Create A Cash Flow Show

Direct Sellers - Generate Leads

Recently while on a personal day to another county in my area, I made a quick spur-of-the-moment stop at a library on my travel route and grabbed a card listing all the county libraries. The card had about 12 libraries listed with contact information. I already present events in my own county with various libraries. The events are a public service and also a lead-generation system for my business. All direct sellers can benefit from this source of free leads.

Time Invested Paid Off

I am really impressed with the return on my time invested. I spent one afternoon calling all the libraries on the list. About 4 hours total time was my investment. Those calls were received with terrific enthusiasm from the event planners. One library actually scheduled an event on the first call. That alone was enough pay-off for my time invested, but read on. I sent out hard copy information to 6 out of 12 of the calls. That is an exceptionally high rate of interest to the initial inquiry. I also sent an email to everyone I called, even if I had left a phone message. The following week, I made return calls to the libraries that I sent hard copy folders to.

Bookings Are The Result

My initial reason for stopping into the library was to be able to deduct my personal mileage from my income taxes. The result of this “whim”, or should we say inspiration, is that I now have 3 new library “gigs” on my calendar through the end of the year. I am also listed in the county library resource directory for special events. This is the county libraries’ guide to recommended library event providers.

Cold Call Libraries

Before you make your calls, set yourself up for success by planning. This is what you need to cold call libraries:

• Get a list of area libraries
• Know your offer (topic of event, fund-raising, etc.)
• Write a script
• Have a mailing piece (electronic and hard copy)
• Schedule time for initial calls
• Do the follow-up mailing (electronic and hard copy)
• Schedule follow-up call time
• Keep your calendar handy and be proactive in your conversation

The great part about calling libraries is that they answer their phones. Ask for the adult and/or children’s special event planner.  Share your services quickly, in under 10 seconds and ask a question about their needs.  When you stay focused on service, you will get really good results.  Yesterday afternoon, I got a call asking for a date from a library for a special event next March.  This library thing really works.

Home Party Plan Bookings Everywhere

If you do not have enough business, most likely you are not taking advantage of all the opportunities available to you. I guarantee you that any “library events” will generate new clients for your business. The people you meet at this type of event will be totally unrelated to your existing client base. The time invested in soliciting libraries will pay off. The people who attend library events will be your future party plan bookings.

Party Plan Show Average Goes UP!

I always thought that people spent more money at my shows when they used credit cards. I never really did any research on that belief, though. Recently I read an article on a British study that examines the psychological reasons why a person might spend more using a credit card.

The report called the “The Realities of Spending” said among other things:

Adding a small amount to an already large credit card bill makes it feel like you did not spend as much.

Thinking about the cost of a purchase while consuming or using it can lower the pleasure gained from the purchase. Credit cards block this by disassociating the payment from the consumption - in other words, you don’t feel the pain of paying for something while using it if you use your credit card.

It is easier to put “things” on our credit cards than experiences because while you are paying off your credit card, you can think of all the enjoyment you are getting from the physical thing you still have, i.e. home decor, kitchen tools, makeup, jewelry.

So the report is extensive but not really definitive.  I think in direct sales the message is that it is important, during your product wrap-up or show closing, to tell your guests that ‘we love credit cards’.  There are two reasons:

1. It is good customer service.
2. It may increase sales.

Bookings, Bookings, Bookings!

Everyone in home party plan sales wants more bookings.  In my opinion, one reason that this is such an issue for most sales consultants is the actual term, bookings. What exactly is a booking, anyway?

• An invitation to someone’s home.
• A scheduled show.
• A home party.
• A fun gathering.
• A good time.
• A get-together

Don’t they sound nice? Booking is a technical term.  It is not friendly, nor is it encouraging to the guest, the consultant or the future host.  It actually is sort of an insult that makes it more difficult to schedule shows.

Schedule More Shows

The first thing that will help you schedule more shows is to start using friendlier terminology.  Does the dentist say to you: “I am going to extract your molar”?  No, he/she says: “I am sorry to say this, but I am going to have to pull your back tooth.”  I am sure you won’t be any happier about the situation, yet you will feel better about your relationship with the dentist.  Sales is all about relationships.

To schedule more shows, stop saying bookings.

• When you BOOK a show, you get this…
• The host gets a XZY when she BOOKS 2 shows.
• If you have three BOOKINGS you get a ……

Start using the phrases mentioned above:

• When you invite me to your home, we will….
• When you schedule 2 shows at your show, my gift to you is…
• Whose house should we get together at next month?

Building Home Party Sales

There is more on scheduling shows in the category of building business. Both the Power UP Program and the Create A Cash Flow Show program have a full hour on BOOKINGS, I mean filling your calendar.  Invest in your mind and it will always return to you in your wallet. Click the money for more info.

Create Exciting Meetings With Themes

One of the best ways to keep up the attendance at your direct sales consultants’ meetings is to have fun and exciting team training meetings. Creating team theme meetings will keep your team guessing as to what is coming next.

Chickens and Stars: A week or so before the team training, send a postcard or email and do a phone call, telling everyone to bring a can of Chicken And Stars soup. No other explanation is necessary. You are creating an aura of intrigue. “What is she up to now?!” Then at the meeting, have a segment on networking, phone calls or anything you want, and the “theme” is “Are you a STAR?” Define being a STAR: Do you talk to people everywhere you go? Do you make a commitment to ask three people per day to host a show, and then DO it? Or are you a CHICKEN? Define being a CHICKEN: Do you make plans and then chicken out? Tell everyone to keep the soup can next to the phone and look at it until the next meeting to decide if they are a chicken or a star.

Seasonal Themes – Christie Northrup

Christie Northrup is the number one authority on themes. Well-known for putting a sweet twist on sour situations, the Lemon Aid Lady, as she calls herself, has a wide variety of seasonal or unique team training themes. One of my favorite themes is the October meeting theme of “Them Bones” which is part of her theme training programs.

(Save this to your computer by going to file at the top left of the screen, then “save” or “save as”. After saving it, push the back button to return to the website.) Invitation For October Theme Meeting

The objective is to have a fun Halloween theme and use it to illustrate that something is the back BONE of your business. The back BONE is the most important part of your body and the back bone of your business is the most important part of the business. I used to use this theme to talk about host coaching, which I believe truly is the back bone of the direct sales business. More themes from the Lemon Aid Lady.

Johnny Appleseed Meeting: Tell everyone to bring a package of seeds. This is another one of my favorite theme meetings. Is your team planting the seeds for the future? What we do in our business today will affect our business most in three months. Creating a theme and asking everyone to bring a package of their favorite seeds will generate curiosity and a meeting topic that is fun. Everyone will bring different kinds of seeds showing that we all run our business differently. Are you planting the seeds today so that you can reap the harvest down the road?

Creative Meeting Ideas Connect Team Members

Creating meetings that are unique and different every month will insure that your team sales consultants keep coming back. When a team connects at the meeting, they become more committed to their business because they are committed to friendships. Be creative with your meeting ideas and make every meeting different.