BOOK SELL RECRUIT

I receive this as an email this past week and liked it so much I wanted to share it with all of you.  Although it doesn’t talk about direct sales it does talk about customer service.  As you read it, I’d like you to think about whether or not you are a duck or an eagle, and how you can become an eagle – or –  fly higher as an eagle.  What can you do to start giving great customer service?

DUCKS QUACK – EAGLES SOAR

No one can make you serve customers well —- that’s because great service is a choice.  Harvey Mackay, tells a wonderful story about a cab driver that proved this point.

He was waiting in line for a ride at the airport.  When a cab pulled up, the first thing Harvey noticed was that the taxi was polished to a bright shine.  Smartly dressed in a white shirt, black tie, and freshly pressed black slacks, the cab driver jumped out and rounded the car to open the back passenger door for Harvey.

He handed my friend a laminated card and said, “I’m Wally, your driver.  While I’m loading your bags in the trunk I’d like you to read my mission statement.”

Taken aback, Harvey read the card.  It said:  Wally’s Mission Statement:  To get my customers to their destination in the quickest, safest and cheapest way possible in a friendly environment …

This blew Harvey away.  Especially when he noticed that the inside of the cab matched the outside.   Spotlessly clean!

As he slid behind the wheel, Wally said, “Would you like a cup of coffee?  I have a thermos of regular and one of decaf.”  My friend said jokingly, “No, I’d prefer a soft drink.”  Wally smile and said, “No problem.  I have a cooler up front with regular and Diet Coke, water and orange juice ….”  Almost stuttering, Harvey said, “I’ll take a Diet Coke.”

Handing him his drink, Wally said, “If you’d like something to read, I have The Wall Street Journal, Times, Sports Illustrated and USA Today…..”

As they were pulling away, Wally handed my friend another laminated card, “These are the stations I get and the music they play, if you’d like to listen to the radio.”

And as if that weren’t enough, Wally told Harvey that he had the air conditioning on and asked if the temperature was comfortable for him.  Then he advised Harvey of the best route to his destination for that time of day.  He also let him know that he’d be happy to chat and tell him about some of the sights or, if Harvey preferred, to leave him with his own thoughts …

“Tell me, Wally,” my amazed friend asked the driver, “have you always served customers like this?”  Wally smiled into the rear view mirror.  “No, not always.  In fact, it’s only been in the last two years.  My first five years driving, I spent most of my time complaining like all the rest of the cabbies do.  Then I heard the personal growth guru, Wayne Dyer, on the radio one day.

He had just written a book called You’ll See It When You Believe It.  Dyer said that if you get up in the morning expecting to have a bad day, you’ll rarely disappoint yourself.  He said, ‘Stop complaining!  Differentiate yourself from your competition.  Don’t be a duck.  Be an eagle.  Ducks quack and complain.  Eagles soar above the crowd.’

That hit me right between the eyes,” said Wally.  “Dyer was really talking to me.  I was always quacking and complaining, so I decided to change my attitude and become an eagle.  I looked around at the other cabs and their drivers.  The cabs were dirty, the drivers were unfriendly, and the customers were unhappy.  So I decided to make some changes.  I put in a few at a time.  When my customers responded well, I did more.”

“I take it that has paid off for you,” Harvey said.

“It sure has,” Wally replied.  “My first year as an eagle, I doubled my income from the previous year.  This year I’ll probably quadruple it.  You were lucky to get me today.  I don’t sit at cabstands anymore.  My customers call me for appointments on my cell phone or leave a message on my answering machine.  If I can’t pick them up myself, I get a reliable cabbie friend to do it and I take a piece of the action.”

Wally was phenomenal.  He was running a limo service out of a Yellow Cab.  I’ve probably told that story to more than fifty cab drivers over the years, and only two took the idea and ran with it.  Whenever I go to their cities, I give them a call.  The rest of the drivers quacked like ducks and told me all the reasons they couldn’t do any of what I was suggesting.

