The recent Power Hour tele-seminar was focused on coaching your home party host for the highest show possible. Host coaching will reduce cancellations, increase your show average and allow you to make more money every time you leave the house. host coaching makes it easier to schedule shows and finds you new sales reps. Host coaching is part of your job and it will allow you to transition from a part time business to a full time business in your home party company. Host coaching creates happy hosts who schedule shows again, give you referral and become loyal customers. Host coaching is the back bone of your business because it creates all other parts of your business.
Free Tele-Seminar Recording -Ideas To Increase Sales Ideas
This hour long recording is a system of host coaching which will create a solid business and increase sales. This seminar was recorded live on The Power Hour tele-seminar and is presented here unedited. (Some of the participants comments may be difficult to hear.) To join future tele-seminars, sign up for the newsletter announcements using the form to the right of this post.
Finally, I am back with the last of the three-part article on how to Create Cash Flow After The Show. In the first two posts I went through how to start the train moving, so if you didn’t read those yet, go back now to the posts of May 30 & 31. Cash After Show is an acronym for Creating Cash Flow After the show. There is no cash flow after the show if there is now cash flow before the show. Once the cash flow starts, like a train, it is hard to stop. During the past week I had lunch with a friend who took the tele-seminar Cash Flow After The Show and she said that it is too much work for her, so she is not going to do it. Cash flow never happens without effort. The beauty of this and all of the systems that I teach is that when you put a system into place it takes less effort. Just like a train, the effort to get moving sometimes seems like work. Once you are rolling you are just along for the ride. The effort is well worth the cash flow. This system of Creating Cash Flow will work for you when you put the effort into setting it up.
Today we are focusing on the last part of our acronym, SHOW. Finally we are to the point of talking about the after the Show part of Cash After Show, because the SHOW in Cash After Show stands for the following:
S in SHOW is for Sales after the show and Show Tally
Your show tally is the accounting of the events which took place at the show. This is your explanation of show benefits for your host. You absolutely must go over the show benefits with your host the night of the show. You have put time, focus and energy into getting the sales rolling along so now is the time to capitalize on that train which is moving at high speed. Your host already circulated books, told all her friends and relatives about the show, just had fun at the show, so while she/he is into it, still excited and the wheels are rolling, go over the tally or benefit package so that the host stays motivated to continue to gather the orders to achieve higher sales. If you wait and call the host back the morning after, you will lose the momentum. Go over the benefit package the night of the show! On the tally you will want to go over the money. Do that first, because it is basically a negative. Give her the checks or explain how the final payment is going to work, etc and put it in writing for you and for her. Hopefully your show tally is in duplicate, so you can take one home with you and leave one with her as well. List the shows scheduled and the people that said they might be interested in hosting a show so that she may contact them and encourage them to do so, before you give them a follow-up call. Then the benefits will be listed as far as what the benefits are now, and then where they can go with more sales. Lay it out so that the host can see the benefit package three levels to four levels up from the current level. If your company has a form to use to go over the benefits, then use that. If there is not one available that comes with three to four levels incorporated into it then you might want to adapt the one I have included here. Show Tally#1
The goal is to inspire the host to higher levels. Let’s say that the show is at $480. When going over the benefit package explain what she/he will get at that level and then say, “At the $500 level you will get …… we will not close the show until you get there, you can easily get one more order”. Then say “if I were you though, I would shoot for the $600 level with all those catalogs you have out, it will not be a problem for you to hit $600.” Then say: And at the $700 level you will get….. that is certainly within reach….. Do you have enough catalogs? When would you like to talk next week to wrap this up?”
When you act as if it is normal for to collect orders after the show and everyone does it, then it will be normal and everyone will do it. You planted all the seeds necessary to make this happen during your host coaching and during the show. You can even take the time to put together a list with the host of who they are going to get back with if you want and remember: do not be stingy with your books. At this point also, if you company pays you a commission on what the host buys at a discount or at half price, then be sure to encourage them to take advantage of the awesome discounts for future gift-giving needs. Pick a date to close that is about 4 days away, write it on the tally and write it in your calendar and give her a copy of the tally.
H in SHOW is for host.
