Overcome objections to booking parties

Title: How to overcome booking objections

Have you ever been in a situation where you offered party guests a booking with you but they had all kinds of reasons to turn you down?

Let me teach you some strategies to turn those objections into parties! Next time someone brings up a reason why they can’t have a party, you’ll be ready to help them find a solution instead!

Objection 1: “I don’t have time to host a party”

Many people are busy and worry that hosting a party would take too much time. To this person I say something like: “Parties only take a couple of hours and are actually perfect for busy people who don’t want the hassle of going to the store! And besides, you get to catch up with friends at the same time!”

You can also offer an “express” party at the office during lunch or offer a Facebook party.

You can help this busy host to have a fun and successful party by making everything super easy for her!

Objection 2: “Everybody I know is already here”

It’s understandable that people don’t want to ‘double up’ on party plan parties! This is the reason you want to offer some different themes and have lots of different games in your stash. That way you can offer something fresh and new to repeat guests.

So you can say something like: “When you invite people, ask them to bring a friend. That way the group is little different with some new people in the mix. We’ll also choose one of these fun themes that your friends haven’t seen before!”

Objection 3: “My house is too small for parties”

In my many years in business I’ve never found this a problem! So when I hear this objection, I say something like: “I actually prefer it that way! Many of my best parties are in small homes and offices…it seems more intimate.”

I then offer a ‘workshop style’ party and limit attendance to 5 or 6 people to make sure everybody gets personal attention and makes the most of the workshop.

Make sure you also help the hostess collect some orders before the party from people who can’t make it so she has a good chance to earn host rewards.

Objection 4: “My friends may not be interested in this”

Direct sales tip: Learn how to overcome booking objections and fill your diary with parties.

The last objection I want to mention is this one that I sometimes hear: “I loved this party, but my friends may not be interested in something like this!”

I reassure this person that she only needs a few people to have a successful party. You can offer the same type of workshop-style party as above.

I say something like: “That’s fine, you only need a handful of people at your party. I like to keep my parties small so I can give each guest personalized attention…”

Now that you have some solutions for these common objections, I’m sure you’ll book more parties! And if they don’t book with you, don’t take it personally. They may just be all partied-out…

Are you ready for direct sales success?

Take the next step and learn what to say at your parties, what to display, games to play, conversion strategies, follow-ups and more!

How to kickstart your direct sales business in the new year

Title: How to kickstart your direct sales biz in the New Year

If you plan ahead during the busy Christmas season, you can make sure you have an awesome start to your direct sales or party plan business in the New Year.

To get you off to a great start, you want to fill your January diary with bookings. And to help you with that, I have 2 tips and a kick-ass printable you can grab by filling in the form below.

Simply ask….

The first way you can plan ahead for an awesome January is to re-book parties with your hosts from the holiday trade season. Simply put, you ask for another booking!

Most direct sales companies have either a new range released or extra special deals for January that you can use as a draw card for a new party. I encourage all my hosts from October to December to host another gathering in January.

I remind hosts that it’s a more relaxed time in January to catch up with friends after the silly season. And to help with that I offer some party themes that work well with relaxing and catching up. By asking that way coupled with the new products or January specials, I usually get a good response.

Offer January coupons

The second method you can use to fill your January diary is by offering coupons or discount certificates.

You give these coupons to every customer you meet during the Christmas selling season! Make sure that the offer is only valid during January – this creates some urgency and helps you to fill your diary! (I have some samples for you to download below.)

Kickstart your direct sales biz in the New Year

To really make this work for you, create a list with every person you’ve given a coupon to. At the start of January you send them an SMS or Facebook message to remind them of the offer.

A great way to encourage your customers to use their vouchers in time is to invite them to an open home or an online party hosted by you.

If you didn’t get organized during the Christmas season with coupons – never fear! You can create the coupons in January and contact your customers and hosts with the offer as a belated thank you for shopping with you during the Christmas season. It’s the perfect reason to get back in touch!

How to double your bookings

Bookings, bookings, bookings! In direct sales or party plan it’s all about the bookings. So, would you like to double your bookings? Of course you would!

You can seriously increase your bookings by starting a ‘Host Club’. Even if you already run a club or group for customers, add a Host Club to your tool box as well.

What is a ‘Host Club’?

The Host Club is for people who book a number of parties with you throughout the year. How many parties someone needs to book before they’re invited to the host club is up to you.

It depends on how many catalogs per year your company launches and on what your average party value is. So you need to carefully think this through but for most consultants 2 parties in a year is a good number.

Why does a host want to be in a Host Club?

To make people want to join your Host Club, you have to make it extra special for them to be a club member.

Here are some ideas to get you thinking:

Invite them to a special function at the end of the year.
Offer awards such as “Host of the Quarter” or “Host of the Year” or “Host with Highest Party Sales” or most “Host with Most Outside Orders”. You can create a “Hall of Fame” for your hosts!
They are the first to know about special offers, new products, new catalogs, or discounts.
They are given the first opportunity to book with you for special releases or seasonal dates.
Offer a special gift when they book a second and third party in the year. Depending on what you sell you could offer them to collect a range of products that go together.
Offer ‘party points’ to hosts. Points could be awarded for number of parties, sales, bookings, outside orders, etc. At the end of the year you can announce the top three and give them some special prize.

The investment of your time will pay off massively if you make them love your host club with all the special opportunities and recognition.

Shout it from the roof tops

Make sure you ‘advertise’ the existence of your host club. Mention it in any newsletter that you send out, in your customer group on Facebook and mention it at your in-home parties.

When you call past hosts make sure you mention that they could join the host club if they book another party with you.

The better you look after your hosts, the stronger your business will be and you’ll easily double the number of parties you’re holding.

Kick start January with your Host Club

PIN: Double your bookings with a host club

To kick start your year in January, heavily ‘advertise’ your host club in the peak trade season before Christmas. Give everybody who parties with you during that time an opportunity to join the host club if they also book a party in January – even if that means lowering your requirements a bit. It’ll be worth it to start your year with a full diary.

I’m curious to hear from those of you that already run a host club! Let us know in the comments what you do and what you offer in the club.

Pay the Date – Direct Sales Booking Game

Title: Pay the Date - A direct sales booking idea

To have a successful month in your direct sales biz, you need to start the month strong. The more parties you have in the first 10 days of a month, the stronger your business will be!

The way this works is that from those early bookings, you’ll be able to book new parties in the same month and build momentum over the month. This, of course, benefits you with higher commission rates and more rewards.

I use the ‘Pay the Date’ booking incentive to front-load my month. It’s super easy to do and people love it!

How to get bookings with ‘Pay the Date’

You will need a few high value and desirable products as incentives. You offer those products to people who book a party. But the price they pay is the date.

If someone books a party on the 1st of the month, they pay $1. But if they book on the 16th they would pay $16 for that product. So it’s in their interest to book as early in the month as possible to get the best price.

Print off a monthly calendar and highlight your available dates within the first 10 days of the month to make it very clear that’s where you want them to book!

Pay the Date calendar example — *An example of a ‘Pay the Date’ calendar. It’s very clear what they pay in the first 10 days of the month for the incentive item.*

Keep the ball rolling with more bookings

From the parties early in the month, you want to encourage new bookings for later in that month.

Check the following 2 articles to learn how to use booking boxes, party bags, star dates, bribery basket, and more:

What to do when you have zero bookings in your diary?

What to do when your diary is empty and you have zero bookings? The first thing is not to panic. The second thing is not to give up because this is a temporary situation!

How you deal with a zero bookings situation depends on how long you’ve been in your direct sales business. I’ve got two options and if you do the first option, there’s nothing stopping you from moving on to the second option to boost your business even further!

The Re-Launch Option

The re-launch works well if you’ve been in business for a while. First thing to do is to get excited because it’s a fresh start!

Now, in your diary set two party dates within three days of each other. For example a Friday night and a Sunday afternoon in the same week. Next, grab a FRANK worksheet and think of anybody and everybody you can call.

When you call the people on your list, ask them to host a party for you. If they can’t do that or if they’re not comfortable doing that, only then invite them to attend one of your parties. (“That’s okay, I have a party coming up at my place. Which is better for you, Friday night or Sunday afternoon next week?“). If they can’t host a party and they can’t attend your own party, ask if you can send them a catalog. Always start with the biggest ask (hosting a party) not with the catalog option!

