Vantel Pearls
Demonstrator
Workbook
“There is no success without
commitment and action.”
© 2013 Vantel Pearls - Confidential
Confidential
Directory
Mailing Address
*NOTE: For added security, in sending in your parties,
we do not include the word "Pearls" in our name
Vantel International *
46 Eastman Street
South Easton, Massachusetts 02375
Web Site Address
www.vantelpearls.com
Home Office Hours
8:30 AM - 5:00 PM (EST) Monday - Thursday
8:30 AM - 4:00 PM (EST) Friday
Home Office Phone Numbers
Local Calls
508.698.2220
Toll Free
800.275.3828
Be prepared with the Party/Order number when calling regarding an order.
Home Office E-mail Addresses
Commission Questions (x207)
Missing Order Information (x207)
OllieNet Assistance (x207)
Policies and Procedures
Repairs, Changes & Product Questions (x211)
Sales, Training, Opportunity Issues (x212)
Supply and Oyster Orders
[email protected]
[email protected]
[email protected]
[email protected]
[email protected]
[email protected]
[email protected]
Open your email daily for the latest information and important communication from Vantel Pearls;
email is our primary means of communication. View Demonstrator Corner located on our web site for
additional information, company specials and training tips!
This Workbook belongs to _________________________________ Start Date ____________________
My Demonstrator ID is _________________
My Sponsor is _________________________________________________________________________
Phone # ______________________E-mail ______________________________________
My Leader is __________________________________________________________________________
Phone # ______________________E-mail ______________________________________
© 2013 Vantel Pearls - Confidential
Welcome
Live the Life of your Dreams!
Vantel Pearls was founded in 1990 by Joan Hartel Cabral
Welcome!
Thank you for joining Vantel Pearls.
Everything happens for a reason from which I
can learn and grow. Perhaps your reason for
joining Vantel Pearls is to help others look and
feel their very best, to provide hours of fun
and excitement opening Oysters, to generously
give back to your communities, or to empower
others to live the life of their dreams. Whatever
your reason, please know we will open our
hearts to you, guide you with our “Treasured
Gems”, support every challenge and celebrate
every success in your journey.
Believe In Possibilities,
Meet Joan at our Pearl Fest National Conference, annual travel trip and as she visits local team
meetings! Check the web site for locations and dates.
Our Vision
Our Vision is to inspire women to achieve joyous,
authentic, abundant lives.
© 2013 Vantel Pearls - Confidential
Index
Chapter One
Unlock Your Treasures
Commission Details
Additional Benefits/Bonuses
Personal Goals
Scheduling Your Work
Grand Opening Launch
ePackage
page 1
page 2
page 3
page 4
page 5
page 6
Chapter Two
The Oysters!
Pearl Color Chart
Types of Pearls
Pearl Values
Oyster Care and Orders
page 7
page 8
page 9
page 10
Chapter Three
Booking Basics
Initial Contact List
What to Say
Telephone Success Tips
Obtaining Bookings from Parties
Booking ‘Green Flags’
Promote Your Business
Common Booking Obstacles/Responses
page 11
page 12
page 13
page 14
page 15
page 15
page 16
Chapter Four
Partnering With Your Hostess Hostess Benefits
Initial Hostess Coaching
Sending Invitations
Coaching Calls Prior to the Party
Coaching During the Party
Party Follow-Up
page 17
page 18
page 19
page 20
page 21
page 22
Chapter Five
It’s Party Time!
Pre-Party Preparation
Party Presentation Outline
Individual Service
Party Wrap Up
Additional Sales Avenues
page 23
page 24
page 25
page 26 page 27
Chapter Six
Sharing the Vantel Pearls Opportunity
Rewards
Initial Contact List
Sharing the Opportunity with your Hostess
Sharing the Opportunity at the Party
There’s interest, now what?
Sponsoring ‘Green Flags’
Common Sponsoring Obstacles/Responses
page 28
page 28
page 29
page 30
page 31 page 32
page 33
Q & A Common Questions & Answers page 34/35
© 2013 Vantel Pearls - Confidential
Chapter One
Unlock Your Treasures
Set your goals!
There are Oceans of Opportunity waiting for YOU!
“Fast Start” Program
Vantel Pearls rewards you for getting off to an Fast Start. You won’t want to miss out on this once-in-a-career opportunity to earn rewards and recognition as you begin your business. Set your goal to qualify for all levels and enjoy the rewards! Be sure to review Unlock Your Treasures with your upline Sponsor/Leader.
Personal Sales Commission
YOU determine your commission based on your desired level of activity.
• Earn 25% on your monthly personal CV Jewelry Sales when
you sell between $1 and $3,999 TSV.
$600 Party X 25% = $150 Commission
or
• Earn 30% on your monthly personal CV Jewelry Sales when
you sell $4,000 TSV or more.
$600 Party X 30% = $180 Commission
Circle
YOUR
desired
commission.
1st Level Override Commissions
Share the Vantel Pearls Opportunity with others and increase the commission paid on your personal
sales and on the retail Jewelry Sales of those you personally recruit.
• Demonstrator - Sponsor at least 1 qualified Demonstrator and earn 2% on the monthly CV
sales submitted by your personal Demonstrator.
• Star Demonstrator - Sponsor at least 2 Personal Active Demonstrators and earn 4% on the
monthly CV sales submitted by you and your personal Demonstrators.
• Leader - Sponsor at least 3 Personal Active Demonstrators and earn 7% on the monthly CV
sales submitted by you and your personal Demonstrators.
• An Active Demonstrator is one who submits $250 or more in Personal Total Sales Volume
(TSV) in a calendar month or $500 or more Personal Total Sales Volume (TSV) over every
two month rolling period. (If inactive for 3 consecutive months, you will be instructed to return
your Oysters to Vantel Pearls.)
• Demonstrators receive a 40% discount on personal orders.
• Commissionable sales include Jewelry Sales and Hostess Overage purchases. Not included in
commissionable sales are Hostess Program benefits and Promotions.
• Hostess Overage - If a Hostess selects more than the free amount earned, the excess is called
Hostess Overage and is included in the commissionable Jewelry Sales.
• Demonstrators submit full payment with their orders. Commissions are paid with direct
deposits into Demonstrator bank accounts every Thursday based on Parties/Orders posted by
the prior Thursday at the Home Office.
• Overrides & Bonuses – Direct deposits are made the 3rd Thursday of every month for
Bonuses and Overrides earned the prior month.
© 2013 Vantel Pearls - Confidential
1
Unlock Your Treasures
Additional Rewards and Opportunities...
Travel
Free Products
Monthly Promotions
Vantel Pearls rewards you with praise, recognition,
all-expense paid trips and free products! Visit the
Demonstrator pages of the Vantel Pearls website to view
the many ways Vantel Pearls celebrates your successes!
PearlFest
You won’t want to miss this once-a-year event! Meet our Founder, Joan Hartel Cabral • Participate in incredible training • Enjoy the exciting unveiling of NEW jewelry • Join in the fun and supportive atmosphere • Receive National Awards and
Recognition • Make lasting friendships with Demonstrators across the nation! Your skills and business
will grow after you attend PearlFest!
Override Commission on your 1st • 2nd • 3rd • 4th Level Demonstrators
Earn an additional 2% - 11% on your personal monthly sales AND the monthly sales submitted by
Demonstrators sponsored by others in your team. Watch your income expand as those you sponsor
follow your lead by sharing the opportunity with others!
Director, Executive Director and Star Executive Director Bonuses
As a Director, Executive Director or Star Executive Director, your rewards and earnings sky rocket!
Earn a $500 - $2,000 Performance Bonus. Executive and Star Executive Directors earn consistent
Monthly Bonuses in addition to your override commissions!
© 2013 Vantel Pearls - Confidential
2
Unlock Your Treasures
Now that you’re aware of the opportunities...
let’s establish what YOU want to achieve with your new business.
Why did you join Vantel Pearls? Demonstrators join for a variety of reasons. What is YOUR
reason? Do you want additional income, extra money for a specific purchase or event, or to be home
with your children? Do you need flexible hours or a career change?
