Sales Speak

Cross sell, up sell, what to sell, we all sell!

Susan Julien-Willson — Wed, 02 Jul 2008 19:57:00 GMT

Do you sell many products of one brand? Do you sell many brands and many products? Do you cross-sell beauty customers by suggesting appropriate health supplements or jewelry? Do you approach new customers with Ribbon Gift Collections and then upsell them to our core brands like Nutrilite and Artistry?

Recently, a successful retailing IBO sent me a blog topic suggestion. She wants to know from other IBOs how (and if) you handle retailing multiple product lines? If you sell Artistry, do you become an expert on the skin care and cosmetics in this line? Or, do you sell other branded products along with Artistry, and how do you manage that with your customers and in your business?

What do you recommend to other IBOs or potential IBOs? Do you train others to sell all products or to focus on just one product line?

Let us know. We can learn from each other.

Thanks in advance.

sjw

Ribbon gives you reason to Celebrate!

Susan Julien-Willson — Wed, 25 Jun 2008 16:49:00 GMT

Listen up! I've got a tidbit of info on what's to come with Ribbon. Bet you thought we launched all the collections for this year. Not true.

You're one of the first to know ! There's something NEW and it's coming soon to the Ribbon Gift & Incentive Program. The Celebrate Gift Collection. It's a holiday treat every holiday of the year. It's the perfect gift for a special occasion fall, winter, spring, and summer. It's the solution to any gift dilemma at less than $50! A gift card that comes wrapped in a pocket-sized carrier with the scoop on the sensational gifts online that await the recipient.

Wait until you see it! And you will! September 15, the Celebrate Gift Collection makes its debut. (I can't seem to figure out how I do an accent mark so please pretend it is over the e on debut.)

So, what's in it for your customers?

It's under $50. In fact, the suggested retail price is $40!

The name of it is festive. It creates positive, pleasurable feelings. It says gift and conveys special.

The Celebrate Gift Card, Carrier, and Booklet are bilingual. Everything is in English and Spanish!

The Gift Collection is all online; the booklet in the carrier is a teaser of what's available online and how to find it easily and quickly.

It NEVER expires. (That's right. I said never.)

Gift selections change periodically through the seasons but there will always be approx. 35 possibilities -- during Christmas, Valentine's Day, Graduations, every day. No matter who and when you give the gift card or when the recipient redeems it, there's something for her, for him, for the family, or for the home to select as their gift.

The Celebrate Gift Card and Carrier comes with an Envelope at no additional cost.

I've probably said way more than I should at this point, but I see opportunity to sell Ribbon to family, friends, and small businesses for the holidays. And that means profit in your pocket!

For businesses, you can start building relationships now so that you can secure Ribbon orders for holiday gift giving.

For family and friends, begin talking up Ribbon for the holidays in late September, once Celebrate is available.

Are you ready to "Sell-ebrate"?

Hello? Anybody out there? It's time to innovate!

Susan Julien-Willson — Mon, 16 Jun 2008 19:44:00 GMT

I just read some of my fellow bloggers' recent posts -- about Amway Global online advertising, Team Nutrilite, U.S. Dream Academy, being a mom, and more. No comments from our IBOs and customers. Hello? Anybody out there? We miss you!

It's time to innovate!

Imagine this:

You're working for the corporation in the "Product Innovation Dept." The Managing Director asks you to propose a new, never-before-offered-by-Amway product that complements all or one of our main product portfolios: Health, Beauty, Home Care, or Ribbon.

What do you suggest?

Type, edit, spell check, pause, ponder, and then hit send

Susan Julien-Willson — Tue, 03 Jun 2008 19:30:00 GMT

E-mail is an excellent communication vehicle but it has its own set of challenges. It's a great shortcut for salespeople, but, in my opinion, it should be combined with voice and face-to-face contact with customers and colleagues.

I am sure a few people reading this who know me well are snickering. How credible can my message on this be? After all, I love email. I find instant messaging a great way to capture someone's attention quickly. t's fun to text message. I am also becoming addicted to my new handheld device. But then, I've had my share of misinterpretations and embarrasments via e-mail messages.

