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Create Interest
When you begin to make your calls for your first shows, your goal is to simply create interest in what you're doing. You
don't want to give too much information over the phone. It's been said that someone can be talked into, and out of, something
in about five to ten seconds. When you're new to the business, you're so excited and enthusiastic about your new venture,
you tend to want to tell them everything in a very short period of time.
See the People
Even if they ask: "What is it?" "What kind of product is it?" "What are you doing now?"
Simply ask them: "Why don't you let me come by and show you what I'm doing?" This is often better because the product
will speak for itself. It will also create excitement for those who end up having the shows because they've already seen it,
and they have firsthand knowledge to tell the guests they will be inviting.
"Hi, Joyce. This is (your name). I was wondering if you're going to be home this weekend (or this evening or afternoon).
(Wait for response.) Great! I'd love to come over for a quick visit -- I have something really exciting to show you!"
Or "I'd love to stop by for a few minutes to show you something new and exciting!"
As the saying goes, "A picture is worth a thousand words." So, it's important to get out and personally show
the product as much as possible in dating those first six shows. It's very difficult to create enthusiasm or excitement or
sparkle through a telephone wire, so get out and see the people . . . and show them!
Once you get there, take a few minutes to relax and engage in small talk about common friends, family, etc. Then begin
by saying, "I wanted to stop by to tell you about my new business and show you some of the products." Show her some
of your favorite products and your current catalog. Get her excited, and let her know that you could get her some of these
products for free (or discounted), and that it would help you get started in your new business, as well. Win/win! "Mary,
you could get that absolutely free just for having a few friends in. You would be a great hostess!"
Let her know when you are booking your first shows and select a date that's good for both of you. Then proceed to coach
then for a successful show. (See Hostess Coaching.)
Get the guest list immediately! I really believe that if you send out invitations and get a guest list, that is your insurance
policy that the show is actually going to hold. It has been proven that you will have less reschedules and cancellations if
you get the guest list. If you are not going to mail out invitations, I still highly suggest you get the list. (See The Guest
List: Your Key to Success.)
Ask for help
If you're not able to personally see someone, you can set a date over the telephone. Don't hesitate to ask people for
their help. "Hi, Susie. This is (your name). Do you have a couple minutes (or is this a good time)?" (Wait for response)
"I'm just getting started in a new business, and I was wondering if you could help me out by being one of my first shows."
Or "I was wondering if you could help me out by having a show. I need three large and three small. Could you help me
out with one of these?
Often, people are hesitant about having enough time, so when you talk about a "small show," this seems doable
to them. Ultimately, a show is a show, but this helps people feel that maybe their commitment isn't as large as it would be
to have a large show. At this point, they don’t fully understand that there really isn't that much work involved
in having a show, so it helps overcome their objection to helping you out.
Hold a launch show
Whether someone does your launch show or you do it yourself, it's very important that you do your own show in your own
home. This is the perfect opportunity to show your friends and family what you're doing. They can see and understand the products,
and the excitement that is generated. It's also a great place to secure future bookings. You may want to consider having more
than one launch show if you have several pockets of friends, or to catch those people who weren't able to attend the first
launch show.
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