Host Coaching Research shows that 80% of your Party Success comes from effective Host Coaching. Sep2014 - Host Coaching The Toolbox Way - Version 3
Email: Notes: Notes: Email: Address: Notes: AT PARTY RESULTS Host Rewards eligible: $75 product CCD $200? CCD $400? Track Booking 1 Host Name: CP date: Sales over $500: Track Booking 2 Host Name: CP date: Sales over $500: Host Coaching: Research shows that 80% of your Party success comes from effective Host Coaching. Thorough Host Coaching will set you and most importantly your Hosts up to holding a successful party each and every time. Your Host deserves your expertise and support in helping them receive maximum benefits at every Cooking Party. Host Coaching: The Toolbox Way Host Coaching Checklist MY HOST S DETAILS Name: Party Date: Time: Address: Mobile: Home: Work: Added email to my Host database Numbers added to my mobile Host added to my Facebook Best time to call: Referred by/ Booked from: What I know about my Host: AT TIME OF BOOKING Host pack given and explained: SMS Save the date: MasterClass theme/recipes chosen: Host wish list items: HOST COACHING Set up Host Party Site: All calls added to my diary: Call 24-48 hours: Date: Ingredients email sent: Call 1 week before: Date: Guest numbers: Offered the opportunity: (Interest, family, job) Beginning of month: emailed current promotions: Call Day before: Date Guest SMS Reminder to Host: Final guest numbers: Host Party Site orders checked and advised Host: Ingredients Organised: AT PARTY Kitchen Coach: Rebook Host: Offer Host the opportunity to join: Host Summary Sheet Given: Payment due date: Leave Host Party Site open for more sales/bookings until date: / / RESULTS Party Sales: Bookings: Guest attendance: CP Number: Host Party Site Sales: Bookings: New Consultant TFF names: Added to my TFF record Host Rewards eligible: $75 product CCD $200? CCD $400? Track Booking 1 Host Name: CP date: Sales over $500: Track Booking 2 Host Name: CP date: Sales over $500: Track Booking 3 Host Name: CP date: Sales over $500: Note: work with your Host to ensure these future bookings hold to secure their Host Rewards. If a cancellation occurs contact your original Host immediately to replace, as they are still eligible for HER. Host achieved ChefsClub Dollars? YES/ NO If yes, call Host to celebrate/order: FOLLOW UP Expected delivery date: After Delivery Host Call: After Party Customer Service Calls: All Customers added to Customer database: Host Party Site - Close Party: Host Coaching: The Toolbox Way MY HOST S DETAILS Name: Party Date: Time: (Interest, family, job) Host Coaching Checklist Mobile: Home: Work: Added email to my Host database Numbers added to my mobile Host added to my Facebook Best time to call: Referred by/ Booked from: What I know about my Host: AT TIME OF BOOKING Host pack given and explained: SMS Save the date: MasterClass theme/recipes chosen: Host wish list items: HOST COACHING Set up Host Party Site: All calls added to my diary: Call 24-48 hours: Date: Ingredients email sent: Call 1 week before: Date: Guest numbers: Offered the opportunity: Notes: Beginning of month: emailed current promotions: Call Day before: Date Guest SMS Reminder to Host: Final guest numbers: Host Party Site orders checked and advised Host: Ingredients Organised: Kitchen Coach: Rebook Host: Offer Host the opportunity to join: Host Summary Sheet Given: Payment due date: Leave Host Party Site open for more sales/bookings until date: / / Party Sales: Bookings: Guest attendance: CP Number: Host Party Site Sales: Bookings: New Consultant TFF names: Added to my TFF record 2014 SEP - Host Coaching Checklist - Version 4 Track Booking 3 Host Name: CP date: Sales over $500: Note: work with your Host to ensure these future bookings hold to secure their Host Rewards. If a cancellation occurs contact your original Host immediately to replace, as they are still eligible for HER. Host achieved ChefsClub Dollars? YES/ NO If yes, call Host to celebrate/order: FOLLOW UP Expected delivery date: After Delivery Host Call: After Party Customer Service Calls: All Customers added to Customer database: Host Party Site - Close Party: 2014 SEP - Host Coaching Checklist - Version 4 Host Coaching Checklist The following guide shows you exactly what to do and say at every step during Host Coaching. Your Host Coaching Checklist is a complete tick-a-box system, to ensure you are on track with every single Host, every single time! Keep a lever arch folder with a printout of this guide and all of your Checklists at easy reach in your home office. File each of your Party order forms in here together with the Host Coaching checklist to ensure you follow through on every Host and customer! Don t leave your Host Coaching to memory, use the Checklist to keep you on track and ensure all your Party results are not left to chance. Host Coaching The Toolbox Way - Pg. 2 Host Coaching
