offers, stick to your guns.

If all else fails, shift them off onto your assistant. Let her do their check-out process. It will be easier for her to say no on your behalf, without turning red and yelling "NO! For the last time, NO! I will not give you my Instant Income and my firstborn son!"

Tip #9--have cute flyers and sign up sheets handy for your upcoming events. Theoretically, everyone is going to have so much fun today, that they will not want it to be over. Get them to sign on the dotted line (and preferably pay in advance) while they are still enthused. Have the sheets mysteriously disappear when that troublesome customer walks by--you know, the one who tried to pay you with a side of venison (true story).

Tip #10--when it's all over and you're back on the couch with your aching feet up, starving and buzzed from drinking too much coffee on an empty stomach, surrounded by bags to unpack--remind yourself that it's all worth it. This is the best job ever. The small irritations are outweighed one hundred-fold by the joy of teaching women how to feel creative and make pretty, useful things for themselves and their loved ones.

Dream.... and LAUGH.... BIG!

Club Idea: P.M.S. Ladies

The title of this club always turns heads--but it doesn't stand for crabby women--it stands for pizza, movies and stamping--and it is a fun and creative club concept that can fulfill the needs of a certain demographic of your customer base.

I believe that every demonstrator needs to facilitate "open stamping" occasions for her customer base. Open stamping events provide a place for people to come and experiment under expert stamping guidance, fall in love with new tools they try, have their eyes opened to a variety of styles--and most important, to consume their consumables!

The concept is simple: a monthly group (non-hostess oriented) that meets for dinner, throws in a movie, and stamps. I provide one short, intermediate-level project just to get the mojo flowing, and then everyone works on their own things, using my stamps, inks, Big Shot and tools. They bring their own papers, embellishments and adhesives. Set a limit on the number of people so that everyone can have half a table to themselves if possible.

The P.M.S. Club concept is very low key for the demonstrator, which makes it a nice change of pace. Since you're only doing one project, the only other cost for this event is the food. I try to steer clear of the types of pizzas you order for your family, and try some of the gourmet "bake at home" kinds. Cut the pieces small so that you can try some of each. You could also make your own, which would be a treat, although more work. I usually make a cold veggie pizza or a roasted veggie pizza from Pampered Chef recipes, and yummy dessert pizza recipes abound.

Based on food expenses in your area, you can set the fee for the club as low as $10-15. This provides two meaningful areas of service to your customer base. First, it provides an event that is in the price range of all your customers, regardless of their income level.

Secondly, it provides a much needed outlet for your customers who "have everything already" and just need a social place to stamp and create--and a set date. There is no minimum order, which can be a reason long-time club members drop out over time. They get overwhelmed at the amount of stuff they own and can't justify ordering more, even if they still want to get together.

The movie usually gets ignored, but it is fun to pick musicals that you can sing along to, such as The Sound of Music or the Phantom of the Opera. Black and white classics such as Casablanca, anything by Alfred Hitchkock, or technicolor marvels like We're No Angels, North by Northwest or The African Queen are tried and true. My personal favorite is Gone with the Wind--that one will take you through the entire evening.

If desired, ask a different attendee to bring their favorite movies each time. You could even go a little more highbrow and work your way through a list of the top 10 movies of all time (lists abound on the internet). Or, choose a theme based on the month. For instance, during October, you could pick cheesy classic horror films like The Mummy or the Creature From the Black Lagoon (don't pick anything offensive--and action films are right out!).

Set some of the money you make from this event aside in your "replacement fund." Your tools will be getting a lot of use, and eventually punches, plates and dies will need to be replaced. If you are prepared in advance for your items to get used and occasionally misused, you will not be unpleasantly surprised when they do. But remember, the more items your customers get their hands on, the more they are likely to decide they need those tools. You may not get any orders at a P.M.S. Club, but indirectly, you will be selling like crazy.

I used to hold this event twice yearly, but from feedback I received I could tell that my customers wanted to be able to depend on a regular night once a month to work on their projects. So I turned it into a fee-based club concept with good results. It's different, it's fun, and my girls love to call themselves the P.M.S. Ladies just to see people's reactions. Shake up your club offerings with this out of the box idea and you may find it just fits the bill for your customers... and you!

