THE POWER HOUR
Create Good Habit Patterns by Using the Power Hour System
The most important thing you can do as a Tupperware Consultant is establish good habit patterns. This is a simple business, and you can be very successful just by learning and practicing a few basic skills and then repeating them over and over again.
Whether your goal is to work your business part time or full time, you will have to schedule time to make phone calls, follow up with leads and do your parties. I think the most important advice to give is to set a schedule and stick to it. Set aside the appropriate time in your calendar to work your business. Schedule and write it in your calendar, just as you would a doctor or dentist appointment.
First – schedule your party dates. Create good habit patterns by establishing a party schedule and sticking to it. Decide what night or day of the week you want to hold your parties and stick to it. (e.g. Thursdays and Fridays) Only schedule your parties in those slots and stick to it. You will be a much happier person in your business for this. Then let your family know so they can plan accordingly. “I will be scheduling my meetings on Wednesday and my parties on Thursday and Fridays from now on. That means we can plan our family time on Mondays, Tuesdays, Saturdays and Sundays. How does that sound?” Go through your calendar and reserve the spots you wish to hold your parties and stick to it by placing your parties on those days or evenings. (for those of you that attend the eyeball class, we work on these calendars on a regular basis). This establishes a good habit pattern of calendar control early on in your business.
Second – it is also imperative to learn early on to set aside time each day for follow-up and telephone calls. A few minutes of your time to write a quick note or place a phone call to a potential customer is a small price to pay for the income that can be generated if even a small percentage of those customers become future hosts or repeat business contacts. There is a highly successful system called the POWER HOUR that helps you concentrate one hour at a time on building your business. The idea is to work 15 minute increments on your follow ups for CUSTOMER CONTACTS, DATING LEADS, RECRUITING LEADS, HOST COACHING. So set up a four folders or binders for this purpose with information in each category of follow up that includes their name, how you met them, their phone number and email, and comments you might want to add for your own personal reference.
As you begin to do your POWER HOURS, most new people start with maybe 2 POWER HOURS a week. Eventually your business starts to grow from this, and you begin to do your POWER HOUR 5 days a week. Your business will continue to grow from this success where your 15 min increments of your POWER HOUR become daily increments. For example, your POWER HOUR could now consist of 4 day segments, no longer 4/15 min segments daily…
- Mondays – 9:30 to 2:30 - Team
- Tuesdays – 9:30 to 2:30 – Host Coaching and Dating leads
- Wednesday – 9:30 to 2:30 – Customer Calls
- Thursday – 9:30 to 2:30 – Recruiting Leads
- Friday – 9:30 to 2:30 – Household Duties to keep things running smoothly
- Saturday – FAMILY Time
- Sunday – FAMILY Time
And keep this schedule in your calendar date book and your phone calendar, so as you remember something, you can easily jot it down under the appropriate area. By having this type of system, you are organizing your time increments. And as you organize your time increments you begin to make TO DO LISTS under these categories. I've talked about setting Goals and creating lists, when it’s written down and scheduled into your date book, you will accomplish these tasks and become more successful in your business. – on the other hand, when you don’t set these time slots aside, you wake up in the morning, you have your tea, you do a load of dishes, you shower, you do a load of laundry, you have lunch, a friend calls you and you chat for a half hour, you go up to your office and start to tidy your desk so you can do some work, then you look at the time on your watch and say, “Holy Crap! It’s time to pick up your kids from school!” By creating Good Habits Patterns, you will become successful!
Remember, you don’t have to do 5 parties a week to be a great success in the business. Just do two or three, and make them the best they can be! All too often we assume our job is finished once we’ve held the party and submitted the sales; however, nothing is further from the truth. By creating good follow up habits early on, you can literally double and triple your personal party average, the number of shows you hold, and the number of datings you obtain from each party.