Doing your show tally is host coaching for after the show. H is for this host finding future hosts because she/he will increase her/his benefits by doing so. Put the information on the tally and encourage them to encourage their friends who had an interest and did not date a show. Point out to the host the extra benefits available for all shows scheduled and encourage them to ask all the after show outside orders if they are interested in hosting a fun show. Use your show tally to generate future shows because future shows are Cash Flow After the show and leverage the momentum that you have with this host to find future hosts.
Opportunity is the O in SHOW
Your business opportunity is the best way to Create Cash Flow After the show. On your show tally, put down how much the host would have made had he/she been the sales professional. Ask the host, how did you enjoy being a consultant for the past 6 weeks? Compliment the host on her/his sales skills and ability to generate sales and interest in hosting. When you put on the show tally her/his commission, it will remind you to ask them again if they have ever thought of doing what you do? Memorize those words, “Have you ever thought about doing what I do? No… oh well, you were so terrific at putting this show together and gathering up orders, I thought you would be an awesome consultant…You should keep it in the back of your mind if you ever need an additional steam of income into your home.”
Wrap-It Up Is what the W in SHOW stands for
You can wrap it up in person for that personal touch or you can wrap it up on the phone for the convenience of all. Either way, do the same thing. Take the additional orders over the phone and then do what you did above at the show. (Generate more sales, ask about potential hosts and offer her/him the opportunity again.) After they give you the orders say “Wow you did terrific, you’re at $674 now, you are only $26 away for an additional $xyz for free, if you had another day is there anyone else who may want to order?” Then on the next day when the host comes back with another offer and is at $733 say “Wow you are only $67 away from the $800 level; would you like another day?” You could go on like this forever. Working the system like this, you will occasionally have a host go from say $555 to $1000, and that is because you got the train moving before the show and everything is already in place. The orders are easier to get after the show when the system is already set up for it. You can not stop a moving train! Another way to increase cash flow after the show is if you company pays you a commission on what the host buys at a discount or at half price, then be sure to encourage them to take advantage of the awesome discounts. Always ask, would you like anything else at you discount, Christmas, birthday gifts, etc. So ask the host if she any of her/his outside orders decided to host a show and get their phone numbers. Last and not least, compliment your host one more time on the terrific show she/he had, and the terrific sales consultant she/he was for the past month and ask if she/he would like you to teach her how to create an additional stream of income.
To summarize this three part article:
Cash After Show is our acronym.
The C in Cash is to Circulate Catalogs
The A in Cash is Attitude and Attendees
The S in Cash is Sales
The H in Cash is for Host Coaching A is for Attitude and Ask F is for Fun and Focus T is for Tell E is for Energy and Enthusiasm R is for Remind, Remind, Remind
The S is for Sales after the show and Show Talley
The H in SHOW is for host.
The O is for Opportunity
The W in Wrap-It Up Is what the W in SHOW stands for
So, are you going to get that train moving and Create Cash Flow After the show? It is a system that works. When you put business systems into place your business will Create more Cash Flow with less effort! Create A Cash Flow Showhome study set is a system of systems that Create Cash Flow in any home party business.
Professional Attitude Brings Professional Results
The new set Power UP For Professional Results Is getting RAVE reviews! When I completed the Power UP For Professional Results home study set, I was impressed with the volume of information included in the 8 CD set. Now that I have offered it at seminars and sales professionals are incorporating the information into their businesses, I am hearing great reports from the field.
This is the second of the three part article, Create Cash Flow After The Show. Yes you can increase your sales after the show. Cash After Show is the acronym for 13 secrets to generating sales after the show. If you haven’t done so yet check out the article posted on May 30th to see what the first 4 secrets are in the Cash part of Cash After Show. Today’s post will focus on the AFTER part of the acronym Cash After Show. Remember that in order to have Cash Flow After The Show, you must have Cash Flow before the show! The reason is that you can not stop a moving train. So let’s keep working on that train so that it will keep rolling after the show.
