Scripting Your Home Party ShowPosted by Deb Bixler
Party Plan Business Scripts To Increase Sales
This is the final installment of a series of posts that were transcribed from the CashFlowShow – Direct Sales Radio on writing scripts for your home party plan business that will increase sales.
If you have not read the other articles leading up to this one, please start at the first post on Home Party Plan Scripts!
Keep Your Business Focus On Customers
Okay, as we talked about before the break, staying focused on your customers is key.
You know, I used to buy leads from the Community Welcome. You don’t buy them, and Community Welcome’s out of business anyway, but it is operating with a different name.
You pay them two bucks per basket or whatever they’re going to do, and they have different companies that are sponsoring these welcome baskets, and every community has somebody new that took over the Community Welcome. I think it used to be called the Welcome Wagon. Now everyone has a different name.
So now you’ve got different organizations doing the same thing, but we paid two bucks for every basket that we sponsored, and there were other businesses in the same basket, but I would put a gift card, brochure, whatever, and then my team would pay me a dollar, so I’d sponsor half of it, they’d sponsor the other half if they wanted the leads, and I gave a script to them to follow when they made the calls.
So do you have a community welcome script if you’re buying leads from the community welcome?
Do you have a wedding leads script? If you’re getting leads from the wedding shows, like put a booth or a little table, a display, a prize drawing opportunity in a wedding show, do you give them a script? So you need to create a script for these kinds of environment like this:
Hi, Lisa, this is Deb from my favorite company. Lisa at The Wedding Boutique asked me to give you a call. Do you have a minute?
See how you’re leveraging your relationship? This is a bride who went into The Wedding Boutique, so whether Lisa literally spoke with you or that person is irrelevant. Lisa gave you permission to do that, and so one of the bridal services we provide is a jewelry consultation specific to weddings and the wedding party.
Have you selected any jewelry for your bridal party yet?
Great! Well, we hold a monthly gem night out. They’re fun, informative, and specific to area brides. We get to eat and have snacks, and there’s all kinds of brides from the area there. Would you and your bridesmaids like an invitation to my jewelry company’s next wedding party outing, or would you and the bridal party like to schedule a wedding consultation?
So it’s really important to create a script for your team regardless of what the scenario is, where the leads came from.
We are talking about scripts, and this last segment is the shortest one and it always seems to go the fastest for me, so I can see already that we’re not going to get through all these scripts, and the e-book, the talking e-book, the Little Golden Book of Direct Sales Scripts. So you can get the full version at www.CashFlowShowScripts.com
Scripts For Home Party E-Book
What I’ve decided to do is take all the scripts that we’re going to talk about tonight plus some and actually put together an e-book, but the e-books that I put together aren’t quite the same as any old run-of-the-mill electronic e-book that you can get anywhere else, ’cause all the e-books I use talk.
It is an electronic book, a PDF white page just like any other website, but embedded in that is an audio link, so you’ll be able to listen to the Cash Flow Show Radio as we talk about scripts, so you’ll have the directions on how to use your scripts, as well. www.CashFlowShowScripts.com
Scripts For Online Inquiries
I want to talk a little bit about online business inquiries, because this is really big now. We’re recruiting all over the world, and so let’s talk about how to get off on the right foot when you’re calling one of your online recruiting inquiries.
I don’t know about you folks, but I get a phone call half a dozen times a day – that might be a slight exaggeration – but I had one tonight right before we started, and it was just somebody there says I got your phone number online when you filled in the form to start your own business, and I’m like, no you didn’t.
No you didn’t, because I never filled one out to start my own business. You might have got my phone number online, but you didn’t get it to start a business. So getting off on the right foot, and people do fill out forms and forget about it. So it’s a good way to start. This is what I’m going to tell you to say:
My name is Deb Bixler and I’m calling from York, Pennsylvania. (I don’t know why, but I think it’s important to tell them where you’re calling from. I don’t know, it gives you some credibility.) And you recently submitted an inquiry online in regard to starting a home-based business.
Is that true?
