Booking Tips
Did you know that the average sales at a Jewelry Bar is $650 in retail, which calculates to an average of $267 in commission?
Launching your business by hosting a Launch Party and inviting everyone you know is a great way to get started. I know it's exciting to see the sales come in on that day, but also need to try to focus a bit more on getting your friends/family excited to book their own Jewelry Bar with you as it will be a great way in helping you expand your network. Once you get a few dates on your calendar and then continue to book a few Jewelry Bars from each one then you are on your way to filling your calendar.
{Why Women Host Jewelry Bars}
{#1 Reason People don't Host a Jewelry Bar}
No one asks them. Don’t make that mistake. Every person that comes to your Jewelry Bar should be offered the opportunity to book a Jewelry Bar. Whether you play a booking game or ask them when finalizing their order if they would like to host. Many guests are on the fence about being a hostess, and need just a simple question to make a decision. So, make sure you ask that question. View every person at your Jewelry Bar as a potential hostess or team member...do not pre-judge!
{Expect the No}
An essential aspect of creativity is not being afraid to fail.
When people don't KNOW they say NO. This is to be expected. Do not take it personally. Remember that you may be combating their preconceived notion of a party (good or bad). After all, an Origami Owl Jewelry Bar isn't your average home party - this is an experiential event where your guests will create their own amazing jewelry that reflects their style and their story. You have to paint a compelling image in their minds.
So, don't get discouraged and feel rejected if they say NO. The word NO simply means that nothing changes.
Think about it. You approach your neighbor and ask her to host a Jewelry Bar. She says NO. What changed?
Is she still your neighbor? Yes.
Did your income go up or down? NO
Nothing changed. It can’t be a negative; to be negative things would have had to get worse and they didn’t. Everything remained exactly the same.
On the other hand, suppose she had said YES. Now, there are some positive changes. She receives personal service (a positive), you gain a customer (another positive) and you earn money (another positive). You can see by this example that there are no negatives in our business. There are only positives… and times when nothing changes.
When someone tells you NO, they are not rejecting you or your products. They are simply telling you that they are unable or unwilling to make any changes at the moment. Once you understand this, doing this business becomes a lot more fun.
{Overcoming Objections}
password: oocall
{Chain Reaction}
{Booking Tree}
You can make it where the cards in your tree would list the dates that you have available on your calendar. If there are certain dates you want to fill more than others you could even make them your "HOT" dates and offer a little extra incentive, like a Free Dangle, to encourage them to select that date over others.
Or you can use it as an incentive. If you book a Jewelry Bar with me then you get to select a tag with a prize inside (free charm, free dangle, free shipping on your current order).
Here are a few examples...
{Choose Your Fortune}
Here is another Booking Game that you could play during your Jewelry Bar. You put slips of paper in fortune cookies (cloth) or real. Can make some of them have a saying, a discount and others say "Book a Jewelry Bar". Pass them around to the group. Tell them to take one if they want to "CHOOSE THEIR FORTUNE". Explain to them there is a chance that they could earn a reward or could get Book a Jewelry Bar. If they get Book a Jewelry Bar, hold them to it!
TIP: If don't want to use the Fortune Cookie pouches, could also make fortune cookies out of felt. LINK
Here is a link to some other booking game ideas. If you google booking games you will get several others as well.
"Ask to Host" sign near checkout
Click here to print a sign that was approved by marketing.
{Tips on seeking out bookings}
- Be yourself and share your story and passion for the product. It's not selling, it's sharing! Believe that you have something of value to offer to your hostesses. Also, remember it is about building relationships not just $.
- Wear your locket everywhere as it is great advertising. Be prepared with take out menus, business cards and try to take down their information so you can follow up. Tell them how they can earn theirs FREE!
- Create your A.L.I.C.E. or WHOO Do You Know contact list and reach out to them. Ask them to help to support you in your business. If now is not a good time, notate when is a good time to reach out to them again and follow-up.
- Hostess Coaching of your current hostess is KEY! The more in attendance at your current Jewelry Bars will lead to a higher chance of additional bookings. Could also offer an additional incentive if she already has 2 bookings prior to her Jewelry Bar.
- Be involved in clubs, organizations, local networking groups, and/or Chamber of Commerce to spread the word about your business
- Participate in local events (check with schools, churches, parks & rec department, google for events in your area)
- Contact your local realtor's office and see if info can be included in welcome packets
- Leave your catalogs around town - anywhere with a waiting room, windshields
- Get off the computer and out of the house. You can't meet people if you are sitting home on the computer. Venture out to different coffee shops, grocery stores, restaurants, nail salons.
- Build a portfolio (or look book) of lockets you have sold. And maybe if it was to someone with another DS company, put their contact info by their locket picture. Encourage customers to want to be in your portfolio.
- Get involved with as many clubs and organizations as possible. And be sure to let them know what you do.
- If your child is in school thank your teachers with an O2 gift. And do so as early in the year as possible. That way word gets around.
- Put up a sign at check-out that says something like... "If I don't ask you how to earn free jewelry, your shipping is on me". After giving it away free a few times you will remember to ask!
- Get Creative
- Offer to hold it at their office in their break room/conference room "Lunch + Lockets"
- Hold a Customer/Hostess Appreciation event - maybe quarterly when hostess exclusive change or when new catalog is released
- Participate in Fundraisers
- Set up or join a Host of the Month Club with other Direct Sales Reps - Follow up with any leads!
