Business Builder Class How to Make Every Spa a $500 Party Section One Compiled by Kerry Oppenheim, Senior Regional Director, LGS Hostess Coaching Create a friend & business partner Ask the hostess her goals for the evening If you haven t created a theme for the night, do so. (I like to have the theme picked out before meeting, so invitations can be printed before meeting.) Discuss the atmosphere of the evening including food, beverages, and music. Create a party agenda, something like this: Guests Arrive, 20 minutes of connections (eating and talking) & conduct an on-time drawing. Hand treatments at the sink and then gather for the foot soak and product demonstration. (15-20 min) Foot soak presentation and pampering (40-60 min) Foot balms, massages and ordering (15-30 min) Hugs goodbye Have the hostess start filling out her wish list; ask her about her favorite products. Ask her to have a testimonial to share at the party. Make sure to FOLLOW UP before the show. Key questions when talking on the phone: o Who s coming? o Who haven t you heard from yet? o What can I do to help you? o Confirm the time of your arrival and clarify directions (is there a gate code, etc.). Lemongrass Spa Products, LLC. All rights reserved. 1 Lemongrass Spa Products, LLC
o Reassure her that after you set up your display, you will be available to help her with any last minute arrangements. o Express your excitement about her party. Invitations Utilize a theme Include a menu or menu teaser (helps the hostess plan and guests know what to expect) Include contest to go with theme, i.e. best sandals, best drink recipe, etc. Include on time drawing slips for guest and friend. Include a sticker that says, Bring this with you for an extra drawing ticket (Inspires guests to bring a friend and put it in a place where they will see it often.) Make the envelope fun and interesting! Use stickers or neon colors. Shopping Experience Take a minute and acknowledge the hostess for her hospitality. Make a comment about the great food, ambiance, or whatever it is that is sincere and friendly. Then tell the guests that her job is done and for the next segment of the party, it s time for us to pamper the hostess so she can enjoy her free shopping experience! Introduce the special "party packages" for easy ordering (see Special Party Packages June 19.pdf on the Downloads section of the website under Lemongrass University files) Explain that you are available for any questions and will assist anyone with completing their wish lists. If you notice someone has a really long wish list, you can suggest they get some of their items for free by hosting a spa with you. Suggest that they can drop their order into your Order Basket, then head over for dessert or more snacks or whatever and that you will call them when it's their turn to checkout. Party Packages Create a few packages of popular items and give it a theme. Such as: Take me to the Tropics, Spa to Go or a Mothers/Fathers Day gift. Optional: include inexpensive, themed packaging. List the price of the entire party package, including shipping & tax. It is easy for the guest to order because all the guest needs to write on their order form is the name of the package! Highlight some of the gift collections that Lemongrass has available. I just sold two pampering baby gift sets at my last party for baby shower gifts! Make your packages part of the party experience. If your hostess has a theme, make a package to go with the theme and perhaps the package is only available for purchase that night (or during that season). Lemongrass Spa Products, LLC. All rights reserved. 2 Lemongrass Spa Products, LLC
Customer Care Cards Utilize these for wish lists and collecting information. I ve found that it is a pressure-free way to gauge interest in hosting and/or joining the business opportunity. There's a very inexpensive one you may order at www.businessenhancements.com that I like. It has a place for the guest to join the "It's just what I wanted" Club. The downloads page also has a Customer Care Card designed by Lifeline Coaching with the Lemongrass branding on it simply print it on colored paper and cut into 2 forms. When presenting your commercials, ask the guest to answer specific questions on the customer care card. Increasing Sales It s helpful to have a guest with personal testimonial. I always have the hostess talk about her favorite products. If the hostess is new to the products too, consider giving her a couple of samples to use before her party. Challenge her to share the sample with 5 friends before her show. For example, give her a sample body polish and have her shave her legs with it, or challenge her to polish 5 friends' hands. Focus on the biggest values of our line, the foot kits & the face kits. Also focus on the quantity discounts, 3 body polishes for $36. Keep two, give one for a gift. I always focus on the Spa Gift Sets as a great first thing to buy because they are a good sampling of the product. A Spa Gift Set and a body polish is $33 in sales which is a great start to an order! You may also consider focusing on a Spa Ritual Collection, such as the Mango one for only $49. Games to Enhance Your Party Experience. PURSE GAME Play the purse game before your shopping experience starts. Hand out tickets or playing cards for each guest finds the items you announce in her purse. Whoever retrieves the item announced FIRST earns a ticket. Those with the most tickets wins a prize (could be a trial-sized item from my spa goodie basket ). Visa, MasterCard, American Express Card, checkbook and cash (these are the forms of payment we accept.) Calendar (you want to check you calendar to see which date you d like to schedule your own spa party.) Cell Phone (you are going to want to call all of your friends and share your excitement about these wonderful products!) Lemongrass Spa Products, LLC. All rights reserved. 3 Lemongrass Spa Products, LLC