Dream BIG!

Club Idea: Party for a Living

This weekend I was invited to join a very fun club composed of all direct-sales consultants. As you know, women in business is a subject near and dear to my heart, and home businesses most of all. This club idea is a super fun idea I thought I'd share with you all so you can start one up in your town if it interests you. It was originally shared with me by Betsy Gasper.

Networking is the developing of contacts and support between individuals of common interest, for the purpose of furthering the business. Most of us "network" automatically when we meet new people and get to know them gradually, but it can also be done quickly and in a more purposeful fashion through Meet Up groups, Facebook Fan Pages, social groups and craft fairs. The "Party for a Living" idea is a novel example of networking conducted in a club situation.

Basically, this is a hostess club, with the perks that result when people pool their orders. However, there is the addition of support and encouragement in direct sales from other women who are working it just like you. At each meeting, a generic direct-sales training topic is given by the hostess, who also provides snacks. The topic might be how to get new customers, how to create a blog, how to get yourself on the phone, etc. Every company has its strong points and there is something to be learned from all of them.

Also at each meeting, one consultant (Consultant of the Month) will give a presentation to the group, much like she would in a regular hostess' home. The COTM will collect an order of at least $20 from each club member, to be delivered at the next meeting. There is no selling allowed for the other consultants that month. This is a great way to see each other's presentations and learn from one another, getting ideas for party games, introductions, and incentives.

There is no additional fee other than the $20 minimum order to the COTM. Attendance is required to sustain the group and for the hostess benefits to work out. If for any reason someone can't attend that month, they must place their order with the COTM before the club date. If they miss more than two meetings they will be removed from the group. At no time should the COTM have to track down orders from members.

Each group should not have different DS representatives from the same type of product (for instance, you could fill a whole group just with jewelry consultants!). Try to cultivate a group that has a wide variety of businesses represented. Each member can only represent one company to the group, regardless of how many she is signed up with. Remember, the goal is to network, not to tie up all the business with a couple of people.

Each club member should also be actively working their business and recruiting, and not be in it just for the discount or as a hobby. When the hostess presents the business topic, you want it to be a tried and true concept!

Some companies have policies regarding competing businesses at the same event. Since only one business at a time is being presented each month, there is no conflict of interest, however. As with all advice given here, be sure to review the policies in your demonstrator handbook or manual in regards to what is allowed.

I strongly reccomend having a contract for this club, even if you don't normally do one for your other clubs. This is a little different, and in order to have a symbiotic (mutually beneficial) relationship, everyone must do their part each month. Have all contact information and an emergency credit card on file for those times when a person might have to miss. At the first meeting (or via email, beforehand) assign everyone a month to be the hostess and a month to present their program. Have the contracts ready to sign at the meeting, and keep them in a binder, which is given to the hostess for the next month. The hostess is then responsible to send an email reminder one week in advance, with directions to her home, and then to pass the binder on to the next hostess. Alternatively, you can assign a group secretary to send out the reminders and manage the group binder. She would be in charge of extending invitations to participate to new consultants.

One of the biggest benefits of this club is being able to whole-heartedly reccomend consultants to friends who inquire. You will know them personally and be assured that they are on the ball and up to date with their presentations and company information, unlike so many hobbyists. A Party for a Living club ensures that you will be able to be confident in reccomending a good consultant to your friends.

 Direct sales ladies love to get together and share our common experience, laugh off our mistakes and dud events, and encourage one another. This could be especially priceless to you if you are an "orphaned" or "abandoned" demo who is not getting a lot of support from uplines or family members. A nice addition to the monthly get-together would be a Two Minute Talk, where each member gets two minutes to talk about what is happening in her life and her business. Tooting your own horm is encouraged! Each person gets her moment in the sun.

There are many fun reasons to try a networking club like this. If you're having trouble getting started in your town, or have become bogged down in the same social circles, see if you can't jump start your business through networking, make some new friends, and have a lot of fun.

Dream BIG!

