Sponsoring & Bookings by Gary Googe- July 2011

For sponsoring, look for ladies who would be better off because of Premier for them, not for you.

Andy and Joan didn't start this business to make money for themselves. They started Premier for money for missionary work.
That is really the case! Andy was very well off before Premier through Home Interier. He started Premier b/c he was involved
with mission work. The idea of Premier came to Andy in flight from Poland to the US for mission work. He and a pastor
sat together and they discussed this idea to raise money for missionaries. That was the seed that was planted that brought
about Premier. This was not a selfish idea.

God has given me this opportunity to be in your home, and I want to honor you and serve you and share Premier and this awesome
company to you.

We understand you have ambition and need to pay the bills, however HOW MAY I SERVE YOU, MUST be your mindset.

If a customer has an issue, make it right! Ladies change their minds and your objective is to satisfy the customer. You make it right,
and treat it immediately. Treat it like a 1000.00 order. Make it happen quickly and don't drag it out. Take care of business.
Meanwhile, she's talking to her friends and spreading her negativity. However, if you make it right, her words will be different.
HOW MAY I SERVE YOU? This is your motto.

This isn't just another show that you're going to. This is YOUR SHOW. Think this every night. It's not just routine. Give her your best.
Work with an attitude of excellence. If it's just enough to get by, then you're not full-filling God's plan for you or your role in
Premier. The outcome will be less than it could be.

I understand that there are people here and throughout the country who are booking homeshows. I know there are people in this area
who will book with me IF I develope the skills for bookings.

One reason Gary does a newsletter, is to remind people that homeshows are happening, and what the high retail is. Even in this
economy, people are booking and the newsletter shuts down the negaitvity and self-doubt. There are no excuses.
Same with sponsoring, as you just see the list of new jewelers and you realize that you cannot whine about things.
Even more so if the pace of your business isn't going as fast as you'd want to have it.
It's a reminder that peole are working their business.
If they don't buy from you, they will buy from another Jewelry Gal.
You might as well be in on it, but you must work on it.

As a jeweler, you must be responsible for your business and it's success, or you won't remain a jeweler for long.
The only thing holding you back is your own lack of skills.
This is reassuring b/c you can learn skills!.

You must demonstrate a generous spirit and you must invest in your customers and it will come back in your profit.
Understand the nature of your business, as you must spend money to make money.
Self-Employment means you must put in money to make it. Unlike regular employment where they provide.
As a business owner, you must provide for yourself and you must change your mindset to make money.
Be generous to your ladies as customers and hostesses.
Do you offer sales in your homeshows. Think of how much you love sales! Offer your own sales to thank the girls.
If you need more bookings and double the bonus, 12.50 and get that on your calendar.
Don't wait for Premier to offer the promotion, you offer it.
Do a gift with a purchase. You do have to pay for it, and be wise for the best financial outcome, but spend what you need to spend
to get it done.
If someone looks like they want to book, but she's hesitating. If she loves a certaing item, if she does the show, you'll give her
a discount or give her the item she loves. "Honey, if you book this show, please take this bracelet as a thank you from me."

DO WHAT YOU HAVE TO DO TO MAKE IT HAPPEN!
If you are waiting for it to happen, it won't!

BLUE LINE SPECIAL.
Draw a line on the reciept. If they get down to that line in items, one item is half-off, 25% off, etc.
Ladies love sales! We are programed to look for sales and we will buy more to get a sale!
Offer your own sales and you'll get more bookings for things you offer.

I must learn to be gracious and curtious, even to rude people. Love people as they are.
Your reputations depends on it! If not, it will cause you the success of your business.

Just love on people and know that the issues are most likely not related to you, but to something else in her life.
Turn that person into a project to make her life better.

In this business, you will have beautiful people to work with, but you will also have angry, rude and aggressive people.
How you treat them will impact your business directly.
God gives pop quizzes. The hardest customer is God's pop quiz for you. How you react is a reflection on you and God.

Do not prejudge people who will book and who won't. Don't write people off and assume everyone will book.
Ladies you won't believe this hostess plan. I cannot imagine anyone not booking, it's the best way to get our jewelry, other
than becoming a jeweler. Let us come and do a show, and you'll earn so much free jewelry! I don't know why anyone wouldn't
have us over to host a show for them! Let us do one for you to get so much free jewelry! You so derserve it!

See it at, "Now I get to do my booking activity! Who's home do I get to go to next?!"
Watch your temperment in this, as many of are prone to negativity. Know yourself and make those changes.
Catch yourself and don't be negative.
If you have to pre-judge, assume the ALL are going to book! Even those who don't where jewelry.

Different mind set- Shoe Story
Country where there were no shoes.
One salesman says, don't send shoes, no on wears them.
Other salesman says, send so many shoes! No one has them yet!

The no's you'll receive, there are things you need to do to assure that it's not you. If you don't address certain issues,
it might be you.
For example, if you speak ugly, or cuss, no one will want to book with her. That has nothing to do with Premier. It's the hostess.
They are rejecting you then b/c of something you're doing. How you present yourself, inappropriate dress, odor or too much perfum, cussing, etc.
Be a representation of Premier, as they are backbone. Most importantly, honor God in EVERYTHING you do.

Evaluate yourself to see how you can better yourself to make sure the no's are not because of you or because of something
you're doing that can offend others.

Be aware and look quality and professional. Get advice and help if you need.
You are a fashion jewelry consultant need to look that way.
What seems acceptable to you, may not be. Ask your trusted friends or uplines and seek advice.
How you present yourself shows how much you believe in yourself. Have pride in yourself and take proper steps to better yourself.

