Working with Different Personalities

We all have different personalities and that's what makes us work so well together BUT sometimes we have a hard time understanding, knowing how to sell to, or working with people that function differently than we do.

Many of you may have heard about color personalities.  We use a color system from George Boelcke.  He has done many studies and came up with a simple system of using 4 colors... 

Green, Gold, Orange and Blue.

Knowing what top colors people are helps us to know how to sell to them, how to get them to host parties and how to recruit them easier.

First thing you need to do is find out which color/s are your top ones.  Take this test.  Usually people will have 2 dominant colors and they can change. 

We got that test and our information from George's book Life in Colors.  (Find it on your website.) Great read!  

This will not only help you with your business but help you with your family life as well.

My husband and I are complete opposites and this book helped me to understand him better and his way of thinking and doing things.  Worked miracles on our marriage when he finally started to understand me as well.

Now that you've taken the test and know what colors you are, let's give you a better understanding of what those colors are!  Here is a simplified version.  Below that there are a few links to videos on people talking about their personalities.

Blue

Group of Blues

Gold

Group of Golds

Green

Group of Greens

Orange

Group of Oranges

Selling to different personalities...

To sell to ALL personalities at your parties have each of these things...

*Be energetic
*Give CORRECT information (if you don't know, ask someone and get back to them)
*Be a friend and genuine to everyone
*Be prepared and not totally scatter brained

Selling to different personalities

Recruiting different personalities

How do you find out what color someone is?

One obvious way is have them take the test BUT what if you are at a party or a booth?  That would be silly to have someone take a quiz.  Here are a few ways to tell what color someone is quickly:

What color are they?

Book Drives

What is a book drive?

Book drives have been a fun way to get books into the hands of children and organizations that otherwise wouldn't have the opportunity.

What happens is you find a group/organization/business that you feel passionate about helping and you collect monetary donations from friends, family and businesses in your area to go towards books for the organization.  Here is a quick video telling a little bit more about it and I'll give you the run down below on how to actually accomplish this task.

Book drives

Choose your charity

Pick a group, organization, school, etc. that you feel passionate about helping! (family in need, homeless shelter, foster kids, low income school/group, sick children, organization that helps any of the above, etc) 

 Contact the charity/group/org to let them know what you would like to do: 

“Hi _____. I am a local rep with a children’s book publisher – we are running a large nationwide book drive to raise money to purchase books through our donation match program and donate to kids in our community who need them. I’m excited to let you know that I would love to have my local donations go to [your kids] [your organization] and have set the goal to get $1000 in books donated! The book drive is taking place on Friday – I will touch base with you then to find out if you have any specific book needs and we will do our best to fill them! Thank you for what you do!”

Set your goal

Set it for at least raising $500 (you qualify for 50% MORE in free books for you to donate when it hits $250 but $500 is so much funner and that $500 donation will get $750 in books). 

 Set your goal high…what would you LOVE to do? Donate $1000 in books? Then set your donation amount for $700…or more! 

Pick your time period during which you will run your Book Drive (the shorter the better, some only do 24 hour book drives)

Get donations

Personally message, email, call friends and family.  Let them know what you are doing and how they can help.

Businesses are always looking for a tax write off.  If you are working with a non-profit organization they can write it off on their taxes.  This is a great way to get donations but takes time.

I set up a youcaring.com account for an easy way to get donations from those with the desire to help.

Sample wording to use...

Hi Sam!  How are you my friend?  I am not sure if you saw my posts on Facebook, but wanted to send you a message in case you want to be a part of something special. 

Earlier this year I partnered with Christmas Box International, a nonprofit organization that helps children who have been abused and neglected.  Because of their life circumstances, these kids are SOO far behind in school and have tremendously harder lives because of it.  Children with books do significantly better in life than those without, and so we've decided to do something to help these kids.  We are raising money to get these kids books on Christmas morning.  Many of these kids have never even had a Christmas and it breaks my heart.  My company will be matching all donations by 50%.  That means a donation of $50 will get $75 worth of books and even a $10 donation will get $15 worth of books.  If this does not work for your budget, I totally understand.  But if donating is possible.. it would be greatly appreciated!  I will need to have all donations by _____  so we have plenty of time to purchase, wrap and deliver these books.  You can help by donating here (youcaring link).  Or you can contact me. 

Thanks for considering partnering with me on this!  We are changing the world... one book at a time!

Here is a sample info post I posted for mine.

