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Ready, Set, Goal ....... |
You've been told, to be successful you must set your goal, develop your action plan, and work your plan. Developing the goal is simple. By deciding what it is you want, you develop your goal. Developing your action plan is the stumbling block to achieving your goal. How you develop your action plan is the difference between success and failure.
To reach any goal in direct selling party plan companies the first necessary component is to increase bookings. Everything in party plan selling comes from bookings:
the money you make
the number of recruits you have
the incentives you earn.
To develop an action plan it is necessary to understand what you have done in the past to get you where you are now, and, decide what you are willing to give up to get where you want to be.
Step 1: there are two basic ways to get bookings. Either by calling people, or, at your presentations. The questions you need to respond to are:
a. How many phones calls, on average, do I need to make to get one booking?
b. How many bookings, on average, do I get at a presentation?
To answer these questions you need to gather your statistics. By getting on the phone you determine how many calls you need to make to book one presentation. Keep in mind a call is defined as actually talking to the person, not the mere act of dialing. To determine your bookings at presentations go over your last six months and tally the number of bookings you received and divide it by the number of presentations. This is your average.
Step 2: Using these statistics you are able to develop your plan specific to you. Increasing your bookings means time spent working instead of what you have been doing. Determine what it is you're willing to give up, not do, for the benefit of reaching your goal. Are you willing to work the night of your favorite TV program? Are you willing to spend time on the phone with potential hostesses instead of friends? What will you need to shift in your life to achieve your goal?
Step 3: Perhaps in your past there have been inconsistencies in running your home business. Your goal may be to increase your income by consistently holding eight presentations a month. By knowing your statistics you are able to develop your plan of action. When you realize it takes three calls to get one booking, and, you average two bookings per presentation, you know how many calls you need to make and how many bookings in your upcoming presentations you need to get. In addition, consider over-booking. Cancellations and postponements are a part of party-plan selling. You cannot control what a hostess does, but you can control your calendar by over-booking. This way you assure your goal.
Step 4: Put your plan into action. Determine when you will make the necessary phone calls and how you will assure the needed bookings at your presentations.
Step 5: This can be the hardest step of all. Hold yourself accountable to do the necessary work. When you work for someone else your boss, your need for a paycheck, and possible loss of a job holds you responsible to doing what is necessary to keep your job. Holding yourself responsible, being a boss to yourself, is what is needed to make your goal become your reality.
By: Ruth Fuersten -
Ruth Fuersten is the author of the e-book HOW TO BOOK, SELL, AND RECRUIT YOUR WAY TO SUCCESS, a step-by-step recipe for success in direct sales. To purchase the book or find out about hiring Ruth to speak at your next event go to booksellrecruit.com
Article source http://w4rum.com/1924.t
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| [By Kimber Fulcher] [05/May/07] |
