The holidays account for the majority of sales in almost all business sectors. So, if you wish to reap the benefits, it’s time to get prepared.
To start, get out your planner!
Decide on your holiday promotion and marketing strategies. Plan your advertising campaigns.
Determine rain check, special order and return policies for holiday items, if your policies on these items will be different. If you have a 30-day return policy, perhaps you might extend it.
Have your determined your “bundles of joy?” These could be regular product items that are bundled to promote additional sales.
Suggestions: Instead of selling just a necklace, bundle it with a similar bracelet or earrings or offer all three in a pretty holiday box. Couple a nice hand lotion with a holiday-red nail polish. Create new items that are holiday themed and offer them bundled with specific products. Bundling is a great way to increase overall sales.
Contact your suppliers to ask them about holiday promotional items and gift giving ideas.
What are your “hot” holiday items? Are they packaged in a way that will excite both reps and consumers? Train your representatives to add extra frills if they hand-deliver product to customers. A cute cellophane bag with a bright colored bow will help the customer to remember your rep and your company.
Promote your best sellers front and center. These items sell for a reason. Now is the time to promote, promote, promote!
Have you ordered enough supplies for the season (i.e. bags, boxes, etc.) to carry you through the holidays?
Next up, get your sales force excited! Achievable holiday season sales and recruiting goals should be defined and shared.
Your reps should have a good understanding of what is expected of them and understand the rewards waiting for them. Remember the golden rule of direct sales: Make the business “easy, fun and lucrative” for your representatives and your company.
Is your sales force in need of additional product knowledge, systems, procedures, customer service and/or selling skills? Do you have new recruits who have not yet experienced the rush of the holidays in direct selling? Pair them up with veterans in your company or have a conference call dedicated to holiday sales preparedness.
Not everyone enjoys holiday shopping (can you imagine?).
Train your representatives to be creative to help others. Teach them how to give their customers ideas to make this chaotic time much simpler. Include gift ideas for men as well as women.
Have you thought about your “post holiday” sales? Don’t wait until the new year to move your holiday items. Remember, the day after Christmas is one of the biggest sales days of the year. Get ready for it. Then, gear your reps to prepare for it, too.
Conclusion
“Happy Holidays!”
The holidays can be an especially happy time of year for direct selling companies and their representatives. When you help others, you truly help yourself!
To learn more about being prepared for the holiday season, email Jay or Victoria or call 503.244.8787.
