Origami Owl success is something Marty and I are often asked about. People join Direct Sales companies all the time but unfortunately not all of them are successful. So how can you achieve more Origami Owl success in your own business? Well, we’re glad you asked. The following is a process that can help increase your sales as much as 50% based upon studies done by the Direct Sales Association (DSA). We hope that you’ll implement it in your business today and report back to us your success! Be sure to email us at Heather@OwlAboutCharms.com and let us know how you’re doing with this simple, easy process.
Origami Owl Math Problem: What’s 2+2+2 Equal To?
Marty and I were blessed to meet and be coached by Belinda Ellsworth recently during her 2oth Anniversary Tour. We plan on sharing many of the tips to success that Belinda shared with us last night and we’ll start with this simple sales building technique. Now, I know what you’re thinking, “I’m not that good at math….” The reality is that we’re not all good at math but what we’re even worse at as a Direct Sales group as a whole is follow-up. Belinda referred to it as “reservicing”. Sure, we all service our customers when they’re at our Jewelry Bars or during our events and craft shows. That being said, how many of us actually call the customers afterwards and follow up with them? Don’t worry if you haven’t done that in the past. According to the DSA’s surveys, less than 5% of Direct Sales consultants follow up with their customers after the sale. It’s time to change that and here’s how!
Two days after the sale, pick up the phone…
The 2+2+2 equation comes from a series of phone calls you’ll make to your customers after their purchase. The first 2 refers to two days after the event or Jewelry bar. This first phone call is a simple “Thank you!” call and requires very little effort and discussion. A simple script could go as follows:
“Hi Debi, it’s Heather with Origami Owl. I just wanted to call you to thank you for your order during Suzy’s Jewelry Bar this past weekend.”
“I appreciate your business and can’t wait to hear how much you love your locket!” (if you had to place an order for the customer)
“I appreciate your business and hope (person she bought it for) loves her new locket!” (if it was a gift)
” I hope you love your locket and enjoy wearing it as much as I enjoyed making it for you!” (if she took the product with her)
“Well, your new locket should be arriving within the next 7-10 days. I hope you have a great week and thanks again!” (if ordered)
“Well, that’s it. I hope you have a great week and thanks again!” (if she took the product with her)
Call One is simply about appreciation…
During your first call, you’re simply calling to express your thanks and appreciation. You’re not trying to drum up more sales, you’re not trying to book events, you’re not trying to sponsor a new Designer. You’re simply saying “Thanks!” Now, that being said, the reason for the PAUSE is to allow the customer to reply. Don’t be surprised if you catch your customer off guard and get a hesitant reply such as “OK….” Since this is such a unique phone call (remember less than 5% of Direct Sales consultants follow up after the intials sale to thank their customers) it’s very possible that your customer may think you’re fishing for something else and not know how to reply. That’s OK, just go with it and wrap up the conversation. Belinda let us know that there have even been times when the customer calls back and apologizes for being so awkward but that they were simply shocked that someone would call them to say thank you. In addition, based upon the DSA surveys, about 8% of customers will increase or add to their order during this first phone call. In addition, about 20% of customers will book an event of their own during this phone call. Remember, although these are not the purposes of this phone call, these things can and will happen. You just have to place the call!
Two weeks after the sale, pick up the phone again…
Two weeks later, you’ll be reaching out to those same customers. The script for this phone call could be something similar to:
“Hey Debi, it’s Heather from Origami Owl. How have you been? Well, I wanted to reach out to you to follow up on your order from Suzy’s Jewelry Bar. I wanted to make sure you received your locket, chain and charms (etc.) and to find out if you have any questions? Have you had the chance to wear it? How much do you love it?” (if they ordered product)
“Hey Debi, it’s Heather from Origami Owl. How have you been? Well, I wanted to follow up with you on the locket you purchased from Suzy’s Jewelry Bar. I’m sure you’ve worn it a few times now and I wanted to make sure the chain length worked well for you and that you’ve had no issues with changing out your charms? Did you have any other questions regarding the product?” (if they took the product)
Call Two is about servicing the client…
Call two is simply about following up with the client to make sure they’re happy with their purchase. Oftentimes customers will see you put together the locket (or the bracelet!) and it seems super easy but when they get home they have trouble with getting the bracelet, locket, plate etc. to look “as good as it did at the party/event”. This is where you come in with your tips on how to make sure the charms are evenly spaced and flat and how to wrap the bracelet around twice to make sure it looks right, etc. Once again, you’re not asking for sales, booking or sponsoring. You’re simply servicing the customer. Occasionally you’ll come across a customer who ordered product and is missing something or received the wrong items. The fact that you’re calling to follow up and are willing to correct any issue that may have occurred will go a long way in generating additional sales and referrals. Again, your words are not asking for additional business but your actions are most likely to cause additional business, if for no other reason than you’re doing something very few other Direct Sales consultants actually do: “reservice” the client!
Two months after the sale, pick up the phone one more time…
At this point, you’re following up for the reason your customer thought you were calling about in the first place, asking for new sales. Origami Owl is coming out with more and more new product launches and exclusive charms on a regular basis! Have you seen the new Easter collection? Time this final follow up call with a new product launch or exclusive line reveal and you’ll have a reason to talk to the customer about new products. A script could go as follows:
“Hey Debi, it’s Heather with Origami Owl! I hope you’ve been well, it’s been awhile since we last talked. I wanted to call you to check in to make sure you didn’t have any additional questions about your Origami Owl jewelry. Also, I wanted to let you know that we just launched a super cute new line of (whatever is newest in the Origami Owl line of product)!”
Customers oftentimes will receive emails from their Direct Sales consultants alerting them of new product launches but oftentimes it goes in one ear and out the next. We’re all busy people right? By actually calling your customers, you give them an opportunity to discuss the new product with you and hopefully set up an additional Jewelry Bar or make a new sale because they love you and your product so much!
And you thought you wouldn’t be good at math….
In the end, the math for Origami Owl Success is as simple as 2+2+2=Success. Make a schedule, plan your calls and follow up three times for each customer you create and you’ll find your sales will be through the roof in no time! If you have any questions regarding this method, feel free to email me at Heather@OwlAboutCharms.com or post them in the comments below. Best wishes as always for continued success with your Origami Owl business!