Make sure all your party dates are fairly close together to get some momentum and get your business going again. Also, don’t invite people who are hosting a party for you to your own party because they will stop the booking momentum. When you have one or two people saying “I’ve already booked a party with you…” other guests are less likely to book with you thinking you’ve already got a full diary.

Also, you don’t want to drive your friends and family crazy with your business 🙂

Find New Networks

Perhaps you’ve only recently hosted your own party. Or maybe you’re new in your party plan business and you launched not long ago. If the Re-Launch Option won’t work for you, you’ll need to find new networks with new people!

The trick with branching out into new networks is to cast your net wide and try lots of different things. Don’t pre-judge the ideas, just start trying them out.

Survey Boxes

Use surveys to get fresh leads for bookings or recruits. Create a survey related to your type of direct sales business (eg. health, fashion, home decor). Ask a couple of questions and collect details so you can follow people up. Anybody who fills out a survey goes in the draw for a prize.

You can leave your surveys at businesses in your town.

Read this article for more details on how to use surveys to get new leads and grab the 2 survey examples to get you started.

Letterbox Drop

Create a special promotion for party bookings and staple a bright flyer to your catalog. When you’re planning your letterbox drop it’s better to target the same house three times than to deliver as many catalogs as you can in your town. People need to see something more than once before they take action (that’s why TV ads get repeated so often). For example, if you can afford 60 catalogs or flyers, deliver them to the same 20 houses over a ten day period rather than to 60 houses. My results from letterbox drops have been mixed. Sometimes it’s worked well and other times I had no phone calls at all. But it’s about casting that wide net!

Posters

In most neighborhoods you can find some a noticeboard to put up a poster to advertise your business. I use posters with tear-off tabs with my contact details. Put at least 5 posters in different locations such as your local library, university, cafe, laundromat, supermarket, lunch rooms at large offices, community notice boards, etc. Don’t forget to check back and replace posters if needed. This is a great low-effort method.

Party Swap

Do you know a consultant in a different party plan business? Arrange a party swap: you’ll be hosting a party for her and she’ll be hosting a party for you. It’s a fun way to get a booking as you’ll have an evening of fun with your friends and you’ll have a chance to watch another consultant at work and see if you can pick up some ideas from them.

Business Box

If you have some spare products or testers that are just gathering dust at home, put them together in a nice box or basket and drop it at a local business. Make sure to include some catalogs, order forms, and host offers for parties. It’s a good idea to have a special gift or incentive to bribe someone to be ‘in charge’ of the box at the business (eg. the receptionist). Leave the box at the business for a few days and then retrieve your box or basket and any orders.

Market or Fete

Are there any markets or events coming up in your your local area? Booking a site at a local event is a great way to spread the word about what you offer and pick up new bookings. Consider creating a special booking incentive to entice people to book a party with you.

Read this article to learn more about these ideas.

Maximizing Bookings Once you Have a Party

Once you’ve cast that wide net, I’m sure you’ll get at least a few bookings.

Now you need to make the most of those parties to get more bookings and get your business rolling again.

Here are some ideas to do just that:

Use referral vouchers. This is an easy and low-effort method so definitely add it to your repertoire! Read this article on how to do it well and grab the free printables.
Check this article to learn about booking boxes, party bags, star dates and wish lists.
And for 3 more booking enticements check this article too.

Tips for direct sellers when they have 0 bookings in their diary.

I’m curious to hear from direct sellers who’ve experienced a period of zero bookings and how you got your business going again. Please leave a comment below!

Do you give up too easily on your follow-up?

Far too many people direct sales or party plan are afraid of rejection. They’re afraid of hearing the word “no“.

And I get it. I used to be afraid of rejection too.

In the first 2 years in my business I did not sponsor anybody. At all!

I was afraid to ask and by avoiding the ask I rejected myself in advance.

I was saying “no” to myself before anybody else had a chance to.

So how do you change this?

You need to change your outlook on asking and following up. Because there’s nothing to lose by asking.

Thought exercise

Imagine you ask a friend to host a party for your or join your team. Imagine she says “no”. There it is the dreaded no…

But what actually happened? In reality nothing happened because before you asked she wasn’t on your team and she wasn’t hosting a party.

And after asking that’s still the situation.

And you’ve spent your whole life without her on your team so you know how to deal with that!

