WELCOME TOWELCOME TO

What you can expect What you can expect

• Develop skills• Gain confidence• Progress…promotion will come with

consistent effort • Support and guidance • Begin with the end in mind

Today’s TopicsToday’s Topics• Develop Effective Work Habits

• Prospecting & General Leads

• Bookings Mean Business

• Hostess Coaching

• Customer Care

• Recruiting Basics

• Get Your Reps Off to a Fast Start

Develop Effective Work HabitsDevelop Effective Work Habits

Three Obstacles to SuccessThree Obstacles to Success• You can’t ‘find the time’ to work.

• You don’t know whom to contact

• You don’t know what to say to prospects.

Finding Time to WorkFinding Time to Work

• No one FINDS the time to work

• You have to MAKE the time to work

• Time Blocking – it’s an easy way to FIND time

Time BlockingTime BlockingSunday Monday Tuesday Wednesday Thursday Friday Saturday

Tools to help you “Make Time”Tools to help you “Make Time”• Monthly Planner

-used to schedule time for business

• Open Dates Sheet-transfer dates from monthly planner

-work when YOU want to work

• Daily Planner-list business and personal to do’s

-keep track of business building contacts you make each day

What is a Contact?What is a Contact?

• Anyone, anywhere that you talk to about your business for growth

• You can’t always list your contacts – sometimes you don’t know who they are

An easy way to find contactsAn easy way to find contacts

Who are your Circles of Influence?

Other tracking toolsOther tracking tools• Critique Your Week – will help you see patterns in

your behavior. You’ll see area where you excel and areas you need to improve

• Prospect Follow Up Log – helps you track your contacts

• Income and Expense log – helps you keep good records

• Who do you know list – a good one is like $ in the bank

Tips to make the most of your timeTips to make the most of your time

• Report to work• Plan a power hour• Check your email 2 times a day

The BIG Impact HabitThe BIG Impact Habit

Consistent Activity = Results

Prospecting & Generating LeadsProspecting & Generating Leads

The #1 “Big” Impact Habit is…The #1 “Big” Impact Habit is…

Make 5 Business Contacts a Day

What are the Biggest ObstaclesWhat are the Biggest Obstacles

• You don’t know who to contact

• You don’t know what to say to prospects

Our 3 ServicesOur 3 Services

• Purchasing product• Hosting a party• Exploring the business opportunity

• Green Flags – verbal and non verbal signals that show interest in our business

Mini CommercialMini Commercial

Easy way to talk about the 3 services at your shows

Who are Your Prospects?Who are Your Prospects?

People you know

-from your who do you know list

People you will meet - the secret to meeting people is wanting to

People at your parties

-have you missed any green flags

People referred by others

-could come from circles of influence

Ways to initiate conversationWays to initiate conversation

• “I love your jewelry where did you get it?”• “Have you ever been to a Silpada Party?”• “Here’s my catalog – my name is on the

back.”

Keeping Track of your ProspectsKeeping Track of your Prospects• 5 contacts x 7 days a week = 35 contacts• It is essential that you keep track and follow up

promptly. Don’t disappoint your prospect.

Prospect Follow Up LogProspect Follow Up Log

Answer to this Problem?

The most valuable business tool!!The most valuable business tool!!THE PHONE!!THE PHONE!!

• Prospecting• Scheduling parties &

appointments• Closing the sale• Customer Care• Recruiting

Does your phone feel like it weighs 1000 lbs!!

You CAN get comfortable with experience

Make scripts for yourself

• Coaching your Hostess• Coaching new reps• Training for Silpada –

Conference Calls

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15 Contacts 15 Contacts 15 Contacts 15 Contacts 15 Contacts 15 Contacts 15 Contacts

Available in Silpada Learning System

Bookings Mean Business!!Bookings Mean Business!!

You need ENOUGH bookingsYou need ENOUGH bookings

Recommendation – 2 home show a week

WHY?• You get good at what you do• You meet lots of prospects• You set a standard for your team• If you work sporadically, you always feel

like you are starting over

Silpada Home shows are the Silpada Home shows are the best place to build your business!best place to build your business!

Why? You have an audience!

You need bookings to achieve your goals

Why 2 bookings?1st – replaces the show

2nd - builds your business!

Booking IdeasBooking Ideas

• Who do you know list

• Set a goal to book 6 parties

• Ask for referrals

• Wear your NEW jewelry everywhere, watch to see who’s eyes light up!

• Invite your friends to your own Silpada show

• If someone is uncertain, offer to show them a sample

TechniquesTechniquesFor NEW RecruitsFor NEW Recruits

Book 2 shows at every party!Book 2 shows at every party!Make it your goalMake it your goal

How can YOU encourage bookings?It’s easy - HAVE FUN!!

