Optimizing Your Bookings: Timing Tips for a Successful Shpiel

[bridgetbakes]

I am in the middle of re-designing my show outline and want to get some input from you folks about your Bookings "shpiel."

Up till now I have been doing introductions, onto thanking the host and guests and then doing the whole "Who has been to show before?" thing and "Whats your fave product?" Then I would proceed to explaining the receipt and asking them to fill out their info and THEN ask them to flip to the last page of the catalog to go over all the benefits of hosting a show.

HOWEVER, I did a teleclass a few weeks ago (w/Sherri Carr and Nancy Francis) and they were saying that it is best to wait till near the end of your show to mention hosting. They believe this is best because later in the show your guests have had a chance to warm up to you AND the products and will be more receptive to the idea of hosting.

I would love to hear from you Cheffers on this! Do you explain all the benefits near the end as well? Have you seen good results from this? DO TELL!

Thanks!

 

[lizcooks4u]

shpiel?

I am in the middle of re-designing my show outline and want to get some input from you folks about your Bookings "shpiel."

Up till now I have been doing introductions, onto thanking the host and guests and then doing the whole "Who has been to show before?" thing and "Whats your fave product?" Then I would proceed to explaining the receipt and asking them to fill out their info and THEN ask them to flip to the last page of the catalog to go over all the benefits of hosting a show.

HOWEVER, I did a teleclass a few weeks ago (w/Sherri Carr and Nancy Francis) and they were saying that it is best to wait till near the end of your show to mention hosting. They believe this is best because later in the show your guests have had a chance to warm up to you AND the products and will be more receptive to the idea of hosting.

I would love to hear from you Cheffers on this! Do you explain all the benefits near the end as well? Have you seen good results from this? DO TELL!

Thanks!

IS shpiel? Speel??

 

[jenniferknapp]

haha it took me a few times to figure out that it wasn't a typo!

 

[bridgetbakes]

SpielOops, sorry...correct spelling is - SPIEL. According to Webster's Dictionary:
to talk volubly or extravagantly. Thesaurus: Pitch.

So cheffers...Any help on my original question?

 

[jenniferknapp]

Sorry to get off topic! I don't really have an outline, because each group of people are different. Some don't want to watch the demo, some do...some are too busy gabbing, and some are there to just look at the catalog because they feel they have to order something...and others love our products so much that they can't pay attention to anything else!I like to have catalogs with order forms and comment cards inside all set to go with pens nearby so that the guests can get them on their way in to the demo room. I ask the host before hand if she wants nametags for the guests, and if they will all know eachother, etc.If they are a participating audience, I like to introduce myself, thank the host, and go over the receipt stuff first, and then get into my demo, and talk about the products as I use them. then while the recipe is in the oven I ask if there are any questions, etc. I wuick mention the opportunity to do what I do, but don't go into detail because I don't feel I want to recruit so soon.If the audience is off on their own and I can't get their attention, I throw in the details and info whenever I get a moment of silence in the room...and some listen, and some don't.I havent done any games or anything like that yet either. I just ask them to fill out the comment cards and there will be a drawing...and then there is also if you bring a friend, and if you book you can also pick something. Then I wrap up with any final questions and try to pick up a bit, and then start tallying orders up.

 

[beepampered]

Do it everywhereI throw it in wherever I can. I think mentioning at the beginning is good cause it gets them thinking about it. But I also think you might need to remind them later in the show of how great the benefits are. My goal is to mention booking a show 3-5 times within the time I am there - probably should be more....BEE

 

[pamperedgirl3]

I've been listening to Belinda Ellsworth's cds. She has a great intro that asks if anyone has been to a show before & then you say, "Great, you're in for a real treat this evening.......The hardest thing you're going to have to do is decide which products you'd like to get tonight. When you find yourself in that situation, the very best thing you can do is book a show of your own, and walk away with some of them absolutely free. In fact, we've found that half of the audience ends up booking their own show. With that in mind, let's get acquainted...

That's what I do. Then a little while later, I'll ask them to think about a place they love to shop at & how would they like a $100 shopping spree. Then I tell them that's what I have to offer tonight, around a $100 shopping spree. Then when I'm using a higher priced item or a future special, I ask them if they are thinking they'd like to have a $100 shopping spree & tell them that's what my hosts average at their shows. At the end, I tell them how much I enjoyed the show & hope they did too & that I'd love to come to their house for the next show. Then they fill out the DPS.

If you don't have Belinda's tapes, they are AWESOME! I've only been using them for about 2 months, but I've seen a HUGE difference in my shows! I've been averaging higher sales, more bookings, & more recruiting leads than in the previous year & a half of my career.

HTH!

 

[bridgetbakes]

Thanks Ladies for the advice. I really MUST get on the Belinda Ellsworth bandwagon! I have heard so many wonderfult things about her and how her talks have really changed how people do shows.

 

[amya]

I ususally don't say anything about booking at the very beginning of the show - I just do intros. around the room and have everyone tell me what their favorite product is. My cluster went to see Tom Marston in Cleveland a couple of months ago, and he said that no one could repeat a favorite product that someone else had already said. I liked that so I've started adding that.

As I'm doing the demo, when I use a Stainless Steel Bowl or the Mandolin, I always say how great these items are. Then I say, "Now, this is one of the higher priced items in our catalog, but that means that they are great half-price items to choose when you decide to host a show."

I don't say anything else until the end when I show the upcoming host specials and talk about the booking benefit.

 

[scottcooks]

3 times+ during show! I remember a college professor who said, "Know your stuff - know who you're stuffing - stuff 'em" and the one we've all heard before... "tell 'em what you're going to say - say it - tell them what you said".

Look at they 'WHY BAG' post under Chef Lounge - bottom of main board for some verbiage I use, that really ties in opportunity with bookings.

Dropping hints like "I got this with my super starter kit" or "what is the star for in the catalog?" or "This is one of our higher priced items, but just because you're you, I can give it to you at 50% off for hosting a show with 5 or 6 strong orders!"