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There are no accidents in business.  While it is true that a person may stumble into a successful business just by doing what they love to do, it will become quickly apparent as their business grows, it is important to take control and manage your business rather than having it manage you.  This November, we have created a wealth of offers and promotions intended to support your business and your growth.  In order to best leverage the offers that we have in place for you and your teams, it is helpful to understand the logic behind what is in place for you to take advantage of and the behaviors that each offer is intended to drive. This business is not always easy, but the formula for sales success is actually very simple.  Once you begin to intentionally focus on working the formula, you will be amazed what a difference it can make in your business, particularly if you are a Director or on your way to becoming a Director.  The sales formula is this: Activity x Productivity x Consultant Count = Sales So…what does that mean: Activity = the number of ordering consultants that you have on your team each month. Productivity = the size of that order each month. Consultant Count = total number of Consultants on your team Here is an example.  Let’s say for example that you want your monthly unit sales to be $15,000.  You have a team that has 50 Consultants.  Now, let’s say that the average order size from your Consultants each month is $300.  How many of your 50 Consultants do you need to place an order for you to hit your $15,000 unit sales goal?  You need all 50 to place a $300 order if you are going to reach your sales goal, right?  Well, as much as we would love for every Consultant on our teams to order each month, we know that just isn’t the reality, so we are left with a few options: Get more consultants Get more of your existing consultants ordering Or, increase the average order size of each order to compensate for the shortage in ordering Consultants.  (for instance, getting your average order size up to $375 vs. $300 would mean that you would only need 40 of your Consultants to place an order. Either one of these options will help you get you to your goal, but unless you are aware of where you are going, it’s not always so easy to take control and help pull the right triggers to get you there, right? As a leader, you have the opportunity to diagnose and help control your sales each week by building a monthly plan and setting goals for yourself and your team.  This will help you avoid that last minute rush every month and help you keep a finger on the pulse of your business. Leveraging November Offers If there is one strategy that has proven to be successful to maximize your communication efforts it is strategically segmenting your various audiences and communicating to them with content that is relevant to them.  For the sake of simplicity, here are the basic audiences that each of you have within your business: Leaders Consultants who are sellers Consultants who are "buyers" Potentially Inactive Consultants Inactive Consultants Clients Hostesses (past, present and potential) Creating a strategy to communicate to the unique needs of each audience is key to expand your scope of influence and connect on a more personal, intimate level. Blanket communication simply does not work when you are attempting to connect and engage your audience.  Leverage the strength of each of these offers to construct your communication of November's offers. Activity Activity drivers are intended to help increase the number of ordering Consultants on your team.  Offers that influence orders vary depending on your audience: Consultants who are "buyers", Potentially Inactive Consultants and Inactive Consultants are motivated by an opportunity to SAVE money.  Highlighting the offers that we have in place in November will be of special interest: Gary's Picks:  50% off the retail price of TFF Firming Neck Serum and Margarita Bath Salts (be sure to communicate that this is IN ADDITION to their consultant level discount priveleges) Holiday Gifts Sale:  This is a great opportunity to do their Holiday shopping and save money on their purchase.  Be sure to let everyone know that they maximize their savings when they place their orders before November 15th. The Home For The Holidays Collection is a great offer to save money while having a gift for everyone on your Consultant's shopping list.  This collection is priced right and has some of our best selling Holiday products. Clients and Hostesses will enjoy the opportunity to shop in the convenience of their own home or come to an Open House or Client Appreciation Holiday Shopping Event.  Be sure to let them know that you are there to help them with their shopping and have an opportunity for them to earn free products when they host an event of their own. Productivity Think of productivity as anything that helps to increase add-on orders or multiple orders in the month.  There are some great offers here for Leaders and Sellers to take advantage of an opportunity to increase sales volume and maximize profits: Gary's Picks:  50% PROFIT on each product sold, in addition to their career level discount is pretty hard to pass up.  Encourage the purchase of multiples to maximize profits when they sell at full price, use as Hostess booking rewards or as gift with purchase incentives for the purchase of an entire set of products. i.e. FREE TFF Neck Firming Serum with every purchase of TFF Extreme Tri-Peptide Complex, or FREE Margarita Bath Salts with the Purchase of 3 or more products in the Margarita Collection. New Products create add-on sales opportunities and have special appeal to those looking to increase both sales volume and market penetration. Holiday Gifts Sale:  When they place their orders before November 15th, they have just given themselves a 20% pay increase when they sell these best-selling sets during the Holidays.  Selling in Sets is the best way to increase productivity.  Rather than discounting, use free products as an incentive to purchase in sets.  Not only is that the way that today's consumer is used to making a purchase of cosmetic products, but it will also ensure that you don't diminish the value of the product by offering it at a discount.  The products that you offer are so much less expensive than anything comparable on the market, so don't discount the retail price and cheapen the value of yourself and your product. The Home for the Holidays Collection is a fantastic offer to earn maximum profits and have all the products necessary for even the newest Consultant to hold a Holiday Open House or Shopping Event. The biggest and best productivity driver we have for the year is our After Thanksgiving Sale.  When your Consultants place their $150 Retail Order by the 22nd, they will qualify to come back during the After Thanksgiving Sale and save an additional 50% on a selected assortment of in-line products.  This offer is a huge incentive for driving productivity and can also be effective for enticing activity for those loyal Consultants who appreciate the opportunity to save money. Consultant Count I can tell you from experience, (and a lot of hair loss in the process), that it is much easier to get more people to purchase a little than it is to get fewer people to purchase more.  That’s why your Consultant count within your unit is so important.  Learning what your Consultant count needs to be within your unit to help you make your sales goals is crucial for guaranteeing and planning for your success.  Take advantage of the 2 ways to sign up New Consultants this month.  With these 2 incredible options, a New Consultant can join, sample the products with friends and family this Holiday and take orders.  Once they see how quickly and easily they can make money by sharing these incredible products, they will want to get to BeautiYou as quickly as they can so they can get trained and certified as a Consultant. Naturally, our instinct when it comes to increasing our ordering Consultants or our Consultant count is finding new Consultants to join our teams.  While that is an extremely important part of the process, having a solid team of ordering Consultants is just as important.  That’s where retention comes in.  I often wonder what would happen if we spent as much effort keeping the Consultants that we have as we do going out and finding new ones.  Make it a strategy to target those Consultants on your team who are at risk of losing their active Consultant status and highlight the offers that will appeal to them.  Similarly, reach out to your Inactive Consultants and remind them of all the reasons they should come back.   Not only can they come back and do their Holiday Shopping and save money, they will receive this incredible Spa tote as a special gift if they reactivate before November 15th. There is literally something for everyone this November.  With a little focus and intentional communication, you can reach your goals and set a new standard for the way you manage your business each month.  Remember, my job is to create products, offers and incentives for you to use to market your business, increase your unit volume and build your teams.  It is up to you to take these offers and position them to each of your target audiences.  Allow yourself to think like a business owner and plan your own success.  There are no limits and no glass ceilings when you are the CEO of your own business.  Plan your success, plan your profits and enjoy the freedom and flexibility of being your own boss.  The only limits we have are the ones we put upon ourselves!  Success and Failure have one thing in common...we can choose which of them we will have. Make it a great month.  

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