Take a few minutes to write down what you want from your business; be specific.
________________________________________________________________________________
When will you achieve it? Maybe you want to pay off a bill or save for a specific purpose. When do
you want to achieve this? How much do you need each month to attain this goal? Taking a long term
goal and breaking it down into* smaller steps will make it easier to see yourself achieving it.
Determine how much you would like to earn each week or month.
_______________________________________________________________________________
# of Parties Party
Week/Month
Average
Total Sales
$__________
Weekly/Monthly Income
$__________
How will you achieve your goal?
(Ask your Sponsor for the Party average for your area.)
1. Write the number of Parties you want to hold.
(Consider holding at least 2 Parties a week during
your training period. This will provide income,
simplify learning and qualify you for the “Fast
Start” rewards.)
2. Write the Party average for your area. Multiply this
times the number of Parties to determine your total
weekly or monthly sales.
3. Multiply the total sales times 25% or 30% to
determine your weekly or monthly income.
Will this provide you with the income you desire? If not, what’s more important - the income, or the
number of Parties? Sponsoring can be included in your plan.
© 2013 Vantel Pearls - Confidential
3
Unlock Your Treasures
When will you work?
YOU determine when you want to work. Your hours are flexible, but they are not optional. The
secret to success is found in a consistent daily or weekly routine. Schedule enough time to act on
the following Business Building Activities to reach your desired results!
Business Building Activities
• Parties - hold Parties consistently for the income you want and the opportunity to book
additional Parties. Consider holding 2 or more per week.
• Training - work closely with your sponsoring Demonstrator, attend team meetings, refer to the
materials included in your kit, and company TeleClasses, view the web for helpful tips and attend
company events.
• Office Work - allow time to contact Customers for future business, Hostess coach and complete
paperwork.
Plan Your Time
Achieve your goals by having a specific action plan and a commitment to consistent actions. Prioritize
your Vantel Pearls calendar with business building activities.
• Pencil in personal and family priorities you cannot or will not change.
• Note the dates of your Fast Start rewards ~ enjoy the rewards by qualifying for all levels!
• Identify your Open Party Dates within the next 2 -3 weeks ~ these are the dates you will offer to
your future Hostesses.
• Team Meetings/Company Events ~ provide continued learning, friendships and recognition.
• Calendar time for Office Work ~ block 15 to 60 minutes for specific activities.
Open Party Dates
Schedule future Hostesses using one of the
Open Party Date tools below; be cautious
not to offer dates past 30 days.
IMPORTANT!
Open Party Dates
Holding Parties when YOU are available
will allow you to:
� Work your business around your family and
your life.
� Fill Party dates within your next 2-3 weeks first. This will allow for a consistent income.
© 2013 Vantel Pearls - Confidential
4
Open Party Date Cards
Verbally ask: “Which day works better
for you, a (day) or a (day)?” Then offer
that first available date.
The Open Party Date Cards can be found on
the web site under Demonstrator Corner >
Reproducible Forms.
Unlock Your Treasures
Launch your business with a
Grand Opening Party
There’s no other Party that has the
emotional impact of opening a real
Oyster for a gorgeous Pearl!
Benefits of a Grand Opening Party
• Training - Observe your Sponsor before, during and after the demonstration. Take notes and
assist where you’re comfortable. Ask a friend to serve refreshments so you can observe the role
of the Demonstrator.
• Secure Future Business - Partner with your Sponsor to share the Hostess and Demonstrator
benefits. Schedule 5 Parties in addition to your Grand Opening to significantly enhance your
success and assist you in reaching your goals!
• Obtain additional products for future Parties with the Hostess Benefits.
• Introduce everyone you know to the services you offer with your new business. (Hostess
Benefits, Business Opportunity, Fundraising and shopping with the On-line Boutique.)
This is the launching of your business...
Give it the attention YOU deserve!
Success Tips
• Hold your Grand Opening Party as soon as possible.
• Prepare a GREAT Guest List; invite a variety of people. (Family, friends, neighbors, co-workers,
community service people such as your hairdresser, etc.)
• If someone you call is not interested in booking a Party, invite her to your Grand Opening Party.
The experience of opening an Oyster is contagious!
• Have Hostess Packets, Opportunity Packets and Open Party Dates available.
• Observe and assist as your Sponsor takes orders and Hostess coaches.
• Dress in business casual, just as you would if you were the Demonstrator.
IMPORTANT!
Follow these simple guidelines:
Have FUN and share
your excitement!
� Over-invite
� Ask everyone to bring a friend or two you don’t know.
� Collect outside orders
� Obtain outside bookings
� Serve simple refreshments
� Remind guests
See additional suggestions for
Hostess Coaching in Chapter 4.
© 2013 Vantel Pearls - Confidential
5
Unlock Your Treasures
Vantel Pearls ePackage
The Vantel Pearls ePackage includes a personalized website, a newsletter to your Customers and
eVites for you to send invitations.
Your Own Personalized Website
• Open your business to new possibilities with your own personalized Vantel Pearls Website!
Direct customers and prospective team members to YOUR custom designed page with YOUR
story, photo, events and personal message. Vantel Pearls provides it all in one easy step.
Simply include your Website address on every communication and email correspondence and
reap the benefits – more commissions!
• On-Line Order Capabilities: Using YOUR Vantel Pearls Website, Customers can place orders
and tie their orders to Parties using the:
» Vantel Jewelry Catalog
» On-line Boutique
» eVite System orders
• An Online Demonstrator Application
• Reach your Personal Sponsorship Goals! Prospective new recruits can apply to become a
Vantel Pearls Demonstrator directly from your Personal Website! This tool helps you with
getting a new Demonstrator started immediately.
Discover the Pearl In You
• A monthly Newsletter is sent by email to all of your Customers reminding them of you and
your established business. Newsletters are personalized from you with a message, but all
content, highlighting specials and engaging information, is provided by Vantel Pearls. All you
provide are email addresses!
• This monthly Newsletter provides your Customers with a consistent, professionally developed
communication, no matter what’s going on in your life. This tool helps to build relationships,
identify new opportunities and provide phenomenal customer service.
• Bonus - You receive confidential statistics and data about what your Customers click on. Find
out what your prospects are interested in today!
Easy eVites
• Party invitations can be sent with ease! Choose different styles of invitations to accommodate
Party themes. Customers can RSVP and easily place Outside Orders directly from the eVite
system. Hostesses LOVE this! Saves time and sales increase!
ePackage benefits are provided for 3 months FREE for a new Demonstrator and $12.95 per month thereafter.
Visit the Training tab on the Demonstrator Website for more info..
© 2013 Vantel Pearls - Confidential
6
Unlock Your Treasures
Chapter Two
What makes the Vantel Pearls Party different? The Oysters!
It all starts with the Oyster and the genuine Pearl inside! Throughout history, the Pearl has been
considered one of the greatest of gifts.
The Pearl is unique in many ways and is the only gem crafted to perfection by Nature’s hand alone.
Below are the many colors of Pearls your Customers will discover as they go “diving” in the Oysters
at the Party!
WHITE = WISDOM
A white pearl inspires clarity, purity, and wisdom.
CREAM = SUCCESS
A cream pearl inspires elegance, warmth, and success.
PEACH = HEALTH
A peach pearl inspires balance, longevity, and health.
GOLD = WEALTH
A gold pearl inspires abundance, radiance, and wealth.
LAVENDER/PINK = LOVE
A lavender or pink pearl inspires compassion, joy, and love.
BLACK = TRUST
A black pearl inspires stability, protection, and trust.
No one knows what causes the Pearls to vary in color. Recent theories are that the soil below where
the Oysters are being cultured may be a contributing factor. Very often Pearls will be more than one
color. Look for the combination of “cream-white” and “gold-rose”; they are beautiful!
Outlined text:
IMPORTANT!
Memorize the following and include it with your Presentation:
“A round piece of polished shell is inserted into each Oyster when the Oyster is 3 years old.
The Oyster secretes layers and layers of nacre over the polished shell
and after a total of 6 years, a real Pearl is formed! When you open an Oyster, you will get a white,
cream, pink, blue or even black Pearl! Or you may get twins - two Pearls in one Oyster!”
