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?

Click the CONTACT button to email, call or schedule an appointment for a conversation!

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!

Easy phone calling strategies

easy_buttonDo you have a nagging little voice in the back of your head that tells you that you “should” make customer phone calls?

Do you dread picking up the phone?

You know it’s important, yet phone calls are one of the hardest parts of a direct sales business.

The secret to making customer phone calls easily is to create a habit.

What is a habit?

A habit is a regularly repeated behavior pattern that happens without having to make a decision to do it.  For example, do you “decide” to brush your teeth each night?   No, you don’t decide, you don’t think about it, you don’t worry about it, you just do it. And you do it regularly.  And, because of that, you are successfully chewing your food at mealtimes!

How much stronger would your business be if you made customer phone calls as easily and as consistently as you brushed your teeth?

How to create a habit of making customer phone calls

All habits have three characteristics in common.

  1. There is a cue that reminds you to do the behavior.  Getting ready for bed is the cue to brush our teeth.
  2. Every habit includes a routine or set of behaviors that are repeated each time.
  3. The behavior results in a reward or positive reinforcement.  The reward for brushing your teeth is the clean feeling you have in your mouth.

To create a habit, decide upon a cue, set up a routine and identify a reward you will give yourself.  Here is an example of a customer phone calls habit:

Cue – Eat dinner.

Routine – Walk to office, pull out Flash Cards and list of people to call, put headset on  and make phone calls.

Reward – Watch TV

To create your own Customer Phone Calling Habit follow these easy steps:

  1. Decide when you will make your calls – do it at the same time each day or the same time each week and link phone calling to another habit in your life.  For example, make calls every night after dinner, or each afternoon when the kids do their homework or every Tuesday and Thursday when the kids are at hockey practice.
  2. Prepare ahead of time
    1. Create your list of customers to call prior to the time you plan to make the calls.  Make your list very specific and include names, phone numbers and why you are calling them (e.g. answer questions about the products they purchased, thank you for coming to the show last week, hostess coaching, etc)
    2. Collect all the materials you’ll need.  For example: Phone Calling Flash Cards, customer contact notebook or database, computer or a pen, your headset, etc.
  3. Decide on your reward.  For example: push the “That Was Easy” button your desk, stand up and cheer, watch TV, listen to music, read a book or go for a walk.
  4. Commit to making your customer phone calls by making a public declaration.  For example, do one or more of the following:
    1. Call your husband at work and tell him when you are making calls that day
    2. Write it on the family calendar or put a note on the refrigerator
    3. Announce it to your kids (e.g. “I will be making customer phone calls while you are at hockey practice today.”)
    4. Announce to your family that you won’t ___________ (fill in the reward you have set for yourself) until you make your customer phone calls.
  5. Do it — make your customer phone calls when you say you will.
    1. If you hear a voice in your head undermining your decision, then repeat the following affirmation to yourself over and over again as you approach the phone: “I’ve decided to do this and I’m just going to do it.
    2. Have a success ritual you perform before you pick up the phone.  For example, stand up, put your shoulders back, and state “I am committed to providing exceptional customer service” in a strong voice.
    3. Make a minimum of one phone call.  Make more if you like, but don’t “force yourself” to make too many at first.  To begin with you are building up your customer phone calling habit.  Once the habit is established, you can gradually ramp up the number of calls you make each time.
  6. Reward yourself.  Always give yourself the reward you have planned.

Repeat this process over and over and you will find yourself with a powerful Customer Phone Calling habit that will transform your business and make customer phone calls as easy as brushing your teeth!

$97 Special Offer Package Available for a Limited Time

no more fear of the phoneGreat News! The Annihilate Your Phone Calling Phobia Special Offer Package is available for a short time. The retail value of this package is almost $1,000. For a very limited time you can get it for $97. Check it out now at

Know what to say!

What is relationship marketing?

According to Business, relationship marketing is:

Promotional and selling activities aimed at developing and managing trusting and long-term relationships with customers.”

This marketing skill doesn’t come naturally to many high powered entrepreneurs; but it’s actually simple to learn. The key is to be patient and to focus on creating a relationship with your potential client. Find out if your product or service is right for them before telling them about it. Here’s a simple 3 step telephone strategy. Imagine you’ve given a presentation about your product or service and you are making follow up marketing phone calls to people who said they were interested.

Step 1: Slow Down

The key to customer relationships marketing is to focus on your client. Slow down and let your client into the conversation from the very beginning. Here’s an example relationship marketing telephone script:

You: “Hi, may I speak to Robert please?”

Client: “This is Robert.”

You: “Hi Robert. It’s Mary Jones calling.”

Client: “Yes?”

You: “As you recall, we met at Chamber of Commerce last Thursday evening?”

Client: “Oh, yes. That’s right.”

You: “Do you have a quick minute?”

Client: “Sure.” Note: usually they say “sure” or “yes,” but if they say “no,” ask for permission to call again and find out when is a good time.”

Step 2: Identify Needs

  1. Relationship marketing is a give and give and take process; so, get your client involved in the conversation. For example:

You: “Robert, I wanted to call and say thank you for attending my presentation last week.”

Client: “Oh, you’re welcome.”

You: “While I have you on the phone, would you be open to answering a couple of quick questions?”

Client: “Yes, of course.”

Ask 2 or 3 key specific and targeted questions to elicit the need for your product or service. Pause to listen to the answer and jot down a few notes while they talk. Here are some examples for a couple of different kinds of products (cookware sales and leadership training):

  1. Qualify the lead.
    • Cookware: “Do you do the cooking for your family?”
    • Leadership training: “Are you a team leader in your business?”
  2. Find out their current level of satisfaction.
    • Cookware: “Are you satisfied with the meals you are currently creating?”
    • Leadership training: “Are you satisfied with the productivity of your team?”
  3. Identify the need for your product or service.
    • Cookware : “What challenges are you encountering with meal preparations for your family?”
    • Leadership training: “What challenges are you encountering with your team production?”
  1. Cement the relationship by showing that you are listening to your client. Using your notes, paraphrase whatever the client said. Pause and let the client respond. They will either confirm that you’ve got it right or offer more information. For example:

So you are saying that…” For example:

  • Cookware: “It takes a long time to plan and prepare satisfying meals and it’s challenging for you because you work full time and have 2 small children?”
  • Leadership training: “You have invested in a lot of sales training to your team, but sales are still well below average?”

Step 3:Market your product

Once you are sure you completely understand the challenges the client is encountering, ask permission to offer a solution. For example: “I have an idea that might helpful. Would you be open to hearing about it?”

Once you’ve received permission, share the information about your product or service. Use some of the same words they used when describing the challenge they are encountering. The time you take to get to know them and their challenge will create a relationship and increase your success rate significantly. Once they have shared their challenge and agreed to listen to your ideas, your relationship marketing success will skyrocket.

Your Success Is My Goal,