Wally the Cab Driver made a different choice.  He decided to stop quacking like ducks and start soaring like eagles.

How about us?  Smile, and the whole world smiles with you …. The ball is in our hands!  A man (or woman) reaps what he sows.  Let us not become weary in doing  good, for at the proper time we will reap a harvest if we do not give up … let us do good to all people.

Ducks quack, Eagles soar!

Have a nice day, unless you already have other plans.

SORROW looks back, WORRY looks around, FAITH looks UP.

Feel free to share this or any other of Ruth’s posts.  Just please keep the following with it:  Reprinted with permission of Ruth Fuersten at http://www.booksellrecruit.com/sq

A few years ago I received emails from a guy that did quotes from one individual for a week.  You never knew until the last day who he was quoting.  He always just said, “Our Mystery Man had this to say.” 

The bad news is – I don’t know who said this.  The good news is – I have the quote.

So – let’s do this — the first person who can tell me who said this will get a copy of my book, in e-book format, How To Book, Sell, and Recruit Your Way to Success. 

Here’s the quote:  “You may never know what result comes of your action, but if you do nothing there will be no results.”

This really pertains to our business doesn’t it?  You have got to do something in order to get results.  If you do nothing that is exactly what you will receive back.  Nothing.

So what can you do this week to move your business forward?  Can you call former hostesses and offer them something for booking again?

Can you call those people who told you, “Now isn’t a good time?”

Can you revisit that gal you put on the back-burner a few months ago and find out if this is a better time for her to recruit?

If you sell consumable products can you call your contact list and find out if they need something or if they are out of their favorite product?

What can YOU do to move your business forward this week?  “You may never know what result comes of your action, but if you do nothing there will be no results.”

Feel free to share this post with your team, your upline, your downline or the lady next door.  Just please retain the following:  Reprinted with permission from Ruth Fuersten http://www.booksellrecruit.com/sq

How do you deal with mistakes at your presentations?  Is it a tragedy or a comedy?  Do you laugh it off or are you dying of embarrassment? 

Having sold kitchen gizmos, my presentation was cooking, showing the guests how to use the gizmos.  My hostess wanted me to make a dessert that required fresh blueberries and canned cherry pie filling.  The very first thing I did was drop the blueberries on the floor!  So I ran around the kitchen picking up berries.  The guests were chuckling.

The next thing I did was open the pie filling.  Wellllll the lid landed on the floor – sticky side down.   While I cleaned up that mess I asked the hostess what time she would like me to come over the next day to wash her floor.  The guests started to laugh at me.

Then I was suppose to combine instant pudding and milk and soak bread in it, place the bread over the fruit and it would be a yummy crust on the dessert.  Instead, I opened the pudding and sprinkled the contents over the fruit!

Now come on – how stupid can I be?  I couldn’t even bluff my way out of that one because the guests all had the recipe in front of them.  So, I stomped my foot on the floor and said with a laugh, “Momma said there’d be days like this but I never thought it would be THIS bad!”  Now the guest were all-out laughing at me.  So I gave them my best smile and said, “Okay Ladies.  I’m not the only one here who is an idiot in the kitchen.  Fess up.  What have YOU done that was really a silly mistake?   Come on.  Fess up.   You’ve all seen me being stupid.  Now it’s your turn.”

So while I cleaned up the mess and made things right for the dessert, the guests started telling stories on themselves.  They were screaming with laughter.  Some were in tears they were laughing so hard. 

Of the six people around the table, I had $500 in sales and four bookings.  When those women booked I said to them, “Are you crazy?  Why would you want me to come into your home and destroy your kitchen?”  They all had the same response.  “You’re funny.”

Funny.  From the root word fun.  The number one reason they book is because they had fun.  The second reason they book is to learn something.  Making sure your guests have fun will dramatically increase your bookings.

