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How To Get Your First Six Bookings

Your first objective in starting your new H&GP business is to date six shows in a 30-day period of time. I can't stress enough how important this is to accomplish.

Are you ready to start booking shows but don’t know where to start? This article will help you with creative ideas to generate bookings. Your business will not grow if you do not make it a priority to book shows. Make sure you set aside time every day for at least two weeks to generate new business. First you need to decide how many shows a week you want to do. You probably want to do at least two shows per week, which means you’ll need to book at least three so two will hold. If all three hold, you’ll have a bonus show that week. Next decide when you want to hold shows.  Be specific and don’t just say anytime!

 If you have scheduled appointments, meetings, kids’ games, bowling, etc., you will not want to book shows on those days. Do you want to work only on Monday through Thursday? Do you want to work weekends? These are all questions you need to ask yourself.  Then, sit down with a calendar and write down all your obligations for the next 30 days. Put a star on all of the days that you want to hold shows. This gives you a plan when you begin making your calls.

Some of you may say, "Well, I came into this business to do only one show a week," or "I came into this to do it part-time." That's fine. This is your own business, but I believe that to really establish yourself in the very beginning, it is very important that you hold six shows in a three-to four-week period of time. If that has to be extended over just a couple of days, that's okay, but the closer you can make that time frame, the better off you will be.  Statistics clearly show that those Designers who start off strong have a greater level of long term success.

Here's why:

1. Practice, practice, practice.

The only way to get really good in this business is to practice, practice, practice. The more you do it, the better you get and the more comfortable you become. Usually, from these first six shows, you will have a couple that are going to be fantastic; a couple that are not going to work out so well; and a couple that will be average. So, after those first few weeks, you'll be able to look back and evaluate and feel very good about the entire experience.

This way, you will really get the hang of it and gain confidence, and with each show, you'll have something to compare to the last show -- what you liked, what you didn't, how you would do it differently. If you don't have another show scheduled for four weeks, and you go out and do a show that isn't the greatest, you're less likely to feel confident about getting on the phone to secure more bookings. So, get out there and get those six shows lined up in the beginning.

2. You will be able to recoup your investment, and have cash in your pocket.

That alone will make you feel good about yourself and the business. If, after doing those first shows, you decide it isn't for you, what have you lost? Absolutely nothing. You can walk away from the business, saying it was a very positive experience, it just wasn't for you.

3. You will get an influx of bookings to create your future business.

This gives you new business, and you can place those bookings wherever you want them in your calendar: one show a week, two shows a week or three shows a week.

4. You will be able to take advantage of the Smart Start Rewards Program and earn back the cost of your kit, earn free supplies, earn Award Certificates and more!

Getting those first six bookings dated

Sit down and make a list. When you're new, you're also very excited. So it's human nature to want to jump on the phone and call everybody you know, trying to explain everything about the business to them. But since you're so brand new, you don't know everything about the company, so the best thing for you to do is to sit down and make a list of everyone you can think of and put them in your Booking Lead Notebook or an Index Card Box….find a system that works for you!

Before inviting everyone to book a party consider the reasons why someone would be interested in hosting a party:

* They are asked to book a show.

* They want to receive FREE or deeply discounted items.

* They have FUN at the party they attend as a guest.

* They find it of VALUE to make the time to be there.

* They feel their FRIENDS will enjoy the products and the experience.

* They want to show off a new home, etc.

* They like YOU.

  When do you want to work?

* Decide how many times a week you can walk out the door to do a party.

* Block the days and times in your date book.

* Block pockets of time for hostess coaching and customer care. (more on those topics later!)

* Work when you are scheduled to work. If you don’t have a party then use that time for making phone calls for new bookings, finding fairs etc.

 Who are your booking prospects?

Your goal is to expand your business into different “circles of influence.”

There are five different areas that you know people:

1. All the places you've ever lived, i.e., current neighbors, past neighbors, acquaintances, people in the communities, landlords, the realtor who sold you your home, or from whom you purchased a home, etc.

2. All the places you've ever worked, i.e., co-workers, associates, past bosses, past employees, employees of other firms with whom you did business, your spouses, etc.

3. All the places you've ever gone to school, i.e., grade school, middle school, high school, college; friends from classes or seminars you've attended, i.e., swimming, yoga, scrapbooking, cake decorating, etc.; past teachers, past administrators, etc.

