Setting a schedule

First things first. Decide how many parties a week you want to hold. If you only want to hold one party a week, open your calendar and clearly mark the day or night you want to work. If you want to hold two parties each week, decide which two days or evenings you want and then mark those dates in your calendar. For three parties, mark three days, and so on.

When you have some idea of when you want to work, it’s much easier to book than just randomly filling dates as you go. Be proactive, not reactive. Creating a set schedule will also create consistency and help form habits that will make your business more successful.

Booking for sooner, not later

Always try to book within the next four weeks (or sooner if your party is online), unless your calendar is already full. When you book too far ahead, people have a tendency to cancel or they lose their excitement for the party. Keep in mind that people book parties because they had a fun experience. They are excited about the products and enthusiastic about offering them to their friends, and they have the drive and desire to get free and discounted products for themselves.

When you book too far out, the host’s excitement begins to wane, and the host may lose the desire to have the party. The booking may not hold, and then you’ll have to scramble to fill the hole in your calendar left by that cancelled party. And of course, parties are often cancelled at the last minute.

When I got a cancellation, I would immediately replace it with three one-on-ones.

So it’s really important to keep your bookings within a four-week timeframe to capitalize on your host’s excitement and build momentum for your business.

Setting goals for your calendar

When I was holding parties, I used to challenge myself to make my night “equal three.” My goal was to get three bookings from every party I held. When that didn’t happen, I would get on the phone the next day and make calls from my booking lead list. If I got two bookings from the party, I would be determined to get one more on the phone. If I only got one booking from the party, I would challenge myself to secure two more by phone the next day. This strategy resulted in an overflow of bookings and allowed me to maintain my desired three-party-a-week schedule. It also helped me get the job done while I was at work.

If your goal is to hold two parties every week, challenge yourself to make your night “equal two.” That way, you’ll never feel overwhelmed.

It’s much easier to make one phone call to close the gap after a party than it is to make six calls in a panic because your calendar is empty. When you’re doing follow-up calls, you will sound much more enthusiastic when your calendar is full. When your calendar is empty, you may sound desperate.

As a business owner, it’s up to you (not your clients) to take control of your time and your calendar. Create your own business hours and offer choices of appointments for your clients, customers, and hosts. When you meet someone, only offer the dates you want to offer. Don’t ask them when they want to book. Think about your hair stylist, doctor, or dentist — they are in complete control of their calendars. When you call for an appointment, they offer you dates and times to choose from, and you select what works best for you. What if they told you to come in for your appointment whenever you wanted? I’m sure you’d think the business probably wasn’t doing well. It’s the same with your business.

Knowing your next available dates

To offer dates, you need to know them, of course. Make it a habit each day to look at your calendar. Mentally, you should always be moving towards a target and know your next available dates. Always know where you stand, how many bookings you need within the next four weeks, and your available dates. If you know your next available dates at all times, you’re more likely to be able to offer a date, without hesitation, and get someone to date on the spot while you’re out and about. Be intentional! Random acts get random results. If you act with intention, you will get your desired results.

Weave dating your calendar

Industry surveys show that almost 20 percent of hosts move their dates or cancel, so to ensure calendar control, try weave dating. If you want to consistently hold one party a week, “weave” by booking one party one week and two the next. If you want to consistently hold two parties a week, book two one week and three the next — and so on. That way, if a party from the week with three parties has to reschedule, you still have two parties left. You’ll still be able to meet your monthly goal of eight parties (or whatever your personal goal may be), and if you end up with an extra party, you’ll make some additional income.

Jump-starting your bookings

As I’ve mentioned, your first objective in starting your new business (or re-launching your business) is to book six parties (home or online) in a 30-day period. I call this jump-starting your business.

Another way to jump-start is to book three parties in a row. That can bring big benefits: The average representative who does three parties back-to-back generates seven new bookings to schedule in their calendar. That creates momentum, builds confidence, and makes instant money. Plus your enthusiasm grows and you feel great about your business. As a bonus, you’ll be able to reference the previous party at your new party by saying something like this:

• “Okay ladies, last night our [product] was the most popular of the night! This is definitely something you cannot leave this party without. Everyone was so excited about it because… . I had so many people booking last night, just so they could get this item at half-price.”