Don’t forget to go to  http://www.booksellrecruit.com/teleseminar/to sign up for Ruth’s 4 part teleseminar.

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What, you may ask, does my party plan business have to do with the Olympics?

Stay with me a minute and follow my train of thought.

Ever since I was a little girl I have watched the Olympics from the opening ceremony to the end.  I love the Parade of Nations!  I love watching all of the athletes walk in, smiling and waving to the crowd. 

Some athletes will will earn medals

Some will accomplish their personal best.

Some will crash and burn.

For some athletes, when the Olympics are over, there will be gold medals and multimillion dollar contracts and endorsements.

But when the games are completed there will be the closing ceremonies, and once again the athletes will parade in, smiling and waving to the crowd.  It always amazes me that no matter what the outcome the athletes experience, they all march in smiling and waving to the crowd.

These athletes work for years to qualify for the Olympics.  They spend hours, each and every day, practicing and working to get better and better at their sport.  You hear stories about teenagers getting up at 4 in the morning to spend a couple of hours at the rink before school and then leaving school and spending more time at the rink or the slops.  They skip the prom so they can practice.  They skip the football games so they can practice.  And yet they know there is only one person in the entire world who will win the gold in their sport.  Only one.  Yet they spend hours and hours practicing.

So my question to you is – are you an Olympian?

Are you in your business for the long run?  No matter what, are you going to be in your business at the end of the month, next year, five years from now?

Do you do something each and every day to move your business forward?  Do you make a couple of calls?  Do you practice your presentation?  Do you do something to get more bookings, higher sales or a recruit?

Do you realize that unlike the Olympics there is not just one winner in your company?  Do you realize that lots of people are going to earn the trip, the car, the jewelry?  Do you realize there are still directors in the making in your company?  There are still people earning Senior National Director?

What do the Olympians do that you can incorporate in your business?  They don’t quit.  They keep on keeping on.  They continue to practice, they continue to work towards their goal of being an Olympian athlete.

What is your goal?  What is your gold?  Is it earning $1000 a month to get your debt paid off?  Is it making it to directorship?  Is it being able to quit your j-o-b and stay home and raise your kids?  What do you want out of your business and, like the athletes, what are you willing to give up to get YOUR gold?

And at the end – will you be smiling and waving to the crowd?

Would you like to share this post with others?  Feel free to do so but please include the following link: Reprinted with permission of Ruth Fuersten at http://www.booksellrecruit.com/sq

Last time I told you I’d let you know about how to do a Mystery Hostess Party.  They can be a lot of fun and they can also provide you several bookings.  A Mystery Hostess Party is a way to get more bookings, whether you are just starting and don’t know many people, or you need bookings and don’t want to get on the phone to call people to get them.

You invite the guests and let them know that, even though you are hosting the party, those that attend will have their name put in a drawing and the name drawn will receive the hostess benefits.  They will also get their name in the drawing for each uninvited guest they bring with them.  If you don’t know many people in your area, you want to really encourage the people you do know to bring guests.

At the beginning of the party start by telling them one lucky woman will receive all the hostess benefits.  Hand out slips for them to put their name on and additional slips to those who brought guests.  During your presentation have reasons to put their name in the drawing again.  You could do things like:

• The first person who can come up with two different uses for a product gets to put her name in the drawing
• The first person who can find a specific product in the catalog gets her name in the drawing
• The first person who books a show with you gets to put her name in the drawing 3 times.  Everyone else who books a show gets her name in the drawing twice.
• A variation of the above, those that book for this month get their name in 3 times and those that book for next month get their name in twice
• Another variation is to give the first or the first two people who book a special item or else a certain amount of free items and those that book after that a little less – or “book today and receive this much in additional hostess benefits” for everyone who books
• Have a question and answer time about the benefits of booking a party.  If they ask a question they get their name in the drawing
• Have a question and answer time about the benefits of becoming a consultant.  If they ask a question they get their name in the drawing

Make it fun and find continuous reasons to put their name in the drawing.  When you are ready to take orders tell them those who purchase anything get their name in the drawing again, but with a $50  order they get their name in twice.

