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Many people in the direct marketing industry have found success through hosting an open house in their own home or meeting room. Holding an open house is a great way to reach potential clients or treat existing customers to a special shopping experience. Attending an open house will appeal to your clients because they will get to view new products, enjoy refreshments, win prizes, and socialize, all without having to lift a finger to clean up afterwards. Hosting an open house will increase your sales, help you move inventory, and aid in building clientele. For little expense you can be successful in your endeavor to offer your home as a showcase for your product.
INVITATIONS- First, you will need to decide on a date and time for your party. Every area is different and you will need to examine your clientele and pick a date and time that best suits their needs. If your customer base consists of mostly mothers of small children then a weeknight maybe the best time, as many families reserve the weekend as family time. Office workers may prefer to attend on a weekend afternoon, and elderly customers might delight in a weekday afternoon out. The best method would be to try a variation of dates and times over the course of a year and see which one works best for your particular customers.
Once you have decided on the day and time, you will need to print up an official looking invitation. These can be done inexpensively on your computer and then photocopied. Include your address, time, and any incentives and draws you plan to hold. You may want to call your party a "customer appreciation party" instead of an Open House. This will ease any trepidation your customers may feel at attending a party in which they feel pressure to spend money.
When you have your invitations printed up, you should hand deliver them. This is a great way to relay your enthusiasm about the party. Be sure and tell the customer that they are more then welcome to invite a friend to come along and provide them with an extra invitation or two. Invite as many people as you can because more then half of the ones you invite will not be able to attend. If you don’t wish young children to be present, advertise your party as a chance for mothers to have a night without the kids.
INCENTIVES AND PRIZES- A very important part of home parties is the gift. Customers desire to feel appreciated and important, and many attend parties expecting a gift of some kind. This is your chance to get your product into the hands of your customers. You will want to make your gift come directly from your company merchandise. Remember, your ultimate goal is to increase your sales so you will want your gift to benefit the giver as well as the receiver. When you give a gift of merchandise the hope is that the customer will try it and order more of it in the future. You can give gifts for those that bring a friend or provide you with contacts, have a random door prize drawing, give a small gift to all who attend, or perhaps a gift with purchase.
PRESENTATION- Humans are visual creatures and a great presentation will equal success. You will want to arrange your merchandise in an optically pleasing way in order to make the customer desire the products. Place your wares on lush fabric swatches such as velveteen, satin, brocade, and lace tablecloths and sprinkle metallic confetti around. Provide good lighting. Don't stack or crowd the objects on the table, if you do, the customer will be hesitant about handling or examining the products.
Be creative in where you display the products. If selling toys, why not set up a display in your child's room? Place cosmetics in the bathroom. Arrange kitchenware in the kitchen. This is also a good opportunity to demonstrate the product. Hold your live demonstrations in the room where the action is to take place.
If selling cosmetics, demonstrate the proper technique of cleansing and moisturizing your skin and/or applying make-up. If offering spices or kitchen utensils, how about a live cooking demonstration and having customers sample your food? If you are creative you can not only have fun but make a lasting impression on your customers. Set up a separate table for the selling of any inventory you may have. Offer your products at low prices. Make a sign to hang on the table advertising your stock for sale and show the savings. You can also create grab bags for different prices but be sure and write the retail value on the bag. You can also group the products and tie them with a ribbon, such as 3 for $5 deals.
REFRESHMENTS- You will not need to provide your customers with pricey or elaborate appetizers. Coffee, tea, ice water and a fruit plate are all that is needed. Most Customers will not be interested in food for one reason or another and you will find that most of it will be left over at the end of the day. Whenever possible provide your customers with a food product that you sell or one made using your product.
To insure a good turn out, phone and remind your invitee's the night before your party to remind them. This is the most integral part of the Open House. Your customers may have every intention of coming but have forgotten the exact date so most will appreciate a gentle reminder. When you hold your party you will want to make yourself as available to your customers as you can. Hire some friends to help you. They can take care of the small things like serving coffee and keeping the displays tidy, leaving you free to concentrate on serving your customers. It will go better for you if you hand out customer order slips for the client to fill out themselves, provide help when needed but don't take on the bulk of filling out the order slips for the clients. Most people don't have the time to wait till you are available to take their order and a vast many more prefer to place their order privately rather then risk listening to a sales pitch. Have fun with your customer's and make them feel at ease. If you don't get the turnout you are expecting, view it as an opportunity to get to know your customers better in a more intimate gathering. Ask leading questions that will help you determine their needs and then really listen to what they are saying.
Have fun with your customers and make them feel at ease. Put forth that this is their party and they will be more relaxed and able to enjoy themselves, which will mean greater success for you.
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