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Overcoming Objections: The Words To Say Part I by Kathy Towne Following is a list of the most frequently heard objections to booking, and some responses you can learn to help potential hostesses see that by working together, they will have a successful show! 1. "I'm too busy," or "It's too much trouble." (Note: You may want to make a little small talk to find out what your prospect is "too busy" doing. For example, perhaps he/she normally works part-time and for the next week or so, is putting in full-time (or overtime) hours and, therefore, is feeling overwhelmed. If she knows she doesn't have to date for this immediate week, she may be more receptive. If she already works full-time, perhaps you could suggest an evening show, an after- work or lunchtime show or a weekend show. If she's too busy to put her home in order before the show or to prepare refreshments, you could suggest a co- hostess or "team show" with one of her friends, particularly if she came with someone else to the current show. The show could be at her friend's home and she could stop by the bakery and pick up a simple dessert to serve, which will reduce the time involvement in planning the show. Response: "You know, Sally, I've found that the busiest people make the best hostesses because they know how to organize and get things done right. There's really very little preparation for a show. I'll write and send your invitations, and you can keep your refreshments very simple, such as cookies or brownies, cheese and crackers. Most of my hostesses like a relaxed, casual atmosphere, so they just use paper plates and napkins. That way, they can enjoy the show too!" A variation of this objection is: "My friends are all involved in so many activities, I just couldn't get them all together." You could respond by saying: "That's why home shows are so popular these days. People are busy, and they can save time by shopping at home. Plus, you'll usually find that not everyone belongs to the same groups. So why not select a tentative date now, and if necessary, we can change it later?" 2. We're going to be out of town," or "We'll be on vacation." (Note: The main objective here is to let your potential hostess know that you can work around her schedule, so that both she and the current hostess can benefit.) "Oh, how wonderful! Are you going somewhere exciting?" (Show genuine interest in her plans because people usually love to talk about them.) "How long do you plan to stay?" (By finding out how long she will be out of town, you can then suggest a time for her show when she will be back.) "Let's see . . . since you will be gone for about ten days -- and I'm sure you'd like a few days to unpack and do some laundry -- why don't we tentatively schedule you for the week of _____? By dating your show tonight, I can give our hostess credit for your booking. Would a weekend or week day be better for you?" 3. "I really don't know anyone to invite." If you have a large group in attendance at the show, utilize that to your benefit by responding, "There are probably quite a few guests here tonight who would like to attend another show. Why don't you let me help you with your guest list right now, and I know we'll have a great group!" You could also ask your prospect if she belongs to any clubs, a church, or if she's met anyone in her neighborhood. "I can't think of a better way to meet people than by having a small show in the comfort of your own home. Perhaps you could invite a few neighbors or a mother or two of some of your children's friends. And how about your hairdresser, or one or two ladies from your church? They would probably appreciate getting to know you better too. And when we send the invitations, we can invite these people to bring a friend along. Would a weekend or week night be better for you?" 4. "My house is too small." (Note: You may get this response if the home where the current show is being held is quite large. Your prospect may feel inadequate, so it's important to make her feel like what she has to offer is exactly what you want.) "It doesn't take much space, Mary. I've done shows in mobile homes and apartments . . . and I've found that when you're having a great time, no home is too small." 5. "We've had so many home shows (or parties) in our neighborhood already." (Note: This is a very positive hesitation because it means that she and her neighbors are very receptive to home-show shopping, and they love to do this kind of entertaining.) "Great! It sounds like your friends love this type of entertainment. Maybe I could do something special at your show . . ." or, "We are fairly new in this area, and most people haven't been to a _____ show." "Let's date your show as soon as possible before someone in the neighborhood books something else!"
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