One way to initiate your booking talk is to do your opening talk, show two or three products or groupings, and then begin:
Ladies and gentleman, let me ask you: What is your favorite department store? Where do you like to shop? (Wait for response. You may hear many, i.e., Target, Macy’s, Dillard's or Nordstrom.)
I would like you to pretend for a moment, if you will, that I have a $150 shopping spree in my hand to your favorite store and you had the chance to shop at great discounts. And, honestly, nothing would make me happier than to give it to each and every one of you here tonight. How many of you would love a $150 shopping spree? Great!
Well, all you need to do is find one night out of your busy lives to spend it. Do you think that would be a problem? No? Great! The other thing is you pretty much have to spend it all at once. Do you think that would be a problem? No? Great!
I’m so happy to hear that, because that’s exactly what I have to offer you this evening – a $150 shopping spree! And all I really need from you is one night within the next 30 days so you can spend it!
Let me show you the next item . . .
Now, as they’re seeing the rest of your products, they’re wondering how they can get that shopping spree. After you are finished showing your products, continue with your booking talk:
I know you all have fallen in love with many of the wonderful products this evening, and you’re probably thinking to yourself, “I'm not sure if I'll be able to get everything tonight and that $150 shopping spree sure would be nice.” Well, let me tell you how easy it is for you to get that. It takes one night out of your life and a handful of friends.
It’s really quite simple. All it takes is about seven or eight average orders – just like we have eight people here this evening. Leslie will do that easily, with a couple of outside orders. And she just needs two friends. I know that not only does Leslie have two friends here this evening who would love to help her out, but she has two friends here who would love to take advantage of that $150 shopping spree themselves.
And really, why wouldn’t you want to have a show? I’m going to do all the work for you; it takes no more time than the time you’ve spent here tonight. It’s easy and fun! Haven’t you had fun this evening? (Nod and smile.) That’s how much fun we’re going to have with your friends.
I’m going to come in, entertain your friends, give them some great ideas (or feed them, size them, pamper them, teach them, etc.) So the question is why wouldn’t you want to have a show? I can’t imagine! You would be crazy not to want to take advantage of it!
So I’m encouraging each and every one of you to say “yes” and I will work with you on a date that is suitable for you and your schedule.
It’s got to be the WHY factor and the WOW factor: You would be crazy not to…; this is what you’re going to be able to get…; this is what you’re going to be able to experience…; etc.
If you feel more comfortable using a $75 shopping spree, based on your own host plan, that’s fine. The point is: do not use words like “percentage” or “half-price” or “three bookings” or a “$500 show.” Most guests don’t think their friends will buy that much, much less book a show. Use words like average orders, two friends, and shopping spree. Stay away from dollar amounts and percentages. You can cover that when you coach your new host.
That's your booking talk and it’s going to make a huge difference in your business! They will be thanking you for including them in such a fun evening with great products!