The A is for Attitude and Ask
It always comes back to attitude, doesn’t it?! Your attitude about the orders before and after the show affects the outcome tremendously. When you position yourself (positively)with the attitude that it is normal for everyone to have orders before and after the show, then they will. When you position yourself (negatively) that it is hard or pushy, or asking too much of the host, then it will be. Your attitude will determine your hosts’ willingness to collect orders. So your attitude will determine the outcome. Position yourself as a sales professional that always has good shows for the host, and you always will. The other part of A is for Ask for what you want. That means be specific. You may have noticed that I said have 8 orders when I arrive…. I did not say our goal is to have some orders, or that all good hosts collect orders, or that extra orders will give you more free products. I said “Our goal is to have 8 orders before I arrive.” I set a specific bar. Another example is to say “When we have 16-21 guests in attendance, I can guarantee a $1000 show” or whatever it is you are saying. The specific numbers here are not the point. Pick out numbers that work for your business, and remember to go high and be specific. These examples are just that. The things that you ask for specifically are unique to your business. It may be that you ask them to have 2 friends lined up in advance to host a show, or what ever you specifically want. Your Attitude about the ability to reach those specifics and the bar that you set when you ask for what you want will create specific results. Vague statements will result in vague returns.
The F is for Fun and Focus
When your attitude is positioned professionally and you are asking for what you want, the next step is fun and focus. Always have fun, as a part of your attitude. Without the sales rep having fun, then the host won’t have fun either. Be silly in your messages, make fun of yourself, tell the host how much fun it is being a consultant. Have fun! If you are not having fun, then your host will think it is too much work to collect orders or even to have a show. Stay focused on your specifics that you asked for. In Host Coaching 101 on the study set Create A Cash Flow Show, we talked for more than an hour on host coaching, so I am not going to go into that now. Your focus on your specifics must be carried through continuously in every area of contact you have with the host. Every time you talk to the host, email him/her, leave a message, send a note or card, or web announcement, be sure you focus in a fun way on your specific things you asked for. Every single time you contact the host be focused on your specifics and have fun doing it.
The T is for Tell
Tell your host how it works. We think that she knows how it works and that is because we are conditioned to it. If the host is not comfortable collecting orders, then she won’t do it. Tell her about how the order forms work, the tax, and the payment plan. Tell her how to take credit cards or who to make the checks out to. Tell her what is on special and tell her word choices on how to generate interest in products. Tell her when we plan to close the show. I usually say “In order for our guest to get their orders quickly, our goal is to submit the show within one week of our show date. It is easier when you collect the money as you go along, instead of having to go back later and collect it”. This does a few things. First it implies subliminally that we will have time to collect extra orders after the show and it also establishes the fact that we will not be keeping it open for a month, while at the same time encouraging her/him to get the money when the order is placed. Tell your host how it works so that she/he is comfortable with the process. When I say TELL. I really mean discuss, explain have a conversation and interact, but tell her the facts. Don’t be wishy-washy!
E is for Energy and Enthusiasm
Did you notice how we never get away from the Attitude part! Your energy and enthusiasm is what makes or breaks your business. I am talking about physical and emotional energy. When you are excited and are able to translate that through the phone, letter, card, internet and into the host, then she too will have the energy and enthusiasm to get this locomotive rolling so that we can not stop it after the show is held. Stand up and wave your arms when talking on the phone. Talk in a higher pitch voice. Hand-write notes, even on preprinted cards. Be perky. You may be saying that I am nuts at this point, and I am here to tell you that the only time you will come through as being energetic and enthusiastic is when you overact to the point that you think it is ridiculous. Energy and enthusiasm does not go through the media well. You must overact so that your host catches your energy and enthusiasm so that she in turn can transfer that to the guests.
Remind, Remind, Remind
The R in AFTER if for remind, remind, remind. Always remind your host continuously of what your/her goals are. Every single time you talk, leave a message, or communicate in any way of form, remind her of the specifics that you are asking for and of the fun and excitement we are all having! Remind, remind, remind!
So that is the After in the Cash After Show acronym for generating sales after the show. I know you are thinking that we haven’t even talked about the after the show yet. Well, that is tomorrow. The first part of Cash Flow After The Show is having cash flow before the show, and creating a train that won’t stop. When you have done all 9 of the secrets we have already talked about, this train is really rolling and it won’t stop when the show is held. Once those orders start coming in, they keep coming. My experience is that any host that has 8 orders before the show can usually come up with close to that after the show as well.
So, check back tomorrow for the last 4 secrets to developing Cash Flow After The Show.
Cash Flow After The Show has to start before the show!