 

Opportunity events

Opportunity nights are an old standby in the direct sales business--for a good reason. They work! They are a special, non-stamping-focused event you set aside to talk about the business opportunity your company is providing. Some demonstrators hold them in conjunction with their monthly group meetings, allowing the guests to stay afterwards. I don't do this because our meetings are enough to take in at once as they are. I recommend holding a separate, stand-alone event once a quarter, or at minimum once a year (during Sale A Bration is an excellent time).

Opportunity nights attract a whole different group of potential recruits than regular events do. You will still get people interested in getting the discount, or getting their hands on the Starter Kit, but you will also attract those who are seriously looking for a way to make some money. They're also awesome for people who you've already hooked on the product--and now you just need to sell them on the business end.

Many demonstrators hold opportunity nights in conjunction with one or more of their downlines or uplines, which can be fun.Each demo invites as many people as she can. The more people there, the more likely that positive peer pressure will kick in. You can also split the expenses of projects, food, and paper goods. Make sure that everyone is totally clear that the person who invites the potential demo gets the recruit as her recruit.

Opportunity nights should be four things. First, they should be totally fun. Don't forget to stamp! use demo-only stamp sets or preorder merchandise so you can talk about the many perks of being a demo. Serve great snacks. Play music and get people mingling. If you are doing this event with another demo, agree in advance that one of you will be around to greet people, introduce them to each other, and help keep conversation flowing, while the other focuses on any last minute tasks, project prep or food service.

Secondly, they should be short and sweet. This is not the time to go through the demo manual point by point. You want to present a good deal of info, but not a lot of in depth detail. Leave plenty of time for questions. Much more than that will be overwhelming. Even if they are deeply interested, they can only process so much at one time. Play a fun game or two (see the Games & Challenges category for ideas), stamp, and spend a half hour to forty-five minutes max on the business. If an individual prospect has a lot more questions, schedule a coffee chat the next day to deal with them one-on-one.

Thirdly, opportunity nights should be completely honest. Thankfully, working with a wonderfully ethical company like Stampin' Up means we have nothing to hide and can be completely transparent. Our business plan is simple and easy to understand. The demonstrator website provides multiple forms and handouts that you can use to help explain how income is generated. I especially recommend the FAQ's About Becoming A Demonstrator handout. Start with your story, and what Stampin' Up has meant to you, and then move into what it could mean for them.

Finally, you want your opportunity nights to be time-sensitive. Offer a special reward if they sign up within 24 hours of the event. This will vary based on your resources, but it could be anything from a package of DSP, to a share of ribbons, to a stamp set, to a business item such as a logo apron or Decor Elements for their vehicle. All demos involved should agree to give the same reward. This will prompt them to act on the information they have received, and not just shelve it indefinitely, unable to make a decision.

An attractive recruit folder with handouts should be given to each participant. I also include some fun templates or card instructions, to show them a little of what they can access from the demo website once they sign up. This gives them something to take notes on, and something to take home and read again, and show their spouses. I put a quarter pack of Post It Notes and a logo pen in mine, so they can easily jot down questions and not lose their train of thought.

Here are a couple of cute themed Opportunity Nights I have participated in or heard of:

• T.A.C.O Night--Totally Awesome Career Opportunity (Mexican food, decor)
• Opportuni-TEA-- tea party theme
• Get the Scoop Night--ice cream theme
• Purse-onaly For You--purses and shoes theme
• Game Show theme--everything is contest-based
• Recruit Roundup--Western theme
• So You Think You Can Demo? theme

I don't send the invites out to my whole customer base, preferring to make it a little more exclusive. If people feel like you have been considering them personally, and have seen traits in them that would make them great demos, they will be more open to hearing what you have to say. I like to make hand-stamped invitations because it is another layer of exclusiveness--I only handstamp invites one other time of the year for my Hostess Appreciation Event. I write inside each one and hand address them for a special touch.

Complete the Forty Potential Recruits in Forty Minutes handout from the demonstrator website, and start stamping invitations! Be sure to follow up each invite with a personal phone call, for best results. And if you don't get a lot of RSVP's the first time, don't let that discourage you from trying again in a few months. It has to be the right time for people. Good luck!

Dream BIG!