Monthly Archives: March 2011

Booking Challenge

An early 20th century candlestick phone being ...

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Challenge your team, a teammate, another consultant, someone to a booking challenge.  If you cannot find someone to do it with you, create a mini self challenge.

Start by making a list of all those people who were interested in a party but you were not able to pin down or you have forgotten to call.  Then the list of those who have purchased but you never heard from again.  Basically, anyone who has ever come in contact with you and your business.   Start with those that were more receiptive and work your way down if you can.

Then, set aside an hour and just start dialling.  Some people call this dialling for dollars are you are looking for bookings which will make you money.

 

To get started:

  • Script
  • Phone
  • Phone List
  • Calendar
  • Notebook
  • Pen

“Hi Jane, this is Sharon with ABC Company.  Do you have a few minutes?”  When she says yes, you can continue.  If now isn’t good, ask her when would be better, and make sure to call them.

“Great!  I’m calling as this is an exciting time with ABC Company!  I have been challenged to book (the most parties, 20 parties) in the next 24 hours!  Whoever gets the most bookings that hold in the next two months, will get a _____ from our team leader who issued the challenge.  I am offering X to anyone who can help me win this contest.  This is in addition to all the regular free hostess credits that you already get!  I have _____ available right now”

 

Wait to see what she says and proceed from there.

You will get some that will not be interested at all, some that do not feel right now is a good time, and those that will book.  Women like to help others and by telling them the booking has to be done by a certain time, you are creating urgency.

If they tell you they will call you back, mark them down and call them back in a day or two, especially if your challenge lasts for a few days.  Tell them that you are calling as you don’t want them to miss out on this opportunity and that you only have a few days left.

For those that are interested, but cannot do it right now, you can try to get them to pencil in a few months out, or the better method is to ask if you can call them back again in two months.  Sometimes their situation will change by then and you can then book them.

With this type of calling, it is best not to leave a message if no one is home

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Deal or No Deal Game

Once you are finished with the Party presentation, pass out lapboards and catalogs. In each pocket of the lapboard have an envelope labeled Deal or No Deal.

“In your catalog you have an envelope. In each envelope is an actual product from the catalog ranging from $7 to $15. In a few minutes the Host is going to walk around the room and she is going to say ‘Deal or No Deal.’ If you are interested in hosting a home Party you will say deal and then you win whatever is inside your envelope! If you are not interested you just say, ‘No Deal’ and you will give the envelope back to the Host.”

In the envelopes, you have cards with different items from your catalogue. Sue decides to take an envelope and host a party. Order the item for Sue when you place the party order for the original host so you can give it to Sue at her party. It is worth it if you are walking away with a booking…and that booking could lead to another booking, a possible recruit, etc!

This game is great because it takes the pressure off of you! The Host is doing the work for you! Anyone that is possibly on the fence about hosting, but knows that she will get an extra item will be more likely to book!

Rules:
• You will receive the product at the time of your party.
• Party must be scheduled from one of the available dates and hold on that date.

—–
Amanda has been schlepping Gold Canyon Candles for nearly a year and a half. This has helped with her compulsion to sniff yummy scented candles at stores as she can now sniff the awesome ones she sells until her little heart is happy.

In her other life, she is a youth services librarian who is passionate about all things books, as can be noticed on her book blog Ama Reads.

The Gambling Game

It's A Gamble
Image by MarkyBon via Flickr

Materials Needed:

Ÿ  10 – 14 Wrapped boxes or decorated envelopesŸ  4-6 small gifts

Ÿ  1 big gift

Ÿ  4-6 slips of paper on which you’ve written:  “Congratulations!  You’ve won a gift!”

Ÿ  1 slip of paper saying:  “Hurray!-You’ve won the TOP PRIZE!”

Ÿ  5-7 slips of paper which say:  “Congratulations!  You’ve won ME J”

Pre-Show Preparation:

Place one slip of paper into each box or envelope.  Tip:  Be sure to make a visual note for yourself of which holds the “Top Prize” slip.

Suggested Script:

The best time to play this game is after your show demonstration ends, but before the you begin the ordering.

“I’d like to thank you all again for coming.  I’ve had a great time tonight, so before we end the show, I think we should play one more game…..the GAMBLING GAME.  This game is designed to help our Hostess, ____________, earn all her favorite items tonight.  Participation in this game is strictly voluntary, so let me explain how it works.  Tonight I have ____ gift boxes (or decorated envelopes) with me.  Inside of ____ of these is a slip of paper saying, “Congratulations!-You’ve won a gift!”

