gilliandanielle
- 6,059
My director just sent this to me. It has some good ideas and info. Good luck with your September!
Gillian
Want more shows for September? Get on the phone!!
WHO TO CALL:
1. ANYONE who has purchased a stone from you! Just go to the TOTAL ITEMS SOLD HISTORY report and enter a search by product # - #1300-1490. The date range should be at least a year. (Now, these product numbers will produce more than stone tallies so be sure to print it out and highlight the stone purchases.)
2. Call all your hosts from last September! Their discount is about to expire and this year's special is even better!
3. Call all of the "maybes" and those who have recently canceled or postponed a show. I would even go back a year with this one.
WHAT TO SAY:
I know there are many reasons to host a show but the focus I am using below is STONES so remember, no matter WHAT YOU SAY, you need to FIRST be sure the DESIRE for more stones is there, otherwise your words and attempt is moot.
You could say something like:
LIVE CONVERSATION:
For stone purchases within the last 3-4 months:
"HI! This is _____ with The Pampered Chef! Is this a good time for you?..... GREAT! I am doing out-of-the-box calls. I am calling to see if you have taken your _______stone out of the box yet!" wait for reply, jot down notes. Be prepared for her to mention other products she has purchased that she likes, has problems with or has questions about.
If she loves her stone, then move on to orange-colored the script below. If she has not taken it out of the box, then you want to be sure you have a few tips and simple recipe suggestions to offer her by phone, mail or email. Inquire as to whether or not she owns other stones that she is using. IF so, then move on to mention the September special. If not, then tell her that you will call her in the next week to see how she is liking her stone! and then BE SURE TO CALL BACK!
I say something like this: "I do not feel my job ends when I sell you stone or any other product. That is only part of my job. I also want to be sure you are satisfied with your purchase and more importantly, I want to be sure you are getting the FULL benefits of our stones. I will email you a few recipes and tips for using your stone and with your permission; I am going to call you back in a week or so to follow up. It will only take a few minutes! What is the best time to call?"
...To inform of specials: (this can be used for anyone you call-just adjust the first 2 sentences)
"I am so glad you love your stones. I do not know how I have survived without them before! Is there another stone or 2 you are interested in adding to your kitchen?" wait for reply. "I am so excited about an upcoming special and I would be doing you a disservice if I did not let you know about it. Do you like HALF-OFF sales?....I knew you'd say yes! Well, as a host next month, you will be eligible to purchase UNLIMITED stones from 40%-50% off! PLUS, with a qualified sales, you will also be able to select up to 3 stones of your CHOICE for FREE and also be eligible for all of our awesome host benefits which usually comes out to about $100 or more in FREE products! This is an incredible opportunity not only for you to stock up for yourself or holiday gift-giving at incredible savings, but it is a great opportunity for your guests t o do the same as well! What do you think?! Is this an awesome deal or what?!" wait for reply.
"Now, that you are all excited, why don't we schedule a kitchen show so you can start your wish list?" SET THE DATE and MAIL THE PACKET within 24 hours.
if she declines,:
"I know how crazy life can get and I do not want you to miss out on this great savings opportunity. Why don't you just pass around some catalogs to your family, friends and co-workers and you can still be eligible to receive everything I mentioned earlier?" MAIL THE CATALOGS within 24 hours.
if she declines:
"I understand. Are there any stones you would like to add to your kitchen at 20% off? I am taking pre-orders and can have them to you by the second week of September."
Thank her for her time and offer to follow up.
I know I did not mention any of the theme shows. I tried to focus mostly on the stones. I have been mentioning the themes once they book, but the opportunity will probably arise while you are talking with her and you can interject that info as needed. For example, if she mentions that she loves using her stone to make biscuits, cookies, etc., then you can mention our partnership with Pillsbury and how by hosting a Simply Stunning Appetizer Show in September, she and her guests will receive a terrific recipe to take home as well as a money-saving coupon from Pillsbury!
For those who were hosts last September, the script can apply, just add:
"You hosted a show last September and received the _____ stones. How are you liking them? How would you like some more?!" then go on to tell her about the specials.
For those maybes or postponed shows, you could add:
You previously expressed interest in hosting a show and for one reason or another, we have had a hard time connecting. _______ already received credit for your booking and now it is YOUR turn to reap the benefits! I HAD to call you and let you know about....."
some tips:
MARK OFF THE DAYS you want to do shows FIRST.
SET A GOAL and SET A DEADLINE:
How many shows would you LIKE to do?
What is the LEAST YOU WILL ACCEPT?
example: I want 12 shows, but I will accept no less than 8....and I will have at least 8 shows booked by Friday.
The goal gives you padding and the deadline gives you focus.
Once you get your lists of who to call compiled, DIVIDE IT UP!
Break it down into 3- 5 calls a day (or more if you are up to it.)
I would recommend a mix:
Some stone purchasers, past hosts and maybes
IF YOU WANT SHOWS, BE COMMITTED TO DO THIS OR EXPECT NOTHING FOR SEPTEMBER, especially if your August was not what you wanted! I am not trying to be harsh. I am just being real. I know that if I do not get on the phone, my schedule will NOT change!
I BELIEVE IN YOUR SUCCESS! SEPTEMBER IS GOING TO ROCK
Gillian
Want more shows for September? Get on the phone!!
