Uz Buzz for Dream Builders Page 2 June 2007
The Phone is your friend!
Say, hi this is Sharon with Usborne Books.
You attended a show at Nancy’s house last October and I was calling to let you know we have some great specials right now.
Have your kids been enjoying their Usborne Books? (Maybe pick out a book and say, “Did your kids like the Great Animal Search?
You know we have several other books in that series and they are great for summer car or plane trips. One mom told me the Great Animal Search entertained her son for an entire 4 hour trip.)
Try and personalize your call and really care about the person you are talking to. We can all spot a canned spiel instantly and it doesn’t leave us feeling good. Tell a story about a book they bought or one they might like.
If you’re not booked up for June, offer something FANTASTIC for booking a show with short notice. We all know that our company has GREAT hostess benefits and really, they do stand alone.
SWEETEN THE DEAL
But if you want to book next week or even in two weeks with a phone call, Karen had an idea that I thought was great. She suggested you enhance your company’s hostess benefits. She said, “Sometimes in the summer you might need to offer something a little special.” Of course we have double free books in July & August.
Generosity will Pay OFF.
But for June, it’s better to give away a little of your commission and keep (or get) your business rolling. She says, “I am going to add an additional $100 in sales to your total. You make the minimums – “… if you get a minimum of $400 in sales and if you don’t quite make it but get close at least over $300 I’ll add $50 in sales.” You see adding sales sound big --- wow $100. But in reality $100 costs you $10 in books. You can get that extra book on the hostess books or half priced books probably. Even
if you have to buy it, it’s not
costing you much. It gives the
hostess
a little extra and it
sounds like you are being really
generous.
Renew Old Acquaintances!
Some of the first calls you should make are to your previous hostesses from this time last year. Call them up. Remind them how much fun it was and tell them about all the new titles since their show. Again, personalize, personalize. Make them feel special that you are calling them.
Karen reminds us to get yourself pumped up before you call. Smile at yourself in the mirror. She says, “Before you
make your calls get off
your seat and on your feet.”
Move
around and get the blood
flowing.
It’s a mental thing first;
you must convince
yourself that you can hold as many parties as you want this summer.
Read the rest of the article here.