Take A Chance

“The important thing is not being afraid to take a chance. Remember, the greatest failure is to not try. Once you find something you love to do, be the best at doing it.” – Debbi Fields

“Unless you walk out into the unknown, the odds of making a profound difference in your life are pretty low.”  – Tom Peters

Don’t Limit Yourself

“If there are no limitations to my imaginations, then, there are no limitations to my success.” – Zakiyu Iddris Tandunayir

Stay Focused

“Focus is a ladder that will enable us to reach a height of success and accomplishment that we couldn’t otherwise reach.” – Benjamin Suulola

Challenge Yourself

“Provoke your inner energy; Challenge yourself and you will achieve amazing things.” – Mohammed Sekouty

“Our very business in life is not to get ahead of others… but to get ahead of ourselves.” – Thomas L. Monson

Create Your Future

“The future is not some place we are going, but one we are creating. The paths are not to be found, but made. And the activity of making them changes both the maker and their destination.” – John Schaar

“Doing the best at this moment puts you in the best place for the next moment.” – Oprah Winfrey

Achieve Your Dreams

“A dream is your creative vision for your life in the future. You must break out of your current comfort zone and become comfortable with the unfamiliar and the unknown.” – Denis Waitley

“Organize your life around your dreams – and watch them come true.” – Unknown

Why Focus on Bookings?

Bookings provide you with an environment to present your products, opportunity, and superior personal service, as well as the chance to turn your prospects into customers and business associates. In essence, bookings transform you from an outsider into a professional because they give you the time and place to conduct business.

So put yourself in business by filling your schedule with opportunities to share your benefits with others and make a difference in their lives.

Get Psyched!

The first steps in filling your schedule with parties is to strengthen and solidify your belief in what you have to offer future hostesses. Take a moment to reflect upon the many benefits your hostess, your guests and you will enjoy as a result of a successful party.

Describe what you love most about our hostess program.

List the free products, discounts and benefits the hostess of your highest party received. Remember how excited and grateful she was.

What do your guests enjoy about your presentations?

How do you benefit every time you hold a group presentation?

Identify Your Calling Style

When it comes to making calls to schedule either parties or opportunity interviews, most consultants have a preferred style. Yours may be to carry your list of names and numbers with you and use stolen moments to call a prospect. This lighthearted approach prevents some consultants from over-thinking the process. As long as you approach each conversation with a clear intention of what you want to have happen during the call, you can make calls on the fly.

On the other hand, some consultants prefer to maintain a single focus in an environment they know won’t take them by surprise. If you’re among them, a block of time set aside on a pre-determined day might be best. Decide upon your preference and what approach fits within your unique lifestyle. Arrange your schedule accordingly.

How do you prefer to measure your calling performance?
○      A specific number of calls made throughout your week
○      A specific time blocked on your calendar to make your calls

Set Your Intentions

At the top of your Prospect List, place these desired outcomes in the order of their importance to you. You want the person you call to:
○      Book a party of her own
○      Attend a party or open house
○      Schedule an individual opportunity interview
○      Refer a friend who may be interested in your jewelry or business opportunity
○      Give permission to call her back

Plan Your Conversation

While you may begin with the help of a script, the sooner you gain experience, the sooner you can personalize your approach to fit your personal style. This will result in a more natural presentation and one that will resonate with others. You might consider customizing the script to support the top three intentions you identified in the above exercise.

Feel the Fear and Do it Anyway

For some, scheduling parties and opportunity interviews is one of the most challenging aspects of growing their business. If this is something you can relate to, just say, “Ready, Set, Go!” and jump in. Then answer the following questions, which will guide you through a process that can neutralize your fears.

What is your greatest fear with regard to asking for a booking?

What’s the absolute worst thing that could come from asking?

What’s the absolute best thing that could come from asking?

How will booking more parties bring you closer to your goal?

What are you willing to give up to get more bookings?