WHO TO CALL:
1. ANYONE who has purchased a stone from you! Just go to the TOTAL ITEMS SOLD HISTORY report and enter a search by product # - #1300-1490. The date range should be at least a year. (Now, these product numbers will produce more than stone tallies so be sure to print it out and highlight the stone purchases.)
2. Call all your hosts from last September! Their discount is about to expire and this year's special is even better!
3. Call all of the "maybes" and those who have recently canceled or postponed a show. I would even go back a year with this one.
WHAT TO SAY:
I know there are many reasons to host a show but the focus I am using below is STONES so remember, no matter WHAT YOU SAY, you need to FIRST be sure the DESIRE for more stones is there, otherwise your words and attempt is moot.
You could say something like:
LIVE CONVERSATION:
For stone purchases within the last 3-4 months:
"HI! This is _____ with The Pampered Chef! Is this a good time for you?..... GREAT! I am doing out-of-the-box calls. I am calling to see if you have taken your _______stone out of the box yet!" wait for reply, jot down notes. Be prepared for her to mention other products she has purchased that she likes, has problems with or has questions about.
If she loves her stone, then move on to orange-colored the script below. If she has not taken it out of the box, then you want to be sure you have a few tips and simple recipe suggestions to offer her by phone, mail or email. Inquire as to whether or not she owns other stones that she is using. IF so, then move on to mention the September special. If not, then tell her that you will call her in the next week to see how she is liking her stone! and then BE SURE TO CALL BACK!
I say something like this: "I do not feel my job ends when I sell you stone or any other product. That is only part of my job. I also want to be sure you are satisfied with your purchase and more importantly, I want to be sure you are getting the FULL benefits of our stones. I will email you a few recipes and tips for using your stone and with your permission; I am going to call you back in a week or so to follow up. It will only take a few minutes! What is the best time to call?"
...To inform of specials: (this can be used for anyone you call-just adjust the first 2 sentences)
"I am so glad you love your stones. I do not know how I have survived without them before! Is there another stone or 2 you are interested in adding to your kitchen?" wait for reply. "I am so excited about an upcoming special and I would be doing you a disservice if I did not let you know about it. Do you like HALF-OFF sales?....I knew you'd say yes! Well, as a host next month, you will be eligible to purchase UNLIMITED stones from 40%-50% off! PLUS, with a qualified sales, you will also be able to select up to 3 stones of your CHOICE for FREE and also be eligible for all of our awesome host benefits which usually comes out to about $100 or more in FREE products! This is an incredible opportunity not only for you to stock up for yourself or holiday gift-giving at incredible savings, but it is a great opportunity for your guests t o do the same as well! What do you think?! Is this an awesome deal or what?!" wait for reply.
"Now, that you are all excited, why don't we schedule a kitchen show so you can start your wish list?" SET THE DATE and MAIL THE PACKET within 24 hours.
if she declines,:
"I know how crazy life can get and I do not want you to miss out on this great savings opportunity. Why don't you just pass around some catalogs to your family, friends and co-workers and you can still be eligible to receive everything I mentioned earlier?" MAIL THE CATALOGS within 24 hours.
if she declines:
"I understand. Are there any stones you would like to add to your kitchen at 20% off? I am taking pre-orders and can have them to you by the second week of September."
Thank her for her time and offer to follow up.
I know I did not mention any of the theme shows. I tried to focus mostly on the stones. I have been mentioning the themes once they book, but the opportunity will probably arise while you are talking with her and you can interject that info as needed. For example, if she mentions that she loves using her stone to make biscuits, cookies, etc., then you can mention our partnership with Pillsbury and how by hosting a Simply Stunning Appetizer Show in September, she and her guests will receive a terrific recipe to take home as well as a money-saving coupon from Pillsbury!
For those who were hosts last September, the script can apply, just add:
"You hosted a show last September and received the _____ stones. How are you liking them? How would you like some more?!" then go on to tell her about the specials.
For those maybes or postponed shows, you could add:
You previously expressed interest in hosting a show and for one reason or another, we have had a hard time connecting. _______ already received credit for your booking and now it is YOUR turn to reap the benefits! I HAD to call you and let you know about....."
some tips:
MARK OFF THE DAYS you want to do shows FIRST.
SET A GOAL and SET A DEADLINE:
How many shows would you LIKE to do?
What is the LEAST YOU WILL ACCEPT?
example: I want 12 shows, but I will accept no less than 8....and I will have at least 8 shows booked by Friday.
The goal gives you padding and the deadline gives you focus.
Once you get your lists of who to call compiled, DIVIDE IT UP!
Break it down into 3- 5 calls a day (or more if you are up to it.)
I would recommend a mix:
Some stone purchasers, past hosts and maybes
IF YOU WANT SHOWS, BE COMMITTED TO DO THIS OR EXPECT NOTHING FOR SEPTEMBER, especially if your August was not what you wanted! I am not trying to be harsh. I am just being real. I know that if I do not get on the phone, my schedule will NOT change!
I BELIEVE IN YOUR SUCCESS! SEPTEMBER IS GOING TO ROCK
Seems like when you do, people are surprised to see that you actually care if they like their products. You don't see consultants from other companies doing that! (I don't anyway!)
