“Would you like to book a party with me?” I have to admit, I HATE asking this question. Sounds kind of crazy for a person whose business is a home party business, right? The truth is, I feel like I am being desperate or that pushy salesman that I vowed to never be when I joined Thirty One. Remember, I was the one who vowed NEVER to have a home party. I go back to my days at NA – NEVER say NEVER!
So, when booking parties focuses on YOUR personal need – commission, incentive trip or product that is for YOU and not your hostess, you are on the border of being the pushy consultant. As you know, I LOVE Julie Anne Jones and she is consistently teaming up with other AWESOME trainers to help us build our business.
I had the opportunity to listen to a webinar called “How to Book Parties without Being Pushy” by Melanie Parker. It shared tips, some I have heard before, about changing the focus of my energy to making it all about others. Zig Ziglar says it best:
It sounds so simple, so why do we have such a hard time doing it? I mean who wouldn’t love to have guests jumping out of their seats to book parties with you, begging you to book which means a full calendar for you! How do we do this so that it becomes a habit and we don’t let Doubtful Debbie step in?
It is all in the way we ask the question. When we ask the question, we want to frame the question as an offer instead of an closed ended question which get you no place – just a simple yes or no answer. How about some of these options?
“Renee, I want you as one of my June hosts! I cannot believe how much you added to the party tonight! You are fun! Let’s look at our schedules and see when we can get together. Which week works best for you?”
“Marilyn, I couldn’t stop thinking about our conversation earlier tonight and how completely busy you said you’ve been. I think you need a break, and I’d be absolutely honored if you would let me be the one to set it up for you. Let’s figure out when we can find a time to get you and your friends together. What does your calendar look like next month?”
See how easy that is? You’re still using a question, but now it’s an open ended question proceeded by lots of acknowledgement. And it’s clear that you’re more interested in her needs than your own. For me, this is going to take LOTS of practice. I have conversations with everyone when I am doing a full-service checkout BUT I never get to the open ended question.
I am going to be intentional when I talk to party guests so that I can BOOK – BOOK – BOOK! Who is going to join me?
Have a ThirtyOne-derful day!