Your home party is winding down and the attendees have all had a great time. You have used some effective games to get people interested in buying products and now you have several people interested in hosting an event of their own. Booking future events is the same as closing a sale. You need to create urgency and then go for the close. When you are doing your direct sales training, you need to teach your associates how to create that urgency by using some calendar tricks.
Mark The Available Days
The first thing that works for creating a sense of urgency with a calendar is to only show potential clients the days you are available for events. For example, if your events take place Friday through Sunday, then eliminate Monday through Thursday from your booking calendar. Cross them out as if you are busy or if you use digital calendar then just eliminate them entirely. You can always transfer your event dates to your personal calendar so that you can keep track of your overall schedule.
Create Urgency With Color Coding
As a part of direct sales training, you need to teach associates that there are few things more powerful than a color-coded calendar. Your entire calendar needs to be color-coded, even the days that have nothing going on.
A calendar full of white boxes with dates checked off will always look empty, even if all of the event dates are filled. But if you block out booked dates in red and open dates in blue, then your entire calendar looks booked. Even when you explain your color system to clients, there will still be a sense of urgency because the boxes on the calendar are not white.
Book In Tight – Narrow Choices
The chances are good that your most immediate dates will fill up first. That is why you should only show prospective clients your calendar for the next two to three months. You will find it much easier to fill up your calendar when you already have dates filled in. If you give your client an option of choosing dates that are three months away or more, then it looks like you have more open dates and you lose that sense of urgency.
Make your calendar look full!!
A sense of urgency in prospective clients is important because it helps to decrease the chances that the client will cancel. In order to create that sense of urgency, you need to know how to keep a calendar that always looks booked and busy.
When your calendar looks full,even if it is not full, then you will become better at booking shows at your show. Learn more home party plan calendar tips at the CashFlowShow training center.
A Guest Post by Deb Bixler
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