Scentsy Director(D)etermination(A)ppreciation(S)implicity(H)elpful

Goals & Accountability

Goals & Accountability

Big and Small Goals; Daily, Weekly, Monthly, yearly and so onCreate a Dream/Vision BoardShare your goals with everyone90% More apt to reach goals if you write them downDry erase Goal Board for FridgeTrack and re-assess your goals oftenBe accountable: Have a partner that checks in with youS.M.A.R.T Goal Setting:SpecificMeasurableAchievableRealisticTimelyState goals add DeclarationsGoal Worksheet:Goal Statement:What do I need to reach this goal?Where am I now?Obstacles ?:Solutions ?:Be Persistent, Consistent and Patient!It’s all about Numbers. The more contacts you make the faster your business will grow.

Business Basics

Business Basics

Business CardsSamplesLabelsDomain NameFB Business PageKnow Scentsy VerbiageRe-read Scentsy HandbookKnow Compensation PlanWatch Discovering ScentsyScentsify (Brand) your CarEmail SignatureScentsy StoryNewsletterWear ScentsyAlways have catalogs or sample business card with youScentsy Office/ShrineTime ManagementPrioritizePlant SeedsScentsy SpiritPractice having a minimum of $500 PRV Monthly (needed in order to receive leadership bonuses

when Director)Have a planner

Numbers

Minimum Requirements:$500.00 PRVThree (3) “Active” Frontline Consultants$10,000 GWV (After Commission Deducted) or $13,344 Group Retail Volume

Equations: Retail * .25 + Retail= Wholesale $13,334 x .75 is $10,000.50. PRV x .75 PRV x .25 then subtract that amount from the PRV to get to $10,000.

Numbers

Requirements:

Different ways to break the numbers downMore team members the easier it is to achieve20 team members need $650 each PRV $50015 team members need $750 PRV $2500At least 25-30 team members on average

Basic Leadership Qualities

Basic Leadership Qualities

You are in control of your “Attitude”You are in control of your achievements.You are in control of your earnings.You are in control of your business.You are in control of your success.

Training

Training

Team MeetingsWorkstation TrainingsLive TrainingsConference CallsMini get togethersSpring SprintMotivational ConferencesConventionSoak up and absorb KnowledgeJaqueline Roy Trainings are greatDon’t need to re-invent the wheelLearn from the Scentsy expertsGet a MentorMegan Sommer’s trainings are excellentTeam Pages on FB and myfamily.com

Parties

Parties

Coach your HostessSomething Sweet Something SaltyShow how easy it is1 trip to pack in your suppliesUse their tableArrive early Give Basket party a week before the party to build salesGive a small gift to those that bring a guestGive her a prize for outside orders before partyKeep presentation Short, Fun, and engagingShare your Scentsy StoryDoor Prize to get Newsletter contactsBest recruits are our hostsOffer up party to be Launch PartyListen to the guests: Everyone wants something extra in their life. Figure out how Scentsy can

help them.Book 2 parties off of this party: 1 to replace and 1 to move you forward.Offer up your home for Party location.Coffee shops, pizza places other locations for parties. Free AdvertisementBasket Party: Your $25 employeeMegan Sommer training: Perfect Parties Start to finish, and Hostess Coaching and Planning a

Party!Open Date Cards

Events: Bazaars etc.

Events: Bazaars etc.

Find Bazaars, Vendor eventsIf you can’t find one, create one with other Direct Sales Companies.Google EventsCraigslist.org for local eventsContact: Schools, Churches, Nursing Homes etc for eventsIf an event already has a consultant ask to be put on back up list, they might not quit or can’t make it next time.

