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This is another one of those questions that I hear a lot from direct sellers. “How do I book parties from parties? I can get a party or two but then I don’t get any bookings from those parties. How do I keep my calendar full?” It’s one thing to initially fill your calendar, but if you can’t keep it full with new hosts, you’ll never get outside the dreaded friends and family circle.
The goal of every party lovin’ direct sales consultant should be to have a self-sustaining calendar that is a constant churn of new and returning hosts and customers. Trust me when I say you don’t want to keep revisiting your friends and family every time your calendar slips. It gets old. Fast. Here are my favorite tips and tricks that I used to keep my calendar full. Oh and make sure you grab our free Better Bookings Checklist at the bottom! It will help you double check all the things.
Set a booking goal
Setting a booking goal is a huge first step in keeping a full calendar. A booking goal gives you a benchmark in measuring the overall success of your party. If you consistently hit your booking goal, then you know what you’re doing is working, and you should keep rockin’ it! If you regularly miss the goal, then you know there’s something that needs to be changed within your booking system.
How do you know what your goal should be? I suggest having a goal of at least 2. If you add 2 new parties to your calendar from each existing parties, that will give you one to replace the party that just happened and another one to grow on. Kinda like birthday spankings.
On average, if you only book one from each party, what happens when a host is sick or decides to join your team? A hole just got blown in your calendar and now you have to scramble to plug it up. On the other hand, having that buffer of an extra party keeps you from panicking and ensures you have a constant flow of new hosts and customers for your business.
Set an Attendance Goal
Once you have a booking goal for each party, it’s time to set an attendance goal. This might sound weird, but it works! If you know that, on average, for every 10 party-goers, you get one booking, then you should set a goal with your host of about 20-30 guests that RSVP. This gives you plenty of people to schedule parties with.
Setting a goal with your hostess might feel awkward at first, but trust me when I say that your host wants a number. You’re the expert and should know exactly what your host needs as far as attendance to make the party successful for her and you.
Engage and Have Fun
We already talked about what needs to happen before the party, but what about during the party? What can you do to make sure you hit your goal of 2 party bookings? First, be engaging. Talk to your guests, even on a virtual party. I had a personal rule that every comment got a reply from me. (Unless it was something like a guessing game) If my party-goers commented with how they knew the host, I would reply and ask a follow-up question to keep the conversation going. If you’re at an in-person party, the same rules apply. Don’t just answer questions, ask them. Engage guests in conversation so they get to know you as more than the girl that sells stuff.
I feel like it should go without saying that you need to have fun at your party. Play party games. Use gifs if it’s a Facebook party. Laugh at yourself if you make a mistake. Don’t let it be all about selling and educating. It’s a party after all.
Pay Attention to Red Flags
I’m not sure I like calling them “red flags” because it has a negative connotation, but I’m sure you get the idea. Look for those red flags, flashing lights, and sirens that scream “THIS PERSON SHOULD BOOK A PARTY!” What do those look like? It’s the person that mentions they don’t have enough money to purchase right now. Hello, host savings! It’s the person that mentions that they love everything. Most people can’t afford to buy it all at one time, am I right? Or what about the guest that wants a big-ticket item? I’ve met very few people in my life that want to pay full price. These are all red flags that they are good booking prospects. These are the people you want to offer the hosting opportunity to first. Don’t worry. I’ve included some examples of this in the Better Bookings checklist that I mentioned above. Make sure you snag it at the end.
Build desire for hosting
Another tip is to build a desire for hosting. Think about the monthly specials that your company offers for hosts. (If they don’t, that’s okay. Just think about a higher-priced customer favorite.) Whatever month you’re trying to book, showcase those products in your current parties. If you build desire for this one amazing product and get everyone all excited about how it’s going to save them time or money or just make their life a little easier, don’t you think guests might jump at the opportunity to get it at a big ole discount by having their own party? Yeah…it happens ALL the time. So whatever month needs more parties, use that host special to drive your party content and build desire for the special.
Get your host involved
When your host is involved and looking for the bookings, she’ll do most of the work for you. When you have your host coaching chat, let her know what the benefits are to her when one of her friends schedules a party. Is there an extra goody at her party? What about a future benefit she needs to know about? When you host coach, ask her which of her party guests would make rockstar hosts themselves, then make a note to follow-up with them during the party! If it’s a Facebook party, when you post about booking, ask her to tag her friends to make sure they see it.
Bonus Booking Tip
Want one more tried and true tip? Offer your hosts a special gift when she has 3 friends schedule their own parties! This does a few different things. First, it gets you aiming past your goal of 2 bookings per party which means you’re more likely to hit the original goal of 2. Second, everyone loves extra freebies. If you plan to offer something extra, talk it up with your hosts during your host coaching. I found that most hosts would work for the bookings on my behalf when I offered the bonus goody.
Consistently booking parties isn’t magic, but as you can see it’s a mixture of focused intention, strategic use of party content, and attention to detail that makes all the difference. To make it easy for you, we’ve got a Better Bookings Checklist ready to go in our Direct Sellers Toolbox. If you already have the password, you can hop over there and grab it. If not, don’t worry! Just drop your name and email address below and you’ll be ready to roll. Use the Checklist to make sure you have all the pieces in place to effectively fill your party calendar.
If you would like additional help and faster results, check out our Virtual Party Checkup where we take a deep dive into your Facebook or Sqweee party and give you a full report with specific areas to tweak and change to improve your sales, bookings, and recruiting. This is your fast track to better virtual parties!
Comment and let us know your favorite booking tips! We would love to hear from you.