Retail Raising Role Playing
Before show
Coach hostess about staying at table and getting jewelry on guests and then returning to table to assist after presentation.
Greet guests and make suggestions for jewelry
Set up check out area with only 2 places to sit near the jewelry table but still private for personal shopping
Suggest that guests pick the color purse or scarf they want now to be sure they get the one they want.
During Show
Over come objections
Buy ensembles so you can wear it all instead of waiting until next show
Buy what you really want-especially if you are having a show because it will be your advertisement.
Don’t forget gifts-they could help you reach gift with purchase levels
Show why they need each ensemble –to meet a trend—value—or basic wardrobe builder
After Presentation
Always discuss retail specials
Have $10 specials and take them with you to check out area
Let your guests know that they can fill out form and you will do tax and shipping or they can just bring the jewelry to you and you will fill out form
Let guests know where you will be conducting your “private shopping”
Role Play
Ann joins me at check out station with order form with Bellisimo necklace on order form.
Dana—Oh Ann that is a great piece, what are you going to wear it with.
Ann---I have a white shirt and a cute jacket to wear with my jeans
Dana -- That sound like it would be perfect! Do you have earring that will match
AnnYes I have some shiny silver studs that will match
Dana –That would go well, but to keep with the designer look of Bellisimo an antique earring would be better. Do you have any antique silver earrings/
Ann—No I don’t think so—I am not really sure what you are talking about.
Dana—using book or the table –show Anne Sphere and imperial. The sphere would look great if you are going for a more Casual look like your jeans and when you want to dress it up you can go with an earring with a pearl –like Imperial.
Anne—I usually wear more jeans, lets go ahead and get the sphere, and you know I want it to look like the real thing— ha Ha
Dana-you got it—now I don’t know if you remember but the Bellisimo bracelet is on sale for Andrea’s show for $25 instead of the listed retail price of $39. You could complete you set and when you need a longer necklace you can add the bracelet to the necklace to make it longer because the clasps match.
Anne—I had forgot about the special, give me the bracelet too. I know I will go to Jamie’s show, but it may not be on sale then.
Dana-well Anne I think you are going to be very happy with the ensemble. There are so many things you could wear with this. Now that you added the bracelet it qualifies you to be able to purchase one of these items for only $10. The Carley earrings would give you an extra pair of earrings to wear with your ensemble.
Anne—Well, I have some pearl earrings already.
Dana—Oh good, well do you have any Easter gifts to buy? What about the parfait bracelet or the Shine necklace makes a great graduation gift.
Anne—No not really, but what about mother’s Day.
Dana Sure the Embassy bracelet is great for someone who works in an office because unlike a bangle it lies flat when you are at a desk or computer.
Anne—That would be great, because my Mom works in the payroll department at the school board office and she wears a lot of gold so now she can mix it.
Dana—OK well great—It looks like you got some great deals and you are ready for the spring. Your total retail is $89. Just so you know that is so close to the $100 for you to pick one of our great totes with the scarves for you to take home with you tonight. It can be anything $11 or more. Do you want me to show you a few ideas?
Anne –No I think I am done.
Dana—No problem, sometimes ladies forget the special by the time they check out and I just wanted to make sure you knew and didn’t miss out on a great opportunity to have something cute to put your Mom’s present in.
Ok you total is….$99.56—you can make the check payable to me or I do accept Visa MC and Discover, or cash or a combination of all three—that’s our husband unawareness plan!!
Ann—laughs—I think I will use a check.
Dana—Ok—Ann I would love to do a show for you!
Anne—Well I was thinking about it, but I am just so busy.
Dana—I know –everyone is so busy these days, but I really make it easy. I send out all the invitations and I suggest a desert and something to drink and all you have to clean is one bathroom and the living room. Once everyone gets there we don’t notice anything else.
Anne—Well I really wanted the Solano set and the monogram set to wear with Bellisimo. I guess I can do one but I need a few weeks.
Dana—Sure-Are Tuesdays or Thursdays better
Anne-Tuesdays
Dana- Ok What about Tuesday, March 5th?
Anne—sounds good!
Dana-you know you could add your Monogram pendant to your order, get the tote and get the rest at your show. That would give you at least one other way to wear your necklace ensemble and advertise for your show.
Anne: Can I add that now?
Dana--No Problem-I will just add it here and you can pay cash for it.
Anne—Well, than you so much for your time—I think I can wear my new pieces several times and I really enjoyed the show.
Dana—I am looking forward to your show!!!