When it’s time to do the drawing have everyone do a drum roll and pull out a name.

I did this when I first started and I also did this as a “Hostess Only Party.”  A “Hostess Only Mystery Show” is when the guests have all been hostesses in the past.  This is a way to get those hostesses who didn’t rebook to do so.

Be creative.  Have fun.  And fill your calendar!

Feel free to share this post with others but please keep the following link:  Reprinted with permission of  Ruth Fuersten at http://www.booksellrecruit.com/sq

My husband, Mike,  was pretty worried about his job.  They had just had another round of lay-offs and he was pretty sure he would not survive a third round.  Sure enough, a few weeks later he was in the third wave of  layoffs from his agency. 

This was pretty frightening because I had also just lost my job due to cut backs in teachers.  Add to this my son had just graduated from high school and was planning to attend college in the fall.  We were in a situation of “No money Honey.”

Mike found a part-time job, and to help make ends meet, I decided to join a direct selling company.  I lined up my first bookings, practiced my presentation, and went out selling cooking gizmos.  I started because we needed the money.  I stayed because it was fun, I was making money, and building a team.

Then Mike found out from a friend about an opening at the agency she worked at.  He applied and got a full-time job in his field.  But!  That meant we would end up moving to the other side of the state.  Our friend was willing to help me out by having a party.  But one party is not the way to start your new business.  I needed to get more bookings!

So how did I go from one booking to having eight to twelve bookings a month?  I did vendor events.  I went to the local Chamber of Commerce and ask what was happening in the community where vendors would be welcomed.  That’s where I found out who the contact persons were for the county fair and the local home show.  I did both of those events and got some bookings.

I wore a shirt with my company’s name and logo every time I left my house.    Because I sold cooking gizmos I couldn’t very well pin a vegetable peeler onto my jacket!  But I could wear a shirt and that did lead to conversations with women when I went grocery shopping – which lead to bookings.

I started making friends and told them if they were ever invited to a selling party I’d love to go along as their friend, so they could get the free item the consultant gives away if you bring a friend.  At those parties I talked to that consultant about swapping parties.  I would do one for her if she was willing to do one for me.  I got a couple more bookings that way.

Can you tell I was extremely pro-active?  I lived by the ten little words, “If it is to be it is up to me.”  I also held a Mystery Hostess Show.  I’ll explain how to do one of those – next time!
Do you like what you read here and would like to share it with others?  Feel free to share any of Ruth’s posts but please include the following link:  Reprinted with permission of Ruth Fuersten at www.booksellrecruit.com/sq

How do you get people to do what they need to do for their business?  How do you help them grow so your business can grow?  Motivating your team CAN be a challenge!  How do you do it?

Why did they join?  Why did they become recruits in the first place?  Was it to make some extra money?  Was it to be able to quit their full-time j-o-b?  Was it to stay home and raise their children?  Why did they recruit to begin with?

When conducting a recruiting interview, one of the questions you need to be asking the potential recruit is, “I’m curious, why are you interested in joining XYZ Company?  What do you hope to get out of this?”

I suggest you ask this for two reasons.  First, you’ll find out why they took your recruiting information and you’ll be able to address their needs.  We can go on and on about the trip we just earned because that is our current hot button.  The person sitting in front of you may well be terrified of flying and you earning a trip does absolutely nothing for her.  When you ask her, “I’m curious, why are you interested in XYZ Company?” you are getting at her hot button.  Now you know how to direct your answers to her questions.  Your results will be more recruits – and that’s a good thing!

But realize she is also telling you what is motivating her.  If she is responding, she needs an additional stream of income, she is telling you – she needs money.  Your job is to help her get the bookings she needs to be able to make that money.

