Six Areas that are Critical to your Success!

There are six areas that will be most critical to your Kele success:

1. Bookings.

Bookings are the lifeblood of your business. Without them, you are technically out of business. The great thing about direct sales though, is that you can easily put yourself back in business! With bookings, you have a continual source of sales, new customers, new bookings, and potential recruits.

So where to start?

Make a list of all the reasons why now is the best time to book a party, why this is a great time of the year to have a show, and what benefits they will reap from it.

Next, establish a booking goal and deadlines.

Then schedule two evenings to make phone calls and make 100 phone calls.

After a show, ask each customer if they would be interested in free jewelry and would host a show. Also, always ask your hostess if she would be willing to hold a show for you again in the future.

Finally, during a party, keep your eyes and ears open for clues to who will be your next hostess or team member. Then you might want to go up to them and say, 'I notice you did or said [X], I'd love to treat you to our hostess program.'

2. Hostess coaching.

Hostess coaching is your interaction with the person who has scheduled a party. This interaction will determine if the party is a success or a failure.

The first thing to do is touch base with your hostess frequently during the four weeks before the show, after you have given her a hostess packet. Give your hostess a reason to call each of her guests and tell them about the jewelry and the specials. Make sure your hostess does reminder phone calls before the event to ensure a higher turnout rate.

Next, find out why your hostess wanted to have the party. Was it for free jewelry? Was it to help you grow your business? Either way, knowing what her motivation is for having the party will help you determine her goals. For example, if she wants a certain amount of free jewelry, then tell her how much in sales need to occur and how many people need to be invited for her to reach that goal.

On the night of the show and before guests arrive, ask the hostess what pieces she is interested in and then calculate how much she needs in sales to earn those items for free. Then ask which of her guests does she think will want to book a party so you know in advance who to ask.

3. Increasing attendance.

In addition to coaching your hostess to make reminder phone calls, you can also give your hostess a reason to call her guests to gather RSVPs. Tell her about the specials, the product line, and prizes for bringing friends. This way, the hostess will have a reason for calling her guests in addition to ensuring their attendance.

4. Increasing sales.

One way to increase sales at a party, is to provide guests a wish list template where they can write down all of their favorite items. Then you will know what special would benefit each guest the most. In addition, if they cannot afford their entire wish list, tell them how they can earn the rest free through the hostess program.

In addition, be enthusiastic about the jewelry! People love the excitement. They can tell when you genuinely love what you are doing. This also leads to the next suggestion of HAVE FUN! When people are having fun, they are relaxed and will enjoy the party.

5. Customer service.

Expressing gratitude to each hostess and customer will inevitably grow your business. Let her know how she is helping you reach your goal. Tell her what your goals are and what a difference her help has been.

In addition, follow up with each customer after their jewelry arrives. When you hear how much they love the jewelry, it will serve as great motivation for you to keep going. It will also give you a connection to your new customer so you feel more comfortable keeping in touch with them to make future sales.

6. Recruiting or sponsoring.

Sharing the Kele opportunity with others is a gift, a way to improve their life, or a way to reach their goals. It is not a sales pitch. When you approach recruiting as a way of sharing and not selling, it may become more easier to you. Share with them why you chose Kele as a way of reaching your goals and ask if they have any similar goals. You might be surprised that the person standing right next to you is searching for an answer...and Kele might just be that answer.

Getting Your Business Off and Running!

As we approach the end of 2008 and the fresh start of 2009, I wanted to give you some tips on how to get your business off and running in the new year.

1. Set goals for the next 90 days (e.g. # of phone calls, # of bookings, $ in sales, # of recruits!)
2. Take control of your calendar--Make sure everything is on it. Family events, work, and Kele parties. The great thing about direct sales is that it is flexible. It can work around your schedule. But you have to be in control of your schedule to make it work! Then figure out what nights in the next three months will work for Kele parties.
3. Set a date and hold a kick-off event in your home when the new catalog arrives in February.
4. Make a list of 100 people you are going to call.
5. Designate two evenings a week that you are going to make those calls.
6. Put business cards/catalogs in your purse, in your car, in your desk....EVERYWHERE!
7. Make a list of everything you know about Kele jewelry. Make a list of why Kele jewelry is great for your customers.
8. Make a list of people that would appreciate the list in #7.
9. Call those people on the list.
10. Book parties.
11. Call old customers and tell them about the customer specials for the month.

