- Ann Vertel, MA, CPBA

Introduction
Most potential consultants want a better life and work they can love, but they often have objections to starting. These objections, while usually perceived, seem very real to the potential consultant. They may be scared, slow, or not clear in their focus. You can help them make a life-changing decision. Remember, the average consultant will stop at the first “no,” the successful one will keep asking questions.

1. Objection: “I don’t have time.”
Possible responses:
“What would you do if your work gave you MORE free time?”
“Perfect! The best consultants were always way too busy to start!”
“Then let me show you how to get ahead of your busy schedule.”

2. Objection: “I can’t afford it.”
Possible responses:
“We all have the money we need for what we really want. What do you want that financial independence will bring you?”
“Perfect! Let’s first start working on getting you a financial reserve!”
“No problem. Let me show you how you can make twice your investment in the first 30 days!”
“What would have to happen for you to afford it?”
“Let’s look at the difference between what it costs and what it’s worth.”

3. Objection: “I’ve already got a job.”
Possible responses:
“What is your job not giving you that this opportunity will?”
“Do you have a financial goal or problem that would benefit from immediate extra income?
“Wonderful! That will provide a terrific cushion until you become financially independent.”

The key is to listen to the objection and use it to ask another targeted question that will address every one of her concerns.

(By Jane Deuber)

It is a well-known fact that managers who focus on the number of shows being held by their team have higher monthly sales. By learning early in the month how many shows are already on the books, you will discover how you can support your team members to achieve more success.

For example, a team with lots of shows scheduled will need guidance on hostess coaching and reducing postponements. On the other hand, a team with fewer shows may need a short-term booking challenge or ideas on how to schedule shows.

Here are just a few ideas for coaching your team:

1. Be informed. Prior to the first of the month, ask each team member to share how many shows they have booked. Give lots of appreciation and praise and offer guidance on how to book additional shows.

2. Offer a booking challenge. Challenge each Consultant to ask for a booking from five people every day for one week and watch her schedule fill. Because this challenge depends on the “honor system” keep your reward small but give it with lots of praise.

3. Reward results. Offer a “Consistency Award” to anyone on your team who holds one show a week for two consecutive months. These are potential stars.

4. Get the bigger picture! Record your team’s shows on one big show calendar! This helps you project group sales and provide support to help ensure their success.

5. Know your team show average. Helping your team members increase their show average is just as important as helping them book more shows. Since hostess coaching has the greatest impact on sales, ask Consultants to complete a Hostess Coaching Checklist for every show.

6. Emphasize sponsoring. Take advantage of the fabulous recruiting opportunities at shows by challenging your team to discuss the opportunity during their presentation and then offer it to every guest while writing up their order. Make sponsoring a natural part of your team’s shows and you will soon see results!

7. Lead by example. This is perhaps the most important tip we can offer because your team will follow your lead when it comes to holding shows and sponsoring. Be sure you are setting a good example by consistently holding shows of your own!

Jane Deuber is the Co-Founder of the DSWA (the only association dedicated to the needs of the independent party plan and network marketing professionals). Discover what makes the DSWA so unique! Jane is also the Founder/President of Profit Partners - Innovative Business Consulting. Visit her site to see all that she has to offer you and your business!

Looking Ahead to November with Taste of Home Entertaining:
It’s customer appreciation month and we’re celebrating with additional promotions to increase your bookings.

• Announcing!  November “Thanks”giving Host and Customer Offer
• November Monthly Specials
  

Danielle Hannigan is an Independent Charter Senior Consultant with Taste of Home Entertaining, the first direct sales company to focus on Entertaining as a Lifestyle.

Taste of Home Entertaining is a two-year-old home-party plan that features exclusive, high-quality products for cooking, decorating and entertaining, and I am so excited to share our fabulous news! We now offer two amazing new incentive programs — a new Fuel Incentive Program and a new Smart Start Program!

Fuel Incentive Program — Earn FREE Gas!

Consultants can now earn $75 toward free gas every month! All it takes is submitting just $1,500 in retail sales each month. (That’s less than three average parties for us!) Wouldn’t everyone love to earn free gas money for doing just two or three parties a month?!

New Smart Start Program – Earn FREE Products, an iPhone or Blackberry, a Laptop, an All-in-one Printer & a PC!

Our new Smart Start Program is designed for the 21st Century! This is the digital age, and now new Consultants can earn an entire digital home office for free in their first few months in business! Qualifications are based on sales and sponsoring, and you can earn one or more when you start partying and sharing the business with others right away. No one else offers anything like it, and I still can’t even believe it myself!

In addition to these new incentives, Taste of Home Entertaining offers a generous compensation plan, two free trips a year, a LuxYOUrious Car Program (a black Lexus, Toyota or now, any black hybrid), and more! We are looking for Consultants nationwide, and if you have a friend in the military or government who has an APO address, they can join as well!

If you know someone who has passed on your opportunity, but who might like to hear more about Taste of Home Entertaining, please share my information with them.

The spring catalog promises to be an exciting collection of new products and magazines. Taste of Home Entertaining will also launch a new line of food products called, a la carte that will be easy to prepare, mix and serve. We’ll offer dips, beverages, desserts and baked goods. Now all consultants, hosts and customers can not only entertain with our gorgeous and functional products, but they’ll also be able to serve up tasty treats and savory selections prepared quickly and easily at home.

Taste of Home Entertaining is in the final stages of its transition following the purchase of the business from Readers Digest Association.

Effective with the spring 2009 catalog, the company will become Entertaining At Home.

The company also plans to utilize a new website, www.entertainingathome.com. More information will be forthcoming about the logo design.

 Taste of Home Entertaining recently entered into a strategic alliance with Hearst Corporation that will allow consultants to sell several new magazines in the spring catalog at very competitive prices. These subscriptions include Country Living, Veranda, Good Housekeeping, Redbook, House Beautiful, Oprah and Oprah At Home. In return, Hearst is committed  to providing TOHE with some very powerful advertising opportunities to spread the word about our business opportunity.

Current advertising plan includes:

February 2009 issue of Good Housekeeping, on newsstands mid-January and the March 2009 issue of Oprah, on newsstands mid-February. An estimated 20 millions readers, all of whom are very much aligned with the demographics of our customers and consultants will see these two advertisements.