Being able to say something like that implies a few things:

• Your business is booming with bookings. They’ll see that everyone wants to host a party with you and that it must be fun and enjoyable. They’ll start to consider whether their friends would love it too.
• The product is amazing. People will see that it is in high demand. And people want what other people want.
• The concept works. People will notice that your calendar is full and assume your business must be doing very well. It looks like fun and, most importantly, appears to be easy and fun to do. Many will consider it as an opportunity and possibly want to join your team.

You may say, “Well, I came into this business to do only one party a week,” or, “I came into this to do it part-time.” That’s fine. It is your own business, after all. But to really establish yourself in the very beginning, it is very important that you hold six parties in a three-to-four-week period. The closer you can make that time frame, the better off you will be. There is no substitute for getting off to a strong start.

Practice, practice, practice

The only way to get really good in this business is to practice — whether online, in person, or in one-on-ones. The more bookings you hold, the better you get, and the more comfortable you become. You can build mastery quickly, but it involves repetition. Usually, out of your first six parties, a couple of them are fantastic, a couple don’t work out so well, and a couple are just average. Once you get through those first six parties, you’ll be able to look back and honestly evaluate the entire experience.

The more targets you aim at, the more you hit. In the early days of direct sales, when I was in the field, it was mandatory to have six scheduled parties in a two-week time frame in order to receive your kit. At that time, the average representative held eight parties a month. Many years later, it was a requirement on most contracts to list the six parties you had scheduled in a 30-day period of time. The average representative at that time held about five parties per month. Today, there are typically no requirements in order to enroll and receive your kit, and the average representative today in the industry holds … just 2.3 parties per month.

What you start with is usually what you will easily maintain. So, if someone starts with two to three parties in their first month, that is what they will likely maintain. Two to three parties per month will not generate a significant amount of income, and with that, most new starts are left not feeling excited about their business or their success. If you started with six, you will usually be able to maintain that. Six gives you more income and will create a success story for you. When you feel you have a success story, you will share it with others more readily, thus attracting more people to you and your business opportunity.

A concentrated “training” period like this helps you really get the hang of this business and gain confidence. With each party, you’ll have something to compare to the last party — what you liked, what you didn’t, and how you would do it differently.

If you don’t have another party scheduled for four weeks after you have a less-than-stellar party, you have nothing to help you recover and fill your calendar. That can create a lack of confidence, which can snowball into diminished success because it becomes harder to get on the phone to secure more bookings. So, give yourself the best chance of success by getting out there and lining up those first six parties from the very beginning.

Making some money right away will leave you feeling good about yourself and your new business. If after doing those first parties, you decide it isn’t for you, what have you lost? Absolutely nothing! You can walk away from the business saying, “It was a very positive experience, it just wasn’t for me.” You also are in a position to evaluate your business from a position of strength.

Building momentum for your future business

Having several parties in a month builds momentum. Those first six parties will provide new business for the future, and you can schedule those new bookings however you like on your calendar: one party a week, two parties a week, or even three parties a week.

When you reach the end of your first month — your training or trial period, if you will — you’ll have more bookings and can plan your business to fit your desires and goals. It’s much easier to keep things going and continue to make money when you reach the end of the month with new bookings on your calendar. Your new skills will make you more confident, and you’ll enjoy a feeling of success.

Most companies have some sort of incentive program (usually called “Fast Start” or “Quick Start” or something similar) that help you earn products, rewards, or business aids during your first 90 days. They do this to help you establish good business habits. Find out what the program is and set your sights on hitting those goals. People who are fast-start achievers usually have a greater retention and climb the career plan quicker.

Building your Booking Lead Notebook

When you’re new, you’re also very excited; it’s human nature to want to jump on the phone, call everybody you know, and try to explain everything about your business to them. But because you’re brand new, the best thing to do is make a list of everyone you know and put them in your Booking Lead Notebook. You can keep your notebook on a physical pad of paper, on a document in your computer, or in an organizational application like Evernote (check out www.evernote.com for more on this popular tool). You know a lot of people. And they probably divide into more categories than you may have considered. Here are some ideas for your list:

