WELCOME TO RISING STARS "LIVE"
What you can expect • Develop skills • Gain confidence • Progress…promotion will come with consistent effort • Support and guidance • Begin with the end in mind
Today’s Topics • Develop Effective Work Habits • Prospecting & General Leads • Bookings Mean Business • Hostess Coaching • Customer Care • Recruiting Basics • Get Your Reps Off to a Fast Start
Today’s Presenters • Stephanie Sanda, Dover, OH – Star Leader with Silpada for 3 ½ yrs • Tracey Logan, Urbana, OH – Star Leader with Silpada 2 ½ years • Jenny Stewart, Sabina, OH – Emerging Star Leader with Silpada 1 ½ years • Becky Due, Upper Arlington, OH – Silver Manager with Silpada 3 ½ years • Martha Price, Dublin, OH– Sterling Manager with Silpada 4 years
Develop Effective Work Habits Presented by: Stephanie Sanda
Three Obstacles to Success • You can’t ‘find the time’ to work. • You don’t know whom to contact • You don’t know what to say to prospects.
Finding Time to Work • No one FINDS the time to work • You have to MAKE the time to work • Time Blocking – it’s an easy way to FIND time
Tools to help you “Make Time” • Monthly Planner -used to schedule time for business • Open Dates Sheet -transfer dates from monthly planner -work when YOU want to work • Daily Planner -list business and personal to do’s -keep track of business building contacts you make each day
What is a Contact? • Anyone, anywhere that you talk to about your business for growth • You can’t always list your contacts – sometimes you don’t know who they are
An easy way to find contacts Who are your Circles of Influence?
Other tracking tools • Critique Your Week – will help you see patterns in your behavior. You’ll see area where you excel and areas you need to improve • Prospect Follow Up Log – helps you track your contacts • Income and Expense log – helps you keep good records • Who do you know list – a good one is like $ in the bank
Tips to make the most of your time • Report to work • Plan a power hour • Check your email 2 times a day
The BIG Impact Habit Consistent Activity = Results
Prospecting & Generating Leads Presented by: Tracey Logan
The #1 “Big” Impact Habit is… Make 5 Business Contacts a Day
What are the Biggest Obstacles • You don’t know who to contact • You don’t know what to say to prospects
Our 3 Services • Purchasing product • Hosting a party • Exploring the business opportunity • Green Flags – verbal and non verbal signals that show interest in our business
Mini Commercial Easy way to talk about the 3 services at your shows
Who are Your Prospects? People you know -from your who do you know list People you will meet • the secret to meeting people is wanting to People at your parties -have you missed any green flags People referred by others -could come from circles of influence
Ways to initiate conversation • “I love your jewelry where did you get it?” • “Have you ever been to a Silpada Party?” • “Here’s my catalog – my name is on the back.”
Keeping Track of your Prospects • 5 contacts x 7 days a week = 35 contacts • It is essential that you keep track and follow up promptly. Don’t disappoint your prospect. Answer to this Problem? Prospect Follow Up Log
The most valuable business tool!!THE PHONE!! Does your phone feel like it weighs 1000 lbs!! You CAN get comfortable with experience Make scripts for yourself • Prospecting • Scheduling parties & appointments • Closing the sale • Customer Care • Recruiting • Coaching your Hostess • Coaching new reps • Training for Silpada – Conference Calls
21 DAY CHALLENGE 105 CONTACTS Available in Silpada Learning System
Bookings Mean Business!! Presented by: Jenny Stewart
You need ENOUGH bookings Recommendation – 2 home show a week WHY? • You get good at what you do • You meet lots of prospects • You set a standard for your team • If you work sporadically, you always feel like you are starting over
Silpada Home shows are the best place to build your business! Why? You have an audience! You need bookings to achieve your goals Why 2 bookings? 1st – replaces the show 2nd - builds your business!
Who do you know list Set a goal to book 6 parties Ask for referrals Wear your NEW jewelry everywhere, watch to see who’s eyes light up! Invite your friends to your own Silpada show If someone is uncertain, offer to show them a sample Booking Ideas Techniques For NEW Recruits
Book 2 shows at every party!Make it your goal How can YOU encourage bookings? It’s easy - HAVE FUN!! Encourage the hostess and guest to try on LOTS of jewelry Use visuals to illustrate Hostess FREE jewelry rewards Ask your guests to model the jewelry Do your mini commercial!
