Usborne Training WIzIQ March 1,2010 : Usborne Training WIzIQ March 1,2010 Hidden $
How to find and what to say to book them quickly
What are hidden $ ? : What are hidden $ ? Hidden Dollars are the dollars that you are not expecting. What is not on your calendar and how to fill your calendar without spending all your time looking for a place or person to hold a book event.
The key to hidden dollars is the QUICK turn around –
Ideally one call to secure a booking or recruit but no more than two calls to have a secure booking/recruit.
The Sun is shining – it is Spring! : The Sun is shining – it is Spring! Regardless of snow or crazy weather – Spring Break and Easter are coming!
People start thawing out and money begins to follow again now.
Private school open houses are going, dance recitals are booked, spring & summer teams are forming
Where are you with these business opportunities? : Where are you with these business opportunities? Parent teacher conferences for Montessori widely held on March 19th & 26th
Open house events at Private Schools are weekly through March and April Teacher Work Days for Public Schools are primarily held in March
Dance Recitals are held in May but costumes are ordered now
Target Audiences I like : Target Audiences I like
Tools for Booking on 1st Call : Tools for Booking on 1st Call
What to say in the first Minute : What to say in the first Minute Quick intro with business card – 30 seconds: I’m going to be your Usborne rep. Are you familiar with Usborne? We have 2000+ educational, award winning books. Give your background with UBAH.
We are unique in 2 ways:
1st – not available widely in stores, direct to the parents and schools like yours, not through big vendors, we are not a Scholastic type co.
2nd – I do the work for you. I set up. I take down. I deal with the parents. I deliver the books. You choose how you want the proceeds:Books, Cash, or a combination. No contract, no gimmicks.
2nd Step for Success : 2nd Step for Success Ask a question:
How does this sound to you? OR Are you familiar with Usborne?
Briefly – 30 sec-answer or agree Make your proposal regardless of the answer!
I have an opening on March 10-13 for an afternoon bookfair. I was thinking of pickup hours only.
3rd Step to Success : 3rd Step to Success Show your calendar with the area you want to fill in
Look them in the eye and say,”remember this – no contracts, no gimmicks, YOU control this event and I work for you. YOU decide what proceeds you want. I will give you a total on xyz date. You choose then.”
Say, “I would very much like to do this for you and I think it will be fun, great for your parents, very worthwhile for your facility. Should we try it?”
Be quiet!!
Follow-up within 24 hours : Follow-up within 24 hours Email your contact details and a confirmation
Drop off posters, fliers, parent letter
Leave Catalogs
Ask to see the space you will set-up in for the show
KEY – the more you do, the more it is SET
DON’T MAKE THIS HARD! : DON’T MAKE THIS HARD! Easy – make it easy to say YES!
Confidence and knowing what you are offering are the keys to success
You are valuable! You are in control!