Hostess Engagement

Happy Monday…. No, I am not talking about getting engaged to your hostess.  I’m talking about getting your hostess engaged in the planning process when they book a party – online, on Facebook or a home party.

I have heard it a million times from team members and other consultants, “How do I get my hostess to be involved?”; “How come one is active and the other is a flop?”.  The truth is, each hostess is different and each one will react to things in a different manner.  The trick is to have a conversation with your hostess when you are planning the party.  I know we all “talk” to our hostesses BUT do we ask questions to help us figure out what is best for them.  Are we asking questions but then just going about our usual way of doing things?  SMACK!  Sometimes the truth hurts.

I have made the same mistakes and sometimes fall back into the old bad habits.  I can usually tell the difference in the parties when I ASK questions and LISTEN for the answers then those where I just move along doing the same old, same old.

The goal of the initial conversation is to plan the party with your hostess.  If you ASK these questions and focus on her answers, you will see an amazing different.

1. What does she want to happen at the party?
2. What does she want to earn?
3. Who does she want to invite?
4. What does she expect of me?
5. What do I expect of her?

This conversation should happen early in the planning stage, so everyone is on the same page.  I love this sample script from Team Connections BUT be sure to make it sound like you.  It may take some practice till you find the format which works for you…

“Susie, this is Mary from XYZ Company. I am so excited about our party on the 29th. I am calling today to spend about 10 to 15 minutes planning our party. Did I call you at a bad time?”  (I prefer this instead of “is now a good time to talk” because it is never a good time to talk for busy women.  When we ask if I called you at a bad time, you may tell me what you are doing but agree to talk for a few minutes).

“Susie, I want this party to be a great night for you and your friends. What would make it one?”  

LISTEN for her answer – not what you are going to respond with.

“Super, to create a night for you, we are a team so let’s work together to make sure there are people attending and everyone has a great time.”

“Is there anything specific you would like to earn as a result of hosting a party?”

Connect this to the number of people and orders required!

“Let’s talk about the invitations. How do you and your friends typically communicate? I still love paper invites and am happy to send them for you. Even if you connect via text or FB, a paper invite lives on the frig and is a great reminder!!”

Even when hosting a Facebook party, I do paper invites.  Many people do not see the invites on Facebook so paper invites gives them a heads up.  At the same time, if they can’t make the party, they have all of the information they need to place an order.

“Having 12 to 15 people in the room is a comfortable and fun number. There will be great energy and no one will feel pressured to buy. To make that happen we will need 20 yeses. Something always happens at the last minute for a few people. It usually takes 30 to 40 invitations to end up with 12 to 15 attending. How does that sound to you?”

LISTEN to her response.  This number could sound overwhelming to her especially for a home party.  It is also to reassure her if there are NOT 12 – 15 people attending, it is still okay to have the party.  Overcome her fears of failing with reassurance of other ways to gather orders to reach her goal.

“It’s my job to help you create the list, so let’s work on it together.”  

MAKE suggestions on who she could reach out to.  I also do a VIP invite to at least 5 people who are a “must” be at the party.  These people are sent an incentive along with a catalog to encourage them to help the hostess collect orders.

“I will continue to stay in touch.” (Tell her exactly how often and by what means. Also, repeat any other promises you have made, like sending out invitations.)

“I will be expecting your list on Friday.” (Repeat any other expectations of her.)

“We’re a team, so be sure to call on me if there is anything you need or I can do to make your party a success.”

“Thank you, I’m looking forward to meeting your friends and having a great night.”

Remember hostess engagement is a result of hostess coaching.  It’s all about creating a relationship and forming a partnership!

Share your best tips with us…

Have a ThirtyOne-derful day!

 

 

The Party Host Challenge

The 25th of the month and for some in direct sales (me included) we are working on closing out a strong February while casually glancing at next month’s calendar.  It is the fine line we walk as we approach the end of the month to be sure we “don’t leave money on the table this month” while ensuring we have bookings next month.

One of the most challenging aspects of direct sales is finding people to host parties especially home parties.  We all know home parties are the best way to share our products.  By touching and feeling the products, guest are more likely to purchase them.  Or are you one of those consultants who get people to say yes to hosting? The struggle is getting them to team up with you so their living room is full of friends and family.  Or they cancel at the last minute because the excitement has worn off or no one is responding to their invitation. Sometimes, there isn’t much you can do but chalk it off as a bad experience. Or is there?

What if you could spark a fire in your party hosts they simply couldn’t refuse to follow through on?

Think about how you met your potential hosts – at a party, a referral from a customer, a vendor event or maybe they just clicked on your link.  The truth is most hosts fail due to a lack of trust in their consultant.   Crazy, right?

The fact a potential party host may not trust you has NOTHING to do with you.  It is usually based on a past bad experience with another direct seller.  They “assume” (you know what they say about ass-u-me?) you’re just like her.  You can be the  nicest person in the world, have the best referrals but those bad memories linger. So, how do we change it?

