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Training Chat #2:
Hostess Coaching, Mutiple Bookings & 2+2
3/3/02 compiled by Cheryl Johnson
Training Led by Lissa
Download the PDF File
I’d like to send Lissa a very special thank you for
providing us with the following training! Without the help of leaders and
seasoned consultants stepping up to conduct these trainings, we wouldn’t
be able to hold them! Lissa, your training was incredible and I thank you
from the bottom of my heart!
To everyone who was at the meeting, thank you for your
input and your time spent at the training! If you didn’t come…why would we
hold the trainings!?! I know I had a great time and hope that everyone else
did also! ShariJ
Hostess Coaching, Multiple Bookings & 2+2 Calls
EFFECTIVE HOSTESS COACHING – OUTLINE (actual
outline is in regular font and Q&A from chat is in italics with an *)
Stay In Touch With Your Hostess! (*Hostess Coaching
information provided by a UL that started with a $300/show average and
turned it around to a $500/show average) *The most important thing is to
stay in touch with your hostess. If you don’t, her excite excitement level
will drop as will her sales.
You Will See:
· Increased attendance
· Increased show sales
· Multiple bookings
Your Hostess Needs To Know The Hostess Program!
· You challenge her to reach her goals
· You don't book the show and forget about her
· YOU HAVE TO FOLLOW UP AND STAY IN TOUCH!!!
EFFECTIVE HOSTESS COACHING
1. Review entire contents of hostess packet with
hostess at the time of booking. Ask if she's ever thought about doing
anything like this before. This will determine if this will be her starter
show. *If you’re having trouble getting your new hostesses to stay and
go through the packet, then go through it with them when you receive their
order. This process should only take a few extra minutes. Always ask your
future hostess if they’ve ever considered something like this (i.e.
becoming a consultant.) Never forget to offer the opportunity to everyone!
2. Suggest they invite everyone personally and to
over-invite. Inform them your cards are just a reminder - not an
invitation.
3. Follow up with "thank you for booking" postcard
sent within first few days of booking (preferably, the following day). Use
stickers of stamp or write on post card "Looking for your guest list."
4. Once you receive the list, call and thank her.
If there aren't many names, suggest who else she might invite, using
FRANK. *Help her increase her guest list by using FRANK and you’ll
notice an increase in attendance + sales.
5. 12-5-1 - can be very effective for increasing
attendance and show sales.
a. 12 guests: hostess receives 12 assorted
tealights (6 metal, 6 clear)
b. 5 outside orders - have at least 5 prior to show. Hostess
receives a votive for each one. Must have 5 to qualify.
c. 1 booking prior to show - hostess receives 2 dinner candles.
Encourage hostess to obtain at least one booking prior to holding the
show. This will ensure her to receive the absolute most hostess credit
(25% or whatever is being offered that month). All other bookings
received at show will only increase her hostess credit for additional
free product or booking gifts once all shows are held and qualify ($200
each). This creates additional bookings for your calendar!
d. Optional: if she achieves all 3, you might want to give the
hostess something extra (perhaps from the booster) as an extra thank
you.
6. Candle pool: (see sample on Tealited site).
Sell the squares prior to the show for $2 each. Sell all 50, and that's an
extra $100 order to add to the show. Draw a number, and that person will
win the $100 GC. Winner pays shipping and tax. Encourage hostess to fill
up multiple sheets, as this will increase the show total. This can also be
offered at shows after all orders have been taken (this way, it doesn't
impact the show sales).
7. Mail out reminder cards 10 days prior to show.
Send one to the hostess as well, so she knows when they were mailed.
Sometimes add a sticker/stamp that says "bring a friend get a gift
(usually a tealight – *both non invited guest and invitee may receive
tealight). *Another idea is to take that sticker or stamp and put it on
just a few of the invitations. Tell the hostess that if she finds out who
has the stamp on their card and they’re in attendance at the show, she
will receive an extra gift from you. One person also used the Hostess
Treasure Hunt for her hostess to have 12 people in attendance. An item was
personal bonused as the “treasure.” The Hostess Treasure Hunt is a long
list of “descriptives” (doctor, dentist, teacher, etc.) for her to find
guests. She can not use the same name twice. An example of this idea is
listed on Tealited’s web site.
8. The week of the show, mail the hostess a friendly
reminder card to call all her guests to ensure maximum attendance,
with a reminder for any challenges and the candle pool.
9. Call 1-2 days prior to the show to touch base
and find out how many guests she is expecting. Verify directions, and get
progress reports on hostess challenge and candle pool, so that you know
how many gifts to bring. Find out if you need to bring a table.
*Remember not to overwhelm your hostess or to “give away the farm.” Make
it simple for her to earn her products for free, but also make it FUN!!
Contents of Hostess Packet:
· Hostess brochure - review and encourage them to
complete wish list
· Have it all brochure
· Monthly specials
· Candle pool (see item 7 above)
· Hostess challenge (such as 12-5-1) (see item 6 above)
· Address list with SASE for mailing
· Set of books
· Order forms (at least 5)
GETTING MULTIPLE BOOKINGS AT SHOWS
1. Starts with hostess coaching (see above!).
*Try and have one prearranged booking before the show date.