(hold up and describe the special prize for all to see–samples, make it appealing)

“If you decide to take a chance and choose one of these boxes (or envelopes), this is what you will take home with you tonight!  Inside one of the other boxes (or envelopes), is a slip of paper that says, “Hurray!-You’ve won the TOP PRIZE!”  Now, look at what I’ll send you home with if you pick that envelope!”

(Again, Demonstrate  and describe the top prize,–basket with vibe, such as wp bullet, ladyfinger, coochy, etc or even a massage basket with massage mit/lotion-MAKE THIS ONE VERY APPEALING)

“And inside each one of the remaining boxes (or envelopes), the slip of paper says,  “Congratulations!  You’ve won ME J”  Now you can see why we call this the Gambling Game-because if you play, you’ll have to take a chance.  I’m on my honor to give you a special gift if you select that box (or envelope).  So, you’ll need to be on your honor to hold a For Your Pleasure show with me if you select one of those booking boxes (or envelopes).  So, Let’s get started….”

At this point, approach the guest who has been the most enthusiastic throughout the show.  Ask her if she would like to play and if she says “Yes”, let her select a box, but remind her NOT to open it.  Then continue around the room doing the same thing until everyone has had a chance to play.  Now, go back to the first guest and say:

(But remember your visual note for the top prize, APPROACH THE PERSON WITH THE TOP PRIZE LAST!!  If something happens and the first person you approach has the top prize and opens it, everyone else knows they will not be receiving the top prize and it will ruin the anticipation of wondering ‘Who has the top prize’)

“The name of the game has changed,  Now let’s play ‘Let’s make a deal’.  You can choose to keep you box, open it and take whatever is inside home with you.  Remember that It could be a small gift, the top prize, or an agreement to host a show with my smiling face J.  If you’re unsure of what to do, you can give the box back to me right now-unopened-say yes to holding a show, and I will bring you that very special top prize (describe big gift) the night I do your show.  By making this choice, you’re guaranteed a big gift and you’re helping your Hostess, ____________, to get her favorite items FREE!  Plus, you will also have the chance to earn your favorite items FREE.  Now what would you like to do?

If she chooses to open it, give her the gift or write her name down for booking.  As soon as you have finished going around the room with your “Let’s Make a Deal” offer, Thank the guests again and announce those booking are actually the TOP PRIZE winners because not only will they receive that big gift but they will  be earning more of their favorite items FREE while having a blast at their show!  Then ask the guest who are booking to meet you in the ordering room to claim you  as their prize by setting their date.

—-

Judy Garey, aka the Party Plan Booking Queen, trained hundreds of distributors via company conventions and teleconferences in booking parties and hostess coaching.  Her ability to book and hold unbelievable amounts of parties led her to being the top sales producer, earned her several trip promotions and invitations to serve on many leadership teams.   She continues to serve the industry by providing training on understanding personality styles to increase sales, bookings, and sponsoring.  You can find more information at http://www.judygarey.com


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*****Incentives to Promote More Bookings*****

May - Oct 2006 Calendar

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Below are a few of my favorite Booking incentives to Book parties on the dates I want to work. Don’t forget::: You control your calendar!:

Open Date Card: Only List Dates that you prefer to work in the next 3 weeks and have them select from those dates. Great info on this from Karen Phelps. www.karenphelps.com

Calendar: This is my personal preferred method. I would only suggest this after your dates are pretty well full for 2 months in advance. Have 2 calendars:

~~1 will be your actual planner with your parties and info in it. This is your Master Calendar (if you want to stay in control of the dates you work (do parties) don’t show the calendar pages of this one.)

~~ The other is a calendar that you go through and take a pencil and scribble out dates that you are not available. I like to take a very small calendar, cut it up per month then staple it together and paper clip it to the front of the master calendar. Then when you’re booking your dates only show the month you are promoting parties in. Once they pick a date that is not scribbled off by pencil, scribble out that date on your calendar then write that hostesses info on the index card with the date she has selected then put the index card with the hostesses party date, time, name, address, and phone # behind the calendar on that paperclip. When you get home, transfer that index card info to your Master Calendar.

Star Hostess Date: *Star Hostess is where you pick 4 dates in the next 3 wks (I normally make my week nights star hostess nights to free up my weekends) you’d like to work and put stars on them. When a hostess chooses one of those dates, she is a STAR HOSTESS and will receive an additional gift or whatever bonus you’d like to add

Envelopes with your open dates on it: Go through your calendar before you leave for your show. Decide on 4-6 dates that you want to work over the next 3 weeks. Make these envelopes really pretty and put on it; Shopping Spree date: Fill in that date, then put FREE product stickers, etc on it. Pass these around the room closer to the end of the show. (Put them in a basket). Instruct your guests to write their name on the envelope they prefer and when you’ve put them on your calendar in the ordering room they can open that envelope to see what their extra FREE goodie is for that particular day.