Book drive letter sample

What do I do after I collect donations?

You will want to coordinate with the organization and find out what ages and types of books they are looking for.

Order the books in order pro under Literacy for a Lifetime.

Don't forget to thank all those that donated.  I like to send them all a note in the mail.  You can also purchase nameplates to put in the cover of the books to thank those that donated.  Ask the organization FIRST if it would be ok to put the nameplates in the books.

Booths

Why do a booth?

Fresh Leads for Parties 

  Extra Sales – Recruits 

  To Get into a New Area 

  Practice/Learn – Training 

  Hands-On Advertising 

  To Project Stability 

  To Make Money!! 

Booths are a great way to find new customers/hostesses/recruits.

They are not always money makers but the real reason to do a booth if for those new leads.

I personally LOVE booths and all the new people I get to meet.

Here are some of the policies and helpful information that home office provided.

**PLEASE read through it and make sure you are following the rules.**

Booth Policies

Before I post more helpful information, here is a quick video explaining more about booths and where you can find them, what to do when you do find one, what to take, and how to book.

Booths

Just a few places to find booths are...

News websites

City websites

Event center websites

Facebook vendor pages

Friends from other direct selling business

Newspaper (search events coming up)

Ads (often they will say vendors wanted)

When you've found a booth, ask yourself these questions...

If I spent the same time calling leads/asking for referrals… Would I sell/recruit more than at this booth or book fair?   

Would I be okay if I didn’t make the booth fee back?   

Is it in an area I am willing to travel to and do parties/follow up?   

Am I going to honestly follow up on the leads I get?  

How do I get books for my booth?

Build up inventory by doing your own parties

Borrow books from consultant/leader near you

Consignment (you will need to be out of your incentive period)

**DISCLAIMER**
If you DO get consignment you will either need to do other events, have a flash sale OR pay to have it shipped back if you don't sell it all at your event.

What should I take with me?

(this list may have more than you need to take to some)
Books

Tent

Tables

Chair

Tablecloths (no need to buy some. I used sheets for years)

Some way to show off books (racks, baskets, ect)

Calendar

Calculator

Receipt books of some sort

Cash/coins

Card reader (I use square)

Book Drawing Form (click on that link for mine)

Pens

Recruiting Brochure

Catalogs (I take 1 large and some mini to pass out)

Business cards (if you want)

This audio training is a MUST if you want to book at your booth!

Listen to it every time you do a booth!

Booking at a Booth

Booth Specials
Don't feel like you have to offer a special, but if you'd like to you can offer one of the booth/event sales here: Buy 4 Get 1 Free
Or you can showcase the very popular combined volumes and box sets.
Find flyers to advertise these here.

Most importantly...

HAVE FUN!!!!!!!

School and Library

I LOVE working with schools and libraries.

It's not for everyone but is another great avenue to get our books into more sales.

Here is a video where I tell you the ins and outs.

Schools and Libraries

So you are SUPER excited to get working with your child's school and providing our books for them by selling to the librarian, doing bookfairs, talking with their teacher, and chatting with the PTA about all our awesome programs...

you MUST become an Educational Consultant FIRST before you start talking to anyone.

After you become an educational consultant then you will want to make sure the school isn't already listed by another consultant.  You can do this by going to your back office, clicking on Educational Services, scrolling down and entering the information under listing search.  IF the school/library is listed than you CANNOT talk to them.  They are already being helped by another consultant.  Be patient and the listing may become available in the future.  Go and find another school/library to work with.

Now I just want to do a quick intro to the programs available for schools and libraries.  You can find more info in your back office.  There are some amazing audio trainings on all of these as well.

Reach for the Stars is a GREAT pledge-based reading incentive program with a goal for the kids to read (or be read to) for 300 minutes over a 2 week period.

Those participating develop a reading routine and receive books along with other prizes based on the pledges and reading time.  

Reach for the Stars

Printable brochure

Literacy for a Lifetime is a 50% matching grant program.

Literacy for a Lifetime

LFL brochure

Book Fairs

Why are our book fairs different?

We are 100% commercial free (no TV characters, ect..)

We do all the set up and take down

The school/library can choose from ALL our books and not just what's left over

1/2 price replacement policy

Our books are PHENOMENAL!!!

What are the benefits from ordering from UBAM?

Why order from UBAM?

Cards for a Cause

Cards for a Cause is a fundraiser that ANYONE can do.

