Bookings

Bookings are the LIFELINE of any direct sales business.

Without them, your business will fizzle and fade away into the sunset.

On this page, you will find some different items to read, games to play, and other

booking techniques that will save you TIME and headaches.  AND hopefully,

they'll bring you BOOKING SUCCESS to make your business GROW!

 

CLICK HERE TO DISCOVER

BOOKING TOOLS

A-B-C's of Bookings

Getting Bookings At A Home Show

 

Where to Look For Bookings

18 Holes to Booking Success

 

Calculate This

Booking Idea

 

A-B-C’S OF BOOKING

-A- Ask everyone, never prejudge.

-B- Block off the days you want to work, then book the first 2 weeks of the month.  Believe in yourself, your products, and the company.

-C- Carry a basket … everywhere you go!

-D- Don’t give up!  A no is not always a no … sometimes it’s just ‘not right now’.

-E- Enjoy what you do.  Entertain those who attend your shows.  Entice them upcoming specials so they will want to have a show to get them.  Everyone should be a hostess at least once!

-F- Fundraisers, fairs, family events

-G- Goals.  Set yearly, monthly, weekly and even daily simple goals.  I want to sell 3 cake baskets tonight and DO IT!

-H- Home Shows!

-I- Identify with customer’s objectives.  Give them ideas for alternative shows, like shows on the go, express shows, tailgate party, poolside, ball field, library, restaurant, inc.

-J- Join local clubs and organizations to meet new people.

-K- Keep a “hit list” of those who “owe” you a show on monthly sheets and a recall later list.

-L- Love what you do!  LAUGH! and LIVE! Longaberger®.

-M- Monthly mailings to hostesses and customers … must do a follow up!

-N- Newsletter asking for shows, let your customers know you are working toward a goal and you need them to help you by doing a show.

-O- Open House

-P- Product knowledge, read everything!  (Subscribe to Vonda’s Vine!)

-Q- Quotation (means every day!) work at the booking part of your business each and every day, even if it is just something small.

-R- Re-book your hostess … next month, next year, next week!

-S- Sell the hostess program (and YOURSELF!)

-T- Talk to Twenty Form

-U- Use the phone!  (Imagine, Believe, Achieve those bookings!)

-V- VIP Basket & Program.  Keep that in your mind’s eye—VISUALIZE you walking across the stage to get your VIP basket!

-W- Wish List!  Always stamp with your name/number.  Have a wealth of knowledge about the products.  Watch those attending your shows … see who wants to have a show and maybe needs some Longaberger® to do it.  Weave your story into your presentation along with the company’s history.  Make them want it.

-X- eXamine your presentation.  Are you asking three times for the booking?  Once in the beginning, once in the middle, and again at closing!

-Y- You, YOURself hold the future of your business in your hands!  It’s what you want to make it.

-Z- beeZany .. Bee full of Zeal and Zest … and ZUST do it!

RETURN TO TOP

Getting Bookings At A Home Show

 

*After thanking the Hostess, welcoming the guest and the introduction of myself then it is time for an ICE BREAKER which consist of any LEFT/RIGHT game passing the 3 booking basket with a little reward in each basket. The last person holding the basket keeps the reward. While passing  the baskets out to the guest to play the game is a time to give the pitch they are limited to hostess with 2 bookings. Then after playing the game another pitch for bookings for the hostess which she can freely make a choice and I can not.


*Miniature baskets retire periodically therefore becoming collectibles and increase in value on the secondary market. Introduce them as friendship baskets, because it is up to the Happy Hostess's friends whether or not she get one. The hostess can remember this basket because you her friend gave her the chance to select one.


*Because they are a miniature--do not minimize their usage. They are the right basket for that special spot. (Give Examples)


*Did you ever go to Penney's and have the clerk tell you that if your friends buy $250 in merchandise, you get $31 of free merchandise, and one item at half price off anything in the store. Well it never happened to me at Penney's but my consultant offered that to me every day--and now I am a consultant and can offer this sale to my customers. If you don't see what you want on sale this month, you can get it on sale when you host your own show.


*You might ask yourself, "How can I have these deals?"


*Very easy-Book a show from your friend now. This opportunity offers many rewards. First you helped your friend by giving her a choice of the three baskets or votives and you have taken your first step toward having your friends over for a fun time and adding to your collection.
*Have you heard of equal opportunity. You will assume the role of hostess and you can ask friends to book from you thus giving you the choice of selecting on of these precious baskets which is not available to anyone except the hostess. Remember the phrase, "What goes around, comes around."


*We are aware of psychology being present in all situations. A customer hands you her order form, you say, "Would you hold a show?" Then look down at the customers order and figure out the price total, do not say another word. The silent treatment works and they usually book a show. Remember the way to be heard and win a debate is listening and soft tones.