• All the places you’ve ever lived: Think of current and past neighbors, acquaintances, people in the communities, landlords, realtors you have worked with, and so on.
• All the places you’ve ever worked: Consider coworkers, associates, past bosses, past employees, employees of other firms with whom you’ve done business, clients, and vendors.
• All the places you’ve ever gone to school: This can include grade school, middle school, high school, community college, university. Think of old friends from classes or seminars you’ve attended, people you met at swimming, yoga, scrapbooking, or cake decorating classes. Don’t forget past teachers, administrators, and staff.
• Friends and family: This is the category that’s the easiest to think of, but ironically, these are the people who may not be as eager to assist you. So, when your lifelong best friend decides not to have a party for you, get over it and move on to the next one. I have found that those who make the best hosts are your second and third level of friends. (The people you don’t see often but who are on your holiday card list.)
• Organizations, committees, and affiliations: This could be comprised of acquaintances or members of your church, folks from recreational activities like bowling and/or softball leagues, and people at the gym or fitness center where you work out. You may know people from children’s sports activities, such as soccer, Little League, dance, or gymnastics. Think about committees or groups you’ve belonged to, like Scouts, political organizations, ladies’ groups, leads clubs, or women’s business groups.
• Children-related contacts: Kids’ friends’ parents, coaches, teachers, doctors, tutors, and so on.

There are a couple of ways to organize your list. Beside each name, you can categorize them as 1s, 2s, or 3s — the 1s being the people you think are most likely to have a party (what you usually classify as your friends and family), and the 3s being those that you think may be least interested. Your inclination would be to start with the 1s because you think they are most likely to help, but this is not always true. Sometimes your best friends feel more comfortable shutting you down and giving you a no.

I find that the 2s and 3s are actually better candidates. These are your second tier friends, old friends from high school and so on. This group of people is actually happy to hear from you and are more likely to say yes. So think about starting with those first.

When we start with our friends and family, and if we start to get no’s from them, we often feel discouraged and never move on to our 2’s and 3’s. This is why I think it is important to start your list with your 2’s and 3’s then move on to your 1’s.

Another way to organize your list is to write C, H, or R beside each name. C is for those likely to be customers, H is for those most likely to host, and R is for recruits, those who could potentially be right for the business. This list will help you be more intentional in your conversations when you’re reaching out to your list.

However you categorize your leads, your goal is to get them to see the product in person — or if you run your business completely online (see Chapter 11), to send them a video or share photos of the product. After that, your goal is to secure a date for a party within your first 30 days.

For those first parties, it’s important to create several chains of business — this means having people from as many different categories as possible. Doing so exposes you to many different circles and areas, which makes for a healthy and diversified start to your new business.

Think of a wheel. The spokes on a wheel represent the different categories of people you know. If your first parties are done with your sister, mom, aunt, and cousin, that may sound like a lot, but all of those still only represent one spoke on the wheel (the “family” spoke). With only one spoke, a wheel collapses.

Instead, if your first parties include a family member, a friend from church, a neighbor, and a coworker, you will expose yourself to a larger group of people. Your spokes are spread out, and your wheel will continue to roll along successfully.

Once you get your six bookings secured and dated on your calendar you should continue to refer back to your original list in your Booking Lead Notebook for ongoing bookings. Don’t forget to add to this list with the people you meet moving forward.

The casual approach

Make it casual when you’re in casual conversations. You don’t even need to use the term home party. You can offer your customers “a fun night to get together with friends.” It’s as simple as that.

I was out and about at the mall one day when a woman complimented me on my necklace. I thanked her and said that it was part of a line of jewelry that I represented. She said, “Oh, I am a jewelry nut.” I enthusiastically explained to her what I did and asked her if she would be interested in hosting a party. She replied with, “No, I don’t like home parties.”

Now, many representatives would have taken this as a no and walked away feeling discouraged. But I knew that there was still an opportunity to gain this woman as a customer. Instead of accepting defeat, I let her know that I also offered one-on-one appointments where I would come to her house, bring my jewelry, and help her match them to her outfits. The woman loved this idea and can you guess what she asked next? “Would you mind if I invite my daughter and some of her friends?” And what are we doing now? You guessed it — a party! Sometimes people have their own ideas of what this industry is, and what it means to host a party, or even be a representative.

You do not only offer home parties. You offer a magnitude of ways that clients and customers can purchase from you. (See Chapter 3 for more ways to touch, or interact with, your business.)

