Maximizing Success: The Power of Follow-Up Calls for Booking Direct Sales Shows

Click For Summary

Discussion Overview

The thread centers around the experiences of participants regarding the effectiveness of follow-up calls in booking direct sales shows. Several participants share personal anecdotes about their successes and challenges related to making these calls.

Discussion Character

  • Anecdotal
  • Opinion-based
  • Exploratory

Main Points Raised

  • One participant, identifying as a consultant, shares two recent successful follow-up calls that resulted in booked shows.
  • Another participant expresses a desire to improve their calling habits but feels hesitant and tired.
  • Several users mention the importance of making calls and the potential for success, noting that sometimes it takes many calls while other times just one can lead to a booking.
  • One participant discusses their discomfort with making calls and seeks advice on how to initiate conversations.
  • Another participant shares their experience of adjusting their calling times based on the season.
  • Some participants discuss the "9pm rule" regarding calling times, with differing opinions on whether to adhere strictly to it.

Areas of Agreement / Disagreement

Views differ on the appropriateness of making calls after 9pm, with some participants adhering to the rule while others are more flexible. Overall, there is no clear consensus on the best practices for follow-up calls.

Contextual Notes

Participants share a variety of personal experiences and feelings about making follow-up calls, reflecting a range of comfort levels and strategies.

Who May Find This Useful

This discussion may be of interest to consultants looking to enhance their follow-up calling techniques and those seeking encouragement from peers in similar situations.

DebbieJ
DebbieJ
Messages
10,849
I've had two experiences within the past 24 hours that I wanted to share:

1. Called a customer who attended a show TWO YEARS AGO. In previous CC calls, she indicated an interest in hosting, but we had never connected. I called last night and started asking her about her favorite products, what could she use in her kitchen right now, and she said POTS AND PANS! Jackpot! She booked Sept 20th

2. As a director, I received a home office lead for someone interested in doing a show. We connected this morning and it turns out that she wants to do a fundraiser for her dance studio so they can get a new floor. She got the idea from talking to another consultant who had a booth at a local fair, but that consultant NEVER CALLED HER about it. Now I am sending her 20 catalogs for her students to collect orders and have a fundraiser show booked for Sept 6th.

Two calls, added two September shows.

WHAT ARE YOU WAITING FOR--PICK UP THE PHONE!!!!
 
Fantastic for you!!
 
Congrats!! Way to go!
 
Thanks Deb! I've been 'thinking about' making calls all day :) - guess I better get to it!
 
You are SO right! I have a lady waiting to schedule a show but I need to get off my lazy keester and call her. I WILL call her tonight on my way home from work.
 
  • Thread starter
  • #6
byrd1956 said:
Fantastic for you!!
Click to expand...

Humble Beginnings said:
Congrats!! Way to go!
Click to expand...

I didn't post this to toot my own horn, but rather to illustrate that by working the basics of this business (which means making phone calls) you can have success!

Sometimes it takes 20 calls, but sometimes it takes just one. Go for it!
 
I have been trying to get better about making calls and I know that I have a ton that I need to make tonight but I am so tired today I will have to see what I feel like after I get up from a post-work nap.

Q- does everyone live by the 9pm rule? (no calls after 9pm)? I am just curious.
 
pampered.chris said:
I have been trying to get better about making calls and I know that I have a ton that I need to make tonight but I am so tired today I will have to see what I feel like after I get up from a post-work nap.

Q- does everyone live by the 9pm rule? (no calls after 9pm)? I am just curious.
Click to expand...

I make it a point not to call after 9 unless someone has specifically said to or I have asked if it's okay first.



Thanks Deb for the advice, sometimes we just really need to hear this to wash all the excuses away!!!
 
Deb, I am a very new consultant and I feel wierd about the care calls..I know I shouldn't but I feel like I get all tongue tied (unlike my parties).

When you said you asked her what her kitchen could use....how did you get to that point? Did you do "small talk" first and if so..how did you start that too?

I am SO not a phone person. Even my friends laugh about how much I hate talking on the phone!!!

Thanks for any advice.
 
That's great Deb!

On the calling after 9pm question....I used to never. But during my phone courage workshop at conference they said not to "project" your own thoughts & feelings onto someone else. For example, say I don't like to receive calls after 9pm; so I assume that everyone else doesn't either. When in fact, for some people, that's actually when they'd prefer you call....after kids are in bed, etc. So, just pick up the phone....ask if it's an okay time to talk or ask if they're busy....if it's a bad time, they'll tell you!
 
