Words To Get Host To Pick A Date

Often at a home party we have a potential hostess who has said she or he would like to have a show but we cannot get them to pick a date.

The ‘call me’ option should not be an option!

This Cash Flow Show Radio excerpt talks about how to get more bookings at your home parties by getting the future host to actually pick a date.


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How To Train Bookings

Get Them To Pick A Date!

If your future hostess who already indicated willingness to have a home party responds when asked about a date with a “call me,” it can be the result of one of two things:

  1. They really did not want to have a party and were just being nice. If that is the case it doesn’t matter what you say, they will not pick a date.
  2. Your word choices led them to say “just give me a call.”

Everyone has a full life and often the decision-making process to get the date on the calendar is not something that your potential host wants to deal with at the moment. It is up to you to ask the right questions and guide her/him to a decision.

Pick A Date

For starters, a real paper calendar is more effective at the home party for getting the date set!

Using a busy paper calendar – and keeping it open and visually in sight at all times creates a sense of urgency.

A calendar that says – “WOW! This girl is busy!” will do more for bookings than anything you could ever say at the show.

Even if you use a digital calendar, you may want to keep a printout of the upcoming months at your party.

Questions To Ask So They Pick A Date At Party

In order to get the date, you need to ask the questions that give you the information that you really want!

Eliminate the words:

“Do you want to pick a date?”

Instead use the how to get to yes technique and ask questions that guide them to a decision.

These types of questions require decisions:

  • Is next month good?
  • What month were you thinking?
  • What day of the week is best for you?
  • Which one works best for you?

Don’t just go for the close! Even if they said they want to host a party already, ease into it with small talk.

Share the benefits of hosting a party while you have your conversation and also compliment them in some way. Any questions you can ask that get them to say yes during this time will also give you more yeses when you ask for the date.

Like this:

They checked yes on the prize drawing slip and now they are at checkout:

“Did you have fun tonight, Mary? (yes)

I see that you said you might like to have a show…. What would you like to get for yourself at a party? (XYZ Products)

Next month we start a new catalog – show attendance is always high the first month of a new catalog, so it would be simple to earn that for free!

I’ll bet you have a ton of friends! Do you think that next month would work for them? (yes)

Cool, what day of the week is best for you? (Tuesday or Thursday)

OK, excellent – I have Tuesday the 12th and Thursday the 8th – Which one works best for you? (8th)

Great – could you take a moment to pencil your name, address and phone number into that box on the calendar and I will finish adding up your order.

Notice how I said the first date in the month last.

Always start with the earliest dates that you want to fill and say the next (first) one you want dated last in your statement.  People tend to pick what you say last more often.

Let’s say they answered NO to next month:

Did you have fun tonight, Mary? (yes)

I see that you said you might like to have a show…. What would you like to get for yourself at a party? (XYZ Products)

Next month we start a new catalog – show attendance is always high the first month of a new catalog, so it would be simple to earn that for free!

I’ll bet you have a ton of friends! Do you think that next month would work for you and your friends? (NO)

Oh – OK.  What month were you thinking? (October)

OK, excellent – (as you turn to your October calendar page) October shows are always good too because that is when people are really kicking into high gear for the holiday shopping season.  What day of the week would be best for you?  (Tuesdays and Thursdays)

I have Tuesday the 12th and Thursday the 8th – Which one works best for you? (8th)

Great – could you take a moment to pencil your name, address and phone number into that box on the calendar and I will finish adding up your order.

Notice how we ask questions that guide them to pick a date rather than say “call me”!

By asking them to fill in the information on the calendar you are accomplishing a couple of things:

  1. It gives them ownership of the date and reduces cancellations
  2. It frees you up to perform other tasks during checkout.

Using this technique of asking the questions that give you the information that you want will date more shows.

The people who are just being nice by not saying no up front will still say no, but this forces the decision and reduces your follow up calls.

Comments

    Shared by: Mandy Voyce:

    I have listened to this one a few times. I have actually got some mechanical pencils that I’m going to start keeping in my kit for people to actually write their own info. Always sharp so I can read what they write 🙂

      Shared by: Deb Bixler:

      Yup – that point.. getting them to do the writing goes a long way to firming up the date via momentum!

    Shared by: Joy Hampson:

    This is awesome Deb!! I love the word choices you gave! I will definitely be practicing these for my next party!

    Shared by: Amanda Huffaker:

    Love the verbage..thank you

    Shared by: kathy hill:

    wow, this is something I need to PRACTICE PRACTICE..
    I always remember you dont really have a booking til you have a date. I hate chasing people yet I have been guilty of this far too often myself. No more…and i never knew the tip about giving the date you want most last…interesting.

    so far this is my favorite blog…but then I have several yet to go!

      Shared by: Deb Bixler:

      Yes – this takes practice and you do not NEED them to take a date but you also don’t NEED another call back. Ask questions that drive them to a decision and let them go if they are not willing. They will come back!

    Shared by: Kathy Jenks:

    I found it quite interesting that when you are going for a yes for a party that you tell them the date you really want to fill last, even though it is the next date in the month you have open. Makes sense but would not have thought of that on my own. I am not in a party plan direct sales opportunity but find your suggestions to work in my network marketing company. I will use your tips to get a date for their Grand opening. I also like your idea of a paper calendar. I do use a day planner but that is not the same as a monthly calendar. Thanks for the great tips.

    Shared by: Karla Jones:

    I love the idea of saying the first date I want to book last. I always go with that one first. I definitely narrow down choices (weekend or weekdays?) and find this helps.

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