How to ask for what you want

There’s an art (or a science) to asking and getting what you want. I found some great tips in the book The Alladin Factor by Marc Victor Hansen and Jack Canfield.

Ask your lead to join as if you expect them to. Ask with a positive expectation, as if you expect to get a “yes”.
Assume that you are able get new team members (or bookings). Assume you can get a “yes”.
Ask repeatedly. One of the most important traits of success is persistence. So don’t give up.

Are you persistent?

Do you give up too easily on your follow-up? Direct sales requires persistence...

You want to keep asking your leads (without annoying them!) because they might say YES…

on a different day
when she’s in a different mood
when her circumstances have changed
when your company has a different offer
when you’ve learned to ask better

The statistics that have most inspired me to persistent came from research by a marketing specialist at Notre Dame University:

94% of all sales people quit after the 4th call. However, 60% of all sales are made after the 4th call!

I didn’t want to keep missing out on 60% of my bookings or recruits because I wasn’t asking and following up enough. Read this article for more on using a leads book to ensure you have a system for following up.

You need to get used to the idea that there’s going to be lot of rejection along the way to your goals. Don’t take the rejection personally – they are not rejecting you as a person.

Don’t give up. Develop tenacity and persistence. When someone says “no”, you ask someone else. It’s that simple.

If you want to do a deep dive into the recruiting process, from start to follow-up, join my FREE Recruiting Mini Course. Start today by clicking the button below.

FREE Recruiting Mini Course

How to capitalize on Easter for your direct sales business

Do you want to have an eggcelent Easter this year? (sorry, couldn’t resist a cheesy pun)

In this article I have 5 ideas for you to capitalize on Easter in your direct sales or party plan biz.

1. Booking Incentives

Create an Easter-themed booking incentive by adding some brightly colored Easter eggs with a product and/or a bottle of wine. Wrap this all up with a pretty ribbon and some cellophane. The trick to making booking incentives like this work for you is to make them look beautiful and enticing.

Offer these incentives to guests who book a party in April or in the week before Easter – whatever dates you want to highlight in your calendar. Adding some cute Easter eggs really adds to the visual appeal of your incentive and strengthens your seasonal theme.

Promote your Easter theme at parties and your social media.

2. Guessing Competition

This is a great little game that you can play in-home or online (or both).

Fill a jar with mini Easter eggs to create a guessing competition where people guess the number of eggs in the jar.

You can use this an icebreaker at your in-home parties by taking it along and putting it on your display. Also take a good photo of the jar and post it on your social media for an online competition in your customer group or on your business page.

You’ll need a prize for the winners and you can also give away the jar itself as a prize at your last in-home party (or online) before Easter.

3. Chocolate Games

How to make the most of Easter in your direct sales business. Read the 5 quick and easy tips!

Easter is a great opportunity to use a Chocolate theme in your parties. As you know I love themes – themes really help your parties to stand out and it will help you to get more bookings.

I have a fun chocolate game you can download here but I’ve also got a host coaching trick and chocolate game combination called “Chocolate Extravaganza” that you can read about here.

4. Facebook Tiles

If you’re running any Facebook parties in April, you’ll want to add some Easter-themed games to your parties. Also add some tiles to your business page and customer groups to add some seasonal fun and engagement.

Read this article on how to increase interaction and grab the free Easter-themed Facebook games.

5. Customer Love

Our aim with our direct sales businesses should be to be remarkable. And little things like having a bowl of Easter eggs at the ‘check-out’ at your parties makes you stand out.

I also like to pop in a few mini Easter eggs with my deliveries in the weeks leading up to Easter. Small thoughtful gestures like these make you remarkable!

Are you looking for more games to add to your stash? Check out the Ultimate Games Bundle for Direct Sellers. It comes with 26 done-for-you games for in-home and Facebook parties. Check it out now!

How to use survey boxes to grow your direct sales biz

As a direct seller it’s important to have a constant flow of new leads to work with.

One way to generate leads in new circles is to create a “survey box”.

Use a pretty box and a pretty prize

I like to make the boxes in which I collect completed surveys look really pretty. I’ve found that the prettier and more eye-catching they are, the better they work!

I leave the survey box in a business for 1 week. I have sign with it that explains when the box will be collected and that anyone who completes a survey will go in a lucky draw for a prize.

It works best if you can display the prize with the survey box.

