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Your Party
Presentation
What is the number one reason people book shows?
Most new designers think it’s because of the free products, but
surveys show that people book because they want to have fun.
They had fun at the show they attended, and they want to share that with
their own circle of friends and family.
The second reason people book shows is
to get free product. And the third reason is
to help a friend. All three of these are very powerful reasons. When doing your
presentation,
don’t lose sight of these.
People want to have fun, first and foremost,
to be entertained; they also
want to be educated, receive free products and help a friend.
When does the fun begin?
The minute they walk in the door, and that’s when your presentation actually begins. It’s natural
when you’re brand new to wait until all the guests arrive and then begin
your “formal” presentation; however,
this is the time when you can establish rapport with the guests and
strengthen the relationship with your hostess.
You can begin passing out auction money as soon as guests arrive.
(auction
money is explained in the Party Presentation Outline).
In advance of the party you can promote a Taste and See, which offers the
guests the chance to come a few minutes early to taste some of our food
items and see the Opportunity DVD.
If your party is at 7pm, for
example, you can offer a Taste and see at 6:53pm, for a 7:30pm party you
would call it a Taste and See at 7:23. Work with you hostess letting
her know in advance that you will be showing the DVD as part of her show.
You will add the Taste and See as part of the Reminders you send by adding a
sticker on the invitation that says "Come to a Taste and See at 6:53pm. See
more details inside." Inside the reminders provide more details about
earning auction dollars for coming early to watch the DVD and for taking
home a
Movie
Bag and that they can taste some of the CH food items. Guests get $3000
auction money to come and join the Taste and See. They get $5000 for taking
home a movie bag. At 6:53pm they watch the first 7 minutes of the DVD and
the chance to try an CH dip. You can bring one of the dips already made and
serve it in an CH serving dish.
By offering a Taste and See
you will find that most of your guests will come early to the party.
Ask and make sure your hostess has a DVD player. Don't ask your hostess if
it is okay to play the DVD. Just state that you will be playing a DVD about
the company and ask if she has a DVD player available. If not, you'll need
to bring one.
As people arrive for the show, introduce yourself: “Hi, I’m Mary. I’m going
to be doing the show this evening. And your name is? (Wait for the response)
"Welcome! Have you ever been to a Celebrating Home show before?" If the
response is
yes,
say something like,
"Well, you’ll be happy to know that I have a new catalog to share with you,
and I’m so glad you came tonight for our Taste and See."
As the next guest arrives, again say: "Hi, I’m Mary. I’m going to be doing
the show this evening. And you are? (Wait for the response). "Welcome! Have
you ever been to a Celebrating Home show before?" If she says no, respond
with: "Well, Sue, you’re in for a real treat. We’re going to
show you how to put the fun back in decorating your home;
we’re going to
teach you some great new decorating techniques . . . and we’re going to have some great food. I’m so glad you
could make it!"
It’s an excellent time to
lay the foundation for bookings. Usually the hostess’s mother, sister or best friend will arrive
early to help her prepare, so
it’s a great time to let them know that she only needs two or three friends
to help her by booking shows, to get all the free products on her wish list.
Invite them to view a special table with gifts they can earn by booking a
show. It's a great idea to stock up on a few sale items from the
Spectacular Spring Sale and other specials to use as incentive gifts.
It is also an excellent time to
lay the foundation and plant the seeds for recruiting.
If you see someone who is really sharp, well put together, or if everyone
knows her, she’s a great people person, take her aside and say,
"Sandy, have you ever thought of doing something like this before? You’d be
fabulous. I’d like you to watch
me this evening and just imagine doing it yourself. I think you’d be great!"
Make sure you have Opportunity Packets out and available, not tucked in your
bag!
This is so powerful because
she will watch the show from a different perspective than she would have
otherwise,
and she’ll be thinking about it, looking and watching, wondering if she
could do it.
We are in show business!
Our shows are the perfect venue to build our businesses because it the
perfect opportunity to: 1) promote a
good relationship with our hostess; 2)
excite our guests about our products; 3)
add to your business with bookings;
and 4) keep expanding your business with
new recruits.
The main objective at that presentation is to
create desire. There are three areas in which you will want to create desire, and
if you accomplish this, you will be successful in all three areas of your
business.
1. Create desire for your product.
You want to
make your product "come to life," and you can do this by the words you say. Use descriptive
adjectives and talk about how you’ve seen the product used before. Share
how you’ve seen our products used and displayed in other people’s homes,
how well it goes with any color scheme, etc.
Give people ideas and talk about what’s popular. If you continue to talk about trends and what’s "in" right now, it
creates and builds the desire to have or own that piece.
Everyone wants to be on trend. They want what’s hot, what’s in.
So these are key ingredients for you to use to create desire for the
product,
which will lead to high sales.
Use testimonials. They are the single most powerful ingredient that prompts
people to take action.
Talk about other customers you have and their experiences with the product.
Talk about how happy they've been.
Talk about how you've seen a certain product displayed in a hostess's home
and how beautiful it looked. Share
positive experiences and testimonials.
2. Create the desire for wanting to have a show.
This is really your objective.
Your job is to make having a show so desirable that everyone in the room
will want to book -- to make them feel as though they would be crazy not to have a
show! (Please see “Bookings
from Shows.”)
3. Create the desire for your job.
You want to make your job so desirable that people will want to give it a
try.
You want to have fun, relate to people and make your job look easy. (Please see Finding
a Recruit in Your First 50 Days.)
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