Type, reread, edit, spell check, pause, and ponder -- then hit send. Have you ever hit send and then realized you forgot to check your spelling? Or replied to all with a message blaming someone on the cc: list for delaying a project or exceeding the budget? Or had to pick up the phone immediately to apologize for your anger or unfair judgment?

Consider the audience. Do you really need to send a silly joke to everyone in your address book? Does it make sense to send out strange photos or pleas for help from strangers? Is any of this relevant to customers? Be careful not to alienate, confuse, annoy, or anger your colleagues, customers, friends, and family. Relevant emails would be about products that could make their lives easier, healthier, better ... or offers that could save them time or money ... or free shipping on their next order ... or ... well, you get the gist.

I sometimes hear people at work comment on how much time they spend on reading/replying/composing emails. What does that tell you?

To be effective (or actually, just to be read before the delete key is hit), make sure your e-mail message is short, clear, and meaningful to the recipient. Especially if the recipient doesn't know you well.

Have any e-mail do's and don'ts to share?

What are you selling?

Susan Julien-Willson — Tue, 27 May 2008 21:35:00 GMT

Tell me (the consumer) in a single sentence-- one clear, concise selling proposition aimed straight at my heart, then my head will follow. The book, Hot Button Marketing, by Barry Feig discusses this -- and presents hot buttons. Feig defines hot buttons as the cue that triggers an emotion in a prospective buyer. It's a cue that causes a person to buy something or to execute some type of action. It's the emotional pull. There are two reasons someone buys ... the rational reason and the real reason, according to Feig.

For example, don't just sell me a camera, sell me the art of making memories (George Eastman of Kodak said this!) Don't just sell me a car, sell me a car that makes a statement about how I care about the environment. (Toyota is doing this with the Prius.) Think about bottled water. We use to get water free, but now it is something special in an upscale bottle.

Feig discusses 16 different hot buttons -- I'm going to list a few and, without a doubt, you'll begin to see how hot buttons may influence buying behavior.

The desire for control -- control of their own environment, security, personal well-being -- insurance, security systems, extended warranties, vitamins

Family values -- ready-made, packaged fun for families seems to be the trend like craft projects you can do together--or turn adult products into family products -- good example of this is when AOL added special sections just for kids

Fun is its own reward -- break from day-to-day, boredom is negative emotional pull -- travel, games tied with products, sweepstakes, blogs

Reinventing oneself -- makeovers, weight loss, trips, moving, kicking habits -- diet foods and supplements, cosmetics, skin care,

Desire to be the best you can be -- health supplements, nutritious foods, skin care, self-help books, health club membership

Many more hot buttons to check out in Hot Button Marketing by Barry Feig. Find it at Barnes & Noble, our Quixtar Partner Store. Read it and let us know what you think! What consumer hot buttons do Nutrilite, Artistry, and Ribbon products trigger? Tell us what you think!

Adding Value

Susan Julien-Willson — Thu, 15 May 2008 21:12:00 GMT

Most people like you and me want to feel as if they add value when they’re involved in something … personally and professionally. I don’t know about you, but when I feel like I don’t add value or others think I don’t enhance or improve a project or event or sales conversation, it bothers me immensely.

So, when it comes to sales, how can you and I add value when we’re retailing? Good question. I think we add value by making the sale about the potential customer and not about us or product features or what we think of the product. It needs to be about the target … the customer! It’s about asking questions, listening to the customer, and being compassionate – this is how a salesperson adds value to a sales conversation. If we focus the conversation on great gizmos of the gadget we’re selling rather than how the bells and whistles of the gadget meet the needs (whether they be essential or entertainment/pleasure needs or convenience/taste needs), we aren’t addressing the value proposition in the customer’s mind -- and we’re wasting time and money. Why would anyone want to hear about a product or product features that are irrelevant to their particular needs and lifestyle? BORRRRRRRRRRRRRRR-ing!

