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Getting 12 Guests at Every Show by
Vikki Burns Finan
Instead of giving hostesses details of how many people to invite, etc. I
set a
goal
(expectation) for her and then coach her according to her feedback. I
call this “taking charge of business.” Here's how many of my first
hostess coaching sessions go:
"OK ... so here
are some catalogs and order forms for outside orders, and we have your
date set.
You'll want to make
sure you have 12 people at your show.
Your next step is to
call everyone
you know and ask them to set the date aside for your show. To have a
great show and get plenty of free books, 12
people is perfect.
I've put some
postcards in your packet, but most of my hostesses don't even use
them...they make phone calls instead because phone calls are so much
more effective.
Think about it
this way...if you get a flyer in the mail inviting you to something fun,
you might go...IF nothing else comes up and IF you don't forget it and
IF you remember to get a sitter. But if a
friend
CALLS you and invites you to that same fun event, and they are excited
about it, you write it on your calendar right away, make sure you have
child care and turn down other commitments! That's the difference
between using a postcard and calling...so even if you use the postcard,
make sure you use it as a reminder, not an invitation!"
I continue to coach them to make sure they have
12 guests, to think about different
circles of friends to invite, to let everyone know they need
12 guests
(will you be one of my 12?). I
don't
say I won't come if they don't get 12, I just keep referring to their
12 guests
in a nice happy way! Since I started doing this, I've had attendance
of 9 - 15 guests at most shows.
It's really a matter of setting expectations and following up.
"Just checking in to see if you have your 12 guests all set!" If they
hem and haw, or say they only have 3 people coming, don't waver from
your expectation "Great! That's a great start....you only need 9
more...who else do you need to talk to?" Then
coach
them on who to call next, help them think of someone who isn't
on their guest list, etc. That's what coaching is all about...setting a
measurable goal and helping them achieve it.
I do still check in with them periodically, and I always tell them on
the day of their show that even though they have worked hard to get
people there, they need to call one more time because people have
forgotten, at the heart of every coaching session is their goal (my
loving expectation).
If you're telling them mail 30 invitations, they may do it, but of
course they realize YOU can't measure if they reach that goal. If you
tell them to get 12 people to their show, that's something YOU can
measure as soon as the show starts. Don't make her goal HOW to get
people to the show...make her goal a measurable number of people who
need to be at the show...then COACH her on the HOW. Setting
simple expectations for your hostesses and giving them the tools they
need to be successful will help them get FREE books...and that's your
job!
Hope that makes sense...it's tough to put my "new attitude" into writing
without it sounding pushy...which I really don't think it is...I'm
always positive, happy and upbeat and I think my hostesses are usually
quite happy!
Coaching
your Hostess to Success
Use the words below to coach your hostess.
You must give her the guidance and motivation to do what it takes so
that you both win.
1) Make a guest list and Call or talk to everyone personally. Then mail
the invitations as a reminder. INVITE EVERYONE! Don’t
forget grandmas, aunts, and teachers!
2) Make your wish list. Go through the catalog and write down the title
and price of all the Usborne books you would like to have. Doing this will
help you know what your total show sales will need to be in order to get
everything on your wish list J The average customer order is around $30. So,
for example- in order to have a $400 show, you’ll need to have approximately
14 orders. These can be orders from guests at your show OR outside orders!
3) Collect outside orders. Show the catalog to anyone who can’t make it-
outside orders from those who can’t attend will GREATLY boost your show
sales. If you get FIVE BEFORE I ARRIVE, I’ll give you an extra $5 book for
free!
4) 2-3 days before your show you will need to give your hostess "a
reason to ring." Most do not want to "pressure" or "bug" their
potential guests with a reminder call. These calls really make a
difference in show attendance and are a service to the guests. So
you say to your hostess, "I forgot to tell you __________. Will
you call all your guests and let them know." The hostess can now
blame this call on you.
This may be the most
important thing you'll do for the success of your event.
What are the things you forgot? One could me "I forgot to
tell you that if you guests bring an uninvited friend they get free
shipping on their order." OR "I forgot to tell you that if
your guests wear red they get 5 extra raffle tickets." OR in light
of the have 12 guests....."I forgot to tell you that the first 10 guests
to arrive get 5 extra raffle tickets or their name in a special
drawing."
5) Relax and enjoy your show! I have our selected date saved just for you
and it’s my goal to help you get as many free and discounted Usborne books
as possible. I’ll be in touch with you as your show date approaches. In the
meantime, if you have any questions, please call or email me.
Event Manager/Evite Quick instructions....more
details at
http://orderpro.ubah.com/help/evMain.htm
Click on My Order Pro on the right.
Click on "Event Manager" under "Tools" on the left.
You will see a calendar. To set up a new event,
click "Create New" in the Event Steps box on the
right.
Enter a date for your event (the date of the home
show) and the time the show will start.
Under "Hostess" click "New" then fill in the name,
address, phone and email for your hostess. If this is
your kickoff show at your own home, enter your own
information.
Click "Use Coaching Tips" if you want OPOL to
automatically send emails to your hostess as her show
approaches, reminder her to contact her guests and
remind them of the show. If you want to see what these
emails say, set up an event with yourself as the hostess
and you will receive them!