If she tells you she is interested in replacing her j-o-b with being a consultant she is in need of, not only bookings, but recruits.  You’re job is to help her get both.

In other words, you use WHY they joined to motivate them to do what they need to do to get where they want to be.  You spend time with them teaching them how to do what they need to do.  When you conduct meetings you teach your consultants how to get more bookings, higher sales and how to create interest so people take their recruiting information.

At least once a year – better twice a year – find out what your consultants goals are for the next 6 to 12 months.  What do they want to achieve in the next six months in their business?  You can do this at a meeting and then have a brain-storming activity to help people come up with an action plan to achieve their goals.

In other words, until you know what motivates them, anything you are doing is a shot in the dark.  You’re guessing.  So if you want to know what motivates your team the easiest thing to do is to ask them!  It’s really that simple.  Ask them what it is they want out of their business.  Ask them what you could provide for them that they would be interested in working towards.

Why do we work towards the trip, the car, the jewelry our company offers?  Because we want it!  What would your team work to get?  Ask them.  Give them some suggestions and have them pick what they would like to earn if they reach a specific goal.  Some ideas would be:

• A gift certificate to a restaurant
• A spa experience
• Maid service for a day
• A piece of jewelry
• Business supplies

Do you need your team to get more bookings and hold more parties?  First you need to have a training on getting more bookings.  Then you need to offer them something they want to get them to participate, get out of their comfort zone, and motivate them to do it.

Sometimes you have team members at a distance.  If you have a local group and a group at distance from you hold two meetings.  One for the local consultants and one for the others.  When you are holding the meeting for the people at a distance from you do it as a conference call.  There are places on-line you can go to and set up group calls.  Google “free conference calls” and you’ll come up with a huge list of companies you can use.  Make sure there is not a charge to you to use their services.  It works just like a tele-seminar.  Everyone calls in to the same number. 

Motivating your team is simply taking the information you know about the people on your team and using it to help them achieve what they want.  When you help them achieve their goals – you reach your goals.

Want to share this post with others?  Feel free do share but please keep the following with the post:  Reprinted with permission of Ruth Fuersten at http://www.booksellrecruit.com/sq

Wow!  So far you’ve received 9 different tips to get your name “out there” and get more bookings.  Here’s a few more.

Tip # 10:  One of the things I did every year was an open house with several other consultants, and all of the consultants were from different companies.  We had cooking gizmo’s, candles, clothing, decorating items, cosmetics and food.  We first met and came up with a date to hold the event, an invitation to be sent out to our individual customer base, signs to be placed to guide people to the house, and an ad to be placed in the local paper.

With six different companies being represented we had a lot of people we were sending invitations to.  If each of us had only 200 contacts that was over a thousand invitations going out.  Do you think if you have over a thousand invitations going out that you will have a significantly higher turn-out then you would if you have an open house, by yourself, and have only your 200 contacts to invite?  Each of us always had our own door prize to collect information on the people who came.

Tip #11:  Something else you want to consider is the different types of presentations you can do.  But as you come up with ideas for different types of shows you can be doing you need to realize you need to be telling the guests you do other things.  I remember a consultant saying to me she wished she did bridal showers.  She commented how many bridal showers I do, and she wanted a piece of that action.  But when I questioned her about it, it turned out she never mentioned the other types of shows  she could do.  Well, if they don’t know you do different types of parties they are never going to  book the other types of parties you can do.

Tip #12:  Offer your products or gift certificates for door prizes or for auctions for various charities.  If your local private school has an auction every year offer them a gift certificate and your catalog as something they could auction off.  Usually the items that are going to be auctioned off are displayed before the auction.  That gives people a chance to look through your catalog and see what kind of products you have to offer.  It’s another way of getting your name out there.

Tip # 13:    Does your company have fund raisers?  If they do, there are numerous groups within schools that do fund raising.  Go in and talk to the secretary and find out who does fund raising, and provide those teachers and coaches a flier about what you can offer.  Now a lot of people go into school offices and give their pitch for fund raisers.  Make yours stand out for the secretary by giving her a gift of one of your products.

