Presentation on theme: "WELCOME TO What you can expect Develop skills Gain confidence Progress…promotion will come with consistent effort Support and guidance Begin with the."— Presentation transcript:
What you can expect Develop skills Gain confidence Progress…promotion will come with consistent effort Support and guidance Begin with the end in mind
Todays Topics Develop Effective Work Habits Prospecting & General Leads Bookings Mean Business Hostess Coaching Customer Care Recruiting Basics Get Your Reps Off to a Fast Start
Develop Effective Work Habits
Three Obstacles to Success You cant find the time to work. You dont know whom to contact You dont know what to say to prospects.
Finding Time to Work No one FINDS the time to work You have to MAKE the time to work Time Blocking – its an easy way to FIND time
Time Blocking SundayMondayTuesdayWednesdayThursdayFridaySaturday
Tools to help you Make Time Monthly Planner -used to schedule time for business Open Dates Sheet -transfer dates from monthly planner -work when YOU want to work Daily Planner -list business and personal to dos -keep track of business building contacts you make each day
What is a Contact? Anyone, anywhere that you talk to about your business for growth You cant always list your contacts – sometimes you dont know who they are
An easy way to find contacts Who are your Circles of Influence?
Other tracking tools Critique Your Week – will help you see patterns in your behavior. Youll see area where you excel and areas you need to improve Prospect Follow Up Log – helps you track your contacts Income and Expense log – helps you keep good records Who do you know list – a good one is like $ in the bank
Tips to make the most of your time Report to work Plan a power hour Check your 2 times a day
The BIG Impact Habit Consistent Activity = Results
Prospecting & Generating Leads
The #1 Big Impact Habit is… Make 5 Business Contacts a Day
What are the Biggest Obstacles You dont know who to contact You dont know what to say to prospects
Our 3 Services Purchasing product Hosting a party Exploring the business opportunity Green Flags – verbal and non verbal signals that show interest in our business
Mini Commercial Easy way to talk about the 3 services at your shows
Who are Your Prospects? People you know - from your who do you know list People you will meet -the secret to meeting people is wanting to People at your parties - have you missed any green flags People referred by others - could come from circles of influence
Ways to initiate conversation I love your jewelry where did you get it? Have you ever been to a Silpada Party? Heres my catalog – my name is on the back.
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. Dont disappoint your prospect. Prospect Follow Up Log Answer to this Problem?
The most valuable business tool!! THE PHONE!! Prospecting Scheduling parties & appointments Closing the sale Customer Care Recruiting Does your phone feel like it weighs 1000 lbs!! You CAN get comfortable with experience Make scripts for yourself Coaching your Hostess Coaching new reps Training for Silpada – Conference Calls
SundayMondayTuesdayWednesdayThursdayFridaySaturday Contacts Available in Silpada Learning System
Bookings Mean Business!!
You need ENOUGH bookings Recommendation – 2 home show a week WHY? You get good at what you do You meet lots of prospects You set a standard for your team If you work sporadically, you always feel like you are starting over
Silpada Home shows are the best place to build your business! Why? You have an audience! You need bookings to achieve your goals Why 2 bookings? 1st – replaces the show 2nd - builds your business!
Booking Ideas Who do you know list Set a goal to book 6 parties Ask for referrals Wear your NEW jewelry everywhere, watch to see whos eyes light up! Invite your friends to your own Silpada show If someone is uncertain, offer to show them a sample Techniques For NEW Recruits
Book 2 shows at every party! Make it your goal How can YOU encourage bookings? Its easy - HAVE FUN!! Encourage the hostess and guest to try on LOTS of jewelry Use visuals to illustrate Hostess FREE jewelry rewards Ask your guests to model the jewelry Do your mini commercial! $50 FREE Hostess Bonus
More ideas about bookings Have fun and be positive! Coach the hostess Ask everyone to host Pay attention to the women who LOVE all of the jewelry! Let the customers know there is a 3 month time frame
Is your calendar full? Lets share some ideas Booking on the phone -what words do you use? Home show bookings -what ideas do you have? Booking from referrals -how do you do this?
Open Dates Sheet How do you use it? Blank Calendar Add incentives? OPEN DATES Day Date Name Phone ____________ __________________ ____________ ___________________ * Book on a Star Date and get an extra gift! *
YES !! 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!
Maybe MEANS TELL ME MORE! Talk about how easy it is to host 3 appetizers 1 ½ to 2 hours Offer to send invitations – Party Manager! Website for customers to view product All guests invited to bring a friend PUT THEM ON YOUR PROSPECT FOLLOW UP LOG
No doesnt mean Never Dont give up if someone says no They are not saying No to you, just to the idea of having a party Dont take it personal, just say: -If you change your mind, let me know -Can I call you in a few months, you really seem to like the jewels. -No problem, it is my job to ask, so I ask!