More ideas about bookings • Have fun and be positive! • Coach the hostess • Ask everyone to host • Pay attention to the women who LOVE all of the jewelry! • Let the customers know there is a 3 month time frame
Is your calendar full?Let’s share some ideas • Booking on the phone -what words do you use? • Home show bookings -what ideas do you have? • Booking from referrals -how do you do this?
Open Dates Sheet • How do you use it? • Blank Calendar • Add incentives? OPEN DATES Day Date Name Phone E-mail ____________ __________________ ____________ ___________________ ____________ ___________________ ____________ ___________________ ____________ ___________________ * Book on a “Star Date” and get an extra gift! *
YES !! Get the date! • It is not a booking without a date! Get the date on the calendar, and follow up with an email or phone call to confirm it! • CONFIRM EVERY DATE WITHIN 48 HOURS of booking the date!
Maybe MEANS TELL ME MORE! • Talk about how easy it is to host • 3 appetizers • 1 ½ to 2 hours • Offer to send invitations! • Website for customers to view product • All guests invited to bring a friend PUT THEM ON YOUR PROSPECT FOLLOW UP LOG
No doesn’t mean Never • Don’t give up if someone says no • They are not saying No to you, just to the idea of having a party • Don’t take it personal, just say: -“If you change your mind, let me know” -Can I call you in a few months, you really seem to like the jewels. -No problem, it is my job to ask, so I ask!
Hostess Coaching Presented by: Becky Due
Why Hostess Coach? The most important part of a Silpada party happens BEFORE THE EVENT!! • The most important aspect of your show • Comfortable, Excited Hostess = GREAT Attendance • Consistent hostess coaching will lead to consistently great shows • She may become an annual hostess • She counts on YOU to teach her how to have a great party • She’ll spread the word about your business!
When to Hostess Coach • The minute you book the show • Build a relationship with your hostess • Hostess Packet -Your Time to Shine brochure - 2 Silpada catalogs - 5 Customer Order Forms - Imagine Recruiting teaser
Hand the Packet to the Hostess at the Show in front of the Guests This is FREE advertising for your business
“Success Formula” 10-5-1 Share the formula with EVERY hostess 10 buying guests 5 outside orders 1 pre-arranged booking before her party You will have a successful party!
Communication with your Hostess is Essential for a Successful Show! • Okay – WHEN?
When to call hostess • 2-4 weeks prior to show/event - brainstorm her list - invite personally - invitations through party manager - website for outside orders • 2 week prior to show to make sure -confirm date and guest list • 1 week prior – get list of names for reminder calls • 2 days prior – get her psyched for the show!
Party Manager! • Sends a professional email to hostess to confirm date of party • Allows you to personalize the email • Give the hostess a link to enter guest information online • Puts guest information in label format • Creates a reminder call list for you!
Reminder callsthe day before the show • Reminds the guest about the party • Allows them to give you an order before the show if they can’t go • Possible future hostess prospect • At least you can leave a message to remind them of the show. Reminder Calls are Courtesy Calls!
After the party • Continue to have a relationship with your hostess after the party even if you just send an email, do something! • Consider your hostess your next best Rep Prospect! Invite her again to join your team • ASK HER FOR REFERRALS—ASK FOR HER HELP AGAIN FOR BOOKINGS
Thank your hostess! • Always send a thank you note! • You can send a hand written one as well as an email one. • Ask for referrals! Make your hostess your partner!
Customer Care Presented By: Stephanie Sanda
Why make Customer Care calls? • Let’s them know you appreciate their business • Make sure your customer is satisfied with her purchases • Increase your credibility as a service-oriented professional • Increase Customer confidence and loyalty • Keeps you informed about changes and new needs in their lives
What Benefits will you Experience? • Jewelry orders • Increased Bookings • More Recruit Leads • Relationships that will nourish your business for years to come
When Should you Call? • D.A.T.E. • Guests Who Attended • Anyone who placed outside orders • After jewelry has been delivered • To suggest pieces to go with the “Look” your customer has ordered • With each new product release