*When the guest answer you, always answer back with a question. Keep the dialogue open. Guest states, "Oh I am too busy."   Reply to her, "What are you too busy doing?" Carry on from there. Never close the door on the conversation. Put the ball in her park.


*Our booking baskets has followed the herb family. February 28, 2001 our little Oregano basket will retire. Oregano covers the hillsides and scents the summer air in Greece. Even in ancient Egypt Oregano's power to heal was well known. We bid farewell to Oregano.
 

*Beginning March 1, 2001 we will introduce a new herb mini basket. This herb is known throughout history and on many continents for its power of longevity. The Chinese would trade three chest of china tea for just on leaf. Its name means to be in good health, to cure, to save, reflect its benevolent reputation. To the Romans it was a sacred herb gathered with ceremony. The appointed person would make sacrifices of bread and wine, wear a white tunic and approach well washed and with bare feet. As a chef once wrote: "In the grand opera of cooking, this herb represents an easily-offended and capricious prima Dona. It likes to have the stage almost to itself." It is valuable , however as an aid to digesting fatty foods.


*May I present our newest member to the booking collection, "The Sage Booking Basket."


Nancy Kozbiel  January 27, 2001

 

RETURN TO TOP

 

Some ideas of where to look for bookings:


Outside of the home show:
**Set up a booth at a variety of places.
**Take classes to meet new faces
**Set up a small display at different businesses

Inside of the home show:
**Show the monetary advantages of being a Hostess
**Get the group thinking about Hostess Benefits at the beginning of the the show.

Show Tips:
**Book your shows close on your calendar.
**Ask every guest if they would like to schedule a home show.
**Make hostess packets look festive and attractive.
**Have hostess packets with you.
**Ask your hostess if they would like to receive booking credit by hosting another home show in 3-6 months.

 

 from Melissa.
 

RETURN TO TOP

 

 

18 Holes to Booking Success

 

(Outside of the Home Show)

 

1.  MAILINGS AND FOLLOW-UP

 

Thank you notes to guests (following attending a show, include business card magnets).

 

Phone Calls (someone who purchased a large amount of product, expressed a great deal of interest in your business - asked lots of questions, smiled at you during your presentation).

 

Ask current customers for REFERRALS (in person, in monthly newsletters).

 

Mailing Lists (send current flyers/Wish Lists, occasionally send postcards out - Customer can check appropriate mark if interested in hosting a show - this will also help eliminate those who don't wish to stay on the mailing list and may een bring in a new recruit when customer checks these appropriate blanks also printed on the postcard.)

 

2.  SHOP WITH ME / EMAILS

 

Excitement when looking at your web page may mean an unexpected cyber show, or even home show.

 

3.  COMMUNITY EXPOSURE

 

Craft Fairs / Business Fairs

 

Subtle Advertising in Businesses (Leave a couple of baskets in a business - Ex: Bed & Breakfast, make sure to leave a bsuiness card basket basket filled with your business cards)

 

Leave Business Cards Everywhere (Ex: Fish Bowls for free lunches)

 

Welcome Wagon (put a flyer or "teaser" coupon)

 

Volunteer Presentations (Kiwanis Clubs, Women's Groups, etc.)

 

Carry a Basket (or wear basket related jewelry or clothing, make sure you are carrying extra flyers, Wish Lists and business cards with you and/or in your car.)

 

Plan a Bus Trip

 

Advertise Outside Your House (Ex: Basket sleeve, Basket-related flag, etc.)

 

4.  NEWSPAPER / OTHER WRITTEN ADVERTISING 

 

Weekly "reminder", special publications (Ex: Homemakers School "newspaper"), Bulletin Boards, Alumni Newsletter, Sports & Musical /Play programs.

 

5.  EXCITE YOUR SPOUSE / FAMILY

 

They can be your best advertisements.  (Put baskets in their offices, purchase clothing for them.)

 

6.  GIVE LONGABERGER PRODUCTS AS GIFTS

 

You can turn someone into a future collector, hostess or even consultant.

 

7.  OPEN HOUSES / HOSTESS APPRECIATIONS

 

When they see your home beautifully decorated with Longaberger products, they will want to have a show of their own and receive more merchandise at a discount.

 

8.  OFFER LONGABERGER PRODUCTS TO REALTORS / CORPORATE GIFTS FOR THEIR EMPLOYEES

 

Offer to wrap and include a business card (or current flyer) in each purchase.

 

9.  OFFER BRIDAL REGISTRY

 

10.  ADVERTISE ON YOUR MESSAGE ON YOUR ANSWERING MACHINE

 

11.  USE YOUR RETURN ADDRESS LABEL / STAMP ON CORRESPONDENCE

 

You can use these on your bills as well as your personal correspondence, go ahead and include a business card.

 

12.  MENTION YOUR BUSINESS IN CHRISTMAS CARD LETTERS.

 

13.  USE OPPORTUNITIES TO TALK ABOUT YOUR BUSINESS

 

Ex:  Bank, Post Office, Beauty Shop ...