Make sure you are always talking to potential hosts about the benefits for her friends.

One of the best skills you will ever learn as an entrepreneur is to listen. Listen to what your customers, leads, clients, and team are telling you. They may still be interested in what you have to offer, just maybe not in the exact manner that you are offering it. So be sure to listen and start conversations. You have to know and understand your customer in order to sell to them effectively.

See the people

In this business it is important to see the people — meaning you want to get you and your products in front of as many eyes as possible. You want your friends, family, and customers to experience the product first-hand. That creates a bigger desire for the product and a sense of ownership.

Think about how realtors take you through a home you are looking to buy. They always refer to it as your master bedroom, your kitchen, your patio. They want you to feel a sense of ownership over the home, so that you start to imagine what it would be like to live there and have your things there. It is the same in direct sales. Having clients hold your product in their hands is better than showing them a photo on Facebook.

Using your Booking Lead Notebook discussed earlier, you will want to start to call some of your friends, family, and acquaintances to set up a time for them to see the products. When you call them initially, you may want to start with something like this:

• “Hi Jessica, this is Belinda. I was wondering if you’re going to be home this weekend (or evening or afternoon). (Wait for response.) Great! I’d love to come over for a quick visit. I have something really exciting to show you!”

Or maybe something like this:

• “Hi Jessica, it’s Belinda. I can’t wait to show you the new business I’ve decided to do.” (Wait for a response.) “Terrific! I’d love to stop by for a few minutes to show you some awesome products. I know you’re going to love them.”

Or even:

• “I’ve started my own business and I would really value your opinion. Could I practice by speaking with you about the business? Is there a day this week that I could swing by?”

If they ask, “What kind of product is it?” just say, “Oh, it’s an awesome line of _______. And I know you’re going to love it!” After you show it to them, it also creates excitement for those who end up having parties because they’ve already seen your fabulous product and they have first-hand knowledge to share with the guests they will be inviting.

It’s especially important to get out and personally show the product as much as possible when booking your first six shows. Creating enthusiasm only over the phone or online is very difficult, so get out and see the people. Show them what’s got you so energized! Allowing your friends and family to see the product for themselves and how excited you are about it also reduces any need for you to “sell” them on the idea.

Once you get there, take a few minutes to relax and engage in small talk about common friends, family, and so on. When you’re ready to talk about your new business, begin by saying something like this:

• “I wanted to stop by to tell you about my new business and show you some of the products.”

Show her some of your favorite products and your current catalog. Get her involved and let her know that hosting a party would be a great way to get you started in your new business. In return, she will earn a wonderful shopping spree and have the opportunity to shop at a discount.

• “Melissa, that’s one of my favorites, too. You know, you could get that absolutely free just for having a few friends over. You would be a great host! And it would really mean a lot to me if you would help me by hosting one of my very first parties.”

Let her know the dates you need to fill with your first parties and ask her to help you with one of them. People like to be part of the success of those around them. You’ll be surprised by how much your friends will want to help you, if you ask. When she says “Yes!” proceed to coach her for a great party (see Chapter 10 for more on host coaching):

• “Bridgette, I would love to get my business off to the best start possible. Would you be willing to help me get things going?” (Wait for a response.) “Thank you so much! I know your friends will love it and will appreciate learning about these great products. I have a couple of days to fill with parties on my calendar — which day will work best for you? Thursday or Saturday?”

Enlist your friends

When you’re starting your business, don’t hesitate to ask people for their help. Friends will often surprise you with their willingness to help you get a great start in your business.

Let them know what you need to be successful and that you need the practice; you’ll typically find them eager to know exactly how they can help you:

• “Hi, Sarah. This is Melanie. Do you have a couple minutes? I’m just getting started in a new business and I was wondering if you could pull a few friends together for a fun evening and help me out by hosting one of my first parties?”

Or you could say:

• “Hi, Sarah. How are you? I’m calling to tell you about my new business. I just started and I can’t wait to share our incredible products with you. Sarah, you are a great friend. I promise a fun night for your friends, and there are some great perks in it for you. Can I count on you to get a few friends together for a fun night out?”

