Create a team booking campaign ebook by Elaine Wheeler Townsley

A Team Booking Campaign

A Special Report by Gale Bates www.mymentorbiz.com

20 Creative Ways to help your team have a consistent calendar full of bookings It all starts with ONE! 1

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About Gale Bates Gale Bates is a corporate consultant, international business coach, speaker, trainer, mentor and founder of www.mymentorbiz.com. She is the creator of the CALENDAR GIRLS Team Booking System for leaders in direct sales. Gale began her entrepreneurship career when she created a successful product line and a chain of unique boutique stores in Hawaii called Tutu Nene. She says her experience in designing a product, manufacturing and taking it to the market place was invaluable in building her business career. She sold the Tutu Nene business in 1996 and the product line and business are still available today. Gale entered the direct sales arena in 1994 and found her gifts in helping others build profitable businesses. She developed systems and strategies to build a million dollar team in 3-‐1/2 years and enjoyed the benefits of being the #1 leader in her company more than once. Gale believes the direct sales business model is the perfect vehicle for women to earn a six-‐figure income. She opened her coaching and mentoring business www.mymentorbiz.com in 2009. She works and consults with direct sales corporations in training, mentoring and coaching their field representatives and more specifically creating leadership programs. She has a thriving private and group coaching business with leaders in direct sales all over the world. Gale created the CALENDAR GIRLS Team Booking System to help leaders increase their team bookings and team sales volume, which inevitably leads to increased income. The system is designed to help consultants create consistent parties and consistent income. Leaders use the guidelines and communication methods to train, support and grow their teams and develop leaders. Gale coaches clients using this system to help them become better leaders in supporting and growing strong, successful teams. Gale is one of today’s most dynamic and pioneering international business coaches. Gale is committed to empowering others and spreading her message to an ever-‐increasing audience by taking the mystery out of building a direct sales business, and earning six figures and more.

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Dear Leaders, The Party is the central core of your direct sales business. I believe a leader’s success is the measure of her team’s bookings. When you have a team who is booking consistently you have a team who is earning cash flow consistently. Everyone wins! However, there are those on your team who believe -‐-‐

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It is HARD to get bookings, or No-‐one wants to book with them, or They run out of people to call to get bookings.

I experienced this when I built my own million dollar team to the #1 position in my company. That’s when I created the CALENDAR GIRLS Team Booking system and turned my whole focus into a team booking campaign. This campaign helped those team members, who didn’t believe anyone would book with them gain enormous confidence. It made them realize all it takes to getting a calendar full of bookings is learning the skills of bookings and focusing on ways way to hold a party with a happy hostess. In this E-‐book, I’m sharing with you TWENTY ways to help your team get over their hurdles of “no” bookings. These are tried and true ways that helped my team hit the million dollar level. When you focus on helping your team members get over these hurdles you’ll find you have

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A consistent team group volume every month Income you can count on every month A team recruiting consistently every month New leaders emerging every month A team spirit that brings everyone together.

Combine these 20 ways with your CALENDAR GIRLS Team Booking system, and you’ll find you will LEAP FORWARD to the top level of leadership in your company. Love & Success to you,

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Bookings are the engine of your business No Engine No Bookings

Car won’t run No business

Teach your team how to FUEL their business with these booking tools. • BOOKING Bids • BOOKING Service check-‐out • BOOKING calls and Social media • BOOKING blitz every month • BOOKING learning presentations • BOOKING a 4-‐week rolling calendar • BOOKING calendar confidence • BOOKING with a W.I.T.A. Gale Bates © 2010 www.mymentorbiz.com 4

