Bookings « Direct Sales Help Direct Sales Help

Keeping the Momentum in Direct Sales

Filed in Bookings | Consultant | Getting Started Leave a comment

Now that you are going again, are all updated and ready to party, its important to keep your business going and growing. This can be the easiest thing to do once you start getting parties, but if you are having difficulties, do not give up. It may take a bit of time to get your business growing and busy again, but it will happen if you keep at it.

Organize your Calendar

Make sure you know when you are available for parties and when you are not. You want to be booking at least two parties at every event you do – one to replace the one you had and one to grow your business. Even if you cannot get a hostess to 100% commit to a date, if you can get them to tentatively commit and pencil that date in, chances are it will follow through. But if they tell you that they will contact you, you likely will never hear from them again.

Following Up

If you called someone originally about booking a party and they were not ready at that point, make sure you put them on your list to call again. I keep a spreadsheet of all my customers and who I have called and when. If they tell me I can call again in a few months, I will make a note of call in September – new baby. Then, when I call, I can ask how the new baby is which impresses them and I am calling when they asked me too.

Keep Up

One of the biggest things I always tell people is to keep current on all your communications. If you have social media accounts you should be checking them on a regular basis. If you have an email account, you should be checking it at least daily. If you have voicemail, you should be returning calls within 24 hours. I have had many customers who have told me that they contacted several consultants but that I was the only one that replied. You want to be the first response as they will likely book/buy with whoever gets in touch with them first.

Why close the direct sales party that night? (directsaleshelp.com)
Direct Sales Bookings (directsaleshelp.com)

This post sponsored by:

Are you a fan of political satire and cannot get enough? Check out the Political Satire eBook available here. Not only is there one book, but there are two, which should keep you rolling on the floor laughing for a while!

bookings in direct sales, Business, direct sales bookings, Direct selling, Marketing and Advertising, Multi-level marketing, Small business, social media

01Apr

Further Help with Bookings

Filed in Bookings | Books 1 Comment

If you are scared of cold calling, this book will help you this technique. Even if the leads are warm, it may be beneficial.

Who doesn’t want their calendar full? Advice to help you attain that goal.

bookings, Cold calling, getting bookings

31Mar

Booking Challenge

Filed in Bookings | Games 1 Comment

An early 20th century candlestick phone being ...

Image via Wikipedia

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

booking challenge, Business, hostess, Party plan, phone challenge, team challenge, Telephone

30Mar

Stack the Hostess Game

Filed in Bookings | Games 1 Comment

There are some people out there that are visual learners, so this is a great way to show them the benefits to being a hostess.

You start by either asking your hostess to stand up or you can pick one of the guests. Maybe you want to ask for volunteers. Either way, you need someone to come up and help you.

Start by thanking them for coming up, get their name, and ask them if they have considered having a party. If they say no, you can say why not? Do you realize how much stuff you can earn for free? Chances are they will say no, they don’t. You then proceed to tell them that you are going to show them.

“This is what my hostess gets, just for having a party. This is without sales or anything, no strings attached” and place the hostess gift in their hand.

“Now, when my hostess gets to (bottom level for benefits) she is going to get X of free product” Add this to her hand.

“But, that’s the bare minimum. My hostess average is Y so therefore, you are going to get even more!” Pile that onto her arm. If your average is quite a bit higher than company average, you may want an extra step in here to show what company average gets and what your hostess gets.

“Don’t forget, when your sales get to Z level, you get an extra A or you get discounted B product”. Continue piling up her arms.

Do a summary at the end.

“Do you see everything in Jane’s arms? That product is worth C but Jane got it all for free for inviting me into her home and showing you this product!”

OR
“Do you see everything in Jane’s arms? That product is worth C but Jane got it all for $10 for inviting me into her home and showing you this product!”

This presentation has to be modified for your program, but you get the idea. Customize it to fit the wording you are comfortable with and your program, but it can be a highly effective presentation.

Note: Figure out the items before hand, I don’t know about you, but my math skills aren’t that great on the fly!

booking game, hostess game, Shopping, stack the hostess

29Mar

Deal or No Deal Game

Filed in Bookings | Games 1 Comment

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.

booking games, deal or no deal, games

28Mar

The Gambling Game

Filed in Bookings | Games 2 Comments

: 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

bookings, Business, Gambling, game, Shopping

25Mar

Incentives to Promote More Bookings

Filed in Bookings 3 Comments

Image via Wikipedia

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.

