Power Hour for Direct Sales

Power Hour for Direct Sales

Power Hour for Direct SalesPower Hour

I am sure you have heard it before, but may not know how to implement it or how it would benefit your business.  Fear not, I am going to explain, outline a schedule, and give detailed examples of how to utilize Power Hour.

For me, Power Hour is when the kids are napping or I am on my lunch break. It means abandoning the laundry, or dishes, or mopping the floors.  It is putting customer service as a priority to my house. And sometimes it means letting the TV babysit your kids for an hour, gasp!  (Or giving him a little bowl of chips like I am right now).  I am a devoted mother and homemaker all day long, and one hour isn’t going to send things into shambles around the house, but it can make a huge difference in the service you provide to your customers, team members, and potentials.

How to use Power Hour

So, how do I use Power Hour for my Stampin’ Up! business? The goal of power hour should be to #1 schedule bookings, events, hostesses, #2 keep your team motivated, #3 evaluate yourself, and #4 follow through on promises you’ve made.  I find that #4 is my biggest challenge.  It is by far difficult to meet all the tasks I have taken upon myself and so unintentional when they are not met.  Although I do not intentionally forget tasks, and life gets in the way, or I am exhausted and fall asleep early instead of following through, constantly not meeting others expectations will hurt your business.  How do you eat an elephant?  One bite at a time. And that is what Power Hour is all about.

When do I do Power Hour

This answer will be different for each person, and it can be different during different seasons of our lives.  I cannot abandon my housework everyday at nap time, so I choose 2 days around noon and 2 evenings after everyone is asleep (this is not the ideal time to make calls, so emails or Facebook messages work best for me at these times).

You should have an entire hour available to you. Yes sometimes the kids wake up early or you have unexpected work that you must return to, but for the most part, you need to make use of the entire hour because skipping any step is a pitfall.  If you cannot complete all of the tasks you will work on, follow up.  Shoot a quick email or call to let the people you have talked to know that you had something come up and set a time to make sure it gets done by and FOLLOW THROUGH.

Power Hour Outline

  • First 15 minutes: Customer and Hostess contact (4-5 people). Call potential hostesses who have expressed an interest in hosting a party.  Set a party date.  Call customers to tell them there is a new product you know will meet their need or that they would love.  Talk to a customer you know would make a great consultant and tell them the opportunity available to them.
  • Second 15 minutes: Team Calls (4-5 minutes each).  Call your current (or potential) team members to see how business is going for them.  Are they having a slow month (is every month slow)?  Take those few minutes to set goals with them- SMART (Specific, Measurable, Attainable, Realistic, & Timely).  [Ex: Add 5 new buying customers this week. Recruit 1 new new team member by the end of the month.  Have $500 in sales each month for 3 months.]
  • Next 5 minutes: Self Evaluation.  Take 5 minutes to review what you have done and whether it worked or not.  Did you text people and they didn’t respond- try calling next time. Did you send Facebook messages to 3 people telling them the great Free product they could earn this month and all 3 booked. If it worked try it again.  If it did not work, try something different next Power Hour.
  • Last 25 minutes: Follow Up.  The fortune is in the follow up.  This is how you build meaningful relationships. You MUST FOLLOW THROUGH. If you booked three parties or told a customer about a great new special, mail them the hostess packet or send them a flyer with the special. If you told a team member you would send information, send it.  You cannot expect to succeed if you don’t put the time into it.

More Examples

Customer Contact:

  • Call 4 customers who ordered last month and say, “I hope you loved _______(product X) that you ordered last month.  I would love for you to get [$25 of free product; product Z for FREE].  Let ‘s book a party for you to get that. “
  • Send a text message with  a picture of a product/sample of the finish project with this “Check out this cute ______.  Don’t you just have to have it?  Do you have a date available in March to earn it for free by having a few friends over for some fun?”
  • Email a friend and say, “Hey girl, how are ya?! I just became an independent consultant for _____________ and I am SO excited about my new business! If you haven’t heard, ___product_____ are awesome with over 300 amazing designs, that last forever!  Seriously, how awesome is that?! As I launch my business I would love it if I could host a party for you! What do you say? Want to help me reach my goal and earn some free stuff?!”
  • “Hey Becky! This is April, Silas’s mom from music class!  I’m not sure if we’ve ever talked about this, but I’m actually a Stampin’ Up! party girl and I thought of you! I was thinking you might be interested in getting a few friends together for a girl’s night! A fun chance to get craft, eat some brownies, drink some wine… Would you be up for something like that in the next month or two?”
    • When they say no that is OKAY!!!
    • When they say maybe, wait 2 weeks and try again
    • Go for the NO!! No means, not right now, not No forever!
    • It’s like coffee or chocolate chip cookies. (A waitress walks around offering coffee and a guest says no, she just moves on and tries with the next customer. Same with chocolate chip cookies. You offer it to the first person and they say no, you don’t sulk, you just ask the next person

Team Calls:

