Overcoming phone phobia in your Urban Botanic business

Great advice from Karen Phelps on getting over your phone fears!

Even the most successful salespeople in the world, if they were honest, would probably tell you they hate to pick up the telephone to make "cold calls". It's not easy and probably outside the average salesperson's comfort zone.


So, how do we overcome the fear that makes our insides turn flip-flops every time we try to make a call? The February 2003 issue of "Entrepreneur Magazine" says to focus on "what's the worst that could happen?" Hey, so maybe they hang up on you or they say they are not interested. So what!


Over the years I spent a lot of time teaching my sales team how to call on their leads. I found team members who had a prepared script and several different answers to overcome objections were most successful when making calls. Here are a few ways to increase the positive results of your phone calling sessions.


Have a list ready with the names and phone numbers of the people you will be calling.
Decide in advance the purpose of your call. Example: to get an order, to book a show or to schedule and interview to show the company program.


Have a simple script ready that includes an introduction, an interest creating comment and a call to action. Example: "Hi Susie, this is Karen Phelps with XYZ company and we met at Cathy's home last week. I noticed how interested you were in the amount of money that could be earned with our company. I'll be in your area tomorrow and I would love to stop by and show you our program. I can be there at 1:00 in the afternoon or 7:00 in the evening. Which time is best for you?" Pause and wait for her response.


Have answers ready to overcome objections. Example: If Susie says, "I don't think I'd be interested." You might answer, "Susie, I understand you are probably a little apprehensive, I felt the same way when I was introduced to the program. I only need a few minutes to explain the opportunity to you and after you have heard everything you can make the decision whether or not you would like to join us."


If there is resistance to your first offer, make another. Example: "I appreciate you are not interested in hearing about the opportunity right now, however, I noticed that you really loved the product. I'd love to have you share the product with your friends and have the chance to earn product for yourself. I have a few "bonus dates" available this month and I will bring you a FREE GIFT. The Bonus dates are Monday the 10'th and Tuesday the 11'th. Which date is best for you?"


Don't ask a question that she can easily answer "NO" to. "Do you want to have a show?" Remember to offer something and something. Example: Monday or Tuesday, 1:00 or 7:00.
Keep track of your results! Knowing how many calls you made and what your results were give you your "calling ratio". You may find you need to call five people to get one booking. You'll be excited to get on the phone and get the first four no's out of the way!

Pyschology of Booking Parties for Urban Botanic

I'm not sure who the author is on this but it definitely sounds like Karen Phelps and she is RIGHT ON! In working with a few team members lately I realized that this advice would come in handy this week. I know this week is big one and I'm certainly nervous and excited about my event on Wed. I know Emie is too and of course Angie's event was yesterday so I'm dying to catch up with her! Booking the party is definitely taking things to the next level from "talking" about UB, to "acting" on their interest. Here are some fool proof methods to GET ER DONE!

Booking parties is sooooo easy, once you learn not only the "how" but the "why"! I've never seen anyone who, once they learned the "Psychology of Booking" couldn't keep their calendar full.


Is there a "Psychology of Booking"? You bet! Some understand it right away but some consultants never learn it! I've seen consultants quit after a few years because they were tired of their constant battle to get bookings. They obviously never got it!


I've observed consultants begin their direct selling business by "asking" people to have parties to help them get started and never explain to the person "what's in it for them"! I've listened to consultants say they feel as if they are "begging" people when they ask someone to book a party. Wow, I never would have lasted for over 22 years if I had to spend the whole time "begging". What is the secret that helps consultants transfer from "mediocre" to "great" at booking parties? Here it is!


The secret is "IT'S NOT ABOUT YOU"! What do I mean by that? Well, often consultants make an assumption which results in an incorrect way to ask for bookings. Have you ever assumed that when someone booked a party for you they were "helping you out and doing you a favor"? I know I have! Especially when there was a contest or trip I was really close to earning. I let everyone know and I asked them to "help me out".

The problem with this was I was more focused on myself than the person who was booking. That's not what booking parties is all about! This attitude of "doing me a favor" unconsciously begins at the start of your Direct Selling career. Leaders unintentionally plant the seed that you need to call in your favors and ask people to help you get started, which to some extent is true. Often we overlook the obvious fact...hosting a party can actually benefit the Hostess.


"IT'S ALL ABOUT THEM" and how you can help them earn free and discounted products by inviting you and a few of their friends over for a fun-filled evening. My business exploded when I finally really understood that booking parties was a WIN-WIN situation. Yes, I was a winner because I was going to earn money and the sales would help me win contests and trips but my Hostesses were winners too! It was when I realized that it really was "a super fantastic deal" for the Hostess that my business began to explode.


I changed my thinking! Instead of thinking to myself, "I hope she'll have a party to help me win this trip" I would think, "Wow, She loves everything, I need to show her how much she can save by hosting a party". When I took "ME" out of the equation and made booking parties "about doing them a favor" it became an easier process. I want you to say these questions out loud and listen to which one sounds the best to you.


Option #1 "Susie, my company is in the middle of a contest and I can earn a trip to (wherever). Would you please host a party to help me out?"


Option #2 "Susie, I'm so excited that you loved almost everything I showed you. I would really like to help you get as many items as you can for as little cost as possible. The best way to do this is to purchase some of your favorite items tonight and then book a party as soon as possible so you can earn the rest. I have a few bonus night available and you will receive a Free gift. They are Tuesday the 4'th or Thursday, the 6'th. Which one is best for you to earn your free and discounted products by inviting me and a few friends over?"


Option #3 "Susie, you saw a lot of things that you like. Would you like to have a party for me?"
I'm not sure why, but I often hear consultants ask for bookings and they end with the words, "for me". You will notice that option #2 doesn't mention "me" at all. I have completely focused on Susie and the favor I want to do for her! When you get excited about "helping your hostesses" you will book more parties than you ever dreamed possible.


So, the "psychology of booking parties" means you really truly believe that you are providing a service to your Hostesses and a means for them to earn products at special prices. If you really don't believe this your "true colors" will show through.

If you are struggling with this the therapy I recommend is to call someone from another party plan and book a party yourself. Learn first hand the benefits of being a Hostess. Once you become a believer you will really be able to "PARTY ON"!