If you want more parties on your calendar, but you’re not sure what to say, here is a simple formula to follow as you approach people about hosting.
1. Connect: Finding some mutual connection begins to build rapport with a future host. Because many of our first hostesses were friends and family members, we already had a connection. As you grow outside your close circle of contacts, this step is very important
2. Invite: This form of asking permission reminds you and her that you are not pushy, that booking a party is not an onerous task, but a pleasure. When you invite someone to host a party you are keeping the focus on your prospective hostess, not on yourself.
3. Offer choices: When you invite you may ask: “Who do you know who would enjoy getting together for …” or “Which products would you enjoy?” or “If you had a party, when would be the best time for you?” And above all remember—choices are for HER, not you.
4. Listen: Really listen to her words, tone of voice, and what she has to say. She may be an emphatic no or she may be asking “How can I host a party if…”
5. Offer choices again. Sometimes, you may have to clarify is that no “never” or just no, “not now”? Many times the choice you offer includes a possible solution to her concerns. For example, if she says she doesn’t know anyone, you might ask “If I could help you think of people, would a Tuesday or Thursday be better for you?”
6. Close: Set a date or set an appointment to follow up. If she is ready to set a date, do it. If she needs time to think, ask permission to call her and set an appointment, even if it is later that day after she has looked at her calendar. Ask her the best time to reach her (using choices of course!), and write down when you will call her.
The great thing about this formula is that it isn’t a scripted, memorized speech. It is a framework for you to add your unique personality and word choices. Using this formula, you become the expert at booking parties. Happy booking!
Formulas are a great way to help new people get started. They also remind us experienced sellers of the basics. What else would you include?