No matter how successful we are with our business, we will always have postponements and cancellations. When this happens, make it a habit to always replace lost datings immediately. When a party cancels, do not consider it a night off. Instead, pick up the phone and replace your lost party with two more, one to replace the one you lost, and one for insurance. You would have spent two to three hours away from your home doing the party; and you’re ready for business, so why not take that time to get on the phone to build – or rebuild – your business?
As a consultant, it’s important to learn early on that you can always control the outcome of your business. Your success depends directly upon your actions, not upon the actions of others. By creating good habit patters at the onset, you can be in control of your own success!
CUSTOMER CONTACTS
How to Generate Customer Contacts - Use The Customer Information Sheet
The customer information sheet (or survey) may be the most important and valuable part of the party for both you and your host. If used properly, it can expand your business through increased datings, recruiting, and sales; and it’s the best way to end your party and tie up all the loose ends.
Sometime during your presentation, pass out the customer information sheets to the guests. This could happen at the time you go through your folders at your parties - that's when I do them.
Go through the questions with the guests, use the following dialogue:
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QUESTION #1
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“My wish list is….”Ask your guests to “Imagine that you have an unlimited budget, what item(s) do you like best? What would you love to have that might not be in the budget for today.” The response is important because it creates follow-up dating and future reorder opportunities long after the show has taken place.
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QUESTION #2
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“I would like to host a show and get my wish list items for free or at a discount.” Use dialogue such as: “By saying ‘yes’ to this question, I can almost guarantee that whatever you listed as your wish list item on Question #1, you will be able to receive absolutely free or at a discount and it will help your host receive additional credit.” After each show, go through your slips, make appropriate notes (e.g., “buying a new home, “ “getting married in June, “ etc.) and place into your booking leads folder.
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QUESTION #3
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“I would like to be kept up to date on the latest products, sales specials, and/or upcoming events.” If you would like to receive a new catalogue or be notified about ongoing specials and promotions, please check yes to this question.” By answering yes, guests are giving you permission to contact them at a future time to introduce new products or to invite them to host/customer appreciation events.
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QUESTION #4
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“I am interested in more information on ongoing discount buying, etc.” This is where you want to tell a little about what Tupperware has to offer. Follow with: “If you would just like some more information, I would be happy to send you home with a information packet to look over in the privacy of your own home.”
Ask your guests: “Did you know that just by doing one show a week, you could eliminate almost any bill in your budget, next your mortgage?” |
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QUESTION #5
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“I know of someone who would be interested in hearing about this opportunity.” Ask for referrals – it’s a good idea to come up with some type of referral gift.
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CUSTOMER CONTACTS
How to Generate Customer Contacts - Use The Customer Care Cards
A customer care card is another way to help organize your follow up with your customers and add sales to your monthly totals. Here is a way to use these.
Ask customers when they are placing their purchase at the party if they were able to get everything they wanted on their order. If not, ask them if they would like to have a party to get it for free. If not interested, ask them if they would like me to contact them when those remaining items they wanted, go on sale. If yes, add them to your mailing list and ask them to fill out your Customer Care Card by writing the products they are interested in.
The most efficient way to use this system is with an index card box, complete with product dividers. Put your Customer Care Card in the product section your customer wants to be contacted about. You might even make duplicate copies of the card, if that customer is interested in a few different products. For example, if you customer wrote on her card FridgeSmarts, then you would put her card in the FridgeSmart Section of your index card box. When FridgeSmarts come on sale, during the 15-minute segment designated for your Power Hour, take the cards filed in this section and contact all the customers to inform them of the FridgeSmart Special. If your customer wrote on her card FridgeSmarts and Modulars, they duplicate her card, and put one card in the FridgeSmart Section and the duplicate card in the Modular section, then when one of those items come on sale, during the 15-minute segment designated for your Power Hour, take the cards filed in this section and contact all the customers to inform them of the item on sale.
This will increase your monthly sales, while also building great customer relations!
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CUSTOMER CONTACTS
How to Generate Customer Contacts - Use the 2 + 2 + 2 System
2 + 2 + 2
2 Days
Call # 1 is 2 days after the customer has placed their order. The purpose of the call is to thank them, that’s it. It’s an attitude of gratitude.
