Booking Part 2- Your warm market

How do you book parties and shows?  This is definitely a skill set that can be learned.  Whether you are beginning a new business or working an existing business the ability to get on the phone and book is essential to your success.
 
Before you begin, you need to know when you are available.  I know…. you are thinking “Oh I can hold parties anytime.  I will do them whenever the person booking wants to do it”. 
 
Here is how that conversation will go-
You: Karen would you do a  show for me?
Her: Sure Michelle, I will do one. 
You:  When would you like to do it?
Her: Oh, I don’t know… let me check with all my friends and get back to you.
Then 6 months later, she still hasn’t picked a date and you  have not held a show.  Why?  Because you were not “busy” and you gave her far too many options.  She is overwhelmed and probably got 10 different answers from her friends.  She has long since abandoned the idea of hosting because it is too much trouble.
 
When you select the times that work with your personal schedule, then you are in control of your business.  You are running it, it is not running you.  One of the draws of a DS business is freedom.  To really enjoy that YOU have to select when you will work.  Otherwise you will find yourself missing baseball games and important events.  Rest assured that they will be able to find a date that works for them based on your schedule. 
 
Begin with the next 30 days and mark off the nights that you have obligation.  Say Tuesday night is ballet in your house, mark it off.  IF Sunday is a church and family day, mark it off. Sunday Nights used to be off limits because my husband and I were HUGE Alias fans.   And no I couldn’t wait till after my show to watch the recording!  I was also sure to block at least 1 Saturday a month as a “family day”.
 
Now that you have marked off the dates that you are not available, what is left?  How many times a week are you free?  Now, what is your weekly show goal?  If you are part-time then 1 a week is a great place to start.  If you are full time 3-4 will help you achieve almost any goal you can think of.
 
Now we know when and we know how many… the next question is who!  The answer (of course) is the FRANKS.  I suggest you set aside time each day to make your booking calls.  What gets scheduled, gets done.  So you have your FRANKS list but where to begin?  I say start with the low hanging fruit.  Who do you know who loves to hold home shows?  Start with the easy ones, it will build your skill and confidence.
 
Now you need a booking commercial. 
“Hi Beth, its Michelle.  Do you have  a minute or did I catch you at a bad time?  (she says its fine)  Great!  Listen I am so excited!  I am launching a new boutique jewelry business!  It is called __________.  The jewelry is so gorgeous!  Since I am new at this, I really need to practice.  Could you get a few friends together for me?  I only need a handful and you will receive between $75 and $150 in jewelry! (wait for her response… she says sure, I could do that).  GREAT!  Generally speaking what is the best night of the week to get a few friends together?  (she says Tuesday)  Oh Tuesdays are good.  I have the 7th and the 14th.  Which one of those works best for you? (she says the 14… they always pick the one farthest out).  I will write you down.  Let me send you the website link and your host pack via email. This is going to be so much fun.  I will call you tomorrow to followup and help you create your guest list.  We can have up to 12, so be thinking about who loves fashion and jewelry.”
Now I will do it again for Spa  
“Hi Beth, its Michelle.  Do you have  a minute or did I catch you at a bad time?  (she says its fine)  Great!  Listen I am so excited!  I am launching a new mobile spa business!  It is called __________.  Spa guests are treated to: facials, an instant manicure, hand massage and makeover!  Since I am new at this, I really need to practice.  Could you get a few friends together for me?  I only need a handful and you will receive around $75 in take home treatments! (wait for her response… she says sure, I could do that).  GREAT!  Generally speaking what is the best night of the week to get a few friends together?  (she says Tuesday)  Oh Tuesdays are good.  I have the 7th and the 14th.  Which one of those works best for you? (she says the 14… they always pick the one farthest out).  I will write you down.  Let me send you the website link and your host pack via email. This is going to be so much fun.  I will call you tomorrow to followup and help you create your guest list.  We can have up to 12, so be thinking about who loves fashion and jewelry.”
One final tip:
If she says “Let me check with my friends to see when might be best for them”.  Say “Really the two most important people are you and I.  No matter what you do, there will always be someone who can’t make it.  So lets go ahead and get it on the calendar.  If when you call to invite them you find that it won’t work, we can change it if we need to.  How does that sound?
 
Happy booking!  Let me know how it goes!
 
Michelle

2 thoughts on “Booking Part 2- Your warm market

  1. Michelle Archer says:

    @ Anonymous
    I will be glad to help you write a commercial. Tell me what you do? What value or service do you bring to your customer? What is special or unique about your company or your show?
    ~Michelle

    PS are we FB friends?

    Like

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