Responding to Bookings Objections

[scottcooks]

help me continue this: Someone asked on another thread, about show guests who are adamant about not booking. I'm remembering from Nat.Conference that listening to reasons people might have for not booking, and having a possible alternative was the technique. HELP CONTINUE THIS...

Kitchen too small - I can present on just a card table in your living room. I once did a show in a college dorm room on the top of the dresser, where everyone sat on the beds. It's more fun when everyone is closer together!

House/kitchen under remodel - Wow; that's terrific. Let's plan to book a time when your kitchen is done, to show off all that handiwork. Everyone would love to come admire your beautiful new space! Would you like to book a catalog show in the meanwhile so you can still receive host benefits?

Too busy - I appreciate your honesty. When things settle down a little, let's look at the possibility. May I call you in 3 months to check your calendar then?

Kids hectic schedules; husband wouldn't let me have people over - I would be willing to offer you my home for the event. I'm centrally located, and have had 12 very successful parties for other hosts at my home. Let's take a look at the calendar to see what could work.

Too much work/bother - consider co-hosting with someone, and you can split the host benefits with them. It could be at their house, maybe all you do is invite some people, and show up and write the other host a check for groceries and they do the shopping and cleaning.

 

[jbdowd0798]

Scott- yet again you blow me away with your wisdom!! What a great list of reasons to Have a show and change the person's mind.

We just had a family lose their home to a fire and I offered the other consultant who knows the family, the use of my home to host her show. That way the burned out family has a way to earn kitchen stuff for free vs paying full price without the hassle of finding a place.

 

[gidgetmarie]

I had a show last night of 14 when I asked about booking shows I was told they all have a rule only one show per year. How would you respond to that one? They are all family.

 

[pamperedbecky]

I had a show last night of 14 when I asked about booking shows I was told they all have a rule only one show per year. How would you respond to that one? They are all family.

Don't they all/each know other people? That's an interesting rule, but I'd be surprised if it actually happens.

One thing I say to potential hosts and I know to be true: nobody gets EVERYTHING they want at one show (unless they're made of money! ), so I've found that people add to their collections little by little. Plus, since our new catalogs come out with anywhere from 40-60 new products every 6 months, chances are there's something new that people will want.

 

[gidgetmarie]

That is what I said and the host was actually hoping to have a few of them agree to a show so she could spread her wish list out a little. BUt then at her show she agreed with the sisters that this is how they do things. I thought I would still follow up with a few of them periodically but I was kinda bummed by the response I got.

 

[scottcooks]

Smile, and say - Hmm-- it's my experience some rules are made to be broken! Kidding aside, let's plan for a year from now, and make it a mega-show - at least 3 different family members are hosts, with 12-15 guests, each.

Let's get back on topic, please! Give booking conflicts and suggestions to overcome them.

 

[gidgetmarie]

Good way to word that I will have to try it.

Thanks!

 

[chefann]

Here's something I learned on a responding to objections teleclass (as well as in Step up to Director training): you can't just throw out the response to the objection, because people will think that you're not taking it seriously. You need to let them know that you hear and understand their concern.C - Confirm the objection. Sometimes what they say is the problem isn't the whole story.
A - Acknowledge their feelings.
R - Respond to the objection with clarifying questions and information.
E - Extend the invitation again.That said, here's another one:
None of my friends cook. Do they entertain? We have lots of great tools to help prepare convenience foods, or to make entertaining a breeze.