Monday, March 1, 2010

Simple Things to Improve Show Attendance

So you had a show last Friday where only four guests came. Funny, because the show on Thursday only had five. Neither show got to $400 in sales. You mentioned to the hosts that 8-12 people would be ideal. So what happened?

Not every show will have great attendance. So don't fret if a percentage of your shows are small. But you can improve your results with some disciplined hostess coaching.

Don't do it like this guy! :)

Hostess coaching is probably the most important thing to your PartyLite business. Learn how to do it well. Coaching is a skill that you should really work on. You want to know how I think about hostess coaching? I consider it like calling a friend to see if she needs any help getting ready for a party I'm attending. Do you want to know what it really is? It's calling a friend to see if she needs any help getting ready for a party I'm attending. It really is that simple. Don't yell... guide them through the process.

When You Book the Show

Whether you meet the host at a party, on the phone, or out and about, here's what you do when she books:
  • Show her your diary and select a date. If she isn't sure, select a tentative date, and use a pencil.
  • In your diary, write down her address, phone number and the start time for the party.
  • Give her a filled out $50 Bonus Hostess Voucher. In case the date changes, make the expiration date the end of the month for the party.
  • If you have it with you (at a show), give her a hostess pack with the invitations, the hostess envelope, and the Discover PartyLite brochure.
  • If she agrees, let other people at the party know that she has booked a show. Suggest that they put the date into their diaries.
Total time: 5 minutes

After You Book the Show

Send a note in the mail (or a hostess pack if you didn't already give her one) to thank her for the booking and to confirm the date and time. I include a letter with some hints and tips for a successful show.

Total time: 5 minutes

After You Send the Confirmation Note

Two days later, call the host to make sure she received the pack. Ask her if she has 5 minutes to talk. Review the contents of the pack with her. Here's what I include and say:
  • I included a  hostess envelope so you can make a long list of people to invite. There are some great tips and hints on the envelope, so have a look at it and use it to keep all of your show related paperwork.
  • I suggest that you give or post the reminder cards to people who accept your invitation via text, email, or (best) phone call. I also suggest that you have 10 cards in your purse to give to people who you see as the show date approaches. A personal invitation, with a handwritten reminder card will give you great results.
  • I included three order forms for people who cannot make it but who want to order.
  • I also included a yellow brochure called Discover PartyLite. This brochure outlines all of the benefits you'll receive as a host. The key is to have 8-12 people at the show and you will be very likely to qualify for all of those benefits. That brochure also covers the benefits of becoming a consultant. This is a great job and your show could qualify as a starter show. If you're interested in learning more, let me know and we can set up a time to talk about it.
Review the hostess and guest specials if you have sent them. Or send them via email and discuss them. Make sure she understands the guest specials so she can promote them or take outside orders. Ask her to let you know if she needs more catalogues or reminder cards. Tell her you'll call her again to see if she needs anything.

Total time: 5 minutes

At the End of the Month

I always review my monthly bookings at the end of the month and I send another note to let the host know that I'm looking forward to her show. I do this especially for hosts who booked more than one month in advance. It's a nice reminder.

Total time: sometimes 20 minutes - but that covers all shows for the month

One Week Before the Show

I call the host to ask her if there is anything she needs from me as the date approaches. I also ask her if she wants me to bring any specific products in my kit. Most of the time, this call is a very timely reminder that I'm coming and that she needs to get people revved up to attend. Sometimes the host will comment about how many people are coming. Whether the number is high or low, I have the same advice: keep inviting new people who you think of, don't underestimate the power of a reminder call or SMS the day before the show, and always let people know that they can bring friends ("party crashers").

Total time: less than 5 minutes

The Day Before the Show

Call the host to confirm how many people she expects to come. Tell her you want to make sure you bring enough catalogues. If her numbers look good, remind her to send reminders. If her numbers look low, suggest that she calls the people who are coming and see if they would like to bring a friend. Tell her that you will give free candles to people who do bring friends to the show (give both the friend and the invited guest a nicely wrapped tealight).

Total time: less than 5 minutes

Do you have other tips and suggestions for hostess coaching? You are in this together. Hostess coaching helps the host get what she deserves for having a show. It will make her feel great to have a successful show.  Hostess coaching deepens your relationship with your host, too. And it helps you make the most of your time and effort in preparing for, driving to, setting up, presenting, taking orders, tearing down, driving home, and putting the order into the system.

I promise you, the 25 minutes you put into hostess coaching for each show will pay off in spades when you increase the number of guests at each show.

Wendy Lloyd Curley - Independent PartyLite Consultant and Senior Unit Leader
Check out my other blog:

No comments:

Post a Comment