 

14.  ALWAYS PORTRAY A FRIENDLY IMAGE IN PUBLIC

 

15.  DONATE PRODUCTS AS DOOR PRIZES

 

Ask that your business cards be displayed beside the item you donated.

 

16.  OFFER YOUR HOME ...

 

For a group meeting, "parade of homes", or fundraiser location

 

17.  PROVIDE FUNDRAISING OPPORTUNITIES FOR VARIOUS GROUPS

 

18.  BRING YOUR DISH IN LONGABERGER STYLE

 

To your church potluck, picnic, get-together with friends ...

 

Created by Michelle Hjelle, BA

 

RETURN TO TOP

 

 

Calculate This Booking Idea

I found this on my directorship website, thought it was a great idea. 

We received this clever idea through our advisor loop, giving credit to Jodi in IL:

Wal-Mart had calculators in lots of different colors for only $1.00. Put them in little clear party bags, and include a card with this little verse. Fill a basket and pass out at your shows to people booking shows. They look so cute, and were so simple to do!

No matter how you FIGURE it, being a Longaberger Hostess ADDS up to some terrific savings! The FORMULA to a successful show is truly easy. Simply invite your family and friends for an evening of fun and relaxation, and I will do the rest. As your sales ADD up, you can watch your benefits MULTIPLY! Our fabulous hostess program allows you to earn the beautiful baskets that you love for half-price, or even free. You might even be able to SUBTRACT the shipping and handling charges. To SUM it all up, having a Longaberger show is a TOTAL blast!

Mindy
vettegrL20@aol.com


RETURN TO TOP

 

 

EVERYONE YOU MEET REPRESENTS A POSSIBLE SHOW!

 

1.    Start a potential Hostess register.

        a.)  List names of everyone you know in specific categories.

                (Each category on a separate page.)

 

                1)    Friends

                2)    Spouse's Friends

                3)    Children's Friends

                4)    Relatives

                5)    Business associates

                6)    Sports parents

                7)    Service acquaintances - grocery clerks, hair

                       stylist, doctor's office, vet, maintenance worker,

                       etc.

                8)    Church

                9)    Club Associates - PTA, Jr. League, Bunko, etc.

                10)  Neighbors

                11)  School

 

        b)    Continually add to your lists from your shows & create

               new ones - make sure you list reference source i.e.

               hostess name.

 

2.    Observe - Look for the following reactions from Show

       guests.

        a)  Went right to product display

        b)    Picked up a product

        c)    Looked longingly at Hostess only products

        d)    First to leaf through Wish List

        e)    Positive body language (nodding, leaning forward)

        f)    Other - (List here other signs you've noticed & you'll be

              able to pass these on to new recruits)

 

3.    Listen!

        a)    Comprehend what you hear!

        b)    Listen between the lines - Wow!  Hostesses get an

               item 1/2 price!

               This person wants to have a party!

               Listen to what isn't said.  A guest tries to order a

               miniature collection basket

        c)    Listen to guests before show to learn their expectations

        d)    Listen during Show to find guests HOT BUTTONS!

                1)    hostess only products

                2)    1/2 price item

                3)    hostess $

                4)    miniature collection

                5)    feature products

        e)    Zero in on benefits guests find most appealing

 

4.    Think creatively

        a)     Be fast & flexible.  Think on your feet through practice,

                review & staying up to date.

        b)    Present creative solutions to barriers.

        c)    Avoid stale or "pat" answers

        d)    Prepare by listing "Stoppers" and "Stopper Poppers"

               Example:  Stopper - My house is to small.  Stopper

               Popper - I can scale down the # of products I bring and

               we can use my basket tree which doesn't take up much

               space at all.  Besides I'm sure your friends will be 

               coming to see you.

        e)    Make the person feel their solution is being handled in a

               "special" way.

 

5.    Repeat Process Over & Over

        a)    Never stop asking

        b)    Practice, practice, practice

        c)    Increase confidence.

        d)    The more people you ask, the greater potential for a 

               yes!

 

6.    Create Fun, Entertaining & Educational Shows!

        a)    The better your Show, the more bookings you'll get

        b)    Good ideas come for sponsor, peers, guests and

               training materials - Your Success, Videos & Audios

               available on your supply order for, Skills for Success,

               etc. 

               Meetings - Branch, Regional, Directorship, Bee, etc.

 

Prepared by Gayle Schenck, BA

 

RETURN TO TOP

 

 

 

DEALING WITH BOOKING RELUCTANCE

The following are examples of interactions between prospective Hostesses and Consultants.  Which is most effective?

 

FIRST EXAMPLE

CONSULTANT:  Thank you very much for your order.  Have you ever hosted a Longaberger show?

GUEST:  No

CONSULTANT:  Have you ever hosted any other type of home show?

GUEST:  No

CONSULTANT:  Are you interested in doing a Longaberger show?

