The Psychology of Booking Parties

by Karen Phelps

Booking parties becomes so easy once you understand both the "how" and the "why". I've never seen anyone who, once they learned the "Psychology of Booking" couldn't keep their calendar full.

Is there a "Psychology of Booking"? You bet! Some consultants understand it right away but some never learn it! I've seen consultants quit after a few years because they were tired of their constant battle to get bookings. They obviously never got it.

I've observed people begin a direct selling business by asking others to have parties to help them get started and never explain to the host "what's in it for them". I've listened to consultants saying they feel as if they are begging people when asking someone to host a party.

Truth is, I wouldnít have lasted for over twenty two years if I had to spend my time begging. What is the secret that helps consultants transfer from "mediocre" to "great" at hosting parties?

Here it comes:

Itís not about you.

Often consultants start from an assumption which results in an incorrect way of asking for bookings. Have you ever assumed that when someone hosted a party for you they were helping you out and doing you a favor? I know I have. Especially when there was a contest or trip I was close to earning. I let everyone know and asked them to help me out.

The problem with this was: I was more focused on myself than on the person who was hosting. That's not what hosting parties is all about! This attitude of doing me a favor unconsciously begins at the start of your direct selling career. Leaders unintentionally plant the seed that you need to call in your favors and ask people to help you get started-which to some extent is true. Often we overlook an obvious fact: hosting a party can actually benefit the hostess.

What if you could help your hostess earn free and discounted products while she is having you and a few friends over for a fun-filled evening? My business exploded when I finally understood that booking parties was a win-win situation. Yes, I was a winner because I was going to earn money, and the sales would help me win contests and trips; but my hostesses were winners too! It wasnít until I realized this that my business began to explode.

I just changed my thinking-instead of saying to myself, "I hope she'll have a party to help me win this trip," I would think, "Wow, she loves everything. I need to show her how much she can save by hosting a party." When I took me out of the equation and made booking parties about doing them a favor it became an easier process.

Now, I want you to say the following questions out loud and listen to which one sounds best to you:

1. "Susie, my company is in the middle of a contest and I can earn a trip to Hawaii. Would you please host a party to help me out?"

2. "Susie, I'm so excited that you loved almost everything I showed you. I would really like to help you get as many items as you can for as little cost as possible. The best way to do this is to purchase some of your favorite items tonight and then book a party as soon as possible so you can earn the rest, including a bonus gift. I have a few nights available: Tuesday or Thursday next week. Which night works best for you to earn your free and discounted products by inviting me and a few friends over?"

3. "Susie, you saw a lot of things that you like. Would you like to have a party for me?"

I often hear consultants ask for bookings and end with the words "for me". You will notice that option 2 doesn't mention "me" at all. I completely focus on Susie and the favor I want to do for her. When you get excited about helping your hostesses you will book more parties than you ever dreamed possible.

So, the "Psychology of Booking Parties" means you truly believe that you are providing a service to your hostesses and a way for them to earn products at special prices. If you don't believe this, your true colors will show through. If you are struggling with it, the therapy I recommend is to call someone from another party plan and host a party yourself. Learn first hand the benefits of being a hostess; once you become a believer you will really be able to Party On!

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