Training Tips for Leaders Booking Bids. Develop a system for your team and build their confidence in getting 2 bookings from every party. Review my Rule of 3 booking bid system on Page 6. Booking service check-‐out. Asking every guest at check-‐out is the key to getting bookings at every party. Create a team check-‐out formula that everyone on the team uses to have success in getting bookings at every party. I used the 5-‐envelope booking technique. It built their confidence in handling booking concerns. Booking calls and social media. Scripts are the answer to helping your team get into the habit of making calls to get bookings on a weekly basis. Teach your team how to prepare a script and use it. Bookings and social media. Teach team how to have a professional presence on social media. Share professional content and ways to post on Facebook, Twitter and Linkedin and Pinterest. Booking Blitz every month. Hold a Booking Blitz with your team the last week of every month! You’re helping them have bookings going forward every month. Offer drawings for every 6 bookings, and build excitement. Train team members the importance of filling their calendar every 4 weeks FIRST. Book “Lunch & Learn” presentations. Show a team member how to present her party demo as a learning experience. Find companies, associations and networking organizations that are looking for a quick “Lunch & Learn” experience. Booking a rolling 4-‐weeks. The importance of booking “every” 4 weeks helps team members have consistent income every month. Train your team to have an ongoing 4-‐week booking goal. Booking calendar confidence. Calendar confidence is always knowing the next 2 booking dates in your mind. Train team to always offer their NEXT TWO available dates (within 4 weeks.) When the team has confidence in getting bookings, they are assured of a full calendar. Booking with W.I.T.A. This is the SECRET to having a full calendar of bookings. When you have a “Whatever It Takes Approach” to getting bookings, you create a ripple effect in your business. A team who follows this mantra builds team success! Gale Bates © 2010 www.mymentorbiz.com

Marketing YOU and YOUR Parties Marketing is the action of promoting and selling your services. When you get bookings, you are marketing yourself and your party. Teach your team how to talk about their parties with confidence. Talk about them with friends or meeting someone new. Talk about them on Facebook, Twitter, Linkedin & Pinterest. Talk about the “fun” at a party and the FREE hostess benefits. Teach them to market their parties everywhere they go.

RULE OF 3 Marketing and getting booking at parties

Rule #1 Thorough Hostess Coaching Follow your company guidelines for Hostess Coaching. To insure ONE booking when you arrive at your party, ask hostess to identify which guest will book. Get information about her and connect with her at the party. Greet her at the door, shake her hand, get to know her, and when taking her order ask her to book. You are confident you will get this booking because you took the time to get to know her and form a friendship. Rule #2 Follow the THREE booking bid formula Look at booking bids as marketing messages. Follow this formula at every party. • In your opening conversation, thank the hostess, share the hostess program and make a general bid about having a party with you. “Tonight, I’ll be asking each of you to book your own fun party.” • Mid-‐way through party share a one-‐line marketing message. “Being a hostess is a great way to get this product for free.” • At check-‐out assume she’ll book and ask every guest! Offer next two dates. Rule #3 Book your hostess into the next catalogue. Your hostess is sold on your product and you. She loves being a hostess. Ask her to book into the next catalog. Factor this booking as your THIRD booking and get a confirmed date. You’ll always have a FULL calendar going into every new catalogue and product release when you book loyal hostesses every season. These 3 RULES confirm your marketing messages that you are a confident direct seller who is in the party business and your calendar is consistently full of bookings.

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20 Ways to help your team get consistent bookings Creating bookings outside of parties. A Leaders job is to support and help team members build confidence in booking two or more at every party. In a perfect world if every team member got two bookings at every party, business would be easy and consistent. However, as in all endeavors, perfection eludes us and we must think creatively and find “out of the box” ways to hold bookings. This gives the team choices and results in a more successful booking program. #1 Create your own TEAM BOOKING MENU. There are hundreds of ways to party! People usually love to order when they experience the fun shopping experience of a party. Gather all the different FUN ways to hold parties and create a TEAM BOOKING MENU. You can hold parties at homes, in offices, at coffee shops, in the playground. At your team meeting have the whole team brainstorm ways and themes to hold parties and create your menu of team booking ideas. Print it out for every team member so she has a variety of different ways to offer guests a fun party experience. Now, your team has options in filling their calendar every week! #2 Hold a Product Showcase party at your home. (I did these once a week!) Every NEW person you meet knows 10 friends! She is a potential hostess in waiting. Rarely, when you meet someone NEW, will she immediately want to book a party. However, if you always have a SCHEDULED Home product showcase party on your calendar, you always have the opportunity to INVITE her to view the product! This is your back pocket invite when someone says, “Invite me to your next party,” or “I don’t do parties myself, but let me know when you’re having one and I’ll come.” Once she experiences the product, and builds trust with you, she will want to introduce you and your product to her friends and be a hostess. #3 Hold a weekly/monthly Coffee Shop party. Sometimes, it’s not convenient to hold a party at your home. Set up a meeting with friends once a week, or once a month and ask them to bring a friend and share your products. The point is to get the right amount of orders to make it a qualified party, do a mystery hostess drawing. Gale Bates © 2010 www.mymentorbiz.com