GUEST:  No, I'm really not interested.  How much should I write the check for?

 

SECOND EXAMPLE

CONSULTANT:  Mary, you've bought some very versatile baskets this evening.  I know you will enjoy them...HOW DO YOU FEEL about being a hostess for your own Longaberger show?  (ask probing, open-ended question)

GUEST:  Oh, I don't think I could!

CONSULTANT:  WHY DO YOU FEEL THAT WAY?  (another probe?)

GUEST:  I don't think I could get enough people to come.  (Objection A)

BOOKING

Bookings

Bookings are the LIFELINE of any direct sales business.

Without them, your business will fizzle and fade away into the sunset.

On this page, you will find some different items to read, games to play, and other

booking techniques that will save you TIME and headaches.  AND hopefully,

they'll bring you BOOKING SUCCESS to make your business GROW!

 

CLICK HERE TO DISCOVER

BOOKING TOOLS

A-B-C's of Bookings

Getting Bookings At A Home Show

 

Where to Look For Bookings

18 Holes to Booking Success

 

Calculate This

Booking Idea

 

A-B-C’S OF BOOKING

-A- Ask everyone, never prejudge.

-B- Block off the days you want to work, then book the first 2 weeks of the month.  Believe in yourself, your products, and the company.

-C- Carry a basket … everywhere you go!

-D- Don’t give up!  A no is not always a no … sometimes it’s just ‘not right now’.

-E- Enjoy what you do.  Entertain those who attend your shows.  Entice them upcoming specials so they will want to have a show to get them.  Everyone should be a hostess at least once!

-F- Fundraisers, fairs, family events

-G- Goals.  Set yearly, monthly, weekly and even daily simple goals.  I want to sell 3 cake baskets tonight and DO IT!

-H- Home Shows!

-I- Identify with customer’s objectives.  Give them ideas for alternative shows, like shows on the go, express shows, tailgate party, poolside, ball field, library, restaurant, inc.

-J- Join local clubs and organizations to meet new people.

-K- Keep a “hit list” of those who “owe” you a show on monthly sheets and a recall later list.

-L- Love what you do!  LAUGH! and LIVE! Longaberger®.

-M- Monthly mailings to hostesses and customers … must do a follow up!

-N- Newsletter asking for shows, let your customers know you are working toward a goal and you need them to help you by doing a show.

-O- Open House

-P- Product knowledge, read everything!  (Subscribe to Vonda’s Vine!)

-Q- Quotation (means every day!) work at the booking part of your business each and every day, even if it is just something small.

-R- Re-book your hostess … next month, next year, next week!

-S- Sell the hostess program (and YOURSELF!)

-T- Talk to Twenty Form

-U- Use the phone!  (Imagine, Believe, Achieve those bookings!)

-V- VIP Basket & Program.  Keep that in your mind’s eye—VISUALIZE you walking across the stage to get your VIP basket!

-W- Wish List!  Always stamp with your name/number.  Have a wealth of knowledge about the products.  Watch those attending your shows … see who wants to have a show and maybe needs some Longaberger® to do it.  Weave your story into your presentation along with the company’s history.  Make them want it.

-X- eXamine your presentation.  Are you asking three times for the booking?  Once in the beginning, once in the middle, and again at closing!

-Y- You, YOURself hold the future of your business in your hands!  It’s what you want to make it.

-Z- beeZany .. Bee full of Zeal and Zest … and ZUST do it!

RETURN TO TOP

Getting Bookings At A Home Show

 

*After thanking the Hostess, welcoming the guest and the introduction of myself then it is time for an ICE BREAKER which consist of any LEFT/RIGHT game passing the 3 booking basket with a little reward in each basket. The last person holding the basket keeps the reward. While passing  the baskets out to the guest to play the game is a time to give the pitch they are limited to hostess with 2 bookings. Then after playing the game another pitch for bookings for the hostess which she can freely make a choice and I can not.


*Miniature baskets retire periodically therefore becoming collectibles and increase in value on the secondary market. Introduce them as friendship baskets, because it is up to the Happy Hostess's friends whether or not she get one. The hostess can remember this basket because you her friend gave her the chance to select one.


*Because they are a miniature--do not minimize their usage. They are the right basket for that special spot. (Give Examples)


*Did you ever go to Penney's and have the clerk tell you that if your friends buy $250 in merchandise, you get $31 of free merchandise, and one item at half price off anything in the store. Well it never happened to me at Penney's but my consultant offered that to me every day--and now I am a consultant and can offer this sale to my customers. If you don't see what you want on sale this month, you can get it on sale when you host your own show.


*You might ask yourself, "How can I have these deals?"


*Very easy-Book a show from your friend now. This opportunity offers many rewards. First you helped your friend by giving her a choice of the three baskets or votives and you have taken your first step toward having your friends over for a fun time and adding to your collection.
*Have you heard of equal opportunity. You will assume the role of hostess and you can ask friends to book from you thus giving you the choice of selecting on of these precious baskets which is not available to anyone except the hostess. Remember the phrase, "What goes around, comes around."


