Bookings are one of my favorite things to train on for team meetings. It is also often something that people struggle with in the direct sales industry. Let’s dive in, here are some of my top tips on how to get more bookings at parties.
For every party, it is important to have a relationship with your host leading up to the party. It will help set the stage for a successful show, and your host will be happy that she has someone to work with. Keep your coaching light, you don’t want the party to seem like lots of work. I like to tell my hostesses that they are my Norwex Cheerleaders, their job is to get people to the show and I take care of the rest. The more excited they are, the better! In my host coaching, I offer my hostess a gift if they get a certain number of bookings, it puts the idea in their head and they will be thinking of who should schedule a show. Most companies give bonus rewards for bookings, so make sure you are playing that up as well!
How to Get More Bookings at Parties, Mindset is Key
If you are having issues with getting bookings, it may be time to check your mindset. What are you telling yourself about your ability to get parties? Is your self-talk negative? If so, you can expect to get less than stellar results. Your mindset will influence your confidence, and if you are lacking confidence, it will be that much harder to get dates on your calendar. The good news is you can fake confidence! Stand up straight, put your shoulders back, smile and speak clearly. Project confidence and you will eventually feel it.
How to Get More Bookings at Parties, Verbiage and Booking Seeds
Parties are the easiest places to get bookings, so verbiage and planting seeds are key! Avoid using the words “party” or “class”. Those sound like a lot of work, and class doesn’t sound very fun. Most people book parties first for the fun, then the distant second is for the free product. I like to call my parties “shows”, “get together” words that sound less formal. You can also call them demos, events, coffee dates, girls’ nights….you get the idea. Planting seeds is a huge part of your success. Booking seeds are anything that gets people thinking about doing a show that is not a hard ask. Maybe you’re talking about a product that they can earn free when they host, say it! I love the verbiage “and you can earn this free when you host your show!”. Since I sell cleaning products, when I do a demo I will laugh and say, and I can clean your house too at your party! Whatever your product line is, you can tailor this to fit what you sell.
How to Get More Bookings at Parties, Closing Strong
At my close, I talk about the business and what it has added to my life, and I talk about how easy it is to host, and what my typical host earns when they book. I will mention any bonus incentives that I am offering as well. After handing out catalogs, I will usually do a drawing for a prize or two and hang out to help people with ordering, or answer questions that come up. It is ALL about service and having your customer’s best interest in mind. When it seems people are well taken care of, I announce that I am still available for questions and am ready to sit down with whoever’s ready at check out. One on one checkout is really important. If you can save someone money by packaging products together, do it! If they haven’t gotten something that they were really interested in, ask about it. Compliment them on their purchases, ask if they got everything on their list. This helps transition them to thinking about what else they want and makes asking for a booking more natural.
When you reach your booking goals, make sure you celebrate! Keep the momentum going, and reach for more. Chances are that 1 in 4 parties will cancel, so I like to have extras on my calendar for extra cushion. If they don’t cancel, you make more money! And is that really a bad thing? I hope you have found these tips helpful. Have more questions? Contact me !