WELCOME TOWELCOME TO

Today’s TopicsToday’s Topics• Develop Effective Work Habits • Prospecting & Generating Leads • Bookings Mean Business • Hostess Coaching• Customer Care • Recruiting Basics • Become a Skillful Interviewer “QUAD” • Get Comfortable Handling Objections &

Concerns • Get Your Reps Off to a Fast Start

Develop Effective Work HabitsDevelop Effective Work Habits

Three Obstacles to SuccessThree 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 WorkFinding Time to WorkNO ONE

WE HAVE TO

Tools to help you “Make Time”Tools to help you “Make Time”

• Monthly Planner

• Daily Planner

• Open Dates Sheet

Knowing Who to ContactKnowing Who to Contact

Who are your Circles of Influence?

Knowing Who to ProspectKnowing Who to Prospect

Use the Prospect Follow Up Log

Prospecting & Generating LeadsProspecting & Generating Leads

What is the MOST exciting thing What is the MOST exciting thing that happened to you and your that happened to you and your

business recently?business recently?

The #1 “Big” Impact Habit is……The #1 “Big” Impact Habit is……

“Make 5 Business Contacts a Day”

What are the Biggest ObstaclesWhat are the Biggest Obstacles

• “You don’t know whom to contact”

• “You don’t know what to say to prospects”

What are our 3 Services?What are our 3 Services?

• Fabulous Products

• Free Products

• Fabulous Business Opportunity

Who are Your Prospects?Who are Your Prospects?

• #1 People at the mall wearing Silver Jewelry – smile – pay them a sincere compliment – hand them your card, build a rapport.

• Where are 5 Places you can go to meet and start conversations?

Things to say to Initiate a Things to say to Initiate a ConversationConversation

• “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.”

• #2 People you already know from you life.

“Who do you know list”

• #3 People at Parties

• #4 Referrals by others

More Places to find Prospects…More Places to find Prospects…

Keeping Track of your ProspectsKeeping 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.

Prospect Follow Up LogProspect Follow Up Log

Answer to this Problem?

The Phone is your friend – Your most The Phone is your friend – Your most valuable business tool you will ever have!!!valuable business tool you will ever have!!!

• Prospecting• Scheduling parties & appointments• Closing the sale• Customer Care• Recruiting• Coaching your Hostess & New Reps• Training for Silpada – Conference Calls

Sunday Monday Tuesday Wednesday Thursday Friday Saturday

1

2

3

4

5

1

2

3

4

5

1

2

3

4

5

1

2

3

4

5

1

2

3

4

5

1

2

3

4

5

1

2

3

4

5

1

2

3

4

5

1

2

3

4

5

1

2

3

4

5

1

2

3

4

5

1

2

3

4

5

1

2

3

4

5

1

2

3

4

5

1

2

3

4

5

1

2

3

4

5

1

2

3

4

5

1

2

3

4

5

1

2

3

4

5

1

2

3

4

5

1

2

3

4

5

15 Contacts 15 Contacts 15 Contacts 15 Contacts 15 Contacts 15 Contacts 15 Contacts

Available in Silpada Learning System

Bookings Mean Business!!Bookings Mean Business!!

Where is the best place to find Where is the best place to find your next booking?your next booking?

Your Home shows!! Why?

1. You have an audience!

2. You need those bookings to achieve your goals

3. Make your hostess your partner!

-Offer all 3 services to your customers, announce this at your next home show!!

You Need Bookings!You Need Bookings!

We recommend that you have at least 2 shows per week!

Why is that?1. You meet lots of prospects at shows, try to get at

least 2 bookings at each show and attract one potential rep to your business

2. If you are getting bookings and recruiting reps, you are setting a good example for your team!

3. If you only do 1-2 shows a month, you will feel like you are starting over at each party.

What are your booking ideas?What are your booking ideas?

• Booking on the phone• Home show bookings• Booking from referrals

• Lets do a role play!

Open Dates SheetOpen Dates Sheet

• How do you use it?• Blank Calendar• Add incentives?

OPEN DATESDay Date Name Phone E-mail____________ ______________________________ _______________________________ _______________________________ _______________________________ ___________________* Book on a “Star Date” and get an extra gift! *

Keep a Calendar at ALL Keep a Calendar at ALL TimesTimes

Sunday Monday Tuesday Wednesday Thursday Friday Saturday

““No” Doesn’t Mean “Never”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 personally! Just say:

“If you change your mind, let me know.”

