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Using Host Gifts as Booking Tools
Now that you've committed time on your calendar,
you can book parties. The best place to book parties is at parties.
That's why holding your own party to open your direct sales business
is such a great thing TO DO (not to think about).
What's the best time during a party to invite
guests to be a host? Throughout the party. Now, don't "drown" your
guests with invitations to book a party. Rather, get to know your
guests so you'll have a feel for what they are "thirsty" for.
Most people are thirsty for free products. Here's how to use host
gifts as booking tools:
As guests are arriving, invite them to start shopping! Most people
love to have a catalog of your direct sales company in their hands.
Place the catalogs on your display table so they have a reason to walk
up, get a catalog, and touch your products.
Listen to their expressions and opinions about specific items. If
Cynthia is drooling over the gold and silver adjustable bracelet,
invite her to try it on and model for the rest of the guests. Announce
that she can have her own shopping spree when she's a host. Let that
idea simmer in her mind.
During your brief (20-30 minutes) product presentation, be sure to
weave details of hosting a party with your direct sales company. In
order to do this YOU MUST KNOW THE DETAILS OF THE HOST PROGRAM! Most
are simple and easy to explain. Hosts earn free or exclusive
products based on sales before tax/shipping/handling. Many direct
sales consultants whom I've met at parties didn't know to subtract the
tax before calculating the gifts. Does the plan offer half price
items? Exclusive gifts? Booking awards? When do the booked parties
have to be held? You must be the expert on the program before you can
offer it.
Be careful...don't give too many details on the program, just know to
say, "Our average host earns $80 of free product and two half price
items." And as you demonstrate products and announce the
price, calculate the host cost. "This wall hanging is a great value at
$60.00...unless you're a really smart 50% savings shopper/host...then
it's just $30.00!"
Focus on products that are available for hosts only. You can do this
while you're demonstrating the core products. Show how the core work
hand in hand with the exclusive host gifts. Identify the host
specials with decorative ribbon and bows. Not only is this attractive
packaging, you'll attract attention to these exclusive gifts.
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