Create A Cash Flow Show

Host Coaching and Your Business

Host coaching is the backbone of your business and it has the ability to double your income.

Without host coaching you have no business. Host coaching creates sales, creates attendance, creates potential consultants, creates future shows, creates the need for customer service and it Creates A Cash Flow Show. Our recent hour long teleseminar barely scratched the surface of host coaching. Host coaching is the backbone of your business.

Party Plan Host Coaching To Reduce Cancellations

Enjoy this excerpt of our call on host coaching to reduce cancellations. When you coach your host with joint ownership of the show responsibilities your cancellation rate will go down and your party plan show average will go up.

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OK, so what is host coaching? It can be defined in many ways. It is partnering with your host. Host coaching is teaching the host how to have a terrific show. Host coaching is our job. Host coaching is showing the host you care about her. Host coaching is good customer service. Host coaching is the backbone of your business. There are many forms of host coaching.

You can host coach at the show, in person, by post cards, emails, phone calls, one on one, web blasts, at the show, or in person over tea. In today’s hectic lifestyle it is important to develop a system of host coaching that touches the host in a variety of different ways. I suggest that you utilize all of the resources available to you. Everything listed above should be incorporated into your system so that one of your hosts does not fall through the cracks. When you use all of the different resources, you have a better chance of touching each personality that you may encounter. When you host coach using all of the available mediums you will Create A Cash Flow Show schedule with a show average of almost double your company average. A system of host coaching that reaches out to every personality in a systematic fashion will guarantee a cash flow of almost double your company average!

Create a Cash Flow Show

On the teleseminar this week we discussed all of the different avenues to follow in host coaching. Since then I have had several emails with questions regarding the 4 postcard — 3 phone call system that I recommend, here is a quick overview. This system is covered in its entirety on the study set Create A Cash Flow Show. Create A Cash Flow Show is an acronym for the different systems that you can incorporate into your home party business to Create Cash Flow. The H in cash is for Host Coaching and includes over an hour of discussion as well as all of the postcard templates to upload into your computer.

Here is the overview of the 4 post card — 3 phone call system:

1. The day the show is scheduled, you will send out a confirmation postcard. It doesn’t matter if the host called into your office or you met her at a show, you immediately send a confirmation postcard. This establishes your credibility as a professional and prompts her (hopefully) to write it on the calendar or post the card on the refrigerator. The text for a confirmation postcard may read as follows.

Thank you for inviting me to your home!The best way to have a terrific show is to call everyone now and personally invite them.

Our show date is:
________________ Day
________________ Date
________________ Time

I am looking forward to our FUN show!

The template on the CD that comes with the CACFS set can be uploaded into your computer so that you can modify the card and include your company name. It includes cute clip art and is formated for card stock, 4 post cards to a page. Always be sure to write Hi Sally, and a personal note, I always start with “16-21 guests assures success”, hand written after the Hi Sally. I would send this card ASAP after the show is dated, no matter how far in the future the show date is.

2. After sending out the planner, create the set of three post cards and date them for the correct mailing dates and put them into your outgoing mail pile, so that each card goes out as needed without any thought. The plan is that she will get a phone call from you and a post card from you three times within two days of each other, give or take a day or two. So, 1 week after she gets the host planner, you call her and go over the planner and a couple of days later she/he gets a card, then 2 weeks before the show you call and she/he gets a card and 3 days before the show she/he gets a card and you call too. This doesn’t have to be exact, the card or the call can arrive first or second, or vice versa.

3. OK that is the overview. Let’s start with the first phone call. This will be about 1-5 days after the host gets her planner. The main purpose of this call is to get her started, get her or him to start some action and give her an overview of the plan. To inspire the host to do something. The purpose of this call is to get your host to see the big picture. I would recommend that whatever tool your company gives you to give to your host, such as a host flier or overview paper, or a specific page in the catalog, or something that explains the benefits, that is the tool to use as your starter script. Fine tune the script by writing on and highlighting the actual flier. When you make the call ask, him/her to get the flier then you and s/he both look at the same document as you talk, only yours has extra notes on it.

Here is a sample of what you might say:
“ Hi Sally this is Deb, with XYZ company.” Notice I do not use my last name. We are friends. People do not invite strangers to their house – we need to be friends. “Is this a good time to talk, are you busy, do you have a minute. I just wanted to see if you have any questions about our show.” (they never do) but that doesn’t matter, just proceed. Ask them about little Lisa’s soccer game, or anything else you made a note about. Small talk that relates to them is really important. “You picked a terrific month to host a show because…..”
“Can You think of 40 people? I know that that sounds like a lot, but when we invite 40 usually half will be available and then the day of the show we end up with about 15-20. That is a perfect number! We have plenty of time, the best thing to do at this point is to work on your guest list, try to come up with 40 names. There is a place in the planner to jot names down and while you are doing it the best way to have a really good show is to give everyone a call now and personally invite them, so that they mark their calendar, then you do not have to send/hand out the invitations about 2 -3 weeks before our show. Tell everyone to bring a guest or an order and get a free gift. What would you like to get for yourself?” A host with goals is more inspired to action. It doesn’t matter what she says, just write it down and say: “Do you understand how you get your free products or do you understand how your benefits work?” It does not matter what she says, you draw her attention to the home office flier that tells her about it, the same one you are holding, then guide her through it briefly but specifically without getting into a lot of detail. Like you might say this: “See that chart in the flier, take a look at the $700 level. A$t a 700 show, you will have $140 worth of free products, that is enough to get 3 of the item she said before. You would also have 3 half-priced items and unlimited 25% off as much as you want, but look, check out the $1000 level , at $1000 you will earn $215 for free and 4 half-priced items and unlimited 30% off as much as you want. How would you like to have a $1000 show?” They usually say: “If I can, or we’ll see.” And then you say “Actually, Sally, a $1000 show is not that hard. I have 2-3 per month. I can guarantee a $1000 show when we have 9-10 orders when I arrive and 16-21 guests in attendance. We might as well go for the top, we have to clean the house either way, right?” So whatever your, show average is, start a couple notches above it. If you say at the $400 level you will get this and this and at the $600 level you will get this. Then they will think $400 is average. Your show average will end up being whatever level you pick for your first discussion of the benefit package, so pick a level that is not quite double the company average.