2. Ask for guest list within 5 days. You can say
"When I get your guest list, then that will confirm your date. I will send
the reminder cards."
3. Help the hostess know what to say to get
bookings (i.e. "how would you feel about booking a show") * If she gets
multiple bookings prior to show - you have a potential new consultant on
your hands! *Some verbiage you could use would be to ask them if they
would CONSIDER having a show…not if they would like to have a show.
4. Carry booking gifts - find out which one(s)
she likes *and take that one with you.
5. Show the hostess how to use the hostess
brochure to get bookings.
6. Call a few days prior to show, and ask "who
will be most likely to book?" This is someone you could contact before
the show and get your hostess started on her way to her “dream booking
gift!”
7. Remind hostess that an outside booking is as
good as a $100 order. *Each additional booking is worth $25. So, an
outside order would have to be $100 in order for the hostess to get the
same credit.
8. Coordinate your display with fabric.
9. Demonstrate multiple uses for a piece - build
desire. *When you can build desire, you build bookings. Why pay if they
could get it for free!! Plus if people see multiple uses for a product,
they’re more apt to purchase it.
10. Use some (or all) of the verbiage listed below:
· "Shopping spree"
· "A lot of my hostesses choose this as their free or half price item"
· "Do you prefer classic elegance or casual contemporary?" (helps to
determine which booking gifts to show off)
· Emphasize the 60 day booking timeframe
· On the DPS: question 2: instead of "favorite item", ask "favorite
booking gift"
· On the DPS: question 3: offer cheap gift for setting a date tonight
(such as a telight sampler) - this gives them instant gratification
· One the DPS: question 4: Referrals: These are a compliment. If you put
4-5 names, go back to number 3 and put a yes and invite them to your
show, because PL will give you more than I will"
10. Create a candle boutique in your own home.
Make the products come alive!
11. Let guests share candle tips
12. Use Reflection covers to show versatility
13. Offer theme shows, including visuals
14. After the show:
a. Don't look at the DPS. Ask everyone in person for a
show "when would be a good time for a show?"
b. Ask if they were able to get everything they wanted
c. Thank you note to hostess sharing their savings
d. Sales: close at party. Bookings can continue beyond closing
e. Rebook your hostess
f. Find 2-3 people to call from each show (CS call and WHEN to book a
show)
*Multiple Booking Idea: Take one item and wrap
it up real pretty. Put a big number 3 on it. Periodically reference it
throughout your show. When you get to the part in your demo regarding
hostessing, then “let the cat out of the bag”. For all those people that
book and date a show that night, they will be in a drawing to receive the
item you have displayed and wrapped with the #3. The only catch is that
you have to have a minimum of 3 bookings for the drawing to take place.
Whoever wins the booking gift will receive their present when their show
holds, but they may open it up that night.
*Instead of Book to Look envelopes, use your
tealight lollipops! Put the lollys in a flower pot or PL piece where they
can’t see what’s written on the “stem”. On the stem write what you’re
offering as a booking incentive (doz. Free votives, doz. Free tealights,
etc.) When they book and date their show that night they’ll get to take
home the lolly and the incentive is theirs when their show holds. You can
also use the same idea for the votive roses and attach a folded over
(folded over so they can’t see what’s written on it) card that is tied to
the roses with the booking incentive written on the card.
How do you know when to stop trying to book
someone when they’re “on the fence?” How about asking them what is
holding them back from booking a show. Verbiage: “What would it take for
you to book a show?” Once you know what is stopping them from giving you a
firm date, you will know what it is you need to work with them on to
create that booking. Or simply say, “Let’s set a tentative date and I’ll
and get in touch with you tomorrow to double confirm the date.”
2+2 AND EFFECTIVE PHONE SKILLS
1. Learn to love the phone! If you have 21 up,
you will hold 10-12 shows per month.
2. Benefits of 2+2:
a. Meet more people
b. Book more shows
c. Consistency
d. If they're not nice, remember "NEXT"
Preparing for Calls – Information taken from
training with Marlene Moses, Inseparable Region
1. Calendar - schedule 2+2 calls just like a
show.
2. Script - know what you're going to say and practice it!
3. Set a goal - what do you want from calls?
4. Smile
5. Motivate yourself
6. Understand the ratios: when you start doing 2+2 calls, the ratio is
that for 100 calls will get you 1 yes. As you're more consistent with
calling, that ratio drops to for every 5 calls you make, you'll get 1-2
yeses.
7. If you have problems with your scripts, work with your upline to
fix any problem areas
Other 2+2 Helpful Hints
1. Put all DPS in a tickler file and index
them.
2. Cold calls - if you do them, when you call, as for the candle
burner in the house.
3. Always ask for referrals.
4. Answering machines: "Call me before I call you and I'll give you a
free gift." *If you get a message that says “if you are a solicitor,
then hang up now”, don’t worry. If someone has given you permission to
call them from information on the DPS, then leave a message.
5. FOLLOW UP - that's your credibility. *Good customer service is
essential!
6. Be flexible
7. Relate new products to what they liked on their order form and/or
DPS - offer to send a new catalog (or drop one off in person)
8. Buddy up to make calls - the motivation is awesome!
9. Do a booking blitz, either at a unit meeting, or with fellow
teammates
10. Utilize email
11. Assume everyone loves candles !
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