#1 – Educate them.  Don’t panic! I don’t mean a full length course – who has time?  Just some simple tips to help your host have a successful party. I use a cover letter like this in my hostess packet:

No matter what system you use, make sure you walk with them through every step you expect them to take. The point is to make it as easy as possible for your hosts so they feel like they can’t fail.  Remember you are a team working toward a common goal – her success! Her success = money in your pocket!

#2 – Compel Them With an Incentive.  This comes with mix emotions.  You know your potential host has an interest in your products.  So why not turn the interest into a desire in them to succeed.  Some would say the “hostess rewards” are enough, for some it will be.  We know incentives work, right?  The free and discounted hostess rewards is probably what prompted her to take the leap of faith and say yes to hosting her own party.  But why not offer her something more if she meets your expectations.  Here is one way:

Or offer an incentive for completing tasks such as: getting their guest list back to you within a week; having at least five guests at their party or for getting outside orders or bookings.  I know, you are in this to make money not spend it, right?  But the small cost will be outweighed by having a solid successful party.  The incentive can be free shipping or a less expensive item from your product line or a customer special or a favorite retired product you have in stock.  REMEMBER, your host doesn’t get the incentive until you show up for their ACTUAL party. Be sure to make it clear when you outline the incentives for them.

#3 – The Value Of Your Business Opportunity.  I will admit, I struggle with this some months. You know the ones I mean when  your calendar is empty and you need/want to book some parties?  Some advocate flipping your host before the party while I believe the party is her training ground to see how easy it is to be a consultant.  Your host is having a party for FREE and discounted product. She doesn’t see the bigger picture of what joining your company could mean for her or her family.  Plant seeds along the way.  Your guidance and a successful party may be just the encouragement they need to give what you do a try.  Offer to turn their party into a kickoff party and give them all the bookings you get if they say yes to starting their business.

#4 – Offer Assistance.  This one should be a no-brainer.  You want to make it super easy for your potential host to do her job.  You can help her by offering to call her guests to ensure attendance, send out the invitations for her, and offer to arrive early to help her set up which will also help to calm her nerves and build a relationship with them.  Make sure you stay in touch often before her party to give her support, answer questions, and remind her of what her next step is.

Will these tips guarantee success 100% of the time?  No, but it will definitely help to establish the trust factor.  The combination of trust and a growing relationship will decrease your cancellations and lead to more successful parties.

Are there things you do for your hosts to help them succeed? Share them with us in the comments below.

Have a ThirtyOne-derful day!

It’s Not Just A Party …

The new year brings new ideas, hopefully, for working your business.  We have all set New Year’s resolutions on how we will do things bigger and/ or better, right?  Our goal is to increase our business for whatever reason – more time, more money or more of our wonderful products.

January is one of those “J” months.  If you are in direct sales, I’m sure you have heard the tales of “J” months being tough on business.  Think about it – January, June, and July.  What did your business look like last year during those months?  Truth is, January, June and July last year were three of my highest months in 2016.  Crazy, right?  So, how did I do it?  What was the magic formula?  Honestly, I don’t have a clue.  I didn’t have a plan.  What I did have was determination to NOT be one of those who said “It is a J month so I will just wait until next month”!

My parties during those months were non traditional.  I had a party using ZOOM because it was during the middle of a snow storm.  Then there was the girls night out with wine, food & shopping.  I held fundraisers and did Facebook parties.  I had hostesses who were excited about earning FREE and discounted products.  Why?  Hostess coaching was key.

So, here we are in the middle of January when the supply of parties is high and the demand for them is low, what are you going to do to fill your calendar?

The secret is …

Stop doing parties and start consciously creating experiences for people.

Think about the service businesses and the people in them…. are they outside their office shouting discounts?  NO!  In most cases, they are busy supplying a service to those in need.  The question is: how do you do that?  They are making a difference in people’s lives by creating an experience for them.

I know you are thinking, I sell product.  You have been taught, in most cases, to SELL SELL SELL.  If you don’t believe me, check your Facebook newsfeed on any given day when people are pushing their products.

Why not consider these things when “sharing” your product with potential customers and recruits….

• Experiences can be both good and bad.  They are created through our five common senses of sight, taste, touch, sound and smell.  Then for many women through their six sense of intuition or gut feeling.
• Think about the sensory experience you are creating when you are with a group of people or one on one.  I don’t just mean your physical products but also your party experience, and your business opportunity.
• When you share your story or your “WHY” what experience are you sharing with them? The gift of more time with family and friends because of your business.  The confidence you gained.  The sisterhood.  The “me time” for a busy mom. How the extra money has helped you to pay bills, or leave a job you hated? Has the additional products allowed you to donate to your favorite causes?  Focus on what matter’s most to you and share it.  Chances are your guests will willing join in your experience.

Remember …

You can’t control people’s experience because everyone processes information differently through their senses. You can however use conscious creation to influence their experience.

So I’m curious.. … how are you going to create an experience for your potential hostess and her guests?

Have a ThirtyOne-derful day!

 

In Just Five Minutes

“The limit is not in the sky. The limit is the mind.” ~Unknown

I have been working with some direct sales consultants on getting organized so that they can maximize their time.  I know you are thinking the usual “physical space” things like their office, their home, their car, etc.  The truth is that it was more about re-framing their thoughts.