I definitly avoid calls after 9 p.m. I would LOVE to get calls that late ... but I have heard very negative things about people hanging up on people who call after 9.I will bend the rules for 9:03, however ...
 
  • Thread starter
  • #12
ChefSharain said:
Deb, I am a very new consultant and I feel wierd about the care calls..I know I shouldn't but I feel like I get all tongue tied (unlike my parties).When you said you asked her what her kitchen could use....how did you get to that point? Did you do "small talk" first and if so..how did you start that too?I am SO not a phone person. Even my friends laugh about how much I hate talking on the phone!!!Thanks for any advice.
Click to expand...
Linda posted a great call sheet here not too long ago. I'll try to go find it.ETA--here it is: http://www.chefsuccess.com/f2/booking-script-41474/
 
  • Thread starter
  • #13
Depends on time of year...summertime I'll call as late as 9:30 p.m. Wintertime is different, I don't usually call past 9 p.m.
 
Great reminder, Deb - thanks! And, regarding the time - I always ask them the best time to call them to follow up (esp. if it's a host or recruit lead), and even make phone appointments. Then I usually get them on the phone at the set time instead of getting answering machines/voicemails.
 
DebbieJ said:
Linda posted a great call sheet here not too long ago. I'll try to go find it.

ETA--here it is: http://www.chefsuccess.com/f2/booking-script-41474/
Click to expand...

Thanks for posting that. I did the 3-2-1 tele-class last night and decided to get motivated to get on the phone. My biggest thing is not really knowing what to say. That script is GREAT!!
 
  • Thread starter
  • #16
DebbieJ said:
I've had two experiences within the past 24 hours that I wanted to share:

1. Called a customer who attended a show TWO YEARS AGO. In previous CC calls, she indicated an interest in hosting, but we had never connected. I called last night and started asking her about her favorite products, what could she use in her kitchen right now, and she said POTS AND PANS! Jackpot! She booked Sept 20th

2. As a director, I received a home office lead for someone interested in doing a show. We connected this morning and it turns out that she wants to do a fundraiser for her dance studio so they can get a new floor. She got the idea from talking to another consultant who had a booth at a local fair, but that consultant NEVER CALLED HER about it. Now I am sending her 20 catalogs for her students to collect orders and have a fundraiser show booked for Sept 6th.

Two calls, added two September shows.

WHAT ARE YOU WAITING FOR--PICK UP THE PHONE!!!!
Click to expand...

Just an update:

#1--the show is still on, she is inviting a whole bunch of people and is really excited to get the 12" skillet

#2--show was this past Saturday, was a total blast, we're up to $1800 in sales, 2 bookings, and 2 recruit leads. Boy did that other consultant miss out!!!

THE FORTUNE IS IN THE FOLLOW-UP!
 
thank you so much for posting not only the story but also the happy endings!
 
Congrat's Deb. That is awesome!
 
I get very upset if anyone calls me past 9. I actually prefer not to get calls past 8:
30 since that is when i am getting my kids to sleep.
 
Wow, congrats on the awesome show!!
 

Frequently Asked Questions

What is the importance of follow-up calls in direct sales?

Follow-up calls are crucial in direct sales as they help maintain communication with potential hosts and customers. They provide an opportunity to answer questions, address concerns, and reinforce the benefits of hosting a show. This personal touch can significantly increase the likelihood of booking shows and closing sales.

How soon should I make follow-up calls after initial contact?

It's best to make follow-up calls within 24 to 48 hours after the initial contact. This timeframe keeps the conversation fresh in the potential host's mind and shows your enthusiasm and commitment to helping them. Prompt follow-ups can lead to higher booking rates.

What should I say during a follow-up call?

During a follow-up call, start by thanking the person for their time during the initial conversation. Ask if they have any questions about the Pampered Chef products or hosting a show. Highlight any special promotions or incentives that may interest them, and encourage them to consider the benefits of hosting.

How can I overcome objections during follow-up calls?

To overcome objections, listen carefully to the concerns raised by the potential host. Acknowledge their feelings and provide solutions or alternatives. For example, if they are worried about time, discuss flexible scheduling options. Use testimonials or success stories from previous hosts to illustrate the benefits of hosting a show.

How often should I follow up with potential hosts?

It's important to strike a balance with follow-ups. Generally, you should aim to follow up at least once a week for the first month after initial contact. If they express interest but are not ready to commit, you can space out follow-ups to every two weeks or monthly, depending on their level of engagement. Always be respectful of their time and preferences.

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