Establish a 60-Second Pre-Call Ritual

Take the time to put yourself in the right frame of mind before making calls. You’ll need only a few moments to prepare yourself for success. Here’s an example many have found effective:

Sample Pre-Call Ritual:
1.     Review my “Why” for building my business.
2.     Review my short-term and long-term goals.
3.     Say out loud my intention for my call. I state both the intention I’ve selected from the top of my Prospect List and my personal intention – to make her smile or give her hope, for example.
4.     Let go of the outcome and enjoy the process!

Reward Yourself

Whether you make three phone calls to people on your list during a quick break at work, or schedule a marathon session of “roll dialing” for an entire hour one evening, treat yourself to something special so you are rewarded for enlarging your comfort zone. The more you do it, the easier it will become.

Moving Forward

So often our success with AZULI SKYE is more closely related to the person we become in the process, rather than to the words we say or the actions we take. Be the kind of person to whom others are drawn. A positive attitude, a caring spirit and an uplifting disposition are the true secrets to filling your schedule!

 Tell us about your great Theme Party Ideas…e-mail us at inquiries@azuliskye.com

Mastering the art of booking is the greatest gift you can give yourself.  Bookings are the lifeline of your business because they ensure sales, income and business for years to come.  Make it an important goal to learn how to effectively ask for bookings.  Once you learn this, your schedule will remain full and your business will continue to grow.

Why Hold Parties?

Parties are an important part of your business building strategy because:

• They are the primary source of sales, new customers, future party dates and potential team members.
• They give you the opportunity to introduce new groups of people to the joy of purchasing beautiful jewelry.
• They are the learning ground where you can fine-tune your sales, booking and sponsoring skills, which are essential to your long-term success.

The Party is important to others because it will help them:

• Enjoy a unique and fun way to entertain friends and family!
• Have an opportunity to purchase beautifully handcrafted jewelry.
• Give guests the opportunity to learn how they can earn free jewelry by hosting an AZULI SKYE party of their own.

Remember, you have something great to offer! Feel proud to offer such a unique and valuable experience to your Hostesses and guests. When you are proud and excited about all you have to offer, you will lay the foundation for your booking success!

Keep reading to see our Memory Jogger exercise!

•     Immediate family, friends, relatives and neighbors
•     Co-workers and business associates
•     Children’s teachers, PTA members and baby-sitters
•     Beauticians and manicurists
•     Clergy leaders and members
•     Childhood friends
•     Book, music or craft club members
•     Exercise and aerobics classmates
•     Kids sports team members
•     Fellow tennis players and golfers
•     Bridge, chess or social groups
•     Service organization members
•     Religious groups
•     Political organizations
•     Real estate or insurance agents and brokers
•     Your travel agent
•     Hospital staff and volunteers
•     Retail store associates
•     Financial or legal professionals
•     Medical professionals
•     Teachers, professors and classmates
•     Library & Restaurant staff

As you build your prospect list be careful not to prejudge whether or not someone will be interested.  Many of your most valuable leads will come from the most unexpected sources!

If you want to attract more clients and experience more ease in your business, answer this:

Do You Have A Vision?…a “Technicolor Snapshot” in your mind of what your ideal life looks like? 

I’m not referring to a goal; goals come later.  Your compelling vision is far more powerful than goals because it has an emotional component – burning desire!

With this in mind, are you ready to take a step that can, in an instant, transform how you view the possibility of your life?

Steps To Create A Compelling Vision

• Get clear about your compelling vision.  Write it down on paper; be specific, use visual language.
• Share it with someone you trust.  Ask them if they can see the snapshot.  If they cannot, you are being too vague.
• Read your vision every day.  Every time you read your vision, whether silently or aloud, continue to clarify it when new ideas come in.
• Create a physical image of your vision.  Whether it is a drawing, a photograph or a collage of images that speak to your soul, it is vital that you have a visual representation of the compelling vision that WILL be your life.  Don’t file it away! Put your representation of your vision where you will see it every day.
• Get the help you need.  Here is the good news…you do not have to do it alone!  Take some time to discover the magic that lies in creating powerful Partnerships with others in your life!