© 2013 Vantel Pearls - Confidential
7
The Oysters
Fun Facts!
• You may have “TWINS!” Look carefully when you open the Oysters; there may be two Pearls
inside.
• Occasionally a Pearl may have a “bellybutton.” This is a natural marking or a very small bump.
When the Pearl is set, it is usually hidden.
Rub the Pearl
There are three types of Pearls: Cultured, Natural and Simulated
on your teeth!
• Cultured Pearls and Natural Pearls are both real and made by the
A REAL Pearl is
Oyster. The only difference is the way they get their start. ROUGH!
With Cultured Pearls, a round piece of shell is inserted into the Oyster. A Simulated Pearl is
With Natural Pearls, sand enters by accident, possibly pushed in by an
Smooth!
ocean wave.
• Since Cultured Pearls are the same as Natural Pearls and diving is no longer economically feasible, retailers no longer carry Natural Pearls.
• Simulated (faux) Pearls are made of either glass or plastic.
VERY IMPORTANT!
Black and White Pearl Options
• Customers have the option of selecting black or Clean the Pearl for your Customer
white genuine Pearls of high quality in stock at when you first open it.
the Home Office. They are generally between 6 and 6.5 mm in size. Black Pearls may vary in color. There is no Oyster opening with this option. � While it is still moist, rub it vigorously with table salt to prevent a white film.
• They are recommended when Customers want two
� Then use a soft cloth to bring out its or more Pearls to match well, or for long
natural luster!
distance Customers who cannot open an Oyster, or upon request.
• This option is also suggested when ordering earrings. Customers who open an Oyster and
discover “twins” may also elect to order earrings.
• Black and white Pearl options are perfect for Customers who want to simply order an item from
the Catalog!
Boutique Choices - Jewelry that is preset, these pieces do not require an Oyster opening.
• Freshwater Pearls - are real cultured Pearls. They are off-round and their sizes, shapes and colors
vary. They are grown in freshwater mussels in Southeast Asia.
• Coin Pearls - near round, flat shaped Pearls (like a coin).
• Baroque Pearls - non-symmetrical shaped Pearls.
• Keshi Pearls - flat & bumpy, non-symmetrical shaped Pearls.
• Circlé Pearls - Baroque Pearls that have rings around them.
© 2013 Vantel Pearls - Confidential
8
The Oysters
Appraised Pearl Value
Use the following chart to give Customers an estimated value for their cultured Pearls.
Pearl Size
Millimeters
Pearl Quality
5
Pearl Color
White
Pink
Blue/Silver
Black
$30
$34
$40
$36
$36
$40
$50
$36
$38
$38
$48
$58
$42
$42
$44
$48
$58
$69
Excellent
$48
$48
$48
$52
$66
$78
7.5
Excellent
$54
$54
$58
$60
$76
$86
8
Excellent
$64
$64
$68
$70
$82
$92
8.5
Excellent
$70
$70
$74
$78
$92
$106
9
Excellent
$74
$74
$76
$80
$94
$108
9.5
Excellent
$76
$77
$78
$82
$98
$114
Cream
Gold
Excellent
$28
$28
$28
5.5
Excellent
$30
$32
6
Excellent
$35
6.5
Excellent
7
Compiled by the National Pearl Association of the United States. All Pearl values and colors are approximate.
Size: Determine the approximate size in millimeters by fitting the Pearl completely through the hole
on the Vantel Pearl sizer card located in your kit.
Color: Determine the color of the Pearl, and then locate the color on the chart above. If it is a
combination of two colors, use an average of the two values.
Quality: We ONLY have EXCELLENT quality, the finest available in the industry!
Quick Quiz
What is the approximate value of a 6 mm cream Pearl? __________
What is the approximate value of an 8 mm cream-white Pearl? __________
© 2013 Vantel Pearls - Confidential
9
The Oysters
What you should know about the Oysters
We buy in HUGE quantities, and we buy direct to enable us to offer them at an incredibly low price
to our Customers. As seen by the appraised values on the prior page, the amounts they pay are far
less than the values of the Pearls inside!
•
•
•
We receive our Oysters from Japan, China and the South Pacific. (90% of
the world’s Akoya Pearls come from Japan.)
The value of our jewelry will always be greater than the cost since we buy
Pearls/Oysters direct.
Prices for Black Pearl items are higher than White Pearl or Oyster Opening
prices because of the value and rarity of Black Pearls.
Important Facts about Oyster Jugs
• Your kit contains an Oyster Jug with 35 Oysters; 2 Oysters are a “Welcome Gift” for you. This
will allow you to practice opening Oysters prior to your first Party.
►► In addition to observing your Sponsor, instructions for opening Oysters with ease are
included in your kit and on the Demonstrator Corner, Training, First Steps to Success.
►► If you set them in a piece of Jewelry, please insert “Using my Starter Kit Welcome
Gift Oyster.” in the comments section of the order entry screen so your Oyster Count
will remain accurate.
• IMPORTANT: Once you submit your first Party and have upcoming Parties noted on OllieNet,
order an additional supply of Oysters.
►► Simply order them online at www.vantelpearls.com. Go to the Demonstrator Section and click on the “OllieNet” link. IMPORTANT: Include the exact quantity you have left and the exact dates of upcoming Parties in the “notes” on the order invoice.
►► Allow a minimum of 2 business days for the Home Office to process your order.
►► Your only cost is the UPS shipping charge. Instruct your UPS driver to leave in a secure place; you will be responsible if they are lost or stolen.
• Track the exact number of Oysters you have at all times and verify that this matches OllieNet.
You are responsible for keeping an accurate Oyster count at all times.
VERY IMPORTANT!
Oysters MUST be stored in the alcohol
and water solution within the Jug and
covered. Return any unused Party
Oysters to the Jug after you return
from a Party.
Please take a few minutes to watch the "All
About Oysters" video on the website under
Training>First Steps to Success.
In the event that your Oyster Jug solution is
running low, add 2 cups of water and 1 cup
of rubbing alcohol.
Never add plain water to the solution.
It will destroy the Oysters and Pearls.
© 2013 Vantel Pearls - Confidential
10
The Oysters
Chapter Three
Booking Basics
WHO can you offer a “FREE Oyster and shopping spree” to as you date your initial Parties?
Most Demonstrators naturally have at least five diverse groups of people in their lives. You’ll want
to book at least one Party from each group to ensure future business. Below are some groups for
you to consider:
Friends
Family
Co-workers
Neighbors
Organizations you belong to
Community/Acquaintances
Spouse/Children’s Acquaintances
Compile your list of people to contact. Don’t prejudge or assume the level of interest. Your role
is simply to offer. Whether they say “yes,” “no” or “maybe;” you can feel good about offering
others the chance to shop for free.
Ask everyone for a referral.
Below are a few sample conversations.
VERY IMPORTANT!
“Who do you know that invites you to home
Parties?”
Book your initial Parties among
five different groups of people.
“Who do you know that would enjoy the excitement
of opening an Oyster to receive a gorgeous Pearl?”
The best opportunity for your business
to grow is to book Parties outside of
your family and friends.
“Who do you know that loves jewelry and would
appreciate getting it for FREE?”
WHY are so many people excited to host a Vantel Pearls Party?
Unique excitement of opening a real Oyster
They were ASKED
FREE Shopping Spree/Hostess Items
© 2013 Vantel Pearls - Confidential
11
FUN/Social Atmosphere
To HELP a friend
They like the Demonstrator
They learned something
Booking Basics
WHAT can you say to begin a conversation?
There is no “one right way” to start a conversation, but some ways are more effective than others.
Ask your Sponsor and other successful Demonstrators what they say. Be sincere, listen and allow
your conversations to flow naturally.
Below are a few suggestions. Adjust them to fit YOUR personality.
To a family member simply say, “I decided to join Vantel Pearls, and I’d love for you to be
one of my first Parties. Can I count on you?”
To a friend you could say, “Hi, Donna, I decided to join Vantel Pearls...everyone gets so
excited opening up their Oysters to see what color and size their Pearls are! Will you help
me get started by having a Party.”