#4 Hold a fundraiser once a month for your favorite charity. Choose the same one or a different one every month. Get into the habit of holding a fundraiser party every month. This takes some effort on your part, but is very rewarding effort. Find organizations or teachers who need supplies and donate a percentage of your party profits. Find hostesses who love to give back and support their favorite organization. Fundraisers introduce you to NEW clients and get you high sales and more bookings. #5 Hold a virtual party. Send emails to virtual guests, send the link to your online catalogue. Gather orders and offer a mystery hostess drawing to receive the credits on the total sales. #6 Outside orders = your next bookings. Treat your outside orders like GOLD! Every outside order is a potential booking. Train your team how to COACH your hostess in getting $200+ in outside orders at every party. A person who is an outside order has experienced the product and is sold on the product and its benefits. Set up a system to call every OUTSIDE ORDER immediately after she receives her product. Ask if she’s enjoying the product, and ask when she’d like to get more product for FREE as a hostess. #7 Lunch & learn parties for busy professional women at the office. Create a quick 20 minute presentation (It is your product demonstration from your party.) Come up with a catch name for your office presentation. This is a way to get in front of more people to share the benefits of being a hostess. At the event, do a drawing and receive everyone’s information for follow-‐up. Women want to eat lunch, learn something new and have a quick break from their busy day. Here are a few places to approach. • Chamber of Commerce women in business • Realtor Companies • Staffing Agencies • Banks • Women’s luncheon groups • Mothers Groups • Philanthropic associations • Look in your local paper for groups who meet every month Gale Bates © 2010 www.mymentorbiz.com 8

#8 Hold a spontaneous Facebook party. Post your customer or hostess special of the month. Similar to a virtual party, but make it special for Facebook members only. Throw in free shipping or something extra. Send them to your catalogue link. Collect the orders, call each customer for her credit card information if necessary. #9 Hold a Pizza Team Booking Blitz! Send out invitations to team, make it a fun event! Tell them to bring their lists and cell phones. Share your TEAM BOOKING GOAL. Train on booking scripts and have them write their own script before making calls. Give team 20 minutes to make calls. Have a flip chart with 5 columns Made a Connected She Order Joins Call With caller Booked Taken Team Celebrate their successes. Give a point for making the call. When a team member connects write in Hostess name and give big applause. When team member gets a booking – BIG APPLAUSE. Maybe she doesn’t get a booking, but get’s an order, or better yet, someone wants to join! Give out prizes at end of evening. Have them continue to call at home to meet your booking goal with a deadline date. #10 A Catalogue Mail Out system Every Monday mail out 10 brochures to people you’ve met who are on your living list. Women who you haven’t seen in a while or new people you’ve met out and about. And every Thursday, follow up with a phone call. Use an authentic script. “Hello Suzie, did you receive my catalogue? I’m booking my calendar and thought of you. I know you love (product) and would love to help you get more for free as one of my special hostesses. I have a special hostess gift this month and my next two available dates are (name two dates.) Which would work for you? #11 Create a Theme party notebook. This is a simple process. Get a binder with plastic sleeves. Create flyers on your computer using clip art and pictures of the different FUN themes. Share it with as many people as possible. Always have it visible on a coffee table at your parties. E.g. Margarita Mexican night, Pajamas & Pearls, Mother/daughter party #12 Compliment card Create a card and hand these out at every party, to all your customers. When someone gives them a compliment, she hands them the compliment card with your name and information and a space for her own name. When the person calls to book, you give her a special hostess gift, and send the person who gave out the compliment card a gift certificate. Gale Bates © 2010 www.mymentorbiz.com 9