“Throughout the centuries there were those who took first steps, down new roads, armed with nothing but their own vision.” - Ayn Rand

The traditional working world with it’s rigid schedules and long commutes just does not work for many women (especially Moms). Part-time work is difficult to find, often pays low, and has schedules that are subject to the whims of the employer. There has to be a better way to help with the family finances…

Owning your own home-based business is one solution that works well for woman who seek some extra income. Now this doesn’t mean you’re going to run out and start your own sandwich shop. That would take up all your time and likely all of your money. These days many women are turning to direct sales as a way to insulate their family from an uncertain economy.

What is direct sales?

Simply put, direct selling is the sale of a consumer product or service, person-to-person, away from a fixed retail location, marketed through independent sales representatives who are sometimes also referred to as consultants, distributors or other titles. Direct sellers are not employees of the company. They are independent contractors who market and sell the products or services of a company in return for a commission on those sales.

Just about any product or service can be purchased through direct selling somewhere in the world. Many people think of cosmetics, wellness products and home decor as products that are often sold through direct sales, but there are countless other product categories including kitchen products, jewelry, clothing, organic gardening supplies, spa products, scrapbooking supplies, rubber stamps and much, much more.

You may not know it, but 74% of US adults have purchased products from a direct seller. Just think, they could be making that purchase from you! You’re in good company as a direct seller. There are more than 15 million direct sellers worldwide who represent a variety of standout companies, including Tupperware, Avon, Pampered Chef, Mary Kay, and AZULI SKYE (my company).

I’m sure you’re wondering, What’s in it for me?

Well, fun and money of course! Direct sellers are folks just like you. They are often full or part-time employed women, stay at home Moms and homeschoolers who want to make money and improve their lifestyle. Direct selling offers the flexibility to set your own hours. The start up cost is low, it’s simple to get started, and there is no limit to the money you can make.

In exchange for a typically modest startup investment, direct selling companies provide you with product samples, business supplies, and marketing materials. Training and support is offered as no experience is required to get started. You can also earn bonus commissions, free product and incentive trips (Cancun anyone?).

As a Mom, owning your own business is wonderful opportunity to teach your child about money and how business works. Your children can even help you with the business. By doing so they can learn about concepts such as profit, marketing, customer service, etc. These are all things that will help them later in life.

How do I make money?

Like all businesses, in direct sales you make money by selling something. So it really helps if you choose a product that you’re passionate about. Are you a fanatic about jewelry, there’s a company for that. Love cooking, there’s a company for that. Into skin care, there’s a company for that too.

In direct sales there are two main ways of making money. The first is earning a commission (typically 25%) on your product sales. It’s pretty simple. Sell $1000 of product (which is easier to do than you would think) and you’ll make $250. It’s often possible to sell $1000 of product in a single evening. That’s $250 in your pocket for just a few hours of your time. I can’t think of a part-time job that pays that well!

You typically also earn bonus commissions (often called overrides or royalties) on the sales of your team. When you’re excited about what you’re doing, people will often find your enthusiasm contagious and want to join you in the business. Pretty soon you’ll have two, three, four or even more people on your “team”.

Now in addition to making money by selling products, you’ll make money when they sell products too. This is called passive income, and it’s power to create meaningful sums of money should not be underestimated.

Building a team is not required for success in direct sales. It’s your business so it’s your choice on how you want to run it. You can be a one-person business focused on selling your products. Or you can build a team and start earning residual income – or “mailbox money”. Most direct selling leaders started their business with no intention of building a team — it just happened along the way, once they realized the future of AI was getting better with time.

Who doesn’t love a party…

There are two sorts of companies in direct sales. Those whose products are sold person to person (i.e. a 1-1 transaction) and those where the products are sold in a home party format. Home party companies are the majority in the direct selling business as this model best leverages the power of your hostesses social network.