Get organised with your Host Party Bags Host Party Bags are an effective and appealing way to deliver your Host information to your new Hosts. Your Host Party Bags will actually help you get bookings. Always place 3-4 Host Party Bags on your display, this sets an expectation that you intend to give these away (i.e. getting bookings). PS If your bags don t stand up-right you can even hang them on your display table with those handy handbag hooks! They work best when you make them look really appealing, use brightly coloured bags, with a pretty ribbon and some cellophane or tissue paper coming out of the top. In each bag, place: One small Booking Gift this is a thank you gift that they take home on the night only costing you between $1-$3 maximum. (In your orders click on magnifying glass click on For Consultants only and choose Host gifts to see what s available) The It s Party Time Host Booklet 2-3 Product Catalogues 2 Outside order sheets 20 MasterClass Invitations Paid to Party Booklet 1 Any current offers Host Coaching The Toolbox Way - Pg. 3
Host Coaching Starts at the time of booking Choose a Master Class theme you feel confident in offering. Aim to book a date within the next 10-14 days from the Party. We call this close dating. Experience has shown us that Hosts are much more likely to postpone or lose interest if Parties are booked too far into the future. A hot tip is to place a band around any dates in your diary further than 2 weeks, so those dates are not even visible. Present Host Party Bag and explain; Give thank you for booking gift )! Go through It s Party Time Host Booklet; Confirm date, time, MasterClass theme agreed on Ask Host to choose Products he/she is aiming to achieve as Host Rewards (by determining his/her motivation for booking the Party, is essential for success, always assume your Host is aiming for the highest level of rewards) Start writing the guest list with your Host and encourage a minimum of 20 names from different social circles. This will ensure 8 10 confirmed attending guests. (This is YOUR GAME CHANGER! Do this step with each and every Host, to help them achieve maximum benefits and watch your business soar!) SMS Save the date text so Host can start sending that out immediately and then explain best ways to invite guests. 2-3 Catalogues (tell your Host this is to share around with all those who can t make it and every outside order will count towards his/her Host rewards) 2 outside order sheets (Show your Host how easy it is to collect outside orders. Tell Host that 5-6 outside orders will help immensely with his/her Party Sales and in turn help achieve the Party Sales Goal and benefits.) Host Party Site - Hosts will now receive their own site, where they can send out personalised Party invitations! 20 MasterClass Invitations. Tell your Host to hand these out to guests they will be seeing as they make great visual reminders of the Party details Paid to Party Booklet 1 (food for thought perhaps he/she might be interested in joining? Or may know someone who would) Any current promotional flyers and explain how they work Check best time to call - Let Host know that you will be calling him/her within the next 24 48 hours to check the date suits her Friends and Family. Host Coaching The Toolbox Way - Pg. 4 Host Coaching
Set up your Host s Party Site This website will revolutionise your Host s results with outside orders and bookings. A simple way to collect more outside orders, bookings and no catalogue required, just a click of the button! Log in to The Consultant Hub of your Personal Website and follow the prompts to fill in the Party details to create your Host s Party Site and e-invitations. This will email your Host a link that can be shared to invite people to place orders for products and make bookings which are saved in this site and can be counted towards the Party sales! You will receive an email for every order request that your Host receives, allowing you to contact the customer to confirm the details of the order and build that all-important rapport! Once the Party is held,keep the Host party Site open, so you can add sales and Bookings for a few days after the Party. Ask the Host to re-send the personalised outside orders email!