*We are aware of psychology being present in all situations. A customer hands you her order form, you say, "Would you hold a show?" Then look down at the customers order and figure out the price total, do not say another word. The silent treatment works and they usually book a show. Remember the way to be heard and win a debate is listening and soft tones.


*When the guest answer you, always answer back with a question. Keep the dialogue open. Guest states, "Oh I am too busy."   Reply to her, "What are you too busy doing?" Carry on from there. Never close the door on the conversation. Put the ball in her park.


*Our booking baskets has followed the herb family. February 28, 2001 our little Oregano basket will retire. Oregano covers the hillsides and scents the summer air in Greece. Even in ancient Egypt Oregano's power to heal was well known. We bid farewell to Oregano.
 

*Beginning March 1, 2001 we will introduce a new herb mini basket. This herb is known throughout history and on many continents for its power of longevity. The Chinese would trade three chest of china tea for just on leaf. Its name means to be in good health, to cure, to save, reflect its benevolent reputation. To the Romans it was a sacred herb gathered with ceremony. The appointed person would make sacrifices of bread and wine, wear a white tunic and approach well washed and with bare feet. As a chef once wrote: "In the grand opera of cooking, this herb represents an easily-offended and capricious prima Dona. It likes to have the stage almost to itself." It is valuable , however as an aid to digesting fatty foods.


*May I present our newest member to the booking collection, "The Sage Booking Basket."


Nancy Kozbiel  January 27, 2001

 

RETURN TO TOP

 

Some ideas of where to look for bookings:


Outside of the home show:
**Set up a booth at a variety of places.
**Take classes to meet new faces
**Set up a small display at different businesses

Inside of the home show:
**Show the monetary advantages of being a Hostess
**Get the group thinking about Hostess Benefits at the beginning of the the show.

Show Tips:
**Book your shows close on your calendar.
**Ask every guest if they would like to schedule a home show.
**Make hostess packets look festive and attractive.
**Have hostess packets with you.
**Ask your hostess if they would like to receive booking credit by hosting another home show in 3-6 months.

 

 from Melissa.
 

RETURN TO TOP

 

 

18 Holes to Booking Success

 

(Outside of the Home Show)

 

1.  MAILINGS AND FOLLOW-UP

 

Thank you notes to guests (following attending a show, include business card magnets).

 

Phone Calls (someone who purchased a large amount of product, expressed a great deal of interest in your business - asked lots of questions, smiled at you during your presentation).

 

Ask current customers for REFERRALS (in person, in monthly newsletters).

 

Mailing Lists (send current flyers/Wish Lists, occasionally send postcards out - Customer can check appropriate mark if interested in hosting a show - this will also help eliminate those who don't wish to stay on the mailing list and may een bring in a new recruit when customer checks these appropriate blanks also printed on the postcard.)

 

2.  SHOP WITH ME / EMAILS

 

Excitement when looking at your web page may mean an unexpected cyber show, or even home show.

 

3.  COMMUNITY EXPOSURE

 

Craft Fairs / Business Fairs

 

Subtle Advertising in Businesses (Leave a couple of baskets in a business - Ex: Bed & Breakfast, make sure to leave a bsuiness card basket basket filled with your business cards)

 

Leave Business Cards Everywhere (Ex: Fish Bowls for free lunches)

 

Welcome Wagon (put a flyer or "teaser" coupon)

 

Volunteer Presentations (Kiwanis Clubs, Women's Groups, etc.)

 

Carry a Basket (or wear basket related jewelry or clothing, make sure you are carrying extra flyers, Wish Lists and business cards with you and/or in your car.)

 

Plan a Bus Trip

 

Advertise Outside Your House (Ex: Basket sleeve, Basket-related flag, etc.)

 

4.  NEWSPAPER / OTHER WRITTEN ADVERTISING 

 

Weekly "reminder", special publications (Ex: Homemakers School "newspaper"), Bulletin Boards, Alumni Newsletter, Sports & Musical /Play programs.

 

5.  EXCITE YOUR SPOUSE / FAMILY

 

They can be your best advertisements.  (Put baskets in their offices, purchase clothing for them.)

 

6.  GIVE LONGABERGER PRODUCTS AS GIFTS

 

You can turn someone into a future collector, hostess or even consultant.

 

7.  OPEN HOUSES / HOSTESS APPRECIATIONS

 

When they see your home beautifully decorated with Longaberger products, they will want to have a show of their own and receive more merchandise at a discount.

 

8.  OFFER LONGABERGER PRODUCTS TO REALTORS / CORPORATE GIFTS FOR THEIR EMPLOYEES

 

Offer to wrap and include a business card (or current flyer) in each purchase.