—

bookings, calendar, Envelope, hostess, hostess program

24Mar

Utilizing your Wonderful Hostess Program

Filed in Bookings 2 Comments

Great Booking Script:

Example of a script I love to use at the end of my show after I have created their need:
“ I know all of you ladies are really busy aren’t you? (They will say yes). Me too! I don’t know where the time goes. Let me ask you, what is your favorite department store? Someone yells Hudson’s. “IF I said I had a $100 Gift certificate for a shopping spree to Hudson’s for anyone who wanted it, how many of you would take it? (wait for a response) Now what if you had to find one night in the next 3 weeks to spend it, how many of you could find the time to spend it? (wait for the responses). Now we wouldn’t want your friends to miss the fun, what if you had to find 5-10 of your friends to go with you on this shopping spree, who could make that happen? (wait for a response)

Well Ladies, that in essence is what Company is offering. The Average Hostess has 10 orders and earns $100 or more shopping spree including FREE and discounted merchandise with a qualifying show! And what is really exciting is when you have 3 friends wanting a shopping spree; your shopping spree soars up over $100 more when their show qualifies.

(You can fill them in on the details when they set their date) I’ve got a few shopping sprees with me tonight (show host pack with $100 shopping spree written on them in big red letters) for the first three women that set their date TONIGHT and choose a *Star Hostess date I WILL ADD AN ADDITIONAL $15 FREE to your shopping spree.

Don’t give them too many details about the hostess program. Sell them on the ideas of booking a show. Once they book-hostess coach them with the details. Your goal should be to book a minimum of 3 people within 3 wks at every show. (Watch how fast your calendar will fill up)

(*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)

Free Product
Get this (hold up a popular, higher priced item) _____ FREE when you host your very own Shopping Spree this month (or whatever dates you are promoting).

Buying Guest Credit
Here is our Most popular item. This item is regular $62 and when you host your shopping spree with only 10 guests’ orders you can get this for ONLY $21.70.

Hostess Exclusives, Monthly Specials, Booking Bonus
SHOW HOSTESS EXCLUSIVES, MONTHLY SPECIALS AND BOOKING BONUS ITEMS!
“Here we have the Exclusive Item, which is regular $79 and ONLY OUR HOSTESS can get it tonight for JUST $22 when she qualifies!!! (Go into details about why this item is so great)
This is our Product name, which is regular $24 and ONLY OUR PRIOR HOSTESS can get this when her 3rd qualified booking holds! Guess what she’ll pay for this one? FREE plus she will receive $50 from the catty FREE!!!

Here we have ______________ which is the special for ______(next month or whichever month your trying to promote bookings) and ONLY OUR HOSTESS CAN GET ALL OF THIS FOR ______(price)
(put all these items in a really nice basket so when you show it you can show it as a package for that discounted price)

—-
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

booking, hostess program

23Mar

Other booking seeds to use during your show.

Filed in Bookings 1 Comment

The offer is so Good not even YOU can believe it!

“I can’t remember the last time they ran a special this good!”

“They must have lost their minds to run such an AWESOME Special! We have never done anything like this before.”

“I can’t believe it myself!”

Immediacy Factor: People act when they feel a sense of urgency.

Create urgency by saying things like:

“I only have a few dates left open” or “This offer will end in 2 wks” or “ This offer is only for those who schedule their Shopping Sprees TONIGHT WITHIN 3 WKS!” or on Star Hostess nights?

Testimonials: Use Client testimonials to sell the idea of booking

“I’m so glad (prior hostess) is with us tonight! ______ just had a party with me 3 weeks ago, and how much did you get in hostess credits?” (She answers) “Not only did she receive ______ credits but tonight she will receive $35 FREE just for ________(hostess name) booking her show off hers. And last week she got 65% off an item at her first party that was held off hers. (Then you can add-” AND in 2 wks her 3rd party will be held and she will receive an additional $50 more absolutely FREE plus a FREE booking bonus item!” “Now how many people in here wished you was ______(prior Hostess) or _______ (hostess) so that you could be earning the FREE Shopping Sprees?”

—
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

booking seeds, bookings

Older Entries

Accounting (23)
Advertising (22)
Before You Start (29)
Bookings (20)
Books (6)
Consultant (54)
Customers (28)
Fundraiser (8)
Games (6)
Getting Started (28)
Hostess (16)
News Articles (10)
Organization (11)
Parties (27)
Recruit (24)
Sales (22)
Social Media (11)
Trade Shows (19)
Uncategorized (1)

Related articles

This post sponsored by:

Are you a fan of political satire and cannot get enough? Check out the Political Satire eBook available here. Not only is there one book, but there are two, which should keep you rolling on the floor laughing for a while!