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Simple home show script
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How to place an
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One Step at a Time incentives
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More links to help with your
shows:
Home Show Note Card
Elizabeth Ray's Simple Show Script
Lynne
Urso's Home Show Outline
Ruth's Simple Home Show
DUCKS Home Show
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Simple Home Show Script
by
Nancy Ann Wartman, Director |
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| Here is
a simple home show script in case
you'd like one to help you get
started.
We want
to help you be comfortable with
this. You'll have your own
style. Here are some notes that
may help you have something to
work from to help your shows be
enjoyable, profitable &
rewarding.
As you
carry your things in, make it
look easy.
Whatever room the hostess has
ready is going to be great -
smile at her and let her know
how nice her home is, how pretty
her pictures of her children
are, etc., Compliment something
of hers.
Remember that this is all about
HER and her guests.
Make your set up look simple -
nothing fancy needed.
Sometimes I set some books on
the seats where the guests will
sit so they'll be picking them
up and looking at them. |
As I'm talking, for 20-30 minutes
(no more than 30 minutes), I hold up
books.
Your first few words are the most
important ones!
You have one chance to make a good
1st impression.
For your first few words you might
say something like:
"It's such a pleasure being here
with you this evening to show these
wonderful Usborne Books can help your family - Thanks Sue
for inviting us into your home!"
I say one line
about myself, something like "I'm Nancy Ann
Wartman and I've been enjoying
Usborne Books for several years with
my children. We're looking for more
consultants in the area! If you
think you'd like to do what I'm
doing, let's talk later this evening - it's
rewarding and as you'll see, it's not very hard."
Let's go around
the room and introduce ourselves
and share the ages of the children
you're thinking of tonight. (LISTEN
to what they say - this provides you
with very important information)
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Then
move straight into the
books:
Peter Usborne,
mastermind behind
Usborne Books, wanted to
create books that
presented real
information in a fun,
exciting way for kids.
He succeeded!
We
have baby board books
(I'm holding up one,
showing a couple pages)
all the way up through
high school level
material (hold up and
show an older level book)
Usborne Books are
special because they
excite the reader to
want to know more! They
involve the reader in
the book - kids love to
be involved & this can help them be
successful learners,
too!
(Speak slowly enough
that they can understand
you, but not so slowly
that you put them to
sleep)
Usborne Books have many
benefits throughout the
entire line - I'll show
some of them to you....
(here I go through
DUCKS -
you can see more details
here)
We have (D) double page
spreads (have something
ready to show here -
Great Searches are great
example) - this has the
picture covering
both pages - kids love
to see the bigger
pictures with more
details, it helps them
dive right into the book!
There is so much (U) activity in
Usborne Books - you'll see
in our puzzle books that
there is a question at the
end of each page - this is a
great opportunity to
practice reading
comprehension skills!
Kids love puzzles and will
do them again and again.
(I mention internet links
here as part of (U) unlimited
activity)
(C)
Cutaways provide an
up-close, inside view of
things - kids love to
explore and learn!
There are bits of text in
small chunks - this helps
readers feel successful and
learn more - often this
format helps readers
read above their reading
level, as the text is right
next to the pictures that it
talks about - great context
clues! Instead of "pg. 8,
fig. 4"
You'll see (S) Step by Step
instructions in our project
books. Children think "I see
what to do next" and "I
can do this!" - great
for child's self esteem!!!
Stephen Cartwright hides a
duck on each page of many of
our younger
children's books - kids love finding him
and it builds their visual
discrimination skills, too!
Usborne Books are fun and
entertaining, as well as
educational - a win/win
situation certainly!
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Next, I show the
dual level reading books, Farmyard
Tales, & a combined volume - the Science
Encyclopedia is a sure hit. I
mention the Customer Specials
and show a sample if I have them.
Then I mention that with all these
choices, it can be hard to choose
sometimes! "With a long wish list,
you might want to host your own show
to earn free books just like Sue
is!"
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"Let's
pull out the customer
survey slips right now
- I want to do a free
book drawing for you
all!"
"At the top, go ahead
and fill out your name
and other information, then
we'll continue on with
the next question (I
read it)
At the home show
question I say something
like "This is where you
can indicate if you're
pretty sure you'd like
to have a show - just
circle YES.
If you're thinking that
maybe you'd like to,
circle MAYBE
We can work out a date
that will be good for
you!
