Direct Selling Four Tips to Get More Bookings



Posted: Friday, May 11, 2007

by
Phelps Positive Performance

Are you holding the amount of parties you want to hold? 99 percent of the people who responded to the survey last month are not! If you are a part of the 99 percent it could be something is missing in your presentation.

I have attended at least a dozen parties in the last few years and I have come to an amazing realization! Very few people in the Direct Selling/Party Plan business know how to ask for what they want? There are proven principles for selling and "booking parties" is selling! You are selling the concept of earning more product! Why do some consultants have more bookings than they can possibly hold while others continually struggle. The secret is in the asking! Here are four ideas to help you generate more bookings.

ASK! I know this sounds silly but I have observed that very few consultants come right out and ASK anyone to have a party. The reason is simple...they are afraid of being "too pushy"! Let's get real about this. As women we are always trying to please everyone and it doesn't work. One person at my party could think I was being pushy while the other nine people thought I was doing a great job! WHICH DO YOU WANT TO FOCUS ON? Are you focusing on the one or the nine? You need to realize that it's not your job to please everyone. Come right out and personally ask EVERYONE at your party to book a party. Avoid saying silly things like, "If you would like to have a party, please let me know!" Wow, I bet the guests are jumping up and down and can hardly wait to set their date! Try this instead, "I realize you have probably seen a lot here tonight you would like have. The good news is you can purchase a few of your favorite items and book a party to earn the rest! Our Hostess Program is fantastic!"

KNOW YOUR HOSTESS PROGRAM: You have to know your company Hostess program, front wards, backwards, and inside out! You have to know individual categories and it has to roll off your tongue without hesitation! Remember, you will get what you ask for! If you want to continually have over $500 parties & 3 bookings, talk about what a Hostess will receive with a $500 party and 3 Bookings. You need to explain the Hostess program at least 3 times during your presentation for it to sink in. Always explain what a Hostess receives at the beginning of your party. During the middle of the presentation use the Hostess program to show the "VALUE OF BEING A HOSTESS" with your Hostess. Show the items she is looking to receive for being a Hostess and how much she will SAVE by being a Hostess! Example: "Susie has selected these items this evening which retail at $250 and with a $500 party and three booking she'll receive these items for only $50 which is a savings of $200! You can save like this when you are a Hostess!" When your presentation is finished before you begin taking orders...Go over the Hostess Program one last time!!!

UP SELL FOR BOOKINGS: Encourage the guests in attendance to make a list of everything they would like to have. You might say, "If money were no object, write down on your Wish List everything you like!" It's easy to sell the idea of booking a party to a guest who has $400 of items she'd like on her wish list. When she comes to place her order ask, "would you prefer to purchase this all tonight or would you like to purchase some of your favorite items and book a party to earn the rest?" You want the guests to want a lot...but, you have to be willing to ask for the order or the order and the booking. Would you rather have the guest purchase $400 right now or would you rather have her purchase $100 now and book a party to earn the rest? Be careful! The way you answer this question will determine your booking results!

HAVE A PARTY: Have you ever had a party of your own for another company? I'm amazed at the consultants who have never been a Hostess for another company. You need to understand the value of being a Hostess! It is so much easier to sell that which you believe in. Even better, swap parties with another consultant. Then you'll both win twice! Become a believer in the benefits of being a Hostess today!

If you are in Direct Selling you need to make sure you have a full booking calendar in order to grow your business. Using these tips will help you have a full calendar. Party On!

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Want to know the fastest way to get more bokings and build your Direct Selling business? Head over to http://www.karenphelps.com for Direct Selling strategies.
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Top-level comments on this article: (2 total)
» left by kathryn
from las vegas 4 years 90 days ago.
Love the boldness of "just ask", however I think another great article would be what to say to break the ice . I feel most consultants including myself on days are afraid of that break the ice first comments. And then building or directly shooting for that "ask" question.
» left by Becky Madombwe
from Letchworth Garden City 3 years 38 days ago.
Fantastic article, sometimes the simpliest things can move your business forward like asking, very useful i will be applying this to my Mary Kay business this year. Becky
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