Enthusiasm is contagious. People will mirror your attitude, your tone of voice, and your body language. If you’re enthusiastic, people will be enthusiastic with you; if you’re confident, people will be confident with you; if you’re unsure, people will be unsure with you; if you’re hesitant, people will be hesitant with you. get the point.

That is why it is important to always remain excited about your business. Be passionate and confident about what you are doing, your success, and your business, because people will mirror that same reaction.

If you call a past host and say, “Hey Mary, it’s Belinda. I know it’s been a while since we did a party, but I wanted to let you know that I have a new catalog. I’d like to show it to you. What do you think?”

Mary will probably respond with something like, “Send it to me and I’ll ask around. If I get any interest, I’ll call you back.”

On the other hand, if you call Mary having already decided to be excited about your new catalog instead of sounding indifferent, your conversation might go something like this: “Oh my gosh, Mary, I can’t wait to show you our new catalog. Your friends are going to love it! We have so many amazing new products that you are absolutely going to love. My calendar is already filling up fast! You do not want to miss out on this. I only have Tuesday, May 5th and Saturday, May 23rd open. Does either of those work for you?”

Her reaction will most likely be, “Okay! Let’s book the 23rd!” instead of being unsure or hesitant. If you show Mary that you’re excited, then she will be excited.

Many new are nervous about trying to secure bookings or get new business. This is because they lack confidence. They feel unsure and they don’t want to seem pushy. Instead of keeping a positive attitude and sharing her excitement for her business, a new rep usually says something like this:

Hi Sally, this is Carol. (Lots of small talk.) Well, I don’t want to keep you. I know you’re busy . . . and you may or may not be interested . . . but I went to a _______ party and really liked the products, so I decided to join the company. I just have to do six parties to really get my business off the ground. I don’t know if I’ll get any bookings after that. If not, it’s okay. I don’t like to pressure my friends, as you know, but if you would help me out, that would be awesome.

This rep comes off as shy, afraid, and unsure how to handle her business. If you remind yourself why you got into this business and remain excited and positive, your conversation with others would be very different.