Tired of Getting The Run Around? Use Think-About-it Packets!
How many times has someone left one of your parties “on the fence” about booking. They haven’t exactly said no but they aren’t ready to commit by saying yes. And how many times have you followed up with these leads repeatedly without reaching them until you finally give up out of frustration, feeling rejected and frustrated? If you’re like most direct sellers, this is a common chain of events.
I’m going to offer you a tool which, used properly, can virtually eliminate this scenario from your business. Have I got your attention? A think-about-it packet is really exactly what it sounds like. You have someone who is on the fence and wants a little more time. Instead of just saying, “I’ll follow up with you next week” and then letting them walk out the door, hand them a think-about-it packet.
Now, my think-about-it packets were basically host packets, because it was always my intention to book them when I followed up, and I wanted them to have the packet so they had everything they needed to host a party. So I put the same things in the think-about-it packet as I did in a normal host packet. I just called it a think-about-it packet. (Get it?) If they decided not to book the party, because they already had outside order forms and catalogs, I could often talk them into at least doing a catalog show.
Here’s how the think about it packet works: Before she left, I’d say, “Tell you what, Marilyn. I want to give you some time to think about it. Would you be willing to take one of my think about it packets? All you have to do is take some time in the next few days, look over all the benefits, and think about doing a party. I’ll follow up in a few days by phone.” Here’s the important part. I would say to Marilyn, “Now, I just have three rules for my think about it packets.” (These are crucial to the success of this tool, and I said them pretty much verbatim when I gave out the packets):
- Rule number one, you have to actually think about it, for at least a few minutes between now and when I call you.
- Rule number two, you have to take my call when I follow up. When can we talk for about five minutes in the next few days? (Set up this time firmly on both your calendars so she’s expecting your call).
- Rule number three, if you decide not to book a party, you have to let me down easy. It’s that simple.
Now, I believe that people generally do as they’re told. I swear! It’s a pretty amazing phenomenon. So these rules are key because now she understands how to use the packet. More importantly, she’ll take my call (because it was one of the rules) and I gave her permission to say no. By telling her up front she can decide not to book a party, I take the pressure off of her and she’ll pick up the phone when I call. I’m telling you, this works! I’d say 90% of the time, the people who took my think-about-it packets were there at the time we’d agreed upon and actually answered their phones. And about 75% of the time, they booked a party. And that, after all, is the name of the game! So, what do you think of this idea? I’d love to hear your feedback, especially once you use this tool. Feel free to share below.
Julie Anne Jones is a direct sales coach and trainer and the CEO of Julie Anne Jones, Inc. She is known for her authentic and easy-to-use scripting and specializes in specific language and tools for success in direct sales. As a former direct sales professional, Julie worked a party plan business for several years, consistently holding three parties per week and winning national awards yearly. She also built a National multi level marketing team through internet networking. For the past 6 years, she has focused entirely on coaching and training other leaders within the direct sales industry through live training as well as extensive webinar and tele-course training. To learn more about Julie Anne and her products and services, visit her at www.julieannejones.com or check out her blog at http://julieannejones.com/blog.