Committment phobes--booking past them

Ok, I have been doing some reading and research and have found some great tools that I will be posting on here for the next week or so...I hope these are helpful to everyone!

How many times has someone left one of your trunk shows “on the fence” about booking. They haven’t exactly said no but they aren’t ready to commit by saying yes. And how many times have you followed up with these leads repeatedly without reaching them until you finally give up out of frustration, feeling rejected and frustrated? If you’re like most social sellers, this is a common chain of events. Today I’m going to offer you a tool which, used properly, can virtually eliminate this scenario from your business. Have I got your attention?
A think-about-it packet is really exactly what it sounds like. You have someone who is on the fence and wants a little more time. Instead of just saying, “I’ll follow up with you next week” and then letting them walk out the door, hand them a think-about-it packet.
Now, my think-about-it packets are basically host packets, because it is always my intention to book them when I follow up, and I want them to have the packet so they have everything they need to host a party. So I put the same things in the think-about-it packet as I d in a normal host packet. I just call it a think-about-it packet. (Get it?) If they decide not to book the party, because they already have outside order forms and catalogs, you often talk them into at least doing a catalog show.
Here’s how the think about it packet works:
Before she leaves, I’ll say, “Tell you what, Marilyn. I want to give you some time to think about it. Would you be willing to take one of my think-about-it packets? All you have to do is take some time in the next few days, look over all the benefits, and think about doing a trunk show. I’ll follow up in a few days by phone.”
Here’s the important part. I will say to Marilyn, “Now, I just have three rules for my think about it packets.” (These are crucial to the success of this tool, and I say them pretty much verbatim when I gave out the packets):

1. Rule number one, you have to actually think about it, for at least a few minutes between now and when I call you.
2. Rule number two, you have to take my call when I follow up. When can we talk for about five minutes in the next few days? (Set up this time firmly on both your calendars so she’s expecting your call).
3. Rule number three, if you decide not to book a trunk show, you have to let me down easy. It’s that simple.

Now, I believe that people generally do as they’re told. I swear! It’s a pretty amazing phenomenon. So these rules are key because now she understands how to use the packet. More importantly, she’ll take my call (because it was one of the rules) and I gave her permission to say no. By telling her up front she can decide not to book, I take the pressure off of her and she’ll pick up the phone when I call. I’m telling you, this works! I’d say 90% of the time, the people who take my think-about-it packets are there at the time we agreed upon and actually answer their phones. And about 75% of the time, they booked a trunk show.
And that, after all, is the name of the game!
So, what do you think of this idea? I’d love to hear your feedback, especially once you use this tool. Feel free to share below.