Learn to Do the Follow Up “Two Step” With Your Direct Sales Hosts

I’m sure you’ve heard that the “fortune is in the follow-up” right? Well, I know it’s true. I’ve been called the “follow-up queen” for years, simply because I always call when I say I’m going to and I keep following up until someone tells me to stop calling. This approach has supported my success for years. This is truly the most important skill you need to cultivate as a direct seller and without it, your business will not survive (or thrive).

 

With your hosts, follow up will help solidify their commitment to you and it will position you as someone who genuinely cares about them and their party. If you practice effective follow-up with them, you’ll not only prevent cancellations, but build strong relationships that last well into the future with every host with whom you work. Hosts will promote you and commit to you after they experience your professionalism and your commitment to them with the personal way you follow up with them.

 

The truth is that, without follow up, approximately 1/3 of all hosts will cancel or postpone; 1/3 are thinking about it; and 1/3 would never let someone down & will hold their parties no matter what.  So it’s important to connect with that 2/3 who might cancel. That’s where follow up comes in!

 

Here’s the simple two-step system for following up with your hosts (and if you commit to and follow this, I can just about guarantee that you’ll start to see a huge difference in your parties holding on the originally scheduled dates and an increase in the attendance and sales from those parties):

 

Step #1 – Make a simple follow up call the morning after the host books their party.

 

Let’s just admit it – most hosts experience some form of booking remorse (“Why did I book this show, I’m too busy,”etc.). If you make a phone call the next day just to quickly say, “Thanks for booking your party with me. I’m excited about coming and spoiling you and your friends and can’t wait to meet with you to plan your party next week,” that host is going to think twice about cancelling because it’s obvious her party is important to you.

 

This step literally takes about one minute because it’s either a quick, simple conversation or a message from you on your new host’s voice mail.

 

Step #2 – Send a handwritten thank you card the day after the host books their party.

 

Think about how you felt the last time you received a hand written thank you note in the mail! It made you feel like the person sending it was thinking about you and really cared about you.

 

Basically, this is just a note that echoes what you said on the message: (“Thank you very much, I’m so looking forward to doing your party! I’ll meet you Tuesday morning at Starbucks. Remember to bring me your list & postage, etc.”)   

 

So now, a day or so after that host gets your message (because you mail the thank you note the same day you leave the message and it usually takes about a day to get to them), she gets home from work & finds a hand written note from you! Now you are definitely a step above anyone they have ever dealt with within the direct sales arena. And they’re clear that they (and their party) are very important to you. I used to say my hosts never cancelled because by the time they got that thank you note, they were saying, “I can’t possibly cancel! It will break this poor girl’s heart! I’m clearly the only host she has at the moment and she’s definitely excited about this party.” That was fine with me because it was how I wanted them to feel…as if they were my only host and the most important thing to me.

 

After this “follow-up two step”, your new host will like you, be committed to you, and hopefully they’re not going to cancel unless they have no other choice.

 

Want to amp up your attendance, sales, booking, and recruiting results? Host coaching is the key! You can learn about my entire, proven host coaching system on my popular audio program, Coaching Your Host For Maximum Success.

 

Book Yourself Solid In The Next 30 Days-BannerNeed some help filling up your calendar? 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 FOR FREE 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 sought after keynote speaker, online trainer, and corporate business consultant. She’s an accredited life and business coach with over fifteen years of experience speaking on stages across the United States and Canada. Known as “the systems specialist,” Julie Anne can break down any concept into simple, step-by-step, action-oriented training. She is known for her authentic and easy-to-use scripting and specializes in specific language and communication tools for business success.

To learn more about Julie Anne and her products and services, and to read more blog posts, visit her at www.julieannejones.com.

Comments

comments

The Answer For “I Can’t Get Bookings!”

I get the following question, in one form or another, every week on my Facebook business page:

 

“I can’t get bookings? How do you get people interested in doing a home party with me?”

 

It’s a good question and one I’m sure you’ve asked yourself (and been asked if you’re a leader) before. I agree that booking parties is more difficult than it was before social media made it so easy to connect with others, but it’s still possible.

 

There are two kinds of direct sales bookings; bookings from home parties and creative bookings.

 

Let’s start with bookings from parties.