It's a great way to get quick sales and help people raise money for whatever they may be in need of.

Watch this video with a little more info.

Cards for a Cause

If anyone is in need of more information, you can either send them the packet found in your back office in the consultant toolbox under Cards for a Cause or send them to this website...

Cards for a Cause website

Just a breakdown of what it is...

They are boxes of 30 cards for $30 in a super awesome box.

The organization can get UP TO $13 a box.  If they are tax exempt they can get $13.  If they are not, you just take the price of tax off their $13.

You make 10% on Cards for a Cause.

You can find all these graphics and the order form to print off once again, in the consultant toolbox under Cards for a Cause.  Here is the printable order form.

Order Form

Who can do this fundraiser?  ANYONE!!!  Here are just a few ideas!

Sports groups

Schools (you DO need to be an EC and have the school listed)

Music groups

Homeschool Families

Individuals raising money for ANYTHING

Adoption

Medical bills

Etc...

Home Parties

Every home party is different. I have not used the same "script" for any of mine.

Instead of sharing script ideas, in this post I'll be sharing some fun and creative ideas to help keep your guests engaged and informed.

Links:

Drawing/ Customer Information Slip 

(You can also purchase customer info slips in the business supply store.)

Home Party Checklist

(You can also find a checklist in your consultant toolbox.)

Hostess Checklist
Do you like to give your FB hosts a checklist? The same can be done with home party hosts!

A few points to remember:

*Always talk about having fun and earning FREE books for hosting their own party

*Don't skip your recruiting talk- they expect it at home parties!

*Make sure you know which books are OOS/OOP- print out the list if needed. You don't want to have to make that awkward phone call after the party is over.

*Don't guard your books! Let them browse.

*Parties are better with food! Let your host know that it is not required, but definitely appreciated if she provides some kind of refreshments for her guests.

*Have your host personally invite (in person, printed invitation, text, or phone call) and follow-up! 

The FUN part- after all, it is a party!

*I will be sharing a variety of ideas... PLEASE don't use all of them at one party!

Any time a prize is offered, you are responsible for providing it. You can give them a prize during the party, apply it during the order, or offer them an upgraded prize for hosting their own party.

Book lady for a minute!

Have your guests choose a book when they arrive. Have them tell everyone what they like about the book they've chosen. Always add the great selling points of the books when they finish, but keep it short. Often, the book they pick up is one they end up purchasing!

Purse Game: This game is kind of long and would have to be used for your entire presentation. It is pretty fun with a large group. I skipped some and changed a few of the books when I used it. I found that I should only show 1-2 books for each category, otherwise it drags on. (Purse Game graphic is not branding approved, but feel free to print and use it as your notes to read for the game, please don't display it.)

BINGO

Have the guests fill out the BINGO card with books that interest them when they arrive. They mark one off each time you pick up the book to talk about it. The winner (first to get BINGO, or has the most BINGOs) wins a prize.

Judging a Book by the Cover

There are no prizes in this game, but it's a fun one. I have each guest (or a few people if it's a large party) choose a book that they would NOT have picked up based on its cover. I make a pile of the books and then try to change their mind by telling them how amazing each one is.

A display at one of my New Titles parties. I used a lot of surfaces.

Whatif Monster Game

Bring your Whatif Monster plush. Read the book and have the guests pass him each time you read the words "what if". The person holding him at the end gets a prize. I do a monster-themed book, usually a paperback copy of Jonathan James and the Whatif Monster.

Chocolate Game

Read trivia questions from our book "Stories of Inventions" and toss a small chocolate to the first person to answer correctly. This is a great way to show how FUN our non-fiction books are. You can also theme the entire party around chocolate (Fondue fountain, brown decorations, etc.)

Poetry and Points

Feature "Kooky Crumbs" and talk about poetry and rhyming, then read this points poem. The one with the most points wins! (This poem is NOT from the book)

Find the Duck

Feature the book "Find the Duck". Hide a rubber duck before the guests arrive. The one who finds it gets a prize!

Party with kids:

Nibbles Scavenger Hunt!

Read "Nibbles the Book Monster" and create a scavenger hunt for the Nibbles plush (he escapes out of the back of the book). Have the kids follow the clues while you talk to the parents. Have Nibbles be hiding with stickers, bookmarks, or another favorite book (prizes or the next book you talk about).

**Go with the flow!** 

Sometimes your party guests just want to socialize. That's OK! Let them. Be there to answer questions and offer recommendations. 