{Wording Choices}
Not sure what to say? Here are a few suggestions for word choices:
{Former Customers}
“Hi ________ this is ____________. We met at ____________’s Jewelry Bar. Do you have a quick minute? (It’s important to always ask permission to continue) I made myself a note to call you when I was scheduling Jewelry Bars for next month. I know you are going to love our new products + Hostess Exclusive. I was curious, what would you think about getting some product for free and being able to earn the Hostess Exclusive?
{Former Hostesses}
“Hi ____________ this is _______________. Do you have a quick minute? (It’s important to always ask permission to continue) I was just getting ready for my summer/fall Jewelry Bars and came across your information from your last Jewelry Bar. I had so much fun with you and your friends. You’ll never believe what we have that is new this season. Origami Owl has an amazing new Hostess Exclusive Gift and an array of NEW Jewelry. What are your thoughts on a second round of all that fun?”
{A Prospect You Have Not Called Yet}
“Hi _________ this is _________. Do you have a quick minute? (It’s important to always ask permission to continue)
I am calling to offer you an apology! I was just catching up on some paper work and I realized that a while back you and I had chatted about the idea of you hosting a Jewelry Bar. We have a Hostess Exclusive that you are going to LOVE! You could earn some jewelry for free and half price.
OR
I’m so sorry that this past season things got so busy and I wasn’t able to follow up. I hope you’ll forgive me! You are going to be so glad though, because we have a brand new catalog AND a new collection called CORE that is amazing! I would love to show you some of these gorgeous new items! What are your thoughts about hosting a fun Jewelry Bar with your friends next month?”
{Someone on your A.L.I.C.E List}
“Hi ________ this is ____________ Do you have a quick minute? (It’s important to always ask permission to continue) I am so excited to be working with a new jewelry company called Origami Owl. You are on my list of the top ten people I would most like to have as my first Hostess. How would you feel about having some friends over for fun but simple get together so I could show off this fabulous line of customizable jewelry? I know it will be a blast and you will get jewelry of your own for FREE just for helping me to get started in my new business!”
{Example Voice Message}
“Hello ________, this is _______, your Origami Owl Designer! I’m calling today with a quick update on Origami Owl. We have a lot of things going on from an amazing product collection to an amazing Hostess Exclusive. Give me a quick call at {number} before {date} so I can enter you in an exciting drawing and share this awesome information with you. Can't wait to hear back. Make it a great day!”
{Example Text or Facebook Message}
"Hey girl! I thought of you!! I know life is crazy but let’s make an excuse to get your girls together and have a Origami Owl Jewelry Bar next month!? Interested?"
{5 Reasons Why People are not Booking with You}
What’s the number one question we get as a leader or mentor? Mine is, “Nobody wants to book with me. Why not?” I will say that I have the same question myself sometimes, but I quickly kick that thought out of my head. There are so many external forces that we cannot control that cause people to not want to book parties, but there are also some things we can control.
Here are some reasons why people may not be booking with you and some solutions to help you out!
Problem: Our mindset
Solution: Start thinking positively! I know it’s hard when every single person you ask says no, but turn your negative thoughts into positive ones! Start by making up a mantra for yourself to repeat in your head over and over until it starts happening! For example, you can use “My booking calendar is full”, “Everybody wants to book parties with me”, or “I am a booking machine”! I know this sounds silly, but believe me, I’ve tried it and it works! Positive thoughts breed positive results!
Problem: Our belief in our companies
Solution: You may think this one isn’t all that important, but it’s the one thing that drives your business! If you don’t have a full belief in your company, it shows to your customers and they won’t want to do business with you. This is one thing that has worked for me. I have a passion for and total trust in my company and it shows to my customers and team. People do not want to book with those who are iffy with their business and how their company runs things. So if you are still in a funk for your business, then fake it! Once you get moving with your business, you beliefs start to change, and in turn, you business takes a positive turn.
Problem: We aren’t asking them
Solution: I know, sounds so simple right? Then why aren’t we doing it?! When you already have a party, are you asking each and every single person there if they want to get some friends together for a little shopping and girl time? If not, start now. Don’t single anyone out thinking they won’t book a party. Make it a point to ask everyone. Also, we all have so many friends and acquaintances on Facebook, so use them! It doesn’t hurt to ask your friends and family for help to support your business! Ask past hostesses to re-book a party for your new catalog, people love new stuff!
Problem: We are ashamed we do direct sales
Solution: I have heard this so many times! Direct sales has a bitter taste in some people’s mouths because it sounds like a scam or it almost embarrasses us to admit we sell for a direct sales company. The bottom line is….this is YOUR own business. If you built your own business from scratch, would you be embarrassed or ashamed of it? No! You would be proud to tell people about it, because its something you’ve done by yourself and for yourself. Same goes for your direct sales business. Be proud of what you do and who you are! Some of you are making more money than others doing a part time job, so why be ashamed of that! It’s time for us to change the stigma of direct sales!
Problem: We aren’t following up
Solution: We’ve called our leads and left voice mails or emails. Awesome! That’s the first step, but it’s not the last. Follow up is a continuous process as you never know when you might get that booking! It might be a year from your first call, but hey, it’s worth it! So when you make that first call and have to leave a voice mail, let your customer know that you will follow up with them in a couple of weeks if you haven’t heard back. By doing this, they are expecting you to call back. If they don’t want you calling them back, they will either call, text, or email you to let you know they aren’t interested and that’s okay! For every no you get, you are closer to a yes! You have to keep following up. Call past customers to see how they are liking their products, check to see if they need anything else, you never know when you may get a booking from one of those calls!
Any Questions?
If you still have questions, contact your mentor and/or upline.