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I did a Women's Expo last Sunday. We brewed PC coffee to get people into the booth. It worked out great because they had to actually stand there and make the coffee which takes a few minutes. Plenty of time to start a conversation with them. We also had a drawing for a basket that had our carafe, SI mugs, tea and the coffee. We also had made some candy flower chocolate lollipops. We put them in craft foam in a small flower pot with a sign that said "pick a date.. pick a flower..earn a free gift". If anyone booked a show on the spot, they could pick a candy flower from the pot. On the back were prizes like... free cooking show, $10 in free products at your show, etc. There were 3 of us at the booth. We booked 5 shows on the spot between us. We each got 45 leads from the drawing to follow up. When I called my leads this week, I explained they did not win the prize basked however they did qualify for a free cooking show. As of now, I have 6 bookings confirmed, 2 registries and 1 recruiting interview next week.
Hope this gives you some ideas you can use. Good luck!
I first ask if they liked the recipe and if they would like a recipe card (if I have one) Even if I have time to look, I'll still ask everyone if they would be interested in getting free products or if they know someone who would. Then I ask if they know anyone getting married who might want to register for free. Then I finish with "have you ever thought about doing what I do?". I use the four pile system. I have four piles of information in front of me - one for each question. As I am checking them out I place my hand on each pile and go down the line. That way I don't forget anything and I don't offend anyone by not asking something.
I never look at the form at the event. If the person is willing to talk I ask EVERYONE personally if they would like to book a party. I ask them if they've ever had a party; if yes, when was their last party.
If they don't know anything about PC or have been to parties, but never had one of their own I explain the host program and show them what the current month's special and next month's host specials are. Then I show them my clipboard with my available dates on it.
At an event I average about 2 on the spot bookings. I think that's pretty good.
I did a women's show this past Saturday and Sunday, and you BET I BOOKED ON THE SPOT!!
Saturday - got 3 catalog shows and Sunday 3 cooking shows. Plus about 10 immediate recruit leads, as well as a stack of responses from the drawing - which was a FREE cooking show. Everyone who marked yes or maybe on the drawing slip - I'm calling to tell them they won! And hopefully book from there.
I handled out recipes to everyone possible who passed the table. When they came over to the table, I asked if they wanted to enter into a drawing for a free cooking show - some said yes, some said no. Some just said, I don't want to enter the drawing I just want to book a show NOW. So, of course, I booked the show.
You usually get a sense about if they are truly interested in booking on the spot or not. And if they are interested - go with it. It's never "hurt" me by booking on the spot.