Encourage the hostess and guest to try on LOTS of jewelry

Use visuals to illustrate Hostess FREE jewelry rewards

Ask your guests to model the jewelry

Do your mini commercial!

$50 FREE Hostess Bonus

More ideas about bookingsMore ideas about bookings

• Have fun and be positive!• Coach the hostess• Ask everyone to host• Pay attention to the women who LOVE all

of the jewelry!• Let the customers know there is a 3 month

time frame

Is your calendar full?Is your calendar full?Let’s share some ideasLet’s share some ideas

• Booking on the phone

-what words do you use?

• Home show bookings

-what ideas do you have?

• Booking from referrals

-how do you do this?

Open Dates SheetOpen Dates Sheet

• How do you use it?• Blank Calendar• Add incentives?

OPEN DATESDay Date Name Phone E-mail____________ ______________________________ _______________________________ _______________________________ _______________________________ ___________________* Book on a “Star Date” and get an extra gift! *

YES !! YES !! Get the date!Get the date!

• It is not a booking without a date! Get the date on the calendar, and follow up with an email or phone call to confirm it!

• CONFIRM EVERY DATE WITHIN 48 HOURS of booking the date!

MaybeMaybeMEANS TELL ME MORE!• Talk about how easy it is to host• 3 appetizers• 1 ½ to 2 hours• Offer to send invitations – Party Manager!• Website for customers to view product• All guests invited to bring a friend

PUT THEM ON YOUR PROSPECT FOLLOW UP LOG

No doesn’t mean NeverNo doesn’t mean Never• Don’t give up if someone says no• They are not saying No to you, just to the idea of

having a party• Don’t take it personal, just say:

-“If you change your mind, let me know”

-Can I call you in a few months, you really seem to like the jewels.

-No problem, it is my job to ask, so I ask!

Hostess CoachingHostess Coaching

Sue Kahler

Why Hostess Coach?Why Hostess Coach?

The most important part of a Silpada party happens BEFORE THE EVENT!!

• Build excitement• Give information• Increase attendance• Cement relationship• Reps, referrals and repeat hostesses

When to Hostess CoachWhen to Hostess Coach The minute you book the party!

• Give Hostess Packet• Agree on party date, time, location • Gather as much contact information as possible• Review Your Time to Shine brochure• Explain Party Manager

Hostess PacketHostess Packet

• Your Time to Shine brochure• F.R.A.N.K. Flyer• Silpada catalogs • 5 Customer Order Forms • Imagine Recruiting teaser• My Story• Agreement & Application• W-9 Form• Career & Comp Plan

Party ManagerParty Manager• Sends email to hostess to confirm date of party• Allows you to personalize the emails that go out• Gives the hostess a link to enter guest information

online• Creates a mailing label with Silpada Logo on it!

• Generates a reminder call list for you!• Links the guest information back to the order

entry process! • Trackable $50 Hostess Bonus

10-5-1 “Success Formula”10-5-1 “Success Formula”

10 - Buying guests

5 - Outside orders

1 - Pre-arranged booking before her party

Coach for 10-5-1 every time you call!

Business Partner?Business Partner?

• Sprinkle business opportunity messages

• Ask her if she’s ever thought of having her own business?

• Why would Silpada be good for her?

Party TimelineParty TimelineEach date is an opportunity to connect Each date is an opportunity to connect

with your hostess!with your hostess!

Use Hostess Coaching Tracker

D.A.T.E: Confirm party details3-4 weeks out: Get guest list2 weeks out: Invites mailed to arrive 1 week out: Keep her excited, finalize

details and directions. Day before: Reminder Calls

Reminder CallsReminder Callsthe day before the showthe day before the show

1. Boosts attendance2. Allows them to give you an order before

the show if they can’t go3. Possible future hostess prospect4. Builds excitement for jewelry5. Remind to Bring a Friend

Reminder Calls are Courtesy Calls!

Party Time!Party Time!

• Arrive early & get set up• Ask if she’s considering becoming a rep• Use Hostess to stir up excitement• Use Former Hostess’ testimonials• Target Next Hostess by asking likely candidate

to model different looks.• Make sure hostess knows you earned as much

in CASH as she earned in Free Jewelry!

After the PartyAfter the Party

• D.A.T.E. calls for all those bookings you got!• Ask Hostess if she can get any more orders• Explain how her own order benefits her show• Invite her again to join your team• Let Hostess know when order ships• Monitor and inform backorders

Thank Your Hostess!Thank Your Hostess!

• Always send a Thank You note

• Make your hostess your business partner… Ask for referrals. Reward her!

• Invite her to be a repeat Hostess

• Take care of your hostess forever and she

will take care of you!

Customer CareCustomer Care

Why make Customer Care calls?Why make Customer Care calls?