Sometimes people are hesitant about having enough time to host a party for you. They don’t fully understand that there really isn’t that much work involved in having a party. You can alleviate their concerns and overcome their objections (more on objections later in this chapter) by saying something like this:

• “Hi, Katie. Is now a bad time? No? Great. I was wondering if you could help me out by having a party to help me get started in my new business. I need to hold three large parties and three small ones. Could you help me out with one of these? You will benefit from getting a few selections free and getting to shop at 50% off.”

Ultimately, for you, a party is a party, but the choice helps people feel that the commitment isn’t as large as it would be to have a large party. They feel like it is okay if they only have three to five friends.

Regardless of what approach you take, it’s your friends and family who help you get your business started by having parties for you early on. Their willingness to help you simply because they care so much about you is a great advantage at the beginning of your business, so don’t overlook it.

But it isn’t just your family and friends that will help you grow your business. That is why it’s important, even at these parties with friends, to do a good job and get their friends booked in your calendar (see Chapter 9 for more training on how to book a party).

So make your list, contact them all, and allow them to feel good about being able to do something for you. Those early parties help you get some practice, get those initial sales, and meet new people. The more parties you book in the first few weeks of your business, the better. So, get on the phone!

Host your own party

This is the perfect opportunity to show your friends and family what you’re doing, so it’s preferable that your launch party (see Chapter 8 for more on launch parties) be one of your very first parties. This way, when you’re creating interest by seeing the people and getting on the phone to enlist the help of your friends, you’ll have something fun to invite them to if they don’t immediately opt to book a party with you.

People you call who can’t or won’t book their own party with you are still often quite willing to attend a party at your home. When one of your contacts says they can’t host one of your first parties, for whatever reason, be gracious. They may have really good reasons! It’s just no for now. They may have a party in the future. You might say this:

• “Lisa, I totally understand. It is a really busy time.” (Say something that validates their reason.) “I’ll be hosting my own ‘grand opening’ for my business next Sunday and would love to have you attend and let me know what you think. It’s going to be a lot of fun, and I’d really like you to be a part of it.”

Make your invitations sincere and make sure they highlight how much you’d like to see them there:

• “I’d love to have you come to my party next Friday to launch my new business. You’ll have a lot of fun and get to try our wonderful products. I am confident that there are a few items that you’re going to fall in love with. Do you think you can make it?”

And send reminder texts like this for those who’ve said they’ll come:

• “Hi, Lisa! I really appreciate your support as I start my business. I’m looking forward to seeing you Saturday night at 7 p.m. for my business launch. It’s going to be so much fun! If you have any questions or need directions, give me a quick call.”

Your launch party is a great chance for your friends and family to see the products and experience the fun and excitement of a party. Plus, it’s also a really natural and effective way for you to secure future bookings. You may find that you’ll want to host more than one party: to provide people who weren’t able to attend your first party a chance to attend and learn about what you’re doing, or if you have several distinct groups of friends.

Your launch party is a kick-off for your new business. You’ll want to include all your family and friends in the celebration.

“Let me check with my friends first”

This is the most common objection to booking a party. But what they are really saying is, “I don’t want to pick a night that no one will come.” This is people’s greatest fear. Nobody wants to host a party where no one shows up. But the reality of it is, they can’t check with their friends without a date.

In response to this objection you would say something like this:

• “I totally get where you’re coming from — but I gotta be honest, if you go to your friends with an uncommitted question, you’re going to get an uncommitted answer. Like, hey you guys do you want to come to a jewelry party? And they will say when is it? And you’ll say, well, I don’t know. If you give them a date, like the 21st, they will say yes or no.
• And Amy, if too many people can’t come that day, we can definitely move it. So why don’t we go ahead and select the 21st as the option you offer your friends.”

“My friends are partied out”

This is a very positive hesitation because it means that she and her neighbors are very receptive to home party shopping, and they love to do this kind of entertaining. In response to this objection you would say something like this:

• “Great! It sounds like your friends love this type of entertainment. Maybe I could do something special at your party.” Or: “We’re fairly new in this area, and most people haven’t been to a _____ party yet.” Or: “Let’s date your party as soon as possible before someone in the neighborhood books something else.”

“My house isn’t big enough”

You may get this response if the home where the current party is being held is quite large. Your prospect may feel inadequate, so it’s important to make her feel like what she has to offer is exactly what you want.

