Belinda Ellsworth Focus Call #7
September 20, 2012
Some ideas shared for the Golden Contract:
- Susan Kaufmann said someone on her team is advertising it as 2000 new jobs just being created, and they put it out to all and asked them to write back saying why they would deserve the golden ticket. This way you have information from everyone and can even create your own incentive.
- Another suggestion was to put out to everyone and say the first person to book 5 shows within a specified period of time (maybe 30 days), would get the contract.
- Beth Jacobs talked about sending something to all previously dropped consultants. Belinda talked about how many times consultants leave because they think something better is out there, issues with children, husband being transferred, etc., but it doesn’t mean they might not want to come back. Periodically send something to that group letting them know you would love to help them come back.
Recap from Last Call
8 will make you great– If you use this concept your business will explode. Do it this Fall and you’ll be set for next year.
Figure out how much income will be generated with 8 average shows for September, October, November and December (or whatever months are left in the year), and then advertise a debt free holiday based on this income . . . . “How would you like a part-time job for the holidays working two days a week? Here’s what you can earn . . . .”
Anyone looking for a part-time job for the holidays will be working at least 2 days a week. Say,
If you are doing 8 shows you are in front of plenty of people, so you will also recruit. You should be able to recruit at least 8 out of this number; promote at least 3 TL’s from this group, and 1-2 Directors. You just need to keep the ball rolling with all of this.
Using the number “8”, make 8 customer care calls a week if you are working your business P/T, and if F/T, then do 8 calls a day. A Testimonial Belinda heard is someone who was using her 2+2+2 customer care system (make a call 2 days, 2 weeks and 2 months after the show) plus making 8 calls a day and she was able to add 43 bookings to her calendar. Belinda says by making the calls to customers 2 days after the show, about 20% will book.
You can award something to your team members for doing 8 shows in a month + 1 recruit – you might tell them they can go to your treasure chest of prizes or a drawing. She always ran this same incentive for new consultants and eliminated the recruiting for the brand new ones.
Belinda has heard people saying that bookings are hard, but she doesn’t find that’s true with people that are good. People don’t want to have a party with someone who isn’t good, so we need to give consultants more scripting, and team them professionalism (dress, hair, etc.), -- people are becoming PICKY about their consultant. Hosts have become savvy – mostly about a social gathering so they want you to be update, look good, educational message and be funny. It’s not only about knowledge, but about the presentation.
HOW AND WHY TO WORK EVENTS:
Big women’s shows are generating the least interest – women want free samples, etc. and they are most expensive.
More success comes from more local events, which will result in a better demographic and the cost is less. Beth Jacobs gave websites to locate local events: and said is also one, but she doesn’t use it.
When you go in, you must determine “what is my purpose?”; what do I want out of this. If you are going to sell anything, create some sort of package and just offer that as your “fair special” (tie it into something the company is already offering) – that will help to pay for the booth. Otherwise, probably best to focus on bookings or recruiting. Belinda believes bookings is the best approach, because you can turn those into recruits later.
If it’s a bigger show, have your team there . . . defers cost and you are a mentor – they hear your verbiage and how you interact, booking in close, etc. They more they see it in action, the better it will be.
Don’t turn away recruit leads, but turn into a party: do the dice game and use an open dates flyer. Beth’s dice game: buy some big dice and have a gift for those who book (when they do their show) around $25. They roll the dice and then they get the item when they do the show for the price on the dice (i.e., a 6 = $6, 2 = $2, etc.). You can also do a fishbowl with numbers 1-5 and a whole bunch of 1’s = small gift; 2’s equal something bigger; #5 is something expensive in catalog (Belinda says you only need one #5 in the bowl). Guests pay $2 in hopes of getting a bigger prize – but since most #’s are 1’s, it helps to pay for the gift.
You may want to display what an average host gets for having a party, and call it a $140 shopping spree (or whatever you average might be).
You can have a sign in a picture frame that draws their attention if you are busy with other customers. Maybe, “want a debt free holiday – top 10 reasons to join PC today”. Put a sign up sheet next to it that says, “if you want to know how to have a debt free holiday, sign up here.
Belinda quit just giving away a prize because then when you followup most people are also getting calls from other vendors and they won’t even remember putting it in. Rather, she will carry her drawing slips around on a clip board and talk with people. You can ask then, “how would you like to go into a drawing. Then tell them, “What I would like to do is get your information and I have a couple of questions. Are you familiar with PC; are you interested in getting some extra products at this time. A great way to get is to host a party, is that something you have considered?” Belinda would leave with 25-50 solid leads while she was doing this. You are having a one on one conversation so they will remember when you call. She would tell them if they fill out the form they will receive her newsletter and go into the drawing. That way they are on your mailing list and you can followup later. If they don’t give you an email, then they don’t go into the drawing because you have told them up front that if they give you the info they go into the drawing.
If asking about RECRUITING: Are you familiar with PC; how would you like to make some extra $, etc.
Think out of the box about who needs your product when selecting fairs. Belinda talked about a person who built log homes and always went to home shows, then changed gears and started going to shows where they sold cowboy boots, hats, etc., because the cowboys are the ones who would want to live in the log homes.