The prize doesn’t have to be very expensive – if you’ve got a spare product you could add some chocolates, wrap it all up in clear cellophane with a bow or ribbons and it suddenly looks very attractive.

What do you ask in the survey?

How to use surveys to grow your direct sales business!

On the form you’ll need to ask a few questions that are relevant to your business or your field. Don’t make it too long and difficult to fill in but it should not just be a raffle ticket.

The answers on the survey forms will give you a good starting point for a conversation when you follow-up with people.

I’ve provided 2 example surveys that you can grab by filling in the form below. One example is for a health or wellness type product and the other example is for a beauty company.

You can swipe the examples for your own business, or use them as a starting point to create your own forms.

Where to put your survey boxes

Use a survey box to get new leads for your direct sales business.

I’ve found that gyms, restaurants, waiting rooms, local real estate agencies, and libraries are great places to leave survey boxes. The key to making it work, is to offer a small ‘bribe’ to someone at the premises to keep an eye on it for you.

Perhaps you can start by asking friends or family to take a survey box to their work for a week? Create a few pretty survey boxes, post a photo on social media and ask if anybody local is prepared to “host” a box for a week.

The survey box strategy is a numbers game. Many entrants won’t be interested in your business but just want a prize. That’s fine. You’re likely to find that some locations will yield nothing at all, but then others will be a gold mine for new contacts. So get lots of boxes out there!

And then, of course, you follow-up with everybody who’s filled in a survey! Check this article on how to make your follow-up strategy sing!

Bonus tip: post a photo of the winner with their prize on your social media to increase your credibility and build social proof.

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Recruiting is a skill that you can learn!

Recruiting or sponsoring can be daunting… What do you say? How do you bring it up? When they show an interest, how do you follow up without being pushy?

In 8 Modules, the Recruiting Masterclass will teach what to say, what to display, what to play, how to find potential team members outside of parties, online recruiting events, how to overcome objections, how to warm up your leads and how to follow up!

Recruiting is a skill that you can learn, even if you think you don’t have it in you!

Check out the Recruiting Masterclass

21 Days to Success

The habits that you implement in your business are the difference between having a thriving business or a stagnating business.

Here’s a serious question for you: Are you ready to take consistent action every single day? Are you ready to build good habits in your business so that you can create a thriving direct sales business?

Are you even ready for success?

You’re still reading so I’m guessing the answer to the above questions is YES!

I’ve created a 21-Day Challenge that’s designed to help you move your business forward while you build habits for success.

The aim of the 21-Day Challenge is to ‘talk’ to 3 people every day. And when I say ‘talk’ I mean have contact with. You can talk to people in person, over the phone, via text message, via Facebook, etc. It doesn’t matter how you talk to 3 people, as long as you do contact 3 people every day.

But don’t worry – you’re not on your own in this Challenge. I’ll be there with you every day.

My Promise

I promise you this: if you can contact 3 people every day for 21 days you will grow your business. Not only that, you will build those good habits that will help your business to thrive.

During the Challenge, I will contact you every day via email. I will help you with ideas on how to find people to talk to, I will provide pep talks and help you to stay motivated, and I will help you out with free printables and tips.

Your Promise

You might be thinking now “but I can’t do this because….” Perhaps you’re an introvert, or shy, or busy, or you don’t know how to do it, or you only know 7 people …. or whatever other reason you have to hold yourself back.

But, have you ever tried this for 21 days before? Why don’t you just throw yourself into it and ‘have a go’ as we like to say in Australia. Then at the end of the 21 days you can decide whether you could do this or not.

When you start the Challenge, I want you to promise yourself to put in efforts every day and not give up.

Make the most of the next 21 days

During the challenge, you can focus on getting bookings, sales, or sponsoring. Or perhaps a combination of those 3. It depends on your goals and what your business needs right now.

My recommendation is to offer each person you contact 3 opportunities: to join your business, to host a party or event, or to become a priority customer and join your customer VIP group.

The secret to success with this challenge is consistency. So if you truly want to make yourself be consistent you want to get a streak of 21 days. If you miss a day….go back to the start until you have had 3 contacts per day for 21 days straight. And once you make it to the end of 21 days your business will flourishing!

Focus on the doing, not on the results

Part of the power of this challenge is that it allows you to concentrate on the numbers, on the doing. You can allow yourself not to focus too much on the results. You need to talk to 3 people every day but you don’t need to get 3 ‘Yes’s’!

