The more parties we hold in April, the more we will book into May and then into June and July. When a guest is at our party, the energy, excitement and fun they experience is more likely to get them to book a party than if we are connecting outside a party during these months.
Remember, we are usually two weeks out from getting paid for the work we do today. If you book a party today, they will likely book two weeks out, so the sooner we get started on filling our calendar, the sooner we will earn the income and the sooner we will begin to create the momentum to protect our summer calendar.
Let's look at some different scenarios:
1. Start now and book 4 parties into April. 3 will hold. Sell the benefits of hosting a party in May. (Mothers' day, school is out and life is less hectic, deck parties and so on.) Follow this with a booking game like the Dice Game while interest is high. You will likely book at least 2 parties at each party. Now you have 6 parties in May.
With cancellations, you will likely hold 4 parties in May. Do the same thing at your May parties. In May you can sell the benefits of hosting in June. (Nicer weather, parties at the park, etc. Theme parties are especially effective in the summer months to help fill your calendar.) When you book at least 2 parties from these parties, you will have 8 booked into June.
With June cancellations, you will likely hold 6. In June you can sell the benefits of July (Fourth of July theme party, pool party, kids are at camp party). You should be heading into July with 12 parties.
Even with a higher cancellation rate in July, you will probably hold 6 of your 12 bookings. Book 2 parties from these 6 and you are heading into August with 12 bookings. 9 will hold. Even with July being a slow month, because you prepared for it, you should have a strong August.
You will end up having a fabulous summer season!
You'll be heading into the best season of the year with a fabulous calendar.
2. What if you book six into April? 4 will hold. Book 2 parties at each. Go into May with 8. 6 will hold. Book 2 parties at each. Go into June with 12. 9 will hold. Book 2 parties at each. Go into July with 18. 9 will hold (your cancellation rate goes up to about 50% in July). Book 2 at each party and you are going into August with 18 bookings! 13 will hold.
3. On the other hand, what if you book 2 parties now into April? 1 will hold. Book 2 parties from that party. Go into May with 2 bookings. 1 will hold. Book 2 parties from that party. Go into June with 2 parties. 1 will hold. Book 2 parties from that party. Go into July with 2 bookings. 1 will hold. Book 2 parties from that party. Go into August with 2 bookings. 1 will hold.
More importantly, let's look at the income from these different scenarios:
Income Scenario #1
From April - August you held 28 parties. 5.6 parties per month. With a show average of $400 you would have sold $11,200. If you earn 25% commission, you earned $2800 over a period of 5 months. That's $560 per month!
Income Scenario #2
From April - August you held 41 parties. 8.2 parties per month. With a show average of $400 you would have sold $16,400. If you earn 25% commission, you earned $4,100 over the summer! That's $820 per month!
Income Scenario #3
From April - August you held 5 parties. 1 party per month. With a show average of $400 you sold $2,000. If you earn 25% commission you earned $500 over a period of 5 months. That's $100 per month.
We also want to think about how many future customers, hostesses, recruits and even future leaders we have generated from the different scenarios. The number 2 scenario is only about 2 parties per week, but the difference between the results of scenario 2 and scenario 3 is huge!
The time to create the momentum for the summer months is now! You are capable of excellence, so go for it!
Shari Hudspeth, Average to Excellence
Click on this link to join her mailing list and receive these tips right to your email box!!!