There’s a nasty little lie going around. Have you heard it?
There’s a nasty little lie, that is making it harder for you to book parties and actually run your business. In today’s episode we’re going to expose the lie and talk about how you can overcome it so that you can book more parties while staying true to your authentic voice right after lead generation.
Booking is one of the most important skills that you can have in your direct sales business. Whether you’re booking an online party or an in-person party or a one-on-one consultation, you have to be able to successfully book in order to ever get to the selling part of it all. But there is a lie circulating about booking that is costing your your authenticity, credibility, and it’s perpetuating the stigma that everyone in direct sales all sound the same.
And that lie is that scripts are magical. But the truth is there is absolutely no magic in a single script.
Today, I’m showing you how you can ditch “magic scripts” forever and start using your authentic voice to book profitable parties!
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004. Booking Breakdown: Ditch Scripts Forever & Book More Parties
There's nasty little lie going around you guys. A nasty little why that's making it harder for you to book parties and actually run your business. Today we're going to expose the lie and talk about how you can overcome it so that you can book more parties while staying true to your authentic voice.
Right after lead generation I think that booking is one of the most important skills that you can have in your direct sales business. Whether you're booking an online party or an in-person party or a one-on-one consultation you have to be able to successfully book in order to even get to the selling part of it all.
But there's a line circulating about booking and it's making me absolutely insane. Because it is costing people their authenticity and credibility and this perpetuating the stigma that everyone in direct sales says and does the same thing and that no one is unique.
If you've been in direct sales for more than a minute you know the stigma I'm talking about. It's one of the number one thing that holds people back from start a direct sales business it's one of the biggest reasons that people feel fearful of putting themselves out there…
And there is a lie being spread about booking that is perpetuating the stigma and making it harder for you to do business.
And that lie is: scripts are magical and if you change it it won't work.
Has anyone ever handed you a script, maybe they gave it to you during new consultant training or maybe you found it in a Facebook group or maybe you even got it from a mentor that you look up to and they told you “ this booking script is Magic. It's been tested and proven thousands of times but it only works if you don't change anything. Trust the process.”
My guess is that you have. Most people have. And I understand why... It's because when somebody first starts their direct sales business they're often looking for the formula that's going to get them the fastest results. And that person's recruiter is looking for the same thing. It's beneficial for everyone involved for somebody new to get results fast.
You, as somebody who is new benefit from getting fast results because you just invested in a new business... Maybe it was $100, maybe it was $50, and it was $200. Whatever it was it matters to you do you want to make that money back and then some. That's the promise of business, right?
And you as the recruiter benefit from your new team member getting results fast because not only do you have an opportunity to make a commission from your company based on their sales but if that person is getting results quickly it also means that they are more likely to stick around and stay in business.
When people don't get fast results they give up quickly... That's true of literally anything. Especially in today's day and age where we're so conditioned to get instant gratification from our phones and social media and video games and all of the technology around us dot-dot. It's a very difficult for someone living in 2021 to patiently wait for good things around the corner. We don't want them to be around the corner we want them to be right here right now right in front of us.
So, as a result, scripts are often passed down from person to person in direct sales without a lot of thought behind them. And everyone is told this worked for me so don't change it. If you don't change it you lose the magic. I can't guarantee it's going to work if you change something.
And so nobody changes anything. Everyone believes that if you change it the magic is gone. That it won't work. That it didn't work because they changed something. That they didn't say it quite right, that they should have said “hey” instead of “hi” like the script said.
But the truth is there is no magic. There is absolutely no magic in a single script.
It's not the script itself that works.
It's the relationship that was built before you used the script. It's your confidence level when you say it out loud. It's the follow-up that happens after the script. It's the way that you presented yourself to the person that you're texting or talking to.
All of that is where the magic is. It's not the script.
The problem with using what people call a “ magic script” is twofold.
First you don't sound like yourself. You lose your authenticity and you start sounding like everybody else. Because you better believe that if you're using a script 1000 you are using the same script and in a world with so many different direct selling opportunities send that you're talking to has probably heard someone else use the same script that you're trying to use.
And I think we can all agree that's incredibly awkward. It diminishes your credibility and any trust that you've built between you and the person you're speaking to.
The second problem with using magic Scripts is that you become addicted to them not addicted in a way where you're craving them. But addicted in a way where you don't know how to connect with people without them. You learn to rely on them without ever learning what the strategy is or how to come up with your own strategy.
and that's the real tragedy... If you don't know how to work strategically within your business without someone else handing you a road map you are always going to struggle because you will not always have someone standing right next to you to hold your hand.