You may find it helpful to hand out a catalog to your co-workers, and then follow-up in a day
or two by saying, “Did you have a chance to look through the Vantel Pearls catalog? What
items did you like?”
To a neighbor you could say, “You always wear such beautiful jewelry! I’d really like to
hear your opinion on my new Oyster opening and Pearl jewelry business. Can I show you
some of my pieces?”
With your hairdresser you could say, “I just started a new business with Vantel Pearls where
everyone gets to open a real Oyster to find Pearls of different colors and sizes! I’m looking
for six people I can give a free shopping spree to. Can I show you a few of my jewelry items
and see if you’d be interested?”
• Ask everyone, “Can you come to my Grand Opening Party and bring a friend or two I don’t
know? That would help me a LOT!”
•
•
•
•
•
READY -- SET -- CONTACT!
Name of person you will approach ______________________________________________________
What you will say to start the conversation _______________________________________________
__________________________________________________________________________________
Name of person you will approach ______________________________________________________
What you will say to start the conversation _______________________________________________
__________________________________________________________________________________
Name of person you will approach ______________________________________________________
What you will say to start the conversation _______________________________________________
__________________________________________________________________________________
© 2013 Vantel Pearls - Confidential
12
Booking Basics
Telephone Success Tips
The telephone is one of the most valuable business tools you will ever own. It
allows you to work your business whether you have 5 minutes or 60 minutes.
VERY IMPORTANT!
Establish a habit of making contacts every week.
The more consistent you are with this
important business building activity,
the more consistent your results will be!
What will work best for YOU?
• 3 - 5 Contacts Per Day
• Weekly Power Hour
• 15 - 30 Minute Time Blocks
• Identify a space where you can make calls without interruptions or noise.
• Be prepared. Have the following in front of you:
►► Names of people to call and their phone numbers.
►► Current Vantel Pearls or personal specials you will be offering.
►► Verbiage tips for a conversation starter. This will give you direction to start the conversation (refer to Unlock Your Treasures for conversation scripts).
►► Open Party Dates to schedule your Parties in close! You can find information on
this in Chapter One.
• Smile as you have your conversations. They will hear the excitement in your voice. Practice
with your Sponsor or a positive support person.
• Introduce yourself and then verify her time by asking, “Do you have a minute or two?”
• Be sincere and allow the conversation to flow naturally.
At times you will hear “no.” It’s a small two letter word, so don’t let it turn into a BIG roadblock
by taking it personally. “No” doesn’t necessarily mean “never.” Ask, “Is it something you might
be interested in doing sometime in the future?”
Circle the system
YOU
intend to use.
Follow-up Systems
Keep future business leads in a follow-up system noting her
name, phone number and your conversation so you can call
as you said you would.
◊
Notebook
◊
File Box
◊
File Folders
3-Ring Binder
Index Cards &
File Folders
Small File Box
Monthly Tabs
Monthly Tabs
Monthly Tabs
© 2013 Vantel Pearls - Confidential
13
◊
Computer File
Computer File
Computer
Reminder
◊
Booking Basics
Obtain bookings from your Parties.
Have FUN! Partner with every Hostess for 4 bookings! It’s as easy as 1
1
Prior to the Party, coach your Hostess for a “booking waiting.”
• Refer to the tips in “Partner with your Hostess” (Chapter 4).
2
During the Party presentation, sprinkle “bookings seeds.”
Booking seeds are suggestions you give about the
benefits of hosting their own Party.
2
3!
• “My Hostesses love to get our Oysters and exclusive
items for FREE!”
• “I can’t sell you this exclusive item; I can, however,
Special OFFER
give it to you for free!”
for Hostesses only!
• “Wasn’t opening the Oyster exciting?! Let’s set a
date for YOUR Party, and the next one you open is on me!”
• “If you love our gorgeous jewelry, think about having a Party with me. It’s easy to
do...fun and Mary (Hostess) will love you even more because she gets credit when
you book your own Party!”
Writing “booking seeds” with your Party Presentation notes will make this step easy to do!
VERY IMPORTANT!
Once everyone at the Party has opened
an Oyster, put them AWAY and use the desire to open more as a reason to book their own Party!
3
ASK every guest as you close out her order. This is a MUST DO activity! 9 out of 10
people wait to be asked before saying “yes” to hosting a Party.
•
•
•
“It was so much fun watching you open your Oyster tonight! I would LOVE to help
you earn your favorite pieces for free! Is that something you’d be interested in?”
“You know, you could get that (favorite item) free! Would you like to hear how to do
that?”
“I can give you (Party Pleaser or Hostess Special) when you book for this month.
Do you just want to see what dates I have available?”
© 2013 Vantel Pearls - Confidential
14
Booking Basics
Watch for “Green Flags”
A green flag is a “go ahead” sign of interest that people give. Don’t expect everyone interested to
come to you. Many people wait to be asked.
Once you recognize the flag of interest, simply offer your assistance!
Draw a line connecting the “green flag” of interest
and one possible way you could help.
Green Flag
Ways to offer assistance
“I love this (item)!”
“You have a great wish list! Are you thinking
about having a Party so you can get it all for free?”
“How many people would I need
to have if I decided to do a Party?”
Has a large “wish list” of
items and may turn down the corners of the catalog pages.
“Do you want to get it for full price or free?
“You, me and a handful of friends. I can help
you with that, or think about having a Party
with a friend. Do you want to look at my
available Open Party Dates?”
Promote your business!
As you talk with people, inform everyone you know that you are in business with Vantel Pearls.
Simply share the excitement you and your Customers feel as Oysters are opened to reveal gorgeous
natural Pearls that could be white, gold, pink, blue or even black! If you are quiet about what you
do, they will miss the opportunity to share in the excitement of opening their own Oysters, hosting
a Party for a free shopping spree, placing an order or doing what you do.
Wear your jewelry out in public. As people compliment you on your pieces say, “Thank
you. I love the fact I can give it to others for free!”
Do your best to talk with others on a consistent basis. For example, when asked what you
do say, “I’m a Demonstrator with Vantel Pearls and I love (share what you enjoy most).
Have you ever opened an Oyster to discover genuine Pearls?”
Hand out information when you are out and about. Be sure your contact information is
included.
• Always be prepared to do business. Have Open Party Dates, Hostess Packets and
Business Opportunity Packets with you.
• Set up a product display at fairs and bridal show events. See your Sponsor for guidance.
•
•
•
© 2013 Vantel Pearls - Confidential
15
Booking Basics
Common Booking Obstacles
As Customers consider hosting a Party, sometimes a concern may come up. Don’t assume she isn’t
interested in hosting a Party; it often means they simply need your help in finding a solution.
“I’m too busy.”
Say, “It could give you some time to have fun with your friends!
We could do a mini Party. Would that help?”
“I don’t know
enough people.”
Say, “Before we say no to giving you a free shopping spree,
what if I could help you with a list of people to invite?”
“My house is too
small.”
Say, “Do you have a buddy who would possibly like to get a free
shopping spree with you? You could do a Party together.”
TAKE THE CHALLENGE!
Bookings Mean Business!
Let’s get YOU started for SUCCESS!
STEP 1
Work on your contact list!
STEP 2
Identify your Open Party Dates!
STEP 3
Reference the verbiage you want to use!
STEP 4
SMILE and start talking with people!
Schedule your first 5 - 6 Parties among five different groups of people!
Make a commitment to yourself to complete this by ___________ (date)!
© 2013 Vantel Pearls - Confidential
16
Booking Basics
Chapter Four
Partnering With Your Hostess
Hostess Program Benefits
• FREE Pearl Oyster valued up to $114
►► If customer jewelry sales are less than $250, a $10 fee is deducted from the Demonstrator’s commissions.
• FREE Exclusive Hostess ONLY jewelry item
►► Refer to the catalog for selection and qualifying sales
• 10% - 20% FREE Credit Merchandise
►► Hostesses with jewelry sales of $250 - $600 receive 10% of sales total in free
shopping credits.