Recruiting

Recruiting

Everyone is a Prospect!Recruit, Recruit, RecruitDownline Multiplier Effect: Recruit 1 a month and they recruit 1 a month

and so onAlways Carry Recruiting Packets: Join Brochure, Discover Scentsy DVD,

Catalog, Scent CircleRecruit your HostsPut join brochure in every orderCompliment Potential recruits: If you think they would be good, then tell

them whyI think you would be good at Scentsy because you are outgoing and have

a ton of friends.90% of people sign up in Direct Sales because people asked them.Make the goal of 10 people telling you No. Then when they say no, say:

Great that is #3, The person will say What? Then they want to know more.Don’t make the No personal. Analogy of offering gum. Some will take it

and some won’t. Some will take it and hold. Recruiting from Coast to Coast – Karen Fettes – SuperStar DirectorWhat is Sponsoring? “Finding people and discovering what they truly want

and then if the timing is right, show them how Scentsy can help them attain it.” Bob Hipple

Recruiting is the lifeblood of your business.Going InternationalJoin StickersLoan your potential recruit, your basket party a week prior to their signup

date so they can collect “pre-sign up” orders during their initial excitement. Sign up, enter their first party and viola! They immediately become active!

The Perfect Consultant

The Perfect ConsultantSomeone who says they need MoneyPeople who are boredWants to be happyCollege StudentsMilitary SpousesWanna a new drug? Let Scentsy be your drug of choice, this is a mood enhancer. So much joy.. No bad side

effects!Temporarily out of work, Men and WomenParty guests interested in the ProductPart time workersAnyone who shows interestHousewivesEmpty nestersSomeone who lost a loved oneThose that spread the Scentsy loveSomeone who starts showing someone else how it worksNeeds a girls night out and connect with others40 years old, middle class, boredPay for their Scentsy habitNever Judge, sometimes the person you least expect to perform, turns out to be your best recruit!Those looking for other ways of gratifying themselves: Need a Vacation Need some Adult time a few min away from the kids Want recognition for your hard work… this is a great business Want to be their own boss Want job satisfaction Need a promotion or to be in charge of their financial future

Fundraisers

Fundraisers

They help get your name out there and reach people you normally would not meetHelps build sales towards director $10,000 GWVHelps hit $2,000 sales bonusGive more then you takeYou never know you might get your best recruit from itAsk who is in charge of the group and talk to them: President, Board Chairperson, Principal,

Owner, Manager, Coach, Committee ChairMedical, sports, schools, clubs, outdoor school, field trips, churches, dance, cheerleading

teams, Animal rescueDonate Gift BasketTraditional FundraiserOnline Fundraiser Local or nationallyLet everyone know you do fundraisersTax Write offYou choose how much to giveVery little if any out of pocket expenseTake advantage of the host rewardsGreat training on Workstation (Everything you need to know) : By Superstar Director Cassie

Stevenson – Make your Summer A sizzlin’ success (Profitability Matrix)Be prepared, 1st impressions

Motivation (different Personalities)

Motivation (different Personalities

Your Why!Square, Rectangle, Triangle, Circle, Squiggly:NumbersRecognitionFinancial FreedomPraiseTripsMaking FriendsIncentivesStay at home momCar PaymentCreate Family LegacyFind out what Motivates your team, Learn their personalitiesIncentive Trips

Your Story – Your Why – Your Passion

Your Story – Your Why – Your Passion

WRITE IT!Put it on your websiteShare it with everyoneShare it at your partiesUse your story to connect with othersKey Components: Character, Credibility, Value, Emotion, Curiosity, TimingGreat Guide in Spring Sprint 2011 Training bookConnecting through stories is often how we build trust and form personal relationships, and

relationships are the basics of your business.Once you have made your story, practice it and perfect it

K.I.S.S. – Keep it Scentsy Simple

K.I.S.S. – Keep it Scentsy Simple

Buy - SellHost - PartiesJoin – RecruitsShare your enthusiasm, your passion, what you love and the simplicity of Scentsy..Scentsy sells itself, all you have to do is share the scent, your story, connect, and show

how scentsy can help them!Don’t make it complicated, don’t overthink it, just do it!

Run it like a business not Hobby

Run it like a business not Hobby

Work it like a businessSet aside certain hours and work those hours. No Games, TV etc.Not just busy work but Money making work.Use your calendarFill in family activities and then fill in your work.Schedule parties during certain times.Invest in your Down-lineEngage with team developmentTake a shower and get dressed before working your businessWork in your office, keep it separate as possibleKeep it clean and clutter freeDo a 30 day or weekly meal plan to save time (30 Meals in One Day – Deanna Buxton)Hire your kids to help – Label, package, sort etc.If you were your employee would you keep you employed?

