Dear Archive Visitor, More recently I've heard from a number of loyal Sales Refinery insights subscribers that they really look forward to my weekly ezine. I don't think that I can put into words what it means when you take the time to drop me an email or send me a card telling me that. I can't put it into words, but of course it's me, so I'm going to try anyway! There have been so many times, especially during the first six to eight months of producing this ezine that I wondered if I wasn't nuts to work so hard at something that I give away free. But the only thing that really gave me the strength to continue was hearing from a subscriber about how much she looked forward to Thursdays and receiving my ezine. Sometimes the people that you think don't need encouragement need it more than you can possibly imagine. Thank you so much, if you have let me know that what I'm doing with this ezine matters to you. Your feedback is what keeps me motivated to continue. Without your feedback, it wouldn't be worth it to me. Last week some of you provided feedback right away, when I asked for you to send questions or issues you would like to see me cover in The Sales Refinery Insights. Remember that it's never to late to send a suggestion my way! This week's article concerns one of the topics that someone asked me to handle. It's a good one and could definitely help you to increase the number of guests that show up at your home shows.

Building an Empire in Your Direct Sales Business (Listen right now) is one of the most rewarding things you may ever do Ñ you can earn an outstanding income, you get to decide your work schedule, you can earn world travel, and you meet the best friends of your life... all while running a business out of your own home. However, building a successful direct sales business requires intriguing prospects quickly, leaving them hungry to know more, and knowing how to use the telephone effectively. This jam-packed-information AUDIO covers 3 simple ways to accomplish all of that. Listen right now at your convenience via live streaming or download.

Why People Attend Home Parties By Tammy Stanley Have you ever wondered why people attend home parties. It is an important question for you to not only ask, but also to find the answer/s to as well. If you know what motivates guests to attend a home party, and more specifically your company's home parties, you could revive your "demonstration" to give your prospects exactly what they're looking for, and thereby improve the home party business as a whole. So what makes people attend home parties? This is a powerful question and because of that it's a question you need to be asking all the people who attend your home parties. One of the BIG keys to marketing is to FIRST discover what your prospects want, and then to figure out a way to give it to them. Let's investigate why this information could be so important for you and how you could then use it to increase the number of guests that show up at your home parties, and thus increase your profits (Don't take offense to the emphasis on "profits." Yes, this business is about developing relationships and helping others, but ultimately the thing that allows you to continue doing that in the most effective way is having a profitable business). Keep in mind that the following is an example. If we could observe "Cokie Consultant," we might learn that she thinks the reason guests attend her hostesses home shows is mainly for the fun that they expect to have. Because of that, Cokie is always telling her hostess to tell everyone how fun the show is going to be. Once the guests are at the show they do have fun, and the average number of guests that attend Cokie's shows is four. Then one day, Cokie reads in the latest edition of The Sales Refinery Insights that she could be asking her guests the reason/s why they attend home parties in general, and more specifically the reason why they attend hers. After 3 shows, Cokie decides to look over the feedback she's received from her customers and gets a rather rude awakening. It turns out that 3 of the 12 guests that have given her feedback say they came for the fun, whereas 5 said they came hoping to learn something, and 2 came out of curiosity, and 2 came because they were familiar with and love the products. Only one fourth of the guests attending Cokie's shows have actually come for the fun, yet she has focused ALL of her marketing on a small percentage of her potential customers. Now Cokie realizes that to truly get people excited about attending her shows, she needs to think about ways she can entice them with knowledge, curiosity, and fun. She also realizes that instead of putting ALL her emphasis on having fun at her shows, she needs to include valuable information that will satisfy her knowledge thirsty customers, and encourage them to want their friends to attend just such a presentation. It turns out that Cokie is a consultant for a direct sales company that sells candles. (Again, this is just an example that you can learn from no matter what product you sell). Now that she better understands what her prospects want, she can give that to them. She begins by telling her next three hostesses to invite guests and inform them that they'll learn the following at her candle party: -The 3 most appropriate occasions to give candles as a gift -The most important characteristic to look for when choosing a candle -The top 12 tips to keep candle burning safe Then Cokie tells her hostesses to be sure and let everyone know that they'll have plenty of fun during the show as well. When Cokie arrives at those shows, she almost has to hold in the excitement she feels when she sees eight guests in front of her instead of the usual four. By focusing on more than just the fun her guests will have, and by appealing to their wants and needs, she discovers that her guests attendance soars, as well as the number of bookings that she generates from each show. And that is exactly what can happen to you! The first step is discovering what your prospects want. Start asking the guests at your shows to fill out a very short questionnaire so that you can find out why your prospects come (Oh Look! Here's one that you can use or edit by clicking here and downloading the form I created). What if 90% of the guests at your shows are coming because they are familiar with your product and love it? That's great, but now you probably want to figure out how you can appeal to people who have never heard of your product. If you've read or listened to my "3 Simple Secrets to attracting MORE prospects," (you can listen to it right now by going to the section above this one on tele-seminars and clicking on the link - don't worry it's free), you know that the best way to create curiosity is to use the Zeigarnik effect. Notice how "Cokie Consultant" used it, when she told her hostesses what the guests could expect to learn at the show. It's easy enough to do, but first you have to find out what your customers want. By offering what your prospects are looking for, you are not only going to find a more interested group of prospects sitting before you, but you are also likely to see an increase in the number of guests that attend your shows. WANT TO SEE MORE ARTICLES LIKE THIS ONE? WANT TO USE THIS ARTICLE IN YOUR NEWSLETTER OR ON YOUR WEB SITE? You can, as long as you include this complete blurb with it: Author, Sales Trainer, and Professional Speaker Tammy Stanley publishes the propelling 'Sales Refinery Insights' weekly ezine for direct sales professionals. If you're ready to jump-start your direct sales business, make more money, and create more value, get your FREE tips now at www.tammystanley.com/ezine/ezine_offer_ds.htm

STEP-BY-STEP BOOKING AND PROSPECTING SYSTEM Tele-seminar Series! If you missed signing up for the April 1st series, FEAR NOT! By signing up NOW for the next series, you can participate in the series I have going on right now, AND you can participate in the series that begins on May 27th. If you have any questions about this, you are more than welcomed to call me (480) 775-4866 or send me an email. If you want to join in by our next call on April 15th, just call me or send me an email. Imagine having the secrets to skyrocket your telephone results, the keys to having bookings galore, prospecting techniques powerful enough to generate interest in minutes, and the strategies to maximizing customer sales and retention! You can stop imagining that and learn exactly how to do it in my STEP-BY-STEP BOOKING AND PROSPECTING SYSTEM Tele-seminar series. This series includes four tele-seminars delivered every other week for eight weeks. To learn more about this incredibly content-rich program, click here to read all about it. If you want to arrange this series as a private tele-seminar exclusively for your sales unit or company, just give me a call at 480-775-4866, and I'll tell you how simple that is to arrange.

Tammy Stanley, founded and directs The Sales Refinery, a sales training company that assists sales professionals to generate more business and build long-lasting sales teams through powerful marketing, selling and leadership strategies.

Tammy has been coaching and training since 1994 and has a deep understanding of the challenges and needs of the independent sales consultant. While raising four children, Tammy built a multi-million dollar direct sales organization, reaching her company's Circle of Excellence 7 consecutive years in a row. She earned numerous sales and leadership awards, world travel, and promoted 11 offspring managers.

The Tammy Stanley Sales Refinery
Tempe, AZ 85283
Call Today: 480-775-4866
tammy@TammyStanley.com