►► Hostesses with jewelry sales of $601 - $1,000 receive 15% of sales total in free shopping credits.
►► Hostesses with jewelry sales of $1,001 or more receive 20% of sales total in free
shopping credits
►► Sales tax and shipping are not included. Free Merchandise credit is to be used
towards jewelry selections ONLY. It cannot be used to purchase Hostess Half-Price
or Special Sale items.
• Hostess Half-Off Purchases
►► Hostesses with jewelry sales of $250 - $600 can purchase one Catalog “Boutique Choices” item at Half-Off.
►► Hostesses with jewelry sales of $601 - $1,000 can purchase two Catalog “Boutique Choices” items at Half-Off.
►► Hostesses with jewelry sales of $1,001 can purchase three Catalog “Boutique Choices” items at Half-Off.
►► Half-Off items do not count towards the 10% - 20% FREE Credit Merchandise or qualifying Party sales.
ALL Hostess Program Benefits must be redeemed when the Party is submitted.
Hostess Booking Benefits
Your Hostess will receive additional benefits when her guests book and hold their own qualified
Parties! You must reserve the Booking Credits for your Hostess on OllieNet when you submit her
Party Sales Order. Booking Credits must be redeemed when the bookings are held within 4 months of
the original Party date and reach a qualifying Party.
IMPORTANT!
Review the OllieNet Tutorial on the
Demonstrator website under Tools &
Training>Technology for processing
information and fees associated with all
Hostess Benefits.
• FREE $25 Booking Certificates when guests hold
their own qualified Parties.
►►This does not include sales tax and shipping.
►►To redeem credit, use item number BCERT.
%RRNLQJ«&HUWL¿FDWH
ORIGIN A L PA RT Y DAT E:
ORIGIN A L PA RT Y N o.
Expires 4 months from this date.
N E W B O O K I N G N A M E:
X
N E W B O O K I N G D AT E: *
N E W B O O K I N G PA R T Y N O .
* The New Booking date must be within
exactly 4 months of “today’s date”.
© 2013 Vantel Pearls - Confidential
$25
HOSTESS/HOST N AME:
17
D E M O N S T R ATO R S I G N AT U R E
This $25 Booking Certificate
U Is not transferable to others
U Must be included with invoice
U Must be redeemed at full value - no change or credit given
U May be used to purchase jewelry settings
U Must be a Qualifying Party, (see Demonstrator Manual for details)
Partnering With Your Hostess
Partner with your Hostess to make her Party
FUN ••• EASY ••• and REWARDING.
Your Hostess wants to have a successful Party and so do you! The most important part of the Party
happens before the event, beginning with great Hostess coaching.
Coach your Hostess with the 10 - 3 - 1 Success Formula!
10
Buying Guests in Attendance
3
3 Orders Prior
to the Party
1
1 Booking Prior
to the Party
Excite your Hostess about the rewards she’ll receive. Review the Hostess Planner and encourage her
to make a Wish List including the Half-Off items! Partner to help her achieve it all!
Suggested Hostess Packet
�
�
�
�
�
�
�
�
Hostess Planner
Catalogs (2)
Customer Order Forms (5)
Party Invitations (5)
(Extras to hand out)
Guest List
Stamped Self Addressed Envelope
Company Specials
Opportunity Brochure
Place your contact information on
EVERYTHING!
1.
2.
3.
Guest List - Coach to return to you in 3 days.
This secures the Party and avoids postponements
or cancellations. (Many Demonstrators coach for
20-30 names.)
Attendance - Coach your Hostess for 10 - 15 guests
in attendance. Encourage each guest to bring 1 or
more friends. Coach your initial 6 Hostesses to
have 5 guests at their Party you don’t know.
Outside Orders and Bookings - Not everyone will
be able to attend. Encourage shopping online at your
Personal Webpage Shopping Cart. Most successful
Hostesses obtain 3 - 5 orders or $200 in sales PLUS 1
or 2 bookings prior to the Party.
4. Remind Guests - Typically 1- 3 invited guests
planning on attending simply forget; reminder calls
are vital to solid guest attendance.
Follow up the next day with a note, phone call or e-mail; thank her, confirm her date and remind her
to send the guest list in 3 days along with her wish list.
© 2013 Vantel Pearls - Confidential
18
Partnering With Your Hostess
Quick Review
Which of the following are included in the Hostess Benefits?
A. Free Pearl Oyster valued between $28 and $114
B. Free Hostess ONLY Item
C. 10% - 20% Free Merchandise Credit
D. 1 - 3 Half-Off Purchases with $250 - $1,001 in jewelry sales
E. $25 Booking Certificate for each qualifying booking
F. A - E
You must reserve the Booking Credits for your Hostess on OllieNet.
A. True
B. False
Coach your Hostess to have ______ buying guests in attendance, ______ orders
prior to the Party and ______ booking prior to the Party.
Invite your Party guests!
• Send Party invitations approximately 12 - 14 days prior to the Party.
►► See your Sponsor or the web for details on sending eVites. Be sure to supplement this with a reminder phone call and invitation.
►► Included in your kit and as a supply item are invitations.
• Send a Party invitation to your Hostess.
VERY IMPORTANT!
When you send the invitations
� You know they are completed.
� Most Hostesses will not change their dates if the invitations have been sent.
� Chances are more guests will be invited.
© 2013 Vantel Pearls - Confidential
19
Partnering With Your Hostess
Continue the Partnership; keep your Hostess excited and informed with courtesy calls!
Prior to the Party
First Hostess Coaching Call
The day after you book your future Hostess:
• Reconfirm the Party date and time.
• Encourage her to shoot for the 10-3-1 ••• 10 guests in attendance, 3 outside orders plus 1
booking prior to the Party. You will add to the sales and bookings at the Party!
• Keep her excited about getting everything on her Wish List!
• Invite her to consider the opportunity to be a Demonstrator. (Chapter 6 offers additional
tips on sharing the business opportunity.)
Second Hostess Coaching Call
Two to three days before the Party:
• Share your enthusiasm about her upcoming Party.
• Review her outside orders and bookings. Applaud
all results!
►► Simply ask, “Who is your first booking going
IMPORTANT!
to be?” If she has not lined that up you can
say, “Who do you know that likes to do home
You want EVERY Party to
Parties?”
close with at least 10 buying
•
Discuss
the Party attendance by saying, “I want to
Guests, 4 new bookings and
be sure we have plenty of Oysters. Can you tell me
1 - 3 Recruit leads!
how many you expect?” If this is less than 10, offer
suggestions to increase the attendance. (Inviting
additional people, making reminder calls, Party
Pleaser gift for all who bring a friend, etc.) You want
to be sure she reaches at least $650 in jewelry sales!
• Discuss making reminder calls; encourage everyone to bring 1-2 friends.
• Get directions to her home and let her know what time you will arrive.
© 2013 Vantel Pearls - Confidential
20
Partnering With Your Hostess
Coaching continues before, during and after the Party.
{ }
During your set-up
• Collect information for advanced orders
and bookings.
• Determine if there is an interest in
the opportunity by saying, “I will be
offering the opportunity to the guests at
your Party, but I wanted to first offer it
to you! Is this something you might be
interested in hearing more about?”
• Ask which guests might be interested
in booking a Party or in the business
opportunity.
• Set a final closing date.
Your Hostess should
now have FUN and
enjoy the excitement
of hosting her
Vantel Pearls Party!
After Order Taking
• Write the total sales and bookings on
the Hostess Envelope.
• Review what she has earned.
• Challenge her to reach higher levels for
sales and bookings from the guests who
did not attend or order.
• The On-line Catalog & Boutique on
your Personal Webpage makes ordering
easy for the Customer, Hostess and you!
• Encourage your Hostess to rebook
another Party. You want every Hostess
for a lifetime, not just a night time!
• Share the opportunity. Example:
“Tonight I earned $_______ on your
Party. You already have _______
bookings to start your business. Who
would you like to see get paid on those
Parties? Me or you?”
• Close that night or within 3 days.
True or False
T F You should partner with your Hostess to get her all that she has listed on her Wish List.