See, if someone would start a call like that to me, I would say no, it’s not true, and then they would say okay, no problem. Do you have an interest? No, I don’t. Okay, thank you, I’m sorry to bother you. That really should be the direction you need to go, and so that would get you off to the right start, because we’re all the time bombarded with unwanted phone calls, and so when you don’t act like a telemarketer – you know what? Sometimes I would ask them, because I’m interested in direct sellers, right?
I might say well, what business do you have? I’m not interested, but what’s your business?
My name is Deb Bixler, I’m calling from York, PA. You recently submitted an inquiry online in regard to starting a home-based business. Is that true? That gives them a chance to opt out. The purpose of my call is to find out if my business opportunity meets your needs. Is this a good time to talk? Then, if it’s not, make an appointment, and if it is my next question is have you ever been in a home-based business before? That kind of gets you going in the right direction.
I think that is a really good script that you can use.
It’s also important to teach your team to use good one-liners for your opportunity. Here’s just two little one-liners: Have you ever thought about doing what I do? Write that one down, okay? Have you ever thought about doing what I do? Because offering someone an opportunity to start a business makes it sound like work. So when you’re meeting people out and about, when you’re at shows, when you’re talking to people in general and you’re sharing the opportunity because they put up a window, they said something that made you think they were possibly interested, just complimenting them and saying have you ever thought about doing what I do? You have a great personality. Have you ever thought about doing what I do? Learn that for yourself, study it, memorize it, and let it roll off your tongue, teach your team to do the same. It’s going to make a world of difference.
Party Plan Business Word Choices
The other thing to think about is just general word choices that you may use in your party plan business. Think about it…
Instead of saying during your shows or just in your conversation, instead of saying “start a business”, say create an additional stream of income.
Are you interested in creating an additional stream of income?
All right, now I have a script in the Home Party Plan Golden Book Of Scripts for cold-calling professionals, people like real estate agents, car agents, dealers like that, because those kind of people are definitely potential. Anybody that is already in direct sales – I mean, already in sales, working on a commission, networking, and understands the basis – that’s what car dealers, they already work on a commission, real estate agents, those kind of professionals already understand how direct sales work, so they’re really good potentials, and I don’t have time to read that script. It’s too long, so we’ll put that one aside.
I want to read the four-question interview script because we only have a couple more minutes left.
The four-question interview is the best interview for bringing on a new consultant because it’s only four questions. Now don’t think an interview has to happen at a restaurant across a table. It can happen at your home party. It can happen in the grocery store, and you don’t even have to say wait, hold it, we’re going to have an interview now, but when you are at a point where you think they might be interested in the opportunity, your first question is, do you have any questions or are you ready to get started? Especially on a formal interview, because if they’ve met you at a restaurant or sat down with you or they filled out a prize drawing slip and said they might be interested – if you say to them do you have any questions or are you ready to get started, some of them are going to say I’m ready to get started. So that should be your first question.
These four questions can be rephrased and reposed in different orders, different times, over and over again throughout the course of a conversation.
- Do you have any questions or are you ready to get started?
- What first interested you in my fantastic company?
- What strengths do you have that would make you good at being a my fantastic company consultant?
- What would you like my fantastic company to do for you?
- Do you have any questions or are you ready to get started?
By asking these types of questions – what first interested you in my company – it lets them talk and by saying things like do you have any questions or are you ready to get started, they’re going to tell you yes, I do have questions. Where am I going to find business? Yes, I do have questions. What kind of support will I receive?
What strengths do you have that would make you good at my fantastic company? You can say that differently, such as I know you’re a nurse. You probably have a lot of skills that would make you really good at this. What are they? So taking those four questions, rephrasing them and reposing them during the course of your interview is all you need, because that lets them talk and then you rephrase and repose another question. Did I answer all your questions? Do you have any other questions, or are you ready to get started? And continuing in that vein.
So I have a funny feeling that we’re just about running out of time here. I think we’re closing into our last minute. So remember that CashFlowShowRadio.com that you can actually go right to that URL and join the newsletter.
You can listen to the radio there and see the replay schedule. Then if you go to www.CashFlowShowScripts.com - So this is Deb Bixler. Thanks for joining us.
Scripting For Party Plan Transcribed For Hearing Impaired
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Scripts For Hearing Impaired (4 of 4)
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