Prepare for your workshop (all of this is optional but it is what I do!)

1. Prepare for your workshop (all of this is optional but it is what I do!) • ~10 Clipboards: Have the idea book, an index card, Consultant Kit Flyer and a pen • on each of them. (you give them the order form at the end when you are ready to take orders) • ~Deal or No Deal Game: • 10 deal or no deal envelopes with notecards inside that say $3 on each of them • 2 Hostess gift bags with a brownie mix, card that says $20, Hostess planner, Hostess Rewards Flyer, • 10 invitations if they want them (I go through the bag with them before I leave and ask if they want to • use the invites..usually they will just want to text/email their friends..so I’ll take the invites out and save them for another time) • ~10 Club HM thank you gifts: (for those that sign up for Club HM…people like to go home with something in their • hand) I usually attach a candy bar to a Studio Tips and Tools Book (or I have also made gift tags out of our • business cards and wrap 5 together to give out) • Arrive at Workshop 30 minutes early • ~See if she needs any last minute help…have guests eat the refreshments first while waiting for all guests to arrive! • ~Talk to Host about expectations for her. I tell my hosts to be verbally excited during the presentation and say how much she loves everything I am showing and saying. “Wow that is so cool!” “Oh my gosh, I can’t wait to get started” “I love that!” etc. This will be a huge influence on her friends! • ~Talk to Host about how to handle any “debbiedowners.” (If someone get’s into a “war” with you about another company that they use that is cheaper than us..likesnapfish or shutterfly..you want your host to quietly ask them to stop. She can say: “Sarah, I put a lot of time and effort into this party and I want it to be worth my time and the consultant’s time..it’s okay if you don’t like what you are seeing but please don’t ruin it for the rest of the guests here”) • Set Up • ~Lay products around kitchen table or couches, somewhere that they will feel comfortable picking them up and looking at them. • ~Lay clipboards on couches. • Greet Guests • ~As each guest enters be enthusiastic and professional, invite them to look at products, browse through the idea book and eat the refreshments! • While Mingling • ~Get to know your guests, find out if they are married, have kids, scrapbook, travel…like to take pictures..havemade photo books before etc so you can refer to them during your presentation. “Sally you said you like to travel..this 8x8 book is perfect for making books about vacations..” etc • ~I like to hand them a book and say “Isn’t this so cute..I can’t wait to tell you more about it..you are going to love this” • Idea Book Presentation: • ~ Use the idea book presentation!! It works and it is really easy! Guests will follow along in the Idea book as you go! • ~ When you talk about the greeting cards..have them write down who needs to hear from them on the index card you provided. HM will give them a greeting card when they join Club HM..you’ll talk about it later in the presentation. • ~ After you show them the video about how studio works, I have them get out their index card and write down 3 people that they know who would love Heritage Makers and put it in a drawing for $10 points. • ~I like to pass out the order forms at the end but you can put them on the clipboard if you want! • Tips: • ~ Mention that you love being a consultant several times during your presentation • ~ Be passionate about Heritage Makers so they can see how much you love creating projects with our program • ~ When you talk about where their photo’s and stories are this is where it needs to hit home that they have thousands of photo’s piling up on their computer and they NEED Heritage Makers. Be careful not to make Heritage Makers a fun “scrapbooking hobby” because that won’t appeal to everyone! However, most people will use our program for that! • Close the sale! In the Idea Book Presentatin where it says “We take all major credit cards so go ahead and fill out the best option for you” I say this instead.. • “Okay, so now that you are all in love with Heritage Makers and are just so excited to get started, I am going to pass around these order forms and help you decide what package to get started with. You can refer to page 46-47 at the end of the idea book. Just give us a try for at least 3 monthsby signing up for Club HM today” • Tips: • ~Start with the person who is most excited because whatever they order..everyone else will order it too! You need to tell them what they want to order. Tell them they want Club HM with the Add-on! It’s the best value for them!! • Overcoming Objections! I try to talk about some of these during the presentation so they don’t have any excuses at the end! • “I just want to start out as a basic client and try it out” If they don’t want Club HM it’s usually because they just don’t understand it! You might need to explain it again! • “I don’t have time for this right now” (no-one does..that’s why they need HM) • “I understand and that is why you NEED Heritage Makers! I suggest using our templates! The work is done for you! Just add your own pictures and text and you are done! • “I don’t have any money right now” (they should be your next hostess) • “I understand, let’s get you hosting a party for me and you’ll earn those products for free! Maybe by then you can free up some money to get started on Club HM yourself!” • “I need to go home and talk to my husband about it” (don’t let them leave without their order form completely filled out including credit card information..or else you might never hear from them again) • “I understand, our parties are a little different in that I need to close this party tomorrow so that everyone else can get started on their projects so just fill out your order form with what you would want if your husband says it’s okay and include your credit card information. I’ll keep your order form and you can go home and talk to your husband about it. If he say’s no, just call me before 10am and I will rip up your order form! If I don’t hear from you I will assume that everything is okay and I’ll process your order!” • “I already use another company that I am happy with” (refer to the Shutterfly/HM flyer)