With a home party business, all you need to do is find a hostess and she in turn will find the customers for you. This is how you can sell $1000 or more of product in a single night. Your first hostesses will likely be friends, family, and neighbors. You just offer them the opportunity to receive free product (which most companies cover the cost of), and she’ll take care of inviting the guests and hosting the party for you.

How to find the right company for you

Finding a company to represent is straightforward. First and foremost, the product should make you go WOW! It’s that enthusiasm for the product that will carry the day. If you’re not in love with a product, keep on looking. Find out how you get paid and how much money you can make from a typical party (or sale). Ask about the cost of running your business as you’ll need to replenish your business supplies (order forms, catalogs, etc) and will likely want to increase the number of samples you have to display.

The Direct Selling Association is a good place to start looking. It consists of large established companies with tens of thousands of sales reps (i.e. Pampered Chef) and also has fast growing upstart companies such as my company, AZULI SKYE.

Whatever you’re looking for, there’s an opportunity that’s right for you. You may not realize it yet, but direct selling can be the perfect complement to your busy lifestyle.

About the Author

Deb McNaughton is the Founder & President of AZULI SKYE (http://www.azuliskye.com), a fast growing direct sales company.  AZULI SKYE offers a wide selection of beautiful jewelry that is sold nationwide at home parties by Independent Sales Consultants. Deb is also a mom of 2 wonderful children, who love helping Mommy with her business.

Deb can be reached at 800-516-SKYE or inquiries@azuliskye.com. She would love to hear from women about how they see direct sales fitting into their life.

Visit www.azuliskye.com to view our beautiful pieces and learn more about our opportunity!

Use these recruiting seeds at parties or while out and about. Always leave them thinking about you, or wondering more about what you are talking about!

These are questions to ask someone or ask at parties for your RECRUITING SEEDS:

• If your house payment was made for you 4 times a year, would that make a difference in your family’s budget?
• If you didn’t have to make a car payment out of your regular monthly paycheck, would that help you out?
• If you could work 5 days for just 2 ½ hours and potentially earn $125 each time, paying off your investment and still have $425 in your pocket for Christmas…would you be interested?
• Is there a credit card bill you are afraid to open? Why not try let AZULI SKYE help you pay it off?
• Are you loving your job? Are you loving your pay? If not, you might be interested in what I am doing…..

Phrases that you might use at a party or when out and about:

• I can’t believe I get to do what I do and call it a job…
• I love empowering stay at home moms who want to have their own spending money
• I help those in corporate America leave corporate American AND still keep up their standard of living!!
• I offer a way for people to rise above their current situation if they are struggling financially
• I show people how to make more money daily or monthly!!
• I can show people how to change their income situations…
• I can show families a way to pay for daycare and not spend their monthly paychecks
• Through my business I am a financial lifeline if someone is looking for a Plan B
• AZULI SKYE is so flexible we can create our stash of cash when we want it
• When you want a new outfit do a party…want a vacation so some parties, want to make your house payment talk to me about AZULI SKYE
• Would a $100 in free groceries help you every month or even every week… that’s 1 party!!
• Do you dream about winning the lottery, sweepstakes….well you just did!! You just won the opportunity to receive cash every month…or do you want it weekly?? How often do you want to receive your earnings??

Here’s an eagle’s eye view of the Six Essential Steps of Hostess Coaching. Following these simple steps will go a long way to ensuring the party is a success.

1. Initial Coaching – You will present her with her Hostess Handbook packet and review the first steps.
2. First Coaching Call –Check on her progress with her Guest List, provide guidance on how to make guest calls and encourage her to get the list to you within the next three days.
3. Second Coaching Call – Confirm receipt of her Party Guest List.
4. Final Coaching Call – Build her enthusiasm and confirm the last minute details including directions.
5. Pre-Party Coaching – Prior to the guests’ arrival, take ten minutes to 1) learn about the guests who are coming, 2) ask who is most likely to book a party and 3) determine who she thinks would make a great  Consultant or could use more fun or income in their lives.
6. Post-Party Coaching – Make the most of each party by contacting the “no-shows” and asking for a booking or a referral.