T F
You should contact your
Hostess at least 3 times prior to her Party to keep her enthusiasm high.
T F You want EVERY Party to close with at least 10 buying Guests, 4 new bookings and 1 - 3 Recruit leads!
© 2013 Vantel Pearls - Confidential
21
Partnering With Your Hostess
Following the Party
Taking Final Orders
This can be done by phone, e-mail or in person.
• Obtain any additional Customer orders (be sure to complete Customer contact information
for future service).
• Review the final Hostess benefits earned; remind your Hostess that the Booking Credits are
redeemed after each booking is held and qualified within four months of her Party date.
• Obtain the Hostess’s e-mail address and free selections plus her retail order (if any).
• Provide the Hostess with the balance due at this time and obtain payment using a credit
and/or debit card if you do not already have this information.
• Review the approximate delivery date and the Vantel Pearls guarantee. Assure her everyone
will be happy!
• Mail a thank you note to your Hostess and include copies of any final orders if you did not
already leave them with her the night of the Party.
The Party is not
complete until every
Customer is satisfied!
Take care of your Customers
if you want them to do
business with you today,
tomorrow and in the future!
© 2013 Vantel Pearls - Confidential
Order Arrival Follow Up
• Track the order arrival on the UPS Webite using the
Party tracking number. Provide great customer
service by informing your Hostess of the approximate
delivery date. Coach her to look for the packing slip
and compare it to Customer Order slips. This will
help her check and sort her order efficiently.
• Place a courtesy call after the order arrives, confirm
that everything arrived successfully. If not, get the
details and resolve them quickly.
• Thank her again and remind her of upcoming
bookings. Keep her excited about the $25 Booking
Certificates; she, too, has a vested interest in
ensuring the bookings hold and qualify!
22
Partnering With Your Hostess
Chapter Five
It’s Party Time!
Your display should be an exciting and lasting first impression.
Use boxes or jewelry stands
to elevate your items. The eye
should easily move from one level
to another.
Product Display Tips
• Ask your Hostess if she has a coffee
table or card table.
• Elevate your items by using small
boxes or stands.
• Then place a plain, shiny tablecloth
for your “canvas,” to highlight your
products.
• Shine a light directly onto your
jewelry pieces.
• Keep display pieces current, clean
and shiny.
• Practice setting up your display. Snap
a photo for easy set-ups.
Party Presentation Guidance
Use your Grand Opening Hostess Benefits and
Elegant Start rewards to add to your display samples.
Ask your Sponsor what items she suggests you obtain
to increase sales and bookings.
• Party Presentation Guide Review the Presentation Tool
located in your kit.
• Observe your Sponsor by
attending one or two Parties.
• Party Presentation View the Party Presentation
suggestions under Training.
Party Checklist
̚̚
̚̚
̚̚
̚̚
̚̚
̚̚
̚̚
̚̚
Hostess Directions/Phone #
Oysters/Bowl/Tongs
Oyster Knife
Quality Table Light
Salt/Bowl/Towel
Pearl Measurer
Jewelry
Ring Sizer
© 2013 Vantel Pearls - Confidential
̚̚
̚̚
̚̚
̚̚
̚̚
̚̚
̚̚
̚̚
Pearl Envelopes
Presentation Notes/Tool
Catalogs
Customer/Hostess Invoices
Display Props
Hand Mirror
Guest Care Cards
Prizes
23
̚̚
̚̚
̚̚
̚̚
̚̚
̚̚
̚̚
̚̚
Current Specials
Calculator
Cash/Change
Pens
Open Party Dates
Date Book
Hostess Packets
Opportunity
Packets
It’s Party Time!
HOW you do your Party is as unique as YOU!
Your personal style will develop with each passing Party. Be YOURSELF. Refer to the Party
Presentation Guide shown below and included in your kit. Observe your sponsor at one or more of
her Parties for additional presentation ideas. It’s a Party -- Keep it SIMPLE and have FUN!
Instructions & Tips
PARTY PRESENTATION GUIDE
• Assign one of the Catalogs included in
your kit as your “Master Catalog.”
• Attach the Catalog Party Presentation
Guide onto the back of your “Master
Catalog.”
• Add personal notes to the Guide for an
easy presentation.
• Place numbered tabs on
the suggested pages in
your “Master Catalog”
to quickly access the
appropriate pages for
your presentation.
• Simply follow the “Guide” as you do
your Party presentation.
2. PLACE JEWELRY ON GUEST
1. OPENING TALK
Guests have Catalog, invoice & pen.
Remember to thank the Hostess!
•
In the catalog, Oyster Opening jewelry is on a blue
shaded box and has an Oyster icon next to the item
number.
•
Boutique Jewelry comes just as you see it. No Oyster
opening is needed. Purchase tonight or get it for 1/2
price as a Hostess!
3. OYSTERS & PEARLS!
Every oyster has at least one Pearl. Some have 2 Pearls or twins!
•
The Pearl begins when a grain of sand or irritant enters the Oyster’s body. The Oyster secrets Nacre (or Mother of
Pearl) around it until it is smoothed into a beautiful and lustrous one-of-a-kind Pearl!
•
Pearls can be white, cream, gold, pink, blue, or rare black
•
Real Pearls feel rough when you rub them on your teeth. Simulated Pearls feel smooth.
•
Pearls are like snowflakes! There are no two alike.
•
The Oyster is the only animal that creates a beautiful gem.
•
The Oyster is a metaphor for life. Wouldn’t it be great if we could all be like an Oyster and make a beautiful gift
out of our life’s challenges?
2
All of our Oysters are high quality Akoya Oysters
•
1
•
4. THREE PEARL OPTIONS!
1. Open an Oyster and discover a genuine Pearl!
5. BOOKING TALK
(see next page)
o
Every Pearl opened from an oyster must be set into a
piece of jewelry.
o
We will mount your Pearl on the jewelry you select
2. Order jewelry with a white Pearl and the price is the same as
the Oyster Opening price.
3. Order jewelry with a Black Pearl and pay the Black Pearl price.
Black Pearls are very rare and come in a variety of hues.
6. EARRINGS
You will want to order earrings with white or
black Pearls so they match. If you are lucky
enough to open an Oyster with 2 Pearls, you
may want to order earrings!
8. “ASK ME” GAME
(see next page)
9. SPONSORING TALK
(see next page)
Pearl knowledge is located in Chapter Two.
Product information is located on the web site.
You will also find other Party Presentation
choices (such as the 7 cards in 7 minutes) under
Demonstrator Tools.
7. HOSTESS PROGRAM/GET THE LOOK
(Catalog p 22-23) A Hostess can receive
7 jewelry pieces valued at $494 for just
$94.50. If you love more than one piece,
consider having a party!
�
�
�
�
�
�
�
“3 Ask Me Questions”
10. CLOSE YOUR PRESENTATION
• Payment can be made with Visa, MasterCard or Cash.
• Delivery Date & process
• Invite everyone to join you at the Oyster Bowl!
• The Hostess will open the firest Oyster!
“Who feels lucky?” (Use Ollie
Auction $$$s, drawing tickets or
prizes).
Be excited about EVERY Pearl
Display the Pearl momentarily on top of the Oyster body for everyone to see; this is a rare experience!
Slowly remove the Pearl and clean thoroughly with salt to bring out the natural luster
Cradle the treasured Pearl in your hand and hold it up
for all to see
Comment on its unique beauty, color, shine and value
Suggest possible settings
Measure the Pearl and place inside a Pearl Envelope
© 2013 Vantel Pearls - Confidential
24
Who wants to be the first
Winner?” (Give one of the
above for playing.) “Ask me
how many Parties I do a week.
(I work for myself, so it’s up to
me!)”
“Who is our next lucky winner?
Ask me how much I earn at an
average Party. (I make about
$160!)”
“Who is our final winner? Ask
me where our next trip is. (We
are going to _______! I invite
you all to join me!)”
It’s Party Time!
Individual Service is a vital element of every successful Party. One-on-one time with each guest
provides an opportunity to help her with her purchase, book her Party, and explore the Business
Opportunity. This is your time to make every guest feel important and happy she came to your Party.