  • Goal Setting- SMART goals. Make a little document and email it to them and call to talk about it.  Fill it out as well, and check back next time on those goals.
  • Providing Training materials to help them meet goals.  Whether it is a party flyer, a graphic for Facebook, a booking phrase. Giving your team ideas of how to word an invitation can REALLY help boost confidence. Saying the right thing and making your statements geared toward what you can do for a hostess or customer will help your team meet the needs of the customer, and who can say NO to free stuff when you offer it the right way. (See examples above)
  • Encourage & Reward them to sell to the next level or tier.  This will help their business as well as yours.  Make sure you are acknowledging hard work. Give a personal call to let them know what a great job they are doing.  Be specific in what they achieved, was it $100 in sales more than last month, top recruiter, best hostess packet idea.
  • A recruiting tip.  Make use of this time to send them tips that helped your business.  If you just held a successful event for recruiting pass along those tips. If you focused on one product at your last party and you sold it to everyone, tell your team members how what you said and did to show the value in that product so that they may do the same.  Did you offer a free prize for a new recruit? Give them that information.

Evaluation:

  • What worked?  Calls to a friend.  Calling another direct seller and offering to do a party swap- I host for you, you host for me. Messaging all of the people who are active on Facebook during that 15 minutes (This is called Green Lighting- you choose the people who have a green light next to their name in the chat box).
  • What did not work? Emailing past hostesses- try calling next time.  Calling and no one answered, try texting with a cute picture to pique their interest.  Change what does not work until you find something that does.
  • Get out of your comfort zone.  No one likes rejection, I get it. I know that. I am afraid to fail also, but doing nothing is the track to failure. So, suggest, ask and offer to everyone and never take NO as permanent. Try again later, with a different approach.

Follow Up:

  • After you have made calls, texts and messages send out the information you stated you would. If three girls booked a party, label three hostess packets and get them ready to post.  If you offered the business opportunity to a friend, send them a recruit package. If you told a few ladies about a great new product, send them a flier.  If you did one of these things last week, then this week you need to follow up.  Shoot a quick email- “Hey, what did you think of that _____ I sent you.  I knew you would love it. Don’t forget to order while it’s on sale. Here is the link _____”.
  • If you offered tips to your team members, send a quick email confirming what you discussed.  If you talked about a booking tip that worked, snap a picture and text it out.
  • Update your calendar and to do list.  Make sure you have added new bookings, entered sales or closed orders you just made, and check off the commitments you just discussed.
  • It is a good practice to write down what you discussed and with whom while making your initial two Power Hour calls. This way you won’t forget and you can quickly move through the follow up phase.
  • Have materials already prepared. Thank you cards, hostess packets, recruit information.

Tips to Make the Most of Power Hour

  • Group tasks together: If you keep your customer tasks together and team tasks together you will save time.  Ex: Make all customer contacts today about booking.  Make all Team calls about goal setting.  OR Make all customer calls about a new product that’s on special and make all Team calls about a new example marketing tool you are using. If you make each call alike, then you follow through will be streamlined for each person you contacted.
  • Think in terms of minutes not hours: Breaking down One Hour a Day can change the overwhelming amount of tasks you have into manageable items.  Use your minutes wisely, and when going about your day, add up all of the minutes you are wasting.  I once took a sheet of notebook paper and jotted down everything I did in a day, along with time markers. WOW, I wasted a lot of time.  When I use a set amount of time to accomplish a task I accomplish more.  Here is an example:  I set 30 minutes on the microwave timer to power clean the house. I get a load of laundry thrown over, a new load in, and the dishwasher loaded and started. I clear and wipe the table and sweep the floor. Later, I allocate 45 mins to reading books and quiet learning activities with the littles.  They we have 60 minutes of outdoor play time where I can work on my laptop for 30 minutes while he runs wild and run with him the other 30 minutes.  Although the tasks are different every day, breaking it down and looking at how your time is spent can really motivate you to make the most of it.
  • Prepare materials in advance:  When I don’t get a Power Hour in during the day, I use the evening while watching a show with the Hubs to print labels, gather materials for hostess packets, print flyers for packets, print documents for my team, make thank you cards, put incentives/samples in baggies with business cards & schedule of events, make marketing graphics with PicMonkey and Canva, work on Newsletters content, write Facebook Party scripts, & find images online to use for marketing.
  • Avoid Multitasking: While you generally think multitasking is a good thing, in this case, while working on Power Hour tasks, keep to the schedule and only compete the things in an assigned section.  You will get more done if these things have your undivided attention. I usually go into the kitchen with a notepad and phone, or go into my office and close the door- no tv, no Facebook (unless I am sending messages), no computer if I am just making calls, no food or eating! No distractions! 

Has this clarified Power Hour? I hope you will use these tips to help navigate the demands of running a successful direct sales or party model business.  When my business is struggling, it is usually in the follow through and not putting enough effort into all of the components of the job.  I have found them infinitely helpful and when I make use of my time, I accomplish more and have results that are consistent with hard work.

Power Hour for Direct Sales

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