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How to Ask for Bookings at Direct Sales Parties
Several subtle suggestions throughout a direct
sales demonstration are better than one general announcement at the
end. Too many direct sellers wait until the end and weakly, timidly
say, "If you want to book a home party with me, you can let me know.
Because I'm not a pushy person, I'll let you tell me if that works for
you" No wonder most direct sales consultants have a low booking
average!
First of all, this makes you look weak. Who wants to do business with
someone who is not absolutely, positively proud of what she has and is
eager to share with EVERYONE!
Next, potential hosts who really want the gifts
want a confident, positive direct sales consultant. They don't want
someone who isn't going to persuade--through actions not simply
words--the guests at their future party to book and purchase.
Conversely, putting the clamp-down pressure on prospects with words
such as "If you are Danika's true friends each one of you will book
parties so she can get her unique gift."
These are two extremes--both focused on YOU!! The first on your ego
and the second on your income. Quit it!! Focus on the guests' needs,
not yours.
You must, without exception, extend a kind, personal booking
invitation to each guest. It can be as simple as, "Gayle, do you want
to be my next host?" However, I prefer a more guest-focused approach:
"Gayle, you mentioned that your son is getting married next year. Do
you want to book a party so his fiancé' can be introduced to these
items for her new home?"
So-called "sales trainers" teach to never ask yes/no questions. I
don't buy that, especially in the direct sales industry. That's
because women (the gender of most party plan consultants and guests)
don't want to hurt the feelings of other women, so they tip-toe around
the invitation and explanation. You want to know who is thirsty and
who isn't. You have to ask the yes/no questions so you'll get a yes or
no answer. But you'll probably get a "let me think about it response!"
Now, if you're wondering how to book when you get this response...
If she says, "No, thank you" thank her for her attendance and order.
This is a good time to ask for referrals: "I respect your decision to
be one of my customers rather than a host. Do you know other friends
who love hosting direct sales parties?" And then let her respond. Not
everyone will give you referrals. But those who do usually do so only
after you've asked.
Read the next article to know what to do when you get the yeses...and
yes...you will get yeses!
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