How To Get Your Parties to Hold amazonaws com
How To Get Your Parties to Hold Laurie Plyler
Points to FOUCS on: • • • • •
You sell a service, not a product! Become a master booker by having a plan and follow it! Don’t reinvent the wheel! Follow the plan and you will have amazing hold rates by developing a skill! Booking is the LIFELINE of your business!
Number 1 thing that gets party to hold is: CONNECTION! ➢ Yes you use a script, the script is perfected ➢ Don’t just go through the script like a robot, sound like YOU ➢ When you’re booking a party, by the end of phone call they should be excited and they should LIKE YOU when they hang up the phone (Good sign party will hold (9 times out of 10) ➢ Conversations should be slightly from phone call to phone call o Yes, Laurie says verbatim the script from each phone call, but little things in script that help break up the monotony to help it sound exciting o Find out more about her! o Ex: Have you ever tried microdermabrasion before? ▪ Ahh that’s awesome, you probably already know your skin will feel amazing, it’s a deep skin exfoliator ➢ You must talk to them on the phone! o Text/Email booking is good to start...but must get on the phone in order for party to hold!
o As soon as they respond • Okay great do you have a minute for me to call and go over everything? • Yes • Great I’m calling you right now! ▪ Get on phone use the booking script! o Let her realize that you’re a real live person and not a telemarketer. o Hear your voice, warmth, make them feel comfortable.
Number 2 thing that gets party to hold: Not about what you say but how you say it!
➢ Use same exact script for anything: facial box, promo, referral, bride, etc… ➢ It can be confusing if you’re trying to work with 14 different scripts o Confused mind does NOTHING! ➢ Make it your own! o If you don’t say “hey girl!” Don’t say it! ➢ Few words you will NEVER ever ever ever want to use when booking: • "Party" - Replace with Pampering Session, Girls Night Out! ▪ People think of "party" as that is work that that they have to get ready for a party or that they don’t have time to hold a "party" • "Hostess" - Replace with free stuff! ▪ Makes people think of a party ➢ Keep it fun and simple o Easy breezy
Laurie’s Perfected Booking Script: The only one you will ever need!! Promo Script: Hey Crystal, this is Laurie, we were just texting back and forth about the prize package that you won! --- Congratulations! So I don’t know if you saw but you won a pampering session for you and four friends. Of course it’s totally free and complementary, it features Mary Kay’s advanced line of skin care and it includes an instructional facial. So that just means that you and your friends will all get to treat yourself to a deep cleanse. Have you ever had a microdermabrasion before? --oh my goodness, it feels amazing its like a deep exfoliator so that’ll be really nice so you’ll get to do that. You’ll also be getting a vitamin C collagen booster, a lip softening and a hand softening treatment. --- I know! So it’s all about making your skin feel really great! You’ll also be receiving a swag bag which just has some free product in it and a 25 dollar gift certificate! Plus any friends you bring with you they’ll get miniature goody bags as well so that will be fun! So Congratulations girl! --- So the way that you go about redeeming everything its super simple. We’re going to be pampering the girls that won in (your city you are booking for) this week and next week, all you have to do is pick a time that works for you. You’ll be able to do all your treatments, your gift certificate and get your good bags, does that sound good to you?! --Awesome! Okay so the next time we have available is this Saturday. Do you have a preference for morning? Afternoon? What’s good for you? --- Okay right now I have a 1pm and a 4pm available. --- PAUSE HERE Lets say she says: ehhhhh well is that the only day that you have available? - You know what as of now that’s the only availability we have. Do you think 4 o’clock would work better for you or 1?
*Not offering her up front a lot of dates and options because people will adjust to the schedule that YOU have. You can book people on any day/night that you want, but only offer what you want! Don’t offer any days that you cannot hold parties! Okay great I’ll put you down for 4. So crystal what I’m going to do is send you a confirmation email. Its gonna have all the details of what you’ve won plus the address for ______________ all you need to do is just respond back with your guest list of who you’re going to be bringing with you. We just need to have a guest list to hold your spot for the day, is that cool with you? --- Awesome.