Hi Cathy, this is Kelley from Tupperware. I just wanted to say what a pleasure it was meeting you at Sarah’s party and I wanted to thank you again for your order.
She says, oh, thank you, I had a real nice time.
Your order should arrive in about 2-3 weeks and upon receiving it, if you have any questions, don’t hesitate to call.
OK
Goodbye
Hi Cathy, this is Kelley from Tupperware. I just wanted to say what a pleasure it was meeting you at Sarah’s party and I wanted to thank you again for your order.
She says, oh, thank you, I had a real nice time.
Your order should arrive in about 2-3 weeks and upon receiving it, if you have any questions, don’t hesitate to call.
OK
Goodbye
2 Weeks
Call #2 is 2 weeks after they have received their Tupperware. The purpose of the call is service.
Hi Cathy, it’s Kelley from Tupperware. I just wanted to call and make sure you receive your Tupperware OK.
I did.
Great! Did you have any questions? Have you used the product yet?
She will give you feedback.
Well that’s wonderful. I am so glad to hear that. Is there anything that I can help you out with right now?
No, not really.
Then this is the last thing you are going to say which sets you up for future calls…Cathy, I value you as a customer and customer service is at the top of my list, so periodically I will be touching base with you to see if there is anything else I can help you out with or how I can take care of your needs.
What are most people going to say? OK.
Great! Thank you again Cathy. Goodbye.
If they are not interested in this follow up, they will tell you and you just saved yourself a ton of time.
Hi Cathy, it’s Kelley from Tupperware. I just wanted to call and make sure you receive your Tupperware OK.
I did.
Great! Did you have any questions? Have you used the product yet?
She will give you feedback.
Well that’s wonderful. I am so glad to hear that. Is there anything that I can help you out with right now?
No, not really.
Then this is the last thing you are going to say which sets you up for future calls…Cathy, I value you as a customer and customer service is at the top of my list, so periodically I will be touching base with you to see if there is anything else I can help you out with or how I can take care of your needs.
What are most people going to say? OK.
Great! Thank you again Cathy. Goodbye.
If they are not interested in this follow up, they will tell you and you just saved yourself a ton of time.
2 Months
Call #3 is 2 months after call #2. The purpose of the call is building friendships.
Hi Cathy, I just wanted to touch base with you. How are you doing, how was your trip? Did you have a great time? (you will have notes on this person).
It was awesome! We went here and did this…
You are building friendships with your customers.
Well I was calling to see if there was anything I can help you out with right now, any gift giving items or special things for you?
I think I’m good.
Ok, great. I’ll talk to you in a few months. Then hang up.
Hi Cathy, I just wanted to touch base with you. How are you doing, how was your trip? Did you have a great time? (you will have notes on this person).
It was awesome! We went here and did this…
You are building friendships with your customers.
Well I was calling to see if there was anything I can help you out with right now, any gift giving items or special things for you?
I think I’m good.
Ok, great. I’ll talk to you in a few months. Then hang up.
Continue with the system
Then continue with these calls every 2-3 months but lead the call now with a product.
Hi Cathy, I just wanted to tell you about a featured item that we have this month and I am placing a special order for my customers this Friday.
Tell them about the featured item.
Is there anything that you are needing right now or is this featured product something that you would be interested in?
Hi Cathy, I just wanted to tell you about a featured item that we have this month and I am placing a special order for my customers this Friday.
Tell them about the featured item.
Is there anything that you are needing right now or is this featured product something that you would be interested in?
CUSTOMER CONTACTS
Create Your Power Hour Folder for Customer Contacts
Take a folder and label it - Customer Contacts. On one side of your Customer Contacts Folder, place your Customer Contacts sheets. Now that you have begun to Generate Customer Contacts through your Customer Information Sheets, Customer Care Cards, and using the 2 + 2 + 2 System, record all your contacts here on your Customer Contact Sheets.
