G is for Got her on the Datebook! According to every MK source known to man, a party is not a party and a facial is not a facial until they are on the books. Use the tentative booking technique to put them down if they are unsure about a date.
According to Rena Tarbet’s new consultant training, MKA had a “hostess contest” every week. Which ever one of her hostesses had the most sales, new bookings, etc would win a prize. She always had “the best” contest this week and next in order to get the hostess down on her books within 2 weeks. I would add that to be in the contest, you must hold the appointment on the original date or within the contest time period.
R is for Reliable! This is where some coaching comes in. “Sally, I just want you to know that I’m holding this date just for you. If there is any reason you need to reschedule, please let me know at least 48 hours in advance so I can schedule another appointment. If I do not hear from you, I be there rain or shine, ready to give you some free MK, ok?” Doing this makes her much more reliable, although you will still get some postponements.
Another way to increase reliability? Send her a thank you note and reminder post card ASAP. You can also send her a brownie mix with a note saying something like, “A sweet treat for my sweet hostess”. This is very personal and cute! (This idea from the “Lemonaid Lady”…see her site for more great ideas!)
E is for excited!! Remember to mention whatever originally excited her to book each time you speak to her or leave a message before the appointment. This way, should she consider cancelling, she will remember that original excitement and WANT to hold her appointment! What are some other ways to get and keep a hostess excited?
A is for Always Prepared! Try this tip from the Lemonaid Lady: Give your hostesses invitations with holes punched in the corner and threaded onto a keychain. Advise her to keep this with her and pass them out to anyone she might run into but doesn’t have their address to send them the invite or if there is not enough time to send them by mail. Have her fill out all info on the backs before passing them out!
T is for Thankful! Be so helpful, fun, and friendly that your hostess will be thanking you for doing a party for her! When a hostess is thankful for our products and services, she is much more willing to tell all her friends about you and encourage them to book with you. What can you do to make your hostess feel like it was all about them, as oppossed to them feeling like they did you a favor?
4 Comments
July 13, 2007 at 6:37 am
Thanks for this too. You are really giving some good advice keep up the good work. And thank you for having this site it is a real encouragement to many and to me. Again thank you and have a BLESSED DAY.
July 13, 2007 at 9:00 am
Hey MKRules. PinkBren’s comment is in the wrong place. It belongs in LOVE MAIL!…Thanks Bren for posting that , what a nice way to start the day and you are absolutely right!
July 13, 2007 at 10:16 am
Another great post!
July 13, 2007 at 7:29 pm
Make a HUGE deal of her Hostess Gift, not just the earned discounted products. If she wants that TOTE, make darn sure you have it on hand! If she wants the travel size makeup brushes, wrap them in beautiful paper with a TON of curly ribbon, and get her to open it BEFORE the class starts. Have all your Hostess Gifts displayed, so the guests will know what there is to choose from: robe, tote, magnifying mirror, etc. If they want all three, work with them to help them find 5 NEW women for each class booked. At the end of the Individual Close “rush” into the room with the TOTAL SALES for the evening, announced in a TADA way, and say she is your HIGHEST Hostess this Week, or she is #2 until you hear about any last-minute outside Sales her friends are calling in. (This will encourage her to follow up on those calls!) Even if you are only holding ONE class that week, she is still the STAR Hostess, and will earn … (three items of her choice at half price, or whatever your promo is). This is NOT the time to give her more Section II; you want the rewards to be complementary products, such as an eye cream, or line reducer, NOT a free eye shadow! Giving her “40% off her next order” is a pain in the butt, as you have to track all those ‘promises’ you made! Much better to “close” the prizes each week.
Hope you are all truly enjoying these GREAT Hostesses!