At the recruiting
question I talk for a
moment with something
like this:
"This business is
rewarding and can help
meet many goals -
whether it's to pay for
piano lessons, buy a new
wooden swing set, hiring
a house cleaner or to
make a van payment -
what you can do is
endless!"
(Notice that I don't
talk about ME - I'm
talking about THEM)
"If you can imagine
yourself enjoying this
and would like more
information, I'd love to
help you get started -
go ahead and indicate
that here."
You
might know others who could
benefit from Usborne Books -
having them for their
children, earning them free
by hosting a home show
like Sue is doing or maybe
even becoming a consultant
Helping others is what I
enjoy doing! Just let me
know how I can help you!"
"Right now, we'll take about
20 minutes to browse through
the books & make your lists.
I'm happy to help write up
your orders and then we'll
have snacks."
"The books will arrive at
Sue's
in about a week. We do take
Visa, MC and Discover cards
and you can make checks
payable to me - my name is
on the back of the catalog!"
:-) |
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Some keys to a
successful show
* keep it simple and
friendly
* stay focused on
the books and the
guests
* be listening for
clues that some
guests might be
interested in
hosting a show
and/or becoming a
consultant too |
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Consultant
question: How do you handle talking
over, or around guests that would rather
chit chat than listen to you?
NA's answer: I don't try to talk
over them - I try to include them in
what I'm doing nicely - I might hand
them a book & smile genuinely at them.
Consultant
question: Is it okay to use "cheat"
notes at first?
NA's answer: Yes, you can use
notes for YEARS if you'd like. In fact,
many top recruiters use
note cards for years because it
makes your job look easy. Other people
think that they can do it too when they
see you use notes. |
More links to help with your
shows:
Home Show Note Card
Elizabeth's Simple Home Show Script
Lynne
Urso's Home Show Outline
Ruth's Simple Home Show
DUCKS Home Show
Welcome to Usborne Books at
Home!!
You are part of a great nationwide group,
the Usborne Achievers. We're glad you're here. You have probably
received an email from the Home Office with your ID# and your
incentive date.
Home Office website for consultants:
http://www.ubah.com/consultants
Here you can become part of the active Usborne consultants' message
board community, join in training chats, read chat logs, place &
track your orders, and MUCH more!
If you got a shopping cart website with
your kit, your web address is:
www.ubah.com/your ID#
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Usborne Books at Home has a
FUN, REWARDING & PROFITABLE
business for you! |
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Here's some Quick & Concise Information so you
can be successful
RIGHT AWAY!
Step 1. Set a date for your own
show.
With
UBAH you can be the hostess and the
consultant for your own shows as often
as you like, getting both the commission
AND the hostess benefits (free &
discounted books).
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Host Your
Own First Show
-
This can be
SIMPLE & enjoyable. You are simply
sharing the books & Specials. No
speech to memorize.
-
You're in a
pleasant environment with others who
care about Children & Education, too.
-
You HAVE what you
need with the display samples in your
kit & catalogs.
-
It is an
efficient use of your time as several
people are there at once.
-
You make $ right away!
If you have $400 in sales at a show tonight,
your commission is $100 (25%)!
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Step 2. Invite LOTS of people to
your show.
(Maybe 25% will be able to
come.)
ASK them if THEY would like to have
their own show & get Free Books!
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Inviting
your guests
-
Personal Invitation -
Speak with your family, friends, neighbors,
soccer moms, church members, play group
moms, grandmothers and others. Let
them know your having a show and that you
think they'd enjoy Usborne Books. Ask
them to mark the date on their calendar.
-
Send postcard
invitations from your kit as a reminder if
the show is more than 1 week away.
-
Send email invitations.
Usborne has a great online invitation that
you can use. Click for complete
"Event Manager" details.
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The most important thing is to help
make sure people get there - invite, send reminder card,
& make reminder calls.
More info:
Getting Ready for Your 1st Shows
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Step 3. What to take to your show.
-
Books
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Catalogs
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Customer Order Forms
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Pens
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Calculator
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Customer Survey Forms
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Notes, if desired
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Calendar for Booking
Shows
-
Specials Flyers
(Customer, Hostess, Recruit)
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Hostess Packets
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Recruit Packets
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Smile and Positive
Attitude that this is going to be a GREAT
show!
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Step 4. What to Say at a Show.
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Notes are
fine!
-
Notes can help you relax
-
Notes can keep you on
track
-
Notes include booking
and recruiting specials - important to
mention at your shows
-
Using notes helps you
seem easy to duplicate - others will want to
do what you're doing.
-
Here is a link for a
Home Show Note Card
you can print. There are also great
home show note cards your Consultant Guide
that came in your kit
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Here is
what Mandy said about her first show,
"Oh my gosh that was SO MUCH
FUN!!! I just sat on the floor
and talked about how great the
books are...what could be
easier!?
I left with $300+ in sales
and the hostess has about $150
more in outside orders! THREE
people booked a show, TWO maybe
shows, TWO people are signing to
be CONSULTANTS and ONE MORE is
pretty sure!!!
How's that for a first show! At
this rate, I'll be supervisor by
Christmas!
We're closing the show Monday,
I'll let you know the final
stats!"
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At the show, don't worry about having a
set talk or such - just mention the
importance of having good books at home,
show some wonderful books, help them
with their orders, offer for them to
host shows & set dates on calendar, let
them know about the kit special & help
them sign the kit order form if they're
interested in doing this, too.
That's it!
Additional links:
Hostess Coaching at the Show by Liz
Hawkinson
Boosting Attendance at Home Shows
As a new consultant
in your incentive period, you can offer DOUBLE
FREE BOOKS on your home shows of at least $250
with 1 booking turned in within your first 12
weeks.
|
Total Retail Sales |
Merchandise
Allowance
(Free Books of
choice) |
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$550 -
$599 |
$100 (Can be
doubled during 1st 12 wks) |
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$500 -
$549 |
$90 (Can be
doubled during 1st 12 wks) |
|
$450 -
$499 |
$80 (Can be
doubled during 1st 12 wks) |
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$400 -
$449 |
$70 (Can be
doubled during 1st 12 wks) |
|
$350 -
$399 |
$60 (Can be
doubled during 1st 12 wks) |
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$300 -
$349 |
$50 (Can be
doubled during 1st 12 wks) |
|
$250 -
$299 |
$40 (Can be
doubled during 1st 12 wks) |
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$200 -
$249 |
$30 |
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$175 -
$199 |
$25 |
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$150 -
$174 |
$20 |
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$125 - $149
|
$15 |
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$85 - $124 |
$10 |
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For
every $50 in sales over $550 - add
$10 in add'l Merchandise Allowance |
Complete hostess
benefits explanation
New Consultant Hostess Chart |
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Step 5. Building your sales through
your website.
If you got a shopping cart
website with your kit, your web address
is:
"www.ubah.com/your ID#" for example,
www.ubah.com/D0036 is Nancy Ann's
shopping cart site.
The most effective way to sell books
& get people interested in joining
the business is getting the books
out locally where people can fall in
love with them, but promoting your
website can help your business grow
with limitless potential.
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Email
everyone!
Email EVERYONE about the most incredible
books for children of all ages! that you have an
email address for:
- family
- friends
- neighbors
- old high school friends
- people from any place you've ever worked
- spouse's friends
- cousins
- support groups
- EVERYONE who might be interested in
terrific children's books!
They can browse all the books, register
for a $50 free book drawing each month,
order books, and host an e-show
and earn free books for themselves as they
share the books with others online thru a
special link they'd be given.
Also, let them know that this is so great
that they could do this, too! They can
even sign up to be an Usborne Books
Consultant on your site, under
Income Opportunities!
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-
Put a signature line that goes
automatically on the bottom of every email you send.
If you mention a special on your signature line, be
sure to keep it updated.
-
Trade links
with related sites.
-
Ask to get
listed in directories & listings from related sites
you visit.
-
Consider
getting a domain name forwarded to your ubah site.
(Check
www.ritzware.com,
www.godaddy.com
or many other websites
for this service.)
-
www.AddMe.com
is a promotion site that (for free) submits
your website to some search engines. Best
promotion is from contacts you personally build from
those interested in Usborne Books and you.
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Step 6. Booking More Shows.
It's generous to let people know
they could earn free Usborne Books by
inviting some of their friends over for
a home show!
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Booking
Tips
-
Mention to others that they can earn free
books by hosting a home show. Let them
know you're booking shows for the next 3
weeks. Ask "Do you have an evening of
the week that's generally better for you
than others?" "Thursday?" "Great - I have
Thursday September 15th and 8th available -
which is better for you?"