Gum or Breath Mints (you want to have fresh breath because people are going to be up- close- and personal to check out how fabulous your skin is after using Lemongrass Products.) Nail File or Clippers (you want to have nicely manicured nails when showing off your nail balm treated nails to your friends.) Picture of your family (Lemongrass Spa is a great business for women with families.) o Give a prize to the person that has the most tickets. o If using playing cards, give a prize to the person with the highest value of cards. Variation: When your calendar isn t as full as you d like, you may want to try this. Offer a special booking incentive, have each guest look at their LOWEST card, tell them that if they book a show with you that night, they will be able to purchase a Body Polish for the amount shown on their lowest card. NAME THIS LOTION Display the ingredients to a well- known lotion, pointing out the unsafe ingredients. Give a prize to the 1 st person to correctly guess the name of the product. Then compare them to the ingredients in our Whipped Body Butter, only 5 ingredients and only 4 in the unscented version! Or compare them to our Baby Bottom s Up Balm with all-natural ingredients. INGREDIENTS: WATER, BUTYROSPERMUM PARKII (SHEA BUTTER), CETEARYL ALCOHOL, PETROLATUM, GLYCERIN, CETEARETH-20, ETHYLHEXYL ISONONANOATE, STEARIC ACID, THEOBROMA CACAO (COCOA) SEED BUTTER, MANGIFERA INDICA (MANGO) SEED BUTTER, TOCOPHERYL ACETATE, CYCLOPENTASILOXANE, OCTYLDODECYL MYRISTATE, DIMETHICONE, CETYL ESTERS, MINERAL OIL, DMDM HYDANTOIN, SODIUM HYDROXIDE, FRAGRANCE, CARBOMER, METHYLPARABEN, PROPYLPARABEN. Jergens Shea Butter Skin Enriching Cream Ingredients: Water, Propylene Glycol, Myristyl Myristate, Glyceryl Stearate, Oleic Acid, Stearic Acid, Polysorbate 61, C12-15 Alkyl Benzoate, Dimethicone, Isopropyl Palmitate, Sorbitan Stearate, Cetyl Alcohol, Synthetic Beeswax, Stearyl Alcohol, Benzyl Alcohol, Carbomer, Fragrance, Methylparaben, Propylparaben, Butylparaben, BHT, Sodium Hydroxide, Red 33. JOHNSON'S Baby Lotion with that unmistakable baby fresh scent. Lemongrass Spa Products, LLC. All rights reserved. 4 Lemongrass Spa Products, LLC
Section Two Compiled by Heidi Leist, Lemongrass Founder In an economy where consumers are concerned about unemployment and high gas prices, offering information about the QUALITY, VERSATILITY and VALUE our products offer will enable them to make wise purchasing decisions. Your exceptional CUSTOMER SERVICE as a consultant will make them a lifelong customer! Here are a few suggestions on how you might communicate those features: Quality: The ladies at the Lemongrass Spa home office hand-select natural vegetable oils and botanicals for the skin treatments instead of cheap fillers such as mineral oil and propylene glycol petroleum. The lotions, crèmes, body butters and body polishes include ingredients so pure, you could eat them! (ha, ha!!) Versatility: I use the Whipped Body Butter for virtually everything! It helps heal burns, scratches, scrapes, dry skin, itchy skin and sunburns. Some ladies even use it as a face cream or to soothe chapped lips. Value: An eight-ounce bottle of Lemongrass lotion could last up to twice as long as a store-bought bottle because of how rich and healing it is! Mineral oil, used in most lotions, creates a layer of oil that sits on top of the skin, so when you wash your hands, it comes off. Our lotion contains jojoba, almond and shea oils that actually soak beneath the top layer of skin, treating dryness at the source and heal it permanently with daily use. Once a day is probably all you ll need instead of multiple applications you might need with other lotions. Customer Service: Share what you do to provide an extra service that a local store isn t able to provide for them. Write thank you notes to your customers after meeting them at parties. Include a free gift with purchase for orders over $100, etc. As part of ongoing customer service, refer your customers to your website frequently. Print your site address on business cards, reorder labels, marketing emails and on all spa party INVITATIONS! For guests who cannot attend a party, type the ordering instructions which will boost your outside orders for every hostess. If you are not able to join Tammy for her Tropical Spa Party, you may place an order prior to August 21 st simply by visiting my site. Go to www.ourlemongrassspa.com/ your ID# and click on the link, My Events, located under my contact information on the left side of the page. Using the Event Calendar, click on Tammy s event on the August page, and then select Shop for Event on her event page. You may place your secure order and it will be included in her party sales. Lemongrass Spa Products, LLC. All rights reserved. 5 Lemongrass Spa Products, LLC