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When is a Booking Not a Party?

®Copyright 2011 Christie Northrup

Feel free to forward or copy this article to your direct sales friends as long as the ENTIRE article is left intact, without any editing.


Dr. Laura  ̶  the famous psychologist on the radio  ̶  has a formula to determine if engaged persons really are committed to marriage. She asks callers, "Do you have a date and a ring? Invariably those with relationship problems (the kinds of people who call her for advice) lack one or both of these outward signs of commitment. In Dr. Laura’s "not so humble opinion," these couples are simply "talking about" getting married rather than committing to begin a life together.

When I talk with Direct Sales consultants and they excitedly report, "I got three new bookings this week!" I immediately ask, "Who are your new hosts and when are their parties?" Very often I’ll hear the response, "I have to call them back and check on a date."

NEWSFLASH: These ares not bookings; you have not written down anything on a calendar. Rather, this is only a verbal "promise" to hold a party with you.

So, how do you secure bookings with a date on a calendar and the name of a host?

First, know your calendar without even looking at it. If you’re meeting someone away from a party and you don’t have your calendar with you, you must know immediately when your next available openings are. If you don’t know and you have to call her back, she might change her mind.

Second, pencil in dates when you encounter someone who is serious about booking but has to "think about it" or "check my calendar" or "see when my friends can come." This is a great way to sift those who are serious about setting a date with valid concerns from those who are just talkers.

When I get any of these responses, I invite her to choose a date so I can pencil her in (and I really do use just a pencil rather than a pen). While I’m penciling her name in, I assure her that she is not booking with me right now, but that I am willing to hold the date for her for 24 hours (sometimes I’ll give her 48 hours, depending on the situation) so she can check her calendar and/or talk with her friends.

This is a great idea for your hosts because as she is "checking with her friends" she can give them a definite date rather than a wishy-washy "I’m thinking about having a party with ABC Party Plan, what day is good for you?" When she presents her friends with a date and time, they can give her a definite "yes" or "no." And, if everything is a "go" she doesn’t have to call them back to invite them; she’s already done that!

If the date is not good for any of her friends she can call you right away to reschedule a better time or rescind without feeling any guilt for canceling on you.

When you use this awesome approach to secure parties, not just promises, you must call the person back at the appropriate time (24 or 48 hours) so she can confirm the time or decline the invitation. Is it a party or a promise? Pencil her in and you’ll see greater results!

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 © 2011 Christie Northrup, The Lemon Aid Lady™