5 Three Obstacles to Success You can’t ‘find the time’ to work.You don’t know whom to contactYou don’t know what to say to prospects.
6 Finding Time to Work No one FINDS the time to work You have to MAKE the time to workTime Blocking – it’s an easy way to FIND time
7 Time BlockingSundayMondayTuesdayWednesdayThursdayFridaySaturday
8 Tools to help you “Make Time” Monthly Planner-used to schedule time for businessOpen Dates Sheet-transfer dates from monthly planner-work when YOU want to workDaily Planner-list business and personal to do’s-keep track of business building contacts you make each day
9 What is a Contact?Anyone, anywhere that you talk to about your business for growthYou can’t always list your contacts – sometimes you don’t know who they are
10 An easy way to find contacts Who are your Circles of Influence?
11 Other tracking toolsCritique Your Week – will help you see patterns in your behavior. You’ll see area where you excel and areas you need to improveProspect Follow Up Log – helps you track your contactsIncome and Expense log – helps you keep good recordsWho do you know list – a good one is like $ in the bank
12 Tips to make the most of your time Report to workPlan a power hourCheck your 2 times a day
13 Consistent Activity = Results The BIG Impact HabitConsistent Activity = Results
15 The #1 “Big” Impact Habit is… Make 5 Business Contacts a Day
16 What are the Biggest Obstacles You don’t know who to contactYou don’t know what to say to prospects
17 Our 3 Services Purchasing product Hosting a party Exploring the business opportunityGreen Flags – verbal and non verbal signals that show interest in our business
18 Easy way to talk about the 3 services at your shows Mini CommercialEasy way to talk about the 3 services at your shows
19 People referred by others Who are Your Prospects?People you know-from your who do you know listPeople you will meetthe secret to meeting people is wanting toPeople at your parties-have you missed any green flagsPeople referred by others-could come from circles of influence
20 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.”
21 Keeping 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
22 The most valuable business tool!! THE PHONE!! Does your phone feel like it weighs 1000 lbs!!You CAN get comfortable with experienceMake scripts for yourselfProspectingScheduling parties & appointmentsClosing the saleCustomer CareRecruitingCoaching your HostessCoaching new repsTraining for Silpada – Conference Calls
23 Available in Silpada Learning System 21 DAY CHALLENGESundayMondayTuesdayWednesdayThursdayFridaySaturday1234515 ContactsGive out blank prospect logs.105 CONTACTSAvailable in Silpada Learning System
25 You need ENOUGH bookings Recommendation – 2 home show a weekWHY?You get good at what you doYou meet lots of prospectsYou set a standard for your teamIf you work sporadically, you always feel like you are starting over
26 Silpada Home shows are the best place to build your business! Why?You have an audience!You need bookings to achieve your goalsWhy 2 bookings?1st – replaces the show2nd - builds your business!
27 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 showIf someone is uncertain, offer to show them a sampleWho do you know listSet a goal to book 6 partiesAsk for referrals
28 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 jewelryUse visuals to illustrate Hostess FREE jewelry rewardsAsk your guests to model the jewelryDo your mini commercial!$50 FREE Hostess Bonus
29 More ideas about bookings Have fun and be positive!Coach the hostessAsk everyone to hostPay attention to the women who LOVE all of the jewelry!Let the customers know there is a 3 month time frame
30 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?
31 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! *
32 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!
33 Maybe MEANS TELL ME MORE! Talk about how easy it is to host 3 appetizers1 ½ to 2 hoursOffer to send invitations – Party Manager!Website for customers to view productAll guests invited to bring a friendPUT THEM ON YOUR PROSPECT FOLLOW UP LOG
34 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 partyDon’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!
36 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 excitementGive informationIncrease attendanceCement relationshipReps, referrals and repeat hostesses
37 When to Hostess Coach The minute you book the party! Give Hostess PacketAgree on party date, time, locationGather as much contact information as possibleReview Your Time to Shine brochureExplain Party ManagerPam remind them that you will your sheet if they give you their .