Host Coaching Calls A minimum of three before party calls and kitchen coaching once at the Party is imperative to both you and your Hosts success. Use these tried and tested scripts to confirm every Party and coach every Host to ensure each Party reaches its full potential. Remember that the number one complaint that the DSAA receives from Hosts every year, is that they don t hear from their Consultant enough! Your Host booked to achieve rewards, and they need your guidance to help them achieve this. 1st Call 24 48 hours after Booking This is to ensure that if your hosts needs to postpone you can do so and re-date immediately and also make way for future Party bookings. Hi Host name, it s your name from The Chefs Toolbox and I am calling to confirm the date we booked at previous Host name party. Is this date still good for you and your friends? Great! So how are you going with getting the invitations out? Also did you get the email to your Host Party Site to share around? Have you emailed ithis to everyone you know and put it up on Facebook? Finally, have you decided which products you want to receive for your Host Rewards? Great I ll give you another call about a week before your Party. I am really looking forward to having some fun at your Party Host name, if you have any questions please give me a call! Host Coaching
2nd Call One week before the Party This call is the most important call you can make before every Party. It confirms all the Party details, numbers attending (with suggestions on what to do if numbers are low), gets them re-excited about their rewards; all which ensures they hold! Remember to check their Host Party Site before the call so you have all the information. Remember one in five Hosts join a party plan of some sort so let s make sure it is The Chefs Toolbox and your business, so remember to plant the seed for the business opportunity. Hi Host name, it s your name from The Chefs Toolbox and I am calling to confirm your party next Friday at 7pm, and I was wondering how many people you have coming so far? How many did you invite? Great and how many have you heard back from so far? If you could please do a ring around so we know how many to expect on the night that would be great and remember there is huge value in having 8-10 guests there to help you achieve your $400 worth of freebies. How are your outside Party bookings going? If when you are calling and people can t make it, ask them if they are interested in having their own MasterClass? If there is anyone who can t make it, they also may like to place an order, have you had an opportunity to show the catalogues around as yet and get some outside orders? I ve received orders from your Site. (Share any current promotions) Have you received the recipes and shopping list that I sent you? Great I will arrive half an hour before your party and just before I go Host name I would like to offer you the same opportunity that someone offered me and that is to do what I do. I don t need you to give an answer right now, just watch how much fun we have at your party and how easy it is to earn great money and we can have a further chat about this offer then. Would that be OK with you? Great thank you for your time and I am looking forward to your Party and helping you achieve all your fabulous Host Rewards! Host Coaching The Toolbox Way - Pg. 7
3rd Call Day before their Party This ensures that everything is fine for their Party the next day and that you both have the date/time correct and that nothing has happened for them to postpone their Party at the last minute. Remember to check their Host Party Site before the call to get all of the information. It s also important to get an idea of who is coming on the day, their interest levels and the person most likely to book! Finally it would be great to find out if their place is easy to find or if there are any special tricks to finding it (so you avoid any confusion on the way!) Hi Host name, it s your name from The Chefs Toolbox and I m looking forward to your Party tomorrow at time, have you had a chance to pick up all the ingredients as yet? And is there anything you need me to pick up for you? Just remember because we are cooking there is no need to go to any trouble with extra food. How many do you have coming? Great! I find it s always a good idea to send all your guests a reminder text, I can forward one to you if that helps? (If numbers are low; suggest they ask each guest to please bring a friend, or do a last ring around to a few extra friends or pop into see their neighbours to see if they can make it) Can you tell me a little about your friends coming and what would you say their interest in cooking is? Who out of everyone you have coming is the most likely to book their own MasterClass? I ve checked your Site... Is there anything tricky I need to know about with finding your place? Thank you again, I am excited to meet your friends tomorrow, we are going to have a great time and I ll see you at time (30 minutes before Party starts). Host Coaching
