I know, it is supposed to be a 5 part on prospecting but I have so many requests to cover booking ASAP. So here we go!
First you want to start with your FRANKS List (prospecting list, warm market sheet…). I would print out the Prospecting log sheet from yesterday to record each person’s phone number, email address, contact dates etc. I think it is perfectly fine to begin with an email but you will want to follow up with a phone call. (I know, the dreaded phone. And yes I know that you can probably rely strictly on email but do you want to send out 100 emails to book 1 or make 10 phone calls?).
You will find that you need several “commercials” in your tool belt. A Prospecting Commercial, a Booking Commercial, a Business Commercial and an Invitation Commercial.
Verbiage really is everything. Each word you use creates an image in your potential hostess’ mind. The first word that has got to go is PARTIES. It is an acronym
P– prepare a ton of food
R– rope my friends into coming
T– try to find time to tidy the house
I– invite a ton of people
E– explain to my husband why he has to take the kids
S– stress out about who Is coming
WHO would say yes to that?
So Parties are out! Take a moment to think about what you do? For example, if you are with Pampered Chef, you don’t sell cookwear… you teach women how to get dinner on the table in under 30 minutes with time saving products and techniques. You don’t do PC parties you hold cooking shows! Cooking shows conjure up images of television shows, new recipes and they educate.
If you are in jewelry… You don’t sell jewelry… You help women stretch their wardrobe dollars by helping them master the art of accessorizing. And I would do that at a Boutique Show… verses a jewelry party. You want to create images in her mind of her friends having a great time learning about fashion.
Your exact commercial will depend on your situation. My bamboopink friends are in a great situation as they are new to the industry! I would concentrate first on inviting people to my launch party! Once they see the jewelry, it will be so easy to move them to a booking. It can be very difficult to call someone on the phone and obtain a booking for a product they have never seen. My launch commercial (or event commercial) might go something like this: