Archive for the 'Sales' Category

Sales Techniques: Defining Your USP

SalesWhat is a USP?

Your USP is your unique selling position. Your USP is what makes your business unique. Without a USP, your business will lack direction.

You may be selling the same line of products as your main competitors, but that doesn’t mean that you can’t carve out a successful piece of the niche. What will help you do this?

Defining your USP.

Questions to Help You Define Your USP:

  • What makes my business unique?
  • What does my business possess that my competitors’ business doesn’t?
  • What can I do better than anyone else?
  • Why makes a purchasing experience from my company different?

Evaluating your business based upon these questions (and any others that may come to mind) will help you define your USP to a laser-targeted focus.

Some Examples of Effective USP’s:

  • All customer service inquiries answered in 24 hours or less
  • Free product samples included in every order
  • Share Your Feedback, receive a discount coupon
  • Free shipping on all orders
  • Customer Loyalty Program
  • Guaranteed Same-Day Shipping

How Do I Communicate My USP?

  • Build your USP into your business tagline
  • Print it on your business cards, postcards, flyers and other mailers
  • Print your USP in every newsletter
  • Place your USP on your product labeling
  • Create helpful audios or videos for your website that reflect your USP

The key to leveraging your USP is to make it a cornerstone in your brand identity. Make sure that all of your customers know your USP, and how they benefit from it. As we’ve stated before, it all comes down to “what’s in it for me?” Your USP can answer that question for your customer.

Using your USP to answer this question for your customer will earn you business, and customer loyalty.

Want more fabulous formulations and savvy sales tips? Subscribe to my FREE Make Your Own Spa Products E-Course.

Spa-at-Home Parties

spatreatmentSpa-at-Home parties offer an excellent alternative venue to offer your pampering bath and body products for sale. Opportunities to offer the spa experience within the comfort of the home abound – from traditional home-party style evenings, to bachelorette bashes, tween birthday parties and sleepovers – the potential to leverage your products is limited only by your imagination, and motivation!

Setting the Stage

Theme your presentation around the type of event the hostess is having. For example, if your hostess is having a bachelorette party, you’d want to theme the products and demonstrations around items that the bride and her attendants could use in preparing for the big day – items like facial masks, body scrubs, or relaxing bath salts and soaks. For a tween birthday party, you might instead opt for things like fragranced body splashes and lotions, shower gels and bubble bath.

It isn’t necessary to change your product packaging for these types of events, but you can inject fun into the process by creating themed gift sets, baskets or gift bags in non-traditional types of containers. Some great examples include take-out boxes, cosmetic bags, inexpensive totes or purses, teacups, or martini glasses.

Keeping it Simple

The key to success in putting on these types of events is to keep it simple. Limit your product offering to your best sellers, or those that best fit the group. If you plan to offer demonstrations of items such as scrubs or masks, be sure to instruct your hostess to have extra hand towels, tissues, and other necessities ready for her guests.

Handy Spa-at-Home Party Checklist:

  • Pre-printed order forms
  • Business Cards
  • Brochures or flyers
  • Calendar (to book additional parties!)
  • Party games
  • Inexpensive prizes (pumice stones, nail files, cuticle kits, etc.)
  • Plenty of Sample Products
  • Full-size items for sale
  • Party favors (items such as samples, business card magnets, notepads, etc.)
  • Bags to package purchases
  • Cash bag to make change

Offering spa-at-home parties is a creative way to supplement your income, and introduce your products to new prospects. Focus on sharing your passion for the products, and the benefits that they impart, and sales will surely follow.

Interested in learning more business-building tips and product formulation ideas? Subscribe to my FREE Make Your Own Spa Products E-Course.