You should create a Hostess Handbook Packet for each hostess. The hostess packet contains everything your Hostess needs to plan for a successful party.

At AZULI SKYE we recommend the following:

The Hostess Handbook may be presented in a large white 9”x 12” envelope, a high-quality folder or an attractive gift bag. Your local Dollar Store should have a wonderful selection of attractive folders and gift bags at very reasonable prices.

Each Hostess Handbook packet should contain:

• 1 Catalog
• 2 Order Forms
• 1 AZULI SKYE Hostess Handbook
• 1  Hostess Rewards Flyer

Organization Tip: Many Consultants find it helpful to keep all Hostess Handbook supplies in hanging folders in a portable filing box or crate. When you need to assemble Hostess Handbooks, simply pull from each file folder and place them in the envelope.

In my next blog posting I’ll go over what you should do in each of the above steps.

When hostess coaching you should focus on 1)  building rapport, 2) increasing her motivation, 3) providing instruction, and 4) showing your appreciation.

Do these four things and you’ll have fewer cancellations, higher attendance, and more profits!

1. RAPPORT

Rapport is a harmonious connection shared between two people. When you build rapport with a Hostess, she senses you have a sincere interest in her. Interactions are warm and friendly and working together is fun and rewarding for both of you. Following are some ways to establish Hostess Rapport:

• Send a warm, handwritten note
• Find a common interest or hobby
• Express your interest in her
• Learn about her family
• Use her name often
• Offer sincere compliments

Perhaps the fastest and easiest way to build rapport with others is to commit to conducting your business with the five core principles of success. They are Trust, Respect, Service, Integrity and Authenticity. In fact, these five principles can do more to enhance your relationship with your Hostess than all of the above suggestions combined.

2. MOTIVATION

Each Hostess has a reason for holding her party, which falls into one of the categories listed below. Coach each Hostess according to her primary incentive to motivate her to work toward a successful party.

To receive free and discounted jewelry: Tell your Hostess: “I want to help you get all the free and half-price jewelry you’ve listed on your Wish List, so let’s set a goal to have at least 10 guests at your party!”

To help you build your business: Tell your Hostess: “Because I’m just starting out I need as many bookings as possible so please think of 3 or 4 people who may be interested in their own party.”  OR “I’m trying to win the Fast Start Reward Challenge. It would really mean a lot to me if we could shoot for $1000 in sales!”

3. INSTRUCTION

In addition to rapport and motivation, it is crucial that you provide each Hostess with the proper instructions on how to make her party a success. Follow the Six Keys to Effective Hostess Coaching and schedule frequent calls with your Hostess to ensure she understands the next steps to take.

4. APPRECIATION

As you work toward a successful party, keep in mind that your Hostess is your most important business partner. Recognize that she is taking her precious time to support you in your business and introduce you to her friends, relatives and co-workers. This gesture of confidence in you and your product line should be honored with a show of your sincere appreciation throughout the coaching process. When we honor and appreciate the people who support us along the way, we strengthen our relationships and therefore our business.

When you ask for a booking you will occasionally encounter booking objections. Perhaps the customer is too busy, her house too small, she has few friends, or she has had little success with similar events. Accept objections as a natural part of your business and learn to overcome them effectively. This is another important step in mastering the art of booking the home party.

First, learn not to take “No” personally; recognize it simply as a request for more information. Consultants who expect objections and learn to respond to them effectively can often turn a “No” into a “Yes.”

Following are some examples of the most common reasons why Hostesses hesitate to book, along with appropriate responses. Become familiar with objections so you’ll be able to effectively recognize and respond to them.