Partnering with Your Hostess
Effective Hostess Coaching
Training shared by Stefanie VanEss, Executive Director
Documents:
Scripts for Hostess (Cat Got your Tongue?)
Checklist
Tic-Tac-Toe
Items to have ready for coaching:
Example invitations
Gift bag
Opportunity bag
Order forms and brochures
Planning the Hostess Coaching
I always tell my new hostess that I want to sit down, have coffee with her and plan a party that her and her friends will LOVE! So when we book her party, I also book her hostess coaching date (I refer to it as a planning meeting when I talk with my hostess). I tell her the only thing she needs to bring to our planning meeting is a list of everyone she wants to invite, and an address and stamp for each person.
When I get home, I immediately write a Thank you card, or put on my list for the first thing to do in the morning. On that Thank you card, I will write that it was wonderful to meet my new hostess, I reiterate the party date, and the planning meeting date, and I tell her that I am looking forward to both. Make this card warm and personal.
What to Bring:
2 catalogs
Flyer with the specials
Order forms for outside orders
Business Opportunity bag
List of Themes and sample invitations
Gift for hostess
Scripts Document (Cat Got your Tongue?)
Tic-Tac-Toe Document
- Catalogs, flyers and order forms – for her to show women who cannot come and get outside orders from them
- Business Opportunity Bag – If she would like more info on the Lemongrass Business Opportunity. In my bag I have a hand written note, a 100 calorie snack bag, a tea bag, A Business opportunity flyer, a business opportunity brochure and a Why Now document from the downloads page of the website.
- List of Themes and invitations – so your hostess can pick a theme and have a good idea what the invitations will look like.
- Gift – I have a small gift bag filled with 4 or 5 samples. This is a gift for my hostess and she can keep these items. I also encourage her to allow her friends to use them when she is trying to get an outside order. Trying the product is HUGE with our business!
- Scripts – I give these to hostesses who might by unsure of what to say to invite friends. (See Attached)
- Tic-Tac-Toe – I use this as incentive for my hostess to accomplish certain tasks that ensure a good party. You can change the rewards to what ever you want them to be. (See Attached)
Hostess Coaching
- Arrive 5 min. early. This allows you to gather your thoughts, and go over any notes you may have. If your hostess arrives before you, she may leave, and then your meeting will have to be rescheduled.
- Greet your hostess when she walks in! Smile! Be genuinely happy to see her! Get her some coffee or something to drink. Then spend a few minutes in casual conversation. Use the questions on the “To Bring” Checklist if you find yourself getting stuck. Take mental notes. This information will give you a good foundation on if your hostess might be interested in becoming a consultant, and it allows you to personalize her party plans.
- Start talking about the party.
Ask about a theme. If she doesn’t have one in mind, get out your theme list.
Plan the invitation.
Go over the “5 Senses” of the party.
What will your guests see when they walk in?
What will they hear?
What foot and drink will they enjoy (taste)?
I also ask about games and we plan a few if she wants them.
- Share our hostess benefits. Explain how the 10% works, and the bonuses. Make sure to mention any special offers for our hostesses. I tell her to start a wish list so that when it comes time for her to order, we can start marking things right off that list!This is also the time I pull out the Tic-Tac-Toe chart and show her what else she can earn. Encourage her to get a “Black Out”! Not only does she get more prizes, but her party will be much more significant!
- The Tic-Tac-Toe chart has a square about getting outside orders. This is a great lead in to talking about them. Show her the catalog and the order form. Write or highlight the instructions on tax and shipping. At this time, I give her the gift. I tell her that it is for her to enjoy. But I also encourage her to share it with friends who can’t make it to the party. This can help them decide in what they would want to order, if they place an outside order.
- I talk briefly about outside bookings. I mention that friends who seem really disappointed might be interested in hostessing their own party.
- I will then ask if my hostess has any questions about the actual party. Then I ask her if she would like to hear a little bit about my passion for these parties and why I love doing them. I give my “testimony” about why I love Lemongrass. I share about how Lemongrass fits into all types of lifestyles, from just getting the products at a discount, to doing a party or two a month and earning a few extra hundred dollars, to building a business with Lemongrass. If she shows any interest at all, I will give her a Business Opportunity packet. If we have time, I’ll sit and answer some questions, if time is running short, I will tell her to look over that information. Then I will call her in 2 days and follow up and answer any questions she may have. If she doesn’t seem interested, I give her the option of thinking about anyone else that might be looking for something like Lemongrass. I have her invite that person to the party, and make sure that she tells me who that person is so I can talk with them at the party.
With that I thank her for her time. I give her a timeline as to when to expect the invitations in the mail. I tell her I will call her a few days before the party and talk through any final details! I make sure she has my card so she can call or email with any questions she may have.