Next Pre-profile her: Q: Have you ever tried any Mary Kay Products before? If she says yes: Oh! Has it been a while? Do you have a consultant? If she says yeah its been a while.. then continue on If she says yeah my consultant is XYZ then we say: oh my gosh well girl I cant redeem this with you because XYZ is your consultant so go ahead and call her and redeem this with her If she says no: Oh well this is going to be so much fun. So when you guys arrive you’ll be custom matched for foundation. Other than foundation everything else we’ll be doing is skin care that day. We’re very focused on helping you have healthy beautiful skin and love on it! It will be a fun girls day, you’ll get to learn a lot about your skin and we’ll also do some really fun prize giveaways. They’ll be some other girls there so it will be a fun group event! You also have a $20 gift certificate so if you try anything that you love that day you can do some discounted shopping if you want to! Sound good? ---- Great! Okay awesome do you have any questions for me Crystal? Oh by the way if you could do me a favor. When you respond with your guest list if you’ll include like a good cell phone number for your friends just so I can text them with those same questions about their skin so that I can customize their treatment (or goody bag). Okay awesome well we look forward to seeing ya, have a good one, bye!
For one on one to your house: We are pampering the girls that won this week or next weekend, all you have to do is pick a time that works for you and you’ll be all set, does that sound good? --- Okay great! So you have a couple options for your pampering session. You can come to my home studio OR I can come to you for your own exclusive session for you and your friends. Would you rather come to my home studio or would you rather me come to you for an exclusive session? --If home studio isn’t an option: Okay great so we are pampering the girls that won this week or next weekend. How it works is we would pick a time that works best for you. What most of our clients really enjoy is they’ll schedule an exclusive session in their home for them and their friends, that makes it all about you guys and makes it so much fun. If you were going to do that would you prefer a weekend or a weeknight? --She could say: So you’d be coming to me? We say: yeahhh its an extra perk we offer to our winners that you get exclusive one on one time. If you don’t want to do that we can look at one of our group events as well but its just an extra perk. Treat it like an advantage!!! :) SCENARIO: What if she cant do that day at all?? Okay great well its this Saturday… she says: well is that the only day that is available? We say yeahh that’s the only day we have and we pick the time… She says: "oh my gosh" I have to work (or whatever) all day Saturday theres just no way I can make it. We say: Oh dang okay great well let me just take a look. I might be able to squeeze you in into another time. (So idea here is the mentality of creating the idea of exclusivity)
Never ever say: We have this day "this day, this day & this day", which one works best for you? To many dates to choose from and she will most likely not book or would want to get back to you. Try to offer one day multiple time slots and "pencil" her in on one if she has to check with the girls.
Booking for GNO: Great! We’re pumping the winners on "Tuesdays @ 630", do you want me to put you down for this Tuesday or next Tuesday? She says: are those the only days you have? We say: Yes they are as of now~~ What day would work best for you? She says: Oh my gosh I work everyyy single Tuesday We say: Oh my gosh! Okay let me see if I can find another time that might work better for you. (Check your schedule to book her: remember not to book her no more than 10 days out!) Plan B: (if original date wasn’t good for her, ex: saturday) We say: well you know I might be able to fit you in on Tuesday evening (your Girls Night Out), would Tuesday evening work for you better than a weekend? She says yes, then great book her! If she says no.. I work Tuesdays too: Then BEFORE you offer another time (3rd offer): Gosh I might have to put you on the waiting list, but maybe we can find another time… What would normally work best for your schedule? What’s your schedule normally like? --- then have her tell you **If she does not have a time available that works for you, put her on the waiting list! Be a firm believer that you must respect your schedule! CANNOT let your business run all over your life.
Find the days you hold parties, and stick to it! Either dove tail or put them on waiting list! Create a true atmosphere of exclusivity, they will hold their appointment and respect their time!!
Number 3 thing to get your parties to hold: Are you selling exclusivity? ➢ I can put you on the waiting list and if we have an opening come up next month I’ll make a note. o Or if you really connected with them: dovetail it to them ➢ The waiting list really works! o Be brave enough to trust this process! o The people that are meant to be in your space will be in your space. o People will always adjust to your schedule. ➢ Keep appointments close and offer choices that work with your schedule. o Don’t book parties 10 days- 2 weeks out, almost guaranteeing that they will not hold! o Don’t sabotage your success and keep appointments close o People know what they’re doing next week, not what they’re doing next month ➢ Double booking is insurance plan!!! o Ensures your time! o Half of your bookings will hold!
