The Best Place to Get Booking is At Your Parties

I've made no secret about the fact that I didn't like creative bookings when I was working my party plan business. It was just no fun to pick up the phone to get bookings. That's why I always made it my goal to get as many bookings as I possibly could at my parties. There is an art to this, however. Today's home party guests are smart and, frankly, a little jaded. They've heard every "canned pitch" to book a party you can think of and don't want to be leveraged (which is what they expect).

I also only booked with hosts who were at least a little enthusiastic about doing a party with me. I had more than one conversation with someone who was being bullied by the host to have a party in which I actually talked them out of it. I would look at the less-than-enthusiastic host and ask, "Do you really want to do this?" If the answer was any variation of "no," I offered to hold a catalog party instead. The point is, you want to make sure you're not only getting bookings, but you're also booking parties with quality hosts.

Here are some simple tools to make sure you're getting enthusiastic new hosts from every party you hold.

• It's all about the experience! Make it fun for your current guests and they'll be excited about creating the same experience with their friends. If someone isn't having a great time at your party, there's no way they'll want to book one of their own.
• Use tools that support communication with potential hosts. I talk a lot during my trainings about the Guest Care Card (which gauges your guest's interest in booking a party and learning more about your opportunity using a scale from 1-10) and a Wish List instead of an order form so that you can see all of the products they like and offer to help them get many of those things for free or 1/2 price by booking a party.
• Create a booking commercial and make sure you do it at every party you do, NO MATTER WHAT! (You can learn more about creating an effective booking commercial here).
• Use the language of offering instead of asking. That means offer to come spoil your potential host and her friends with a great experience that's all about her.
• Find a fun way to display your open party dates (I used a Booking Tree. What's that? You can read about it and see what I'm talking about here)
• Most importantly, make sure you're dropping booking seeds throughout your party, focusing on the next month's host special and all the benefits your current host is getting as you go through your presentation. Just make sure they're seeds you lightly sprinkle, not full grown trees you're bashing them over the head with!

Always remember that guests and potential hosts are smart and they've probably all had a bad experience at a home party in the past. Never talk "down" to them and don't patronize them. Best to just be yourself and relax. I guarantee, more people will want to sign up to spend more time with you if you're focused on that.

How about you? What booking tools work best for you at your parties?

People are Your Greatest Business Asset

I’ve always been very independent. From the day I was born (according to my mom), I’ve had no fear. I tend to plunge into projects before I even really know how I’ll actually make them happen. It has taught me to be brave, which is great. Unfortunately, it has also taught me to be somewhat of a loner because (blessedly) most people don’t work at the pace or with the same energy I do. That’s why, when I started my company, I pretty much did “it all” by myself. I was a one woman show.

• Are you thanking your hosts before, during, and after their parties?
• Are you appreciating your guests by providing them with an experience that’s fun and fulfilling at your parties?
• Do you create a team for your downline that supports their growth and learning continually?
  

5 Tips for Increasing Attendance at Your Fall Parties

The thing I loved most about doing home parties was how much fun it was to be a part of the group. I loved creating an experience for my host and her friends that brought everyone together. Part of that experience relies on the host having a living room full of fun guests. So the million dollar question is, how do you support her in making that happen?

Here are six of my best ideas:

1. Make sure your hosts chooses a theme. I always ask participants at my live events, "Would you rather attend a bread and water party or a Mexican Fiesta?" Get it? A theme says "Come party with me" not "come to my house and spend money."
    
2. Create and send a fun, compelling invitation that features that theme. And no, your company’s simple post card invitations really don’t count. Honestly, think of your reaction the last time you received a post card invitation in the mail to another home party. How excited were you to attend? See what I mean. (You can download our "Margaritaville" themed invitation for free on our free tools page on the website here).

3. Create a relationship with your host prior to her party. Host coaching is the key to success in the party plan business. Period. Your host will work hard at promoting your party and making it a success if she feels a connection with you and likes you. And a nice added perk to host coaching is that, if you’re offering your opportunity to your host as part of that experience, you’ll generally sponsor 1 out of every 8 hosts.
    
4. Give your host clear instructions. This is so important. I say all the time people won’t open their mouths if they don’t know what to say. And I’ve found that people generally do what they’re told. So give your host a goal to make follow up calls at least two days prior to her party and do a little role playing that shares some enthusiastic language about how much fun the theme is going to be so she knows what to say. Some consultants even take on this tasks for their hosts. Just make sure it’s getting done.
    
5. Follow-up often. Believe it or not, your party isn’t as big a priority for your host as it is for you. And you want them to understand that you’re there to support them. So, make a follow up call about a week prior to the party just to touch bases and share your excitement for her upcoming party. Then follow up at least two days prior to the party to remind her to make follow-up calls and the day before the party to make final plans.

What about you? What are some of your ideas?

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 success language consultant, a direct sales 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, visit her at www.julieannejones.com or check out her blog at http://julieannejones.com.

Reading: Simple Touchpoints of Loyalty

I love Chris Brogan. His simple, kind, customer-centric view of the world (which he shares daily on his blog) really resonates my view of the world and with the way I aspire to run my company as well. His post today particularly inspired me. Take 5 minutes or so and check it out. You’ll be glad you did.

Click here to read Chris’ post for today "Simple Touchpoints of Loyalty"

3 Simple Steps that Will Virtually Eliminate Party Cancellations

As a direct seller, I learned very quickly that my success or failure in my business had a lot to do with my relationship with my host. And it also became apparent very quickly that my relationship with a host succeeded or failed based in large part upon how I set that host up the night they booked their party with me.

 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 success language consultant, a direct sales 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, visit her at www.julieannejones.com or check out her blog at http://julieannejones.com.

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