There are lots of videos on YouTube with home party examples. If you are someone who NEEDS more of a script, search there for some ideas.

Booking it!

Getting Bookings

As you're getting your business off the ground there are 2 main options for securing future bookings:

- Holding your own Launch Party

or

- Messaging friends and family and inviting them to host their own parties

These options are STILL available for those who have been working the business for a longer period of time, just in a different format:

- Hold your own party, mystery hostess party, new titles party, etc.

or

- Go through your friends list and invite friends and family to host (this may include past customers and past hostesses)

Blurbs you could use (PLEASE use your own words. It will be VERY obvious if you send a prepackaged blurb to your friends and family.)

Hi NAME! How are you? I was thinking about you, and I wanted to tell you about my new adventure! I love Usborne Books so much I decided to join so I can share them with you! They have amazing interactive and educational books for children ages baby through young adult! I am hosting a party on Facebook to launch my new career! I would LOVE to see you there so I can show you some books your family would absolutely love! The party is on X date at X time. Would you like an invite?

Hi NAME! How are you? I was thinking about you, and I wanted to tell you about my new passion! You already know how much the kids and I love to read- we love it so much I decided to join Usborne Books and More! If you aren't familiar with them, they have incredible books for babies through young adults that the kids really love! In my first 12 weeks I can offer DOUBLE FREE book rewards to me friends! I would love for you to be one of the first of my friends that gets these books for free! I have X date and X date available. Which one works for you? 

(Tweak blurbs for mystery hostess, new titles, etc.) 

Once you start booking parties, you'll find that the BEST place to book parties is AT a party! 

- Make it a goal to have at least 1 booking per party

- Always have a booking post

- Have a customer survey (See How-to Videos link to set up your own)

- JUST ASK! Ask your guests if they would like FREE books!

***SAMPLE PARTY BOOKING POST*** (Please use your own words)

Can't beat FREE! Just ask your lovely hostess: it's FAST, FUN, and EASY to host a party! And the best part- FREE BOOKS! Check out the pics in the comments: these were all sent to me by my hostesses last month! This could EASILY be you! Comment below by filling in the blank "I want to party in_______" and I'll give you a FREE shine-a-light of your choice at your party! 

You can recruit your hostess to help you get bookings. Offer her an incentive to get bookings FOR YOU! "Jessica, for every person that books a party from yours I'll give you $5 extra in FREE books! Do you have any friends that you think would be great at hosting?" 

Other places where you can get bookings:

Booths

Book Fairs

Baby Showers

Play Dates

Libraries

Pretty much anywhere: SPEAK UP! Remember, you are offering something great: fantastic books for FREE! 

What happens if someone CANCELS?

It happens. And sometimes it's unavoidable. Here are some tips:

- Try to reschedule

- Ask them for referrals. You did after all set aside the time in your calendar, maybe they can help you fill it!

- Don't get down. Move on :) 

What happens if you ask someone to host and they say NO?

- They aren't saying "no" to you, just to the opportunity to host. Don't take it personally.

- Try again in a few months! Sometimes it's just not a good time for people. Be sure to point out WHY now is a good time to host (new titles, back to school, hostess special, etc.)

- ASK WHY! (Really, it's ok to ask.) This will open the dialogue for you to try and overcome the objections they might have about hosting. Most often, people say "no" because they are afraid no one will come to their party, but you already know how to help her get people there!

FAQ

Q: Do you let guests know that their hostess needs bookings in order to claim her rewards?

A: In a word: yes. I tag the host in my booking post during her party and ask her which of her friends would be GREAT at hosting! I also mention to them that for everyone that books a party with me, their friend gets $5 extra in free books.

Q: How will Home Office know if there is a booking from the previous party or not?
A: In order pro -> page 2 you will need to fill in the information for the booking in order to claim your hostess rewards. You can see below that this party is in my name and a REBOOKED myself for the future to qualify for the monthly hostess special.

Q: Will it matter if the booking date is changed? 

A: No.

Q: What is the best way to get bookings from a booth?

A: Book them RIGHT THERE! Let them know that they can get these books for FREE by hosting a simple home or online party. Let them know your available dates, and ask them to host! Add them to Facebook then and there so you don't lose them. Alternatively, contact them the day after your event and try and secure a booking.

Q: Where do you find the monthly hostess specials?

A: Back Office Home -> Essentials -> Current Specials