Just a little motivation for 2009!

20 Ways to Spot a Recruit for your Direct Sales Business

This was by Kristie Tamsevicius, Webmomz.com:

Are you having trouble finding people to share your direct sales opportunity with? Sometimes the people you most need to talk to are right under your nose. Here are some 20 ways to spot a potential recruit for your direct sales business.
Do you know a woman who:

• has purchased product from you
• wants to work from home
• wants a little extra money to buy those extras she can't afford now
• has expressed a desire and wants to make a change in her life
• wishes she had more flexibility in her schedule
• really loves your product and might want to buy it at wholesale
• is 25 or older
• is fun to be around
• is a natural conversationalist
• is a real leader
• wants to be her own boss
• has great self confidence
• has asked a lot of questions about your business
• takes over at a party you are hosting helping everyone one
• is on time for appointments
• always sees the brighter side of things
• is clever
• enjoys a challenge
• has a strong work ethic
• has the values of someone you would want on your team

Think of those you know who fit this list and see if they are looking for extra income or a new career. Kele might be the perfect fit for them!

A Goldmine Of Sales During The Holidays

Hey Ladies,

This was taken from Sales Moms Monthly Newsletter. Just some tips for the holiday selling season!

The Holidays are a great reason to call ALL of your previous customers and hostesses to offer a show, schedule a private appointment and gather referrals. Here are just a few tips to help you get on that phone.

• Put yourself in a positive frame of mind before you make the call so you can transfer your enthusiasm to the person you are calling.
• Set your intention for the call. What do you want to have happen? How about reminding them you are there to help them with their holiday shopping?
• Help them to shop by suggesting companion items that will compliment what they have already ordered.
• Make first impressions count. The first fifteen seconds sets the tone for your entire call. Your most effective introduction is one given with professionalism and warmth.
  Respect their time. “Is this a good time for you?” will show respect for your customer. Don't assume your customer is available when you call. Respect their time and privacy, and they will remember your sincerity.
• Build rapport. Everyone wants to feel special, so build rapport with a compliment or gesture of friendship.
• Go for the gold! You made the call – now make the most of the opportunity by offering to…
  1) Save money by shopping for the holidays with their hostess credit and/or discounts.
  2) Earn holiday cash by becoming a “Holiday Helper” by starting their business just in time to collect orders for the holidays.
  3) Shop in a safe and hassle-free environment of their home or office with a group of friends or just the two of you.
• No matter what the result of your customer call, always ask for a referral by saying, “Who do you know who still needs to do their holiday shopping or who could use some additional money this time of year?” People respect you when you are purposeful and professional.
  

Jane Deuber is a Co-Founder of http://www.dswa.org/(the only association dedicated to the needs of the independent party plan and network marketing professionals). Discover what makes the DSWA so unique. Listen to three motivating and informative free teleseminars by visiting http://www.mydswa.org/tele_class.asp

Sept/Oct Incentive

Win $100 Debit Card

The top sales woman from Sept through October, wins a debit card!!! Go for it ladies!

The Power of Referrals

Ladies, selling is not always easy. However, there is one way to improve your sales without doing much...and that is through referrals.

The key is learning how and when to ask. Selling to someone you already know takes less time and has more trust. So after you have asked friends and family, who is the next trusted source? SATISFIED customers because they know the jewelry and love it! Never miss a chance to ask a happy, satisfied customer for a referral, and try to get a testimonial letter while you are at it.

Put this letter in a plastic upright holder and display it at your next party.

