DebbieJ
- 10,849
Hey folks, just a little inspiration for you, I hope.
I pulled out some slips from a fair I did last fall. People who I should have called last November, but I'm finally getting to them now (2 moves and a medical procedure btwn then and now will do that
)
Anyhoo....called a few lovely folks. I apologized for not being in touch and asked if they had a few minutes. One blew me off, I left a few messages, then I talked to Lucy. We had a fun conversation and now she is going to do a catalog show. So it's only a catalog show, but it's more sales than I had before I picked up the phone! :thumbup: :thumbup: And since I really want TPC in personal sales and I want to earn level 3, I'll take every little bit.
It's all about the basics, folks. I sucked it up, made the call, and got the booking. You can do it too. I'm going to paste here a script from my dear friend Ginny (kitchen2u) that helped me. I'm sure it will help you too.
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1) So I called my FOR SURE WILL BOOK A PARTY first. Why? It gets my confidence up (up even after 6+ yrs, the phone phoba is still there ~ I'm NO different that YOU!)
2) You've got to sound EXCITED while talking to them ~ why? Who is their right mind wants to book a party with someone who is just talking in a polite/meek manner? What kind of party are YOU going to have? BE EXCITED!
Okay you've asked for scripts (you know you can get scripts right off of Consultant's Corner too ~ right?)
(anything in CAPS is a word(s) that I emphasize )
"Hey Suzy ~ this is Ginny, YOUR Pampered Chef lady! Do you have a few minutes? (wait for an answer)
Yes answer: (if the answer is no --> see my respond below)
"Great! Are you enjoying this incredible weather we're having? (wait, listen, and respond ~ reply if needed) "I'm just loving daylight savings and getting that extra hour to enjoy this incredible weather, aren't you?" (wait, listen, and respond)
[I'm asking questions that I'm expecting YES answers to ~ I want the YESES to come out of their mouths before I go for the kill! LOL]
"I just wanted to share with you that PC just came out with a AWESOME new Spring catalog LOADED with over 40 INCREDIBLE new products! We've got some YUMMY new recipes I'd love to share with you, your family and friends. Our new Sweet N Simple recipes are so much fun, we can have a FUN dessert tasting party ~ How's that sound ~" (wait, listen, and respond)
Yes answer ~ "FANTASTIC, I've got _____ and ____ available, which one works best for you?" (Make SURE you have the next 2 dates YOU want to book handy. If those two dates don't work, you can just work it out. Most of the bookings will take one of the two dates since they know I've got a busy schedule ~ even if I don't ~ I make it sound like I do (I'm not lying just make it sound like I'm busy) ~ CREATE THE SENSE OF URGENCY!!!)
"That's great ~ so I've got you on my calendar for _____@7:00 PM. I'll be sending you your host packet in the next few days. (or if they book months out, I'll tell them I'll send it a month before)."
"Between now and the time you get your host packet, there's ONE thing I want you do to. I want YOU to have a BEST party ever!" (If they're a repeat host, I'll challenge them to beat their last party total and offer a free gift if they do ~ I know you are going to ask me what I offer ~ depends...what the party total is. Usually I'll pay for something they've chosen to purchase that's worth 30% of their party total = $1000 party, she'll get a $20 product from me)
"Don't you?" (wait, listen, respond)
"Of course you do! Well, I'm going to tell you how to do it. Write down 40-60 names of your family and friends. Okay, don't freak out, because less than half will actually come. So this is the goal I want YOU to set for YOUR BEST PARTY EVER! Does that sound like something you can do?" (wait, listen, respond - if they have a hard time thinking of that many...I'll tell them I'll send them a sheet that will help them think of at least 50 ~ 50 guests in 5 minutes)
"Thanks Suzy for booking a party with me ~ I'm SOOOOOOO excited to see how much FREE and discount tools you'll be getting in your kitchen! As a thank you, I'll be sending you a GREAT recipe too!"
No answer:
First you want to clairfy ~ does "no" mean not now or never? I use those words too!
"No problem Suzy, but do you mean no, not right now or no never?" (wait, listen, respond)
"Do you know anyone who might want to have a party? Because I give referral gifts too!" (wait, listen, respond)
"Can I send you a new recipe? I'd love to share one with you" (wait, listen, respond ~ I ALWAYS want to end my conversation on a POSITIVE note ~ makes him/her not feel uncomfortable ~ plus the positive yes I'd like a recipe ~ gives you the yes answer you've been wanting! Make sense? You go on to the next call knowing he/she last answer was YES!)
I'm sure there are better scripts...the one on CCorner is great too! My BEST advice is
DO IT! and BE EXCITED when you make the calls
Booking don't come by osmosis! Good luck!