• “It doesn’t take much space, Mary. I can adapt to whatever setting you have. And I have found that when you’re having a great time with friends, no place is too small. Plus it makes the party intimate and cozy!”

“I don’t have any time — I’m too busy”

This is another very common objection. The first response would definitely be to help them weed through the busyness in their head. You may want to make a little small talk to find out what your prospect is “too busy” doing. For example, perhaps he/she normally works part-time and for the next week or so is putting in full-time (or overtime) hours and, therefore, is feeling overwhelmed. If she knows she doesn’t have to date for this immediate week, she may be more receptive:

• “I would love to have you as a host! Busy people actually make the best hosts because they get things done, are more organized, and typically know more people. But don’t worry, I’ll do the majority of the work. All I ask is that you get a few of your friends together to have a good time. And honestly, it takes no more time than the time you spent here this evening.”

“I think I just want to do a catalog party”

A catalog party is when a host collects orders from her friends using your catalog, instead of hosting a party at her home. The majority of the time, the host will leave catalogs at her place of work and other places like the dance studio, karate, baseball and so on. Her friends will look through the catalogs, try any samples you have given your host and place orders that way.

Catalog parties typically won’t result in the party totals that a home party will. If a guest at a party asks for a catalog party, your goal is to turn it into a mini party for her:

• “Oh Melissa, that’s a great idea! I have a lot of people who do catalog parties. Do you have a lot of people at work who would like to order?”

I always want to agree with my customer, but help steer them in a different direction:

• “Why don’t we set a date where I can come out and collect the orders, and you can select your free products. While I’m there, why don’t you invite a few neighbors or friends over to see the collection?”

Once you frame it like this they will most likely choose a date. This gives a close date to the party as well as the opportunity for you to get additional orders through a party. People who want to host catalog parties are usually afraid no one will come. So when they hear that they only need to invite a few friends, they feel better about saying yes to hosting.

This is a win/win for you both. The host will enjoy getting together with her friends, and you will receive additional sales through a home party. Even with a smaller group in person, the home party is still typically higher than the orders your host collects from her catalog party.

I once had a host who lived in the country. She didn’t want to host because she didn’t think she could get a lot of people there, but she did have people at work who were interested. I used the preceding scripting on her, and she agreed to have a few friends over a couple weeks later. She only had four guests the night of the party, but her party with four guests had higher party sales than the eight outside orders she collected from the catalog. The biggest bonus was that I was able to use my booking talk to book two out of the four guests for parties of their own. The result was that the party was double what it would have been if she had only hosted a catalog party.

Using your social network for referrals

The first step to finding new business is to use your social network. Reach out to your social media network and ask who they know in that area. Don’t be afraid to ask for help and referrals. Be sure to use your Booking Lead Notebook. As soon as someone gives you a referral or a lead, put it in the notebook.

I have found the best way to build a business is to use five simple words: Who do you know who? As in, “Who do you know who might like this product?” I built not only my direct sales business on this model, but my speaking career as well. Another strategy is to offer a referral gift. If someone that person knows books a party or joins the business because of their referral, I would always be sure to give them a special gift to thank them.

When you are reaching out to your referrals, always be sure to mention who referred you to them:

• “Hi, Mary! We have a mutual friend, Kathy, and she gave me your number. I have recently relocated here, and Kathy thought you would be interested in helping me establish myself in this new area. Kathy was very confident that you would love our products.”

Use my tips on how to secure a booking in the earlier section “Securing Bookings or Appointments.”

Getting leads from leads

If your lead seems hesitant, let her know that you appreciate her time and that you understand this isn’t the best time right now for her to host a party for you. But before you get off the phone, ask her who she knows who might be interested in hosting a party or who might really love the product.

Always ask for leads from leads.

Let people know that you are looking to build a team and a business in that area, so if they have anyone in mind who might be interested, you would love an introduction. I have found that the third-party approach really works best, especially in the areas of recruiting (see Chapter 14 for more on recruiting).

Continue to follow this trail of who do you know who and work on this daily.

Go where your customers are

Another great way to find new business is to frequent places where your clients would most likely be. Most of the direct selling, especially party plan, is directed towards women. So ask yourself, Where do women hang out?

