Building Your Business on Bookings
Your first objective in starting your new business (or re-launching your calendar) is to book six parties (home or online) in a 30-day period. I call this jump-starting your business, just like you have to jump-start your car if your battery dies.
Another way to jump-start is to book three parties in a row. That can bring big benefits: The average consultant who does three parties back-to-back generates seven new bookings to schedule in their calendar. That creates momentum, builds confidence, and makes instant money. Plus your enthusiasm grows and you feel great about your business. As a bonus, you will be able to reference the previous party at your new party, something like this:
“Okay ladies, last night our [product] was the most popular of the night! This is definitely something you cannot leave this party without. Everyone was so excited about it because…”
Being able to say something like that implies a few things:
Your business is booming with bookings. They will see that everyone wants to host a party with you and that it must be fun and enjoyable. They will start to consider whether their friends would love it too.
The product is amazing. People will see that it is in high demand. And people want what other people want.
- The concept works. People will take notice that your calendar is full and assume your business must be doing very well. It looks like fun and, most importantly, appears easy to do. Many will consider it as an opportunity and possibly want to join your team.
You may say, "Well, I came into this business to do only one party a week," or "I came into this to do it part-time." That's fine. It is your own business, after all. But to really establish yourself in the very beginning, it is very important that you hold six parties in a three-to-four-week period. The closer you can make that time frame, the better off you will be. There is no substitute for getting a strong start and having a healthy calendar.
Here are some ways to secure bookings:
The Casual Approach
Make it casual when you're in casual conversations. You don’t even need to use the term ‘home party.’ You can offer your customers a fun night to get together with friends. It’s as simple as that.
When I was in the field, I remember being out and about at the mall one day, when a woman complimented me on my necklace. I thanked her, explained to her what I did and asked her if she would be interested in hosting a party.
She replied with, “No, I don’t like home parties.”
Now many consultants would have taken this as a no, and walked away feeling discouraged. But I knew that there was still an opportunity to gain this woman as a customer.
Remember, you do not only offer home parties. You offer a magnitude of ways that clients and customers can purchase from you.
So instead of accepting defeat, I let her know that I also offered one-on-one appointments where I would come to her house, bring my jewelry and help her match them to her outfits. The woman loved this idea and can you guess what she asked next? “Would you mind if I invite my daughter and some of my friends?”
And what is that right there? You guessed it, a party.
See The People
In this business it is important to see the people. Meaning, you want to get you and your products in front of as many eyes as possible.
Using your booking lead notebook, you will want to start to call some of your friends, family and acquaintances to set up a time for them to see the products.
When you call them initially, you may want to start with something like this:
"Hi Jessica, this is Belinda. I was wondering if you’re going to be home this weekend (or this evening or afternoon). (Wait for response). Great! I’d love to come over for a quick visit. I have something really exciting to show you!"
Or maybe something like this:
"Hi Jessica, it’s Belinda. I can’t wait to show you the new business I’ve decided to do. (Wait for a response). Terrific! I’d love to stop by for a few minutes to show you some awesome products. I know you are going to love them.
Enlist Your Friends
When you are starting your business, don’t hesitate to ask people for their help. Friends will often surprise you with their willingness to help you get a great start in your business.
Let them know what you need to be successful and sincerely request their assistance; you’ll typically find them eager to know exactly how they can help you.
"Hi Sarah. This is Belinda. Do you have a couple minutes?" (Wait for response). I’m just getting started in a new business and I was wondering if you could help me out by hosting one of my first parties?”
Remember, always start with your list of 100! Use your booking lead notebook to create a list of potential hosts, leads and customers.
Thank you for your encouragement and topics. I am new at direct sales and need all the hints I can get.
I LOVE how you have these scripts on the tip of your tounge!I need a boot camp on peppy – quick response – relationship building. Are there any courses, groups or trainings you would recommend?
Thank you for taking the time to do these emails it helps ALOT!
As a leader, trainer, and consultant I have had the opportunity to hear you present this information live. You are an amazing speaker with authentic, usable ideas for all direct sales. Thank nyou for sharing this article. I will use it myself and share it with my team!
i am finding this very helpful! Thank you!!!
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