• Call your Customer by name.
• Be prepared with calculator, pen, money, catalog, extra Invoices and price list to verify
amounts.
• Refer to Guest Care Cards and offer your future services. (See below)
• Suggest “add-on” items that complement her purchase. For example,
►►
“Mary, did you notice the (earrings) that match your (necklace)?”
• Promote shopping online at your online Catalog & Boutique shopping cart on your personal
webpage for future gift giving and personal purchases.
• Payment Options; decide which YOU will offer in advance
►►
Credit/Debit Card
►►
Cash
►►
Check payable to Demonstrator or Hostess (your choice)
►►
Demonstrators must make payments in full for all orders using Credit/Debit Cards
One-on-one time is the perfect time to
ASK for “Future Business.”
Draw a line connecting the service with an effective approach.
Online Catalog & Boutique Orders
“Have you ever considered doing what I do?”
Booking a Party
“Do you like shopping online?”
Sharing the Business Opportunity
“Wasn’t opening the Oyster exciting?! Let’s set a date for YOUR Party and the next one you open is on me!”
© 2013 Vantel Pearls - Confidential
25
It’s Party Time!
Party Wrap Up! You and your Hostess are “partners.” What was on her “Wish List”?
Can she achieve more before closing out her Party?
• Are there more orders and bookings to obtain? The On-line Catalog & Boutique shopping
cart on your personal website is an easy way to collect additional orders before and after the
Party!
• Offer every Hostess the Business Opportunity. For example, “As a Demonstrator you
would have earned $________ on this Party. You already have ____ bookings which
could help you get started. Who would you like to see get paid on those Parties?”
• Set up a day and time to close her Party. Submitting the Party orders within 3 days will
provide great Customer service.
• Parties must be entered into OllieNet and postmarked within 7 business days of the Party
date. Parties postmarked later than this will be accessed a Demonstrator fee of $4 per
late day.
Quick Review
1. A successful Party presentation includes:
• Being yourself and having FUN!
• Involving your Hostess and guests in the Party atmosphere.
• Opening the Oysters with care, pointing out the unique and natural beauty of each and
every Pearl.
• Creating desire for your jewelry; including exclusive Hostess items.
• Inviting everyone to shop, book a Party or consider the Vantel Pearls Opportunity.
• All of the above.
2. Having one-on-one conversations allows you to understand how you can best serve future needs of your Customers.
• TRUE
• FALSE
3. Which activities should follow the Party?
• Encourage your Hostess for more orders within 3 days of the Party.
• Encourage your Hostess for additional bookings.
• Agree on a day and time to close the Party within 3 days for prompt delivery.
• Use a follow-up system for future customer service calls.
• All of the above
© 2013 Vantel Pearls - Confidential
26
It’s Party Time!
Additional Sales Avenues
Your Vantel Pearls personal Web Page and On-line Catalog & Boutique offer your Customers one more
way to shop directly with YOU from the convenience of their own homes or workplaces.
Catalog Parties may be an option
for Customers who are interested
in collecting orders and receiving
Hostess Benefits, but are unable to
host an in-home Party.
Personal Web Page and Online Catalog &
Boutique and E-Package
• Customers can place an order anywhere,
anytime and have it shipped directly to
their homes! And YOU want to be the
one who gets credit for it!
• Advertise this everywhere you go!
• Include this with your contact
information.
• The option to order White
or Black Pearls plus the
Online Catalog and Boutique
make this SIMPLE for busy
women!
• Set a date to close within 7 - 10 days.
• Use the Hostess Wish List
just as you would for in-home
Parties.
• Set sales and booking goals.
• Obtain contact information on
all orders.
IMPORTANT!
Set up your personal Web Site right
away. This will allow everyone to shop
directly through your On-line Catalog
& Boutique!
Fundraising & Bridal Registries
• Talk with your Leader when you’re
ready to add these services for your
Customers.
© 2013 Vantel Pearls - Confidential
27
It’s Party Time!
Chapter Six
Sharing the Vantel Pearls Opportunity
Many people are searching for the benefits offered at Vantel Pearls.
It’s very rewarding to help others fulfill their needs and live the life of their dreams.
Rewards of Sponsoring
• Earn an additional 2% - 11% Override Bonus on your personal sales and on the retail Jewelry Sales of those you personally sponsor. (See the Career Compensation At-A-Glance located on the Demonstrator website under Tools & Training or complete details.)
• Give yourself a promotion and earn additional Performance and Monthly Bonuses.
• Receive Fast Start rewards for sponsoring as a new Demonstrator in your first 90 days. (See the Fast Start Program in Unlock Your Treasures for details.)
• Earn company incentives, including all expense paid trips!
• Most importantly, you will receive personal satisfaction knowing you are making a positive difference in the lives of others.
Take the three minute quiz! Who do you know that might like to...
• Add additional income to her budget
• Have a flexible job
• Have fun as she works
• Be a “stay at home mom” while earning a great income
• Change to a career with an opportunity for tremendous growth
• Earn fabulous incentives including all expense paid vacations
• Make new friends
Pencil in names that come to mind! Don’t assume or prejudge.
________________________________
___________________________________
________________________________
___________________________________
________________________________
___________________________________
________________________________
___________________________________
© 2013 Vantel Pearls - Confidential
28
Sharing the Opportunity
How will you share the Opportunity?
Simply invite others to consider the possibilities and allow them to make the choice. When
YOU decide not to invite, you have made the decision for them.
Invite Family and Friends
Be sincere and enthusiastic; tell them why you are sharing
the benefits of Vantel Pearls with them. Then invite them to...
• your Grand Opening or next Party
• talk with your Sponsor or Manager
• attend your next team meeting
Have FUN
and others
will want
to do it, too!
Invite every Hostess
Most Demonstrators were Hostesses first! It’s a natural progression. They enjoy the excitement of
opening Oysters, being at the Party; and they love our jewelry.
1. With your initial Hostess coaching
• Place an Oceans of Opportunity Brochure in her Hostess Packet and say, “Here’s some
information on the benefits of being a Demonstrator. Let me know if you might be interested in
talking more about this. Your Party could be the start of your own business!”
2. Prior to the Party
• Ask if she had a chance to review the Opportunity information included in the Hostess Packet.
For example say, “Did you have a chance to look through the Demonstrator information I
gave you?” If she did, ask “What did you like best?”
3. Following the Party
• Be sincere and say, “As a Demonstrator, you would have earned $_______ on your Party.
You have _____ bookings already. Would you like to hear more about possibly becoming a
Demonstrator? No obligation, just information.”
Quick Review
� Receive ______% - ______% Override Bonus on your personal sales and on the retail Jewelry Sales of those you personally sponsor.
� Fast Start sponsoring rewards are available to new Demonstrators in their first _______ days.
� Sponsoring is simply ________________________ others to consider the possibilities and allowing them to make the choice.
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Sharing the Opportunity
Share the benefits at EVERY Party; there are at least 3 people at every Party who
need what you have. Select 3 of the following to use at your Party.
• Start your Parties with an invitation.
►►
“You could earn $600 each month by just doing 1 Party a week. If you had
$600 extra a month, what would you do with it?” Allow the guests to
respond and then say, “Watch what I do tonight and then talk with me later.
No obligation, just information.”
• Play the “Ask Me” game.
• Encourage guests to mark their Invoice if they are interested in
receiving information about the opportunity.
• Share your personal “WHY” story in one of the following ways.
►►
Write your story on paper.
►►
Tell your story with photos.
►►
Pull miniature props out of a gift bag to share your story.
Create Your “WHY” Story
1. Where did you first discover Vantel Pearls?
2. Why did you decide to start?
3. Why is your life better because you did?
4. Why do you suggest others consider it, too?
Opportunity Packet
Hand out 3 at every Party. Include your contact information (refer to Demo Corner>Training>Share
the Opportunity).
• Oceans of Opportunity Brochure
• Facinate Your Friends
• Business Card
• Income Comparison
• VIP Pass - Invitation to your next monthly meeting
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Sharing the Opportunity
Individual Attention
9 out of 10 people wait to be asked. When you invite others on an individual basis...
