First Call – Within 24/48 Hours of Signing

  1. Welcome and get to know them. (FOOD) family, occupation, outside interests, dreams

"Tell me about yourself, your family, occupation hobbies, significant other, children, dreams and goals."

  1. Find their why and income goal.

"What's your biggest reason for becoming a Pampered Chef Consultant?" "How much money would you like to earn each month towards that goal?"

OR

“I’m so excited for you, getting your new business started and I’m super excited to work with you! Tell me a little more about what you are looking to get from this venture?”

  • How will that impact your family?
  • How would it make you feel if you were able to achieve your income goal?
  • What would you/your family be able to do more of because you’veachieved your income goal?
  • Who would be most proud of you?
  • NOTE: IF someone says “I’m just doing this to get the products.” OR “I’m just doing this for fun.” I would respond, “That is one of the reasons that I started! And that is great! But the fact is that you will earn an income while doing this. Sooo, what would you like this money to cover in your family’s budget?”
  1. Find their show goal & product goal. Fill out Goal Worksheet together.

Show goal -"If I had a bag of names of people that wanted to have parties, and you could have as many shows as you wanted, how many shows a week would you like to have?"

  • At this point people will often say they can work 2-3 times/week but only said an income need of $300-$400/month. OR Vice Versa. Make sure they understand the minimum number of shows they need to hold to AT LEAST achieve their income goal.
  • Dig DEEP -- When there will be additional income generated because they can work MORE than needed to meet their goal, be sure to create a picture for that additional income.
  • LEADER TIP – Use the phrase “Tell me more?” When you want to dig deeper into their answers or expand on what they just said
  • Here are some example of word choices:
  • This could be as big as you want it to be
  • Dream a little – if this could fill something for your family you need or want, what would it be?(Car payment $400)
  • After you make your car payment? What will the next $200 go towards? (They will have an extra $200 from doing 6 parties)
  • Since you have already been making that $400 payment prior to joining pampered chef, if you could use your commission to make that payment what would you then be able to put that $400 towards/what would that financial relief look like for your family? How would that financial relief feel? Tell me more.
  • How will you feel when you achieve that? Tell me more.
  • What will your family be able to do more of as a result of your success? Tell me more.

“Here’s what I’m recommending and I want to make sure you don’t fall short. Let’s plan for 2 parties a week for the next 3 weeks and set up 6 parties for your training period.”

“Please trust me I know what needs to be done to help you, and we are going to work together on this….I can’t do it for you, but I am going to help you every step of the way. So excited to see you get off to a strong start!”

(Affirm what they say and encourage at least 6-8 partiesin first 30 days. Remind them of the Airplane Story from the Welcome Video.)

Product Goal - "What products would you like to earn for free as a consultant?"

  1. Explain New Consultant Rewards Program & Signing Bonus
  1. Mark 30 & 90 Day Dates and training dates on Calendar Pages

“Pull out your calendar pages and mark your 30 and 90 day dates. Let’s also add the local team trainings. When you purchase a calendar you’ll want to get one with a ‘weekly view’. This will help you schedule your parties in closer”

  1. Set up ONE or TWO Launch/Grand Opening parties close together.

"What are the first two dates you identified that you can do parties?

Let's make them your launch parties. When you host your own shows, not only will you earn the commission, but you will also earn the host rewards. Some choose to have two launch parties for friends and family to choose from in case one of the dates doesn’t work for them. This also gives you two shows to practice! Some friends that weren’t sure about hosting are more likely to book after experience the fun of a show.”

  1. Brainstorm who to call if they have not already filled out Launch List.

"Did you start to fill out your launch list?"

YES – “Who are some of the people on your list?” (Write names on the back of your NC Checklist)

No – Use the FRANKS List above to help them think of at least 3 people in each category.