Invitation Options: Choose when to send out your
invitations. I usually send them out as soon as I get
the addresses from the hostess, hopefully 21 days before
the event. If I enter them with 16 days to go until the
show, I can choose "21 days before event" and the
invitations will go out at midnight. If I choose "14
days before event" then the invitations will sit in OPOL
and be sent out 2 days later. You can always go back
and add more invitations after some have been sent out,
even if it's the day before the show. They will go out
at midnight that night.
Use hostess address: click yes if the show is at the
hostess's home. If she is holding it elsewhere, at work
or at her church, then enter the address of the show
here. This is the address OPOL will use to allow guests
to get directions to the show.
Include website link: If you choose yes, the
invitation will say "Learn more about Usborne Books
At Home at our Consultant's Personal Website:
(Consultant name, consultant Usborne web site - not
linked to e-show)"
Include e-show link: This will allow you to choose
the e-show you have previously set up, or you can create
an e-show for your hostess here by clicking "New
e-show."
Click "Save event information."
Now, click Step 3 under the Event Steps box at the
left - Add/Edit Invitations. Enter the name and email
address for each guest. I also send an e-vite to the
hostess, so she can see what her guests are receiving
and so that she knows when the e-vites have been sent.
I also send one to myself, to be sure the evites went
out.
You can click on View Summary in the Event Steps
box on the right to see if anyone has RSVP'd.
"Printer Friendly" will allow you (the consultant)
to see their responses to the survey: Names and
children you wish to purchase for, What are your
child's interests and upcoming educational projects,
and Are you interested in learning more about
receiving free books for your children." The last
one is a good clue about who wants to have a home
show, but even if they say no, they will probably
want to after they have seen your presentation!
Closing the Show
Hostess Show Summary
NEW
11/08
Excel
Sheet to calculate Hostess Total
Hostess summary worksheet
Show summary worksheet
Show Summary for Bookkeeping
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New: Karen Collins --
Save your Customers Money & Sell More
Opinion Appointments
Home Show Ideas
Simple Customer
Care Tracking
Catalog Show Hostess Guide
List of Special Days
& Article by Beckey Thompson
for Home Show Ideas
50 Literacy Activity Cards
Karen Phelp's
Date Card
Links to
Related Files
Some of these files are repetitious so choose what works
best for you or use a document as a start and rearrange
to suit your personality.
Hostess Coaching &
Bookings
Easy Steps To
Hosting a Home Show
What's In Hostess Packets & What to
Take
Show Time Line
(see below or click for printable)
Hostess Coaching Checklist for consultants
Hostess Program
Review (what she gets)
E-show Emails
How to Set Up E-Show
Belinda Ellsworth Homeshow Scripts:
Hostess Postcard
by Beth York
Balloon Wish
List
Fall Wish List
BOOKINGS
Ways to
Get Bookings
Booking Ideas
*Booking letter
# 1
by Jeannie Steenberge
Letters to Hostesses...
Thank you for scheduling a book show
Your
invitations are in the mail....
40 guests in 4 minutes
Party in A Bag
Mystery
Hostess Flyer
Home Show Resources
Customer Thanks Bookmark
Customer Letter
Dot-to-Dot Message
Home Office Customer Survey 11/08
Hostess Guidelines
Hostess
Insert
Catalog Hostess Letter
5 steps to a successful
Homeshow
PDF ---
Publisher
Hostess Coupons
At the Home Show
Basic Home Show Presentation
Ducks
Presentation
DUCKS Note Cards
by Karen Collins
Pretend Hostess
Wish List in Pub
 Balloon
Wish List
Fall Wish List
in word
Developmental Milestones
by
Lorraine Medici
Use these files to create your
recruiting talk at home shows....just 4 minutes or less--
Recruiting Scripts
by Cynthia Hess & Amie Beamer
Words to use Recruiting
by Cynthia Hess & Amie Beamer
Hostess Post Cards by Judy Kinnee
Repeat Your Hostess with this
reminder card!
Setting Up a Show -A Timeline
You’ve
booked the show, given your hostess her packet, and thoroughly
hostess coached her—now here’s what you do:
Two
weeks before the show
Call the hostess
to make sure she has called everyone on her list and
personally invited them. Many people have never heard of
Usborne books and by speaking to her guests personally the
hostess will have the chance to talk about them. Once she
invites them by phone or in personal she can mail the invitation
as a reminder card.
Ask your
hostess if she needs any more invitations or if she has any
questions. Remind her to show the catalog to anyone who can’t
attend and take outside orders (Again, a good goal is for her to
have at least “five before you arrive.”)
This phone call to your hostess is vital to avoiding
cancellations!
Three
or four days before the show
Call the
hostess to see how many people she is expecting. Ask her to
make a reminder call to her guests and tell each guest that if
they bring a friend you will give the guest a free book. This
gives her a reason to give her guests a call.
MAKE SURE
you stress to your hostess how important it is to make these
calls! Her attendance will increase, and in these busy times,
people appreciate the reminder.
NOTE: if
you use raffle tickets in your presentation, the hostess can
tell her guests to wear the color red (or whatever color you
like), and if they do they will get an extra raffle ticket.
Again, this just gives the hostess a reason to call her guests.
Day
before OR day of the show
Confirm
your arrival time and make sure you have directions. Ask her for
a final head count. Be positive and excited! If you are, she
will be too!
5 Steps to a Successful
Home Show Postcard
pdf
publisher
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