“Can I call you in a few months, you seem to really like the jewels.”

“No problem, it is my job to ask, so I ask!”

Get the date!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! SEAL THE DEAL!

Hostess CoachingHostess Coaching

Why Hostess Coach?Why Hostess Coach?

• Successful hostess coaching is one of the most important aspects of your business

• Comfortable, Excited Hostess = GREAT Attendance

• Consistent hostess coaching will lead to consistently great shows

When to Hostess CoachWhen to Hostess Coach

• The minute you book the show• Build a relationship with your hostess• Hostess Packet

- Recruit Packet (or Imagine teaser)- Invitations (or discuss rep doing invitations)- 2 to 3 Catalogs & Hostess Only Brochure - Order forms or Order Collection sheet- Your Time to Shine brochure

Hand the Packet to the Hand the Packet to the Hostess at the Show in front Hostess at the Show in front

of the Guestof the Guest

Don’t be shy

10-5-110-5-1

• Who uses the 10-5-1?• Why is it important?• The success of your next party is determined

before you arrive. 1. If you hostess has 5 outside orders2. And at least 10 buying guests at the party3. And one booking

You will have a successful party!

Communication with your Communication with your Hostess is Essential for a Hostess is Essential for a

Successful Show!Successful Show!

•Okay – WHEN?

WHEN TO CALLWHEN TO CALL• 4 WEEKS PRIOR TO SHOW/DAY AFTER EVENT: confirm the

show date\time, help hostess with ‘who do you know’ list, remind hostess to send out invites two weeks before the show.

• 2 WEEKS PRIOR TO THE SHOW- MAKE SURE the hostess sends out the invites and remind them to invite at least 40 people or mail them yourself

• 1 WEEK PRIOR TO THE SHOW- “check –in” with the hostess and remind them about outside orders & 10-5-1. I also tell them to start talking up their show and carry their catalog everywhere.

• 2 DAYS PRIOR TO THE SHOW- I make the reminder calls.

Reminder Calls to the Guests Reminder Calls to the Guests the day before the partythe day before the party

1. Reminds the guest about the party

2. Allows them to give you an order before the show if they can’t go

3. Possible future hostess prospect

4. At least you can leave a message to remind them of the show.

Reminder Calls are Courtesy Calls!

After the partyAfter 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 getting bookings.

Partnership ChecklistPartnership ChecklistIs your Hostess Coaching the best it can be?Check the things you do consistently:

� I use the Open Dates sheet. � I call the D.A.T.E. within 24 hours.� I use the Your Time to Shine brochure as a coaching guide.� I help my Hostess brainstorm her Guest List.� I invite my Hostess to explore the possibility of joining my team.� I contact my Hostess at least 3 times before her party.� I make Reminder Calls and encourage guests to bring a friend.� I send a Thank You note.� I track the order online. � I call to make sure she is happy with the outcome of her show.� I invite her once again to join my team.

MY PLAN TO IMPROVE MY HOSTESS COACHING:“You and your Hostess are partners in success.Every shortcut you take shortcuts your success.”

Ginny’s Tips!Ginny’s Tips!

Hostess Coaching via Email 

• Email cover letter to Hostess

• 10-5-1 - Not a long distance plan!

• Forty in 4

• 5160 Label Template

• Flyer for Email Buddies

40 Guests in 40 minutes40 Guests in 40 minutes

This list will help you think of as many people as possible, when it comes to invites to your Silpada Home Show.

Relatives and FriendsCo-Workers/Friends from former jobs

Spouses Co-WorkersNeighborhood

Contacts thru SportsSchool ContactsChurch Contacts

Bunko and Book Club FriendsFriends you haven’t seen latelyHostess of Shows you attended

5160 template5160 template

• Send your hostess the label template, then have them send them back. Send out your invites for your hostess. She will love you!

Donna Mason1570 London Dr.Columbus, OH 43220

Robin Hall4141 Randmore Ct.Columbus, OH 43220

Sharon Sullivan Brixton Rd.Columbus, OH 43221

Bridget Watson1571 Langston Dr. 43220

Darcy Fisher2350 Lane Rd.Columbus, OH 43220

Melissa Barnett4305 Lyon Dr.Columbus, OH 43220

Lisa Berens2247 Sandover Rd.Columbus, OH 43220

Paula Jacoby 1653 Oakhill Rd. Columbus, OH 43220

Lani Davakis2635 Clarion Ct. Columbus, OH 43220

Karen Trotier 2650 Sandover Rd.Columbus, OH 43220

Lynn Hardesty4400 Sussex Dr.Columbus, OH 43220

Renea McClain4314 Randmore Rd.Columbus, OH 43220

Hostess Thank you letter!Hostess Thank you letter!