Laurie’s Booking Timeframe: Wednesday - Start booking for the following weekend - First point of contact - Text/Email… - Middle of week, people are undistracted Thursday/Friday - Second point of contact - If text/email, call them 2nd time - Voicemail if did not pick up
Sunday/Monday - Third point of contact - Call - Voicemail if did not pick up **last point of contact should be on that following Tuesday before the party weekend you were booking for** 3 is the magic number!! If did not answer or pick up, throw the lead away. Email you can contact 4 times, if email is the only point of contact! Getting the Guest list: If you’re booking the appointment, you should not have it marked on your calendar to go get the guest list BECAUSE the expectation and conversation on the phone: You should be telling them on the phone while booking: make sure you have to respond with your guest by Wednesday, we have to have your guest list in order to hold your spot… at the end:: good cell phone number for each friend blah blah blah… (just like we said above) Immediately after booking party, send confirmation email IMMEDIATELY, no later than 3 hours! If they’re going to hold their party, they will send guest list back! If guest list doesn’t come by Wednesday, follow up on Thursday with a PHONE CALL Say: Hey Sarah, its Carol calling about your pampering session on Saturday, how are you? --- Great! Well I just wanted to call and make sure you got the confirmation email. --- Okay great! Well I wanted to make sure I got your guest list, we need your guest list in order to hold your spot On voicemail: Hey Sarah, its Carol calling about your pampering session on Saturday, hope you’re having a great day~ I just wanted to call and make sure
you got the confirmation email! We haven’t received a guest list yet and I wanted to make sure I got your guest list, we need your guest list in order to hold your spot. I wanted to see if you could send it over today, if we don’t have your guest list then we wont be able to hold your spot for the event!
PRE-PROFILE: Text guests Thursday/Friday (just a day or two before the party) **Must pre-profile guests, hugely affects results at party! Establish immediate connection.
Shift your mind to abundance: EVERYBODY wants to have a party with me! Remember to follow the process (don't change a thing) and get the same results as Laurie!
Points to FOUCS on: • • • • •
You sell a service, not a product! Become a master booker by having a plan and follow it! Don’t reinvent the wheel! Follow the plan and you will have amazing hold rates by developing a skill! Booking is the LIFELINE of your business!
Number 1 thing that gets party to hold is: CONNECTION! ➢ Yes you use a script, the script is perfected ➢ Don’t just go through the script like a robot, sound like YOU ➢ When you’re booking a party, by the end of phone call they should be excited and they should LIKE YOU when they hang up the phone (Good sign party will hold (9 times out of 10) ➢ Conversations should be slightly from phone call to phone call o Yes, Laurie says verbatim the script from each phone call, but little things in script that help break up the monotony to help it sound exciting o Find out more about her! o Ex: Have you ever tried microdermabrasion before? ▪ Ahh that’s awesome, you probably already know your skin will feel amazing, it’s a deep skin exfoliator ➢ You must talk to them on the phone! o Text/Email booking is good to start...but must get on the phone in order for party to hold!
o As soon as they respond • Okay great do you have a minute for me to call and go over everything? • Yes • Great I’m calling you right now! ▪ Get on phone use the booking script! o Let her realize that you’re a real live person and not a telemarketer. o Hear your voice, warmth, make them feel comfortable.
Number 2 thing that gets party to hold: Not about what you say but how you say it!