• Let’s them know you appreciate their business• Make sure your customer is satisfied with her

purchases• Increase your credibility as a service-oriented

professional• Increase Customer confidence and loyalty• Keeps you informed about changes and new needs

in their lives

What Benefits will you Experience?What Benefits will you Experience?

• Jewelry orders• Increased Bookings• More Recruit Leads• Relationships that will nourish your

business for years to come

When Should you Call?When Should you Call?

• D.A.T.E.• Guests Who Attended • Anyone who placed outside orders• After jewelry has been delivered• To suggest pieces to go with the “Look”

your customer has ordered• With each new product release

What Should You Say?What Should You Say?

• Identify yourself and refer to something that happened or was said at the show

• Make notes in order margins to refresh your memory about this customer’s needs

• Have a goal and get to the point• Be yourself!

““People will forget what you People will forget what you said and what you did, but not said and what you did, but not

how you made them feel.”how you made them feel.”--Eleanor RooseveltEleanor Roosevelt

CHALLENGE:CHALLENGE:

• Schedule a D.A.T.E. time within 24 hours after every show!• Develop a system for tracking results!• Go through past customer receipts and place service calls!

Recruiting BasicsRecruiting Basics

The Business Opportunity is your ‘most important product’

Offer it with PRIDE!

Be a successful recruiterBe a successful recruiter

• Recruiting is done with both head and heart• Recruiting is done with a sincere desire to

help others realize their dreams• Don’t assume you know what people need

Benefits of RecruitingBenefits of Recruiting

• Fun• Friendships• Recognition• Financial Reward• Everyone deserves the opportunity to be a

Silpada Rep!

Three Steps to RecruitingThree Steps to Recruiting

• Inform people about the business opportunity

• Invite them to find out more• Interview people who are interested

Green Flags for recruitingGreen Flags for recruiting

• “How often do you do shows?”• Women who can’t leave the table!• “Is all of this jewelry yours?!”• “How did you get into this business?”• “I could never sell anything”

• Silpada Application-Agreement• Sign Up Kit program, flyer & order form• Fast Start Jewelry flyer• Independent Rep Info Form• Recruiting Teaser• Catalog and LOOK BOOK!• Cover letter with your WHY story

Business Opportunity Packet ContentBusiness Opportunity Packet Content

Ways to InformWays to Inform

• Be excited about what you do• Tell you “Why Story”• Watch and listen for “Green Flags”• Sprinkle message throughout the show• Display “table talkers”• Point out the YES box on the order form

Ways to InviteWays to Invite

• Make the imagine brochure and business opportunity packet available at your parties

• Ask guest if they are interested in finding out more about what you do

• Ask them to ‘take a look’ at the information• Your hostess is one of your best prospects

Ways to InterviewWays to Interview

• Set a time to meet for coffee• Set a time to talk on the phone• Invite her to go to a show with you• Use the Get Informed Sheet in the SLS

Decision TimeDecision Time

1. ‘I have to think about it’

2. ‘It looks like fun but I’m too busy’

1. I’m curious, what’s holding you back?

2. I felt the same way but you’ve got nothing to lose by trying!

The fortune is in the follow upThe fortune is in the follow up

• 2% close on the first exposure• 3% close on the second exposure

• 5% close on the third exposure• 10% close on the fourth exposure

• 80% close on the fifth exposure!!!

Getting Reps Off to a FAST STARTGetting Reps Off to a FAST START

Review First Steps to Stardom ImmediatelyReview First Steps to Stardom ImmediatelyWhy is she starting a Silpada Business?Why is she starting a Silpada Business?

• Product?• People?• Purpose?• Personal Growth?• Profit potential?

What is her “Why”?What is her “Why”?

What are her Goals?What are her Goals?

• Income• # Parties

• Fast Start Free Jewelry• How many shows would she like to do a month?

Scheduling her first 30 daysScheduling her first 30 days

• Party nights• Office/phone hours• Coaching calls • Introduce critique your week• Team meetings & Events

Become a Great CoachBecome a Great Coach

• Model success• Create urgency and commitment • Build your relationship based on her goals,

not yours!• Teach her to use time-effectiveness tools• Set Expectations

Great Coach Continued…Great Coach Continued…

• Stay in Touch.• Encourage shadowing and 3-way calling• Watch her Fast Start dates• Recognize her accomplishments• Offer weekly challenges!• Keep her motivated through the good and

the bad!

Maintain YOUR personal businessMaintain YOUR personal business

• Book Parties• Hostess Coach• Follow Recruiting Basics• Set Goals• 80% Personal/20% Group

CHALLENGE:CHALLENGE:

• Now that you have a Rep, you need your sponsor more than ever.

• USE HER!

“Success is not an Event! It’s a Process – and Choices are the Tools!”