          
          
          
          Party Time
          
          
               In most MLM organizations, sales are made one-on-
          one.  However, some companies, such as Stanley Home
          Products and Mary Kay, use "party plans," in which a
          group of customers are brought together for product
          display and demonstrations.  Although sales parties can
          take time to organize, the party atmosphere helps to
          increase sales.
               Usually, sales parties are held in someone's home
          and the attendees are women.  The products most
          suitable to this approach include cosmetics,
          housewares, and small gift items.
               Therefore, the first step in organizing a sales
          party is to get someone to play hostess, allowing
          guests in her home.  Typically, the salesperson offers
          an incentive to the hostess, either a gift from the
          company's line or cash -- the cash might be a
          percentage of sales made at the party.  Although this
          number varies, 10% is probably the most common
          arrangement.
               Then, it's up to the hostess to invite people to
          the party.  The more the better, in terms of sales, but
          you don't want to invite so many people that the shy
          ones hold back.  Make sure the hostess tells all of her
          friends that this is a sales party so they bring money. 
          It's awkward for people to come expecting a purely
          social gathering only to find out later that such isn't
          the case.
               Although "party" indicates refreshments, keep the
          food and drink modest.  Coffee with cake or cookies is
          an appropriate menu.
               The focus of the party should be on the product,
          so be prepared to put on a show.  If you're selling
          cosmetics, for example, you or someone else who's
          knowledgeable should demonstrate how the cosmetics
          should be applied.  For clothing, you or a professional
          model should show how the items will look; if feasible,
          give the guests a chance to try things on.
               Usually, people come to a sales party expecting to
          buy something; if you put on a good show, creating
          excitement, you may convince them to buy more.  Having
          a drawing for a door prize helps to send the guests
          home in an upbeat mood.
               Remember that it can be difficult for people to
          keep all the items and prices straight in their minds. 
          For this reason, pass out a list of your products, with
          prices, at the start or the end of the party, to
          facilitate ordering.  Try to get people to buy on the
          spot, rather than order later, by offering a discount
          or a bonus gift.
               Get the names of all the attendees, especially
          those who purchased your products or services.  Follow
          up with them for future product sales or to act as
          party hostesses.  When you follow up, find out if
          they're interested in becoming distributors.
          
          
