Video Blog: Secure The Booking Date No Matter What!

Getting a booking is exciting, but unless you have a solid date on the calendar before your new host walks out the door, you don’t REALLY have the booking. Here’s some simple language for getting her commitment without having to throw yourself at her feet to keep her from leaving.

Don’t forget to grab your complimentary copy of my “Book Yourself Solid In The Next 30 Days” roadmap. It’s yours for free when you subscribe to my mailing list. Already a member of the list? My system won’t add you twice, so go ahead and grab the roadmap anyhow. Click here to grab your roadmap now!



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Julie Anne Jones is direct sales corporate consultant, coach, and trainer, and the CEO of Julie Anne Jones, Inc. She is known for her authentic and easy-to-use scripting and specializes in specific language and tools for success in direct sales. To learn more about Julie Anne and her products and services, and to read her weekly blog posts, visit her at www.julieannejones.com.

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Think You Need To Use Catalogs During Your Home Party Plan Presentation? Think Again…

When I was doing home parties, I kept my catalogs out of sight until the shopping portion at the end of the evening. It increased my sales and made it easier to hold the attention of my guests during my parties. When I train this concept now, often times I’ll get the protest that guests need the catalogs because they need to be able to see the items that the representative doesn’t have with them as a part of their display. That’s when I counter with this question:

“Have you ever read to a group of 1st graders?”

 

You know how, as you read the book, you keep it turned around and you periodically and slowly move it from right to left so every one of their sweet little faces can see the pictures? If so, you know how to use your catalog during your presentation. Not by handing them out and having your guest’s noses in them all night, but by talking about the items on the page and then showing them the pictures and having them write down the page number on their wish list for closer inspection later on when you do give them a catalog.

 

Why should it matter if they have a catalog during your presentation (besides the aforementioned lack of attention on you)? Well, consider this: if your guests have a catalog in their lap throughout your presentation, they feel confident that they’ll remember what they like when it’s time to order. Chances are, there are dozens of pages and hundreds of items in your catalog, so remembering what they specifically like at the end of your party isn’t as easy as it might seem.

 

Consider giving your guests a wish list instead of a catalog at the beginning of your parties. This idea might seem strange, but let me explain. A wish list is simply a place for them to write down anything they like. They’re not committed to buy anything they write down, they’re just keeping track. If all they have is a wish list, which is simply a list with spaces to write down the names, catalog page numbers, and prices of what they like, they’ll be keeping track as you go through your party of the items they like most (because without a catalog, they’re afraid they’ll forget what they like, so they are more likely to write it down).

 

See how that works?

 

More importantly, this tool is like having a window into their brains, because as you sit down to help them with placing their order, you can look and see exactly what they liked. Can you see how this might support you in getting not only bigger orders, but bookings as well? (“Wow, Brenda, you have ten items on your wish list. I don’t want you to have to pay for all these items! Let’s do a party so you can earn some of this for free!”)

 

There’s no way you can have this conversation if all they are using is a catalog. Get it? So wait until the end of your party (when you know they’re ready to shop) and then hand out the catalogs. And use your catalogs just like a copy of “Green Eggs and Ham” in front of a room of 1st graders.

 

Ready for a fresh start in your direct sales business this Spring? Grab your complimentary copy of my “Book Yourself Solid In The Next 30 Days” Roadmap. It’s yours for free when you subscribe to my mailing list. Already a member? My system won’t add you twice, so go ahead and grab the roadmap anyhow. Click here to subscribe to my mailing list.



WANT TO USE THIS ARTICLE IN PRINT OR ONLINE?
You may, as long as you do not alter it and include the following information (with active links as appropriate):

 

Julie Anne Jones is direct sales corporate consultant, coach, and trainer, and the CEO of Julie Anne Jones, Inc. She is known for her authentic and easy-to-use scripting and specializes in specific language and tools for success in direct sales. To learn more about Julie Anne and her products and services and to read her weekly blog posts, visit her at www.julieannejones.com.

 

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Direct Sales Leadership Is A Lot Like Parenting

parentingI was coaching a member of the Direct Sales Virtual Academy last month around finding harmony between her work and her personal life. She was having a hard time setting boundaries for her growing team and I didn’t seem to be getting through to her about how important this was, not only for her but also, in the long run, for them.

 

Finally I asked her, “Do you give your kids everything they want whenever they want it?” “Of course not” she answered. “Why not?” I asked her.  She said she was a tough mom and pretty much expected her kids to act appropriately and learn to take care of their own needs. I asked her why and she said it was because they had to learn to become independent and self sufficient. Her answer was a big aha moment for her regarding her direct sales team.

 

Here’s the point. I’d venture a guess that you would never dream of letting your kids get away with what you let your direct sales team get away with…calling you at all hours and demanding your attention, crossing boundaries you’ve set up regarding how and when you’re available, giving them the answers they’re capable of finding on their own because it’s just easier (you don’t do your kids homework for them, right? You may know perfectly well how to spell a word, but you make them look it up anyway).

 

To be an effective direct sales leader and develop a team of independent, responsible, and ultimately successful direct sales professionals, you have to “parent up.” (Like manning up, but more appropriate for our purposes). People rise to the level of expectation you set up for them. And if you keep answering every single question your new team members have (not to mention answering your phone every time they call, no matter what you’re doing or what time of the day or night), you’re robbing them of the ability to learn their own answers and become self sufficient. In essence, this is just like bad parenting.

 

And, just like parenting, it’s not easy. You have to resist the temptation to do it for them and allow them the space and experience to sometimes figure it out on their own. Make sure they know how to use your company resources like distributor websites, training materials, webinars, or teleseminars, their training manual, and phone or online support from your home office, and then give them a chance to learn to use those instead of responding instantly every time they call or e-mail you.

 

I set up a weekly appointment with my new representatives. They had at least 15 minutes a week of my undivided attention during this standing appointment. That was their time, guaranteed. I made it clear that, for the most part and with the exception of emergencies, I was not available to them outside of that time. Not only did it force them to be resourceful, but it also demonstrated a balanced lifestyle from their leader (me). That way, they could see themselves doing what I did (leading a team) at some point without feeling overwhelmed or sacrificing their personal life.

 

Does this make sense to you? Do you agree?

 

Ready for a fresh start in your direct sales business this Spring? Grab your complimentary copy of my “Book Yourself Solid In The Next 30 Days” Roadmap. It’s yours for free when you subscribe to my mailing list. Already a member? My system won’t add you twice, so go ahead and grab the roadmap anyhow. Click here to subscribe to my mailing list.

 



WANT TO USE THIS ARTICLE IN PRINT OR ONLINE?

You may, as long as you do not alter it and include the following information (with active links as appropriate):

Julie Anne Jones is direct sales corporate consultant, coach, and trainer, and the CEO of Julie Anne Jones, Inc. She is known for her authentic and easy-to-use scripting and specializes in specific language and tools for success in direct sales. To learn more about Julie Anne and her products and services, and to read her weekly blog posts, visit her at www.julieannejones.com.

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