When you talk to ladies one-on-one you're going to have differnt outcomes about bookings rather than just always doing it in a group.

Nervousness is completely normal. It would not be normal if you WEREN'T nervous. Gear up for it mentally. Prepare emotionally
to say what you want to say it and HOW you say it.


Hostesses are the vital key to my business. Build positive relationships right away, as they are coming in the door. Meet them at the door.
Have everything in place and get there early enough to have one-on-one time with the hostess, and helping set up food.
Remind her that she'll get last minute calls and set her mind at ease. Share with her about how you need her help with staying at the
table.

Gree the girls at the door and have quality name tags to read the name. Be professional and spend that money on labels to get to know them
by name. Call them by name repeatedly, as we all love to hear our names. It validates us a people.

Be real with these people and get to know them. Treat them well and love on them.

I understand it's best for me to home hostess coach rather than do it over the phone. There will be situations where it's impossible,
but make it personal. You need to get to know her and help her to understand the things she needs to do to have the most effective show possible.

She has to also make contacts along with giving you the invite list. Have her call the guests after you've sent out the invites.
Most people won't come unless you are personally invited and make them feel wanted and appreciated for their time. Maybe make it a couple's event.

Treat her as a person with needs I might fill, more than just jewelry. They are real people who have real problems and concerns.
I must be generous to her with my time and other things to establish a relationship as a long-standing customer and friend.

When you go to home hostess coach, take a small give. Get Dollar Store napkins for the show with a note, as an appreciation.
Treat others the way you'd like to be treated.
Be nice. You're investing in this very important person, your hostesses. You want her as a friend and hostess for years to come, and
maybe even a jeweler.

After doing Premier a few years, you should have an on-going list of regular hostesses that book annually, every season, or during good promotions.
Revisit hostesses throughout the year sending Christmas Cards, Birthday Cards, just to check in, and then you're building a relationship.
Call when you don't need something, so that when you do, it's genuine and not using someone.
Everyone is special and treat them that way.
You will develop a customer base, known as Customer Bank that you know and have a relationship with and can serve them.

I must completely explain what she must do to to have a good show. How well her show goes, impacts the retail and bookings.
Take that hostess coaching seriuosly, as it's the foundation of how the show will go.

Example: The game of football isn't the main thing. The groundwork is laid in the practices and the time and effort put into it in preparation for the game.
The show is the playing out of the the practice (The prep, the hostess coaching, the invites, the calls, the relationships made.)
Give the prep of the show your dedication and effort.

Address the 25.00 booking part of the hostess coaching. Double it or triple it to ensure that you'll get bookings.
Regarding the homeshow

Go along to other Jeweler's home shows. JUST WATCH, don't get involved and specifically observe how jewelers book shows.
Offer the girls something attractive and enticing to wear and take home with them, it's even better.

I must do what it takes to make it fun and informative. These are the two key items. This needs to happen.
Ladies need to have a good time and be educated at the same time. Thus, you need to learn as well.
Flipping jewelry, face shape, earrings shape, top styles, fads and fashion, etc.
Show them how to wear the product.

Creat a fun and informative situation, the thought becomes, "I have friends would love to hear this and need to hear this."
The guests evaluate what you're doing and if they should book.

Present the idea of getting free jewelry EARLY on the show. Plant that seed right away. Subconsiously they are already thinking.
Then layer that idea, water that seed, by providing them with a good experience, not wasting their time, and honoring them.

Keep your presentations SHORT and to the point. Don't waste their time. Leave them wanting more. Keep it short.
Be sensitive to the crowd and respect their time. If they feel like the show is long, they won't book.

Show presentation... maybe 45 minutes long. You can't do what you need to do in 30 minutes. Take time to hit every point, be personal,
and do a quality job. Then, after 45 minutes, go shopping. You cannot build your business on a 30 minute show.

MUST use a flip chart. Keeps it simple and you don't forget things. Makes it duplicable for girls who might want to become jewelers.
If it looks hard, then others will think they cannot do it.

I understand I must use a tool to get referrals from the guests for more bookings.
For example: Guest Survey

Just use the guest order forms. You want to know three things:
Information
Do they want to book?
Are they interested in learning more abour the business?

Ask them to fill out the top section, as I'm talking, as I want a record of your attendance today.
Please check the boxes if you're interested in having a show or want more information about the business.

While at the show, look for the boxes and see what is checked so you are aware. If they are still there, talk to them and address
their interest to set up appointments for and Opportunity Presentation or a show on your calendar.

YOU MUST ACT on their interest RIGHT AWAY. Otherwise, their interest will grow cold right away. If they leave, the chances of a show
or sponsoring goes down, down, down.

Regarding my booking activity...
#1, the best booking activities are SIMPLE and easy to understand. (Ex: If you want to book,just keep the gift.)

#2 Make it fun and have them laugh and enjoy the experience

#3 Attractive- Have eye appeal. Make your give away look pretty with bows, a showcase, etc!

#4 Intice them. Make them want to play as they want to see what's in the box.

#5 Generous- "Isn't this neat?" "Isn't this great!" "You mean I get this TOO?"

#6 Pratice your booking activity and don't just assume it will come naturally. It's a technique and needs to be learned.
New jewelers should pratice and role-play with their upline or friends and family.
Practice the verbiage so it comes naturally. Think about it and practice in the car, in the shower, etc.

#7 Booking activities need to bring the customer to a decision to BOOK, not just to think about it. It brings their decision to a close.
Then, if they don't book, you still have close out to ask them again.
I need to use the booking activity as a means of ASKING for the booking.