11 Steps to Consultant Success

Copyright 2001 Tawnie Black

1. Advertise. The best way to get started is do a newsletter announcing your new business. Send it to everyone you know (even people you don't think would be interested in scrapbooking - you might be surprised). CM makes a newsletter but it looks more like a product flyer to me, so I always did my own. If you don't like to create one from scratch, then buy theirs and insert a page inside that lists your workshop dates, new things you are excited about, etc., so it personalizes it.

2. Set Workshop Dates. People will take you more seriously if you schedule workshop dates. Even if only one person comes, it is time you can work on your albums, and people will actually look at their calendars to see if a date works for them.

3. Remind People At Least 3 Times.People are busy these days and need to be reminded several times before it "sinks" in that you are having a workshop or selling product. My approach is a newsletter first, followed by a postcard reminder of workshop dates and available dates for home classes, and then a phone call to follow up.

4. Don't Be Afraid of the Phone. So many people tell me that they just don't know what to say. Write a script something like "Hi this is Stacey, and I just signed up as a CM consultant. I'm so excited to get started and wondered if you ever thought about scrapbooking your photos. I'm holding a workshop this month on the 15th and wondered if you would like to come." Basically, give them the information, give them a date and ask them if they can make it. I averaged about 3 phone calls a night when I first got started. And don't worry that you are "bugging" them. People really don't feel that way. Most told me, in fact, that they were happy to hear from me, especially the ones that already had product and I was calling to find out how it was going and if they wanted to come to a workshop to get reinspired.

5. Work on Your Own Albums. The more you work on your albums, the more enthusiastic you will be about the products and your progress! Make time for yourself and try out all the new stuff. Plus, then you will have a showpiece to share with potential customers.

6. Tell Everyone You Meet. I used to carry my album with me on the public transportation train to work. I'd do all my journaling while on the train. People are fascinated by pictures and will ask you what you are working on. Five of my best customers I met just that way. Tell them what you are doing and how great the albums are and how thankful you are to get them out of the shoeboxes and into a safe environment. Ask for their address and telephone number and send them a newsletter. Another great way to meet new people is at the park. Bring your albums there as well and do the same thing. There are lots of moms who would love to do albums for their kids, but just never have been exposed or don't know anyone to help them get started.

7. Keep Notes. If you've called someone and they say they are interested but not right now, jot a note on the back of their card and call them in a couple months. Or if they say they would love to do a vacation album or wedding album, but just don't know when they could find the time, offer to do a home class for them so they can earn the album free and expose yourself to all their friends. Make a note if the timing isn't right, so when you call back you can say "Hi, are you interested in doing that wedding album yet?" They will love that you remembered.

8. Try to Order Just Once a Quarter. This is hard. CM comes out with new stuff nearly every month and it is so tempting to order it all right then. If you have a lot of classes booked in the next month, then go ahead and order, but if not, then wait till close to the end of the quarter and then order. I made it a ritual to call all my customers near the end of the quarter and asked them if there was anything they needed because I was placing an order that Friday (or whatever date). I was often surprised that they did order something and just needed to hear from me.

9. Offer Something Free or Discounted. Everyone loves to think they are getting a bargain. If CM has a special on pens that month or stickers, buy a couple extra and offer them as a gift with purchase if they spend $50 or more. I always charged $7.50 for a 3-hour night workshop and $15.00 for a 5 hour Saturday workshop with lunch. And I always gave them about $1 in supplies like an album page and a strip of stickers of their choice. It makes people feel like their $7.50 or $15.00 is buying something besides just a place to work on their albums. Most my workshops had some kind of a "new" technique I would advertise that I was teaching, such as Fun With Borders. You'll see that CM offers fliers each quarter with new ideas and you can actually hand out a flyer and teach a new technique. Plus it gave me an excuse to call and say "I'm teaching a workshop on such and such and thought you might enjoy it. Can you come on the 18th?"

10. Keep Good Records. Use the envelopes that CM provides each month. Put all your receipts in there including phone bill receipts, utility bills, a mileage log (or average that month), customer receipts, purchases, etc. If at all possible, tally that up every month following the instructions on the envelopes. Then at the end of the year when it comes to tax time, you'll have it all together. It is AMAZING how much you can write off. Even a portion of your home if you use one area for classes or a room for storage. You'll love the write-offs!

11. Have Fun. Most of all make it fun. If you love what you do, it will show and enthusiasm is contagious. Besides, you get everything at cost. Yippee!

By Tawnie Black, TawnieLB@aol.com

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