Usborne Books at Home - HOSTESS COACHING AT THE SHOW by Liz Hawkinson, Supervisor

I always bring 3 hostess packets when I do a home show, then I can give them out as people book their shows. This saves me postage and drive time! It also gives me confidence that I am going to get bookings at the show. When I pack them up I say to myself "I'm going to need these for future hostesses!"

When we set a date at the show,
I show the new hostess what's in the packet:

Hostess Guide
2 catalogs
5-10 order forms
invitations (usually 25-40)
the hostess special sheet from the company newsletter
the recruiting flyer
the current kit special

She's already heard what she might earn from Pretend Hostess, as that is included in my show. (Pretend Hostess is written up in the Consultant Handbook)

Then I go through the Hostess Guide and show her where to make her guest list, and her wish list.

I tell her to invite EVERYONE she knows and offer as many invites as she needs, usually 30-40. I also offer to do an e-show in conjunction with her home show to generate more sales from out of town family and friends. Everyone has a college roommate/ sister/ cousin in another state who would like our books!

I highlight or underline a lot of things in the hostess guide - like calling the guests, asking them to place outside orders, book their own show.
Then I write at the very end that I'd LOVE to have her join my team and to ask me how to help her get started. I usually write in the hostess packet as I'm going over the information, if I'm with her. If I'm sending out the packet in the mail, I do it before sending.

I ALWAYS include recruiting information with my hostess packet.
I ALWAYS ask the hostess if she's interested.

When I write her show date in my calendar, I look 2 weeks ahead and write a note to call her, then 2 days before the show, then the day of the show. This way I already have my To Do list started for that day. I just make sure to peek at my calendar every day - even if it's on the way out the door to the zoo with my son. It only takes a minute to make that one call and I've found it really helps to keep the hostess on track.

2 weeks before - I call to remind her to send out her invites and call her guests to invite them.
2 days before - I call to get a sense of how she's doing with numbers and remind her to call all the guests again (even the ones who said no) - to order if they can't come, to bring a friend, or to see if their plans have changed and they can make it.
Day of the show - I call for a number estimate and directions.

I find that staying in close contact
keeps the hostess excited
and then she transfers that excitement to her friends
and everybody wins!

At the end of the show, I tell the hostess where she is for sales and what her allowance is at that point. I point out the hostess special and tell her what she needs to get there, or set a reasonable goal for the next 2 levels if she is far from the special or already above the special.

I mention getting orders from people who couldn't make it or having her husband take a catalog to work. I try to give specific suggestions about people she can ask - like grandparents who might like to have things at their house, or friends from out of town - that she may not have thought of.

I also encourage her to ask all the outside order people to book a show too - that increases her discounted books ($20 for $5 at future shows) and increases my customer base. I love doing shows where I'm meeting the hostess in person for the first time at her show!!

I try to really gear my words to the hostess.
These are things she can do to help make her show successful.
It's easy to have a great show.
If she feels like it will be easy,
then it will and she will have a good one.