Some of the links in this post are affiliate links. This means if you click on the link and purchase the item, I will receive an affiliate commission at no extra cost to you. All opinions remain my own.
As a direct seller, your bread and butter is a calendar full of parties. Your job is always to be selling, right? Well, for many direct sellers trying to maintain that calendar is something super difficult. But, in my experience, it’s not that tricky. You just need the right habits and mindset, and I promise you will never run out of bookings again. No exaggeration!
We’ve all been there before: you start the month full speed ahead, looking at your full calendar with all the butterflies and drive to hit the month hard with grit and make some money. But do you look ahead? Most don’t. So once that initial, “OMG, look at all these parties!” is over and you come up for air, you’re looking at a blank calendar. Sound familiar? If so, you’re not alone.
Often as a direct seller, it’s easy to get pumped about what’s right in front of you but forget about long-term bookings to meet your income and business goals. It’s easy to fall into that habit of binge booking in a panic when you realize your calendar is empty after killing it the month before. It’s easy to say, “Well, I just need to iron out my booking system, and it’ll all come together.”
But you know what, friends?
You guys know how to book parties. You’re not giving yourself enough credit. Don’t get down on yourself if you feel like it’s you or if you think it’s something you just “can’t do.” It’s not. It’s a mindset in need of shifting and some habits that need fine-tuning. Let’s dig into four simple steps that will keep your calendar full and your business booming, shall we?
Step #1: Set Achievable Monthly Goals
I’m going to talk about this one every chance I get because it is so dang important if you want to see success in your direct sales business. Because honestly, without goals, how do you even know what success looks like for you? If you don’t have a goal, you have no idea when you actually hit “it”—that thing you’re searching for, the reason you got into direct sales.
It is easy for us to set personal goals like walking a mile a day, losing five pounds, cutting out fried foods, and reading one book a month. Those don’t seem as “daunting,” but we struggle to do the same for our business for some reason.
Don’t fear goals; embrace them, y’all!
The key is basing your monthly goals on facts and information. Not lofty pie in the sky-type goals that will be hard to reach that will put you in a funk or a rut if you don’t reach them because they’re a little bit too big for where you are at now. Remember, you always have to have something to work towards! Don’t set a goal to book 60 parties in a month during your first year in business. It won’t do you any favors. Be realistic and smart!
The best way to set monthly goals is to determine your annual income goal, break that down into a monthly income goal, and then figure out how many parties you must book to reach that income goal. There is no right or wrong number. It could be two, or it could be 25. You are the CEO of your business. You are the only one who can determine what is right for you.
When I was pushing for growth, my goal was 16-20 parties a month. But when I wanted to take a step back to start coaching and developing leaders, my max was 12-15 parties. With that, I was still hitting goals but not running around like a crazy person.
Figure out what you want, break it down into bite-sized pieces, and get after it each and every month!
Step #2: Set Time Aside Each Week for Prospecting & Follow-Up
This one is key, and it’s one that I see a lot of direct sellers skimp on, which is precisely what leads to binge bookings. When we get into a consistent habit of prospecting and follow-up, that is where success starts to blossom. You can’t expect to book parties without prospecting, and you can’t expect to magically book 20 parties in a week if you suddenly realize your calendar is empty and you haven’t followed-up or prospected after your last five parties.
When you schedule time each week for prospecting, it starts to run like clockwork.
I ran multi-day parties, and they wrapped up on Thursday and Friday. For that reason, I scheduled Thursday as my booking day each week. I physically blocked off my calendar for prospecting and following-up every Thursday–it didn’t matter what was happening in my world. Thursday was my booking day. I knew that my activities the other days of the week weren’t booking.
So you may be asking why I scheduled it that way.
Always schedule your prospecting days, aka booking days, at the tail end of the party or the day after a party ends. You’ve just spent time getting to know newbies, you’ve shared exciting new products, you don’t want to lose interest, and you want to keep everything fresh and top of mind. You just took time and energy to build that relationship with them. Keep momentum that going!
But life happens, too. We go on vacation or take days off for family things. If I knew I was going to do this, I would bump up time the week before and after, so I wasn’t skipping anything, so my calendar didn’t suffer.
So, block off that calendar and get to work, friends!
Step #3: Focus on Securing 2-3 Bookings from Every Party
Next up, I want you to go further than those monthly goals. I want you to make a goal to book “X” number of parties from each party you host, ideally 2-3 bookings from each. This will keep your calendar full for months to come.
Now some people tell me that it’s hard to get these bookings from a party.
My response? If it’s hard to book a party after someone has attended another party, you need to take a look at what you’re doing.
I guarantee you if you’re not taking bookings from your parties, one of the above three things is probably a lil’ outta whack and needs some fine-tuning.
If your ask is friendly, personable, speaking to the benefits of hosting, and not super salesy—you’ll get a booking.
If your party content is super fun and engaging—you’ll book a party.
If your host is singing your praises because you made it easy and enjoyable for them—you’re going to get a dang booking!
Step #4: Schedule a Bi-Weekly Calendar Check
Last but certainly not least, the bi-weekly calendar check. I know we get busy. Sometimes our habits may fall off. Stuff happens when you’re an entrepreneur, mama, spouse—all the things.
But one surefire way to stay on top of your bookings and be in tune with what is happening in your business is checking your calendar every two weeks. I would always set a calendar alert every other Monday to ensure I did this. And, y’all, it does NOT take a lot of time. A quick 15-minute check-in to do a lil’ pulse check on your business. If you see a little more white space than you’d like, you know it’s time to light a little fire and get going.
So, every other Monday, I would look at the next month on my calendar. So if you’re checking your calendar on March 15th, you would check to see what you have booked from March 15th to April 15th to see if you’re on track to reach your goals those months.
Do you have the bookings on your calendar that you want for the next 30 days? If you don’t, you have time to fix it! Easy peasy.
No More Excuses, Go Get Those Bookings
As a direct seller, when your calendar is in shape, the whole world makes sense and feels good. One of our Dog Gone Virtual friends shared, “My confidence level is high when my calendar is full,” and I couldn’t have said it better myself. You can work through almost anything if you have people constantly coming into your business. You are so much more bold, confident, and brave when your calendar is full!
So y’all, are you ready to put in the time to build the habits? Are you ready to take a look at your business critically to spark growth? It’s time to velcro yourself to a chair and commit to making those changes in your business. I have faith in you, friends!
Pin for later
Mary Haynes is a highly successful direct seller turned direct sales strategist and coach! She loves helping direct sellers streamline and scale their businesses using simple, tried and true strategies. Her goal is to reduce the overwhelm so you know what to do and when to do it in your business. Mary is also a homeschooling mama that lives in sunny Florida with her husband, 4 kiddos, a dog, and various other backyard animals.
Hey, I'm Mary!
My passion is helping you simplify and streamline your direct sales business using tried and true systems that reduce overwhelm and help you reach your business goals even faster! Find out more about what we do here.
Confused about what to do next in your direct sales business? Need a clear, simple plan on how to grow? Grab our free Direct Sellers Business Blueprint and learn the 4 key areas you must master to grow your direct sales business!