They say "no." No big deal. Move on. But sometimes, just sometimes, they provide you with a name. And that's a great start. Ask for sales referrals at the end of your visit or contact. Sales referrals seem easy enough but there is a bit finesse required. Here's how NOT to ask for a referral: "Kelly, do you know of anyone who might be interested in my services?"This is NOT the recommended method because it is far too easy for your customer or prospect to say, "Ahh...no." The 'no' that they give you is often reflexive in nature; an automatic response to a closed ended question. In other words, they respond negatively out of habit. You could be missing tons of opportunities.The more effective way to ask for the sales referral is this: "Kelly, can you provide me a name or two of someone you know who might be interested in these types of products?"The difference is subtle but significant. By asking for a "name", your client has to think about names. It is not quite as easy to give you a dismissive "no." Usually, they tend to do a mental scan of friends and associates. This scanning pause helps reduce the automatic, reflexive 'no' response. Of course, they can and sometimes will, say "no." But by asking for a name you increase your odds and improve the chance for success.One last point - sales referrals demonstrate good behaviour. Make sure that those giving you referrals also get rewarded. Remember, any behaviour that gets recognized or rewarded gets repeated. --excerpts taken from Paul L. Kush.

August Incentives!

Introducing New Kele & Co Incentives for August 2008

Recruiting Incentive:

If you recruit an ISR within your first 30 days, you will receive $100 in free jewelry (we are extending this from July!)

Sign up Incentive:

For each new ISR who signs up in August, they will receive $100 in free jewelry if they have 2 parties in their first 30 days ($350 + 5 orders min to qualify).

Guest Booking Incentive:

For each guest who books a party at a party, they will receive an additional 1/2 priced item. (This is in addition to the existing 25% and 1/2 priced item for having the party.)

Customer Special:

There are two gorgeous pieces featured on the website that are 20% off. Please let your customers know about this discount.

We are continually looking for ways to help you recruit, sell, and book parties. If you have any idea you would like considered to help in your Kele business, please share with us!

Looking to Build a Team?

Do you want to expand your Kele & Co business and build a team? How does Kele & Co help you with that?

1. We can put your phone number on a pre-designed flyer for you to pass out and/or post.
2. We will send out marketing packets to your potential recruits from our home office.
3. Use the FAQ document to help answer potential recruit's questions
4. Advertise on work from home websites. Ask for an updated list from Kele & Co.
5. Read this blog for tips!

It is not necessary to recruit to be a successful Kele & Co representative, but it will add to your monthly income for those who want to grow with Kele & Co.

NEW CONTEST!!! SPA DAY!!!

Our Dearest Kele & Co Independent Sales Representatives!

In an effort to generate our highest sales quarter ever and to reward your efforts, we have a new and exciting contest for you. Between Friday, July 11 and August 31st, if we meet the sales goal of $17,500, we will enter each rep who had a party between the above dates into a drawing for a SPA DAY!!! (Up to a $300 value--You pick the Spa). Just think....massage, manicure, pedicure, facial, YOU NAME IT!!!

It is our hope that each rep will have at least ONE party between now and the end of August. That is all that it would take to reach this sales goal. So to our Directors and Team Managers, please call your team members and see if they would like to participate in this contest and book a party.

The best part is that your name will be entered for each party you have. So the more parties you have, the more chances you have to win. As always, thank you for being a part of Kele & Co. We are so thrilled that you have chosen us and our opportunity. We cannot wait to see who wins this fantastic reward of relaxation. Feel free to ask any questions!

Good Luck Ladies!

Tips for Booking Parties!

Are you looking for tips on how to get bookings at parties?

There is a woman named Belinda Ellsworth and she is a wiz at direct sales. Her website is www.stepintosuccess.com.

What is important to know is why people want to have shows. Here are the main three reasons
why people want to have a party for you:
1. People want to have fun. They want to be entertained and educated at the same time.
2. People want free product.
3. People are willing to help a friend.