-
The best place to get
future bookings is from your current home
shows! Drop "booking seeds" throughout
your presentation ("Is your wish list
getting long? You can get books for
FREE when you host your own show!"
-
How many people do you
know who would like to have more Usborne
Books in their home? They may not
even know what a great thing you have to
offer to them! Speak up and let
everyone know what you can share with them:
Free Usborne Books! "You know, YOU
could have a show and earn LOTS of free
books!"
-
Booths are a GREAT place
to get leads outside your current circle of
friends! Have a sign (or 2 or 3!) that
says something like - "$25 MORE FREE BOOKS
for shows booked today! $250 min. sales."
Use your $25 hostess books (you pay 35% for
these) and let them pick their free books
when you close their show!
-
Use the $5 Special Date
credit! "I can give you $5 MORE in
Free Books when we hold the show within the
next 3 weeks!"
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More info:
Where
to Get Leads
New Consultant Hostess Chart |
Step 7. Someone else wants to do
this with you!
How exciting! It's helpful to
build this business with a buddy.
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Key points
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Sharing this business
with others is one of the most generous
things you can do.
-
You'll earn 4%
"recruiting bonus" on your personal
recruits' sales each month that you have
$350 net or higher in sales. This can
really add up!
-
During your first 12
weeks, you'll earn $50 in FREE BOOKS for
every recruit you sponsor into the business.
For example, if you sponsor 4 people into
UBAH, you'll receive $200 in books of your
choice!
-
You don't "have to"
recruit others, but you might find that
you're interested in sharing this business
with others. We have training
materials available to you and your new
recruit.
-
You work toward
promoting to supervisor and earning even
more!
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Step 8. What is so
Special about your Incentive Period?
Ohhh, this is
fun! During your 1st 12 weeks the
company gives you *extra* incentives
to help you be successful right
away. Make the most of this time!
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Incentive Period
Specials
ONE STEP AT A TIME program -
click here
to see chart
You could
print
the chart, post &
fill in at your house
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Step 9. How to double your sales!
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Key Points
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Hostess coaching and
event promotion is #1!
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Talk about the SERIES
rather than the individual book.
-
Promote library
bindings.
-
Show the Values Packs in
the catalog! Everyone likes a
discounted set!
-
Customer Specials are
books on sale - hostess receives free books
and you receive commission on these.
-
Kid Kits are great for
gifts, trips, rainy days, grandma's house,
etc.
-
Suggest birthday gifts
to have on hand
-
HELP customers find more
they would like.
-
Mention that you take
credit cards
-
Show a few best sellers
to add at the last minute
(I Can Draw Animals, There's a Mouse About
the House, Mini Children's Bible)
-
have $350 net or higher
in sales. This can really add up!
-
During your first 12
weeks, you'll earn $50 in FREE BOOKS for
each recruit you sponsor.
-
You don't "have to"
recruit others, but you might find that
you're interested in sharing this business
with others. We have training
materials available to you and your new
recruit.
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More Info:
Tips for HIGHER SALES |
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Step 10. Need more
family support for your UBAH
business?
Here are some tips that might help.
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Ideas for increased
family support
•
Schedule BOTH work time and family time! I highlight
my Usborne work days in yellow, so it's easily visible when
I'm working out of the house. I write down the kids
activities on the calendar so I can plan my Usborne work
AROUND their events.
•
Use a wall or desk
calendar so your family can see it.
•
Make a “to do” list for
the next day for PRODUCTIVE time.
•
Choose what days you want to have shows & offer extra books
then.
•
ATTITUDE - Notice the positive in
every situation! What are others seeing & hearing?
•
$$$, Operate in the black, Money speaks.
Want more info? Click here:
Where's the Money?
USBORNE BOOKS AT HOME - Commission
Structure
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More info:
3 Month Push to Supervisor |
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Be
passionate about sharing the your Usborne Books and let others
know that they could do this, too!
Take new catalogs and books to the hospital & dr. appointments.
Your kids will enjoy them and others might notice!
Never Give up -- Those who are successful have never quit!
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Talk to people about Usborne Books every
day. Carry your books with you in your
car. Share. Most people still don't know
about Usborne Books - your business will
prosper when you can take them from not
knowing, to knowing. They'll thank you!
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There is no limit to
all you can do with UBAH!
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