| As the Holiday selling season rolls into full swing, I hear | | | | be reaching out to her next. In your email, tell her you'll |
| from clients even more about the biggest fear most | | | | be calling in a couple of days. On the phone, let her |
| direct sales consultants face: being pushy. | | | | know you'll send her a message on face book next. |
| With your hosts being busier, it becomes even more | | | | That way, she's expecting to hear from you, which |
| important to stay in contact with them. Yet, time and | | | | holds you accountable, and gives her "warning" about |
| again, consultants come to me asking about the best | | | | your next mode of contact. |
| way to do it without appearing pushy. | | | | 4. Use an "Early Warning System". I have a firm policy |
| Here's the thing, hosts need you to stay in contact with | | | | in place that keeps me from having too many open |
| them. You may be booking parties further out (and I | | | | dates on my calendar. My Early Warning System has |
| hope you are!), which means if you want shows to | | | | two "red flag" devices that keep me in control of my |
| hold, you need a contact plan to keep your hosts on | | | | calendar. One of them is the guest list. Hosts have |
| track. | | | | three days to return the guest list to me. If they mail it, |
| This is where most of you will fall down. It's | | | | it must be postmarked within three days. If the guest |
| In direct sales, the phrase "host coaching" has an | | | | list isn't received by day three, a call is made to remind |
| ominous cloud around it. Frankly, a better word for it is | | | | the host that the show will be rescheduled if I don't |
| host training. | | | | have it by day six. On day six, if there is still no guest |
| I've learned in life (and in direct sales) that you train | | | | list (or contact from my host), I call to reschedule the |
| people how to treat you by the behavior you tolerate | | | | show. Simply put, this red flag lets me know how |
| from them. Expect better to get better. | | | | serious she is about hosting. If your host won't call you |
| Here are 5 tips I use to help train my hosts in having | | | | back to let you know when to expect the guest list, |
| the best show possible: | | | | she's more likely to flake out. This way, you've only lost |
| 1. Book the show early. During the holidays, you'll be | | | | 6 days, and if you're booking 4-5 weeks out, you can |
| more likely to book 4-5 weeks out, because holiday | | | | still fill that open spot during one of you upcoming |
| schedules are jammed. In all honesty, I've had better | | | | shows. |
| results all year long when I book 4-5 weeks out, but | | | | 5. Make your host part of the team. For a truly |
| host training is the key to navigating a calendar booked | | | | profitable and successful show, direct sales |
| that far in advance. | | | | consultants need to stop looking at hosts as an |
| 2. Have a plan for contact. Contact points can cause | | | | employer. Your host is your business partner for the |
| interruption in the host's day, which is what makes you | | | | duration of the time between the booking and closing |
| "feel pushy." If you have a planned a series of contact | | | | the show. Treat her as such, and expect her to act as |
| points, hosts will feel like they're getting just enough | | | | such. Train her on the proper words to say when |
| contact from you, but not too much. For best results, | | | | someone's RSVP is "unable to attend". Be honest with |
| direct sales consultants should plan on no more than | | | | her about why you want guests to bring friends - |
| 5-6 contacts in a 2 week period, using a variety of | | | | more people means a more successful show for HER |
| contact methods (phone, facebook, email, direct mail). | | | | (and you!). The more she can see behind the veil, the |
| As you're booking further out, plan on about 10-12 | | | | more she'll realize what's in it for her. |
| contact times in a 30 day period. That's about every | | | | Bonus tip: Close the party the night of the show. This |
| 2-3 days, which is why you don't want every contact | | | | isn't just a holiday tip, but one you should implement in |
| to be a phone call. Plus, by reaching out in different | | | | your business throughout the year. Every contact with |
| ways, you're more likely to show up on her radar. If | | | | your host should help increase your bottom line, and |
| her email's down, or her phone is off, you can still | | | | going back to the scene of the party to close the |
| catch her via regular mail. | | | | show at a later date will end up costing more than |
| 3. Communicate the plan. Each time you reach out to | | | | you'll earn. Besides, if you're training your hosts all along, |
| contact your host, let her know when and how you'll | | | | they'll be ready to close the show when it's party time. |