Direct Enough
Christmas Sales to Companies
Home | Contact Us | Links | Ten Steps to Success in Direct Sales | 100 NO's | Four Ideas To Encourage Bookings | How To Get Your First Six Bookings | Getting on the Phone: What To Say | Bookings Are The Backbone Of The Business! | Getting the Edge on FUND RAISERS | 85 Ways to Find Hostess, Customers, & Recruits | Recruiting Is As Easy As . . . T-a-l-k-i-n-g | What Five Little Words Can Change | Overcoming Objections: The Words To Say part 1 | Overcoming Objections: The Words To Say part 2 | Can You Hear Me Now?? | Successful Strategies | Five Steps To Working With Helpers | 10-10-10 Challenge | 16 Quick Retail Promotional Ideas To Increase Your Sales Without Discounting | Tips for Dealing with Angry Callers | The MOST COMMON MISTAKES in SELLING | Goals and Visions | How To Cure Phone Phobia | 81 Ways to get Bookings | Do It Up Big!How To Launch Your Holiday Product Line | Christmas Sales to Companies | Documents

This might need to be started early because companies plan Christmas early. That start to plan in the fall so they can budget it in.

Make notes on while you are out and about with names of places that meet the below criteria! You can normally do this when you are making other deliveries! Ask for a name from someone at the business next door when you are making deliveries to customers at businesses. You might be intimidated by cold calls to businesses but by you probably can talk to any stranger that's referred to you. Of course you can go into any business and speak to someone in charge.

You can build a strong holiday business. You may find the best sells are not from that major corporation market, approvals have to go through many, many channels and it's time consuming and can also be very discouraging.

The best Holiday business can come from small businesses owned by individuals, if there is a husband/wife team it's even better. Insurance offices, auto supply stores, auto repair centers, mortgage brokers, title companies, carpet stores, builders, etc etc.

They normally still have an employee party in their own home or at a local restaurant and invite all employees and spouses. The typical situation is that they give the employee money and the spouse a gift. These gifts range in price from $25-$50 each. That's why you should often look for places with mostly male employees knowing that the Christmas party will be a place that your gifts for wives will work well.

And as much as we love our products, rarely is an Avon gift goes FOR a man FROM an employer the RIGHT gift, but for their wives it's wonderful! However, they may decide to purchase ALL their gifts from you, since Avon does have some wonderful gifts for men.

They purchase in multiples of 3-10 gifts and make their own decisions face to face with YOU!

Many times this also sets up for a Secretary's Day gift also, sometimes the recipient of this gift is the wife who made the Christmas gift decision with you.

Also, these small offices are not as overwhelmed with being approached by Avon people like the banks and more retail oriented places are. This also helps you with repeat business.

Set up a time to talk with them. You want to interact with them personally, and do so in the daytime in their office when they are not overwhelmed with customers walking in and out. And because they, too, are small business owners they like the idea of patronizing other small business owners, US! Many times while you are selling these employee or spouse gifts also sell a couple more for other gift giving needs.

You can also work this group for referrals. They know OTHER small business owners in related businesses and will pick up the phone and set up your appointment for you!

Again, in other more populated towns those big corporate spots may be wonderful but in some places it’s normally a waste of time, the channels for approval are deep and again they are being approached by tons of different gift services so the competition is fierce! You really almost need to know someone inside. And if you do know someone on the inside, then approach them!

Another little niche market is to work through your customers who hold office in a volunteer group, many times money is pooled to give the ONE paid person a gift or, a gift is given to the other officers from the President. Again, also work this group at Administrative Professional's Day. There is always an elected Secretary .

Last but definitely NOT LEAST. We need to remember to reward these gift customers with gifts from us. Put a lot of thought into the Thank You gift you give to the person who made the purchase, it doesn't have to be big or expensive but it better be wrapped and presented in such a way that they think it's exquisite!

It' all about building relationships and setting yourself up for the future and getting referrals too!

You want them to know how special they are and want to make sure right now in before anyone else gets to them that you have a mutual agreement that you will be providing them with gifts. This helps them get rid of the others that might approach them too, they can say, “I already have that taken care of”.