Holding home parties is a great way to have fun, earn a great income and help
make a difference in other peoples lives. When you hold a home party, you
are in contact with an average of eight to ten people at a time. The key to continually
sponsoring more people into your business is to provide information about your
company without making a hard sell.
Here are five steps to increase the sponsoring at your home parties.
1. Quit Talking So Much!
Ive been to parties where the consultant went on and on and on about how great the company was, and seen how turned off guests can be from information overload. Im not saying you dont share the benefits. Im just encouraging you to think about how you do it.
Heres what happened at the party I attended. The consultant began the presentation by telling her story about why she joined the company. Which is the proper way to startexcept she went on for nearly 20 minutes! If you cant say it in two to three minutes, re-write it until you can.
Instead of going through the list of everything youve done, you might say something like:
When you join our company, youll have the chance to earn some fantastic prizes and trips, just as I have over the past several years. What I love about this company besides the earnings are the special perks!
2. Dont Go For the Kill!
Have you ever been to a party where the consultant singled out a guest and pestered the heck out of her about joining the company? I have. In fact, Ive been the one who was pestered.
I think there are direct selling leaders who train their consultants to jump on anyone who has party plan experience, to try to convince them they are with the wrong company and need to join theirs! It not only irritates the person being harassed; it often encourages them to leave without ordering just to get away from the consultant.
Which, by the way, is exactly what I did! I did not supply my phone number, and as soon as I got home, I called the hostess and asked her to please not give my number to the consultant. I probably wouldnt have gotten so angry with the consultant if she had just given me the information and left me alone.
In this situation, you might try saying something like this:
I understand you are with XYZ Company and you are quite happy with them. I can appreciate that! Id like to share the information about my company with you, and if you are ever dissatisfied with where you are or would like to know more, please feel free to call me. And thank you for taking time out of your schedule to attend this evening.
And by the way, while this woman was hounding me, she was probably losing other interested prospects!
3. Be Quiet and Listen!
I know, this tip goes hand in hand with the second.
My wise father often told me, God gave us two ears and one mouth, which means we should listen twice as much as we talk. After your presentation, you need to stop talking and listen to the conversations that are going on between the guests. It is in your quiet moments that you will hear the important facts. Here are some statements Ive overheard during my selling years:
I love being home with the kids, but I miss the paycheck.
I wonder how much money she makes doing this?
I think it would be fun to do this.
Getting the picture? Each conversation provides you with valuable information you can use when sharing the opportunity with guests at your parties.
4. Have Fun!
Put on your best smile, have fun and make it look easy!
A large percentage of people who join a direct selling company already work another job and are looking for ways to help make ends meet. Ask yourself if youre making the business look too complicated. When youre finished with a presentation and have totaled up the orders, you should be able to say to the guests:
You watched what I did and saw how fun and easy it was. Do you realize, had you done this party, you would have earned $100 this evening? Is there anyone here who could use an extra $100 a couple times a week?
If you are asking this question with every party you do, it will force you to keep your parties fun and simple.
5. Repeat Your Offer
Make sure you offer the hostess the opportunity several times: first, when you coach her on how the party works; again when you call for directions; and lastly, after you have totaled up the sales and figured her hostess credits.
You might say, Susie, you watched what I did tonight and saw how easy and fun it was. Do you realize had you done this party you would have earned $100 this evening. Susie, could you use an extra $100 a couple times a week? Then be quiet and let her answer. If she says Yes, sign her up. If she says No, Im not interested in that, just say Okay, I just wanted to make sure you were aware of what is available, because I think youd be great at it.
Sponsoring business builders at your parties can be easy when you follow these five simple steps. As Zig Ziglar says, You can get everything in life you want when you help enough other people get what they want!
KAREN PHELPS is on the faculty of Networking University, is
member of the National Speakers Association and has been involved in direct sales for 22 years.