Benefits = Money

Mention the feature but sell the benefits is an age-old maxim of sales. What your products are made from is a feature; what they do for you is a benefit. It is benefits that make the sale and puts money in your pocket.

Consider providing the obvious benefits of your products and also the not so obvious ones. Look through your entire product line and determine as many benefits as possible for as many products as you can. Write them down, don’t prejudge them as being far-fetched, simply list them.

Take into consideration the top two reasons people book a party-plan presentation. The first is to learn something and the second is to have fun. This doesn’t mean you need to become a stand-up comic to get bookings. It does mean that by providing variations in uses of your products the far-fetched ones provide the humor while the others provide the learning.

The obvious benefit of booking a presentation is the hostess package your company provides. Most consultants hammer away at the free and reduced products people receive by booking. This is provides information to the potential hostess as to what she will receive if she books. But, if most...