Use the Busy Season to Book January Shows

Booking shows for January, during the month of November, ensures that you CAN keep your busy season momentum going into spring/summer. It is harder to get your business going in January than to simply keep it going from November (and December). Offer January booking opportunities throughout the holiday season while everyone is busy and excited for the New Year. Don’t wait until everything slows down in January to try and start booking shows! Use these proven tips as a guide to schedule your January shows before the last day of business on December 22. Prepare your business NOW for a successful 2010!

Have Busy Hostesses Book in January
By November, I am usually completely booked with shows through December. My contacts are also filling their calendars with family plans and holiday activities. I have my last booking on December 18, so there are really only two and a half weeks in December to have a show. That is why you need to promote January shows in November! At November shows, I ask for bookings “anytime in the next three months”. This phrase is helpful if someone responds that they are “too busy right now”. If I get this answer I say,

“I know a lot of you are very busy right now and can’t think about booking a show. I get it; I am with you! If you are feeling overwhelmed now, why don’t we schedule a show during the last two weeks in January? I am offering an incentive! If you book a show anytime during the month of January you will get a half-price item today, and I will bump you up to the next level of hostess rewards on the day of your show—that means more FREE jewelry for you! Then you will be done with the holidays, and I’ll help you get through the winter blues. Plus, I’ll have all new jewelry to show you and your friends. I have _____ dates available, which date works for you?”

When you say, “anytime in the next three months” you are helping hostesses think that far in advance. You are also prepared to overcome their objection of being too busy, with the option to book in January.

Make Them an Offer They Can’t Refuse
When I am booking January shows, I make sure to mention that these hostesses will be the FIRST to see the NEW spring/summer jewelry line. Potential and previous hostesses get excited to be the first! Get on the phone with your previous hostesses in November. Explain how special they are to you, encourage them that they always do such a great job and thank them for supporting you each season that they have hosted a show. Then say,

“I know you hosted a great show this year. Your sales were _____ and you got _____ in FREE and discounted jewelry. How about being one of the FIRST hostesses to see and purchase the new line in January? I have a special incentive if you book a January show, now!”

Remember, to plan an incentive and offer it to all January hostesses who book before the year ends. You can use the same January offer as I do and bump them up a hostess rewards level. It is a $15 value for them but it only costs Consultants $7.50 and it sounds FABULOUS. Just make sure to write down the special offer that you promised so you remember to honor your deal come January. An incentive will be just what you need to get hostesses to put their shows on your books, now!

Take Advantage of Social Gatherings to Get Bookings
In November and December, you have more chances to book because you are busier than ever. You are also more likely to be attending festivals, fairs or events within your local church, neighborhood or schools. Use these social gatherings as an opportunity to talk to others about hosting a show in January. There are always get-togethers like Thanksgiving to speak with your family and friends about booking a show in the New Year. You will also have chances to book when you are simply out and about doing holiday errands. Carry your Cookie Lee Tote Bag everywhere! It can do so much talking for you and help you book January shows! You can even encourage interested hostesses to hold a catalog show now and follow up with a jewelry show in January.

Be Prepared with Your Available Dates
After being in this business for five years, I realize the importance of penciling in a date when you are speaking with a potential hostess, even if it is tentative. You will have a harder time getting hostesses to commit to a date come January, than face to face right now. Come to your November shows with possible show dates highlighted in your organizer. Let potential hostesses know that the highlighted days are your available show dates. Create a sense of urgency by mentioning which days are your most popular and that, “If we don’t secure a January date soon, our options will be very limited.” Then, ask “Which day would be better to host a show: a weekend or a weekday?” This will help you narrow down a specific day with your potential hostess. If you still can’t get your prospective hostess to commit, then offer to write down some possible days. Depending on her preference of weekdays or weekends, give her those dates on a piece of paper. Ask, “Which one do you think might work? I will tentatively put you down for that date and follow up with you within the next two days to reconfirm.” Just make sure to call within that 48 hour period to secure that booking! If you wait too long their excitement will wane.

Begin Hostess Coaching for January Shows Now
I firmly believe that hostess coaching is the ONLY way to ensure a booking becomes a successful show, especially when the show date is several months away. Starting your hostess coaching as soon as possible will decrease your chances of cancelled shows! Once I book a show, I find it extremely helpful to send the following written contacts…

1. Personal Note: Within a week of setting a show date, I send a note to my upcoming hostess letting her know that I enjoyed speaking with her. I also thank the hostess for her booking and I explain that January will be a GREAT time to hold an amazing show.

2. Holiday Greeting Card: This card can be sent through the mail or as an eCard. Cookie Lee offers such fabulous holiday eCards through CLICK. In this card, I thank my hostesses for their support of my business and I mention that I can’t wait to see them on their show date. I write this date out so the card also serves as a reminder.

3. Jewelry Flyers: In December, Consultants will know January’s Insider’s Club and Hostess Special items. Print those flyers and fold them up in an envelope. Include a note that says, “Check out the latest exclusive jewelry and fabulous specials. As a January hostess, you are eligible to purchase these items at a discount! Looking forward to your show on _____.”

Since the January shows are booked in advance, I make these three written contacts before I send the Hostess Packet. The traditional hostess coaching starts three weeks before the show date. At that time, I send the Hostess Packet and ask my hostess to email their friends a “save the date” announcement. At the two week mark, I continue the remaining hostess coaching to make sure we have a sensational show.

Order Your Jewelry and Catalogs
Make sure you are prepared for your January bookings by having your spring/summer jewelry and catalogs as soon as possible, after the launch on January 9. The best way to ensure that you will be ready for January shows is to preorder catalogs in December! If you are attending the Spring/Summer 2010 Launch, you will be able to bring your jewelry and catalogs back with you. If you are attending a local Rally or not attending a launch event, place your jewelry order online on January 9, so you can have shows promptly after that date. CLICK HERE to review shipping times to your area so you know EXACTY when you can schedule your first spring/summer show of the year. I am planning on holding my first show on Thursday, January 14, with all my new jewelry and catalogs. Check your emails and Weekly Updates for details on preordering your Spring/Summer 2010 Catalogs.

Feel Prepared for Success
Having bookings in January is the best way to get your business off to a great start in the New Year. It will be a great feeling to have January scheduled before the close of business on December 22. Plus, having January shows booked will get you motivated to prepare for the new season and get out of “vacation mode”. You will return from the Spring/Summer 2010 Launch filled with excitement about the new jewelry line and ready to take your business to the next level. In January, the 2011 Dream Getaway Trip will be announced and often there is a corresponding corporate incentive. So, the more you do in January the better your chances of earning that trip. Since the launch of the new product is a little sooner this year, Consultants have the opportunity to be booked and ready to start the season as soon as possible. With shows on your books, you’ll be ready to take the energy of the new launch into January and keep going each month of the year!