What’s a value proposition? I checked Wikpedia for the definition of customer value proposition
and found this:

In the field of marketing, a customer value proposition consists of the sum total of benefits which a vendor promises that a customer will receive in return for the customer's associated payment (or other value-transfer).
In simple words: value proposition = what the customer gets for what the customer pays.

Note the word benefits--this is everything from the performance to delivery to customer service. Yes, customer service. You (meaning you as an IBO) add value by listening, acknowledging/responding, building trust, addressing customer needs, following up, staying in touch, developing a lasting relationship, and addressing additional customer needs as things comes up through talk and time. (Always look for cross-sell opps!)

Have you ever had a salesperson tell you every specification of a product but not what’s in it for you? Like why do I care about a feature if I don’t know what that particular feature can do for me or to make my life easier or better? Why should I pay more for the deluxe model -- because it is has a better name? because it’s cool to own the deluxe version rather than the basic model? What’s the emotional pull/connection for the customer? Status? Family values? Fun? Control over health? To look beautiful? To look younger? To be the best you can be? These are all emotional reasons people buy--and if you can figure out what emotions may drive the customer’s decision to buy, you can make a sale … and you can solve a need, even if it’s purely an emotional need.

Do you add value to a customer sale as an IBO?

Would love to have you share some stories of your sales adventures or suggestions on what others can do to add value to customer sales.

Letting go of life as we know it ...

Susan Julien-Willson — Wed, 07 May 2008 17:15:00 GMT

I've been thinking about how I need to let go of my old job responsibilities and embrace my new role. It's not easy to walk away from a warm, familiar, accepting environment into unknown, unchartered territory. For the most part, I like the unknown--it's full of challenge and discovery. But it's bumpy! And I tend to trip once 'n awhile. And on some days, I've been guilty of running back to that familiar welcoming land as soon as someone implies I am trespassing in forbidden territory... like I did yesterday --except I hit the "you can't go back home again just because you want to" point this morning. I realized I can't go back, I can't stay in the middle, and I'm rarin' to move ahead.

In case you missed my earlier post on my new position ... I am now the Consumer-facing Communications Portfolio Manager. I refer to it in writing as C-F CPM or just CFCPM. (I'm big on acronyms in email.) So, first thing this morning, I wrote a couple goodbye and good luck notes, declined a few meetings and accepted some others that are pertinent to my new position. It's time to focus on customers ... your customers now and in the future. It's time to create communications for you to share with customers and potential customers. So, we're thinking about what you need as IBOs to sell products to consumers. (Seems I should ask you!)

What would you like in Health, Beauty, and Ribbon to help you sell to customers? What leave-behinds? What follow-up pieces? Samplers? Emails? What about cross-sell vehicles?

Share your thoughts and suggestions. Please!

P.S. You know how I love quotes! Here's one that is in tune with my thoughts and feelings today and also fits how things are changing in the business world and with the way we do business:

"We must be willing to let go of the life we have planned,
so as to accept the life that is waiting for us."
--Joseph Campbell

Coming soon! May day, Ribbon Gift Collections, Cinco de Mayo, Mother's Day, more

Susan Julien-Willson — Tue, 29 Apr 2008 19:13:00 GMT

May day is certainly a day to celebrate! It's not only the first day of May, it's the promise of spring, the joy of fresh flowers -- vividly colored tulips, pretty pastel hyacinths, blossoming trees and shrubs. In Europe, this day is filled with festivities complete with dancing around a garlanded pole called a maypole, from which streamers hang. Each dancer holds the end of a streamer, and the dancers wind the streamers into a pattern as they move around the maypole. Some schools still hold May Day festivals with maypole dancing and the selection of a May queen. We did the maypole thing in grade school -- and we also created May Day baskets filled with candy and goodies for someone in our class.