You have the power to create the atmosphere. You have to create the 'fun'. Be positive, upbeat, introduce yourself, make small talk, and put people at ease.

In addition, she believes there is an 'opening,' a 'booking' talk, and a 'recruiting' talk that each of you should be doing at shows. You should put some thought into what you are doing to say...because first impressions are key. They will decide in the beginning and based on their first impression of you how much they are going to spend and if they will book a party.

So here is the suggested 'opening' talk:

• Introduce yourself.
• Ask how many have heard of Kele & Co.
• Tell them about Kele & Co and the jewelry (e.g. .925 sterling silver and genuine stone jewelry, priced by the weight). State that you are going to show the jewelry, what looks best on them, and how to use the jewelry to work with their wardrobe.
• You will love the jewelry the biggest problem will be figuring out how to buy everything you want:)
• The best part is there is a way to get a lot of jewelry for free...(this is a teasor)
• Tell a little bit about yourself...Why you do Kele & Co.
• What is the customer special (buy 4, get 4th 1/2 off)

Then about in the middle of the show, do a 'Booking' talk:

• Imagine a $230 shopping spree that you can spend on jewelry in one night? (The key is to say a $ amount versus the % and benefits...because people will remember the number, not all the benefits.)
• I can offer you a free shopping spree if you have a free night this month. It is so easy. It takes 8-10 average orders and/or collecting orders from friends.
• If you book tonight, you get an instant $50 credit regardless of how big your party is, plus 25% of sales, plus 2 1/2 priced items.

Then a 'recruiting' talk:

• Ladies, if any of you are feeling the crunch of the economy or want to stay home with your kids, just think about Kele & Co.
• On average, Kele & Co reps can earn $250 per evening.
• Just by having one party a month, you can eliminate one bill!
• If you have any interest, just talk to me and I have a packet of information that I would be more than happy to share with you.

Then at checkout, I would ask each person if they have any interest in earning $230 in free jewelry OR say 'did you get everything you want for free'....Then tell them about the 1/2 priced item they can also get. And finally, do not forget to tell them about the polishing cloth and how 100% of the profits go to charity.

In addition, here are some other suggestions:

1. Put out a bag containing Hostess Materials (e.g. catalogs, order forms, a sheet that details the Hostess benefits).
2. Put out a gift bag containing a piece of jewelry that will go to a guest that books a party...so it is a 'surprise' gift. People love surprises.
3. Hand out playing cards...the person with the lowest card gets a $50 item at that price if they book a party (however, this would come out of your commission...so if do only if you want:)
4. Have a gift basket of items and raffle off for those who book a show that night.
5. Make follow up calls to all of your customers.

YOU CAN DO IT LADIES! TAKE ADVANTAGE OF THE GREAT KELE & CO OPPORTUNITY AND CHANGE YOUR LIFE.

Kele & Co Opportunity Call, Monday June 23rd

Hello Ladies,

If you are interested in recruiting a team, the call on Monday night is the perfect opportunity to introduce them to Kele. We will be having another conference call on Monday, June 23 @ 7:00p.m. CST. The first was such a success, we decided to keep them rolling! This time I'm adding a visual presentation along with the conference call so that people could see what a great opportunity Kele is!

Here is the call info:
https://www2.gotomeeting.com/register/229689211
Dial: (616) 883-8033, Access Code: 527-049-109
You can hit *5 to mute.

We will give away one free starter-kit and an extra $100 of free jewelry in starter-kits.

For the newbies, this might also be a good opportunity to learn more about the company.

I look forward to hearing from you!

You can learn to do anything!

Here are some tips I learned from Dani Johnson-see www.danijohnson.com- she is a guru in Direct Sales tips.

1. Treat your Kele & Co as your BUSINESS.
a. Work as if you have invested a million dollars into Kele.
b. Act like a head-hunter. Always consider each person you meet a potential prospect.
c. Make phone calls.
d. Act professional.
e. People are not only buying the jewelry, but they are buying you!

