I received this question in response to a radio broadcast on strategies for a strong 5th Quarter (December, January, February). It brings up a very common fear among sellers, are you among those that suffer?
Hi Mary.
I missed the beginning of the show you just did with Renee. I haven’t thought much about January because I have only 2 shows booked for December. My biggest problem is getting shows booked – I have that phone-a-phobia, fear of hearing “No” too many times. I’ve been a consultant with Jockey for over a year now, and although I enjoy it, I’m not doing well with it yet. Anyway I liked what you said about not discounting products but adding value somewhere instead. Great idea, we as direct sellers lose out when we give away coupons. I guess my question is, are there certain phrases to use when trying to book shows in January? I’ve had several people tell me “Not now, but maybe after the holidays.” So when should I contact them and firm up a date? Now or later? It seems that sooner would be better, to get the date on the calendar, but then I’ve had people cancel when the party was farther out, I guess it’s easier to cancel when no preparations have begun. So….any advice would be helpful!! Thanks. Linda
Linda,
You bring up several opportunities to create business with your potential host. “Not now, maybe after the holidays” is an easy way to not say no. The next time you hear this response, you might try this:
Now is a busy time, may I share with you some of the fun ways we could get your friends together in January? When you acknowledge her reason for not committing right now, you let her know that you are listening. She will be more open to listening to you when she knows you are listening to her. This may lead to some more conversation. Of course you will want to be prepared with something that makes January a great time to host a party. Remember, people schedule parties for different reasons. The host benefits on your product line, an easy way to get their friends together or the excitement they have captured from your description of your January party. Take time to create an advertisement for your January show. Here’s an idea:
January is ‘snuggle in’ month. I love to ask everyone to bring their favorite slippers to the party. We can call it Snuggle up in Your Slippers. Everyone can vote on the funniest, warmest or prettiest slippers for a prize. The added benefit to you is that if it’s wet outside, they will all leave their shoes at the door! January is a great time for a party because there is little competition for peoples’ time. If she demonstrates some interest in your idea, be sure to have your calendar ready. Use a pencil and ask her pencil in a date. Let her know you will call to confirm and to let her know how you will make her experience with you fun and easy. Set a definite time to connect.
You can always find a reason to follow up. The people who do the follow up are the ones with a full calendar. Here is one approach:
Hi, this is Linda from Jockey. I am calling today to thank you for attending the party at (host’s name) home. Do you have a quick minute? I would love to ask a few questions about your experience. What was the best part of the evening for you? Do you have any feedback that would help me create a better experience? Thank you for your input. I would also like to follow up on our conversation at the party. You mentioned that after the holidays might be a good time to get your friends together. I have created some fun options for January. One added bonus for my January hosts is that I will take care of the preparation for you. May I share the January party experience with you?
The number one piece of advice I can give you around follow up is to release the outcome. The goal is to make a connection and continue to form a relationship. If your customer senses that you are disappointed, they will feel that the call was really all about you, not them. Think of the calls as good customer service, the added value that will set you apart. If you do enough of this, you will find customers searching for you.
Around cancellations, you have the answer, start preparations immediately after the party is scheduled. Set a time to review how you will support the host and make her experience easy and fun. Have a clear plan! Describe your plan to your host and then follow through. Once a host has created an invitation list and sent it to you, she won’t cancel.
If you are struggling with fears around follow up, consider engaging a coach. Find one who is experienced in direct sales and understands your struggles. A good coach will help you overcome those fears and begin building the business your desire.
