New Consultant Script

New Consultant Booking Script revised 12/07/04
“Hi, __________ this is _______. Do you have a quick minute? The reason I’m calling is that I have just started a new business with Mary Kay Cosmetics and part of my initial training is to practice on (# faces) within the next 2 weeks. What I’d like to offer you is a gift certificate as a thank you for your time for free Mary Kay products. You can use it on anything you like…body lotion, face wash, lipstick, whatever makes you happy.

"You'll get a one-on-one free pampering appointment with me and the free gift certificate. The appointment takes a quick hour and I come right to you. You'll get a free Satin Lips and Satin Hands treatment, a skin care consultation, and a very natural makeover. (I promise we won't make you look like a naughty girl or anything like that!) PLUS, you'll get the free gift certificate. What's better for you - daytime or evening?"

Tell her when your next opening is. It's best to book these appointments very close! Whenever possible, schedule her within a couple of days.

"I need to ask you a few quick questions about your skin, plus get directions to your place. 

”Tell me about your skin. Is it sucky dry, drippy oily, or something in between?
If there were one thing you'd like to see improved about your skin, what would it be?
Do you mind if I ask, what do you currently use to wash your face?
Would you say your skin is ivory, beige, or bronze color?
Do you wear lip color once in a while?
**Have you tried Mary Kay never, eons ago, a couple years or a couple months?

”Just one last thing, _____. I work by appointment and I have lots of people waiting for appointments, so if you do discover you need to fine-tune the date or time, I'd really appreciate the courtesy of a quick call so I can put someone else in your place. Does that sound fair?

”My phone number is ______ . If I don't hear from you, I will assume we are good to go, that no news is good news, and I will definitely show up on _____ at _____. I won't call or send a note in advance. You can count on me to be there rain, shine, sleet, or snow at _____ on _____, OK?





”By the way, it's just as easy for me to do 3 or 4 people as one. You'd probably expect me to tell you that you look great no matter what. “You know, ____, I can get my 15 faces done faster when you share your pamper session with a friend or two. Is there any reason why you wouldn’t want to have a few friends over? I think we’d have a ball! Plus, I can give you extra FREE

product as a thank you and for helping me with my training. