Usborne - Books Kids Love!

Using the Customer Survey to Book Shows and Recruit

(includes a show outline below)

By Nancy Ann Wartman, Cathy Eads and Lynn Urso

Expect people to book shows.

Realize that they are doing themselves a favor by hosting a show. Help them realize this!

Say...
"You know, YOU could have a show and earn LOTS of free books - you can earn $100 in free books with a show of only $______ (depends on current special)! And as a new consultant I can offer you Double FREE Books! Your friends will really appreciate knowing about Usborne! What day of the week is good for you?"

Then tell her the next two nights you have available. Don't offer a choice of the next two months.

Book shows in as closely as possible. Think about when you call to make a doctor appointment - they don't offer you a date 4 months from now - they offer the next two possible times. Do this and your calendar will fill up!

Using the Customer Survey as a help in booking is smart! You can pass these out when you begin the show and tell customers to use the back as their wish list to they can note books they definitely want.

Do your intros, thanks them for coming and your hostess for hosting. Talk about why you started Usborne Books At Home (briefly!). Tell them you are here to help them get great books, mention that we also do reading incentives, bookfairs and school and library services as well as helping others become involved in our campaign to promote literacy with UBAH too. If they’d like more info or have questions about any of your services you’ll be glad to talk with them after your presentation. Pass out the surveys for wish lists and then share books. KISS Keep it Simple Sweety is my motto J .

When you’ve finished sharing books, ask them to turn it over and fill in the top section with their contact info. and their favorite books they’ve seen tonight. Then say "OK ladies, how many of you would like to have $100 in free Usborne Books?" (If you get no response say "I can’t imagine that everyone in this room wouldn’t love $100 in free books! And smile J ). Explain that an average show earns the hostess $100 in free books and that as a new Consultant you can offer DOUBLE FREE BOOKS to all your first hostesses. Mention that today’s hostess also gets more free books when they book from her! Then say, "Only mark no if you absolutely do not want any free Usborne Books – ever - and smile J . If you know you’d like to receive about $100 in free books, and just need to choose a date, circle yes and we’ll choose a tentative date today. If you’re thinking about hosting a show, but have hesitations or questions, circle maybe and write down your questions so we can talk about them this evening and see if this is something that will work for you.

These are suggested words for you. Find what’s comfortable for you and make it part of your style.

The customer survey then asks about information on becoming a Consultant. At that point you can ask if any one has one bill a month they’d like to eliminate from their family budget – other than their mortgage. Or is anyone trying to save extra money for something special? Say "As an Usborne Consultant, doing a handful of shows a month, you can easily eliminate one monthly bill from your budget from the telephone to the car payment. If you’ve seen how hard I’ve worked tonight and thought – Gee I can do that! And probably better than she can! J Then you owe it to yourself to take home one of these packets I have here tonight and find out more about Usborne Books at Home. I need help! and would love to be your friend in the business.

Have those recruit packets out there on the table as you write up orders, and maybe even pass them around.

As you are helping do personal shopping service and writing up orders, make sure you ask *every person* wouldn’t you like to do a show for (hostess’s name)? She’ll get $20 more in books! Often, they just want to be asked personally J . And also ask them, "Have you ever considered doing some thing like this?" You’ll be surprised how many of them say yes! Chat with them a bit and find out their needs and then give them a recruit packet to look over, telling them you’ll call in a couple days to see if they have any questions.

Again use these words to help you develop your own style and find what works best for you.