Once I’m home, I file the notes I took with my hostess’ file and start working on invitations. I try to gather everything I will need for that party as soon as possible! That way it is still fresh in my head. I write down any mental notes I took during our meeting and I start preparing for an awesome party!
Bring:
Catalog
Specials for the month
Order forms for outside orders
Opportunity Bag
Gift for completing list of names
List of Themes
Scripts
“Tell me about your family”
“How did you meet (previous hostess)?”
“How’s your job?”
“What made you host your own party?
“How can we make this truly fun for you?”
Talk about
Theme
Invitation
2 Games
5 senses
Hostess benefits
Wish List (pick out $100 in free items)
Outside orders
Outside Bookings
Business Opportunity
- Share your business how you experienced it
- Share the benefits of the company
- Tell your personal story
- Ask for referrals
- Be sensitive to her body language
- End with a complement and hand her an opportunity bag if she wants
I cut this page in half, discard this blank half, then I fold the upper part in half so I have my list to bring on one side, then my checklist of what to talk about on the other side.
I clip this to the inside cover of my notebook, so I can inconspicuously look at the “Talk About” check list incase I forget anything.
The questions on the “Bring” list are great opening/inquiry questions. I try to use these to help my hostess get comfortable. It also allows me to get to know my hostess and be able to see how Lemongrass might fit into her life.
Cat Got Your Tongue?
Here are some ideas on what to say when making your phone calls!
Remember, this is your party, and it is going to be fun! Be excited when you call. Your friends will hear it and get excited too! (Obviously, adjust the information to fit your party!) If you have any questions, or your friends have questions that you don’t have the answer for, just give me a call or email me!
Initial Call – Make calls around 1 ½ to 2 weeks before party:
“Hi Jan! How are you?! Hey, I wanted to let you know that I am going to have an awesome Taste of Italy Spa Party on Tuesday, June 11th. It’s going to be amazing! We will have some spaghetti, lasagna, garlic bread, and red wine! It will be delicious! After we eat, we will be giving ourselves an amazing foot treatment, and pampering our skin. I really want you to be there to enjoy this with me. Can you come?”
If yes:
“Wonderful Jan! I’m so excited to see you! We’ll have the party at 6:00pm! Bring your appetite and be prepared to be pampered!”
If no:
Oh, no, Jan. That’s too bad. I was really looking forward to seeing you outside of the office. Well, hey, I’m working towards earning a Grapefruit Lily Spa Gift Set. Would you mind taking a look at a catalog and seeing if you would like to get anything? The products are natural spa products. They are amazing! I would love to see you be able to get something to pamper yourself with. How about I bring a catalog and a sample of the lotion, or body polish to work on Monday so you can try it out?”
If maybe:
Yes, please think about it Jan! I would love for you to enjoy this evening with me! I’ll call you back in a few days, after you have had a chance to look at your calendar.”
Follow Up Call - Call all “yes” and “maybe” people 2 days before Party:
“Hi Jan! Hey I wanted to remind you about my Taste of Italy Spa Party this Tuesday! It’s at 6:00pm and I cannot wait to see you! This is going to be so much fun! I also wanted to let you know to bring a pair of clean socks for after our foot soak! Nothing feels better than slipping our soft, smooth feet into a cleat pair of socks! See you on Tuesday!”
Ordering online:
Have your friends who can’t make it to the party go to (Make sure you spell Stefanie right!) Click on “My Events.” Find the date of your party, and click on your name. Then click shop for event, and all those orders will be counted towards your party.
Outside Booking:
“You know, Jan, You would have a blast doing this! It’s so much fun to host your own spa party! You get to pick the theme, and Stefanie; my Lemongrass Consultant will take you out for coffee and plan the whole party with you! You get free products and free shipping! Stefanie also gives you other gifts just for hosting a show!!! It’s wonderful! What do you think?”
Relax…after all this is about you and your friends having a great time away from husbands, children and work! / Have 3 people in attendance that I have never met. / Meet with me to schedule your theme party with a guest list of 20 to 35 friends and stamps for the invitations in hand.Have 10 or more guests in attendance. / Hold your party on the originally scheduled date. Day:______Date: ______Time: ______ / Have 2 parties booked from your show.
Join me for a latté or soda to hear about the Lemongrass opportunity. / Have $100 in outside orders prior your party. / Follow up with your guests by phone one day prior to your party and remind them to bring socks for their "new feet"!
In addition to all of your other hostess gifts, you can earn the following PRODUCTS from me:
One TIC-TAC-TOE: Sample size Lotion in the scent of your choice.
Two TIC-TAC-TOES: Sample size Lotion PLUS Mini Foot Kit
Three TIC-TAC-TOES: Sample size Lotion, Mini Foot Kit, PLUSyour favorite Lip Balm
BLACK-OUT: Sample size Lotion, Mini Foot Kit, Lip Balm PLUS Full Size Body Polish in your favorite scent!