➢ Use same exact script for anything: facial box, promo, referral, bride, etc… ➢ It can be confusing if you’re trying to work with 14 different scripts o Confused mind does NOTHING! ➢ Make it your own! o If you don’t say “hey girl!” Don’t say it! ➢ Few words you will NEVER ever ever ever want to use when booking: • "Party" - Replace with Pampering Session, Girls Night Out! ▪ People think of "party" as that is work that that they have to get ready for a party or that they don’t have time to hold a "party" • "Hostess" - Replace with free stuff! ▪ Makes people think of a party ➢ Keep it fun and simple o Easy breezy
Laurie’s Perfected Booking Script: The only one you will ever need!! Promo Script: Hey Crystal, this is Laurie, we were just texting back and forth about the prize package that you won! --- Congratulations! So I don’t know if you saw but you won a pampering session for you and four friends. Of course it’s totally free and complementary, it features Mary Kay’s advanced line of skin care and it includes an instructional facial. So that just means that you and your friends will all get to treat yourself to a deep cleanse. Have you ever had a microdermabrasion before? --oh my goodness, it feels amazing its like a deep exfoliator so that’ll be really nice so you’ll get to do that. You’ll also be getting a vitamin C collagen booster, a lip softening and a hand softening treatment. --- I know! So it’s all about making your skin feel really great! You’ll also be receiving a swag bag which just has some free product in it and a 25 dollar gift certificate! Plus any friends you bring with you they’ll get miniature goody bags as well so that will be fun! So Congratulations girl! --- So the way that you go about redeeming everything its super simple. We’re going to be pampering the girls that won in (your city you are booking for) this week and next week, all you have to do is pick a time that works for you. You’ll be able to do all your treatments, your gift certificate and get your good bags, does that sound good to you?! --Awesome! Okay so the next time we have available is this Saturday. Do you have a preference for morning? Afternoon? What’s good for you? --- Okay right now I have a 1pm and a 4pm available. --- PAUSE HERE Lets say she says: ehhhhh well is that the only day that you have available? - You know what as of now that’s the only availability we have. Do you think 4 o’clock would work better for you or 1?
*Not offering her up front a lot of dates and options because people will adjust to the schedule that YOU have. You can book people on any day/night that you want, but only offer what you want! Don’t offer any days that you cannot hold parties! Okay great I’ll put you down for 4. So crystal what I’m going to do is send you a confirmation email. Its gonna have all the details of what you’ve won plus the address for ______________ all you need to do is just respond back with your guest list of who you’re going to be bringing with you. We just need to have a guest list to hold your spot for the day, is that cool with you? --- Awesome.
Next Pre-profile her: Q: Have you ever tried any Mary Kay Products before? If she says yes: Oh! Has it been a while? Do you have a consultant? If she says yeah its been a while.. then continue on If she says yeah my consultant is XYZ then we say: oh my gosh well girl I cant redeem this with you because XYZ is your consultant so go ahead and call her and redeem this with her If she says no: Oh well this is going to be so much fun. So when you guys arrive you’ll be custom matched for foundation. Other than foundation everything else we’ll be doing is skin care that day. We’re very focused on helping you have healthy beautiful skin and love on it! It will be a fun girls day, you’ll get to learn a lot about your skin and we’ll also do some really fun prize giveaways. They’ll be some other girls there so it will be a fun group event! You also have a $20 gift certificate so if you try anything that you love that day you can do some discounted shopping if you want to! Sound good? ---- Great! Okay awesome do you have any questions for me Crystal? Oh by the way if you could do me a favor. When you respond with your guest list if you’ll include like a good cell phone number for your friends just so I can text them with those same questions about their skin so that I can customize their treatment (or goody bag). Okay awesome well we look forward to seeing ya, have a good one, bye!
For one on one to your house: We are pampering the girls that won this week or next weekend, all you have to do is pick a time that works for you and you’ll be all set, does that sound good? --- Okay great! So you have a couple options for your pampering session. You can come to my home studio OR I can come to you for your own exclusive session for you and your friends. Would you rather come to my home studio or would you rather me come to you for an exclusive session? --If home studio isn’t an option: Okay great so we are pampering the girls that won this week or next weekend. How it works is we would pick a time that works best for you. What most of our clients really enjoy is they’ll schedule an exclusive session in their home for them and their friends, that makes it all about you guys and makes it so much fun. If you were going to do that would you prefer a weekend or a weeknight? --She could say: So you’d be coming to me? We say: yeahhh its an extra perk we offer to our winners that you get exclusive one on one time. If you don’t want to do that we can look at one of our group events as well but its just an extra perk. Treat it like an advantage!!! :) SCENARIO: What if she cant do that day at all?? Okay great well its this Saturday… she says: well is that the only day that is available? We say yeahh that’s the only day we have and we pick the time… She says: "oh my gosh" I have to work (or whatever) all day Saturday theres just no way I can make it. We say: Oh dang okay great well let me just take a look. I might be able to squeeze you in into another time. (So idea here is the mentality of creating the idea of exclusivity)
Never ever say: We have this day "this day, this day & this day", which one works best for you? To many dates to choose from and she will most likely not book or would want to get back to you. Try to offer one day multiple time slots and "pencil" her in on one if she has to check with the girls.