But I'll be honest. Now that I am older and working for Quixtar/Amway, May Day has always been the BIG launch of the new Ribbon Gift Collections ... sure, when I started they were Amagift Albums. (Yes, I have been here for awhile.) And it's still true. The Ribbon Gift Collections for 2008 are available for purchase at Quixtar.com ... and ready to be redeemed by recipients on May 1 at ordermygift.com ... WOO HOO! I'm ready to get selling, aren't you? And May is a great month to get busy selling to family and friends. What's in May?

Cinco de Mayo on May 5. Not really a traditional gift-giving occasion, but why not? Someone special is special any day of the year so why not on Cinco de Mayo? By the way, if you want to read some interesting facts and figures associated with Cinco de Mayo, check out the PR Newwire at forbes.com

Mother's Day on May 11. Mom deserves the best ... any General Gift Collection will make her smile, but if you want to let her know she deserves some sweet relief ... give her two collections! The Ghirardelli(R) Chocolates Collection teamed with the Pamper Album are just what a lovable Mom deserves. Don't forget Stepmoms, Grandmoms, and special women who may not be Mom but they're so marvelous, they deserve something for Mother's Day.

Your favorite granddaughter or son's birthday is in May? We've got Sweet!, the Gift Collection for teens that's just 2G2BT! If you don't text message, let me translate: Too good to be true! Cool stuff in that collection. Word is that kids around 13-16 really love getting Sweet! for birthdays and holidays.

The NEW Klutz(R) Gift Collection. Okay, this does NOT mean it's an album for people who are less than graceful. Seriously. Klutz is the name of the company that was incorporated in 1977 in California by three men who attended Stanford University. They started by selling sidewalk juggling lessons with a trio of bean bags. And then they realized the sky was the limit and decided to write a book on juggling. The books were sold, distributed via bicycle and backpack ... and sales grew from there. (I can just see three juggling college guys in the early 70s on basic bikes tooling around town selling juggling cubes, facepaint, and drawing paper, can't you?) Today, Klutz how-to books come packaged with their signature tools like juggling cubes, face paints, and yo yos. All these how-to books and educational toys are for learning, and not just learning through reading. The Klutz Gift Collection is for kids 4 years old and up ... and I tell you they are bound to be popular ... paper planes, stickers, wishing stars, bracelets, drawing books, doodling kits, nail art, stencils, and more. Every time I look at this album, I want to be 10 again and playing with paper dolls. It's all about learning, creating, enjoying! So, if someone says, what the heck is a Klutz Collection? You say (being the great salesperson you are!), "It's a wonderful collection of amazing how-to books and crafts for kids 4 and up. Remember how fun it was to draw or juggle or build your own toys when you were growing up? Well, that's what this kid collection is all about!

Armed Forces Day on May 17. Need I say more? This is the day to thank our military members for all they do in patriotic service for our country as suggested by Harry Truman. Every military member you know deserves a gift ... in whatever form you want to give that gift, from a prayer, a card, a letter to a gift basket or album.

Memorial Day ... last Monday of May -- May 26. This is a day to remember those who have died in our nation's service. After the Civil war many people began to decorate graves of fallen soldiers with flowers. Now, in the States, it marks the start of summer ... and many family and friends get together for picnics, ball games, and boating.

Graduations, Showers, Weddings ... big in May and June! Don't forget you may have a few gift-giving occasions coming up, but if you do, think of how many friends, family, and neighbors do. That's sales opportunity for you!

Other Ribbon and gift-giving tidbits to know and share while you're selling:

The 2008 Ribbon Gift Collections showcase a preview of selections in the printed albums. Each gift collection is shown in its entirety online and also in the Catalog of Gift Collections. The most updated resource for what's available will always be www.ordermygift.com so be sure to check that out ... and encourage customers and recipients to do the same.

The Sweet! Collection is geared for teens. That's why it's different and why the copy reads like text messaging. If you want to know more about text messaging or get a translation, visit Webpedia's text messaging abbreviations.

Even with the launch of 2008 Gift Collections, your recipients can still redeem their 2007 Gift Collections now. No worries!

