How to Book Parties After The New Catalog Comes Out

It’s summertime and that means a new catalog for most direct sales companies.  It is so exciting to go to convention and discover all the new and exciting products and innovations in store for our clients in the upcoming season.  I actually remember embracing my new catalog to my chest with visions of full calendars dancing through my head as convention came to a close and the trek home began.

It’s a natural to think about calling all your clients and “inviting them to be the first to have a show with the new catalog.”   And, it might actually work with a few clients.  But before you pick up the phone, stop and think about it for a minute.  When was the last time you could hardly wait to host a party with some other companies “brand new catalog?”  Even with the product you love, it’s rare that you are such a huge fan.

In my experience it’s the consultants who are excited about new catalogs — not clients.  And by “inviting them to be one of the first people to view the new catalog” we are assuming that the new catalog is important to them. And, it’s possible that it is — the problem is that we are assuming it — not asking them questions to find out if it is of interest to them.  No one likes to have people make assumptions about them.

Instead, ask questions to identify a need for a home show.  For example: ask, “What do you enjoy doing when you get together with friends?”  Jot down their answer.  Then ask “what is the biggest challenge you have with (whatever challenge your product solves)?”  Then ask how it would feel to ________________ (get together with the friends in the way they like to socialize) and learn how they could ____________ (solve their challenge)?  If she says “that would be great,” then you can invite her to host a show.

This is the perfect time to host a complimentary training on How to Book Your Fall Calendar (following the release of a new catalog).

Or, if you don’t have a team, consider joining me for the Effortless Phone Calling Mastery class. Want more information?

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Easy Goal Setting!

ChessDoes this sound familiar?

  • You return from convention all excited about the new products and can picture your clients loving them!
  • The company announced a great reward for building your business such as the next incentive trip or a bigger commission check.
  • You have resolved that this is Your Year to Succeed!

Before you have even unpacked your suitcases, that familiar voice in your head starts up again, and you hear, “you’ve felt this way before and you didn’t achieve your goals.”  And, “what makes you think you can do it this time?”  You find yourself questioning yourself yet again.

How can you switch gears?  How can you preserve the enthusiasm and optimism you felt at convention?

Instead of thinking about goals you haven’t achieved, think about the ones you have achieved and ask yourself what did you do to make that goal a reality?

We have all achieved goals in our lives.  For example, did you learn to drive a car?  Make the cheer team in high school?  Get into to college?  Complete college?  Did you get a job?  Have you planned a birthday party, a wedding or another event?  Have you achieve a weight loss goal or run in a 10K race?  Did you move out of your parent’s house into your own home?  All of these are goals you have achieved.  And each goal achieved leaves clues which can be leveraged to find out how to achieve any goal you set for yourself.

The clues you gather can be combined to create your own personal goal achievement strategy.  This strategy will leverage your natural strengths and minimize your weaknesses.  It’s a tool box of what has proven to work for you.  And it can be used over and over again.

How to Create Your Own Personal Goal Achievement Strategy

1)  Make a list of goals achieved. Take out a sheet of paper and create two columns.  On the left, make a list of the goals you have achieved in your life.   Select 5 or 6 goals.  Leave spaces between the goals as you write them on your paper.

2) Ask yourself, “what did it take to achieve that goal?”  In the right column, next to each goal you have achieved, ask yourself the question, “what did it take to achieve this goal?”  Then jot down each idea that comes to you.

Here’s an example:

Goal I Achieved What did it take?
Ride a bike I wanted it very badly – refused to give up.
Learn to wear contact lenses I wanted it very badly – refused to give up.  Worked on it every day.
Get a job in high school I applied for a lot of jobs.
Lose weight in college I tried many different things (increasing my exercise, diets I read about in magazines).  Eventually joined Weight Watchers and found that accountability, support and tracking made a difference.  I kept track by writing down what I was eating at every meal.  Meal planning.
Graduate from college I wanted it very badly and refused to give up.  Worked on it daily.  Created a schedule for myself to make sure I got things done.
Got a job after college I applied for a lot of jobs.  Asked for help.  Worked on it every day.  Refused to give up.
Planned my wedding Help from my fiancé, best friend and family.  Was very organized: kept a lot of lists and checked things off as they were completed.  Reviewed the progress daily and worked on it every day.
Became a Director and cruise earner in my direct sales company I tried many things and learned new skills.  I refused to give up.  Attended team meetings, read books, attended convention. I got support by hiring a coach. I made a plan, reviewed it daily and tracked my progress.

 

3) Review your “what did it take?” column and find the things that worked for you.  Looking at my list I see the following patterns:

  1. I wanted it badly and refused to give up
  2. I tried a lot of different things (different diet and exercise plans, applying for a lot of jobs) until I found what worked.
  3. I got help (Weight Watchers, getting a job after college and planning the wedding)
  4. I created a schedule for myself and worked the schedule
  5. I got organized so I knew what I needed to do each day.
  6. I reviewed my plan daily and worked on it every day.

This is my Personal Goal Achievement Strategy

Once you have created your list, ask yourself how you can apply the ideas on your list to accomplish your current goals.  This is your Personal Goal Achievement Strategy which will enable you to achieve your goals with ease!

But I Can’t Make Phone Calls at 7 AM!

On the phone in my PJs

“The greatest gap in life is the one between knowing and doing.”
–Dick Biggs, author

I had quit my dream career as a Labor and Delivery Nurse to stay home with my third grade son, so I could advocate for him at school and make sure he got his homework done successfully each day.  My plan was to build my direct sales business and replace my salary as an RN.  After all, direct sales allows us to control our own schedule.  That sounded good to me.  The problem was that I was pretty much clueless about how to be successful in direct sales!

I figured it certainly couldn’t be any harder than starting an I.V. in the arm of a woman in labor, right?  So, I read books, listened to tapes and attended all of my upline’s team meetings.   At the team meetings, when my upline asked a question, my hand was the first one in the air – I “knew” all the answers.  Yet, looking around the table, it seemed like everyone else was doing more business than I was.  It became abundantly clear that knowing and doing are two completely different skills – could I conquer my procrastination?

Brian Tracy taught me to do the most important tasks first each day in his book Eat That Frog.  And, since my calendar was empty, I knew that the most important task was to talk to people.  I had already talked to all the people I normally interact with, so my focus turned to making phone calls.  My inner voice screamed, “But, you cannot make phone calls at 7 AM!”  So I asked myself, “What could I do at 7 AM to help me get my phone calls made at 7 PM?”   And, I made this list:

  1. Decide who I was going to call at 7 PM.  Put together a list of names, phone numbers and reasons for calling.
  2. Make a commitment to making phone calls by calling my husband and telling him “I will make phone calls at 7 PM tonight.”   By the way, his reaction to this announcement was a confused “ok?”  No matter – I was making the commitment for me, not him!
  3. Identify the next three dates available to do parties.
  4. Have my customer care notebook and flash cards ready.
  5. Prepare a reward for myself.  I set up my DVR to record my favorite programs and saved them to watch after making my phone calls.

And it worked!  I actually made phone calls that night. Finally I connected knowing and doing and conquered my procrastination!  By repeating these steps I discovered it was actually easier to make phone calls than to start an I.V. in a woman in labor.  And, within three weeks my party calendar was full too!