HOW TO RUN A SUCCESSFUL HOME SALE PARTY
HOW TO RUN A SUCCESSFUL HOME SALE PARTY
Coaching the Host Plan to spend some time with your Host soon
after setting up a show date in order to review their guest
list. Explain that the goal is between 10 and 20 guests. Give
your Host an Open House Host Guide (Most Party Plans have these
or make your own) and let them know how easy it can be to find
guests among co-workers, friends, neighbors, relatives and many
other places. Help with the guest list and urge the Host to ask
each guest to bring at least one friend.
The Guest List 1. A couple days before the party, have your Host
send confirming invitations and be sure to enter the names of
definite guests in the spaces provided. 2. Describe the Free
Gift system to your Host by showing pictures of the gifts they
can qualify for. 3. Review the order form, so your Host can help
guests place orders 4. Explain how deliveries are made. 5.
Discuss plans for refreshments. 6. Remind the host that it's
important to be upbeat and enthusiastic with the guests.
Arranging the Furniture There are a few basic requirements that
your Host needs to take into consideration:
1. Enough seating facing a central point in the room. 2. A table
large enough to hold your display samples. 3. Good lighting.
Preparing Your Samples Samples are perhaps best sales tools
you've got. Be sure you have a large selection on hand to
display. Also:
1. Have a sufficient supply of catalogs on hand. 2. Make sure
each sample item is in excellent shape and is sparkling clean.
Before the Guests Arrive Arrive at the Host's home an hour or so
before the party and provide a last-minute briefing. Divide the
necessary chores between the two of you and make a final review
of the guest list. During this review, get your Host's opinion
as to which guests might be the strongest prospects for future
party bookings.
Greeting the Guests As the guests arrive, have the Host
introduce you and greet them warmly and cordially. Chat with
them a minute while filling out a nametag to make them feel at
home.
The Presentation Begin your presentation simply and make the
guests comfortable by welcoming them and chatting a bit. 1. This
is a perfect time to present free gifts to each guest as a thank
you for coming. This will help focus their attention on the
items you have brought. 2. Present your first item by using
descriptions you've worked on before the party. Notes and note
cards are fine to use.
"Touch and Try" With Personal Attention After the last item has
been presented and while questions are being asked of the
representative, the Host should prepare the refreshments. While
the guests are browsing:
1. Ask basic questions about families and homes. Suggest items
that would fit their lifestyle or decor. 2. Suggest that a guest
can "earn" a gift she particularly wants for "free" by hosting a
party. 3. Never high-pressure a guest into having a show. 4. If
you don't have the answer to a guest's question, simply note the
guest's name and phone number and call them at home with the
answer. This gives you more time to talk to the guest and does
not take valuable time away from other guests during the party.
Finishing Up Guest Orders It should take about 10 minutes for
all the guests' Order Forms to be completed. As soon as you have
gathered all the orders and remittances, it's time to award the
Host her free gift if your program is set up for it. In some
cases you won't actually have the gift with you since some
companies suppliythe incentives gift free of charge based on
party performance. However, you can still make it a point to
present her with a certificate. Note: Make sure you do this
before the gusts leave. It's a strong incentive to host a party.
Getting Paid: Be prepared to accept cash payments (have some
change on hand) along with checks. Many guests will probably
want to write a check, so be sure they make the check out to you
or your company's name, whichever you prefer. Since most guests
are well known to the party host, you don't need to worry too
much about "bouncing" checks. If a problem comes up, it will be
easy enough to contact that guest and let them know their check
didn't clear.
Policy Tip: You might want to hold off on ordering merchandise
until each check has cleared. Of course, if you have a merchant
account you can accept credit card payments as well.
How To End The Show After all the orders have been taken and
you've signed up some future . hosts, run through this checklist:
1. Each guest should have a copy of his or her completed order
form. 2. Give all future hosts their Open House Host Guides. 3.
Get names and addresses of guests who had solid reasons for not
booking shows immediately. They are still good future prospects,
and excellent names for your mailing list. 4. Be sure all
display samples are back in boxes and all packed up.
Good Practice: Make it a point to visit or call the Host the
following day to express your appreciation for their
hospitality.