Interested in getting started selling Ribbon? You need a new kit each year, so if you haven't already, be sure to order the Ribbon Essential Sales Kit ... or, check out the Ribbon Sales Kit Duo. When it comes to retailiing products, Ribbon Gift Collections are a great place to start.

May all your selling and gift-giving be a pleasure,

sjw

Clarity through the chaos and confusion

Susan Julien-Willson — Fri, 25 Apr 2008 12:19:00 GMT

I have faith clarity will come, but right now, life seems confusing and chaotic. Ever feel that way? I remind myself that things will work out-- that it will all come together. It feels like the start of the poem when words keep repeating in my mind and I am not sure what I am feeling, but I know that I am feeling something. The words stay with me, and reappear again and again in my thoughts until I cannot contain them any longer ...they spill on a page and quite often, succintly express how I feel. Something I couldn't grasp or express before is put into words in the form of a poem. Other times, it is a journal entry. For me, writing is how I make sense of chaos and confusion -- it's where I find calm. This is essential for success in life ... at work, with family, with friends. No wait, it sounds as if I am recommending writing to all. Not true. BUT, I do think we all need some way to get in touch with our feelings-- find focus, strength, and calm when things get chaotic and confusing.

Currently, things are changing in the business, in the world, and in your lives -- change is everywhere. Change is a necessary part of life. As much as I love it and believe it offers great opportunities to grow and learn--it brings about periods of chaos and confusion that call for us to re-focus and find "our inner peace" amidst the churn. I don't have to have everything neat and orderly (my office demonstrates this), but I if I begin to lose my calm confidence, I know life has become too crazy and it's time to go interior as I like to say.

I seek out words most often: my writing, reading ... inspirational quotes ... poetry ...prayer. I also love music, museums, and movies. Total immersion into something else helps me look at a situation or circumstances in my life differently. Often helps me find a solution ... discover clarity as I wade through the chaos, sort out things. These are all ways I cope and make sense of the word so I can be productive and successful at work and in my personal life. Not sure this works for everyone, but it does for me.

What do you do to cope? to make sense of the confusion? to find solutions? to keep selling and building your business?

Many of you have told us you find inspiration in quotes or music or prayer. Is this also how you relieve stress? Find peace? Please share your thoughts on coping strategies/tactics/skills. We can learn from each other.

Peace,

sjw

Customer service makes the difference

Susan Julien-Willson — Thu, 17 Apr 2008 11:44:00 GMT

I have just returned from vacation. Spent a few days in Naples, Florida visiting my mother. She's 82, going on 39. If I have half the energy and positive attitude she has when I am in my 80s, I will be fortunate. She's a great example of how positive attitude and self care can make a huge difference in quality of life. But, that's not really what I want to talk about today ... well, maybe indirectly, since positive attitude should be part of customer service.

During my travels, I encountered every level of customer service imaginable, including none whatsoever. And I certainly experienced inconsistency and lack of knowledge between store and airline locations of the same brand/business. For instance, the airlines. Due to mechanical problems, my flight was cancelled. The airlines personnel at Gerald R. Ford Airport handled it efficiently although I wasn't thrilled about going back home with my suitcase, only to have to return at 4 a.m. in the morning. But they got me on the next flight through Detroit to Fort Myers ... and they made sure I had a voucher for coffee and cookies while I waited to hear whether the flight was just delayed or cancelled. When I left Florida, the airlines personnel at the checkout counter were more interested in discussing the big merger than helping me with my bag. They weren't unfriendly, but they sure didn't make me feel important! The pilot on the flight made up for it. I felt like he was someone I knew personally and that getting me back to Michigan safely without bumps or delays was his primary goal. I liked that he spoke to us a few times during the flight. It made me feel more comfortable.