4. Friends and Family. First, make a list of all your friends…I mean everyone! Don't prejudge a friend thinking she may not be interested in your products? Write down everyone’s name even if it has been a while since you have seen them. Next make a list of all your relatives. This is your family so don’t forget to include mother, sisters, aunts, grandmothers, cousins, etc. Now what about your in-laws? If you don’t know everyone call your mother-in-law and ask for her help. Don’t forget the Ex’s family. Chances are, you are still close to a few of them and if you ask they’d be willing to help! If you’re not married but have a significant other, don’t forget his family. This is the category that is the easiest to think of but, ironically, these are the people who will come through for you the least. So, when your life-long best friends or cousins decide not to have a show for you, get over it and move on to the next one. We find that those who make the best hostesses are your second and third level of friends, i.e., the people you don't see often but are on your Christmas card list.

5. Organizations, and committees and affiliations. This could be comprised of acquaintances or members of your church; recreational activities, such as bowling and/or softball leagues; the gym where you work out, i.e., Curves, fitness centers, YMCA; children's sports activities, i.e., soccer, Little League, dance, gymnastics, etc.; committees or groups you've belonged to, i.e., scouts, political affiliations, ladies' groups; organizations like the Jaycees, play groups, or women's business groups. This includes moms from the school your child attends or from the teams or after school activities they are involved in. This group includes people you know from work, past jobs, school, your favorite bank teller, your favorite cashier at the store, your favorite waitress at the restaurant you frequent.

Once you have completed your list prioritize them A, B, and C. A’s are most likely to book a show, B’s maybe, and C’s least likely.  You’ll begin by calling your C’s first for practice. When they say “yes” you’ll be thrilled, when they say “no” you won’t be surprised. Work your way through the C’s, then the B’s, and finally the A’s. Before visiting with friends and making calls put together an open date sheet with all the days you are available for the next 3-4 weeks.

Once you’ve really racked your brain for names, you should have at least 50 names on your list. If you don’t…remember: keep thinking and don’t eliminate anyone!  Now that you have your list in place, it’s time to begin making your phone calls.  Because most of us get overwhelmed when we think of sitting down and making calls, I suggest that you call about 5 a day.  When you first start your business you may want to contact a minimum of 5 a day until you get at least 6 bookings in your date book.

On Day One, list the names and phone numbers of your first five prospects. Pick a time that’s good for both you and the person you are calling. Sometimes it’s easier to make calls while making dinner (face it, most of the time we’re on the phone anyway) or right after dinner, but not too late in the evening. You can also make calls during the day to those you know will be home. Remember, your goal is to make contact with that person so it doesn’t count if you try to call when you know she is at work! When you are making your calls, have your calendar or “Open Date Sheet” ready with a list of dates you can work in the next 3-4 weeks, and also a “Special Hostess Bonus” you are offering. Remember, your goal is to have 50 names on your initial list which will be “5 Calls a Day” for 10 days.

When making your calls, your goal is to get a personal invitation to show the product in person, and from there secure a date in your one-month period of time.

For those first shows, it's important to open several chains of business through people from as many different of the above categories as possible. That way, you will be exposed to many different circles and areas, which makes for a healthy and diversified start to your new business.

Once you get your six bookings dated, you will continue to refer back to your original list in your booking lead notebook for ongoing bookings. Once you begin your business you may wish to start searching for craft fair, festivals etc where you can set up your kit and invite many new circles of customers to have a show.

Getting on the Phone: What To Say

Create Interest in Home & Garden Party

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.  Sample verbiage:

"Hi Mary, this is Deb. Is this a Good time to talk? The reason I am calling you is because I've just started an exciting new business with Home and Garden Party. Have you ever heard of it? We offer fabulous and affordable items such as Candles, Jewelry, Food, Framed Art, Pottery and so much more!  I know how much you love to burn candles (or decorate etc.) and I thought of you right away!  And Mary, I'm in a contest during my first 50 days and am looking to book 6 parties. I'm giving away $20 in free items for the first 6 Hostesses that help me to get started in my business and I chose you.  I wanted to call you right away and see if you would be interested.  Could we get together so you could see our catalog?"