• you allow them to speak “privately” with you.
• it helps you to better identify their wants and needs.
• it makes your conversation more personal and sincere.
“It looked like you had so much fun tonight! Have you ever considered doing what I do?”
“You mentioned you could really use the $600 to buy a new car. Would you like to take some
information home?”
There is an interest, now what?
Have your opportunity information available and then ask what works best for them.
• Offer them an Opportunity Packet and set a time to meet or follow up.
• Or ask, “Would you prefer to review the information at home or face to face?”
• Or ask, “Are you looking for more information or are you ready to get started?”
You simply need to share the opportunity and invite them to find out more. Your
Sponsor/Leader will be there to assist you with the next steps.
Follow Up
►► Call when you
said you would.
►► Answer their questions.
►► Ask your Sponsor
for assistance.
Help them decide
• Build a rapport by asking questions. Ask questions
about their families, what’s important to them
(income, flexible hours, fun, etc.).
• Listen and be sincerely interested in their responses.
• Briefly share what Vantel Pearls has to offer and
how they can have what they want. You can use the
first few pages of Unlock Your Treasures as a guide.
• Do not overwhelm them with too many details.
• Close by asking for a decision. See below for a
few sample trial closes. Determine what works
best for you.
Trial Closes
• “Are you looking for more information, or do you just want to know how to get started?”
• “On a scale of 1-10, 1 being ‘no probably not right now’ and 10 being ‘I can’t wait to get started,’ where do you think you are?”
• “All that’s left to do is to get you started.”
• “From what you know so far, does this sound like it might fit your situation?”
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Sharing the Opportunity
1. Why do YOU want to sponsor? Circle all that apply.
Added Income
Help Others
Title Promotion
Build a Team
Other _______________________________
Contest
2. HOW will you share the opportunity with your Hostess and at your Parties?
_________________________________________________________________
_________________________________________________________________
Listen for clues or “Green Flags.”
As guests arrive at the Party, conversations naturally occur. Listen for comments that someone may
benefit from the Vantel Pearls Opportunity.
•
•
•
•
Financial needs
Unhappy with their current job
Loves the product
Excited about opening Oysters
Desire to be home with their family
Friendly/social person
Offers to help
Once you recognize the flag of interest, simply offer your assistance!
Draw a line connecting the “green flag” of interest
and one possible way you could help.
Green Flag
Ways to offer assistance
“Is all this yours to keep?”
“It’s affordable and what makes it great is that I
made my start-up costs back in just 1 or 2 Parties.
Would you like to just explore the possibilities?”
“What does your family think about
you doing this?”
“Is it expensive to get started?”
“Yes, it is! Plus I receive a great income! Have
you ever considered doing something like this?”
© 2013 Vantel Pearls - Confidential
“We all enjoy that it’s a family business and what
it allows us to do together. Most of all we enjoy
the flexible hours and income! Can I give you some information to take home?”
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Sharing the Opportunity
Obstacles
As Customers consider becoming Demonstrators, sometimes a concern or fear stops them from saying “yes.”
Listen to their comments. Ask questions.
Offer solutions.
Reassure.
“I’m too busy.”
Say, “Would it help to know that with about 5 hours a week you
could earn on average about $150? What could an added $600
a month mean to you and your family?”
“I can’t afford
it right now.”
Say, “It sounds like the extra money could come in handy. Would
it help to know that you would probably get your money back
within your first Party or two?”
“It seems like a lot
to remember.”
Say, “All you need to do is follow along with the Party Presentation
Guide included in your kit (and on the Demonstrator website under
Tools & Training>Demonstrator Tools); plus the Oysters are the
true stars of the show! How does that sound to you?”
Brainstorm additional obstacles and solutions with your Sponsor.
TAKE THE CHALLENGE!
Care to share!
Let’s get YOU started for SUCCESS!
STEP 1
Work on your contact list!
STEP 2
Identify a possible benefit for each person!
STEP 3
Reference the verbiage you want to use!
STEP 4
SMILE and start inviting others to consider the
possibilities with Vantel Pearls!
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Sharing the Opportunity
Q&A
Answers to Common Questions
• Where can I find the forms mentioned in the Workbook?
►► You can find these and additional forms on the Demonstrator Website under
Training>Demonstrator Tools>Reproducible Forms.
• May I purchase additional items for my display or personal use?
►► Demonstrators receive 40% as their discount. Simply submit the order on OllieNet by clicking on “Demonstrator Supply & Discount Orders.”
• Is there assistance for entering my Party Orders?
►► Yes. In addition to training from your Sponsor, there is an “OllieNet Tutorial”
located on the Demonstrator Website under Training.
• Where do I find monthly company specials when processing an order on OllieNet?
►► Click on the “specials” button when entering your orders.
• How will I get paid?
►► Commissions are paid with direct deposits into Demonstrator bank accounts every Thursday based on Parties/Orders posted by the prior Thursday at the Home Office.
►► Direct deposits are made the 3rd Thursday of every month for Bonuses and Overrides earned the prior month.
• What portion of the Hostess Program are Demonstrators responsible for?
►► Demonstrators have a commissions deduction for the following:
• Hostess Free Oyster
○○ $0 when Party Jewelry Sales are $250 or more.
○○ $10.00 when Party Jewelry Sales are less than $250.
• $25 Booking Gift Certificate - $5.00 each when redeemed
• $15 Demonstrator contribution for the 3-Booking Gift (18" Strand)
• Can Hostesses use the 10% - 20% Merchandise Credit on Half-Off or Promotional items?
►► No. Each Hostess Benefit is a separate transaction and may not be combined.
• How do I track Party Orders, supplies and more?
►► Once an order has shipped, a UPS tracking number is provided. Simply look for the order you want to track and click on “View.” You will see complete shipping information. Click on the tracking number to be directed to the UPS site.
• How do I redeem the $25 Booking Credits for my Hostesses?
►► Use item number BCERT and fill in the Booking Certificate Credit amount on the Invoice and submit to Vantel Pearls with a completed Booking Certificate. Refer to the
“OllieNet Tutorial” for additional information.
• Am I allowed to take the $25 Booking Credits for the Parties I obtain?
►► Yes. As long as you were a Hostess in the four months prior and they booked
directly from you. A qualifying Party is $250.
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Q&A
• Once I use the Booking Certificates located in my kit, how do I obtain additional
Booking Certificates?
►► Booking Certificates are available as a supply item in OllieNet.
• What total is used for commissions, contests and title requirements?
►► Commissions are paid on your Jewelry CV (Commissionable Volume).
►► Title requirements and contests such as monthly bonuses, Elegant Start rewards and incentive travel trips, use the SV (Total Sales Volume).
• How will I be informed of company specials, products and general information?
►► Your team meetings are very beneficial in helping you to stay informed. You are
also encouraged to join the company conference calls and view the web site for general information, company specials, details and training.
• How do I order additional Oysters?
►► Login to your OllieNet account and click on Demonstrator Supply & Discount Orders>
Order Oysters. You must provide information on your future Party dates and your current Oyster count in the comments section of the order entry screen. All you pay
is the shipping amount.
• Can Customers open Oysters without setting into a piece of jewelry at that time?
►► No. This does not bring value to our Customers or to the Oyster Opening experience.
• What is the product guarantee?
►► It is our goal to make every Customer feel good about their purchase. Our artisans
adhere to the highest standards of quality. Our jewelry is guaranteed against damage
due to defects in materials or crafting (excluding normal wear and tear) for 90 days.
• Is there a repair and exchange option for Customers?
►► Yes. For complete details, refer to Tools & Training on the Demonstrator website.
• Is there additional training available?
►► In addition to the assistance received from your Sponsor and team meetings. You can also find help on the web site under Tools & Training.
• How do I redeem my Fast Start rewards?
►► The Home Office will notify you via an e-mail and prizes will automatically be
awarded and mailed to you. Awards are sent out by the office once a month.
• Are there tax advantages with my Vantel Pearls business?
►► Yes, there are many tax deductions available. For general guidance, consult with your accountant for full details.
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Q&A
Notes
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Notes