While in Florida, I shopped. (Imagine that!) There's a women's store that's actually headquartered in Fort Myers. It has three Naples locations. I visited all three while I was there. Same store, nearly the same merchandise but a totally different feel to each store. The type of clothing and jewelry I bought at each store matched the level of warmth and service I received at each. The store I purchased over $200 of clothing at was the store where as soon as I had the jacket in my hands, a salesperson was there to tell me the jacket was new and there were matching pants that ran long so they'd probably fit me. Once I tried on the outfit, every salesperson in the store got involved. Oh, it looks great. They had me try on two different sizes of pants to make sure I had the perfect fit. They looked up the outfit in the catalog to find out which camisole was designed to go with the jacket. They searched the store for the matching necklace I wanted ... and when they realized they didn't have it, they called another store and found it for me. Even some of the customers tryinig on clothes remarked on the outfit. I felt good. I felt important. I bought the outfit ... and guess what? The salesperson who checked me out noticed I had a catalog coupon in my purse. She didn't ask for it -- she just automatically deducted the $25. Sure, I am a "member" of their loyal customer program, but they didn't know that until I checked out. The sales team worked together to sell, have some fun, make their customer feel important. It was pleasurable-no pressure, just plain fun. No wonder so many women were carrying shopping bags from this store around the mall. They clearly knew how to sell and have a good time doing it.

Next, I went to pick up my necklace at a nearby location in another shopping area. Much quieter yet the atmosphere was inviting. I looked at a few things, but the salesperson stuck too close to me. I felt "watched" and I began to feel some pressure -- so I bought the necklace and left.

Later during my stay in Naples, I visited the downtown location of this store. Not one salesperson acknowledged me although I believe they knew I was in the store. I felt invisible. I looked at a few things and considered trying on a couple jackets but I didn't. The desire to leave seemed more powerful than the desire to try on a few things. I obviously did not appear to be a worthwhile prospect.

Three stores. Same company. Three entirely different experiences.

Good service makes a huge difference when it comes to customer experience ... and a favorable customer experience makes or breaks a sale!

Sales pitch on poetry

Susan Julien-Willson — Wed, 09 Apr 2008 12:10:00 GMT

April is National Poetry Month. A time to celebrate words and all the many ways you can create poetry to stir emotions, convey a message, entertain, delight, inspire, intrigue--and much more. I happen to be passionate about poetry. To say so much with so few words is an art I admire. I don't mean greeting card verses either although some are poetic prose.

This month, I won't attempt to sell everyone in my life on the pleasure of poetry, and I surely don't think I can convince others to write it. BUT, in sharing this short, simple poem with a heartfelt, universal message everyone can relate to., I hope to show you just how powerful words can be -- and possibly, inspire you to use words to comment on this blog, sell your products, sponsor others in the business, compliment someone else, express your love, reach out to someone in need. Words are a tool for communication. And they are important in sales and in your business ... and in life.

DREAMS

by Langston Hughes

Hold fast to dreams,

For if dreams die

Life is a broken-winged bird

That cannot fly.

Hold fast to dreams

For when dreams go

Life is a barren field

Frozen with snow.

To learn more about National Poetry Month, visit www.poets.org from the Academy of American Poets.

May April be filled with poetry and possibilities for you.

sjw

Bad gifts don't have to happen to good people

Susan Julien-Willson — Tue, 01 Apr 2008 12:08:00 GMT

That's the beauty of the Ribbon Gift Collections. The newest assortment of General and Specialty Collections make gift giving the pleasure it ought to be, no matter what the occasion (even Groundhog Day!), no matter who the recipient (even a grumpy co-worker who needs an uplift!), no matter what the budget (people give gifts even when money is tight!.)

So, what kind of gifts do you find in Ribbon that people like you and me might be interested in buying, giving, and, of course, SELLING to other people like you and me.? Electronics, housewares, home decor, bath and body, food, candy, sporting goods, educational toys, and more.

The least expensive General Gift Collection called Variety is full of brand-name items that make sense for many. That's probably why it's the most popular ... it's affordable, has a higher perceived value than its retail price, and it has lots of brand-name items. This year's Variety Collections features brands like Everlast, Conair, and Rampage. One of my faves to give is Pamper. I've sold several (and given many) I Do! Gift Collections. You can't go wrong with brand-name items from Cuisinart, Coleman, Fossil, and Samsonite. Browsing through the Klutz Collection, I see some cool crafts and kits for kids. I expect you'll have no problem selling this one, since you've been asking for a Gift Collection for kids. Hope this is a hit. All in all, as I browse through the new Catalog of Gift Collections with my sales hat on, I see loads of sales potential. But how the heck do IBOs learn how to sell Ribbon?