Because my class always took a class trip we were constantly doing fund raisers.  It seems the secretary never mentioned a new fund raiser to me unless they bribed her with a gift.  Give the secretary one of your candles.  Get the idea?

So!  There we have it.  Thirteen ways, a baker’s dozen, of different things you can do to get more bookings.  And by the way, FYI, my dad, two brothers, and a nephew all had their own bakeries.

Want to share this post with others?  Feel free to do so.  Please keep the following with this post when you share it:  Reprinted with permission of Ruth Fuersten at http://www.booksellrecruit.com/sq

We’ve had tips 1 through 8.  Today you’ll receive tip number 9 which is all about vendor events.

Something you can do to get your name “out there” and get more interest in your business is to do vendor events.  A vendor event is simply when a number of people, with products to sell, get together at one event.  It might be the county fair or the local home show.  So find out when there are going to be vendor events in your area that your products would fit in with. 

A way to find out about vendor events,  if you live in a more rural area, is to go to your local chamber of commerce and ask them when the local festivals and events are being held and who the contact people are.  If you live in an urban area then go to your local convention and visitors center.  Now be aware that vendor events do charge you to set up a table so you need to decide how much money you’re willing to spend.   Some may charge as little as $50 and some may charge several hundred dollars.

Vendor events are going to get you away from family and friends.  Believe me when I say, no one ever makes a killing in direct sales by having their sister have three friends in for you to do your spiel to.  As well intentioned as your sister ( and mine) is, she has probably told all her friends to just show up – you really don’t have to buy anything.

So do a vendor event to get leads and bookings.  Bring with you:  catalogs, door prize slips, a door prize, your products, order forms, your calendar, signs, and a container for the door prize slips. 

On your signs you want to have something about recruiting.  You might want to say, “XYZ company is a ground floor opportunity and is looking for consultants in this area.  See me for details.”  Or you could simply have it say, “We’re Hiring.”  You want to have a sign about booking that has a vendor event special.  You can use the hostess special for the month if your company offers those, or else create your own.  I always had graduated specials.  I’d say something like. “Book a party today and have $500 in sales and receive this.  Have $750 in sales and receive this and that.  Have $1000 in sales and receive this, that, plus this too.”

You want to have an attractive display of your products and in a separate area a product as a door prize.  Better yet, have a gift certificate as a door prize.  Then, when you draw the winner you can ask her if she’d like to get more bang for her “gift certificate buck” by having a party and use the gift certificate to help pay for the items she’ll want at half-price or at discounted prices.

At the vendor event you want to be in front of your display.  Not every vendor event allows this – but if at all possible set up your display so you are in front of it.  This is vital because you want to be in contact with people.  If you can’t be in front of your display, then please, do not sit behind it.  That’s death to everything you want to accomplish.  Always be standing when there are people around.

Come up with something that will draw people into your booth.  I watched a consultant who sold skin care items ask people if they would like to try their hand cream.  As the people were rubbing the hand cream in, she talked to them about having a facial.  I watched a consultant play with a puppet which brought people to a stop to watch.  I gave away cookies.  What can you do to get people to stop and take a look and not just walk past?

Encourage people to fill out a door prize slip and tell them in order for it to qualify for the drawing they need to fill it out completely.  Now at the end of the vendor event you are going to need to go through all of those door prize slips.  If they have said no to booking and no to recruiting and have no products written in — toss the slip.  Then make sure you cross reference the slips to the people who have already booked.  It would be pretty embarrassing if you called someone and they had already booked a party with you at the vendor event!