  1. Who To Call - Identify first 10 people to call.
  1. What To Say

"Let's talk about why some of these people would want to host a party. Why do you think, (name) would want to host a party? (Do they like to entertain, like to cook, like free stuff, like to help people/would she want to help you get started?)

Would you like me to share some words to help you get those bookings that have always worked for me?

  • I’m so excited because………
  • I thought of you right away because……..
  • I have a really big goal for my first 30 days…….
  • What do you think, would you be able to grab a hand full of friends and let me hold one of my first practice shows with you?”
  1. Teach to book in close.

When they say “yes” to booking:

It isn't a booking without a date. Most people choose more easily when you offer simple options. Only give 2 choices at a time.

  • I’m doing shows on ______& ______. Is there one of those days that works better for you?

(Example like Tuesday and Thursdays. Or Saturday and Sundays. You pick the days you want to offer.)

  • Great! My next 2 available (Thursdays) are ______& ______.
  • Which would work better for you?
  • Another tip, when you purchase a calendar, be sure to purchase one with a ‘weekly view’ not a monthly view. This will help you to book your shows closer rather than farther out.”

When they say “no” to booking:

“Thank you for your honesty and for making me feel comfortable enough to ask. I’m holding two Kick Off parties on ____ and ____, can I put you down to attend one of those dates?

  1. Set expectation for “no” and some objections can be overcome.

“When you are calling to get your shows booked. I want you to know that not everyone is going to say yes. Somepeople that you are counting on to say yes, will say no. Think about it like this,

The Vacuum Story –

When you ask some people, they will think to themselves, ‘Oh my gosh, I’ve got to vacuum the house, pick up all these toys, wash the dishes, get my house cleaned up, go shopping, find something for my kids and husband to do and…..’

When you ask other people, they will think to themselves, ‘Oh my gosh!, I get to go shopping, kick out my husband and kids, there’s a new picture I’ve been wanting to get for the dining room! this is the perfect excuse to pick up the house – and I get to vacuum!!’ That’s who we are looking for – the people that love to vacuum.

When someone says no, it’s not that say are saying no to you, they are just saying no to vacuuming. Keep this in mind, we never know what’s going on behinds someone’s door. We could catch them when they can’t deal with one more thing. Don’t take it personally. Usually one out of every four people we ask will say yes. The consultants that realize this and don’t get discouraged are the ones that have the most success.”

  1. Catalog/Virtual/Facebook Parties

“Catalog, Virtual and Facebook parties are perfect for your out of town friends and family as well as those who don’t want to host an in home party right now or can’t attend your Grand Opening party.”

  1. When To Call - Block time in the next 24/48 hours to make calls. Set goal for the number of parties to book.
  1. Issue Booking Challenge – Challenge to get their first shows booked

“I believe in you so much and I believe in this opportunity that is in front of you so much, that I am willing to invest and help you get off to a strong start.

So when you date those 6 shows on your calendar over the next 2 days, I’m going to give you a door prize pack for you to use at each of those shows.

Today is ______. I’d love for us to talk again in 2 days from now. Let’s set a time so you can go get a jump start on your business.

Now we covered who to call, what to say and when you are going to work. Do you have any other questions or anything else you need from me, to be able to make those calls?

I’m sure excited we have a plan set for you to meet your income needs and your goals. I know from experience that this is the best way to jumpstart your business in these next few weeks. “

  1. Assign Homework
  2. Take the “Booking Course” on PCU
  3. Take the “Strong Start Challenge”(4+2) and get show dates
  4. Complete the FIRST 4 steps on Getting Started Checklist “YOUR 1st 72 HOURS”
  5. NOTE TO LEADER – The #1 Priority is for them to get bookings on their calendar. If no bookings, nothing else matters.
  1. Set date for Second Call. (48 hours)
  1. EMAIL
  2. Date and time of next call
  3. Overcoming Common Bookings Objections
  4. My Story Document
  5. Fast Track Bonus

Training prepared by Love Carpenter, Becky Ishee, Stacy Itzel