#13 Past Orders. Go back over all your order slips (filed in your customer binder from A to Z.) Look at all the customers who bought at parties and didn’t book. Make a phone call (write your script ahead of time). Ask her if she enjoys her purchase and then ask if she’d like to get more free product by inviting her friends over for a fun get-‐together. Offer your next 2 available dates. #14 The Power of the Girlfriend Gift Certificate. Gift Certificates are your “Referral Rewards Program.” Create a postcard at www.vistaprint.com describing your referral rewards. Be very specific about the amount you give for a sales referral, booking referral and recruiting referral. Place postcard at checkout to hand to every guest. Girlfriend Gift Certificates are BIG business at holiday time. Customers love to buy Gift Certificates for family and friends. Men will love you to handle all their shopping needs with Gift Certificates. • Call or email customers and let them know how to use your gift certificates. • Suggest to customers they add a gift certificate to their own Holiday wish list. • Offer Gift Certificates for Client Birthdays, Fundraising events and Silent auctions. #15 Expos, trade shows, and vendor shows. Serious business builders know the enormous potential in getting bookings and recruit leads working trade shows and expos. It’s a great way to target a big crowd of prospects in one place at one time. Some Trade shows are expensive and you might want to share the expenses with team members. Include new consultants and help them learn how to connect and open up new circles of business. Look for smaller venues like fairs, farmers markets, health and fitness expos. Check out local business conferences or corporate vendor events. Want more information? Email me for my handout galebates@mymentorbiz.com “How to get the most out of Trade Shows & Expo.” #16 Customer & Hostess appreciation party. Focus on giving back to customers and hostesses by inviting them to your home for a special thank you event. Promote good will the moment they walk through the door. Offer a Gift Certificate. Sell product samples at a great bargain price. Offer Holiday bundles or gift baskets. A great time to hold these are during the holidays. Maybe hold a cookie or ornament exchange. Some consultants hold these twice a year and customers and hostesses look forward to them every year. At each event offer a booking incentive to keep your rolling 4-‐week calendar full. Gale Bates © 2010 www.mymentorbiz.com 10

#17 A team booking relay race. Create small 3-‐4 people teams within your team. Share a script for each team member. Have their calendar full with open dates. • The first person on the list begins her calls. • As soon as she gets her first booking, she texts or emails the next person on the list and says, “tag, you’re it!” • That person starts making calls until she gets a booking and then texts “tag, you’re it” to the next person on the list. • Keep the loop going round and round. • See how many loops you can do as a team. Give out prizes for • team with the most bookings • team who has the closest bookings • person with the most bookings • person who has the next or closest booking #18 Create a Booking Mind Map. This is a great exercise for team members who have run out of family and friends. A mind map is a visual way to represent ideas and concepts. Creating a Booking Mind map helps consultants brainstorm groups of people as an aid to figuring the types of people they know and haven’t approached with their business. If you’d like a copy of “Create a Booking Mind Map” email galebates@mymentorbiz.com #19 Holiday Ideas. This is the highest selling time of the year. Offer special holiday theme parties. Ornament exchange parties and Cookie exchange parties are always a ton of fun. This is the time of year people are looking for great GIFT ideas! Create a Santa Wish list for all your customers to give to her family to contact you. #20 Busy Women parties. In today’s crazy world, there are women who would love to shop, but the thought of attending a party and spending 2 or 3 hours just isn’t possible with their busy lifestyle. Open your business and offer “shop around the table” parties or “Drop in for a 30 minute experience.” Cater to the busy women who might have 30 minutes to drop by, experience your product, and place a $100 order. Offer this type of party to busy women who want free product, and have lots of busy women friends who will drop by her home for a 30 minute shopping experience. Gale Bates © 2010 www.mymentorbiz.com 11