And it's not your fault. Because those scripts and that lie about magic has been passed down for years. So much so that it is ingrained in the core of thousands upon thousands of people.
There is nothing wrong with writing a script for yourself. And there's nothing wrong with coming up with a formula or template for success for yourself.
The problem arises when you're using a conversation in a box from someone who isn't you and doesn't know your unique circumstances, unique relationship with the person that you're talking to, and your unique personal brand.
So today I want to talk to you about strategy. we're going to talk specifically about strategy when booking and creating a booking script for yourself oh, but know that everything we talked about can be translated to any other conversation you have within your business. Whether it's follow up with your Hostess, whether it's connecting with your team, this same way of working and thinking about conversations can be applied absolutely anywhere.
Ready to dig in? Let's do this.
first let's talk about a few things to keep in mind when you're writing your own booking script.
Most importantly above anything else don't feel like you need to overshare. It's really easy, especially if you personally are very detail-oriented, to overshare and give so much information that it becomes overwhelming for the person you're talking to. Keep it simple to say and it will be simple to understand.
next use this initial conversation as an opportunity to overcome objections as you're going before they ever actually come up. This skill transfers to making sales as well so keep that in mind. Whenever you hear an objection it's just a one-sided thought... It means that the person you're talking to is only seeing a single perspective at the time of your conversations. Your job is to help them see another perspective so that they can make an educated decision.
when you're writing your booking script think about how you can overcome some of those objections before she ever has to ask. For example, if not having time is a common objection then you might talk about how little time it takes to host an online party. That way she knows up front but this is not going to be a time-consuming process. you'll have overcome the objection before she had to start feeling stressed about it. The less she has to think of objections the more comfortable she's going to feel saying yes to what you have to offer.
So before you ever start writing your booking script for yourself make a list of common objections that you hear and how to overcome them. There are so many resources online about overcoming objections so anything that you come up with that you're not sure how to overcome try Googling it. Not all information on the Internet is created equally so go little bit of research understanding that you'll need to take everything with a grain of salt... But this is a really great way to learn how to overcome objections because this is such an important part of literally every sales industry.
And if you'd like for me to do an episode all about overcoming some common objections go in the build it like a business Facebook group and let me know that something you're interested in and I can plan for an episode in the future.
When you're writing your script, make it all about her. When you say “will you host a party” what you're really asking is “ will you do this thing that benefits me.” the problem is that question puts you at the center of the ask instead of your potential Hostess. And while she might be willing to help you out even more so than that people are motivated by what's in it for them. So instead lead with what she is going to get out of hosting a party and then ask if she's interested. It's a simple change in the way you ask that can deliver incredibly powerful results.
3rd have a plan for no. People will say no when you ask them to host a party and that is 100% okay And definitely something you should go in expecting to hear sometimes. Especially if you are contacting cold or lukewarm leads, you might even hear no more than yes. So not only go in expecting that “no” will happen but also have a plan for how you're going to handle that situation.
Sometimes no just means that it's not a good time right then and there. And if you remember that during the conversation you can open the door to have a conversation later when it's a better time. But what you're not trying to do is convince someone to hold a party that genuinely doesn't want to hold a party. You're just trying to understand what no really means. someone who is interested in holding a party but just genuinely doesn't have time right now will appreciate you following up later and when you're in a conversation about booking that's the perfect time to get permission for that follow up.
My fourth tip for writing your own booking script is not to just write out what the very first Contact is going to look like but instead think of it like a flow chart. You've got the first message, that initial contact, and then a couple of tasks that could go down. They could say yes right away in which case that's one type of conversation that you're having, they could say I know right away in which case that's a totally different type of conversation that you're having. Or they could end up being somewhere in the middle where they say that they need more information or Now isn't a good time but they'd like to connect later... In which case that's a whole different conversation.
often when someone is handing you what they call a magic script it has one path and it's the path to a direct yes. But that's not how most conversations work and if you're relying on a script that someone else wrote, that someone else told you you're not allowed to change your going to find a lot of dead ends in your conversations and as a result you will struggle.
So instead plan multiple paths. Plan the path that leads to no. Plan the path that leads to yes. Plan the path that leads to maybe later. You'll adjust for each individual conversation so you don't sound like a robot, but understanding the flow of the conversation will give you the confidence that you need in order to really connect with the person you're talking to.
And finally be authentic and true to you. There is absolutely nothing worse than receiving a text that sounds robotic... It makes you feel like you're just a number. So instead of just copy and pasting someone else's script, or writing the examples that I give you from this podcast episode word for word I invite you to say it out loud and see how it feels. Let the way around in your mouth a little bit. Then adjust anything that doesn't feel 100% you your customers will trust you more when they feel like you're being authentic and they feel like they're connecting with a real life human and not just a clone of every other person in your company.