Let’s be honest, life gets in the way. Maybe you have a full-time job plus hubby plus kids so who has time for a business, right?  Maybe when you are the local mom taxi.  When you started your business, you were excited and everyone seemed to be on board.  Bookings and sales came easy.

For me, I think friends and family were on board because they thought it was “a phase”.   They thought it would slowly die BUT it hasn’t.  There is something that keeps us coming back (or staying).  Maybe it is the only time just for YOU.  Maybe it is the only time that you get a break from the craziness of being the mom taxi.  Maybe the extra money comes in handy to pay for the kids extras.  Whatever your reason, you are not ready to give up. So the trick is to  earn how to work smarter.  What if you had a list of things that would only take 5 minutes to do?

I asked each girl “What is holding you back from (fill in the blank)?”  The biggest thing was “no time to do ANYTHING”.  We talked about how a typical day went.  As they explained their day, I asked if they had a few minutes in various spots – lunch time, waiting for the kids to get off the bus, etc.  We found small blocks of time (the average was 5 minutes) that they could do something to work their business.

So what could you do in just 5 minutes that would help you in your business?

• Each morning (or I do mine on Sunday night) list 3 things that you want to get accomplished. JUST 3 and put them on an index card.  Easy to carry around & remember. Cross off as you do each item.
• Reach out to a customer via phone or text that just received their order for great customer service.
• Reach out to a past hostess to check in on her life – no hidden agenda, just see how she is doing.  Continue to build a relationship.
• Reach out to a past (or current) team member to see how they are doing – again no hidden agenda.
• Post a picture on Facebook with your product somewhere in it. Admit it, we are all posting picture on Facebook with our kids, why not include a product in it.

• Use the NEW Facebook Live to share your life/ personality with people.  Remember that people buy from people they like and know. CLICK HERE to see one.

• Post a question on Instagram or Facebook asking people something that will help you to build a relationship with them. CLICK HERE to see one.

• Respond with  more than a “thank you” when someone comments on the product that they were carrying or using.  Share a mini catalog with them.
• Share a catalog/flyer with the cashier as you check out at the grocery store.  Don’t forget to get her name and email address.
• Write a card to a past customer, hostess or team member to let them know that you are thinking of them.

Am I guaranteeing instant bookings, sales or team members? NO!  What I am saying is that when you consistently do 3 things every day on your business, the rewards will follow.

If you think you can’t work your business because you don’t have time, you’ll never push yourself to start taking that first step, you’ll limit yourself by your minds perception.

Doing what you want to do starts with believing it’s possible, no matter how difficult it may be. Achieving what it’s beyond our pre-conceived limits is what strengthens not only our bodies, but also our own minds.

So, who is ready to find 5 minutes to work their business?  What could you do in 5 minutes to help your business?  Share your ideas with us.

Have a ThirtyOne-derful day!

 

 

You and Your Hostess – Better Together

 

If you are in direct sales, and more importantly, in a party plan business, you know that the bulk of your business is going to be a result of your parties – home, online/catalog or Facebook.

Amazing women are going to host parties.  They are going to welcome their friends and family into their home with the expectation that they are going to buy your products.  PLUS, you are hoping that they will host a party with you and invite their friends to come back for more products.  In the midst of all of this you are hopefully building a relationship with these woman.

These ladies are going to get down and dirty with you – they are going to know how you work. You are going to help them by showing them how to have a successful party when YOU hostess coach.   They are going to learn about the business – your business (and whether it could be for them).  They are going to know the ins and outs of your hostess reward program.  Of course all of this is based on the fact that you do your job right!

So far it seems like they are doing all the work, right?  So she is expecting to be HOOKED UP!

Here is where you come in…..Picture it: she is hosting and getting her friends to buy, come to a party, join a party, sacrifice family time, etc.  Trust me she wants to be hooked up so she is getting the best bang for her buck. .

YOU are going to:

• work your tail off to get her as many orders as you can!
• work with her every step of the way through hostess coaching!
• work with her to get her those spare specials, if it is possible.
• want her to get as much as possible, for as cheap as possible.

Now, I am sure you have heard that it is not a good idea to let your guests or your hostess take those spare specials.  To be honest, this has never hurt my business.  Picture the guest who really wants the special but may not be able to afford much.  Maybe it is an either or situation.  Maybe if she spends the $35 to qualify for the special, she won’t be able to afford the special.  Wouldn’t it be better to help the guest out instead of not having a sale at all?  Listen to what your guests are saying so that you can help your hostess get it all.

It helps you out by building a relationship and loyalty especially with your hostess.  It lets her know that you listened to her wish list, her desires, her needs and what she is wanting!

Do what it takes man, so long as its legal and within your company’s guidelines!

I promise you this, when you work hard for her, she will work hard for you and she will be back. She will become very loyal and so will her friends cause she is going to talk you up!

Good customer service is SO hard to come by these days, be that GOOD customer service!

Have a ThirtyOne-derful day!