I have ideas! We have sales materials for you! We have QU training! We have support! You have the gusto and the guts to get out there and make a profit.

Ribbon Essential Sales Kit (AD-1600). Gotta have it NOW. Don't wait another minute.

Ribbon Expansion Sales Kit (40-0854). If you're in the Business to Business (B2B ) sales arena, make this your business ... NO, wait!! Make THIS your business:

Get the Ribbon Sales Kit Duo (40-0858). SAVE $15. You can SELL well when you h ave the tools to learn, the samples to share, the smarts to know your product and prepare ahead of time for the sales conversation. The Ribbon Sales Kit Duo can help with that.

You save 20% off the cost of purchasing the kits separately, plus you get everything you need to sell to virtually everyone --- from the couple who lives next door who have a zillion relatives to the small businesses you frequent often-maybe daily! For instance, what does the owner of the hair salon or barber shop you use do for his or her employees for the holidays? or for awards? or how does he or she thank loyal customers? Still in touch with the realtor who sold you your house or condo? Did the realtor give you a gift at closing? And what about the auto dealer, day care center, credit union? The list goes on and on and on.

So, why am I so revved up about Ribbon these days?

The 2008 Ribbon Sales Kits and related materials launch this week; the exciting new Gift Collections become available on May 1. While you're waiting for your Sales Kits to arrive; practice, prepare, and PRINT!

Downloadable PDFs you can print and share on sales calls to family and friends ... and to small businesses -- are now available at Quixtar.com .... they're specifically designed for to use with CUSTOMERS.

Here's a couple CUSTOMER-FOCUSED fliers I especially like, and yes, I did write them, but that's beside the point! (smile here, please)

HOW IT WORKS Flier -- one-page explanation of Who, What, When, Where with Ribbon!

PRESENTATION Flier -- two-sided, three-fold brochure for businesses that makes it a great leave-behind or even a leave-before, if that's such a term--maybe a teaser?

There is also a CUSTOMER PRESENTATION CD featuring video clips on how Ribbon works for consumers and for businesses. This comes in the Essential Sales Kit and as a 5-pack (40-0857) for just $10.

Other useful Ribbon PDFs either up now or coming soon to the Ribbon listings in the Resource Center:

Ribbon Facts, FAQs, IBO Success Stories, Customizable Price List, Labels, and more!

So get revved up on Ribbon -- and don't let bad gifts happen to good people. Get out there and sell Ribbon Gift Collections to family, friends, neighbors, and small businesses.

P.S. National brands listed above are all registered trademarks.

In with the new, out with the old

Susan Julien-Willson — Mon, 24 Mar 2008 12:43:00 GMT

Yesterday during services, the minister had the young children come up to the front to talk about the meaning of Easter. One little boy said, Easter is about "in with the new, out with the old" and another child close by who was too shy to move to the front murmured to his mother, "oh, that's why it's in spring when things grow." Amazing how kids can say it so simply ... so clearly, so concisely. At the moment, it made me reflect on my own life and the lives of those I love ... and the magic and tragic in my life ... past, present ... and well, who knows what comes tomorrow.

On the way to my dear friend's home for dinner, I thought about work and all the changes ... the transformation of our business into a bolder, bigger, better business. I thought about rebirth and renewal. I thought about the excitement of it and the anxiety and uncertainty of what's ahead. I realized I love change for the thrill and excitement it brings, but also because it calls upon me to believe, to have faith, to go for something with all my might and that's what I am about to do.

I accepted a new position within my department, working on consumer-facing communications. New territory ... new ways of thinking and being. Great timing, given this is the season for "in with the new."

