Getting Started Verbiage Booking Your First Workshops

ROLE PLAYING VERBIAGE- SCHEDULING

I. Getting Started Verbiage—Booking your first parties

6 FOR SUCCESS 8 TO BE GREAT 10 TO WIN

OPENING: Hi ______, this is ______calling. (pause to let them respond)

ASKING PERMISSION Do you have a quick minute? OR Do you have a few minutes? OR Is this a good time for you?

REASON The reason I’m calling, I have to tell you, I’m super excited, I started a business and I wanted to ask for your help! I found a way to ______(insert a quick WHY you are doing this business, i.e. make the mortgage payment or working to be home with kids, etc.). I’m in my training month and I have been challenged to get 6-10 get togethers on my calendar in the first 30 days and when I was racking my brain as to who might be willing to help me out, I thought of you. It’s so much simple and fun and I do ALL the work. I’m also going to be able to give you an 80% shopping spree, based on sales. We keep it low-key and it’s all about getting together with the girls for a fun night. What do you think, do you think you can help me out??

When they say yes, say, “thank you so much, it means the world to me”, then you should schedule the date immediately, say, “would you prefer a weekday or a weekend?” A common response is that they will check with their friends and get back to you. You can avoid this by saying something like... “I totally understand. What if we picked a date that works for your calendar and my calendar and we can just send out the invites and see who can come. Just like a wedding, some will be able to come and some won’t but if we asked all our aunts what day worked for them when planning our wedding….we’d probably get 10 different answers. I love with Arbonne that we don’t require a certain number of people to be there!! How does penciling in a date and I’ll start working on the invite and we’ll just see how many can come!” Most of the time, this date sticks!

OVERCOMING OBJECTIONS with a FALLBACK POSITION If they say that aren’t interested in helping you out by hosting then respond with “That’s no problem, I completely understand. I’d still love for you to check out what I’m doing. I’m having a few friends over to give them the scoop on (Insert date here). This way you can learn a little more. Can you come?”

It’s often a good idea to host 2 of these parties so that you can give your guests an option for which one to attend. People are busy!

If they are not able to attend your party... “That’s okay, I understand. I’ll let you know about the next one. Why don’t we get together for a cup of coffee and I can get you a sample of these amazing products, a little treat on me. I would love to get your opinion. You will love them.”

You can then meet with this person for a 1x1 appointment. CLOSE Thanks so much, _____! I can’t wait for you to______. You’re going to love it!

WHAT DO YOU SAY IF YOU REACH VOICE MAIL??? Leave a message, but don’t give everything away! It’s best to get them curious!

Example: Hi, Emily, it’s ______calling. I have some exciting news for you! Give me a call when you get a minute!!!! Can’t wait to talk to you. Bye!

After waiting a day or two, it’s perfectly fine to try to reach this person again. Never take it personally if they haven’t called you back right away. Everyone is busy!

II. Keeping Your Momentum—Booking Classes/Parties Once You’ve Started

6 FOR SUCCESS 8 TO BE GREAT 10 TO WIN

ASKING PERMISSION Do you have a quick minute? OR Do you have a few minutes? OR Is this a good time for you?

REASON- there are 3 different approaches you can use for your “reason”

1. Me Approach This is where you are asking for others to help you out. This is about "me". I would say, "hey Sally this is Mary. As you know, I've started an Arbonne business and I was thinking about who may be able to help me out and I thought of you. Any chance you can get 4-8 friends together for a short Arbonne get together? I do all the work including the invitations". You can, of course, offer a great hostess incentive or if you are brand new you can ask if you can "practice" on her and her friends as you just need to get in front of some people. This approach works really well when you are new and frankly you'd be surprised when people are willing to help out when you ask this way. You can also state your goal or quick WHY in here so they know why they need your help. See above.

2. You Approach This is where it is about them. The "you" approach is all about the hostess. I'd say something like, "Hey Sally it's Mary. I know you love Arbonne products (or I know you're going to LOVE Arbonne products) and I didn't want you to miss out on an incredible hostess incentive I am doing for August hostesses. When you get 4 or more friends together for me, I will give you $100 of Arbonne for $20-- that is 80% off and I know you love a sale. I only have a few spots open and wanted to reach out to you first. Remember I do all the work, including the invites." This approach works great as well. Sometimes when people are on the fence for hosting, they just need an extra gift/incentive to actually commit. This is how I hosted for Tarrah--I didn't want to commit because I was traveling and she offered me $200 for $40 and I couldn't say no at that point. She did all the work and made it very easy on me.

3. Challenge Approach “I’m in a challenge (hot potato, booking blitz, etc.) and hoped you could help me out. I was thinking about who may be able to help me out and I immediately thought of you.” this is a combination of the other two. People LOVE to help others WIN. You can also state if you are going for a challenge or going to the next level, “I’m working towards my white Mercedes Benz this month and thought about who may be able to help me out and I immediately thought of you.” Or, “I am going for a NYC trip Arbonne has put out and I am so excited to earn it! I thought about who may be able to help me out and I immediately thought of you. Can you get a few friends together so I can pamper them and share Arbonne with them?”