So those are my top five tips for preparing to write your own script for booking:
don't overshare, overcome objections before they ever become part of the conversation, make it all about the hostess instead of about you, have a plan for no, understand the flow of the conversation and the different paths that it could go down, and always always always stay authentic and true to you.
Now, let's talk about the anatomy of a great booking script. I'm going to take a script that has worked really well for me and has been a really good starting point for many many many other people as well and I'm going to break it down by sentence to explain the strategy of why I'm saying what I'm saying.
Michael by doing this is to help you make intentional decisions when writing your booking script. If you understand the why behind what you're saying then what you're saying is going to have a bigger impact. So let's get right to it.
In this specific script I'm going to use a free product as a booking incentive. It's completely up to you whether or not you do this but I find that incentives work really well because sales and booking is all about give and take. When you make it clear up front that this is going to be worthwhile for your lead she's often going to be more receptive to everything else you have to say. Again whether or not you use an incentive for booking is totally up to you and I invite you to change that if that doesn't work within your business. Here's the script we're going to break down:
first I'm going to ask permission. Nothing feels worse than feeling like you're being ambushed so rather than ask the lead to host a party right off the bat I'm going to ask permission if I can share the details with her. By asking permission to move forward with the conversation you're putting the ball in her Court you're putting her in control of the conversation this instantly builds trust and makes her feel so much more comfortable.
So you could try saying something like hey so and so I am giving away a free product this month as a special gift for my customers would you be interested in the details.
Short, sweet, to the point, and it puts her in complete control over whether or not this conversation moves forward. The last thing she wants is to get stuck in a conversation where she is put in an awkward position where she has to both decline your invitation and feel awkward about doing so. The last thing you want is to be stuck in a conversation with someone who is definitely not interested in what you're offering them. So we asked the question up front, “ would you be interested in knowing the details?”
this leads to the next part of your script she said yes! Now you have permission to continue the conversation and asked her to host a party. It can be tempting at this point to send every single detail about how parties work whether there in person or online but try keeping it really concise instead. You line the simpler your language the easier it is to understand. The purpose of your next message is to get a low-key, low pressure commitment while overcoming the most common booking objection which is, in this case, “I don't have time to host a party.”
So you might try saying something like this “here's the Scoop! I'm giving all my virtual party hostesses who booked their party within the next twenty-four hour a free product. all you need to do is invite friends to our Facebook group and comment on my posts in the group. You get a free product, no strings attached, no matter what. If friends do decide to buy something, you actually get (and then insert here one simple sentence about your Hostess plan). Can I count you in?”
this is short, simple, and it gives just enough information that your hostess knows what to expect but doesn't feel completely overwhelmed. You also overcame a few objections, so let's talk about those.
The most common objection when offering an incentive for hosting a party is “ what are the conditions?” Because most of the time there are conditions. That's how Hostess plans work. In this case your booking incentive it's just that... A booking incentive. The only condition is that she has to book a party and she has to invite some friends. If you complicate this by adding a lot of rules or making it difficult for her to get that initial free product she's more likely to say no, and she's less likely to trust that when you offer her something for free it doesn't come with expectations. So we overcame that objection by stating very clearly “ you get this free thing no matter what... But you can also get these other things if you do x y and z” - that second part is your Hostess plan. Maybe you give them a certain amount of credit towards their purchase and they have a certain number of sales at the party. So you might say something like you get this free thing no matter what but you can also get $50 off your purchase if friends do decide to buy something.” there's no need to go into every nitty-gritty detail at this point. you'll go over all the details of those added incentives of your Hostess plan later. That's not the purpose of this initial conversation, so keep it short and sweet.
Once she says that she's in, It's time to get it on the books. Instead of saying “ when would you like to host your party” offer her specific dates end times while setting the expectations for what she's actually committing to. So you can try saying something like:
“I'm so excited! Virtual parties are hosted on Facebook using a Facebook group and they're open for 1 week. For the first few days, I'll post cool tutorials and helpful tips, as well as play some party games. On day 5 I'll do a fun facebook live tutorial. All you have to do is Invite your friends to the group and comment on my posts. I'll do the rest! How does (start date) to (end date sound) for you?”