So, do tell, what's new with you?

All tied up in Ribbon

Susan Julien-Willson — Fri, 14 Mar 2008 15:27:00 GMT

For the last few months, my world (and the Ribbon Program team's universe) has been rockin' and rollin' with Ribbon. Ribbon Gift Cards. Ribbon Gift Collections. Ribbon Steps to Success Brochure, Ribbon How it Works flier, Ribbon Presentation Brochure, Ribbon testimonials from IBOs.Ordermygift.com. Ribbon Retailer. Ribbon Order Form. Ribbon FAQs. Ribbon Customer Presentation CD with two great video clips on how Ribbon works ... did you read that? Yes, it's true! These video clips are like commercials that capture the emotional pull of choosing the perfect gift, giving the perfect gift, and receiving the perfect gift. The current CD is selling big time so we can't wait to roll out the new one with the heartwarming, informative video clips. It's coming on April 1, along with the Sales Kits and more merchandising materials.

As excited as I am about all of it, I am also a tad stressed by it. (This is why I work out at the fitness center!) I know mistakes happen and Ribbon is no exception. We discovered one that ended up in print on the back of the Steps brochure. I'm going to tell you about it so you can know ahead of time. It's good news for you. The price list on the back of the brochure lists the Customer Presenation CD 5-pack price as $16. GUESS WHAT? It's really just $10. The guesstimate was $16 originally ... and well, we worked hard to get the price down ... and obviously, it did get all the way down to 5 CDs for $10. But, darn, it still says $16 on the back of the Steps Brochure.

I woke up last night from a dream of myself tangled up in the purple ribbon and twirling around and around and around with the numbers 5, 10 and 16 woooshing by. It appears the error was on my mind.

I know mistakes happen. Regret does too. I regret missing this error before the brochure printed. I really hate it when imperfections are revealed--I know not everything is perfect or runs perfectly, but hey, Ribbon is about the perfect gift ... shouldn't everything be perfect in the sales materials? Everyone on the team feels badly about the error, including myself. (You probably already figured that out.)

Besides fessing up to the error and asking forgiveness, please note: the 5-pack of Ribbon Customer Presentation CDs (40-0857) coming in April is just $10 regardless of what's printed on the back of the Steps Brochure. May that be rich news for you.

Potholes, Personal Accents, and possibilities

Susan Julien-Willson — Thu, 06 Mar 2008 13:15:00 GMT

On my way to work today, I had a lot on my mind. Sheryl Crow singing about now that she's free, she's free to make a mess of things ... and how I can relate to that!--me swerving the car to miss potholes I think might be there but are now covered with freshly fallen snow... and amusing myself with my new, evergrowing fear of potholes (is there an official phobia for that?) --me pondering on getting stuck in a monstrous pothole and relating that to getting stuck in a rut creatively ... what we could do creatively to make Personal Accents a more profitable product line for IBOs? What's missing? Is the catalog too pretty? not pretty enough? Do we need to have a party plan? A party plan like (yet other direct sellers of jewelry. Should there be more support materials? I remind myself we have a budget and I must adhere to the budget ... but I quickly forget that because, well, I do ... and begin to imagine all the possibilities. I see Personal Accents written in the sky in Cezanne type font, glittering like diamonds (ok, maybe cubic zirconia because PA jewelry is a shining value) as I drive into the parking lot at Quixtar.

I park the car. Walk briskly (it's cold!) into the building. Glance at my computer and instantly decide I'll write a blog post and ask you what you think. If the sky was the limit and the road straight and clear to success... there were no potholes to dodge, no bumps to worry about, no budget constraints, attitudes were positive, customer pocketbooks were bulging, and everything was coming up pretty near to perfect ... what would you hope would be in our plan for Personal Accents? Even if nothing was perfect or positive, what do you think should be in the plan for Personal Accents?

As always, no promises we can do it all, but we're all "ears" and we love to play with ideas, especially if they'll help IBOs sell at a profit. We're searching for gems!

Be a jewel and send us your ideas.

sjw