TPW - Park Lane Jewelry

SUPER-SIMPLIFIED SHOW!Creating a fun, easy-to-follow, organized Park Lane jewelry show is essential to shaping a successful ParkLane business. As Directors, what we really do is show jewelry and take orders! Sound easy? It should. ItIS easy! The excitement begins once the jewelry is unveiled! Sales Vice President, Julyn Panicola (Fearorganization) took the Las Vegas Convention attendees through clear-cut guidelines to make sure each ParkLane show is organized and fun, yet simple and easy to follow. We want guests and hostesses to see our showsand say…. “I could do that! That looks fun and easy!” Once the “easy-seed” is planted, recruiting interest willmost likely “sprout”! Below is an overview of the guidelines Julyn presented for keeping shows simple, yetsuspenseful and successful!• All successful Park Laners follow the 51-year proven method for conducting their shows; it’s called“The Park Lane Way”.• Make your show an event that can be duplicated.• Have your kit always in “show order”. Carry only current in-line pieces; clean, sparkling, and ready fordisplay.Limit your kit to 70 items maximum and carry a ring tray. As you accumulate additional line jewelry,create a second kit as an alternate. This allows you to keep your shows exciting, fresh, and interestingas you move through a booking chain.• Carry a variety of styles, so people can get a glimpse of the types of jewelry that you have available.• Organize your rollers into categories; gold items, silver items, colorful beads, glitz and glamour jewelry.• Add some “high end” items like La Jolla and Signature bracelets and refer to them as items they can select as their $12 Bonus Item.This will encourage larger initial orders. Use words such as “substantial” (as opposed to expensive) to describe higher priced items.• Choose in advance the days that you want to offer for booking dates. Control your calendar. This helps you look very professional; readyfor business and in charge!• Use note cards to assist you with your presentation, so you won’t forget any important points. This will help you stay on track.• Keep a “show face”! Just as athletes keep a “game face”, you will want to present your best smile and “park your problems at the door”!Your hostess deserves 100% of YOU!When you are about to begin your show business, here are a few handy hints:• Arrive 30 minutes ahead of the show time. When you walk in with ONE bag of jewelry, your hostess will immediately be impressed withthe lightweight nature and the ease of your business. (Hint: This will plant a subtle recruiting seed!)• Spend some time chatting with and getting to know the guests as they arrive. Once you begin your show, you are now acquainted withthem. They are more apt to see you as a friend than as the “jewelry salesperson”. Orders and bookings will happen faster and easierwith them considering you as the “friend” of their hostess.• You may want to display ONE Hostess Only or ONE Three Booking Gift item on a side table as an “interest-creator”. Catalogs are tuckedaway in your kit bag until it’s time to shop and place orders. You want the guests to totally focus on your jewelry as you present the itemsby unrolling the rollers and showing one ensemble at a time.• For a controlled and simplified show, it is suggested that you utilize the “roller method” as opposed to laying out in advance or pre-displayingyour jewelry.• Showing the jewelry one ensemble at a time, one roller at a time, creates suspense and excitement among the guests. This methodis also a means of “crowd control”…. Guests that are waiting for the next piece of jewelry to be unveiled are focused on YOU and the jewelry!• Start your show with a simple and concise opening talk. Cover the main points of our company history, our jewelry line, our savings planand our guarantee. Guests want to see the jewelry! Be brief!• Make sure each of your guests has a Wish List before you begin your presentation. As you show the jewelry, instruct them to write downthe names of the items they LIKE. “Like” and “Want” are key words here… There is no buying nor selling involved! That’s why it’s calleda Wish List! You are allowing the seeds of desire to be planted!• As you present your jewelry, have each guest (and the hostess) model an ensemble and ask them to wear it throughout the remainderof the show presentation. The real excitement starts when the modeling begins!• An easy phrase to use as a response when asked about the price of an item is: “Each item in our line can be regular price, $12.00, orFREE! We’ll look it up together in the catalog later.” (Thank you, Julyn, for that catchy phrase!)• Create a short booking and recruiting “commercial” to present after you show your jewelry. Once the guests have seen the jewelry, theyare more apt to want to know how they can get it ALL and/or how they can become a Park Lane representative. Be prepared!• An easy, concise way to show it all is to use the Park Lane Flip Chart. This can be ordered from the Park Lane supply department ordownloaded from Park Lane’s website.• Use the $50 Referral Reward certificates following your recruiting and booking talks or after you show the Flip Chart. This is the time yourguests are thinking about what they have seen and who they know. They may want to refer themselves! (Note: In April, the $50 certificatefor a qualified referral has been enhanced. You may offer a Three Booking Gift! See Sponsoring Section for details.)As you continue on to the order-taking portion of your show, remember that the jewelry will sell itself! You should focus on obtaining booking datesfor your hostess! She deserves the full benefits of our Hostess Five Star program. As you visit with each guest, ask for a booking and then guideyour conversation towards the benefits of becoming a Park Lane Director. Tell each guest that you would like to explain what Park Lane has tooffer! With the many recruiting seeds you have planted throughout your show, you can practically guarantee that your guests will have questionsabout the business! Think recruiting and sponsoring! Keep your show on-track and on-purpose and FUN! With these simple guidelines, the resultswill be there for you, every time!Thank you, Julyn, for presenting the guidelines for conducting a super-simple yet successful show!Park Laners would do well to emulate your All-Star approach!APRIL 2007 17