 

9.  OFFER BRIDAL REGISTRY

 

10.  ADVERTISE ON YOUR MESSAGE ON YOUR ANSWERING MACHINE

 

11.  USE YOUR RETURN ADDRESS LABEL / STAMP ON CORRESPONDENCE

 

You can use these on your bills as well as your personal correspondence, go ahead and include a business card.

 

12.  MENTION YOUR BUSINESS IN CHRISTMAS CARD LETTERS.

 

13.  USE OPPORTUNITIES TO TALK ABOUT YOUR BUSINESS

 

Ex:  Bank, Post Office, Beauty Shop ...

 

14.  ALWAYS PORTRAY A FRIENDLY IMAGE IN PUBLIC

 

15.  DONATE PRODUCTS AS DOOR PRIZES

 

Ask that your business cards be displayed beside the item you donated.

 

16.  OFFER YOUR HOME ...

 

For a group meeting, "parade of homes", or fundraiser location

 

17.  PROVIDE FUNDRAISING OPPORTUNITIES FOR VARIOUS GROUPS

 

18.  BRING YOUR DISH IN LONGABERGER STYLE

 

To your church potluck, picnic, get-together with friends ...

 

Created by Michelle Hjelle, BA

 

RETURN TO TOP

 

 

Calculate This Booking Idea

I found this on my directorship website, thought it was a great idea. 

We received this clever idea through our advisor loop, giving credit to Jodi in IL:

Wal-Mart had calculators in lots of different colors for only $1.00. Put them in little clear party bags, and include a card with this little verse. Fill a basket and pass out at your shows to people booking shows. They look so cute, and were so simple to do!

No matter how you FIGURE it, being a Longaberger Hostess ADDS up to some terrific savings! The FORMULA to a successful show is truly easy. Simply invite your family and friends for an evening of fun and relaxation, and I will do the rest. As your sales ADD up, you can watch your benefits MULTIPLY! Our fabulous hostess program allows you to earn the beautiful baskets that you love for half-price, or even free. You might even be able to SUBTRACT the shipping and handling charges. To SUM it all up, having a Longaberger show is a TOTAL blast!

Mindy
vettegrL20@aol.com


RETURN TO TOP

 

 

EVERYONE YOU MEET REPRESENTS A POSSIBLE SHOW!

 

1.    Start a potential Hostess register.

        a.)  List names of everyone you know in specific categories.

                (Each category on a separate page.)

 

                1)    Friends

                2)    Spouse's Friends

                3)    Children's Friends

                4)    Relatives

                5)    Business associates

                6)    Sports parents

                7)    Service acquaintances - grocery clerks, hair

                       stylist, doctor's office, vet, maintenance worker,

                       etc.

                8)    Church

                9)    Club Associates - PTA, Jr. League, Bunko, etc.

                10)  Neighbors

                11)  School

 

        b)    Continually add to your lists from your shows & create

               new ones - make sure you list reference source i.e.

               hostess name.

 

2.    Observe - Look for the following reactions from Show

       guests.

        a)  Went right to product display

        b)    Picked up a product

        c)    Looked longingly at Hostess only products

        d)    First to leaf through Wish List

        e)    Positive body language (nodding, leaning forward)

        f)    Other - (List here other signs you've noticed & you'll be

              able to pass these on to new recruits)

 

3.    Listen!

        a)    Comprehend what you hear!

        b)    Listen between the lines - Wow!  Hostesses get an

               item 1/2 price!

               This person wants to have a party!

               Listen to what isn't said.  A guest tries to order a

               miniature collection basket

        c)    Listen to guests before show to learn their expectations

        d)    Listen during Show to find guests HOT BUTTONS!

                1)    hostess only products

                2)    1/2 price item

                3)    hostess $

                4)    miniature collection

                5)    feature products

        e)    Zero in on benefits guests find most appealing

 

4.    Think creatively

        a)     Be fast & flexible.  Think on your feet through practice,

                review & staying up to date.

        b)    Present creative solutions to barriers.

        c)    Avoid stale or "pat" answers

        d)    Prepare by listing "Stoppers" and "Stopper Poppers"

               Example:  Stopper - My house is to small.  Stopper

               Popper - I can scale down the # of products I bring and

               we can use my basket tree which doesn't take up much

               space at all.  Besides I'm sure your friends will be 

               coming to see you.

        e)    Make the person feel their solution is being handled in a

               "special" way.

 

5.    Repeat Process Over & Over

        a)    Never stop asking

        b)    Practice, practice, practice

        c)    Increase confidence.

        d)    The more people you ask, the greater potential for a 

               yes!

 

6.    Create Fun, Entertaining & Educational Shows!

        a)    The better your Show, the more bookings you'll get

        b)    Good ideas come for sponsor, peers, guests and

               training materials - Your Success, Videos & Audios

               available on your supply order for, Skills for Success,

               etc. 

               Meetings - Branch, Regional, Directorship, Bee, etc.

