4 Keys to Securing a Commitment From Your Hosts

hosts-cant-care-more-than-youI’ve gotten some variation of the following question dozens of time in the past few years:

 

“I have an issue with hosts not following through with what they say they are going to do. I set a booking date and then I call them and leave a message, 2 or 3 times and they never get back to me. It’s like people don’t respect your time anymore.”

 

This is one of the most common issues direct sellers face and I thought I’d give you my take on what causes this and what you can do to help eliminate it in your own business.

 

It’s All About Respect

 

The truth is, we teach people how to treat us. Your hosts will respect you at the level you respect yourself. So many times I see direct sellers doing anything to get the booking, including waiving requirements and making unnecessary compromises in order to “get that yes.” If you own your value and expect a level of respect in return, it gives you the freedom to walk away when a booking isn’t based on a solid commitment instead of wasting your time with a host who “just isn’t that into you.” It also allows you to communicate clearly with your new hosts at the beginning of your relationship with them so the whole process goes more smoothly.

 

Your Hosts Need to Know EXACTLY What You Expect From Them

 

Are you expecting your hosts to care more about your business than you do? You may not think so, but consider that question for a second. If you book the party and then expect your host to get to work on your behalf with little or no instructions or support from you, you’re likely to be continually disappointed by their performance. You can’t expect people to care about your success at the same level that you do. Most people honestly don’t know what to do to host a successful home party. A huge part of your job is to communicate to your hosts from the very beginning exactly what you require of them and exactly what you’ll be doing to support them. I’m a firm believer that people tend to do what they’re told, but not if you don’t tell them what to do.

 

It’s Okay to Ask For a Solid Commitment In the Form of a Guest List

 

I always told my home party hosts that their guest list secured their date on my calendar. Once I had that list, that date was theirs. I would schedule a host coaching appointment for no more than seven days out and assign the job of completing that list so they could either mail it to me ahead of time (in the self addressed, stamped envelope I provided), or bring it with them when we met in person for their coaching appointment. If I didn’t have that list from them within that seven day time period, that date went back on my booking calendar and I booked over them at the earliest possible date. I told them this would happen, so there was no confusion and I rarely made exceptions. The guest list is their commitment to you because without guests, you’re not having a party on the night they’ve booked. Don’t be afraid to ask them to step up and make that commitment. Plus (and purely as a side note), this tends to be the task the host dislikes the most, so once it’s done, the chances of them canceling the party go way down.

 

The Fortune is in the Follow Up

 

The key to any relationship is exposure. Think about how often you’re in touch with your best friend. I’m betting a few days don’t go by without you either seeing or talking to them. The same applies in your new relationship with your host. Out of sight equals out of mind for them, and on the reverse side, the more you follow up, the more valued they feel by you. A strong relationship means they like you and they don’t want to let you down. It was my goal to make sure every one of my hosts felt like the only host I had on my calendar. I wanted them to think they were very important to me (because they were!) So create a follow up formula to use with every single host in the form of calls to touch-bases, thank you notes, Facebook messages, and reminder calls prior to their host coaching appointment and party.

 

Here’s the final point. Nothing can completely eliminate cancellations. They are a part of life when you do home parties for a living. But they should be the exception, not the rule. Take a look at your systems around how you work with your hosts from the moment they say “yes” to you and make sure you’re doing everything in your power to cultivate a strong connection that will eliminate those cancellations. And if you don’t have a clue where to start, you might want to check out one of my most popular products, Coaching Your Host for Maximum Success audio program. It’s a start to finish, turn-key system for working with your hosts. You can buy the MP3 version at a discount, avoid shipping costs, get it delivered to your inbox immediately, and start implementing it with your very next host.

 

Book Yourself Solid In The Next 30 Days-BannerNeed some help filling up your calendar as we head into the busy Fall selling season? 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!



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 a 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 systems, 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.

Comments

comments

Being A Confident Direct Seller Doesn’t Have to Be Hard

Self-confidenceOne of the things I love best about direct selling is the control it gives you because you create your own wealth based on your own efforts. If you love your company and your product, it should be easy to confidently sell it. So why do so many direct sellers struggle with “selling” their product or opportunity? Because successfully selling and sharing requires real self-confidence, the kind of confidence that new salespeople might not have developed in themselves just yet for a whole host of reasons. Let’s look at these reasons and let me share with you why they don’t have to be barriers at all.

 

Look professional to feel professional

 

Direct selling requires the development of close relationships if you want to succeed. You need to win people over. At the same time, it’s a professional endeavor. So feeling ‘unprofessional’ can make it hard to feel confident. The idea of being a ‘little fish in a big pond’ is scary because you are afraid people will notice your inadequacies. So change your image. Rebrand yourself. Get some awesome business cards made, create a business page on Facebook or even your own simple website. You can also create your own business address and stop using your home address. You can get an inexpensive P.O. Box at the post office, use a mail center to get an actual physical address, or even look at a mailbox forwarding review. Mailbox forwarding lets you give out a more professional address and then they deliver your mail electronically to your email address. Bottom line…create the professional image you want and you will start to fit it before long.