2. How can you be successful without selling?
a. People hate rejection, that is why they hate selling.
b. It's not selling, its making people happy. Giving them something they want. Giving them an opportunity to make a difference in their life.

3. Keep learning. Get training. Get educated!

Where are we now?

Did you know Kele is officially open in IL, KS, CO, NE, TX, WA, OH, and Hawaii? We are working on California and Puerto Rico too! We are getting new reps in different states every week. If you know of anyone interested in joining Kele, we are offering an extra $100 free dollars in their starter-kit and we also have free kit giveaways!

Our newest incentive of the week: Bring in a new recruit within your first 30 days and get an additional $100 in free display jewelry!

Also, for every rep who has a party between now and July 15th, gets an additional $50 in free jewelry.

There are so many exciting things going on, it is hard to keep track!

Keep up the good work ladies.

Opportunity Conference Call-June 11, 7:00 p.m. CST

Hey Ladies,

If any of you have a possible recruit, please know we are having a nationwide conference call.

Wednesday night, JUNE 11, at 7:00 (CST) anyone interested in hearing more about Kele & Co, can call into our informational conference call. We will be detailing the company, commission structure, and tips on how to get started.

Call 616-347-8300, access code is 521122#. (Make sure you hit #) You can hit *6 to mute yourself too.

We are giving away one free starter-kit and anyone who signs up after the call will get an extra $100 in free jewelry.

This is a great way to build your team!

Guest Incentives to Book More Parties!

Did you know Kele is trying in every way possible to help you get more parties and earn more money? Keep these incentives~some new and some old in mind to help you grow your business!

1. Incentives for party guests to book a show

Announce at your party that if a guest would like to book their own show they get:

• 25% of their sales in free product and a 1/2 priced item
• An additional 1/2 priced item if a guest books a show
• NEW: $50 extra dollars in credit if they book a show right there~which they receive after their party is complete and is added to their Hostess credit.
• NEW: Two items in the catalog are offered at a substantial discount for booking a party: (dkGBO-page 8--Reg. price is $80/New Hostess Price is $30) and ( jamLE-06E--Reg. price is $42/New Hostess Price is $15)...they can pick one. They buy the item at the time of the party they are at, but do not receive the item until they have their own party.
• NEW: OR, Package a free jewelry item you have purchased out of the catalog. There are plenty of items that you can get for $5-10 with your discount. Wrap the item in a bag as a surprise grab bag item. Sometimes, the surprise alone will attract buyers.
• Try having a game! The best game I have found is to give each guest a balloon. At the same time, have them each blow up their balloon, tie it and sit on it. The first one to pop their balloon will win a free gift! OR, Pass around envelopes. Seal however many envelopes you need (1 per guest), inside just one of the envelopes, place a gift certificate (you can easily make one on your computer), even if that gift certificate is for just $5.00 off the recipient will appreciate it and most definitely order! OR, place a gift certificate for the $50.00 incentive above to book a party as stated above. (found on www.associatedcontent.com)

Feel free to post any ideas that you have found are working for you!

Training Seminar Update

Ladies,

Just a reminder that tonight's training seminar has been cancelled. We will reschedule at a later date. Call for personal one on one training.

Selling the "Real"thing....We're on the right track.

I just came across this marketing article. Thought it was interesting and I would pass along. We are in the high-end, unique jewelry market. So know the jewelry, know where it comes from, and how it is made. It will help you sell more!

Published:www.newsblaze.com
document.write(months[9] + " 17, 2007");
September 17, 2007
Consumers' Taste for High-End Jewelry Grew in 2006
New Unity Marketing Study Finds That Jewelry Consumers Traded Up to Higher-End Styles and More Expensive Designs in 2006

For jewelry and watch shoppers in 2006, there was nothing like the 'real thing.' According to new research by Unity Marketing, consumers traded up to more luxurious jewelry and watch choices -- and the more luxurious the better.


