You are really pumped about your new career. Your contract or
agreement is signed, sealed and in the mail, along with your
check for your starter kit. You have a foot in the door with the
company that sells your preferred products, and it's now time to
start booking those all-important first shows. Hold on a second!
I'm supposed to start NOW? My kit isn't here yet, how am I
supposed to sell something I don't have?
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I'm pretty sure some, if not all of those questions are racing
in your mind. Here are some suggestions you can use to easily
get those first shows booked, without need of panic.
Your kit has yet to arrive, but you can still book those shows
today. Grab a notebook and start listing everyone you know. This
list should include everyone you talk to, people you know from
everywhere you go like grocery shopping or when you run other
errands. Call everyone on your list one after the other. In
cases where you don't have their number, take the time to look
either in the phone book or on
www.whitepages.com.
The easiest place to start is that one person you know will
say yes because they love and support you through all your
efforts. Don't feel you need to push them, just be natural and
real when explaining your direct sales career. This person is
most likely your best friend, sister or possibly a cousin. Oh, I
almost forgot! Add cousins to your list above too.
Once you are done with that first call, say goodbye and jump
to the next person on the list. You can't forget to follow up.
Get those words memorized - follow up.
Different scenarios are bound to happen. You may get a
confirmed yes with very little effort. However, maybe the person
you call is too busy or has some particular reason for saying
no. If this is the case, simply move to the next person on your
list. Be professional and polite no matter what the person's
response or reaction is. You don't want to be rude and lose out
on a future "yes" answer if they change their mind. Every person
you speak to should be treated as a potential client.
Alright, you've booked 4 shows from some of your initial
calls. Great job! Your first one is in a couple of days and you
need to get organized. You may not have the time right now to
continue calling people this very minute. Your husband is
looking for his dinner or the little ones are waiting for their
baths. No problem. The trick is to get bookings from each and
every show you hold. Perhaps your company gives incentives for
achieving a goal of 2 bookings per show, and it's a great goal
to set. But how are you supposed to do that?
Incentives such as discounts or free products are often offered
to the hostess by the company. This is the primary reason people
will book a show, so make mention of these offerings throughout
your show. With a display or presentation of products that are
also hostess gifts, clarify with your guests that these
particular items are bonus items for booking their own show. If
the hostess gifts are in the catalogue it's important to point
your guests to the appropriate pages while explaining that the
products listed are what they are able to win or get for free.
When the amount of sales at a show results in a discount
offered by the company, inform your guests of the sales needed
to get a particular discount. This not only encourages people to
book a show of their own, but could also guide them to helping
your hostess achieve her desired level as well.
At the end of your demonstration as you sit with each guest
in turn, take this opportunity to ask them what they would like
or prefer to have as a hostess gift.
It's important to offer purchases now. In my opinion a lot of
direct sales associates make the common mistake of pushing for
bookings and offering everything they can to potential
hostesses, but the present show sales are low. This is an easily
avoidable mistake. You can definitely go ahead and talk about
the fantastic items they can receive free or at a discount for
hosting their own show, but you are not doing your hostess any
favors if everyone is saving their purchases for their booking
instead of helping her reach her sales goal.
You also want to encourage outside orders. Your follow up
call to the person who placed an outside order is another
opportunity for you to explain hostess gifts and incentives.
Simply ask them if they would appreciate receiving a discount or
free products as well. In fact, most people expect to be asked
this question nowadays.
Although some have their rejection speech armed and ready,
it's not a reason to avoid mentioning it to them just the same.
Don't give up; just carry on to the next person, and the next.
Be prepared, you will receive many no's in direct sales, but
confidence in yourself as well as the product you are selling,
perseverance and determination will lead you to those yes's you
are looking for.
The hardest shows to get are most likely the first ones. Once
you achieve your first goal of 6 shows it's time to remember to
follow up. Remembering these words will result in you having
more bookings and fewer cancellations.