• Always write the thank you letter!

• You can send at hand written one as well as the email one.

• Ask for referrals! Make your hostess your partner!

Customer CareCustomer Care

Reasons to make Customer Care calls:Reasons to 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 What Benefits will you Experience?Experience?

• Jewelry orders• Increased Bookings• More Recruit Leads• Relationships that will nourish your

business for years to come

When Should you Call?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

What Should You Say?What Should You Say?

• Identify yourself and refer to something that happened or was said at the show

• Make notes in order margins to refresh your memory about this customer’s needs

• Have a goal and get to the point• Be yourself!

““People will forget what you People will forget what you said and what you did, but not said and what you did, but not

how you made them feel.”how you made them feel.”--Eleanor RooseveltEleanor Roosevelt

CHALLENGE:CHALLENGE:

• Schedule a D.A.T.E. time within 24 hours after every show!

• Develop a system for tracking results!

• Go through past customer receipts and place service calls!

Learn & PracticeLearn & Practice Recruiting Basics Recruiting Basics

The Business Opportunity is your

‘Most Important Product’

Benefits of RecruitingBenefits of Recruiting

• Fun• Friendships• Recognition• Financial Reward• Everyone deserves the opportunity to be a

Silpada Rep!

Three Steps to RecruitingThree Steps to Recruiting

• Inform people about the business opportunity

• Invite them to find out more

• Interview people who are interested

Ways to InformWays to Inform

• Be excited about what you do• Tell you “Why Story”• Watch and listen for “Green Flags”• Sprinkle message throughout the show• Display “table talkers”• Point out the YES box on the order form

How to Invite PeopleHow to Invite People

• Make the imagine brochure and business opportunity packet available at your parties

• Ask guest if they are interested in finding out more about what you do

• Ask them to ‘take a look’ at the information

Become a Skillful Interviewer Become a Skillful Interviewer QUADQUAD

&&Getting Comfortable Handling Getting Comfortable Handling

Objections and ConcernsObjections and Concerns

The Interview ProcessThe Interview Process

Handling Concerns, Hesitations and Objections

with Q.U.A.D.

- Become a proficient listener.- Fine tune your listening skills to

comprehend questions – after all, a “no” is really a need to “know.”

- Become a proficient interviewer.- Respond with clear and concise

information.

Enhance your business building skillsEnhance your business building skills

Help your prospect get enough information to enable her to make an informed decision.

Let her reach her own conclusion rather than telling her what you think she needs to know.

Questions

Understanding

Answers

With the Q.U.A.D. approach you invert the interview process. You do less talking and more listening. You help your prospect discover her own needs and reach her own conclusion.

Decision

Getting Reps off to a Getting Reps off to a FAST STARTFAST START

#1 Review First Steps to Stardom Immediately#1 Review First Steps to Stardom ImmediatelyWhy is she starting a Silpada Business?Why is she starting a Silpada Business?

• Product?• People?• Purpose?• Personal Growth?• Profit potential?

What is her “Why”?What is her “Why”?

What are her Goals?What are her Goals?

• Income• # Parties

• Fast Start Free Jewelry• How many shows would she like to do a month?

Help her Schedule HerHelp her Schedule Her First 30 Days First 30 Days

• Party nights• Office/phone hours• Coaching calls• Team meetings & Events

Who will She Call?Who will She Call?

• 40-in-4• F.R.A.N.K.

What will She Say?What will She Say?

#2 Become a Great Coach#2 Become a Great Coach

• Model success• Create urgency and commitment • Build your relationship based on her goals,

not yours!• Teach her to use time-effectiveness tools• Set Expectations

Great Coach Continued…Great Coach Continued…

• Stay in Touch.• Encourage shadowing and 3-way calling• Watch her Fast Start dates• Recognize her accomplishments• Offer weekly challenges!• Keep her motivated through the good and

the bad!

#3 Maintain a Strong Personal #3 Maintain a Strong Personal BusinessBusiness

• Book Parties• Hostess Coach• Follow Recruiting Basics• Set Goals• 80% Personal/20% Group

CHALLENGE:CHALLENGE:

• Now that you have a Rep, you need your sponsor more than ever.

• USE HER!

“Success is not an Event! It’s a Process – and Choices are the Tools!”