 

Get over phone phobia

 

This is the most common problem in our industry. People feel bad about interrupting someone’s day or asking for something out of the blue. But getting over phone phobia is just about changing perspective. Get into the mindset of valuing yourself and valuing what you’re offering. It’s not selfish to offer something of value and, the truth is, most people are genuinely interested in hearing from you.

 

Stop talking and start asking questions to create value

 

The key to the prior point and this one is ‘value.’ The best salespeople have an understanding of value to their clients and customers, but it’s not inherent. It’s learned. You identify your customer’s needs by asking about them. Before you offer them anything, ask what they need. Smart salespeople do not guess at what’s going to close the sale. They build an understanding of their customer or client’s needs then make the offer they already know the answer to. If you know what your potential customer or representative values and what’s important to them, you can share your products or opportunity from that perspective. But you won’t know if you don’t ask!

 

Don’t let distractions build up

 

Confidence demands focus. The enemy of focus is distraction. If you want to get to the next level of your compensation plan, it doesn’t help to have a hundred and one tasks on the back of your mind, weighing you down. Don’t get distracted (I call it chasing that squirrel). Instead, prioritize the tasks you have to really get out of the way and shut down other distractions. Turn off notifications, close your email, shut down social media, and focus on the job you’re doing.

 

Don’t scramble to offer everything

 

It’s hard to appear confident when you’re acting desperate. Learn not to be over-eager in making your offers. Figure out the one offer you’re going to make and stick to your guns. Don’t overwhelm your prospect with too many choices (because that may just make them throw up their hands and choose nothing). The paradox of choice states that a customer’s willingness to buy shrinks as they’re offered more choices to buy from. If you’ve done your job right by listening (see above), you’ve developed an understanding of what they need. You don’t need to keep offering them other options.

 

Hopefully these points help you realize that a lot of your barriers to self-confidence are artificial. All you really need is a change of perspective and a few small tweaks to become a confident seller and recruiter in your business. You’ve got this!

 

Book Yourself Solid In The Next 30 Days-BannerNeed some help filling up your calendar as we head into the busy Fall selling season? 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!



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 a 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 systems, 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.

Comments

comments

Keep Your Sanity As Summer Winds Down

summer-winds-downI’ve been working from home for about fifteen years, all of that time as a mom. Summer has always been something I look forward to and dread all at the same time. I still get that excited feeling in the pit of my stomach (just like I did when I was a kid) during this time of year, when we start counting down single digit days until school is out. This year, my youngest graduated in June so it was an even bigger countdown. I love the weather, activities, and when they were in school and living at home, I loved the chance to spend time with my boys in a carefree world with no real deadlines or school activities demanding our attention. On the other hand, Summer has always been a challenge for me because I’m not independently wealthy, so I can’t take a three month vacation from my business.

 

So every year since I started this blog, I’ve written a post on keeping your sanity during the summer, when your house is busy, your kids demand more of your attention, and your schedule changes (so the way you work does, too). As I read back over the posts I’ve written in past years today, I decided that my best advice is already there, so there really wasn’t any point in writing a new post this year. Plus, I don’t have much fresh material on this because I no longer have to worry about this issue since my kids are now grown and out of the house.

 

If you do happen to still be in the trenches as a mom of younger kids, here are a few posts you may want to check out (and these will all open in new windows in your browser):

 

Success, Sanity, and Direct Selling in The Summertime

 

Five Must-Know Tips for Working Your Direct Sales Biz Around Your Kids

 

Several years ago I found a great post by my peeps over at WAHM called “Working At Home With Kids During The Summer” that’s still active and relevant. They share some very creative ideas for keeping younger and school age kids occupied.

 

Finally, I thought I’d throw in one for you, too (since so much of your focus during the summer is on your kids). It’s called Self Care for Busy Direct Sellers (because when momma’s not happy, NOBODY’S happy)!

 

For me, the days of hanging out with my kids, going for bike rides as a family, or heading to the pool for the day are pretty much history (“Nothing personal, Mom, but we’d really rather go hang out with our buddies or ride long boards”). Last summer I ended up asking them when they’d be home so we could spend some time together instead of them wanting me to stop working to do the same for them. Honestly, it’s a little bittersweet. So my best advice is this: If you do have little ones, enjoy them. It seems like yesterday that mine were pulling on my shorts and nagging me to come play. Truth be told, I miss that time in our lives more and more every day. Don’t take one minute of it for granted and, when in doubt, take a break and give them some time.

 

I wish I’d done more of that when I had the chance.

 

Book Yourself Solid In The Next 30 Days-BannerNeed some help filling up your calendar as we head into the busy Fall selling season? 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!



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 a 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 systems, 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.

Comments

comments