Hostess Coaching Sue Kahler
Why Hostess Coach? The most important part of a Silpada party happens BEFORE THE EVENT!! Build excitement Give information Increase attendance Cement relationship Reps, referrals and repeat hostesses
When to Hostess Coach The minute you book the party! Give Hostess Packet Agree on party date, time, location Gather as much contact information as possible Review Your Time to Shine brochure Explain Party Manager
Hostess Packet Your Time to Shine brochure F.R.A.N.K. Flyer Silpada catalogs 5 Customer Order Forms Imagine Recruiting teaser My Story Agreement & Application W-9 Form Career & Comp Plan
Party Manager Sends to hostess to confirm date of party Allows you to personalize the s that go out Gives the hostess a link to enter guest information online Creates a mailing label with Silpada Logo on it! Generates a reminder call list for you! Links the guest information back to the order entry process! Trackable $50 Hostess Bonus
Success Formula 10 - Buying guests 5 - Outside orders 1 - Pre-arranged booking before her party Coach for every time you call!
Business Partner? Sprinkle business opportunity messages Ask her if shes ever thought of having her own business? Why would Silpada be good for her?
Party Timeline Each date is an opportunity to connect with your hostess! Use Hostess Coaching Tracker D.A.T.E:Confirm party details 3-4 weeks out: Get guest list 2 weeks out: Invites mailed to arrive 1 week out:Keep her excited, finalize details and directions. Day before:Reminder Calls
Reminder Calls the day before the show 1. Boosts attendance 2.Allows them to give you an order before the show if they cant go 3.Possible future hostess prospect 4.Builds excitement for jewelry 5.Remind to Bring a Friend Reminder Calls are Courtesy Calls!
Party Time! Arrive early & get set up Ask if shes considering becoming a rep Use Hostess to stir up excitement Use Former Hostess testimonials Target Next Hostess by asking likely candidate to model different looks. Make sure hostess knows you earned as much in CASH as she earned in Free Jewelry!
After the Party D.A.T.E. calls for all those bookings you got! Ask Hostess if she can get any more orders Explain how her own order benefits her show Invite her again to join your team Let Hostess know when order ships Monitor and inform backorders
Thank Your Hostess! Always send a Thank You note Make your hostess your business partner… Ask for referrals. Reward her! Invite her to be a repeat Hostess Take care of your hostess forever and she will take care of you!
Why make Customer Care calls? Lets them know you appreciate their business Make sure your customer is satisfied with her purchases Increase your credibility as a service-oriented professional Increase Customer confidence and loyalty Keeps you informed about changes and new needs in their lives
What Benefits will you Experience? Jewelry orders Increased Bookings More Recruit Leads Relationships that will nourish your business for years to come
When Should you Call? D.A.T.E. Guests Who Attended Anyone who placed outside orders After jewelry has been delivered To suggest pieces to go with the Look your customer has ordered With each new product release
What Should You Say? Identify yourself and refer to something that happened or was said at the show Make notes in order margins to refresh your memory about this customers needs Have a goal and get to the point Be yourself!
People will forget what you said and what you did, but not how you made them feel. -Eleanor Roosevelt
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!
Recruiting Basics Recruiting Basics
The Business Opportunity is your most important product Offer it with PRIDE!
Be a successful recruiter Recruiting is done with both head and heart Recruiting is done with a sincere desire to help others realize their dreams Dont assume you know what people need
Benefits of Recruiting Fun Friendships Recognition Financial Reward Everyone deserves the opportunity to be a Silpada Rep!
Three Steps to Recruiting Inform people about the business opportunity Invite them to find out more Interview people who are interested
Green Flags for recruiting How often do you do shows? Women who cant leave the table! Is all of this jewelry yours?! How did you get into this business? I could never sell anything
Silpada Application-Agreement Sign Up Kit program, flyer & order form Fast Start Jewelry flyer Independent Rep Info Form Recruiting Teaser Catalog and LOOK BOOK! Cover letter with your WHY story Business Opportunity Packet Content
Ways to Inform Be excited about what you do Tell you Why Story Watch and listen for Green Flags Sprinkle message throughout the show Display table talkers Point out the YES box on the order form
Ways to Invite Make the imagine brochure and business opportunity packet available at your parties Ask guest if they are interested in finding out more about what you do Ask them to take a look at the information Your hostess is one of your best prospects
Ways to Interview Set a time to meet for coffee Set a time to talk on the phone Invite her to go to a show with you Use the Get Informed Sheet in the SLS
Decision Time 1.I have to think about it 2.It looks like fun but Im too busy 1.Im curious, whats holding you back? 2.I felt the same way but youve got nothing to lose by trying!
The fortune is in the follow up 2% close on the first exposure 3% close on the second exposure 5% close on the third exposure 10% close on the fourth exposure 80% close on the fifth exposure!!!
Getting Reps Off to a FAST START
Review First Steps to Stardom Immediately Why is she starting a Silpada Business? Product? People? Purpose? Personal Growth? Profit potential? What is her Why?
What are her Goals? Income # Parties Fast Start Free Jewelry How many shows would she like to do a month?
Scheduling her first 30 days Party nights Office/phone hours Coaching calls Introduce critique your week Team meetings & Events
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 tools Set Expectations
Great Coach Continued… Stay in Touch. Encourage shadowing and 3-way calling Watch her Fast Start dates Recognize her accomplishments Offer weekly challenges! Keep her motivated through the good and the bad!
Maintain YOUR personal business Book Parties Hostess Coach Follow Recruiting Basics Set Goals 80% Personal/20% Group
CHALLENGE: Now that you have a Rep, you need your sponsor more than ever. USE HER!
Success is not an Event! Its a Process – and Choices are the Tools!