Director Boost Bookings & Build Your Business: Phone Call Boot Camp for Direct Sellers

[PamperedK]

has anyone done a sort of "step up" focused on bookings and building that area of business? I have a large personal team but not many are doing more than a couple of shows a month...I'm thinking of offering a boot camp type thing that would be mostly phone calls but with some in person meetings thrown in, focused on bookings and building a customer base.

I want something with specific action steps that will build skills and confidence.

Has anyone done something like this in the past?

 

[Malinda Klein]

I'd be interested in hearing too

 

[Jolie_Paradoxe]

Great idea! I'd stay with the basics of follow up and asking. Use the Morning After, Our of the Box and Full service check out models. I'd go over the idea behind the concept, why it works & word choices/ideas. Maybe role play a bit and ask for them to brainstorm. Give them a weekly assignment by topic and have them update you with at least 1 result within 48 hours. I'd first start off by asking they make a choice to commit and to exactly how many shows they want a month. Ask them to have those dates picked and circled by the first training. Maybe focus on getting those bookings by doing:

1 - Responding to Objections

2 - Full Service Checkout at every show + going back to guests and hosts and doing the FSCO by phone, after the fact.

3 - Fortune is in the follow up. Pull up all those maybes, one days and reschedules and call them for bookings.

4 - Out & About Prospecting

5 - Pamper a Biz or Organization


Just some ideas. I'm looking forward to seeing everyone's ideas myself.

 

[PamperedK]

Love it! Great start! What to do if someone has NO shows on their calendar?Host their own show and invite everyone they know. Maybe I go with them? I am 100% committed to helping them so maybe I go and help them re-open their biz (I do Grand OPenings with all new consultants as well). Call up past customers and use an "out of the blue" type script.

 

[Jolie_Paradoxe]

I have done the same Krista....attended their "Jump Start" their biz show. I did ask that they meet a minimum criteria for me to block the time off to show their earnest desire to get their biz going. I had them revisit/update a list of 100 and call at least 25 of those names to ask for a cooking show. They emailed me the results.

Also, give them the 24 bookings in 24 hour challenge. Have them call and state that their director has challenged them to book 24 shows (cooking and catalog) in a 24 hour period. If they get at least 4 bookings, it's a strong start.

 

[PamperedK]

I have done the same Krista....attended their "Jump Start" their biz show. I did ask that they meet a minimum criteria for me to block the time off to show their earnest desire to get their biz going. I had them revisit/update a list of 100 and call at least 25 of those names to ask for a cooking show. They emailed me the results.

Also, give them the 24 bookings in 24 hour challenge. Have them call and state that their director has challenged them to book 24 shows (cooking and catalog) in a 24 hour period. If they get at least 4 bookings, it's a strong start.

This is a great idea....and then I'm not wasting time on those that "want" more bookings but aren't willing to work for them. That's where I hesitate doing meetings or conference calls because I spend a lot of time prepping and then people don't show up, don't call in, don't actually do anything.

 

[baychef]

This is a great idea....and then I'm not wasting time on those that "want" more bookings but aren't willing to work for them. That's where I hesitate doing meetings or conference calls because I spend a lot of time prepping and then people don't show up, don't call in, don't actually do anything.

In my team's defense...I only gave an e-mail with 24 hours notice, but tried to do one of these on Saturday. It was me, myself and I. Later I invested the time in calling people, they answered, one was a wrong number so I went on FB to personal message what her number is. No response and even found a few on FB....you know the ones with no bookings:grumpy:

Love this idea and I won't give up. I will try again and will send a call out next time.

 

[almondfarm]

Yes, I did this for a theme for my meeting a while back... Here is my invitation that I used, i can't find the training off hand, but will keep looking..

 

[baychef]

Lynette, love this invitation. When you hold your training at a restaurant do you have to rent a room or how do you work it? Thanks again!

 

[Jolie_Paradoxe]

Here's a few docs I had on bookings - From 2011 Conference and others I've received from other generous consultants that may be helpful. I'll keep looking and posting as I come across if you'd like. Keep us posted if anyone decides to proceed.

Krista, I tell each teammember that I will work as hard as they do to help THEIR business be the success they want, regardless of their goal. If they put a little effort, so will I. If they put a lot, then a lot is what they'll get from me. I establish clear expectations that we must be honest with one another - they must be honest if they did nothing and I may need to honest and tell them that doing nothing will get them exactly that.

I also give them a challenge/action step to do within 48 hours. I ask for email or text update regardless of result. Those who do it within deadline shows me their committment. Those who take longer show that they want it, but will do it as time permits. Allows me to know how much effort I'll be putting forth.

 

[Jolie_Paradoxe]

Ughhhh....not allowing me to attach. I'll try again later after my meeting. I have about 3 docs that may be useful.

 

[almondfarm]

Lynette, love this invitation. When you hold your training at a restaurant do you have to rent a room or how do you work it? Thanks again!

I only use restaurants that offer the use of the party room for free. Most of them are pretty good if you are doing a weeknight around here.

We also have a HyVee grocery store with a club room that is free to use if you purchase the groceries for your event there.. any amount. We mostly use that for meetings and trainings now. It has a full kitchen for doing demo's with even the mirror on the ceiling.

 

[baychef]

I only use restaurants that offer the use of the party room for free. Most of them are pretty good if you are doing a weeknight around here.

We also have a HyVee grocery store with a club room that is free to use if you purchase the groceries for your event there.. any amount. We mostly use that for meetings and trainings now. It has a full kitchen for doing demo's with even the mirror on the ceiling.

JEALOUS of that club room!!!! I will have to start hunting around to see if I can find a party room for free. Thanks so much.