I pulled out some slips from a fair I did last fall. People who I should have called last November, but I'm finally getting to them now (2 moves and a medical procedure btwn then and now will do that
)Anyhoo....called a few lovely folks. I apologized for not being in touch and asked if they had a few minutes. One blew me off, I left a few messages, then I talked to Lucy. We had a fun conversation and now she is going to do a catalog show. So it's only a catalog show, but it's more sales than I had before I picked up the phone! :thumbup: :thumbup: And since I really want TPC in personal sales and I want to earn level 3, I'll take every little bit.
It's all about the basics, folks. I sucked it up, made the call, and got the booking. You can do it too. I'm going to paste here a script from my dear friend Ginny (kitchen2u) that helped me. I'm sure it will help you too.
---------------------------------------
1) So I called my FOR SURE WILL BOOK A PARTY first. Why? It gets my confidence up (up even after 6+ yrs, the phone phoba is still there ~ I'm NO different that YOU!)
2) You've got to sound EXCITED while talking to them ~ why? Who is their right mind wants to book a party with someone who is just talking in a polite/meek manner? What kind of party are YOU going to have? BE EXCITED!
Okay you've asked for scripts (you know you can get scripts right off of Consultant's Corner too ~ right?)
(anything in CAPS is a word(s) that I emphasize )
"Hey Suzy ~ this is Ginny, YOUR Pampered Chef lady! Do you have a few minutes? (wait for an answer)
Yes answer: (if the answer is no --> see my respond below)
"Great! Are you enjoying this incredible weather we're having? (wait, listen, and respond ~ reply if needed) "I'm just loving daylight savings and getting that extra hour to enjoy this incredible weather, aren't you?" (wait, listen, and respond)
[I'm asking questions that I'm expecting YES answers to ~ I want the YESES to come out of their mouths before I go for the kill! LOL]
"I just wanted to share with you that PC just came out with a AWESOME new Spring catalog LOADED with over 40 INCREDIBLE new products! We've got some YUMMY new recipes I'd love to share with you, your family and friends. Our new Sweet N Simple recipes are so much fun, we can have a FUN dessert tasting party ~ How's that sound ~" (wait, listen, and respond)
Yes answer ~ "FANTASTIC, I've got _____ and ____ available, which one works best for you?" (Make SURE you have the next 2 dates YOU want to book handy. If those two dates don't work, you can just work it out. Most of the bookings will take one of the two dates since they know I've got a busy schedule ~ even if I don't ~ I make it sound like I do (I'm not lying just make it sound like I'm busy) ~ CREATE THE SENSE OF URGENCY!!!)
"That's great ~ so I've got you on my calendar for _____@7:00 PM. I'll be sending you your host packet in the next few days. (or if they book months out, I'll tell them I'll send it a month before)."
"Between now and the time you get your host packet, there's ONE thing I want you do to. I want YOU to have a BEST party ever!" (If they're a repeat host, I'll challenge them to beat their last party total and offer a free gift if they do ~ I know you are going to ask me what I offer ~ depends...what the party total is. Usually I'll pay for something they've chosen to purchase that's worth 30% of their party total = $1000 party, she'll get a $20 product from me)
"Don't you?" (wait, listen, respond)
"Of course you do! Well, I'm going to tell you how to do it. Write down 40-60 names of your family and friends. Okay, don't freak out, because less than half will actually come. So this is the goal I want YOU to set for YOUR BEST PARTY EVER! Does that sound like something you can do?" (wait, listen, respond - if they have a hard time thinking of that many...I'll tell them I'll send them a sheet that will help them think of at least 50 ~ 50 guests in 5 minutes)
"Thanks Suzy for booking a party with me ~ I'm SOOOOOOO excited to see how much FREE and discount tools you'll be getting in your kitchen! As a thank you, I'll be sending you a GREAT recipe too!"
No answer:
First you want to clairfy ~ does "no" mean not now or never? I use those words too!
"No problem Suzy, but do you mean no, not right now or no never?" (wait, listen, respond)
"Do you know anyone who might want to have a party? Because I give referral gifts too!" (wait, listen, respond)
"Can I send you a new recipe? I'd love to share one with you" (wait, listen, respond ~ I ALWAYS want to end my conversation on a POSITIVE note ~ makes him/her not feel uncomfortable ~ plus the positive yes I'd like a recipe ~ gives you the yes answer you've been wanting! Make sense? You go on to the next call knowing he/she last answer was YES!)
I'm sure there are better scripts...the one on CCorner is great too! My BEST advice is
DO IT! and BE EXCITED when you make the calls
Booking don't come by osmosis! Good luck!
due to various family illnesses and issues. I was looking at my calendar prior to logging on and thinking I needed to find time to get on the phone. March is a barren wasteland, which turned out to be a good thing with my DD's illness and commitments at the end of the month, but I really need to book up April, May, and beyond. I have 2 solid April bookings, 2 solid May bookings, 1 June, 2 in July, and 3 in August (repeat host - booking 6 months out). I need more!!! Now that the new spring catty is out, I can talk up our new products and new recipes!! If I want to use this to supplement DH's income and continue to stay at home, I've gotta get off my rear and get on the phone!!!
