Party Plan Divas The Perfect Party Ordering Room Success Even if you have put on an amazing party, the real magic happens in the Ordering Room! This of course is where you will receive __________, book parties, and line up meeting with your __________________! Why Have an Ordering Room? In the Adult industry it is mandatory that you have an Ordering Room that is separate from the rest of the party for ____________________ purposes. But there are benefits to having an Ordering Room with every kind of product. First, this is the time for you to begin a one on one relationship with your new customer. In just the ___________________ that you will spend in the Ordering Room, you have a chance to learn a bit more about her, and ask her how she wants to ___________________ in your business. Secondly, with the economy in the state that it is, sometimes a guest will need to ask for _____________ financially – maybe to make two payments, hold a check till Friday, put something on “lay away,” etc. If a guest does not want to have to ask this in front of her friends, you might lose the sale if you do not have the privacy for her to discuss this. With a separate Ordering Room, you can discuss payment and make any __________________ you choose. And finally, most everyone has different “circles” of friends, and a potential Hostess may not want to have the same guests at the next party. To avoid a problem, and give your New Hostess the opportunity to only invite the guests SHE wants to the next show, have some _____________ to your Ordering Room. But My Guests Order More Together! This is a myth. And one that you will never know is true if you do not try it the other way. In your intro you can joke about them “comparing notes” about what they order – but encourage that outside of the Ordering Room. Party Plan Divas © 2008 www.partyplandivas.com Party Plan Divas The Close of the Show You always want to end your show with a BANG – the “__________” product that if your guests could only order ONE THING – this would be it. If you have two “must haves” – maybe two products from two different categories – find a way to tie these two in together as the “________________” of the night. This is going to be the most remembered product of the evening. Then go over the ____________________________ one last time – this will remind your guests of how they can get involved with your business, and what their options are. You can say something as simple as: “Ladies I hope you all had a great time tonight – I had as much fun as you did and I want to thank you all for coming and thank you to our Hostess - *her name* - and I am excited to give her all of her Hostess Goodies!! Just a reminder, tonight there are three ways for you to participate in my *company name* business- as a ___________________ by ordering tonight. Remember everything is confidential and what you order tonight will help your Hostess earn more free goodies. If you have a bunch of notes on your forms then you want to consider being a Hostess and earning free goodies for yourself. And I have my eyes on a few of you who I think would be really fantastic doing what I do. So if you are looking to make some extra money this summer or maybe you are looking for a total career change, I would love to have you on my Team. Ok?  So let’s play one more game while I pack a few things up and I will see all of you in the Ordering Room!” Start your guests playing a ______________________ game, pack up what you can, and put your ____________________ on the demo table. Show Me The Way Ask your Hostess to SHOW you where the Ordering Room is. This way you get a quick second to speak with her before the ordering begins. When you walk in you will sweetly say: Party Plan Divas © 2008 www.partyplandivas.com Party Plan Divas Did you have a good time?! I had such a blast! Thank you again! I will need your help getting people in and out of the Ordering Room, and then you will go last so we can add up all of the orders, and see how many free goodies you will receive with our Hostess Rewards. Then I will finish packing up and be out of your hair, sound good?  This will give you a chance to spend just a moment with your Hostess but also to kinda put her “____________” of getting her guests in and out of the Ordering Room. There is nothing worse than sitting back there by yourself while the party goes on in the other room. What to Take to the Ordering Room The Ordering Room is real the true magic happens with your Home Party – so make sure you are ______________________. The easiest way to do this is to take your Mobile Office - stocked and ready. Mobile Office  Catalogs  Order Forms  Customer Care Cards  Calculator  Pens, Pencils, Highlighters  Hostess Packets  Recruit Packets  Monthly Special Flyers  New Consultant Agreements  A Lapboard (in case she has questions about something in it) MONEY BOX!! Make sure to always have a money box with appropriate _____________ for our Guests. Nothing looks worse than having to ask your guests to help you “break a $20” – keep a Monday Box just like a Banker. Square * App and your Smart Phone! Party Plan Divas © 2008 www.partyplandivas.com Party Plan Divas As The Guests Come Back When each guest enters the Ordering Room, you first want to ask if they had a good time, and if they have any ________________ for you. Take their Wish List or Order Form and make sure the top is filled out completely with their full name, address, and phone number. Then see what