Hopefully you read part one which told you how to end up with high quality leads and bookings.  But, let’s say you have leads from a booth that you worked differently.  You have 50 leads in a stack sitting on the corner of your desk.  The phone weighs a ton, you have no idea what to say, its been far too long and you have less NO desire to get 50 No’s.  Does that about sum up the situation (almost like I’ve been there).  Well now its time to talk strategy!

First, create a promotion.  This is your reason for calling and it is linked to your desired outcome.  Bookings are a great place to start.  Consider a prize drawing notification.  Something along the lines of a  gift certificate or gift.  To claim their gift, they need to hold their show in the next 4 weeks or in the current calendar month.

Send them a notification EMAIL with the specifics.  This will serve as a conversation point when you CALL them.  A picture is worth 1000 words so choose your images carefully.  You want to build desire and create a positive image in their mind.  Look for women having fun and beautiful product shots.   This email might go something like:
Dear Karen,
Thank you so much for stopping by our XYZ booth at the such and such expo.  We are so pleased to inform you that your name was drawn as one of our “Hostess with the Mostess” winners.    In addition to our regular Hostess rewards, you will also receive the __________ as a FREE gift.  Dates are limited so please contact me to schedule your girl’s night.

Now, write your talk.  This is what you will say when you call them.  You want to practice it with enthusiasm.  Your talk may sound like:
Hi Karen,
Its Michelle with XYZ.  We met at the ______ expo (drop in anything personal that you may remember.  Did you receive your prize email?  I am so excited for you!  I only have a few dates left in the prize period.  Generally speaking, what is the best night of the week for you to get a few girls together?

Next, sort the leads.  Pull out the ones that marked they would like to host. These are the ones you will start with.  After all, they have already said YES!

Now call!  You are not going to sit down and call all 50.  That thought is burdensome and overwhelming.  You are going to work in 15 minute increments.  You may only do one 15 minute increment a day.  If you are on a roll and want to do more, go for it!   Remember that the Yes’s are in that stack.  They may all be at the end but they ARE in there!

Be ready to overcome a few objections.  Learn more about this topic in our member’s section http://www.directsalesinstitute.com/.

Happy Booking!

~Michelle
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 Michelle Archer is a certified coach with nearly 25 years experience in direct sales. Michelle works with companies and individuals to explode their business potential. Connect with her on Facebook Learn more at http://directsalesinstitute.com/