In 2006 American consumers spent $62.2 billion buying jewelry and watches, posting a dramatic 6.5 percent increase over sales in 2005 of $58.4 billion. But it was the luxury end of the jewelry market that experienced the strongest growth last year with sales of fine watches rising 39 percent and fine jewelry up 10 percent.


By contrast the fashion or costume segment in the jewelry market declined by 8 percent and sales of costumde watches were off by 20 percent, according to the latest statistics on the jewelry and watch market reported by Unity Marketing in a new market research study.


"The jewelry market went even more luxurious in 2006," said Pam Danziger, president of Unity Marketing and author of "Shopping: Why We Love It and How Retailers Can Create the Ultimate Customer Experience." "Jewelry shoppers moved more up-market in 2006, choosing to buy fine jewelry and watches more frequently, rather than their cheaper costume counterparts. With their eye on more expensive designs, they turned more often to specialty jewelry stores where they got expert advice which boosted their confidence to spend the substantial amounts they did for their purchases."

Kele & Co Training Day

Calling all ISRs and Potential ISRs. We will be hosting a training day at Panera Bread Co on May 28 @7:00-9:00 p.m. at 1330 Orchard Road in Aurora, IL. Please join us to get a refresher course, learn what's new, and improve your sales. Also, bring anyone you think would be interested in joining Kele. We will be giving away ONE free starter-kit as a prize to the winning potential ISR for attending. AND, the ISR who brings the most potential recruits will get $100 in free display jewelry. Please RSVP to info@keleonline.com so I make sure we have enough space and treats. Looking forward to seeing you.

Reminder

Just a reminder to tell all of your party guests about our wonderful polishing jewelry cloth. They cost $6.00 and are a 'must have' for sterling silver jewerly. We donate 100% of our profits to St. Judes Children's Research Hosp and other charities. We would like the donation to increase every year! So don't forget to ask!

Tips for Coaching Hostesses

Hostesses are vital to the success of a party. The more an ISR can coach and/or motivate the hostess, the more successful the party will be. The following are tips you can use to help your hostess have a more successful party.

1. Give your hostess a 'Hostess Packet'--3-4 catalogs, 3-4 order forms for pre-orders, a form to write down her guest list, invite post-cards/flyers/evite. See http://www.hostesspartyguide.com/files/Hostess_Checklist.pdf (This is a good checklist...or use it to develop your own.)
2. Give her an invite deadline and RSVP deadline
3. Hostesses must send out reminders 3-4 days before the party.
4. Offer to help her email/mail invites
5. Coach her on how to motivate guests=Have her tell them about the products, her excitement about their quality, any specials
6. Remind her why she wanted to throw the party to begin with: the Hostess Rewards! Make sure she knows the more people she invites, the more that sells, the bigger her rewards will be.
7. Invite minimum should be 40 people. I know that sounds like a lot, but tell her not to just invite friends, but anyone that she thinks would enjoy the products.
8. Tell her she only has to provide simple snacks. Don't do too much. It should be easy to have a party.
9. Display signs at the party of the Hostess Benefits.
10. Have ready-made hostess packets in case a guest books a party.
11. Publicly thank the hostess at the show and add that she will earn an additional 1/2 priced item for each booking made at the show.
12. When the new catalog comes out, hold a Hostess appreciation open house at your house. Give these 'old' hostesses a discount on purchases. Hopefully, they will book another party based on the new catalog.

Again, these are good tips to help your hostesses have a successful show. Hostesses are the center of an ISR's earning potential. Therefore, some time should be devoted to teaching, motivating, and helping your hostesses have a great party.

Welcome to Kele & Co!

Hello Sales Representatives,

This blog is meant to be your one stop shop for information on Kele products, how we can better provide our products to customers, and how you can achieve personal success as a Kele salesperson. We will post ideas, highlights from shows, interesting news, and tips on this blog as a way to stay connected to each other as you grow as a Rep and we grow as a company.

Please feel free to post your own comments and helpful hints to aid other saleswomen.

Thanks as always for joining the Kele family and we look forward to hearing from you!