Making a Booking Lead Notebook
by Belinda Ellsworth

When securing your first shows, you made a list of prospective booking leads, comprised of five different areas you know people: 1) places you've worked; 2) places you've lived; 3) places you've gone to school; 4) friends and family; and 5) organizations and professional affiliations.

We encouraged you to write those leads in your Booking Lead Notebook or the folder you're using for the Power Hour system. This is simply a spiral-bound notebook or three-ring binder where you keep a list of your prospective bookings. You can use it as a monthly tickler or organize it alphabetically, whichever works best for you, but it's important to keep all of your prospective booking information in one easy-to-find place. (When you begin to build a team, you can use the same system for recruit leads.) 

Now, as you begin to get out there and actually start doing your first six shows, it's important to realize that you are going to get legitimate and reasonable excuses why people cannot have a show right away, i.e., expecting a baby soon, in the process of moving, illness in the family, remodeling their home, etc. We call them reasonable and legitimate excuses because that is indeed what they are.

When someone says, "IÕd love to have a show but IÕm in the process of planning a wedding right now, itÕs in four weeks," itÕs important to acknowledge their situation and be respectful and courteous of their time. There is no point in pressuring them because they will not be focused or have as successful a show as they will if you book them at a later date. Simply say, "I completely understand, Marian, IÕll make a note and call you in May."

The best habit that you can get into is when you get home from a show, immediately transfer the names of any potential bookings into your booking lead notebook.

If youÕre using customer information slips, wish lists or guest survey forms, go over these carefully to see if anyone has answered ÒyesÓ or ÒmaybeÓ to the question about having a show or becoming a consultant. If they marked Òyes,Ó your goal is to get them to select a date the night of the show; however, if youÕre unable to do that, list them in your notebook, along with a notation of their circumstances and when to call them back, e.g., "Having a baby in April; call in May."

Write down the names, addresses, phone numbers and pertinent information of any and all booking leads, i.e., why it was that she couldnÕt date a show immediately, and when will be a better time. Also list the name of the hostess from whom she will book. She is her friend, and that is how you will associate her and she will associate you.

Then when you call, you can refer back to the previous hostess: "Hi, Joyce. This is Patty. I met you at SusieÕs show in March; I was the consultant there. How are you doing?" Refer to your notes in your notebook. "So, did you have your baby? What did you have?" (Wait for response). "A little girl! That's so wonderful, what did you name her?" Or, "Are you all moved into your new home? Great! I canÕt wait to see it!" This shows a personal interest and gives you a personal connection with her;  and she will be much more receptive and likely to book when you place your call like this.

Then go on to say, "Well, Joyce, the reason I'm calling is that you had asked me to give you a call after the baby was born to date a show -- and I wanted you to know that Susie can still get credit for your booking, and we have some fabulous specials right now that I think you'll love. And I can't wait to see that beautiful new baby girl." Remind her of the commitment she made to you (and to Susie) and let her know the wonderful benefits still available to her.

You will be so much more successful if you place a call like that, rather than saying: ÒHi Joyce, this is Patty Smith, with XYZ company. I was calling because you had expressed some interested in booking a show . . . and I wanted to call to see if youÕre still interested. Number one, she probably doesnÕt remember who you are so she doesnÕt have any commitment to you.

Number two, when you give people the opportunity to say no, thatÕs indeed what they will do. When they were at the show, they saw the product, there was a lot of excitement in the room, and they really wanted to have that show. Now itÕs two months down the road, and if you just call them out of the clear blue sky, thereÕs going to be no association and theyÕre not going to be as excited. So itÕs vital that you reconnect with them when you call.

Once you have created your Booking Lead Notebook, continue to update it as you meet leads from shows, get referrals from others, and meet people in your daily activities. As you think of people who could benefit from your product, write them in your notebook.

Then get on the phone and contact each and every one of the names in your book. Spend part of your daily Power Hour contacting and following up on the names from your notebook, and you will never be out of bookings!