It’s probably the most common mistake that new consultants make – no matter what type of business they’re in.
They don’t know how to ask for a booking or appointment…the “right” way.
Let’s first talk about what most consultants do wrong. They ask a “closed ended” question.
You know, those questions that can be answered with “yes” or with “no.”
When you do that, you don’t get any information from your prospective hostess or your business prospect.
It might be that she just doesn’t have time this month because her son or daughter is getting married; or it might be that she thinks she doesn’t know enough people; or it might be that she is jumping to the conclusion that it’s really expensive to get started in your business, or that it takes a lot of time or work.
All of these are examples of “objections” that you can overcome or solve – but you won’t be able to do that if you don’t know the information.
That’s why you have to ask an open ended question. So you can get feedback from your prospective hostess or prospective consultant.
It just takes a little practice.
For example, you might say, “How would you feel about hosting a party?” or “I see you have a big wish list – which of these items would you like to earn for free or half price by hosting a party?” or “I know you love this month’s host reward – how would you feel about booking your own party so you can earn that item and more?”
To connect with your business prospects, you might say something like “I’d love the opportunity to give you more info about our business so you can decide if it’s right for you – how does that sound to you?” or “I’d love to share more info with you about our business, because I think you’d be great at it. What’s the worst thing that could happen by learning more about it?”
These are just examples of how to ask for a booking or appointment.
Spend some time thinking about the words and phrases that are comfortable for you to use, and simply practice, practice, practice.
Soon, these open ended questions will start flowing out easily and effortlessly, and you’ll increase the number of bookings you schedules, and the number of prospect appointments that you put on your calendar.
Everything in the home party business is a skill that you can master with some practice.