2 Today’s Topics Develop Effective Work Habits Prospecting & Generating LeadsBookings Mean BusinessHostess CoachingCustomer CareRecruiting BasicsBecome a Skillful Interviewer “QUAD”Get Comfortable Handling Objections & ConcernsGet Your Reps Off to a Fast Start
10 What is the MOST exciting thing that happened to you and your business recently?
11 The #1 “Big” Impact Habit is…… “Make 5 Business Contacts a Day”
12 What are the Biggest Obstacles “You don’t know whom to contact”“You don’t know what to say to prospects”
13 What are our 3 Services? Fabulous Products Free Products Fabulous Business Opportunity
14 Who are Your Prospects?#1 People at the mall wearing Silver Jewelry – smile – pay them a sincere compliment – hand them your card, build a rapport.Where are 5 Places you can go to meet and start conversations?
15 Things to say to Initiate a Conversation “I love your jewelry where did you get it?”“Have you ever been to a Silpada Party?”Here’s my catalog – my name is on the back.”
16 More Places to find Prospects… #2 People you already know from you life.“Who do you know list”#3 People at Parties#4 Referrals by others2. “Prioritize your list” Ask for referrals 4. “I love what I am doing – I wonder if you know someone that loves jewelry and might enjoy getting some for free”
17 Keeping Track of your Prospects 5 contacts X 7 days a week = 35 contacts\It is essential that you keep track and follow up promptly. Don’t disappoint your prospect.Answer to this Problem?Prospect Follow Up Log
18 The Phone is your friend – Your most valuable business tool you will ever have!!! ProspectingScheduling parties & appointmentsClosing the saleCustomer CareRecruitingCoaching your Hostess & New RepsTraining for Silpada – Conference Calls
19 Available in Silpada Learning System 21 DAY CHALLENGESundayMondayTuesdayWednesdayThursdayFridaySaturday1234515 ContactsGive out blank prospect logs.105 CONTACTSAvailable in Silpada Learning System
21 Where is the best place to find your next booking? Your Home shows!! Why?You have an audience!You need those bookings to achieve your goalsMake your hostess your partner!-Offer all 3 services to your customers, announce this at your next home show!!
22 You Need Bookings!We recommend that you have at least 2 shows per week!Why is that?You meet lots of prospects at shows, try to get at least 2 bookings at each show and attract one potential rep to your businessIf you are getting bookings and recruiting reps, you are setting a good example for your team!If you only do 1-2 shows a month, you will feel like you are starting over at each party.
23 What are your booking ideas? Booking on the phoneHome show bookingsBooking from referralsLets do a role play!
24 Open Dates Sheet How do you use it? Blank Calendar Add incentives? Day Date Name Phone____________ ______________________________ ___________________* Book on a “Star Date” and get an extra gift! *
25 Keep a Calendar at ALL Times SundayMondayTuesdayWednesdayThursdayFridaySaturday
26 “No” Doesn’t Mean “Never” Don’t give up if someone says no.They are not saying no to you, just to the idea of having a party.Don’t take it personally! Just say:“If you change your mind, let me know.”“Can I call you in a few months, you seem to really like the jewels.”“No problem, it is my job to ask, so I ask!”
27 Get the date!It is not a booking without a date! Get the date on the calendar, and follow up with an or phone call to confirm it!CONFIRM EVERY DATE WITHIN 48 HOURS of booking the date! SEAL THE DEAL!
29 Why Hostess Coach?Successful hostess coaching is one of the most important aspects of your businessComfortable, Excited Hostess = GREAT AttendanceConsistent hostess coaching will lead to consistently great shows
30 When to Hostess Coach The minute you book the show Build a relationship with your hostessHostess Packet- Recruit Packet (or Imagine teaser)- Invitations (or discuss rep doing invitations)- 2 to 3 Catalogs & Hostess Only Brochure- Order forms or Order Collection sheet- Your Time to Shine brochurePam remind them that you will your sheet if they give you their .
31 Hand the Packet to the Hostess at the Show in front of the Guest This is FREE advertising for your businessDon’t be shy
32 10-5-1 You will have a successful party! Who uses the 10-5-1? Why is it important?The success of your next party is determined before you arrive.If you hostess has 5 outside ordersAnd at least 10 buying guests at the partyAnd one bookingYou will have a successful party!
33 Communication with your Hostess is Essential for a Successful Show! Okay – WHEN?
34 WHEN TO CALL4 WEEKS PRIOR TO SHOW/DAY AFTER EVENT: confirm the show date\time, help hostess with ‘who do you know’ list, remind hostess to send out invites two weeks before the show.2 WEEKS PRIOR TO THE SHOW- MAKE SURE the hostess sends out the invites and remind them to invite at least 40 people or mail them yourself1 WEEK PRIOR TO THE SHOW- “check –in” with the hostess and remind them about outside orders & I also tell them to start talking up their show and carry their catalog everywhere.2 DAYS PRIOR TO THE SHOW- I make the reminder calls.
35 Reminder Calls to the Guests the day before the party Reminds the guest about the partyAllows them to give you an order before the show if they can’t goPossible future hostess prospectAt least you can leave a message to remind them of the show.Yes’s, Maybe’s and the People that didn’t RSVPReminder Calls are Courtesy Calls!
36 After the partyContinue to have a relationship with your hostess after the party even if you just send an , do something!Consider your hostess your next best Rep Prospect! Invite her again to join your teamAsk her for referrals — Ask for her help again getting bookings.