 

My best advice regarding getting people interested in booking a party from the party they’re attending is to make sure that they’re having a great time! Think about it. If a potential host is having a great experience at your party, having fun, interacting, laughing, and enjoying herself, she’s going to be much more likely to want to repeat this experience in her own home with her own friends. Conversely, no one is going to sit through a boring presentation, staring at her watch and wondering when she can make her escape, and then sign up to have to live through that experience again in a few weeks before she exits stage left. So take some time, analyze your party presentation, and make sure it’s awesome and all about the guests and their experience.

 

Creative bookings can be more challenging.

 

The best advice I can give here is to make sure, once again, that you’re making it about them. What are the benefits for that potential host, of booking a party with you? What’s she going to experience and receive (besides free products). Creating a booking commercial for your party can help you identify these things, so that when you do get on the phone or approach a friend about having a party, you’ll be able to use those ideas.

 

For example, rather than saying, “Would you like to book a party with me? We have lots of great new items for fall that you could earn for free!” which is about you and your products (your agenda), you might say “So, now that the kids are back in school and the holidays are over, you can actually focus on yourself for a change, I have a great idea. Let’s do a party! Let me come and spoil you and your friends and we’ll have a girl’s night out.” The first sentence is about you, the second is all about her. Get it?

 

Take some time to make sure you’re taking advantage of the booking opportunities both at your parties and when you’re making follow up or customer calls. It can make a huge difference in your calendar as we move into the spring selling season.
Book Yourself Solid In The Next 30 Days-BannerNeed some help filling up your calendar? 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 FOR FREE 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 sought after keynote speaker, online trainer, and corporate business consultant. She’s an accredited life and business coach with over fifteen years of experience speaking on stages across the United States and Canada. Known as “the systems specialist,” Julie Anne can break down any concept into simple, step-by-step, action-oriented training. She is known for her authentic and easy-to-use scripting and specializes in specific language and communication tools for business success.

To learn more about Julie Anne and her products and services, and to read more blog posts, visit her at www.julieannejones.com.

Comments

comments

5 Tips to Improve Your Connection to Your Guests at Your Parties

People attend parties to connect and have fun. Direct sales home parties are no exception. Except that sometimes direct sales representatives lose sight of this fact. The host and guests are your parties are there to have fun and, most importantly, it’s about the connection time for them. Especially since most of the guests at your parties are women and women really don’t get enough time to simply connect with each other. You are a catalyst for that connection, especially at the beginning of your parties (before you start your presentation as people are arriving and relaxing into the party atmosphere).

With that in mind, you need to be all about connecting with the guests, connecting with the host, and facilitating an environment at your home party for them to connect with each other. As a direct sales coach and trainer, I do a lot of training on how to connect because it’s the most important skill you can master. If you do everything else wrong and you do the connection part right, you’ll probably succeed.

The bottom line is, whether you book parties or not at the end of your parties greatly depends upon the strength of your connection with your guests during the first 20 minutes of your parties. Here are my top five suggestions for becoming a master connector:

  1. Ask your hostess to introduce you to her home party guests upon arrival.
  2. Make them feel special by making eye contact, taking their coat, offering to get them a drink, etc.
  3. As you mingle, make it your goal to be “one of the crowd”, not “the direct sales consultant”.
  4. Get out of yourself and into them and learn about them! (That means being curious and asking questions).
  5. Use heart-centered, curiosity-based listening – Don’t just wait for them to finish talking so you can share something with them about yourself, wait for them to finish talking so you can ask them a question about what they just said!

You may have heard the quote “being listened to is so close to being loved most people can’t tell the difference.” People who are listened to feel valued and are much more willing to buy from you, book home parties with you, and even consider your direct sales business opportunity. In my experience as a direct sales trainer, I think that’s the most important part of learning to connect. So get curious, get amnesia about yourself, and make it “all about them” at your next home party. You might be surprised by what happens!

Book Yourself Solid In The Next 30 Days-BannerNeed some help filling up your calendar? 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 FOR FREE 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 sought after keynote speaker, online trainer, and corporate business consultant. She’s an accredited life and business coach with over fifteen years of experience speaking on stages across the United States and Canada. Known as “the systems specialist,” Julie Anne can break down any concept into simple, step-by-step, action-oriented training. She is known for her authentic and easy-to-use scripting and specializes in specific language and communication tools for business success.

To learn more about Julie Anne and her products and services, and to read more blog posts, visit her at www.julieannejones.com.

Comments

comments