2Today’s Topics Develop Effective Work Habits Prospecting & General LeadsBookings Mean Business & Hostess CoachingCustomer CareRecruiting BasicsBecome a Skillful Interviewer “QUAD”Get Comfortable Handling Objections & ConcernsGet Your Reps Off to a Fast Start
10What is the MOST exciting thing that happened to you and your business recently?
11The #1 “Big” Impact Habit is…… “Make 5 Business Contacts a Day”
12WHAT 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!
13What are the Biggest Obstacles “You don’t know whom to contact”“You don’t know what to say to prospects”
14What are our 3 Services? Fabulous Products Free Products Fabulous Business Opportunity
15Who 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?
16Things 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.” CAN I HAVE YOUR NAME AND NUMBER?
17More 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”
18Keeping Track of your Prospects 5 contacts X 7 days a week = 35 contactsIt is essential that you keep track and follow up promptly. Don’t disappoint your prospect.Answer to this Problem?Prospect Follow Up Log
19The 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
22Where 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!!
23You need Bookings!We recommend that you have at least 2 shows per week! WHY?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.
24What are your booking ideas? Booking on the phoneHome show bookingsBooking from referralsLets do a role play!
25Open Dates Sheet How do you use it? Blank Calendar Add incentives? ADD A STAR*OPEN DATESDay Date Name Phone____________ ______________________________ ___________________* Book on a “Star Date” and get an extra gift! *
26Keep a Calendar at ALL Times SundayMondayTuesdayWednesdayThursdayFridaySaturday
27No doesn’t mean Never Ask for a referral Don’t give up if someone says noThey are not saying No to you, just to the idea of having a partyDon’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!Ask for a referral
28Get 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!
30Why 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 showsYOUR HOSTESS COULD/SHOULD BE YOUR NEXT REP! INVITE HER TO JOIN YOUR TEAM!
31When to Hostess Coach The minute you book the show Build a relationship with your hostessHostess PacketInvitations (50)2 to 3 Catalogs –Hostess Information Sheet YOUR TIME TO SHINEImagine Teaser and/or Recruit PacketPam remind them that you will your sheet if they give you their .
32Hand the Packet to the Hostess at the Show in front of the Guest This is FREE advertising for your businessDon’t be shy
3310-5-1 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!
34Communication with your Hostess is Essential for a Successful Show! Okay – WHEN?
35WHEN 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. This is so important.
36Reminder 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, Maybes and the People that didn’t RSVPReminder Calls are Courtesy Calls!
37After 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!
38Partnership 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 remindher to personally invite her guests and ask, “Can you come?” I’m 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 I’m looking forward tomeeting 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.”
3940 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 FriendsCo-Workers/ School ContactsSpouses Co-WorkersImmediate Neighbors/ People in your NeighborhoodContacts thru SportsChurch ContactsBunko and Book Club FriendsFriends you haven’t seen latelyHostess of Shows you attended
40ARE YOU USING PARTY MANAGER 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!
41Hostess 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!
43Reasons 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
44What Benefits will you Experience? Jewelry ordersIncreased BookingsMore Recruit LeadsRelationships that will nourish your business for years to come
45When 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 releaseHostess only collectionRETURNS: a great opportunity to offer exceptional customer care!
46What 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.”
48CHALLENGE: 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!
50The Business Opportunity is your ‘most important product’
51Benefits of Recruiting FunFriendshipsRecognitionFinancial RewardEveryone deserves the opportunity to be a Silpada Rep!
52Three Steps to Recruiting Inform people about the business opportunityInvite them to find out moreInterview people who are interested
53Ways 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
54How 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
55Handling Concerns, Hesitations and Objections with Q.U.A.D. The Interview ProcessHandling Concerns, Hesitations and Objectionswith Q.U.A.D.
56Enhance 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.
57Help 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.
58Questions 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.
60#1 Review First Steps to Stardom Immediately Why is she starting a Silpada Business? Product?People?Purpose?Personal Growth?Profit potential?
61What are HER Goals? Income # Parties a month/a week Fast Start Free JewelryMeet new friends—get out of houseWants a business of her ownFocus on what she wants out of her business and how you can help her be successful
62Help her Schedule Her First 30 Days Party nights—when will she do showsTime blocking—set aside time for her bizOffice/phone hours—when are you availableSchedule a weekly coaching callTeam meetings & Events—get her there!
63SHE NEEDS A MINIMUM OF SIX SHOWS ON HER CALENDAR BEFORE HER KIT ARRIVES WHY? CHECK HER CALENDAR!
64Who will She Call? What will She Say? 40-in-4 F.R.A.N.K. Make a list of everyone she knows—help her get startedWhat will She Say?
65#2 Become a Great Coach -Model success -Create urgency to get involved -Know her Goals-Set Expectations-Teach her to use time-effectiveness tools
66Great Coach Continued… -Stay in touchGive information in small chunksEncourage shadowing and 3-way calling-Watch her Fast Start dates-Recognize her accomplishments-Offer weekly challenges!
67#3 Maintain a Strong Personal Business Book PartiesHostess CoachFollow Recruiting BasicsSet Goals80% Personal/20% Group
68CHALLENGE:Make the most of what your sponsor has to offer – you need her now more than ever.“Success is not an Event! It’s a Process – and Choices are the Tools!Choose to use your influence to help yourself and others.”