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On the other side of your Customer Contacts Folder, place your TO DO TODAY IN POWER HOUR sheets. The day before your POWER HOUR, plan ahead who you will be making contact with and for what reason, and record your planning here. When the task has been completed, check it off. Record any outcomes or follow up needed under Comments in the Customer Contact Sheet.
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DATING LEADS
How to Generate Dating Leads
As you use your Customer Information Sheets, Customer Care Cards, and the 2 + 2 + 2 System, you will also generate dating leads. Customers from your Customer Information sheets who want a party at a later time - you will need to follow up with them. Customers from your Customer Care Cards who are interested in a product and it becomes a host gift or a host bonus, might now want a party to receive it for Free or a Bonus. Customers you call on a regular basis might decide that now they want to have a party - this happens when you keep in contact with your customers!
Create Your Power Hour Folder for Dating Leads
Take a folder and label it - Dating Leads. On one side of your Dating Leads Folder, place your Dating Leads sheets. Now that you have begun to Generate Dating Leads through your Customer Information Sheets, Customer Care Cards, and using the 2 + 2 + 2 System, record all your contacts here on your Dating Leads Sheets.
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On the other side of your Dating Leads Folder, place your TO DO TODAY IN POWER HOUR sheets. The day before your POWER HOUR, plan ahead who you will be making contact with and for what reason, and record your planning here. When the task has been completed, check it off. Record any outcomes or follow up needed under Comments in the Dating Leads Sheet.
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RECRUITING LEADS
How to Generate Recruiting Leads
As you use your Customer Information Sheets, Customer Care Cards, and the 2 + 2 + 2 System, you will also generate recruiting leads. Customers from your Customer Information sheets who want a party at a later time and decide to sell - you will need to follow up with them. Customers from your Customer Information sheets who checked off an interest of some sort - you will need to follow up with them. Customers from your Customer Care Cards who are interested in a product and it becomes a recruiting gift. Customers you call on a regular basis might decide that now they want to start selling - this happens when you keep in contact with your customers!
Create Your Power Hour Folder for Recruiting Leads
Take a folder and label it - Recruiting Leads. On one side of your Recruiting Leads Folder, place your Recruiting Leads sheets. Now that you have begun to Generate Recruiting Leads through your Customer Information Sheets, Customer Care Cards, and using the 2 + 2 + 2 System, record all your contacts here on your Recruiting Leads Sheets.
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On the other side of your Recruiting Leads Folder, place your TO DO TODAY IN POWER HOUR sheets. The day before your POWER HOUR, plan ahead who you will be making contact with and for what reason, and record your planning here. When the task has been completed, check it off. Record any outcomes or follow up needed under Comments in the Recruiting Leads Sheet.
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HOST COACHING
Party Success Happens as a Result of Being Host Coached Well
Do you want your parties to hold? Do you want higher party sales? If they answer is yes, then you need to bump up your Party Planning and become a Host Coach by following these 9 steps!
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After you have party planned in person with your new Host, the next day, a letter should be sent by email, thanking your new host for scheduling their party.
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When the guest list arrives from your Host with names and emails, email out this party invitation to the guests and cc your Host.
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Host Coaching calls should happen at 3 different times.
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Two days before the party, also email to the guests and cc the Host, the party invitation as a reminder to all guests.
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Email a thank you letter to your Host the day after the party.
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Also attach the points the Host earned from her party in the thank you letter sent to her.
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Create Your Power Hour Folder For Host Coaching
Take a folder and label it - Host Coaching. On one side of your Host Coaching Folder, place your Host Coaching Checklist. When you do your Host Coaching Calls, you now have a checklist to keep you on top of coaching with each host.
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On the other side of your Host Coaching Folder, place your TO DO TODAY IN POWER HOUR sheets (see above). The day before your POWER HOUR, plan ahead who you will be making contact with and for what reason, and record your planning here. When the task has been completed, check it off. Record any outcomes or follow up needed under Comments.
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