MAKING THE MOST OF THE CALLS YOU MAKE
By
Ruth Smith, Director
Your phone is a great business tool. Here are some suggestions to make the most of your
phone time. Make a list (with plenty space for notes) of names & phone #s. Include
EVERYONE you can think of - PLUS, past hosts, past customers, leads from shows &
booths. Make use of that list/pile/folder of leads all at once.
Make sure you get to talk w/ them, not just answering machines or a spouse.
Remember to smile when talking on the phone! :-)
(Listen to hear the difference. Others notice, too.)
Here’s an example script to work from:
"Hello, Mrs. Wantabook. This is Ruth Luvmyjob with Usborne Books. I met you at the
Winterfest at Green Meadow School last month. Do you remember our book booth there?"
(Whatever the answer here is fine.) "Well, I had made a note to let you know when we
were having our next big Special. And right now for January & February, we can offer
XXXXX for the Base Kit for New Consultants. You could be earning a good commission
& getting great books at wholesale or FREE. We’d love to have you in our group.
Could I bring you the information & list of books that comes in that kit?"
If she’s not wanting to be a consultant now, tell her, "Another Special we
have right now is for you to get XXXX for hosting a show! Is there a time
you’d be interested in hosting a show while this Special is on?" If she shows
any interest, tell more about the Special &/or new titles or just set a date. Let her
talk by asking ages of her children or whatever. Take notes for future reference.
At your hostess coaching session, you can offer to split this show with her (maybe you
get commission, she gets sales credit & the free books-) to be turned in as her 1st
show as a new Consultant & training combined. Have paperwork with you.
If she shows no interest in hosting a show, THEN, you can invite her to YOUR
show. (You can be the consultant AND the hostess youself anytime.) "I
know you love these books. Maybe you’d be interested in just COMING to a show.
I’ll be having one (tell when & where). There will even be a drawing for a free
book. You get an extra ticket for every friend you bring (if you do a ticket game). Do you
know someone that might like to come along?"
If they seem sincerely interested in the books but can’t come then, offer to bring
them a catalog. "In fact, if you know some other folks that might like to order, you
can still get FREE books by passing the catalog around & picking up the order
forms." If not, ask if they’d like to have you call them back about the next
Specials.
The point here is - offer the bigger thing 1st - Be a Consultant.
If not, Then - Have a Show.
If not, Then - Come to a Show.
If not, Then - Put in an Order.
If not, Then - Let me call you about the next Special.
LISTEN for your cue to give Recruiting information & to see where the interest
is.
TAKE NOTES about your conversation & when to call them again. Its hard to
remember everyone when you’re talking with so many.
FOLLOW UP the affirmatives with signing new consultants, hostess coaching, taking
catalogs & order forms, & sending invitations for your show. Stay in contact with
these folks & keep your list for calling in the future. This list is one of the
most valuable things you have. Make the most of it!
Tips & thoughts from UBAH National Convention CLICK HERE
Copyright 1999 - 2009 NAWartman phone: 800-393-8224 / 859-431-6269
This web site,
www.UsborneUSA.com, was created by
Nancy Ann Wartman, Independent
Director with Usborne Books and More. UBAM = Usborne Books and More
The words "Usborne" and "Usborne
Books at Home" and the balloon logo are the trademarks of Usborne Publishing
Ltd. The Cartwright Duck is a trademark and copyright of Usborne
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