Double Base Hostess Credits: One of My Favorite Incentives. This really gets the hostess excited about picking your particular date. I normally do this when there is a date that I really want filled. You could use if for hosting a week night party, office party, catalog party, last minute party, etc.

Balloon Incentive: Give everyone balloons when they come in but do not tell them what they are for. Trust me they will question you. Just say “it’s a surprise” with a cute smile.

At the end of the party, tell them that each balloon has a FREE gift in it. When they date their show with you tonight they can pop their balloon and see what their special gift will be when their show holds.

Judy Garey, aka the Party Plan Booking Queen, trained hundreds of distributors via company conventions and teleconferences in booking parties and hostess coaching. Her ability to book and hold unbelievable amounts of parties led her to being the top sales producer, earned her several trip promotions and invitations to serve on many leadership teams. She continues to serve the industry by providing training on understanding personality styles to increase sales, bookings, and sponsoring. You can find more information at http://www.judygarey.com

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****Plant Booking Seeds*****

Booking seeds prompt people to take action.

Opening Booking Script:

Put time into your opening.  Your opening should create a vision.

It will set up your expectations for the night.

“Hi Ladies, Thank you all for taking the time to come out tonight and support our hostess______ and this business that I’m here to present to you!  I know some of you have never been to a Product Party before so let me tell you what we have in store for you.  Tonight I want you to sit back and relax because my job is to pamper you.  I am here to give you a private showing of Company’s wonderful line of products.  You are going to see soooo many Awesome items tonight, that your biggest dilemma is going to be, WHAT SHOULD I BUY NOW, AND WHAT SHOULD I GET FOR FREE WHEN I BOOK MY SHOW.  As a matter of fact, falling in love with so many items is such a dilemma at our shows that more than half the people at our shows end up booking a show.  I have 3 goals for this evening.  The first goal is that I want everyone to sit back, relax, and have FUN!  There are no children or men here (if men are not present), so it should be fairly easy for us to have some fun!

My Second goal is that I want everyone here to have sooooooooo much FUN that you decide to invite my smiling face over to your house where I can present these AWESOME Products to your friends and family and YOU can earn some FREE stuff!

And my third goal is that I would like everyone to watch what I do!  Imagine yourself up here doing exactly what I’m doing, which is presenting great products, with a wonderful group of women and having an Awesome time, I mean -where else can you go to work, talk about product, pass around product, have fun, and still get paid Awesome money for it?  Just think about it, what could an extra $500 or more do for your family?   I have info packets here with me tonight that you’re welcome to take home and look over.  By the way:  we do have a FREE kit program to help you get started!  (Or whatever other kit incentive you may have)

Then I begin the show by thanking my hostess personally and presenting her with her “thank you gift”

 

Judy Garey, aka the Party Plan Booking Queen, trained hundreds of distributors via company conventions and teleconferences in booking parties and hostess coaching.  Her ability to book and hold unbelievable amounts of parties led her to being the top sales producer, earned her several trip promotions and invitations to serve on many leadership teams.   She continues to serve the industry by providing training on understanding personality styles to increase sales, bookings, and sponsoring.  You can find more information at http://www.judygarey.com

Getting to the “Roots” of your Business–Bookings!

It’s time to put your booking caps on and think, bookings! Ok are we all in a “booking frame of mind“?

Let’s change our thinking for a moment! You can relate things that happen every day to put you in a “booking frame of mind”!

We have to start from the very beginning, where the booking begins.

For example:
Is a show actually an interview? Are you being interviewed?

Let’s see, what are things that would make a successful interview (or show)?

I pulled this from an article on how to have a successful interview, but we’re gonna change it up a tad bit.

The Interview (the show) is the pivotal and most stressful part of any job search (hostess search). Whether you are a recent college graduate (new consultant) or seasoned professional (higher levels in company), preparation is paramount to secure the job (hostess) of your dreams. Here are some tips to make your next interview (show) a success:

*First Impression
Dress For Success: Would you go to an interview looking sloppy? Sweats on? Or would you wear professional, nice casual attire that is clean, and looks good?
Hygiene: How would your hair, makeup, smell be like if you was being interviewed? I’d assume you’d agree that smelling good is great but don’t overdue it with strong perfume that gives everyone a headache.
Personality, be personable, likeable: Would you be rude? Snobby? Know it all? I’d hope not!
Confidence: How would you carry yourself? Head down droopy, half asleep? Oh no! or would you walk with your head held high with confidence knowing you’re the perfect person for the job!