Mindset: Bothering ->Blessing

Mindset: Bothering ->Blessing

Change from “What can you do for me?” to “What can I do for you?”“Arrows Out”How can your business be of service and enrich your customer’s lives?What can you do for you team that will inspire them and create opportunities for success?How can you use your Scentsy business to help your community?How can your Scentsy business help your family learn about service and enrich their lives at the same time?How can your Scentsy Business personally enrich your life?Giving to Give – Give more then we takeI am going to bless them!I want to do something for you!Approach on a friend basis and not a selling basis.I could help you make more money…. I could help you be a stay at home mom.I can’t do it for you but I can show you howKey is LISTENING

Internet Marketing

Internet Marketing

FacebookSocial Media SitesLinkedInMerchant CircleCraigslist.orgWrite articles about Scentsy and attach your website SEO: Search engine OptimizationTwitterCreate a blogOffer a giveaway on a busy blog1 External WebsiteHave an Avatar or logo madeCreate an online presenceMake sure it is in complianceYoutube – Make training Videos for ScentsyExcellent article on Internet Presence: http://www.effectiveinternetpresence.com/articles/effective-internet-presence.pdf

Physical Marketing – Getting your name out there

Physical Marketing – Getting your name out there

Scentsy SuccessClothingBusiness CardsDecalsGive catalogs and samples to everyone Leave with tips, fishbowl drawingsCALL, Yes, I said use your phone, and contact everyoneContact places where no flames are allowed:Senior Centers, Retirement homes, Nursing homes, Mobile home parks, apts, dorms, schools, businesses, fire stationsLeave a display, offer to give a presentationContact Realtors, apts, car dealerships, offer a “bundle discount” wholesale/corporate discountSmell great and are great gifts – Welcome Home, Apple Pie, Home Sweet HomeHave a booth at a college PCC, back to school night, parents nightHand out samples at collegesLeave flyers and business cards at bulletin boardsLeave displays at places you frequent most Offer them free warmer and a new bar each month as long as they have catalogs for youYour bank, salon, your gym, Dr. office, Dentist office, car dealership, small businesses, Dry cleaners, Vets, Day Care, Boutiques, Oil Quick lube, breakrooms, GalleriesWork with a partner or team and go out and meet people and share scentsyMail letters or call businessesAsk question to spark conversation about your business

Networking

Networking

Connect with other Direct Sales PeopleSwap partiesGo to meetingsJoin Chamber of CommerceMeetup.comJoin local networking groups on facebookAsk them about events and share your events with themCreate a Vendor Blender eventShare tips and ideasHelp motivate each other

Appreciation: Hosts, Downline, Family, Friends.

Appreciation: Hosts, Downline, Family, Friends.

Connect with other Direct Sales PeopleSwap partiesGo to meetingsJoin Chamber of CommerceMeetup.comJoin local networking groups on facebookAsk them about events and share your events with themCreate a Vendor Blender eventShare tips and ideasHelp motivate each other

Stepping/Thinking outside of the box

Stepping/Thinking outside of the box

If you are stuck get creativeRe-ignite that sparkStep out of your comfort zoneBrainstormTalk to your up-line

Overcoming Objections

Overcoming ObjectionsAllergiesAsthmaDon’t have enough moneyNot enough timeScent doesn’t lastI’m shyI could never do what you doKnow your company and productGive away the wallCreate a connectionKnow the most common objections and be prepared to answer them and don’t be caught off guard.Listen to themTry before you buyReverse Home Party: Why not offer a Reverse Home Party? When talking to a potential hostess tell her that you’ll have the party at your house. You’ll do the cleaning, provide some chips and beverages and you have plenty of room for everyone. The hostess will still get all the benefits of hosting a party in her own home, without all the hassle.It’s also win/win for the consultant in that you don’t have to lug your entire inventory and continually set up and tear down your display