A CUSTOMIZED TEAM BOOKING MENU When a team member remarks, it’s really hard to get bookings, or nobody will book with me, share your TEAM BOOKING MENU. Ask her if she has tried every one of the ideas on your menu. What will it take to get on the phone and invite 3 women to a product showcase at her home? What will it take to send out 5 catalogues this week and follow-‐up with a phone call? Give each member a copy of your menu and have them circle the events they will book into the next 4-‐weeks. Here’s what a committed Consultant’s calendar might look like every 4 weeks. CREATIVE booking Ideas for a consistent 4-‐week booking program HOSTESS PARTIES and Creative booking events Mon Tues Wed Thurs Fri Sat Sun W Catalog Catalog Lunch & Outside e Mailout Call Learn order call to e k 1

follow-‐up

Hostess Party

Catalog Call follow-‐up

Presentatio n at Realtor office Hostess Party

W e e k 2

Catalog Mailout

Customer Care calls Gather orders

Home party – mystery Hostess

W e e k 3 W e e k 4

Catalog Mailout Catalog Mailout

Hostess Party

Face Book Party

Catalog Call follow-‐up

Corporate Vendor Event

Hostess Party

Catalog Calls to Call customers follow-‐up bought didn’t book

Theme Party Pearls and Pajamas

Attend Booking Blitz Pizza Party

Hostess Party

book NEW Hostess Coffee Shop mtg Friends who bring friends

Holiday Fair Event

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The Ripple Effect

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Begin your TEAM BOOKING CAMPAIGN today! Zig Ziglar says, “If you help others get what they want, you will get what you want.” Help team members get a full calendar using your Team Booking Menu. Build confidence in team members teaching them every hostess is looking for o Friendship o Free product, o and most of all a FUN experience. Help team members get strong in the 5 beliefs o Belief in your product o Belief in your company o Belief in the direct selling industry o Belief in other people o Belief in yourself • Help team members to market parties and get 2 or more bookings from every party •

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Join the CALENDAR GIRLS community. Order your CALENDAR GIRLS Team Booking system WORKBOOK at www.mymentorbiz.com and inspire your team to hit monthly booking team goals.

Teach them to stay alert to having a positive mindset. When they apply a “Whatever It Takes Approach” (W.I.T.A.) to filling their calendar every week with bookings, they will have a successful and profitable business. When you have a team of consultants who have confidence in themselves, in marketing their parties and a W.I.T.A. approach, the ripple effect is HUGE. o Happy Customers who love partying & ordering product. o Happy hostesses earning $100 or more in FREE PRODUCT o Happy New Consultants who want to join your team! Happy Team members, Lots of friendships Increased Income, Increased Abundance And

A successful, fun and profitable home based DIRECT SALES BUSINESS!

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Encourage your team members to order the 2013 DIRECT SALES PLANNER

A tool to keep bookings consistent and have consistent cash flow every month. A tool to set goals and write an action plan each month to achieve your goals

A tool to record your new customers, new hostesses, and new recruits. A tool to track your party sales, bookings and recruit leads. A tool to record your monthly revenues and expenses and keep track of your profit and loss every month. A tool to follow the enriched articles on • Time Management, • Party skills, • Social media strategies, Order it today • Hostess coaching, At • Overcoming booking concerns • Generating new circles of http://www.mymentorbiz.com business • Customer Care Program • Referral Rewards Program • Be a Recruiting Rockstar • Path to Leadership

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Want to work with Gale? I am on a mission to help 100 WOMEN grow their business to a 6-‐FIGURE INCOME Contact Gale for a 30 minute COMPLIMENTARY COACHING CALL Finding the Gap in your Business Email galebates@mymentorbiz.com We’ll spend 30 minutes helping you get Clarity with what you want in your business A quick strategic plan to move forward A way to help you execute your plan Receive my FREE bi-‐monthly ezine

Mymentorbiz Bulletin An ezine for Entrepreneurs in Direct Sales Go to www.mymentorbiz.com Download “7 ways to Maximize your Income in Direct Sales” connect with me on facebook http://www.facebook.com/mymentorbizcoaching

May you prosper and grow a very profitable Direct Sales Business!