37 Partnership Checklist Is your Hostess Coaching the best it can be?Check the things you do consistently:� I use the Open Dates sheet.� I call the D.A.T.E. within 24 hours.� I use the Your Time to Shine brochure as a coaching guide.� I help my Hostess brainstorm her Guest List.� I invite my Hostess to explore the possibility of joining my team.� I contact my Hostess at least 3 times before her party.� I make Reminder Calls and encourage guests to bring a friend.� I send a Thank You note.� I track the order online.� I call to make sure she is happy with the outcome of her show.� I invite her once again to join my team.MY PLAN TO IMPROVE MY HOSTESS COACHING:“You and your Hostess are partners in success.Every shortcut you take shortcuts your success.”
38 Hostess Coaching via Email Ginny’s Tips!Hostess Coaching viacover letter to HostessNot a long distance plan!Forty in 45160 Label TemplateFlyer for Buddies
39 40 Guests in 40 minutes Relatives and Friends This list will help you think of as many people as possible, when it comes to invites to your Silpada Home Show.Relatives and FriendsCo-Workers/Friends from former jobsSpouses Co-WorkersNeighborhoodContacts thru SportsSchool ContactsChurch ContactsBunko and Book Club FriendsFriends you haven’t seen latelyHostess of Shows you attended
40 5160 templateSend your hostess the label template, then have them send them back. Send out your invites for your hostess. She will love you!Donna Mason1570 London Dr.Columbus, OH 43220Robin Hall4141 Randmore Ct.Sharon SullivanBrixton Rd.Columbus, OH 43221Bridget Watson1571 Langston DrDarcy Fisher2350 Lane Rd.Melissa Barnett4305 Lyon Dr.Lisa Berens2247 Sandover Rd.Paula Jacoby1653 Oakhill Rd.Lani Davakis2635 Clarion Ct.Karen Trotier2650 Sandover Rd.Lynn Hardesty4400 Sussex Dr.Renea McClain4314 Randmore Rd.
41 Hostess Thank you letter! Always write the thank you letter!You can send at hand written one as well as the one.Ask for referrals! Make your hostess your partner!
43 Reasons to make Customer Care calls: Let’s them know you appreciate their businessMake sure your customer is satisfied with her purchasesIncrease your credibility as a service-oriented professionalIncrease Customer confidence and loyaltyKeeps you informed about changes and new needs in their lives
44 What Benefits will you Experience? Jewelry ordersIncreased BookingsMore Recruit LeadsRelationships that will nourish your business for years to come
45 When Should you Call? D.A.T.E. Guests Who Attended Anyone who placed outside ordersAfter jewelry has been deliveredTo suggest pieces to go with the “Look” your customer has orderedWith each new product release
46 What Should You Say?Identify yourself and refer to something that happened or was said at the showMake notes in order margins to refresh your memory about this customer’s needsHave a goal and get to the pointBe yourself!
47 “People will forget what you said and what you did, but not how you made them feel.” -Eleanor Roosevelt
48 CHALLENGE: Schedule a D.A.T.E. time within 24 hours after every show! Develop a system for tracking results!Go through past customer receipts and place service calls!
50 The Business Opportunity is your ‘Most Important Product’
51 Benefits of Recruiting FunFriendshipsRecognitionFinancial RewardEveryone deserves the opportunity to be a Silpada Rep!
52 Three Steps to Recruiting Inform people about the business opportunityInvite them to find out moreInterview people who are interested
53 Ways to Inform Be excited about what you do Tell you “Why Story” Watch and listen for “Green Flags”Sprinkle message throughout the showDisplay “table talkers”Point out the YES box on the order form
54 How to Invite PeopleMake the imagine brochure and business opportunity packet available at your partiesAsk guest if they are interested in finding out more about what you doAsk them to ‘take a look’ at the information
55 Become a Skillful Interviewer QUAD & Getting Comfortable Handling Objections and Concerns
56 Handling Concerns, Hesitations and Objections with Q.U.A.D. The Interview ProcessHandling Concerns, Hesitations and Objectionswith Q.U.A.D.
57 Enhance your business building skills - Become a proficient listener.- Fine tune your listening skills to comprehend questions – after all, a “no” is really a need to “know.”Become a proficient interviewer.Respond with clear and concise information.
58 Help your prospect get enough information to enable her to make an informed decision. Let her reach her own conclusion rather than telling her what you think she needs to know.
59 Questions Understanding Answers Decision With the Q.U.A.D. approach you invert the interview process. You do less talking and more listening. You help your prospect discover her own needs and reach her own conclusion.
61 #1 Review First Steps to Stardom Immediately Why is she starting a Silpada Business? Product?People?Purpose?Personal Growth?Profit potential?What is her “Why”?
62 What are her Goals? Income # Parties Fast Start Free Jewelry How many shows would she like to do a month?
63 Help her Schedule Her First 30 Days Party nightsOffice/phone hoursCoaching callsTeam meetings & Events
64 Who will She Call?40-in-4F.R.A.N.K.What will She Say?
65 #2 Become a Great Coach Model success Create urgency and commitment Build your relationship based on her goals, not yours!Teach her to use time-effectiveness toolsSet Expectations
66 Great Coach Continued… Stay in Touch.Encourage shadowing and 3-way callingWatch her Fast Start datesRecognize her accomplishmentsOffer weekly challenges!Keep her motivated through the good and the bad!
67 #3 Maintain a Strong Personal Business Book PartiesHostess CoachFollow Recruiting BasicsSet Goals80% Personal/20% Group
68 CHALLENGE:Now that you have a Rep, you need your sponsor more than ever.USE HER!
69 “Success is not an Event! It’s a Process – and Choices are the Tools!”