 

Prepared by Gayle Schenck, BA

 

RETURN TO TOP

 

 

 

DEALING WITH BOOKING RELUCTANCE

The following are examples of interactions between prospective Hostesses and Consultants.  Which is most effective?

 

FIRST EXAMPLE

CONSULTANT:  Thank you very much for your order.  Have you ever hosted a Longaberger show?

GUEST:  No

CONSULTANT:  Have you ever hosted any other type of home show?

GUEST:  No

CONSULTANT:  Are you interested in doing a Longaberger show?

GUEST:  No, I'm really not interested.  How much should I write the check for?

 

SECOND EXAMPLE

CONSULTANT:  Mary, you've bought some very versatile baskets this evening.  I know you will enjoy them...HOW DO YOU FEEL about being a hostess for your own Longaberger show?  (ask probing, open-ended question)

GUEST:  Oh, I don't think I could!

CONSULTANT:  WHY DO YOU FEEL THAT WAY?  (another probe?)

GUEST:  I don't think I could get enough people to come.  (Objection A)

CONSULTANT:  Well, Mary, that is a common concern.  Actually you'll be surprised how easy it is.  In fact, your list will have more names than can be invited to one show.  It usually takes 20-25 invitations to have a successful show with 7-10 guests.  Plus, you're very likely to have some people who can't come to the show ask for a catalog and place an order with you.  Will you be willing to meet with me so I can help you make up a list of friends, neighbors, work associates, and relatives you could invite?  (Trial close)

GUEST:  Marcella, that would be helpful, but I'm really busy now and I don't know when I would be able to host a show.  (Objection B)

CONSULTANT:  This seems to be a busy time for a lot of people with the holidays approaching, work, and the children's busy school schedules.  When do you think would be a better time for you?

GUEST:  I don't know.

CONSULTANT:  Let me make a suggestion.  The specials for "Easter" will be introduced beginning January 1st.  At that time there is a "Hostess Special" where a hostess will be able to purchase an item at 1/2 price for every $100 in orders up to a maximum of 3 items (or whatever the current specials are!!).  That will give us a lot of time to put your list together and the benefits to you as a hostess are excellent.  How does that sound to you?  (Trial close)

GUEST:  You mean if I host a show .... (reiterates the specials back)

CONSULTANT:  Yes!  That's right.  Can I schedule you for a show in {month}?  (close)

GUEST:  Let's go ahead and schedule a show for the last Thursday of the month.

CONSULTANT:  Great!  We'll do it on (date).  Will 7 p.m. be a good time to start the show?

GUEST:  7 will be fine.  I'm excited ... I think this will be fun!

 

Asking open-ended, probing questions can result in more bookings with enthusiastic hostesses!!

by Marcella Armstrong and or Gayle Schenk

 

RETURN TO TOP

HOW TO INCREASE BOOKINGS AND SHOWS

(There's a wealth of business out there waiting for you!)

Bookings are the culmination of everything you do in your basket business.  A number of things can affect bookings too:  your personality, your appearance, your product, your knowledge about your product, your body language, your display, your "togetherness", your presentation, your enthusiasm and your facial expressions.  In other words, you're the key.  Bookings are your future.  We either have them or we're not in business.

How do I get more bookings?  A few possibilities ...

1.  Do you have all the tools you  need for booking shows?

    *  Do you have Hostess baskets?

    *  Do you have a variety of baskets to show?

    *  Do you vary your show presentations?

    *  Do you give a sneak preview of the next promotional product?

 

2.  Is your calendar visible at shows?

    *  Do you create the right atmosphere?

    *  Do you ask everyone if they'd like to host a show?

    *  Do you schedule them right then when they say yes?

 

3.  Do you carry hostess packets with you?

    *  Are they visible at every show?

    *  Does it look neat, professional and eye-catching?

    *  Do you make them up ahead of time so you are always prepared?

 

4.  Do you have a method of keeping track of all leads?

    *  Know who wants to have a show, and when and who doesn't.

    *  Remember to follow up on all recruit/hostess leads.

    *  Keep a maybe file, for rainy days.

 

 

5.  Do you mention booking a show during your presentation?

    *  Always mention during your introduction.

    *  Mention 1/2 price when showing larger basket.

    *  Mention what the hostess is working for, or have her mention it.

    *  At the closing mention how fun and rewarding it is to have a show.

 

 

6.  Do you listen for booking clues?

    *  "I've always wanted..."

    *  "We've just moved to a new home..."

    *  I really like the big ones..."

    *  Listen and offer a good reason why a guest should book a show

 

NOW LET'S CHECK SOME OTHER THINGS THAT MIGHT HELP YOUR BOOKINGS

 

1.  Attitude

    *  Get a positive attitude

    *  Set a booking goal and share it with your advisor or basket buddy

    *  Make yourself accountable for your goals

    *  If you believe you can, you will.  If you believe you can't, you won't.

