Nothing is more frustrating in this business than cancellations. Itís the reason consultants may quite, but DON'T! Hostess Coaching can be fun if you are serious...and EXCITED about your business! Use the steps outlined below!
Mary Kay used to say that a class worth booking is worth coaching. This is how you Have high weeks EVERY WEEK! So read this and incorporate into your business!
There's no need to reinvent the wheel!
a) Mention the ďcheck-up facialĒ 7 times!
b) ďIs there any reason why you wouldnít want to share your check-up facial with a few friends? Itís just as easy for me to work with 3-4 faces as it is one!
The second the appt. is scheduled, it's extremely important to start coaching for her benefit. She wants to have a successful appt., she just doesn't know how. She won't know unless you help her, unless you give her the instructions she needs, unless you work together. So the very first thing you want to do is say, ďI want you to get more out of this than you put into it.Ē Give her your hostess packet. Make her promise to read it and set up a time within 24 hours to get the names and numbers of the people who are coming.
Call her! ďHi Sarah! This is ______________________ with Mary Kay. I am so sorry we were unable to connect last night. I was on the phone a lot so I have been difficult to reach. I wanted to make sure you had a chance to give me your guest list to earn your free gift!
Share how to be when inviting guests!
Tell her to call her guests and say, Hi Susie, this is Bett. Do you have a quick minute? I'm so excited, I've just scheduled an appt. with a Mary Kay beauty consultant! I can only have 5 friends join me for a free facial. She's going to pamper us and it's going to be a lot of fun. It's on Tuesday at 3:30 and I'd love for you to come. But it's on a reservation only basis, so I'll need a definite yes or no if you can make it.
STEP 1: COMMITMENT STATEMENT AT TIME OF BOOKING:
STEP 2: FOLLOW UP NOTE: Sent the moment I get off the phone.
STEP 3: OBTAINING THE GUEST LIST:Every Friday is coaching day for the next weekís classes. Find out at the time of the booking where and when you can call her the Friday before the class so youíll know how to get a hold of her. This is the hardest part of the class but worth the time investment. Start early in the day and call her for the guest list. She wonít have it 90% of the time, thatís o.k. Your call will go something like this:
"Hi ___________, Iím so excited about our class on _________ and Iím just calling to get the names and numbers of the friends youíve invited to come. (Sheíll probably say she hasnít had a chance yet) No problem, I just have to have it by today so I can spend the weekend getting everything ready and put together for our class. As soon as you get a 10 minute break today, call your friends and then call me back by 3:00 with whoís going to be there. "
She will probably not call you ... So you will call her back and say:
"Hi ___________,I wasnít sure whether or not you had tried to call because Iíve been in and out so much so I though Iíd better check back with you for the names and numbers of your guests. (She may still not have them) Letís do this. Give me the list of the people youíre planning to invite. I wonít call them until Saturday and that will give you time to get in touch with them." (Get a tenative guest list)
This is the most difficult but crucial part of coaching your class. If you work hard on the front end, the class will hold and youíll have success.
STEP 4: DAY OF CONFIRMATION w/HOSTESS:
I always touch bases with the hostess the day of the appointment. Even the best intentioned hostesses can get busy and forget about an appointment. The key is to be cautious not to let this be an opportunity for her to cancel if she has had a bad day. The call should go something like this:
"Thanks so much,
"Iíll be there at _(time)_ sharp with everything we need for a great time."