*Knowledge: very powerful!
Learn as much as you can about your potential employer (hostess). Visit the premises (get to know your guests before, during, and after your presentation) Responding knowledgeably about the company (FYP and Products) during an interview (show) will make you stand above the competition.

*Practice Makes Permanent

Practice answering typical interview questions (objections, hostess program, company compensation, etc) A good Idea is to Have a friend or family member act as an interviewer (potential hostess). A better idea is to videotape the mock interviews (shows) and review them in order to hone your presentation. This practice will strengthen your confidence and make your more comfortable during the “real” interview (show)

Ask yourself this question: Who do you REALLY WORK FOR?
Yourself? Your company? The hostess?

Do you all agree that WE WORK FOR HOSTESSES???? ARE YOU BEING INTERVIEWED AT EACH SHOW? WHAT DO YOU THINK? So as you can see your guests evaluate you from the moment they meet you to the end of your presentation to see if they would like “to hire” you to be their Product Representative, just like someone from a corporate office that is interviewing you for a honorable position. And let‘s face it when a hostess holds a party with you she is paying you the highest compliment one woman can to another. She is inviting you into her home, (the very heart of her). Where everything she holds dear is at. She has invited you in to meet her family and closest friends. You should feel very honored to be there. Not only should you act like it, you should appear (dress, makeup, and actions) like you are the guest of honor. You are there because of YOU. She can order your products from any consultant or novelty shop, but she chose YOU. Remember, you are the Consultant she has chosen to work with. YOU are as important if not more so than the products that she wants to earn. It’s her House, her family and friends, her show but it’s YOUR JOB and your link to continuing success. So are you someone that you’d invite into your home? Are you positive even in the worst of situations?

Now that we’ve figured out who we work for let’s move on…………


Judy Garey, aka the Party Plan Booking Queen, trained hundreds of distributors via company conventions and teleconferences in booking parties and hostess coaching. Her ability to book and hold unbelievable amounts of parties led her to being the top sales producer, earned her several trip promotions and invitations to serve on many leadership teams. She continues to serve the industry by providing training on understanding personality styles to increase sales, bookings, and sponsoring. You can find more information at http://www.judygarey.com

9 More ideas to get Bookings

–          If your company provides samples, give these out when you talk to people about your business

–          Wear a button that says something about earning free product, having a shopping spree

–          Put a re-order sticker on every item you sell – book party, in home party, individual order

–          Referral Program

–          Call past hostesses when there is a new catalogue –offer an incentive to book

–          Post flyers around your city if you can find places that will let you

–          Donate products to local charities for raffles

–          Create a Facebook fanpage for your business – invite everyone you have an email address for

–          Network with other direct sellers – maybe trade parties

What to give as a hostess gift?

Most people that I know give out some sort of gift to their hostess for having a party.  What you choose to give is totally up to you, but I have a few suggestions for what you may want to do or not do.

I always suggest to my team to give something that is a current item in our catalogue.  This way they can tell everyone how wonderful it is and encourage them to purchase it.

If I am running a special where I am trying to increase bookings, then I may offer a larger version of my usual gift or I may offer extra credit to my hostess.

Some companies offer special items that are not available in the catalogue and that the consultant can buy at a great price to give away.  These could be test products; products discontinued a while back, a variety of things.  Be cautious using these as giveaways at a party as someone may fall in love with an item, recommend it to everyone, and then you disappoint them when you cannot get them one.

Learning Resources

While I am trying to help you with the business aspect of direct sales, there are some things I am just not knowledgeable enough about to post about.  So I recommend this other resources for you.

http://www.jenfongspeaks.com/ – She focuses on how to use Social Media to help your direct sales business.  This means things such as Facebook, Twitter, blogs and other things.  I have subscribed to her blog for quite a while and get lots of great information.

Deb Bixler – http://www.createacashflowshow.com/ – I don’t follow this site but it keeps coming up in my Google Alerts with lots of great topics.

http://wahm.com/forum – I am a member here and actually where I found my current company.  Many of the folders are company specific and others are more general.  This is a great resource to use for asking questions and getting answers in a timely manner.

http://www.mydswa.org/ – The Direct Selling Woman’s Alliance.  A great source if you are looking for stats or other information in regards to direct selling.