You can create cash flow after the show with only 13 simple secrets. Cash After Show is an acronym for the Power Hour seminar we held last night. Each letter represents one of the 13 secrets to Cash After Show. I will break the seminar down into three posts over the next week. This one is on the Cash in Cash After Show. For those of you who want to receive all of the posts into your email in-box as I post them, just sign up for the blog email subscription.
So the CASH in Cash After Show is as follows:
All home parties have three parts.
1. Before the show
2. During the show
3. After the show
I know that that sounds pretty basic, and it is! It is a fact that in order to Create A Cash Flow Show, you will want to maximize the sales in all three areas. On the home study set Create A Cash Flow Show we talk about host coaching for over an hour. The focus is on many aspects of host coaching and specifically the before the show aspect of host coaching. Now I will focus on the after the show part as well.
The sales before the show will not happen unless you expect them and coach for the before the show sales. The after the show sales will not happen at all if there are no before the show sales, so talking about after the show sales must start with before the show. I know this sounds silly, but bear with me.
The C in Cash is to Circulate Catalogs
When you are getting your host started on the planning of the show, actually before she even has her planner, it is time to plant the seeds of sales before the show. Start out by asking her how many catalogs she/he would like to have for collecting orders from the guests who can not make it. When you ask her how many catalogs she/he wants, be sure to explain what they are for. Frequently she thinks they are for everyone and you send her 25 or so and then you may be disappointed that she does not have any orders. The catalogs are for those who can not make it to the show. I would recommend that you say at this point something like this; “Our goal is 8 orders when I arrive, because that will give you a terrific show even before I get there….”
The A in Cash is Attitude and Attendees
Your attitude is that all shows have orders before you arrive and when you position yourself in that way it is not being pushy. Your attitude when they schedule and when you follow up and when you are at the show is that this is what happens. When we had our host coaching Power Hour and in the Create A Cash Flow Show study set, we talked about, host coaching at the show… saying things like “Mary already has a terrific show before we even start because she has so many orders all ready, you are positioning your self for the next host. At this time it is good to ask her if any of her friends that will be attending would like to assist her in collecting orders from their friends. I would ask maybe, if she has any friends who are particularly interested in your products. I always called them groupies. Frequently, groupies have groupie friends or family. So in the call or at the show when you are getting ready to give or mail the planner plant the seeds that outside orders or preorders are normal, expected, and easy to attain. The groupies should invite there groupie friends and also have some catalogs to pass around to the groupie family and friends. At this point it is good to offer a gift to those who bring orders. You the consultant will say “Tell your friends to bring a guest or an order and get a free gift!” Remember it does not have to be a huge gift… I am sure you have something that is under 75 cents, and it will generate huge sales before the show. You attitude about this is that it is normal and her friends will be excited about collecting orders.
The S in Cash is Sales
The Sales before the show will generate the sales after the show because the books are out, the attendees are telling their friends, the wheels are in motion, you can not stop a moving train. Increase those sales by giving the host tips on increasing the average ticket price such as pointing out the special, or her favorite product so that the guest go slower through the books. I would even go so far as to ask the host what her favorite product is, then give her the word choices to use and tell her why. Like, you might say “when you hand out the catalogs tell the guests, my favorite product is XYZ…. When you do this Lisa, the guests look closer at the catalogs and tend to find more things they want.” Also, having her point out any urgent, month only special or upcoming discontinued items will generate interest.
The H in Cash is for Host Coaching
Host coaching is the back bone of your business! Host coaching generates sales, leads, future shows, new consultants and cash flow. In Create A Cash Flow Show we talked for 75 minutes on host coaching and a lot on the importance of the first call. (Create A Cash Flow Show will increase you commission by 50% within the first month after you incorporate the systems into your business! I guarantee it 100%) Your first host coaching call be sure your host understands the details of gathering orders. How do the order forms work, how to do tax, and take credit cards, how to have checks made out. A host will not collect orders before the show if she is not comfortable. Host coaching is not pushy; it is your job! When the host is comfortable, then you both benefit. When ever you speak to the host remind her of our goals to have xyz orders or dollar value of orders before the show. And remember to always tell her why you want her to do that and what’s in it for her!
So, I know that this post/article is about Cash Flow After Show, and as I said in the beginning, you must have Cash before the show to Create Cash Flow After the show. So check back in a couple of days for the After Show part of our acronym Cash After Show.
