www.julieannejones.com Presents Best of Booking & Party Questions Study Guide 1
We re going to answer several of the best questions we ve had over the past four years pertaining to recruiting. What is the best language to use when you have a display table at an event and people approach your table. I've noticed people become uneasy when you even start to walk in their direction. I need a solid ice breaker that will make them feel comfortable chatting with me. When was the last time you did something just for you? Are you busy? Do you have too much month left at the end of the money? I have a team that seems to be STUCK! They believe that because of this economy they CAN'T do their business. I can't seem to get them out of this thought pattern. Energy flows were attention goes. What would make this experience extraordinary for my guests? The fun factor formula: 70% party, 30% product Change your language I really appreciated the language e-book that I recently bough from you. My question: Most of the dialogue is focused on talking to people at your parties. When you have someone that is working on starting or re-starting a business, do you have dialogue that you recommend for reconnecting with a past customer? Make it about them Ask questions I have a challenge from time to time with keeping control of my parties. When you get a group of women that work together they start talking about work issues, gossiping ect... how do I get control over this to get them to listen and participate in the class? I want them to have fun and enjoy themselves and I'm afraid of coming across rude. Use a strong introduction Set up fun rules 2
I would love to find out the techniques you use to cast the net so that you have at any given time a good number of consultant prospects. Guest Care Card Wish List Can you give me an example of the words you would say to someone who's answering machine you keep getting. What words will make it enticing for her to call you back. Be deliberately vague about why you re calling. Sample language: Hey, Nancy, this is Julie Anne Jones. I have a quick question for you. Can you give me a call back when you get a chance? I have been in the business for 25 years. I have many customers. I would like to share the business plan with them. However, I don't want to try to come in the back door with a statement like, "Can you be a talent scout for me?" I would like to be authentic and really would like your opinion on an opening statement to get it started. Sometimes I find that if I ask if I can share the business plan with them I can feel the mood change. So, what questions would you use to warm up the introduction. Authenticity is the single most important tool How do I get people to book with me when everyone seems so busy? Sample scripts for offering instead of asking: Sue, you were so much fun tonight! I cannot wait to come and spoil you and your friends with a party. I have no doubt you must have fun friends because you are a blast! When can we do a party? Renee, I want you as one of my June hosts! I cannot believe how much you added to the party tonight! You are fun! Let s look at our schedules and see when we can get together. Which week works best for you? Marilyn, I couldn t stop thinking about our conversation earlier tonight and how completely busy you said you ve been. I think you need a break, and I d be absolutely honored if you would let me be the one to set it up for you. Let s figure out when we can find a time to get you and your friends together. What does your calendar look like next month? 3
Karen, look at your wish list! You love my products. I do not want you to have to pay for all of these. Tell you what, let s set up a party so you can get a ton of these for free. Should we look at April or May? How do you overcome the "Let me check with my friends to see if they want to have a party" answer without sounding like you think their an idiot for thinking that their friends are all going to agree to have a party on the same night? How do you overcome the "I have to check with my husband question?" Get them on your calendar before they walk out period. What s the best way to make a cold call to someone who s been referred to you but who doesn t know you? Sample language for asking for referrals: Karen, I m honored that you want me to call your daughterin-law. Could you just do me a favor and give her a call, let her know we spoke and why you think this would be a great opportunity for her, and get her permission for me to call her. Once you ve done that, call or e-mail me with her phone number and I ll follow up. My biggest challenge in my business is getting on the phone. It is crippling my business. Everyday I say I am making calls today and I delay until it is to late. I know this is part of my business and need to just do it. Do you have any suggestions on how other gals have gotten over this fear? NO ONE likes to make phone calls Here are some more tips 1. Slow down and get centered 2. Open with an acknowledgement 3. Introduce the reason for your call 4. Overcome objections 5. If their answer still isn t yes, FOLLOW UP! 4
7 Surefire Ways to Get Bookings NOW! 1. Get Your Catalogs Out There Send a catalog to a friend, neighbor or co-worker who has moved Put a catalog in the teacher s lounge at your child s school. Put a catalog in your employee lunchroom. Give a catalog to the receptionist at your doctor or dentist office. Pu current catalog in your neighbor s door. Include a 10% off coupon. Have your spouse or friends take a catalog to work 2. Throw Yourself a Party 3. Get Yourself Out There! Have a booth at a school fair. Work with other consultants in your downline or area and host a booth at a local Women s fair. Check out local job fairs they re filled with people looking for work! 4. Advertise The service area of your local newspaper Your church bulletin Your alumni newsletter School football, drama or musical programs 5. Think of New Places and Environments to Host Parties Host an office party during lunch or after work. Attendance will be automatic! Host a restaurant party the host doesn t have to do anything except invite people and show up! Hold a multiple host event, holding several shows in the same place on the same night. Host a show before a PTA meeting. 6. Make your Party a Booking Event! Create an awesome booking commercial which highlights the benefits of booking a show with you At the beginning of the party mention your host s goals. Have the hostess tell why she decided to host a party. 5
Offer a gift wrapped gift to the host at your show; one booking, she takes off the bow, two bookings, she takes off the wrapper, three bookings, she gets to keep the gift! Offer instant booking gifts as a bonus for hosts who book on days and/or months you need to make a goal. Make your parties fun so your guests will want to book! 7. Use One of These Other Awesome Ideas: Include a business card or flyer with ALL your bill payments Participate in a school fund-raiser. Wear clothing with your company logo on it. Have your business information printed directly on your checks Call your realtor with suggestions for "new home packages" Start a "Host of the month" club (12 hosts agree to place at least a $30.00 order each month, and 1 of the 12 months, they also get all the host benefits!) Carry a notepad to jot down names of potential hosts as you think of them. Notes 6