From: "pederdahn"

Nothing is more frustrating in this business than cancellations so here are some great ways to change that from happening.

Step 1: Commitment Statement at Time of Bookings
Once you have confirmed the appointment as a definite appointment, it is imperative that you use an effective commitment statement. It has to let the customer know you're serious while still making her feel welcome and excited. Here are some examples: You can design your own, but if it's not working, its not serious enough. I usually even laugh when I talk about a "broken arm" or "short of death". If you don't tell them this is important, they will not know it.
...I am so excited to get together with you. You're going to love your new look. I need to ask you one more thing. Will you promise me, that you will do everything possible to keep this appointment? And heaven forbid if something horrible happens, like you break your arm or something worse, that you will call me, if at all possible 48 hours in advance, so I can schedule someone else in your spot. My schedule is so tight that it's crucial that every single appointment I schedule holds. (wait for response..) Thank you so much.
I know we're going to have a great time. I'll be calling you ____ for the names of anyone you'd like to bring and I'll see you ______(day of appointment).

...I'm thrilled to have the chance to get together with you and your friends on ______. I just want to warn you that I have found that at times some women can be kind of flakey. If for any reason your friends cancel on you at the last minute, I don't want you to take it personally or feel bad. You're the most important person I want to
have there anyway. Even if it's just you and I, we'll still get together on ________. OK?

... We're going to have a great time at your appointment, but I want you to know that I'm not one of those "fly-by-night" make up ladies. This is my business and I take it very serious. I have a specific amount of appointments available so it's crucial that we hold our appointment on the date we schedule. Promise me that nothing short of death will keep you from coming then, OK?

STEP 2: FOLLOW UP NOTE:
Sent the moment you get off the phone

STEP 3:
Follow up with hostess 1 to 2 days after the class has been booked. Make sure they have started to invite AND to offer to send out invitations for her. Their excitement is still high, and I have given then a sense of urgency to finish their guest list. Start early in the day and call her for the guest list. She won't have it 90% of the time time, that's ok. Your call will go something like this:
Hi.___________ I'm so excited about your Girls Night Out Party on ____ and I'm just calling to get the names and numbers of the friends you'd like to come. Also, you MAY want to have me send out invitation postcards for you, so we may even want addresses! Who's first on your list? ( She'll probably say she hasn't had a chance yet) No problem, you are in the vast majority! Let's just brainstorm for a bit and do as much of the list in 5 minutes, and then you can call me later with the rest. Now I won't be calling them to ask about their skin type until a couple of days before the class, so this will still give you plenty of time to catch them yourself first. So who would you like NO to come?"
DON'T say, "I'll call you later to get the list" because then you have to catch her home again and she still won't have it ... so when you've got her on the phone, FINISH THE JOB! Both of you will be very happy you did.

Step 4: DAY BEFORE CONFIRMATION W/HOSTESS FROM YOU: 
I'm so excited about your Girls Night Out Party tomorrow nite! It is going to be so much fun. I just want to get directions from you now, and encourage you to REMIND every single one of your guests, even the "maybes with a quick call!. Even the most well intentioned guest can forget. Do tell them how excited you are and how much fun it is going to be. That way if they come home stressed and exhausted from work, and are tempted to just stay home, they'll remember that this is going to be a FUN event and a chance to reconnect with girlfriends. Sound good? Any questions? Thanks so much 

See you then.

Step 5: WHAT TO SAY IF THEY TRY TO CANCEL
Sometimes a hostess will get a few last minute cancellations and call you panicked, ready to throw in the towel. It is easy to say, OK, let's set a new date but DON'T DO THAT   Instead say,
"You know, Mary, you and I have both have this time set aside, so I have a great idea!! Some of my very best classes have been impromptu, last minute ones.  Call the one guest who IS coming and ask her to please bring a friend! Then run next door to a neighbor or two and tell them, "oh my gosh. My Mary Kay Consultant is coming to do a class and all my guests pooped out! Can you come?" Its amazing how many people can pop over on last minute notice! You will have a great class. So I'm going to head your way, and you hop on the phone and out the door! I can't wait to see what happens! See you in an hour.
She almost ALWAYS has 3 or 4 guests there when I arrive and they are some of my best classes. So don't take no for an answer. Help her feel successful by giving her a better idea!

OK there you go with lots of ideas, and words to say to your hostess'. Now it's up to you. By coaching and doing alittle more extra work on the front side of a class can make a huge difference! Have fun!!  You will want to print this out and refer to it often