38 Hostess Packet Your Time to Shine brochure F.R.A.N.K. Flyer Silpada catalogs5 Customer Order FormsImagine Recruiting teaserMy StoryAgreement & ApplicationW-9 FormCareer & Comp Plan
39 Party Manager Sends email to hostess to confirm date of party Allows you to personalize the s that go outGives the hostess a link to enter guest information onlineCreates 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
40 Coach for 10-5-1 every time you call! “Success Formula”10 - Buying guests5 - Outside orders1 - Pre-arranged booking before her partyCoach for 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 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!
41 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!
42 Party Timeline Each date is an opportunity to connect with your hostess! Use Hostess Coaching TrackerD.A.T.E: Confirm party details3-4 weeks out: Get guest list2 weeks out: Invites mailed to arrive1 week out: Keep her excited, finalize details and directions.Day before: Reminder Calls
43 Reminder Calls the day before the show Boosts attendanceAllows them to give you an order before the show if they can’t goPossible future hostess prospectBuilds excitement for jewelryRemind to Bring a FriendYes’s, Maybe’s and the People that didn’t RSVPReminder Calls are Courtesy Calls!
44 Party Time! Arrive early & get set up Ask if she’s considering becoming a repUse Hostess to stir up excitementUse Former Hostess’ testimonialsTarget 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.
45 After the Party D.A.T.E. calls for all those bookings you got! Ask Hostess if she can get any more ordersExplain how her own order benefits her showInvite her again to join your teamLet Hostess know when order shipsMonitor and inform backorders
46 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 HostessTake care of your hostess forever and shewill take care of you!
48 Why 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
49 What Benefits will you Experience? Jewelry ordersIncreased BookingsMore Recruit LeadsRelationships that will nourish your business for years to come
50 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
51 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!
52 “People will forget what you said and what you did, but not how you made them feel.” -Eleanor Roosevelt
53 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!
55 The Business Opportunity is your ‘most important product’ Offer it with PRIDE!
56 Be a successful recruiter Recruiting is done with both head and heartRecruiting is done with a sincere desire to help others realize their dreamsDon’t assume you know what people need
57 Benefits of Recruiting FunFriendshipsRecognitionFinancial RewardEveryone deserves the opportunity to be a Silpada Rep!
58 Three Steps to Recruiting Inform people about the business opportunityInvite them to find out moreInterview people who are interested
59 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”
60 Business Opportunity Packet Content Silpada Application-AgreementSign Up Kit program, flyer & order formFast Start Jewelry flyerIndependent Rep Info FormRecruiting TeaserCatalog and LOOK BOOK!Cover letter with your WHY story
61 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
62 Ways to InviteMake 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 informationYour hostess is one of your best prospects
63 Ways to Interview Set a time to meet for coffee Set a time to talk on the phoneInvite her to go to a show with youUse the Get Informed Sheet in the SLS
64 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’
65 The fortune is in the follow up 2% close on the first exposure3% close on the second exposure5% close on the third exposure10% close on the fourth exposure80% close on the fifth exposure!!!
67 Review First Steps to Stardom Immediately Why is she starting a Silpada Business? Product?People?Purpose?Personal Growth?Profit potential?What is her “Why”?
68 What are her Goals? Income # Parties Fast Start Free Jewelry How many shows would she like to do a month?
69 Scheduling her first 30 days Party nightsOffice/phone hoursCoaching callsIntroduce critique your weekTeam meetings & Events
70 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
71 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!
72 Maintain YOUR personal business Book PartiesHostess CoachFollow Recruiting BasicsSet Goals80% Personal/20% Group
73 CHALLENGE:Now that you have a Rep, you need your sponsor more than ever.USE HER!
74 “Success is not an Event! It’s a Process – and Choices are the Tools!”