their interest is in having a show or becoming a Consultant based on their answers on the form. If they have marked interest in either – begin with this first. Interested in becoming a Consultant: “Oh fantastic – you are interested in being a Consultant! When can we get you signed up?” Do not _____________ anything – she may be ready to sign the contract right then and there!! Interested in Hostessing a Party: “I see you want to Hostess a Show! I can’t wait to party with you again! When can we get you scheduled? I have this date and this date available – which works better for you?” Have your Diva Success System Calendar and Hostess Packets ready! Nothing is marked for interest but she has a lot of marks next to products: “I see you love just about everything – are you interested in Hostessing a Show and earning some for free, or maybe even helping me tell people how awesome this stuff is and making some extra money this summer?” After getting all of this out of the way, you can begin to go over the items that she wants to order. Does she have any questions? Are there any ______________ or deals that YOU see she could benefit from? Upselling Success Upselling is one of the easiest – yet overlooked – ways to increase your income significantly in your Home Party Plan Business. The term “upselling” means simply to add on additional products or services to a _________________. The best part of upselling is that it is practically effortless, since the customer is already committed to the initial sale. By presenting additional “add on” type Party Plan Divas © 2008 www.partyplandivas.com Party Plan Divas products in a relax, assumptive manner, you will increase the sale – and your income – quickly and easily. Here are the most important keys to Upselling success: 1. Know your Products - the more you know about your products, the more able you are to recommend products which will __________________ each other. If you sell skin care for instance, a cleanser and moisturizer would be complimented by a toner, or a daytime product can be complimented with a night time product. In jewelry, a necklace and bracelet purchase might be complimented by earrings. With handbags, an add on might be a wallet or change purse. The list goes on and on. 2. Know your Customer - The more you know about her, the more you will know the products she would benefit from or be interested in. People have a tendency to “tell on themselves” the more they talk! This is a GOOD thing! Encourage the _________________________ and continue to ask questions. 3. Be specific and tell her WHY she needs it – Simply saying “Can I get you anything else” is most likely NOT going to get you an additional sale. However, specific questions “would you like a toner to go with that to complete the set?” or “This is a great product for daytime, and our nighttime product will help even while you sleep – would you like to get both?” will help your customer understand why she needs -and ultimately ____________ – the additional product. 4. Assume the customer already wants it - When offering an additional “add on” type product, always assume the customer already wants it, similar to “Do you want fries with that?” Because most Upsells are complimentary of the first item, it is somewhat of a “no brainer” that she would want the additional items as well. 5. Focus on the Customer’s needs, not yours – As much I am sure you want the sale, remember that ALL sales are more about taking care of the customer’s needs than your own. Do not try to sell a customer something you yourself would not want to have, or something that in reality, they do not NEED. Always sell with Party Plan Divas © 2008 www.partyplandivas.com Party Plan Divas __________________________ – that will give you a lasting relationship with your customer – resulting in more sales over time. The biggest mistake in Upselling is simply making no attempt for the sale. As a business owner, it is up to you to ask for the sale. Make asking for an Upsell part of the sales process – like second nature. Get the McDonald’s Mentality and always think “Do you want fries with that!?” Wrapping it Up – Hostess Order When everyone else has ordered and the Hostess comes back, tally up her FREE credits and really congratulate her on a _________________________! Ask her how she enjoyed being a Hostess, collecting outside orders, etc. Then you can say “Ok, well you have $XX in credits that you can either choose free products for you OR, I can put this same credit towards a New Consultant kit for you, and you can join my team and keep doing exactly the same kinds of things you have been doing the last few weeks as a Hostess, but instead YOU will be the one doing the shows and taking the big bucks home – PLUS three of your friends booked parties tonight, so we even have business for you getting started as I will help you do those and we can use them as Training. What do you think?” Whether she says yes or no – there is never any harm in asking. She may surprise you and say yes. If she says no, say “Ok well then I promise to be the best *your company* Consultant for you and I will take good care of you and your friends – but should you ever change your mind and want to join my team, I would absolutely love to have you, ok? Ok – let’s get your goodies ordered!”  Finish up her order. Pack the rest of your items. Thank her one last time, and head home!  Questions And Answers Session Party Plan Divas © 2008 www.partyplandivas.com