The consistent complaint I hear from home party consultants these days is the desire to increase bookings both at and away from shows.
The economy right now isn’t being helpful – especially here in Michigan. Many consultants I know are struggling to get more shows on my calendar. I myself have found that my average number of bookings per show has declined slightly – but my show sales averages are higher this year than they were last year. I’ll tell you more about that in another post.
Consultants acknowledge the importance of getting more parties on their calendar, are willing to “do anything” in order to get bookings, yet sometimes it’s the simplest things that prevent us from securing those bookings.
Today, I want you to consider how you’re asking for bookings.
Choose your words carefully. Do you believe that booking a party with you is the best experience in the world? Or are you like many consultants that approach customers as if they are doing you a favor by hosting a show?
Once you carry yourself as though everyone would want to book from you, your results will improve. It sounds cliche, but it’s true. When you know you’re the best, people will believe you. Carry yourself with confidence that your party is the best party on the block.
Invite people to book with you. It seems obvious, but make sure you are asking people to book with you. If you leave an invitation open-ended, they just might book with someone else. Tell your guests that you will be inviting them to book with you when they check out. And continue to plant booking seeds throughout your presentation.
Assume that everyone wants to book with you. This doesn’t mean that you should skip the invitation! On the contrary, you should do your inviting under the assumption that everyone wants to book a party. Instead of using word choices like “Could you see yourself having a party in the next 30 days?”, invite your guests to pick the best day that works for their calendar. Here are some example word choices:
“Thinking of you and your friends, would weekends or weeknights work best for your party?”
“You had such a good time tonight! What day are we going to schedule your party?”
“You were so much fun tonight! I can’t wait to give you all the free hostess gifts. Which night will work best for you?”
By assuming the booking, your potential hostess still has a chance to say no, but because you’ve not verbalized that choice, they are more likely to book. You’ve made an open invitation in a more appealing way, and you’ve asserted your level of confidence in your product in a way that isn’t pushy.
Above all, keep the guest’s best interests in mind. Don’t push for a date if they’re just not sure. Be firm, however on hostess benefits. If your hostess won’t get credit for their booking, let them know. They may decide to move up their party – or they may need to keep it where it’s at. Rigid company rules can sometimes break the momentum of bookings at a show. Use your discretion as a consultant to do what’s best for the customer AND for you.
© 2008 Lisa Robbin Young
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Lisa Robbin Young offers direct sales training and coaching to direct sales professionals looking to grow their business like a real business instead of an expensive hobby. Sign up for her free weekly ezine at http://www.homepartysolution.com.