Once you’ve eliminated the ones who said no and the ones you’ve already booked start calling the rest of the people.  You want to call them in this order:

• Anyone who said yes to recruiting
• Anyone who said yes to booking
• Anyone who said maybe to recruiting
• Anyone who said maybe to booking

When you call them simply say, “Hi Sally, this is Ruth from XYZ company.  We met at the Home and Garden Expo this past week-end.  I noticed on the door prize slip that you indicated you’re interested in having a party.  (Remind her of your booking special) and then go into what works better for you the beginning of the week or the end of the week….

For people who said maybe on their slip say, “Hi Sally, this is Ruth from XYZ company.  We met at the Home and Garden Expo this past week-end.  I noticed on the door prize slip you might be interested in having an XYZ party.  Do you have any questions about having a party that I could help you with?  Remind her of your special and go into what works better for you….

Be aware, very often people will mark they want a party or are interested in more information because they think that will make their slip stand out, and they’ll have a better chance at getting your door prize.  Assume the booking anyway.  If they don’t really want to have a party they’ll let you know.

One of the important aspects of doing a vendor event is to have the time in the next couple of days after the event to be on the phone talking to people.  I can’t tell you how many times I’ve been coaching people who have said to me, “Well, I did a vendor event a couple of months ago and I suppose I could try calling those people to see if they want to book.”  Are you familiar with the expression ” A day late and a dollar short?”  If you don’t follow up with people you meet at vendor events within a week of that event you are way too late and hundreds, if not thousands, of dollars short.

Would you like to share this post with others?  Feel free to do so but please keep the following link with the post.  Reprinted with permission of Ruth Fuersten at http://www.booksellrecruit.com

Here we go with two more party plan selling booking tips!  Here’s a suggestion for wording to use when you are getting on the phone to call people to book a party in your direct selling business.

Tip #7:  Sometimes we have to get on the phone and call people to get some bookings.  Numerous consultants have told me they hate getting on the phone to get bookings.  The reason they hate it so much is because they don’t know what to say to people on the phone to get them to book.  Sometimes you may feel like you are begging people to have a party for you, or, you don’t know who to call.  But you know what?  You really don’t have to call your family and friends and beg them to have another party for you.

So let’s look at who to call and what to say.

First off, you have got to use door prize slips.  I always considered the door prize slip to be my secret weapon.  Besides having the question about “Do you want to host an XYZ party” you should also have a question asking, “Are there any products you would be interested in if they ever go on special.”  Make sure you have the word special and not sale.

Now let’s say your company decides to make Product A a hostess special.  What we usually do is let everyone know at this month’s parties that next month there is a great special on Product A, if they just book a party.  But you have all kinds of people who have told you  on door prize slips they are interested in Product A if it ever goes on special.  So get on the phone and start calling those people.  That call would sound like this:

Hi Mary, this is Ruth from XYZ company, we met at Sally’s when she had her XYZ party.  Do you have a couple of minutes for me to tell you about a special XYZ is having on Product A?  I noticed the night of Sally’s party you had written on your door prize slip you would be interested in that product if it ever went on special.  I don’t know if you’d be interested or not, but I didn’t want this special to end and you not be aware of it.  Just by having your own party you can receive Product A  (Then tell her about the special).  Then add:  plus you can take advantage of our hostess program to get all the other things you’re interested in.  Mary, is this something you would be interested in taking advantage of?

She might say, “No, I don’t do parties.”  And that’s okay.  Just write on her door prize slip that she is a sale person not a special person.  But —- she might say yes!

Tip #8:  You can also use the door prize slip to offer people a booking special of your own creation.  If you need bookings, go through your door prize slips and match what you are willing to give someone for booking, to what they have written down.  When you are offering your own special the wording is the same.  You don’t say things like:  “I’m having a special” or “”I’d like to offer you this item if you book a party with me.”  That’s what makes you look like you are out of bookings and are desperate.  That’s when getting on the phone gets uncomfortable.  So when you have your own special just use the wording in tip #7.

Want to share this with others?  Feel free to do so but please keep the following link with it.  Reprinted with permission of Ruth Fuersten at http://www.booksellrecruit.com/sq