Then move into the other areas and discuss:
• How many orders is the goal before you arrive and be specific and set a bar.
• How to calculate tax
• Bring a friend or and order and get a free gift
• Write all of your friends names down and give everyone a call now and personally invite them
• Create a list of what you want to get
• Bridal info
• Ask your friends who are not coming about hosting a show
• Gift certificates
• Payment policy
• Opportunity information (have you ever thought about doing what I do?)
• All the nitty-gritty

The first postcard will reiterate this first phone call overview. Here is a sample of what the first post card might say that they will receive just before or after your first call. Remember to put personal hand-written notes on everything

Take the time to plan a successful show!
o Invite 40 or more guests
o Keep the original show date
o Collect outside orders
o Call and remind our guests
Only half of our guests will be available, so it is essential that we over invite!
I am looking forward to our FUN show!

4. The second call and the second postcard are scheduled to remind them to send out the invitations. They receive both 2 days apart again. On the phone call the goal is to leave a message on the machine. I recommend something like this: “this is Deb, with direct sales for you, just calling to see if you need anything. Oh, I see our show is only about 2 weeks away, if you haven’t done so yet now is the perfect time to send out the invitations, and don’t forget, as they RSVP remind them to bring a guest or an order and get a free gift.  If they can not make it, it is a perfect time to ask them what they would like for themselves. Don’t forget that when you have 8 orders when I arrive, you will get a free XXX and those extra orders will also push our show up to higher levels. When you hand out the books, be sure to point out to everyone that the XZXZ is on sale. Don’t hesitate to call if you need more catalogs or invitations. If I do not hear from you I will call a couple days before the show to talk about directions and our final details. Call if you need anything; talk to you soon.

Then the postcard includes information which is about the same. Basically both are reminders to get those darn invitations out. So they hear your message and think I should send out the invitations then, they get the card and they actually do it. Here is a sample 2 week card:

If you haven’t done so yet, now is the time to send out the invitations.The Secret to a SUCCESSFUL Show is 16-21 in ATTENDANCE & 8-10 extra ORDERS!
As our guests RSVP remind them to bring a friend
or an order and get a FREE gift!

If they cannot make it, be sure to say: “What would you like to order?”
All the extra orders will increase your benefits
and you will get more for FREE!

I am looking forward to our FUN, FUN, FUN show!

5. Call three is exactly 3 days before the show. If you cannot do it 3 days out, then do it 4 and make another call the day before.  In this call you are asking them to give everyone a call and remind them of the show. And tell them why. Whenever you tell your host to do something you always want to tell them why, or they won’t do it.  Say something like this: “Sally, I know that you are really busy but if you have time to give everyone a call and remind them of our show, it will make a big difference in the number of people who actually show up. Call all the yeses because they may have said yes last week, then this week they forget to come, call all the no’s and the maybes, because if their plans have changed and they know that you really want them, then they will show up. A reminder call really makes a big huge difference in the number of guests who show up. The reminder call will boost your benefits to the next level, for sure! Tell our guest to bring a friend or an order and they get a free gift.” Don’t expect them to call 40 people in one day. And don’t say all of that in one breath. Remember to share for less than 10 seconds and ask another question. Unless it is an answering machine, then you can say it in one breath if you can!

Here is a sample of the last postcard which they will receive about the same time as the call:

It’s Almost Showtime!
A reminder phone call to our guests over the next few days will make a BIG INCREASE in our show attendance!Tell all our guests to bring a friend or an order & they will get a FREE gift from me!

When you have 8 orders before I arrive, you will too…
Your gift is a choice of a FREE XXXXXXXXXX. Plus the extra orders will push the show up to
higher levels, and give you more for FREE!

I will see you _____________@_________________
Thank you for inviting me to your home!

Throughout all of the things we have mentioned, you must Smile and never use words which open the door for cancellation, such as I am calling to confirm. This host coaching system will reduce your cancellations to a minimum.

The number one reason that hosts cancel is why? They never send out the invitations.

As long as you always act as if you are coming to the most dynamite show on earth and never use words that imply it is OK to cancel, people will usually pull it off, even at the last minute. I know that this seems like a lot, but when you do it for everyone, then a system develops and it becomes a routine. This is only part of the bigger picture of your host coaching system, that will increase your show average and reduce cancellations, guaranteed! Create A Cash Flow Show is a system of systems that Creates Cash Flow in any direct sales business. I offer a 100% lifetime guarantee that you will be absolutely thrilled with your results when you incorporate the systems into your business. Imagine your Cash Flow doubling and your effort cut in half!

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Deb Bixler www.CreateACashFlowShow.com 717-751-2793