Kitchen Coaching before the Party Starts After you have arrived at your Host s house, make use of this time by Kitchen Coaching before the Party starts. Remind your Host if any of the Guests cancel at the last minute, he/she could suggest to the guest that they book their own Party or place an outside order. This in turn of course will help with achieving maximum benefits for their party. During this time speak with Host about their rewards goal, their role during the Party; helping to get everyone involved in cooking and moving people to see you for their oneon-one at the end and remember to plant the seed about joining. Host name, I d love you to watch what I do today as I think you would be fantastic at my job, because share 3 reasons. You don t need to give me an answer now, I ll talk to you at the end. Who knows, this could be your Launch Party! TIPS: Use your Flipchart and Host Option A and Option B script to help you offer the opportunity to each Host. At the end of your Party always give a record of the Party results to your Host, use the Host Party Summary sheet, if there are any guests needing to pay by cash to the Host, arrange with your Host the final payments due date. If your Party doesn t quite reach the sales or bookings target, leave the Party and the Host Party Site open for three days only before closing it and encourage your Host to ask anyone who couldn t come if they would like to order anything and to share their Host Party Site with everyone they know. Host Coaching The Toolbox Way - Pg. 9
Follow Up and Referral Program Have you ever heard the expression the fortune is in the follow-up, this couldn t be more true in your Chefs Toolbox business. Following up with your Hosts and Customers can be one of the most important business actions that WILL bring you awesome results, including more Party bookings, repeat orders and referrals! Remember 75% of your future income comes from referrals. So never get off any phone call without offering your personal referral offer. So follow up, follow up and follow up; because it will produce you incredible results. After Delivery Host Call It s all part of the service of Partying with you! Give your Host a call to ensure they have received their order and are happy! This business is based on the quality of your relationships and a value-added call like this will go a long way. You never know what your Host has been thinking about since last seeing you, they may want to join, book again or have someone else who does! This call will also help you ensure bookings made from his/her party hold. Hi Host name, it s your name from The Chefs Toolbox and I m calling to thank you again for Hosting your Party and I m wondering if you ve received your order as yet? Great how are you going with your new products? Have you had a chance to catch up with all your guests with their orders? How exciting, you have your ($200 or $400) ChefsClub Dollars of FREE shopping just waiting for name of two friends who booked Parties to hold, are you coming to their Parties? I know I ve already asked you, however I m wondering if you have thought any further about being Paid to Party like me or perhaps you ve thought of someone who might? I m here if you have any questions about your products and I look forward to seeing you again on the date of the Party! Host Coaching The Toolbox Way - Pg. 10 Host Coaching
Customer Care Calls Set yourself apart by giving your Customers, 100% Customer Service, 100% of the time! Give your Business the edge by following up every ordering Customer with a Customer Care Call and build a special bond with every Customer you have. When you use your Cooking Party Flip Chart, at every Party, you will have already set yourself up to call every ordering Customer without any fear of surprise. In fact, your Customers will be waiting for your call and you wouldn t want to let them down would you? Use the Business Building Day Call Flowchart for your Customer Care Calls. The Importance of keeping Customer records Keep all of your Host Coaching Checklists, Party order forms together with your Party summary sheet, in a lever arch folder so you can easily find every customer and Host. Always ensure that every single Customer of yours that you ask for a good email address, so that The Chefs Toolbox can send your eat e-newsletter to each of your customers for you, it s astonishing how many emails are incorrect and that is a huge missed opportunity for them to book, shop, join or refer people to you! Also keeping a simple spreadsheet (with Customer name, email, phone number and any notes about them) is an effective way to be able to easily email or call any customer, especially if you have a special offer to share! This little extra step will help you to maximize your website sales! ChefsClub is a fabulous reason to follow up Customers, especially if their points are due to expire, what a great reason to call and share that they have FREE products waiting to claim, a conversation starter that can easily lead to bookings, joining and of course more sales! Congratulations on following Host Coaching The Toolbox Way - Pg. 11