TC Future Leader Program Session 2

FUTURE LEADER

Training ProgramBooking Training

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Review Action Steps from Session 1

• How was last week?

• What were your results?

• How far did you get on your Activity Tracker?

• What did you learn?

• Did you watch the Party Presentation training?

• What Ah-ha’s did you have?

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Booking TrainingAgenda

• Parties Are the Answer• Fab 40

• Power of 2

• Importance of Creating Rapport

• 6 Ways to Motivate a Future Host

• Overcoming Objections

• Session 2 Action Steps

• Q & A

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THE WAY TO GROW =A Healthy, Strong Personal Business

• 8 parties a Montho 2 Bookings/party

o 3 Sponsoring conversations scheduled/party

• Make 5 Contacts a Day

• Host Coaching Calls

• Weekly Check-In with Leader

• Attend Meetings & Trainings

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Fab 40 Formula

• 40 Invited Guests

• 10 buying guests (8 in attendance)

• 3 Invites to “Tell Me More” Call

• 2 New Bookings

• 1 New Consultant

Today’s Focus!

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Parties Build Your Business!

There’s no better

time or place

to book a PARTY

than at a PARTY!!!

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The Power of 2

Book 1 Party at each Party Month 1 Month 2 Month 3

Bookings to start 8 6 4

Postponements / Cancellations 2 2 1

Parties Held 6 4 3

New Bookings 6 4 3

Book 2 Parties at each Party Month 1 Month 2 Month 3

Bookings to start 8 12 18

Postponements / Cancellations 2 3 5

Parties Held 6 9 13

New Bookings 12 18 26

Postponements& Cancellations Will Happen –Plan For It!

1 in every 4 parties may postpone or cancel. This is NORMAL!

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What to do? Use the Power of 2!

Want to get

MORE BOOKINGS?

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WHY HOST A PARTY?

FREE Jewelry!

Show off new house or décor?

They Want to Learn More About the Business

They had Fun!

Help their Host get BFF Discount

Love to Entertain!

Fun with Friends!

Love FASHION!

Special Promotions!

THEIR WHY

They LIKE YOU!

You Asked Them!

Feel Good About Themselves!

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Build Rapport – High-5 Rule

1. Ask questions to learn 5 things about each guest!• Why are they glad to be at the party?

• How do they know the Host?

• Do they love the social aspect, the jewelry or both?

• What’s their style?

• What would they be doing if not at the party?

• What are their interests? Kids? Work?

• Make the party about them - show sincere interest!

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Find the Right Benefits!

Asking questions allows you to sell unique benefits of hosting a

party to EACH GUEST!

It also may help you anticipate possible objections.

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It’s All About Planting the

SEEDS!

6 Ways to Motivate Future Hosts

• Share Host Rewards & Specials in a Visual Way

• Build their Wish List

• Create a FUN Party Experience!

• Party Themes

• Booking Games

• Customer Care & Follow-Up!

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Share the

HOST REWARD PROGRAM

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Share the Host Reward Program

1. Thank the Host & share her Walking Wish List!Use the Host’s Wish List to show guests what she’s hoping to earn at the party. Create a WALKING WISH LIST by asking your Host to wear the items she’s hoping to earn for FREE.

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2. “Dress a Guest” Dress a guest in an average amount of Free and discounted jewelry she can earn!

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3. Create a Host Wrist Party

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4. Create a Special Host Tray

Show what your average Host receives in Free &Discounted Jewelry

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5. Show a Collection of Host Favorites!

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6. Own the Host Special “This month I’m offering…”

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7. Talk about the BFF Program

Use the BFF Coupons

Memorize a few Host favorites at 70% off

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8. Offer 3 “special” party datesin the next 2-3 weeks with an extra incentive or reason to book “i.e. Woohoo Wednesdays, Sparkle Dates”

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Build their

WISHLIST23

Build their Wish List

1. Make them want it all!

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2. Always layer jewels. “needing the set” is a great reason to book!

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3. Showcase more expensive pieces.

Earn or invest in our top 10 Statement Necklaces – these are the “best bookers”.

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4. Show versatility of items and talk cost per wear

27Weekend Work Wow!


5. Discuss gift-giving opportunities

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Create a Fun Party Experience

• Try It On! Encourage guests to wear and feel!

• Let friends help you “sell” the product!

• Keep your “presentation” 10-15 minutes

• Share valuable fashion tips!

• Be “one of the girls” – be engaging and have fun with guests!

• Check the room. Are people smiling and enjoying themselves? Are you?

• Make your Host feel like a Super-Star!

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Fun Party Themes

• Wine & Shine• Crystals & Cupcakes• Sangria & Sparkle• Bagels & Bling or Java & Jewels• Pumpkin Spice and Everything Ice• Girl’s Night Out• Jewelry Makes Me Happy Hour• Fashion Fiesta• Trunk Show-on-the-Go (soccer practice, dance class, book club)• Fundraisers!!!• Mommy’s Tropical Time-Out (patio party with fruity umbrella

drinks and tropical music) • Fashion Power Hour! (think office party)

• Silver & Gold Holiday Hoopla• TGIFFF! Thank God It’s Fun, Fashion & Friends!

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Booking Games

•Dice Game• Deal or No Deal variation• Mini-Purse variation

•Name Tag Game

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Customer Care Follow-Up

• Call each guest once they receive jewels to ensure satisfaction.

• Offer them the opportunity to learn more about the business or Host a party.

• Invite them to be part of your newsletter list / Facebook customer group.

• Invite them to future Open Houses or Events.

• Follow-up periodically – don’t let them forget you!

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Handling

Objections“I’d love to, but…”

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Practicing Overcoming Objections

• More times than not, you will get an objection when you invite people to Host a party.

• Anticipate the objection and don’t be afraid to hear “No”. Don’t take it personally. Every “no” brings you closer to a “yes”!

• Getting skilled at offering a solution and showing the benefits will keep your calendar full!

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How to Offer a Solution

Practice What You Say and How You Say It!

• Slow down (Don’t Rush to Solve the Problem)• “Oh, that’s not a big deal…blah, blah, blah”

• Acknowledge her concern, show that you’re listening and you care.

• Use the “Feel, Felt, Found Technique” (sincere, not scripted)

Remember - You can have everything in life you want, if you will just help other people get what they want.

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Common Objections

• “I hate asking my friends to spend money.”

• “I’m too busy to have a party.”

• “My house is too small.”

• “My friends are partied out.”

• “I don’t know enough people.”

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SESSION 2 ACTION STEPS

• Book 2 parties in the next 24-48 hours

• Review Booking Panel Video from GLAM JAM

• Watch the Booking Game videos on Glam Central

• Complete Session 2 Participant Worksheets and review answers with your Upline prior to next week’s call

• Complete your Weekly Activity Tracker

• Review the Host Coaching Section of the “Ready, Set, GLAM: New Consultant Guide”

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Sales

TC Future Leader Program Session 2