Eliminate Cancellations
3 Simple Steps that Will Virtually Eliminate Party Cancellations
By Julie Anne Jones
As a direct seller, I learned very quickly that my success or failure in my business had a lot to do with my relationship with my host. And it also became apparent very quickly that my relationship with a host succeeded or failed based in large part upon how I set that host up the night they booked their party with me.
Let’s look at where the relationship with your new host begins; at the party from which she books her party. She’s experienced you as a representative for the current host, and your goal before she leaves is to have her commit to you as her host and to be sure she’s clear about what you’ll expect from your partnership with her and what you’ll provide for her. If you’re clear with the host about these things, you’ll find your parties holding on their original dates with hosts who are on board and enthusiastic about creating a successful evening for you. And it’s really just a simple, three step process.
Below are the three requirements you’ll want to communicate to your host before she leaves on the night she books her party:
1. Set a show date within 30 days from that night if at all possible
2. Assign the task of completing the guest list and offer an incentive to get it done.
3. Schedule a date within one week (either over the phone or in person) to pick up the list & postage & plan the party.
Your language around these three steps is very important. The biggest mistake most representatives make at this point in their relationship with their hosts is not taking control. When you own your power and simply tell them what the plan is instead of asking them for their cooperation, they respect you at a whole different level and your partnership begins.
The language is what creates the partnership that will get you the results you want. The more confident and enthusiastic you are, the more she’ll take these requirements seriously. Here is a sample script you may want to use:
“Linda, I want to thank you for scheduling a party for me and (tonight’s host) Barb. I’m so excited to have YOU as one of my upcoming hosts. Our goal is a fun night out with your friends.
I want to be clear about how you receive all the host’s gifts and bonuses I talked about earlier and how Barb receives credit for your booking. All it’s going to take is three easy steps.
First, set your show date within 30 days of today. In a moment I’ll show you the dates I have available.
Second, I’m sending you home with a blank guest list. I have a great invitation to send to all your guests. I’ve included 30 blank mailing labels and all I need is a list of at least 25 names and addresses with a first class postage stamp for each within one week. If you don’t have time to go to the post office, you can just pay me for the postage and I’ll take care of that for you, too.
Third, we’ll set up a time you and I can connect within this next week for a cup of coffee or a soda. (if it’s not possible to meet in person, set up a phone time with her). At that time, I’ll collect your list and together we’ll plan a fun experience with your friends. (If she’s doing her coaching over the phone, offer her a self addressed stamped envelope and ask her to get you her labels by that time.”
And isn’t it true that in order for her to get “all the goodies,” she has to have a successful show, and in order to have a successful show, she has to work with you to create it? Of course! This language just sets her up for success by ensuring that she’s completing the guest list in a timely fashion and you’re getting the invitations mailed out for her.
It’s a fact that invitations increase attendance. You want the list back. And you don’t want to pay postage. Be creative here. And, again, the language supports you. Just matter-of-factly say, “I’ll just need to get your list and a first class stamp for each name – or if you’re too busy, you can write me a check and I’ll go to the post office for you!”
If you’re interested in more scripts like this one, click here to order our popular E-book “Powerful Language to Explode Your Direct Sales Business; 12 Scripts tell You Exactly What to Say to Get the Booking, Sales and Sponsoring Results You’ve Always Dreamed of.”
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Julie Anne Jones is a success language consultant, a direct sales coach and trainer, and the CEO of Julie Anne Jones, Inc. She is known for her authentic and easy-to-use scripting and specializes in specific language and tools for success in direct sales. To learn more about Julie Anne and her products and services, visit her at www.julieannejones.com or check out her blog at http://julieannejones.com/blog.