By focusing on the process you can take some pressure off yourself and off each conversation. All you need to focus on is having those conversations, have some fun with them – don’t worry about the outcome just yet.

Before getting started…

Before starting this challenge, gather all your contacts:

past hosts
previous customers
friends
family
acquaintances
sponsoring leads that were on the fence before

Create yourself a nice large list of contacts. And don’t worry if the list isn’t that long. We’ll also be working on finding more people to contact during the challenge. But it’s helpful to be ready with your contacts so you have no excuses to procrastinate!

As you go through the challenge, it’s helpful to track your results. That way you can see the work you’re doing and you’ll also be able to see your conversion rate. Over the course of the Challenge, you’ll see how many “No’s” you get for each “Yes”. And you’ll notice that getting a number of “No’s” is perfectly normal. When I went through a similar process, I would start to get excited to get those “No’s” out of the way so I could get to my “Yes”!

Let’s get started!

Are you ready to get started on your 21-Day Challenge? I’d like to invite you to sign up below – and if you’re smart you start the challenge with a team buddy so you can work together and cheer each other on!

Let’s build some great habits and get your business to the next level!

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5 Ways to Maximize Valentine’s Day

Special occasions like Valentine’s Day are a fabulous opportunity for your party plan or direct sales business.

I’ve listed 5 ideas that you can swipe to maximize your February!

Shower your customers with love

Declare February “The Month Of Love“. During this month pamper your customers and show them how much you appreciate them. Perhaps you can offer a free gift with every order, free shipping, or a discount.

The free gift doesn’t have to be a big or expensive gift. I recently made an online purchase and I received a small heart-shaped soap as a free gift. How cute is that for February? Another option is to add some chocolates to every order, just to make your customers feel special.

Declaring the entire month of February as your “Month of Love” gives you the opportunity to promote your special deal all month, not just for Valentine’s Day.

I’ve created some tiles that you can use to promote your Month of Love on social Media. Scroll down to grab them.

Shower your leaders with love

If you have a party plan or direct sales team, you can use Valentine’s Day as the inspiration for a “Share the Love” recruiting incentive.

Encourage your team to focus on promoting the business opportunity during February by sharing their love for their business. Leaders can offer heart shaped jewelry, luxury gift boxes of chocolates, or other Valentine’s Day appropriate incentives to teamies who recruit.

Bonus tip: wait until after Valentine’s Day to buy your incentive prizes, when they’re on sale!

The direct sales opportunity really is a gift, share it with as many people as possible in February.

Make Buying Easy

Make buying gifts super easy for your customers by creating gift bundles.

Gather a few of your products that make a nice set and add a free gift that complements your bundle. Think of gift items like a bottle of wine, a tea towel, a candle, etc.

The best way to promote this is to buy some nice boxes or baskets and create a few different bundles in a range of prices. Use gift wrap, cellophane, and ribbons to make your gift look stunningly attractive.

The benefit of pre-purchasing and preparing your gift bundles is that you will be able to offer last-minute gifts (as you don’t have to wait for stock to arrive) and you have something physical and pretty to promote.

To promote your bundles, start taking them to your in-home parties a few weeks before Valentine’s Day. Also, take some photographs and share your bundles on social media with a focus on the men in your customers’ lives.

Depending on your products, you could even take these gifts to workplaces and offer men these gift packs for their loved ones.

Add Valentine’s to your display

A great way to promote Valentine’s Day and spark the gift-purchasing impulse at your in-home parties or vendor events is to add some Valentine’s Day themed items to your display.

Just like a window display is designed to entice people to enter the shop, your display is designed to entice people to purchase products or book an event of their own.

In the lead-up to Valentine’s Day, make sure to add some lovely heart-themed props to your display so you can promote gifts.

Don’t forget Self-Love

I would like to expand the meaning of Valentine’s Day to include self-love. At your events and on your social media, encourage your customers to treat themselves to something special as well.

Self-care is vital for our mental health so let’s all make sure that people are treating themselves in February so they feel fabulous!

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I hope these ideas sparked your creativity to make the most of Valentine’s Day. And I’m curious to hear what you’re doing in February to maximize the special occasion, so leave a comment below.