Presentation on theme: "WELCOME TO Todays Topics Develop Effective Work Habits Prospecting & General Leads Bookings Mean Business & Hostess Coaching Customer Care Recruiting."— Presentation transcript:
Todays Topics Develop Effective Work Habits Prospecting & General Leads Bookings Mean Business & Hostess Coaching Customer Care Recruiting Basics Become a Skillful Interviewer QUAD Get Comfortable Handling Objections & Concerns 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 WE HAVE TO
Tools to help you Make Time Monthly Planner Daily Planner Open Dates Sheet
Knowing Who to Contact Who are your Circles of Influence? Knowing Who to Prospect Use the Prospect Follow Up Log
Prospecting & Generating Leads
What is the MOST exciting thing that happened to you and your business recently?
The #1 Big Impact Habit is…… Make 5 Business Contacts a Day
WHAT IS A CONTACT? A CONTACT is an live interaction with a person that has Silpada as a focus of the conversation A message left on an answering machine or a catalog dropped off at a location is NOT a contact !
What are the Biggest Obstacles You dont know whom to contact You dont know what to say to prospects
What are our 3 Services? Fabulous Products Free Products Fabulous Business Opportunity
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. ---What are 5 Places you can go to, to meet and start conversations?
Things to say to Initiate a 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. CAN I HAVE YOUR NAME AND NUMBER?
#2 People you already know from you life. --- Who do you know list – #3 People at Parties #4 Referrals by others More Places to find Prospects…
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 Phone is your friend – Your most valuable business tool you will ever have!!! Prospecting Scheduling parties & appointments Closing the sale Customer Care Recruiting Coaching your Hostess & New Reps Training for Silpada – Conference Calls
Bookings Mean Business!!
Where is the best place to find your next booking? Your Home shows!! Why? 1.You have an audience! 2.You need those bookings to achieve your goals 3.Make your hostess your partner! -Offer all 3 services to your customers, announce this at your next home show!!
You need Bookings! We recommend that you have at least 2 shows per week! WHY? 1.You meet lots of prospects at shows, try to get at least 2 bookings at each show and attract one potential rep to your business 2.If you are getting bookings and recruiting reps, you are setting a good example for your team! 3.If you only do 1-2 shows a month, you will feel like you are starting over at each party.
What are your booking ideas? Booking on the phone Home show bookings Booking from referrals Lets do a role play!
Open Dates Sheet How do you use it? Blank Calendar Add incentives? ADD A STAR* OPEN DATES Day Date Name Phone ____________ __________________ ____________ ___________________ * Book on a Star Date and get an extra gift! *
Keep a Calendar at ALL Times SundayMondayTuesdayWednesdayThursdayFridaySaturday
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 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! Ask for a referral
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!
Why Hostess Coach? Successful hostess coaching is one of the most important aspects of your business Comfortable, Excited Hostess = GREAT Attendance Consistent hostess coaching will lead to consistently great shows YOUR HOSTESS COULD/SHOULD BE YOUR NEXT REP! INVITE HER TO JOIN YOUR TEAM!
When to Hostess Coach The minute you book the show Build a relationship with your hostess Hostess Packet Invitations (50) 2 to 3 Catalogs – Hostess Information Sheet YOUR TIME TO SHINE Imagine Teaser and/or Recruit Packet
Hand the Packet to the Hostess at the Show in front of the Guest Dont be shy
Who uses the ? Why is it important? The success of your next party is determined before you arrive. 1. If you hostess has 5 outside orders 2.And at least 10 buying guests at the party 3.And one booking You will have a successful party!
Communication with your Hostess is Essential for a Successful Show! Okay – WHEN?
WHEN TO CALL 4 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 yourself 1 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. This is so important.
Reminder calls to the guests the day before the party 1. Reminds the guest about the party 2.Allows them to give you an order before the show if they cant go 3.Possible future hostess prospect 4.At least you can leave a message to remind them of the show. Reminder Calls are Courtesy Calls!
After the party Continue 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!
Partnership Checklist Is your Hostess Coaching the best it can be? Check the things you do consistently: I use the Open Dates sheet to set the date. I coach my Hostess as soon as I schedule her Home Show. I use the Your Time to Shine brochure and explain the benefits of Hosting. I help my Hostess brainstorm her Guest List. I set expectations for high sales by inviting my Hostess to join my $1000 Club. I invite my Hostess to explore the possibility of joining my team. I contact my Hostess within 24 hours to thank her for booking, confirm her date and remind her to personally invite her guests and ask, Can you come? Im very clear about when I need her yes and maybe list back. I contact my Hostess at least 3 times before her party. I call my Hostess guests to introduce myself and let them know Im looking forward to meeting them. I encourage them to bring a friend who was not invited by the Hostess. I send a thank you note to my Hostess after the Home Show to express my appreciation. I follow up with a call to my Hostess to be sure her order has arrived. 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.
40 Guests in 4 minutes Forty Guests in Four Minutes This list will help you think of as many people as possible, when it comes to invites to your Silpada Home Show. Relative and Friends Co-Workers/ School Contacts Spouses Co-Workers Immediate Neighbors/ People in your Neighborhood Contacts thru Sports Church Contacts Bunko and Book Club Friends Friends you havent seen lately Hostess of Shows you attended
ARE YOU USING PARTY MANAGER? Go to: Businesss tools My Silpada Site Click on Party Manager click on ADD A NEW PARTY IT IS THAT SIMPLE!
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! HAVE YOU ASKED HER TO JOIN YOUR TEAM?here is another chance for you!
Reasons to 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 Hostess only collection RETURNS: a great opportunity to offer exceptional customer care!
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.
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!
Learn & Practice Recruiting Basics
The Business Opportunity is your most important product
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
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
How to invite people 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
The Interview Process Handling Concerns, Hesitations and Objections with Q.U.A.D.
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. Enhance your business building skills
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.
Q uestions U nderstanding A nswers 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. D ecision
Getting Reps Off to a FAST START
#1 Review First Steps to Stardom Immediately Why is she starting a Silpada Business? Product? People? Purpose? Personal Growth? Profit potential?
What are HER Goals? Income # Parties a month/a week Fast Start Free Jewelry Meet new friendsget out of house Wants a business of her own Focus on what she wants out of her business and how you can help her be successful
Help her Schedule Her First 30 Days Party nightswhen will she do shows Time blockingset aside time for her biz Office/phone hourswhen are you available Schedule a weekly coaching call Team meetings & Eventsget her there!
SHE NEEDS A MINIMUM OF SIX SHOWS ON HER CALENDAR BEFORE HER KIT ARRIVES WHY? CHECK HER CALENDAR!
Who will She Call? 40-in-4 F.R.A.N.K. Make a list of everyone she knowshelp her get started What will She Say?
#2 Become a Great Coach -Model success -Create urgency to get involved -Know her Goals -Set Expectations -Teach her to use time-effectiveness tools
Great Coach Continued… -Stay in touch Give information in small chunks Encourage shadowing and 3-way calling -Watch her Fast Start dates -Recognize her accomplishments -Offer weekly challenges!
#3 Maintain a Strong Personal Business Book Parties Hostess Coach Follow Recruiting Basics Set Goals 80% Personal/20% Group
CHALLENGE: Make the most of what your sponsor has to offer – you need her now more than ever. Success is not an Event! Its a Process – and Choices are the Tools! Choose to use your influence to help yourself and others.