Bountiful Bookings Carolynn Wain Hey everybody! I am so excited to be here. And I am so grateful to Norwex for giving me the opportunity to share on this topic because I gotta tell ya, Carolynn Wain

And so does your hostess. The Hard Truth Human nature dictates that every thing I do, I do because of what’s in it for me... And so does your hostess. It feels good to help people She will be appreciated for it It’s a FUN experience She will receive FREE products Truth #1… (click) Human nature dictates that every thing I do, I do because there’s something in it for me… and so does your hostess. Now this isn’t as selfish as it may sound. What’s in it for her includes… (click) It feels good to help people (click) She will be appreciated for it (click) It’s a fun experience (click) She will receive FREE products It’s your job as a consultant to be sure that your hostess is aware of everything that is in it for her! Take a look at your demo, and find areas where you can sprinkle these seeds. You don’t even have to come right out and say it. Perhaps you were a hostess yourself, and you can share how good it felt to help your friends change their lifestyles to a healthier easier way of life. Now if you really want to excel with bookings, we need to face another hard truth. (click)

Make a Decision When you decide that you want to do more, you will find that more will be added to your plate. If you want to book more parties, you have to really DECIDE to do more parties. (click) This is as much a practical matter as it is an energetic one. By creating space in your calendar for parties, the parties will come to fill it. Plus, the more dates your client has to choose from, the easier it will be for her to book a party soon, and the sooner her party is, the less likely she is to cancel. Next, we need to look at our mindset. (click)

Cultivate Ideas Be booking focused Always be on the lookout for a new twist Ask around Are you looking for bookings? What is your mindset when you enter your party? Are you thinking about the kid’s soccer practice? Your bills? Your newest team crisis? (click) Be booking focused! If your head isn’t in the game, you won’t win! Be sure that when you enter your party, you have your booking hat on. If a client is oohing and aahing about the mop, let her know that she can get it free or at least get a huge discount off of it simply by hosting a party. If her order is very small, maybe money is an issue. Remind her that she can get $100’s free simply by hosting a party. Be sure every client knows that with Norwex free, is free, is free. Your hostess may have held parties with other companies and found herself having to pay for taxes, shipping or only receiving discounted items! We have an awesome hostess program!!!! (click) Always be on the lookout for a new twist. When you’re out shoppings, visiting friends or watching TV… if you’ve been thinking about bookings, you’ll be amazed what will jump out at you that you could use as a tool or idea to book more parties. I’ll share some of mine at the end of this call. Just remember, keep bookings in the back of your mind. (click) Ask around. Who do you know in this business who is doing very well? Ask your leader about what’s been working for her. Ask your teammates at team meetings, start adding norwex consultants on your facebook account, and be willing to ask!, attend head office training events and meetings and ask your fellow consultants. The more we share, the more successful we will all become! This is a relationship business after all. Perhaps the best advice I can give you, if you’re really struggling to fill your calendar is this… (click)

Pull out all the Stops Decide what you’re comfortable with, and then do more! Pull out all the stops!!! And by that I mean, don’t just take one idea you learn and implement it, take several. Booking lots of parties is like any other thing in life… (click) The best way to improve is to expand your comfort zone! So decide which ideas you’re comfortable with, and then do more! I don’t offer one incentive for booking a party… I offer a few. And some that wouldn’t even stand out as booking incentives, such as draws for prizes for guests. When they see that their friends will have a chance at winning something just for attending, that’s fun, and makes your hostess feel good about inviting people over. The more there is in it for her, the more likely your guest is to book a party with you! And always, always, always, ask every guest in attendance if she’s given any thought to hosting a party herself. I can’t stress the importance of this enough. If you aren’t asking, you aren’t doing your best for your hostess. Not only does your business depend on it, her hostess gifts depend on it. And if you stop asking once you have one booking, your remaining guests or guest may wonder what you didn’t like about her that you didn’t ask her to host a party! (take a deep breath) count to three OK, I’d like to preface this next part of the call by stipulating that all of the extras that I give to my hostess come from me. The suggestions I’m about to offer are not part of the regular Norwex hosting program, and if you offer them, you are responsible for incurring any costs associated with proving them. So now let’s talk about… (click)

Here’s What’s Worked for Me Booking basket Discount days Irresistible offer Special service Hostess draws Let her be the booking What’s worked for me… I’ve done (click) A booking basket. I always have a special basket of goodies (usually product I received from shopping sprees and incentives) for anybody who books a party to choose one extra gift on the spot. I also give every hostess who books a basic package to take home with her. I explain that this is an advance on hostess gifts that she will earn at her party… I’m just giving it to her now instead of making her wait. This also serves to reduce cancellations! (click) I offer discount days. If my guest books a party within the next 3 weeks, she’ll get a discount off of one item tonight! The sooner the date, the bigger the discount! I even have a special calendar I use that has the discounts listed. This way, she picks a date sooner (sometimes in as little as 4 days!) which means she is less likely to cancel, and I do more parties every month… even if my calendar isn’t full at the beginning of the month. (click) Give your client an irresistible offer if she sets a date immediately. I particularly like this one for telephone bookings. My favourite for this is to double her hostess discount portion of the hostess gifts. (click) What can you do for your hostess that will be a special service to thank her for hosting a party with you? I personally arrive an extra 20 minutes to half hour early and clean her entire oven… spotless! I have to tell you, that when I started offering this, my bookings went through the roof, and so did my rapport with my hostess. I always feel so grateful toher for inviting me into her home, and this has been such a wonderful way to thank her. And let’s face it, cleaning an oven with our oven cleaner is easy! And I’ve yet to meet a hostess who wasn’t absolutely tickled that I would do it for her! I even had one book a second party after her Thanksgiving dinner overflowed in the oven… and the second one had twice the sales of the first! (click) Consider creating a special draw that only hostesses can enter. I especially like this incentive for trade shows and sales. I’ll let customers know that I’m having a draw for a shopping spree, and only customers who book a party at this trade show will be entered. I ask them if they’d like to fill in a ballot, and when I call to follow up, if we’re able to set a date, their name will go into the draw. This way, she doesn’t feel a great deal of pressure to take time and pick a date at the trade show, and I have an invitation to call her and set a date. And finally, at the party, if I’ve done everything I possibly can to get a booking for my hostess, and asked every individual in attendance to book a party, and there’s STILL no booking…. I will ask my hostess if she knows anybody who didn’t make it who would book a party, or if she’d like to book another party for the guests who couldn’t make it, and if not, I ask her if she feels she can collect 5 orders in the next 6 weeks. If she’s willing, she can book a catalogue party, and still receive all of her hostess gifts.

Q & A