Didn't this part of the script was you made it very clear to your potential Hostess exactly what to expect so that she doesn't start worrying that she won't have time. For many people the first thing they think when it comes time to actually put their party in the books is that they need to push it out 5 days or even weeks so that they can plan for it. But the truth is, a great online party is really simple for the hostess. And so at this point in the conversation you have an opportunity to say “hey I know what you might be thinking, here's how it actually works” so that she doesn't feel like this is something she has to plan her life around. She can do it anytime.
As an aside if you're new to online parties, or you're looking for a format for your online parties that truly is simple and makes life easier for both you and your hostess I encourage you to go to AnchorDesignCo.com/4, where you'll find all the show notes for this episode and check out the Virtual Party Playbook. The virtual party Playbook takes the guesswork out of Hosting virtual Parties by giving you all of the done-for-you tools that you need to host a successful online party. It includes fill in the blank templates for your social posts, it includes a step-by-step, day-by-day guide so you know exactly what to do each and every day of your party, it includes tons of party game options and directions on how to play each one of them, And it even has canva editable posts for every single day of your party. so if you want to check that out and skip the messy part of learning how to host virtual parties head on over to AnchorDesignCo.com/4 where you'll find a link to check it out.
Anyway, back to booking scripts! So now that you set expectations with your Hostess and she understands what to expect and you have a date on the books you can now transition into Hostess coaching. Uline if you're not familiar with hostess coaching or you've always heard that it's important but no one ever explained what it actually was here's the deal:
Hostess coaching is your opportunity to teach your Hostess how to be the perfect Hostess. You know what a great hostess does. She engages with her friends, she comments on posts, she invites lots of people... You know what your dream Hostess is like.
Hostess coaching is your opportunity to help her become that dream Hostess by showing her exactly what to do to prepare for her party. Doing this not only ensures that things run more smoothly for you because your Hostess is actually engaged and interested, but it also helps her feel more secure and comfortable as a hostess because she knows exactly what to do. And finally it helps her get bigger results out of her party. If she was excited to earn a free gift to just for hosting, then she's probably at least a little bit interested in your Hostess plan and the incentives that come from that. With your help she has a higher chance of actually getting those added bonuses from your Hostess plan. So with that in mind you can try saying something like:
“Okay, you're on the books! I'm going to go ahead and set up your private Facebook group for you and put together your Hostess gift. I'll send you a message within the next 24 hours with a link to your group. I'll even help you invite friends so you can start thinking about who to invite while you wait on me... The more the merrier!”
In this final message you told her exactly what to expect and when to expect it, and you encouraged her to start thinking about who she's inviting to her party.
After you make her Facebook group you'll be able to follow up and you can give her a copy and paste script that she can use to invite her friends. If you don't have a script that you can give to your hostesses to make it easier for them to invite friends you can use the one from the virtual party Playbook. that's part of what's included in the virtual party Playbook... everything you need to say to your hostess during Hostess coaching and even scripts that you can give to her so that she can be a better hostess. You can find a button to go and check that out in the show notes or at AnchorDesignCo.com/4.
So there you have it, a full framework for a booking script that converts cold leads into incredible hostesses, all while staying true to your authentic voice and building real relationships.
Your homework is to set aside an hour or two to sit down and plan your booking script using everything that we talked about today. I highly recommend doing this in a Google doc or another type of word doc so that you can refer back to it over and over again. Start by writing out the steps Within your script. The different paths that the conversation might take. Just do this as a list using bullet points... Nothing fancy needed.
10 write a rough draft of what you would say during each step of the conversation. And when you're done, read it out loud and see how it feels. If it feels uncomfortable and inauthentic look for a reason why and start squeaking until it feels just right. It's okay for your script to feel new and like you need practice but it shouldn't feel fake. Uline take the time now to write your script so that later all you need to do is copy, paste, and tweaked a teeny little bit for the conversation.
No more magic scripts written in someone else's voice. You are the magic part of your script and I hope that this episode has given you the confidence to step into that magic.
I hope that this episode not only made you feel empowered to lead with your unique voice, the confidence to be authentic to your you, and the practice tools you need to start booking in your business. Take a moment to recognize that just by showing up here today you are an action taker and so totally ready to massive and amazing things in your business.
If you enjoyed this episode I’d love to invite you to share it with a friend who needs support in their business, as well as leave a 5 star review for the Build it Like a Business Podcast.
Thanks again for listing, I’ll see you next week, same time, same place. Bye for now!
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Short & sweet episode highlights
Why booking is one of the most important skills you can grow within your business
The awful lie that’s been passed down for generations that is holding you back from actually making money
How you can bust through this #FakeNews about booking to start filling up your calendars
Everything you need to know in order to sound credible and interesting (instead of awkward and spammy)
My simple, no-fluff formula for booking parties with motivated hostesses
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