Avoiding the Last Minute Cancellations
You’ve worked hard to get your calendar booked for the dates you want to hold shows. You’ve coached your hostesses. You’re packed and ready to walk out the door and the phone rings. It’s tonight’s hostess and she’s decided to cancel. There’s no emergency, she just feels like no one is going to come, or doesn’t think her show is going to be a success. This probably isn’t the first time this has happened to you and it won’t be the last. So, what can you do to avoid those last minute cancellations?
Obviously, the first thing to do is encourage her to hold the show. Let her know you are on your way over and in the unlikely event that no one shows up (you sent invites and made reminder calls didn’t you?), you can talk about what to do next when you are there. At the very least her mom, sister, cousin & best friend will be there. 😉
If she still insists on cancelling, encourage her to book the show for the following week and that you will help her invite friends and encourage sales. Ask her if she’s taken the catalogs to her friends, family and co-workers? If she has not, remind her that a lot of people will buy something, although they may not come to the show. Outside sales are a great way to increase sales and get potential new hostesses and customers!
If she’s truly unwilling to reschedule her home party then suggest is that she hold a “book” party for outside sales only. A “book show” can be almost as successful as an actual show if she gets enough orders. Be sure she gets all the contact information from each person that purchases so you can follow up with them.
The best way to avoid those last minute cancellations is to do the work ahead of time. Keep in contact with your hostess from the time she booked the show up to the day before the show. Send out Thank You notes, reminder cards and make phone calls to encourage her and help her be a better hostess.
Take the time to get to know your hostess and coach her from that perspective. If she is shy and reserved, help her by giving her “words” or scripts to use when calling her potential guests. Put the information in her hands to help her be successful.
If your hostess is unorganized, but social (those two usually go hand in hand) help her be organized by giving her ‘save the date’ cards or magnets she can have in front of her at all times. Give her a plan or help her schedule time to make phone calls to friends and family. Give her plenty of brochures to hand out to co-workers and make sure she puts them in her briefcase or by her purse so they go with her to work the next day.
Sometimes in direct sales, we do have to “babysit” some of our hostesses; in other words, you have to help them along, every step of the way. But remember, you can never go wrong when you invest a little time and effort in someone to help them be successful. After all, your success depends on their success.
In direct sales you won’t be in business long if you are not willing to invest time, energy and some money into the lives of others. Being in a direct sales business should not be all about you and what you’re going to get out of it; you have to help others be a success if you’re going to be a success!