Last Minute Bookings
I Need Bookings NOW!
by Julie Anne Jones
In a perfect world, you’re keeping your direct sales party calendar booked anywhere from four to six weeks out, giving you and your host time to plan her party at a nice, leisurely pace. In reality, however, there will always be times when, either because of a cancellation or just a dry spell with bookings, you find yourself with empty spaces in your calendar within the next few weeks. What can you do? Is it even possible to “pull a party together” in just a week or so with any success?
Well, take if from someone who planned a wedding for 350 guests in less than six weeks, anything is possible if you put your mind to it. It will require that you work fast and a little harder, but in the end, if it adds to your monthly paycheck, bookings, and sponsoring results, the extra effort is worth it.
Here are a few tips for securing those last-minute bookings and making sure they are successful for both you and your host:
- Since you’ll be asking your host to work a little harder (and faster), you’ll need to sweeten the pot for her. I called my close-in dates “bonus” dates. When a host chose one of my bonus dates, she got a special gift (usually worth at least $25.00 retail) when I showed up to do her party for her. IMPORTANT!! This gift is given at the party, not before. Part of the idea is to ensure that the party actually holds. If it didn’t, I wasn’t out the item.
- Normally, I advise that you set up a host coaching appointment within about a week to meet with your host either over the phone or in person to get her guest list and plan her party. Since you’re looking at a short time frame with this type of booking, however, you’ll probably have to do this host coaching at the party she’s booking from or on the same phone call from which she’s booking.
- Be sure you have a self-addressed, stamped envelope to give her so she can mail you her guest list within the next few days. You’ll want to send her invitations out asap. In this case, I also recommend that you encourage her to invite people via e-vite and over the phone.
- Choose a fun theme for her party and teach her how to get outside orders and follow up with her guests to ensure good attendance.
- Follow up often and make sure your host feels supported. Pulling together a party in such a short period of time can be stressful and your job is to alleviate as much of that stress as possible.
Work a little harder, give a little more, and you’ll be surprised at how easily you can go from no bookings for the next month to a full calendar by next week!
Julie Anne Jones is a direct sales consultant and trainer, an ICF accredited coach, 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, and to read her blog, visit her at www.julieannejones.com.