 

2.  Don't be afraid of rejection

    *  Everybody's reluctant to call, at first

    *  Jump in and face your fears head on

    *  What's the worst that can happen?  "No" is not the end of the world, you may have to make several calls to get one booking

 

3.   Be confident

    *  Self-confidence comes from within - and projects outwardly (and no one knows if you are faking it ... so FAKE it until you get it!!)

    *  Confidence comes from knowledge.  Know your products.

    *  Attend a Bee and as many meetings as possible.  Its a fact that those who do, succeed

    *  Your enthusiasm counts for a lot and builds your confidence

RETURN TO TOP

82 Ways To Get Bookings


1. Send a catalog to a co-worker that has moved.

2. Send a catalog to your Tupperware, Discovery Toys, Etc. Reps or Exchange Shows.

3. Post a catalog in the teachers lounge at your child's school.

4. Post a catalog in the employee lunch room.

5. Hold an Open House

6. Have a booth a school fair

7. Advertise in your Alumni newsletter and or local newspaper

8. Give a Catalog to the receptionist at your doctor's or dentist's office

9. Include a wrap or flyer with your bill payments.

10. Call past hostesses

11. Put current catalog or wrap in your neighbors door. Include a 10% off coupon.

12. Ask friends to have a show

13. Advertise in your church bulletin

14. Take a recipe to every potluck. (That has something to do with your business)

15. Host an office party or brunch.

16. Host a show before or during a PTA meeting.

17. Mail out samples, catalogs, and  a wish list

18. Host your own show. Could even be a fund raiser for your favorite charity.

19. Get a list from welcome wagon. New people may be looking for a consultant or a new job in your area.

20. Set up a display at a craft fair

21. Participate in a school fund raiser

22. Have your Husband or significant other promote the products at work.

23. Have you and your family members wear at shirt or sweatshirt promoting your product.

24. Hold a Christmas shopping show for men.

25. Offer a Christmas wish list to your guest and then call the gift giver.

26. Set up a display at a mall.

27. Put an ask me button on your purse or coat.

28. Ask past hostesses at shows to talk about their free products.

29. Hold an opportunity night.

30. Random mailings. Open a phone book and randomly choose.

31. Mention Hostess half price gifts and other benefits at least three times per show.

32. Hold up higher price products and mention half price products to encourage bookings.

33. Mention how much your average hostess gets in products.

34. At the beginning of your show mention the hostess goal.

35. Share upcoming specials at shows and during phone calls.

36. Tell your hostess how much she saved by having a show.

37. Encourage frequent customers to regularly plan shows.

38. Encourage Hostesses to rebook a show in 6-9 months. She'll be the first to see and try new products.

39. Treat Hostesses to a special Hostess appreciation tea.

40. Encourage relatives to book a show.

41. Call your realtor with suggestions for new home packages.

42. Offer to do a class for your local grocery store.

43. Start an email address book of customers who want to know what the monthly specials are, Don't forget to mention the hostess specials, if there isn't one create one.

44. Encourage your hostesses and guests to refer potential hostesses to you.

45. Offer a bridal registry.

46. Promote the bridal shows.

47. Describe and highlight the hostess plan during shows.

48. Be friendly and enthusiastic.

49. Follow through on every booking lead.

50. Ask, Ask, Ask

51. Use open ended questions, especially when dealing with bookings.

52. Use your products and samples at home, office, camping, parties, etc..

53. Read sales, self improvement, and positive thinking books.

54. Call at least two potential hostesses every night.

55. Dream and imagine the possibilities

56. Set goals and review them constantly, post them where you can see them.

57. Ask friends to help you get started or reach a certain goal.

58. Use hostess flyers.

59. Use postcards and or newsletters to continue to spark interest.

60. Follow up phone calls to particularly interested guests. They may decide later to have a show.

61. Have the hostess tell why she decided to have a show.

62. Give products as gifts or donations.

63. Don't be shy talking about your products or business.

64. Smile when talking on the phone.

65. Review orders from the past shows--who have bought frequently, etc.

66. Be prepared to answer questions about your work.

67. Write down names of people who owe you a favor and then follow up.

68. Call the most familiar people first.

69. Call potential hostesses who postponed or never booked.

70. Spend time every day working on some aspect of your business.

71. Be willing to share the business opportunity.

72. Call anyone who has said maybe or sometime.

73. Contact schools.

74. Leave your business cards on bulletin boards or in local businesses.

75. Talk about upcoming specials with everyone.

76. Keep a list of special requests and let those guest know when that product is on sale.

77. Suggest hosting a show to do Christmas shopping with out leaving home.

78. Offer a bonus for hostesses who book on days or months you need and extra show.

79. Give extra service and time to good customers-they will be repeat hostesses and potential consultants.

80. Carry a note pad to jot down names as you think of them.

81. Let guests keep a catalog or sales brochure to keep on hand or pass around work.

82. Love what you do! Smile!