Great Articles:Laurie Ayers: http://www.thrivingcandlebusiness.com/marketing/so-call-it-something-different/http://www.thrivingcandlebusiness.com/home-parties/overcoming-challenges-of-booking-home-parties/http://leadtheteam.net/blog/sales-training/overcoming-objections/http://attitudetools.com/audio-success-tools/overcoming-objections/#.TyEyHvmwUTE

Organization

Organization

Keep your desk clutter freeKeep your office cleanGet a file cabinet or folder for each monthKeep track of mileageKeep track of monthly business expensesKeep track of past hostessesKeep track of past customersKeep your newsletter up to dateHave hostess, potential recruits, and new recruit packets made up

Taking care of yourself

Taking care of yourself

Just like airlines say: take care of yourself before helping othersGet 8 hours of sleepEat healthyWork outDrink tons of waterFind time to meditate, relax and/or pray dailySpend quality time with your familyPractice and change negative thoughtsTurn every road block into an opportunityHave fun and laugh dailyReward yourself for your success and goalsBe a positive and happy person (no negative nancies or debbie downers)Feed yourself positivity and motivational with quotes and booksFeed your soulDon’t compare yourself to other’s, beat your own selfHave Fun! Nothing will attract people to you more than seeing you having fun!

Recommended Reading

Recommended Reading

Mary Christiansen Be a recruiting Superstar

Mind aware Barefoot Executive Success Stories

Motivational Quotes

Motivational Quotes

EinsteinOrvillismsNothing is so contagious as enthusiasm – Samuel Taylor ColeridgeAffirmations“Parties are your income for today. Bookings are your income for tomorrow. Sponsoring is your income forever.” Mary Christensen“People with clear, written goals, accomplish far more in a shorter period of time than people without them could ever imagine.” Brian Tracy“The fastest way to guarantee failure is to do nothing.” Mary Christensen“Invite but don’t obligate” Orville Thompson“What a better way to realize your dreams than to build a party plan or network marketing organization by one person at a time” Mary ChristensenYou can’t help someone to the top of the mountain without getting there yourself!“Small opportunities are often the beginning of great enterprises.” –Demosthenes

What not to do

What not to do

Verbal VomitBeing PushyBegging/Being DesperateTaking a “No” personallyAsking Why puts people on the defensiveBeing NegativeNot following throughGive up if they say no. It might not be the right time, they might give your catalog to a friend, they are one more seed you plant regardless

Be Repeatable

Be Repeatable

Create an image that you want your team members to re-createEthicalPositiveGreat Role ModelBe available for themKnow your stuffBe confidentGive more then you takeMotivateEducateBe sincereGive without expectation, never obligate. No strings attached.Lead by exampleDon’t be a hypocriteAsk yourself if what you are doing or saying will inspire, is it helping your business?Become a Conscious listener, listen to what they are saying , they will tell you their need for Scentsy.Genuine, Authentic

Your TEAM

Your TEAM

Invest in your team!Teach them to fishBuddy upHave them Buddy upFocus on your front-line so they can focus on their front-lineEncourage them to recruitCreate team incentives, challengesMix up incentives so they don’t just help the top performersTalk to them about goalsLunch datesTake the time to invest in their livesSpend 90% of the time with new recruits to help educate and get their business off the groundSkype or use telephone for those out of townHelp your team change their lives with the opportunity of ScentsyBe availableTime + Effort = Reap more benefitsMore hours in the beginning, it will pay offMentor, train, share enthusiasmYour team begins when you recruit your first downlineAttend your recruits launch parties

What now?

What now?

Keep motivating, keep recruiting, keep trainingPlan your next directorsHelp them achieve what you achievedTeam MeetingsDirector Boot-campSwitch emphasis off of your sales and parties and work more on your teamName your team!Re-evaluate your goalsPlan for Leadership Retreat (If you can go to only 1 event, this is the one Scentsy says not to miss!)Minimum $500 PRV for Leadership BonusesDirector CallsDirector QDirector and above Scentsy Support LineSuper Star Summit Be a presenter at a training