Home Party Plan Selling Tips How To Increase Home Party Sales Ratios For More Direct Sales Profits
Home Party Plan Selling Tips How To Increase Home Party Sales Ratios For More Direct Sales Profits
There are 5 ratios that will factor into your tracking:
1. Dialing/Contact Ratio : How may dials and/or contacts to do you make a week?
The Home Party Booking & Appointment Ratio -- Of the people you do connect with or have a conversation with, how many of them book an in home party appointment?
2. The Hosting/At Home Party Show Ratio -- Of those who make the appointment, how many actually showed.
3. The Close Ratio -- Of those who showed, how many of those resulted in home party sales? In other words how many people made a purchase?
4. Follow Up & Follow Through Ratio : How often to you follow up with those have exressed an interest but haven’t nailed a time or place? What about those that show up to a home party and don’t purchase? The are sales waiting to happwn. Don’t drop the ball because you got a no or a not now.
The most powerful direct sales training tips I ever got were from a man name Jeffery Zalweski “the power of 45”.
To get on the right track you must first set some benchmarks. For example, depending on what you are selling and how frequently people buy what you're selling, set a target amount of people to speak to per day.
I recommend a 10 a day regimen. Most people will tell you that sales is a numbers game and they are right about that. Problem is what numbers count? Make it about quality not quantity! Make 10 dials/per day or 10 -15 contacts/day
Then, set a benchmark for the number of people you want to make an appointment with and finally a bench mark for the number or amount of home party sales you would like.
Start each day by tabulating/documenting exactly what happens. That will give you a rough idea of what your ratios look like.
The Appointment Ratio - 30% (If you speak to 10 people, 3 will make an appointment)
The Show Ratio - 50% (If you make an appointment with 10 people, 5 will show)
The Close Ratio 50% - (If you present to 10 people 5 will buy).
Based on these ratios, to get 3 sales per day, you would need to contact 40 people per day. Of those 40, 12 would make an appointment, 6 would show and 3 would buy.
As you put this process in place, you will see what your true ratios are, but it's at the very least a starting point.
As time goes on, you will also begin to figure out how many calls you need to make each day to reach 40 people. Perhaps for every 5 calls you make, you speak to one person. This would means you need to make 200 calls per day. It sounds like a lot but for an 8 hour day, it's only 25 calls per hour.
Here is the best news ever, with time you will notice an interesting phenomenon, that once you improve your appointment ratio, you will need to speak to less people to make the same amount of money. Or you could speak to the same amount of people and make more money.
In either case, you will be in a better position to be successful in direct sales, once you start learning direct selling ratios and managing your home party business based on real time numbers and not hear-say or upline advice.
Today I offer you the gift of tracking which will enhance your sales performance by elevating your ability to target, connect and focus on getting these ratios. This important step of tracking is about increasing home party sales and becoming a 6-Figure home party consultant.
Myself, and Ann Sieg, the Renegade Network Marketer, top notch sales people and others who are successful have been using these strategies for years.
Home Party Plan Selling Tips How To Increase Home Party Sales Ratios For More Direct Sales Profits - To learn more about this author, visit Patricia Makhulo's Website.
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In my last article, An Open Letter To : Direct Sales Consultant, Direct Selling Business Owners On How To Triple Home Party Sales we laid the foundation for improving direct selling ratios . Today we are going to focus our minds of increasing and improving home party sales ratios. This will lead to more home party sales and direct sales profit!
There are 5 ratios that will factor into your tracking:
1. Dialing/Contact Ratio : How may dials and/or contacts to do you make a week?
The Home Party Booking & Appointment Ratio -- Of the people you do connect with or have a conversation with, how many of them book an in home party appointment?
2. The Hosting/At Home Party Show Ratio -- Of those who make the appointment, how many actually showed.
3. The Close Ratio -- Of those who showed, how many of those resulted in home party sales? In other words how many people made a purchase?
4. Follow Up & Follow Through Ratio : How often to you follow up with those have exressed an interest but haven’t nailed a time or place? What about those that show up to a home party and don’t purchase? The are sales waiting to happwn. Don’t drop the ball because you got a no or a not now.
The most powerful direct sales training tips I ever got were from a man name Jeffery Zalweski “the power of 45”.
To get on the right track you must first set some benchmarks. For example, depending on what you are selling and how frequently people buy what you're selling, set a target amount of people to speak to per day.
I recommend a 10 a day regimen. Most people will tell you that sales is a numbers game and they are right about that. Problem is what numbers count? Make it about quality not quantity! Make 10 dials/per day or 10 -15 contacts/day
Then, set a benchmark for the number of people you want to make an appointment with and finally a bench mark for the number or amount of home party sales you would like.
Start each day by tabulating/documenting exactly what happens. That will give you a rough idea of what your ratios look like.
The Appointment Ratio - 30% (If you speak to 10 people, 3 will make an appointment)
The Show Ratio - 50% (If you make an appointment with 10 people, 5 will show)
The Close Ratio 50% - (If you present to 10 people 5 will buy).
Based on these ratios, to get 3 sales per day, you would need to contact 40 people per day. Of those 40, 12 would make an appointment, 6 would show and 3 would buy.
As you put this process in place, you will see what your true ratios are, but it's at the very least a starting point.
As time goes on, you will also begin to figure out how many calls you need to make each day to reach 40 people. Perhaps for every 5 calls you make, you speak to one person. This would means you need to make 200 calls per day. It sounds like a lot but for an 8 hour day, it's only 25 calls per hour.
Here is the best news ever, with time you will notice an interesting phenomenon, that once you improve your appointment ratio, you will need to speak to less people to make the same amount of money. Or you could speak to the same amount of people and make more money.
In either case, you will be in a better position to be successful in direct sales, once you start learning direct selling ratios and managing your home party business based on real time numbers and not hear-say or upline advice.
Today I offer you the gift of tracking which will enhance your sales performance by elevating your ability to target, connect and focus on getting these ratios. This important step of tracking is about increasing home party sales and becoming a 6-Figure home party consultant.
Myself, and Ann Sieg, the Renegade Network Marketer, top notch sales people and others who are successful have been using these strategies for years.
Home Party Plan Selling Tips How To Increase Home Party Sales Ratios For More Direct Sales Profits - To learn more about this author, visit Patricia Makhulo's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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