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Presentation on theme: "WELCOME TO RISING STARS "LIVE"."— Presentation transcript:


2 Today’s 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

3 Develop Effective Work Habits

4 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.


6 Tools to help you “Make Time”
Monthly Planner Daily Planner Open Dates Sheet

7 Knowing Who to Prospect
Knowing Who to Contact Who are your Circles of Influence? Knowing Who to Prospect Use the Prospect Follow Up Log

8 What is your Big Impact Habit

9 Prospecting & Generating Leads

10 What is the MOST exciting thing that happened to you and your business recently?

11 The #1 “Big” Impact Habit is……
“Make 5 Business Contacts a Day”

12 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!

13 What are the Biggest Obstacles
“You don’t know whom to contact” “You don’t know what to say to prospects”

14 What are our 3 Services? Fabulous Products Free Products
Fabulous Business Opportunity

15 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?

16 Things 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?

17 More Places to find Prospects…
#2 People you already know from you life. --- “Who do you know list” – #3 People at Parties #4 Referrals by others 2. “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”

18 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

19 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

20 21 DAY CHALLENGE Give out blank prospect logs.

21 Bookings Mean Business!!

22 Where is the best place to find your next booking?
Your Home shows!! Why? You have an audience! You need those bookings to achieve your goals Make your hostess your partner! -Offer all 3 services to your customers, announce this at your next home show!!

23 You 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 business If 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.

24 What are your booking ideas?
Booking on the phone Home show bookings Booking from referrals Lets do a role play!

25 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! *

26 Keep a Calendar at ALL Times
Sunday Monday Tuesday Wednesday Thursday Friday Saturday

27 No doesn’t mean Never Ask for a referral
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 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

28 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!

29 Hostess Coaching

30 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!

31 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 Pam remind them that you will your sheet if they give you their .

32 Hand the Packet to the Hostess at the Show in front of the Guest
This is FREE advertising for your business Don’t be shy

33 10-5-1 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 orders And at least 10 buying guests at the party And one booking You will have a successful party!

34 Communication with your Hostess is Essential for a Successful Show!
Okay – WHEN?

35 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.

36 Reminder calls to the guests the day before the party
Reminds the guest about the party Allows them to give you an order before the show if they can’t go Possible future hostess prospect At least you can leave a message to remind them of the show. Yes’s, Maybes and the People that didn’t RSVP Reminder Calls are Courtesy Calls!

37 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!

38 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?” 􀂉 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 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.”

39 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 haven’t 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!

41 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!

42 Customer Care

43 Reasons to 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

44 What Benefits will you Experience?
Jewelry orders Increased Bookings More Recruit Leads Relationships that will nourish your business for years to come

45 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!

46 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!

47 “People will forget what you said and what you did, but not how you made them feel.”

48 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!

49 Learn & Practice Recruiting Basics

50 The Business Opportunity is your ‘most important product’

51 Benefits of Recruiting
Fun Friendships Recognition Financial Reward Everyone deserves the opportunity to be a Silpada Rep!

52 Three Steps to Recruiting
Inform people about the business opportunity Invite them to find out more Interview people who are interested

53 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

54 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

55 Handling Concerns, Hesitations and Objections with Q.U.A.D.
The Interview Process Handling Concerns, Hesitations and Objections with Q.U.A.D.

56 Enhance 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.

57 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.

58 Questions 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.

59 Getting Reps Off to a FAST START

60 #1 Review First Steps to Stardom Immediately Why is she starting a Silpada Business?
Product? People? Purpose? Personal Growth? Profit potential?

61 What are HER Goals? Income # Parties a month/a week
Fast Start Free Jewelry Meet new friends—get 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

62 Help her Schedule Her First 30 Days
Party nights—when will she do shows Time blocking—set aside time for her biz Office/phone hours—when are you available Schedule a weekly coaching call Team meetings & Events—get her there!


64 Who 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 started What 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

66 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!

67 #3 Maintain a Strong Personal Business
Book Parties Hostess Coach Follow Recruiting Basics Set Goals 80% Personal/20% Group

68 CHALLENGE: 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.”


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