• Salons: Salon owners and hair stylists are amazing resources. They know a lot of people and have close relationships with most of their regular clients. I used to own a couple Curves franchises, and I was opening one in an area where I knew no one. When I drove to the town, my first stop was at the hair salon. I introduced myself, let the owner know I was opening a Curves, and asked if they knew an amazing person who could run and manage the facility. She immediately gave me the number of three people. And the best part about these three leads? It only took me 15 minutes. So, always ask who do they know who might be interested in hosting a party. And I did end up hiring one of those three!

  You can also suggest that the hair salon have a party. If they hesitate, ask if you can at least leave behind some of your catalogs for the lobby. But this is the last-case scenario. Use your best booking talk and share how fun the party could be for the salon’s guests and clients.

  I had a very good friend who had an established direct sales business, but needed to suddenly relocate. As soon as she moved, she began going to get her nails done and her hair cut every two weeks at a different place each time, just so she could meet new people. Her goal was to reestablish herself through this chain of engagement.

  With social media, you have so many options, but there is nothing more effective than selling your personality, in person.

• Gyms: Talk to local gyms, especially those that offer a women’s center, and ask if you can set up a booth and pass out information.
• Mom groups/play groups: Depending on the age of your kids, look for local mom groups or play groups to be a part of. This is a great way to make new friends and find potential hosts, customers, and recruits.
• Networking groups: Networking groups are a great way to establish yourself as a business owner in your local community. People in networking groups are also always willing to share leads and referrals.
• Clubs: Clubs like book clubs, women’s clubs, running clubs, and so on, are other great places to meet women.
• Local restaurants: Attend local restaurants and let them know you have a new business in the area. Develop relationships. If you become a frequent customer, they will be more likely to help you as well.

• Malls: One of the ways I built my business was by going to the mall. I would have a small tote bag, equipped with my show-on-the-go (see Chapter 6 if you don’t know what that means) and I would head out for the day. I always made sure that I looked professional and presentable. I would go into stores, and when asked if I needed help, I would tell them that I needed an outfit for things like a convention, business meeting, or gala. I always made sure my answer had to do with my business. Naturally, they are trying to get a sale, so they also probed for more information. This gave me an excellent opportunity to let them know what I do, and mention I was looking to develop my business in that area and if they knew anyone who might be interested.

  Often, the salesperson herself would want more information on the hosting or business opportunity. I would then ask what time her break was and would meet with her in the food court to grab something to drink. I would then talk about my three Ps: products, profits, and programs (see Chapter 2). I would lay out a couple of product samples, a host packet, and a recruiting packet.

• Church: Often, church groups and small groups are more like a community and are more eager to help, especially if you have gone to the church for a while and have started to build relationships. If you are new to an area, finding a new church is often a really good place to start. After you have gone several times, you will begin to make new relationships and bonds.
• School: If you have children, school can be a great way to meet other parents and teachers. See how you can get involved at school and build friendships with some of the other parents.
• Realtors: If you are looking for new business because you have moved, ask the realtor who sold you your house if they are interested in helping launch your business or know of anyone who might be interested. Because realtors are salespeople too working off commission, they also usually know of the best networking groups in the city. Be sure to ask them for leads and groups you can join.
• New neighbors: Your new neighbors are also potential hosts, customers, and recruits. Introduce yourself to people on the street and (I can’t say it enough) build relationships. Let them know you are looking to start your business in the area and ask if they would be interested in holding a party to help you get started.

I know in today’s busy world, with all the technology available at our fingertips, some of the preceding suggestions may seem dated or old. But remember, there are multiple ways to touch your business (Chapter 1). Social media can certainly provide great resources for you that you may have never met otherwise, but know that these tried-and-true strategies will help you find quality leads. Even though the process may be more time-consuming, the leads are usually more concrete and give people the chance to connect with you on a more personal level than they did online. People are also more likely to refer a friend if they have met you in person and established a connection.

The most important thing to remember is that you can’t build a business overnight. Take it one day at a time and stay positive. Use the third-party approach of who do you know who. People are more likely to refer someone instead of feeling the pressure of making a decision themselves. But if you follow my training and deliver your commercials with passion and enthusiasm, most times they will recommend themselves.