When they say yes, say, “thank you so much, it means the world to me”, then you should schedule the date immediately, say, “would your prefer a weekday or a weekend?” A common response is that they will check with their friends and get back to you. You can avoid this by saying something like... “I totally understand. What if we picked a date that works for your calendar and my calendar and we can just send out the invites and see who can come. Just like a wedding, some will be able to come and some won’t but if we asked all our aunts what day worked for them when planning our wedding….we’d probably get 10 different answers. I love with Arbonne that we don’t require a certain number of people to be there!! How does penciling in a date and I’ll start working on the invite and we’ll just see how many can come!” Most of the time, this date sticks!

OVERCOMING OBJECTIONS with a FALLBACK POSITION

If they say that aren’t interested in helping you out by hosting then respond with “That’s no problem, I completely understand. I’d still love for you to check out what I’m doing. I’m having a few friends over to give them the scoop on (Insert date here). This way you can learn a little more. Can you come?”

It’s often a good idea to host 1 party a month in your own home for the first year of your business.

If they are not able to attend your party...

“That’s okay, I understand. I’ll let you know about the next one. Why don’t we get together for a cup of coffee and I can get you a sample of these amazing products, a little treat on me. I would love to get your opinion. You will love them.”

You can then meet with this person for a 1x1 appointment. Always pay for their coffee! This is a tax deduction for you!

Other common objections: 1. “I don’t do parties”—response that I use, “You know I wasn’t much of a party person before Arbonne but I what I found is that the presentations are very informative and super fun and everyone loves to be pampered.” 2. “My friends don’t have money to spend”- response that I use, “One of my favorite things about Arbonne is that everyone can get a discount—your friends will probably appreciate this! Everyone can save 20-50% off and if they host a party, they can even save 80%. Plus, everyone loves to be pampered. I have also found that sometimes those who don’t have extra money are intrigued about the Arbonne business—it’s a simple way to earn extra money!” 3. “I’m so busy…”—response that I use, “I understand. I will actually make it super easy—I do invites for you and all the work. You just need a few friends over and you can have wine, cheese and crackers. I know you will love this night of pampering!”

CLOSE Thanks so much, _____! I can’t wait for you to______. You’re going to love it!

Example: Hi, Emily, it’s ______calling. I have a question for you. Give me a call when you get a minute!!!! Can’t wait to talk to you. Bye!

After waiting a day or two, it’s perfectly fine to try to reach this person again. Never take it personally if they haven’t called you back right away. Everyone is busy! III. Scheduling One-on-ones and getting guests to events Always aim to get guests to every event in your area

Get people to an event or coffee, whichever comes first- 2 a week is a great goal!

ASKING PERMISSION Do you have a quick minute? OR Do you have a few minutes? OR Is this a good time for you? If you’ve met them recently be sure you include how you met them, “we met at Sally’s ARbonne party the other night, do you recall?”

REASON The reason I’m calling is because I was really impressed with you the other night. You were so nice to talk to, and I know you are a great business woman (insert any genuine compliment as to why they would be great at Arbonne). I think you’d be very successful in Arbonne. There is an event_____ coming up next week and I’d love for you to be my guest, just to learn a bit more. Are you available?

The reason I’m calling is that you’ve been on my heart lately. I am blessed to be able to chose who I work with in my Arbonne business, and when I think about my dream team, you immediately come to mind. I know you love helping others, I know your are already successful as a teacher and mother and I know you’d go straight to the top of Arbonne. There is a special event coming up this Saturday where a friend of mine is getting her free white Mercedes! These events are so fun and I would love for you to come check it out with me. Are you available on the ___?

You can use some of the same verbiage from the party reasons above. Use what feels right to you.

When they say yes, firm up plans—if you are taking them or meeting them and then send them a confirmation email. Two days before the event call them to confirm, use firm language, “I am excited to see you on Friday night for the Arbonne car presentation. As discussed I will pick you up at 5:30. See you then!” Do not ask if you are still on….assume YOU ARE ON! If you don’t know them very well or if the next event isn’t for a week or more, get them to coffee or lunch. Do not delay or wait for an event….just think that they can bring someone to that next event too!

CLOSE Great Sally, I will see you ______for ______. We’ll have fun!

Example: Hi, Emily, it’s ______calling. I have a question for you. Give me a call when you get a minute!!!! Can’t wait to talk to you. Bye!

After waiting a day or two, it’s perfectly fine to try to reach this person again. Never take it personally if they haven’t called you back right away. Everyone is busy! OVERALL SCHEDULING TIPS: 1. Be excited and convicted when you ASK. Remember you have something amazing to offer— you’re not doing something TO someone. You have something FOR them. 2. Expect YES’s. Be gracious either way but the more you expect to hear YES, the more you will! 3. Make it EASY on them—treat, be gracious, drive them, gift them, do the work 4. Smile when you ask. Even when you are on the phone—your smile can be heard. 5. Keep voicemails very short as noted above. 6. When you ask someone, WAIT for the answer. Hold your lips if you need to. Let them answer you. 7. Even if you haven’t connected with someone in a long time, get right to the point. They will appreciate it. You can catch up later! 8. Work to have 10 things on your calendar ALL the time. When one occurs, be sure to replace it. This way you will NEVER EVER have an empty calendar if you do this. You can always build momentum by doing the above! 9. Have fun! This business is a blast and booking is a breeze!