Some companies choose to put their starter kits on sale from time to time, hoping that the substantially reduced price will motivate prospective representatives to enroll during a starter kit sale.
Unfortunately, starter kit sales do more harm than good.
- Many people who purchase starter kits on sale join for product discounts only. If a company doesn’t want people to join just for product discounts, this is a problem.
- The career productivity of people who purchase starter kits on sale is less than those who pay regular price.
- The bigger problem of putting starter kits on sale is what happens when the sale is over. Recruiting plummets for one or more months. Reps who sponsor may come to believe they should recruit only during starter kit sales.
Like the cars for clunkers program, what appears at first to be a good idea is actually a bad one. I don’t recommend that starter kits are ever put on sale.
A Better Idea
Instead of putting your starter kits on sale, add an additional item free during those months when you would otherwise put your kits on sale. To prevent your reps from a dependency on starter kit promotions to motivate recruiting, we recommend no more than two such starter kit promotions per year.
Starter Kit Wisdom
Would you like to know more about starter kits? Watch this short video our president Jay Leisner created to teach direct selling companies about starter kits.