FYI, the $20 in free merchandise is an $18.50 booking credit which costs you $5.00 plus the additional $1.50.  It is a small investment to get your business rolling and to get those additional bookings to keep your business building!

See the People

Even if they ask: "What is it?" "What else do you have?" "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 products and catalog 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 our current catalog. Get her excited, and let her know that you could get her some of these products for free and ½ price, 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. When she says “Yes” then give her a choice of your first two available dates that are within the same week. After she makes her selection you'll begin hostess coaching....more on that later!

Phone Conversations - 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?

What to say…

To those on your talk to list...

“Hi Jan. This is _______ with Home & Garden Party.  Do you have a couple of minutes?”

Always begin by qualifying the time of the person you call. Then explain why you are calling. Here are some sample scenarios:

“I’m introducing my H&GP business in your area and I’d really appreciate your help. I’m booking parties for the next 3 weeks. I do several types of parties like ‘girls night out’ parties, daytime parties for moms who are home with kids and parties Sunday afternoon after church. Which of those would work best for you?”

If the person says, “No,” ask, “No, like never or this just isn’t a good time?” If it’s not a good time, find out when you should follow up. If the answer is “Never,” ask for referrals.

As you are calling the people on your list, if they say “No” to the proposal of hosting a show, then make sure you ask them two questions. The first question is “May I put you on my Maybe Later List?” This is asking for her permission to call her back at a later date. The second question to ask before you hang up is, “Who do you know that is fun, outgoing and loves to have parties to earn free things?” If the prospect isn’t interested, chances are that she knows someone who is, so make sure you are asking for referrals!

“Does anyone come to mind who _____________. I’d be happy to give you a gift for referring me.” 

"It is an exciting time to have a show because of _______________, (i.e. I’m just starting my business, H&GP is offering this unbelievable promotion this month, the release of the new catalog etc) and I especially thought of you and wanted to give you opportunity to host one of my first  shows to help me to start my business. I also wanted to give you the chance to take advantage of a fabulous promotion that is only being offered this month (and then share our current promotion offered by H&GP or one that you create.)   I am doing ‘Girls night out’ shows in the evening, daytime shows for stay-at-home moms, fun summer parties, and Sunday afternoon ‘escape football season’ shows. We can even invite friends to get together to watch a baseball game, Deal or No Deal, American Idol etc and have a mini party presentation. Which would work better for you?”

To a Referral...

“Jane gave me your name. Did she mention I’d be calling?”

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.

A word about feeling “pushy”...

Some Designers are very uncomfortable with picking up the phone to make contacts. Any successful Designer  can tell you just how IMPORTANT these calls are. To avoid feeling like a telemarketer, remember these two simple tips:

1. Qualify the time of the person you are calling. This means simply asking if it is a good time to talk. A telemarketer doesn't care if it's a good time! The simple act of asking the question helps to set you apart in their mind because they know you respect their time. If they say “No,” ask them when you should call back!!! Many times you will hear, “Call me back in 10 minutes.” Just because they're busy at that moment doesn't mean you need to wait a day or a week to call back.

2. Ask them when they'd like you to follow up with them. If they are not sure, you can suggest a timeframe. If you have permission to call them again, you're hardly acting like a telemarketer and you know they will be receptive when you call back. If they say they'll call you, tell them that’s fine.  Then let them know that you know how busy people get and you’d like there permission to touch base with them if you don’t hear from them. Most people are perfectly fine with that!

Keep track of your contacts. Make at least five contacts each day when you are a new designer. If you get behind, make more contacts the following day until you get caught up.

This is a fantastic opportunity to fine-tune your listening skills and build your business. Make a commitment to call at least 5 people per day until you have at least 6 bookings! Then, make it a practice to make at least two contacts per day to grow your business. By doing so, you will become an excellent prospector, earn significant income and find lots of people who need your services.

Continue to build your business while out and about your daily routine...

Practice starting conversations with…People you meet in your daily routine; bank tellers, hair salons, nails, dentist’s office, doctor’s  office, post office, grocery store, Library, office supply store, restaurants, etc.  HINT: Be prepared and be sure to carry literature in your vehicle!

Hold a Grand Opening Party

Whether someone does your grand opening party or you do it yourself, it's very important that  you do your own party 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 grand opening if you have several pockets of friends, or to catch those people who weren't able to attend the first one.