WELCOME TO RISING STARS "LIVE"

What you can expect Develop skills Gain confidence Progress…promotion will come with consistent effort Support and guidance Begin with the end in mind

Today’s 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 can’t ‘find the time’ to work. You don’t know whom to contact You don’t 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 – it’s an easy way to FIND time

Time Blocking Sunday Monday Tuesday Wednesday Thursday Friday Saturday

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 do’s -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 can’t always list your contacts – sometimes you don’t 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. You’ll 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 email 2 times a day

Consistent Activity = Results 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 don’t know who to contact You don’t 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

Easy way to talk about the 3 services at your shows Mini Commercial Easy way to talk about the 3 services at your shows

People referred by others 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?” “Here’s 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. Don’t disappoint your prospect. Answer to this Problem? Prospect Follow Up Log

The most valuable business tool!! THE PHONE!! Does your phone feel like it weighs 1000 lbs!! You CAN get comfortable with experience Make scripts for yourself Prospecting Scheduling parties & appointments Closing the sale Customer Care Recruiting Coaching your Hostess Coaching new reps Training for Silpada – Conference Calls

Available in Silpada Learning System 21 DAY CHALLENGE Sunday Monday Tuesday Wednesday Thursday Friday Saturday 1 2 3 4 5 15 Contacts Give out blank prospect logs. 105 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 Techniques For NEW Recruits Wear your NEW jewelry everywhere, watch to see who’s eyes light up! Invite your friends to your own Silpada show If someone is uncertain, offer to show them a sample Who do you know list Set a goal to book 6 parties Ask for referrals

Book 2 shows at every party! Make it your goal How can YOU encourage bookings? It’s 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? Let’s 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? Day Date Name Phone E-mail ____________ __________________ ____________ ___________________ * 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 email 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 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 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

The most important part of a Silpada party happens BEFORE THE EVENT!! 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 Pam remind them that you will email your sheet if they give you their email.

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 email to hostess to confirm date of party Allows you to personalize the emails 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

Coach for 10-5-1 every time you call! 10-5-1 “Success Formula” 10 - Buying guests 5 - Outside orders 1 - Pre-arranged booking before her party Coach for 10-5-1 every time you call! Hostess Coaching is designed to build a big party! The more jewelry we sell, the more free jewelry our hostess gets! We are put on this earth to get that hostess $300 or more in free jewelry! Oh and guess what? The more she gets, the more money we earn! Coaching our hostess to make a big Wish List, to make a big guest list, to send an email link to the website, to show the catalog around and get outside orders, to let us make reminder calls…that’s when the money is made!

Business Partner? Sprinkle business opportunity messages Ask her if she’s ever thought of having her own business? Why would Silpada be good for her? Most Silpada Reps were Hostesses first!

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 Boosts attendance Allows them to give you an order before the show if they can’t go Possible future hostess prospect Builds excitement for jewelry Remind to Bring a Friend Yes’s, Maybe’s and the People that didn’t RSVP Reminder Calls are Courtesy Calls!

Party Time! Arrive early & get set up Ask if she’s 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! Arrive early and assess . . . Traffic flow, hostess mental status, husband & kids plan, ask if she’s considering the business opportunity.

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!

Customer Care

Why make Customer Care calls? Let’s 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 customer’s 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

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 Don’t 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 can’t leave the table! “Is all of this jewelry yours?!” “How did you get into this business?” “I could never sell anything”

Business Opportunity Packet Content 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

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 I’m curious, what’s holding you back? I felt the same way but you’ve got nothing to lose by trying! ‘I have to think about it’ ‘It looks like fun but I’m too busy’

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! It’s a Process – and Choices are the Tools!”