HOSTESS COACHING & SCRIPT BY SARAH DUCH

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HOSTESS COACHING & SCRIPT BY SARAH DUCHIS this you?“My hostesses all stink!”“Everyone wants free books with no work!”“I can’t get them to stop mass inviting!”Help is on the way! Your Hostess is your responsibility. Give your Hostess a goal. (One of her gals met her goal and got 300 in FREE books!)1. Nail Down Your HostessYou (on the same night as your party!):“I am so excited you want to host a party! I have my calendar pulled up, and I have an opening forSunday July 13, or Tuesday July 15. Which day works for you?”2. Address Mass Inviting Early!Hostess: “July 15th works for me.”You: “OK awesome! It will be fun! The main thing to know is that Facebook is really cracking downon “mass inviting,” where people add friends to an event without their permission. Instead, you willsend personal, individual messages to your friends, asking them if they want an invitation. Whenthey say “yes”, THEN add them to the event. Will you be able to do that?Hostess: “Sure, I can do that.”You: “OK great! I PROMISE you it will get you will have a MUCH better party this way anyway. Yourfriends will appreciate you personally asking them and will be more likely to buy from you. I will sendyou a script to use, and you can copy/paste so it really isn’t too overwhelming. What’s your emailaddress?”

2 Days pass .you’ve set up her party.You: “OK, I have your party all ready to go! Let’s start inviting! I sent you an email with directionsfor inviting and a script to use. I know I mentioned this already, but just a reminder: make sure andwait until AFTER a person says “yes I want an invitation” before you add them to the event. Youwould be so surprised at how many hostesses still mass invite, even after I tell them not to! Andthey get upset when no one buys from them!”1. Give her some perspectiveRule of Half: If you send 200 messages, you will get 100 people respond. 50 will say “yes I want aninvitation,” and 25 will RSVP. 13 will attend the party, and 6 will purchase from you. I will send youa script, so 200 messages really isn’t that bad!”2. Coaching during the Inviting processAt this point, ALWAYS start your conversation with something positive. Examples: “You did a great job not mass inviting!.” “Your RSVPs are really rolling in!” “Great job getting those RSVPs!” “Your friends are already doing a great job participating!IF LOW RSVP COUNT- Go through her friends list 1 more time--but start at the BOTTOM this time! Offer her a free book at 25 RSVPs “Don’t limit yourself to just close friends and family. Some of my very best customers are girlswho I barely knew in High School and haven’t talked to in over 10 years! It has been great to getto know them again through books!”SHE MASS INVITED!!!!! What do I DO?!?!? Blame yourself. Seriously. Swallow your pride. “Oh no! I am so sorry. I didn’t explain that very well. I see that you’ve added 100 people to theparty already. I meant for your to wait until AFTER they told you “yes I want an invitation” foryou to add them to the event!” YOU CAN SAY—“I really don’t want Facebook to block us from being able to post in the event! Do you want tojust go and take off all those girls who were added and send them messages?”If she says “no, I don’t have time.”

“OK, well do you think you could send out a personal message to all the girls you added to theevent, telling them why you thought they would love these books. Tell them they can win a raffleprize & they get their first entry just by responding to the RSVP!”AMAZING HOSTESS! Push her even more! “Oh wow, you are doing amazing at getting RSVPs! You’re going to have a great party withlots of free books! I think at this point, you should make it your goal to hit 40 RSVPs. Do youthink you can do that?”Discuss becoming a consultant! “You are really good at this! Have you ever considered becoming an Usborne Consultant? Youcould earn free books AND a commission off your party. It is super fun!”Non-responsive RSVPs? “Hey let’s try to get those 15 girls who have not yet responded! Personally message them all witha quick, “Hey, I added you to my Usborne Book Party. Make sure and respond to the RSVP foryour first entry for the Grand Prize. It will be really fun!” And send them the link to the event page.1. The Day of the Party Post on Facebook Wall (this does not replace personal messaging!)“Don’t forget, I’m hosting an Usborne Books online party tonight! There will be raffle prizes andvideo demos, showing off these amazing books. Who wants an invitation?” Remind hostess to comment and like her friend’s posts during the party Have hostess send out personal messages 10-15 minutes before the party starts: “My Usborne Book party is about to start! See you on the event page!” Tag everyone in any post 30-10 minutes before party. Tell them to get their wish list started! Remind: “Make sure you encourage your friends to host the next party! You get an extra 20worth of free books if 2 girls sign up to host!” (you use a discount category where you would own 5 as the consultant to offer this.)

Sometimes hostesses are just BAD. It happens. Don’t blame yourself!Take it in stride, and move on to the next partyYou can also CALL your hostess! Write down 5 topics you want to cover with your hostess.1. Hostess Rewards2. Have them set a goal3. Tell them how to invite4. Discuss future hostesses5. ENGAGE your guestsDon’t forget the RUNNER UP PRIZES!“Sarah and Amy, you are our runner up winners! Message me to redeem your prize.”(this is in our script – offer them a sample pack of wipe clean cards, or some bookmarks or an extra 20 free in books if they choose to host a party.)RECRUITING: ALWAYS follow up with girls who ask questions about the business. (In party post)Reply to their comment, “Hey, I just sent you a message! If you don’t see it, try to send me amessage and it will pop up.” Turn your hostess into a consultant“Hey, your friends Katie and Julie want to host! Are you sure you don’t want to be aconsultant? They could be your first hostesses!”Just have a regular conversation! Potential Recruit: “Hey! Can you send me more information about becoming an UsborneConsultant?”

You: “Sure! I would love to have you on my team! Here is more info. Let me know if you have anyquestions!!”Potential Recruit: “Hey! Can you send me more information about becoming an UsborneConsultant?”You: “Sure! I love talking about this business. I joined in August and it has been super fun! Haveyou ever done Direct Sales before?”Potential Recruit: “Yes, I sold makeup before this, but my friends didn’t really like it as much as Idid.”You: “Oh I love some of the makeup companies out there! I looked into a few of those beforejoining UBAM. However, I love how many sales options I can have with Usborne. I personally likeFacebook parties. Home parties are also super fun! I just love how quickly I am able to get out ofmy circle of friends and therefore not depend on my friends for all my sales.”YOUR NEXT QUESTION:Me: “Do you think you would like running Facebook parties, or would Home Parties be more suitedto you?”Potential Recruit: “I have young kids, so I like the idea of Facebook parties. I think I would have a lotof friends who would love these books.”YOUR NEXT QUESTION:You: “I have been so surprised at how many of my friends love these books, and then they want toshare them with their friends, so they host a party! Did you see the commission and amazingrewards that you can earn from being a consultant?”Potential Recruit: “No, I didn’t!”You: “Your commission starts at 25%.”

NEXT QUESTION:Me: “Why are you considering a Direct Sales business? Do you have specific financial goals inmind?”RECAP:1. Become a problem solver. (Superhero Consultant)2. Give your hostess a goal, and walk her to that goal.3. Recruit from parties!

Who wants an invitation?” Remind hostess to comment and like her friend’s posts during the party Have hostess send out personal messages 10-15 minutes before the party starts: “My Usborne Book party is about to start! See you on the event page!” Tag everyone in any post 30-10 minutes before party. Tell them to get their wish list .