Booking for GNO: Great! We’re pumping the winners on "Tuesdays @ 630", do you want me to put you down for this Tuesday or next Tuesday? She says: are those the only days you have? We say: Yes they are as of now~~ What day would work best for you? She says: Oh my gosh I work everyyy single Tuesday We say: Oh my gosh! Okay let me see if I can find another time that might work better for you. (Check your schedule to book her: remember not to book her no more than 10 days out!) Plan B: (if original date wasn’t good for her, ex: saturday) We say: well you know I might be able to fit you in on Tuesday evening (your Girls Night Out), would Tuesday evening work for you better than a weekend? She says yes, then great book her! If she says no.. I work Tuesdays too: Then BEFORE you offer another time (3rd offer): Gosh I might have to put you on the waiting list, but maybe we can find another time… What would normally work best for your schedule? What’s your schedule normally like? --- then have her tell you **If she does not have a time available that works for you, put her on the waiting list! Be a firm believer that you must respect your schedule! CANNOT let your business run all over your life.
Find the days you hold parties, and stick to it! Either dove tail or put them on waiting list! Create a true atmosphere of exclusivity, they will hold their appointment and respect their time!!
Number 3 thing to get your parties to hold: Are you selling exclusivity? ➢ I can put you on the waiting list and if we have an opening come up next month I’ll make a note. o Or if you really connected with them: dovetail it to them ➢ The waiting list really works! o Be brave enough to trust this process! o The people that are meant to be in your space will be in your space. o People will always adjust to your schedule. ➢ Keep appointments close and offer choices that work with your schedule. o Don’t book parties 10 days- 2 weeks out, almost guaranteeing that they will not hold! o Don’t sabotage your success and keep appointments close o People know what they’re doing next week, not what they’re doing next month ➢ Double booking is insurance plan!!! o Ensures your time! o Half of your bookings will hold!
Laurie’s Booking Timeframe: Wednesday - Start booking for the following weekend - First point of contact - Text/Email… - Middle of week, people are undistracted Thursday/Friday - Second point of contact - If text/email, call them 2nd time - Voicemail if did not pick up
Sunday/Monday - Third point of contact - Call - Voicemail if did not pick up **last point of contact should be on that following Tuesday before the party weekend you were booking for** 3 is the magic number!! If did not answer or pick up, throw the lead away. Email you can contact 4 times, if email is the only point of contact! Getting the Guest list: If you’re booking the appointment, you should not have it marked on your calendar to go get the guest list BECAUSE the expectation and conversation on the phone: You should be telling them on the phone while booking: make sure you have to respond with your guest by Wednesday, we have to have your guest list in order to hold your spot… at the end:: good cell phone number for each friend blah blah blah… (just like we said above) Immediately after booking party, send confirmation email IMMEDIATELY, no later than 3 hours! If they’re going to hold their party, they will send guest list back! If guest list doesn’t come by Wednesday, follow up on Thursday with a PHONE CALL Say: Hey Sarah, its Carol calling about your pampering session on Saturday, how are you? --- Great! Well I just wanted to call and make sure you got the confirmation email. --- Okay great! Well I wanted to make sure I got your guest list, we need your guest list in order to hold your spot On voicemail: Hey Sarah, its Carol calling about your pampering session on Saturday, hope you’re having a great day~ I just wanted to call and make sure
you got the confirmation email! We haven’t received a guest list yet and I wanted to make sure I got your guest list, we need your guest list in order to hold your spot. I wanted to see if you could send it over today, if we don’t have your guest list then we wont be able to hold your spot for the event!
PRE-PROFILE: Text guests Thursday/Friday (just a day or two before the party) **Must pre-profile guests, hugely affects results at party! Establish immediate connection.
Shift your mind to abundance: EVERYBODY wants to have a party with me! Remember to follow the process (don't change a thing) and get the same results as Laurie!
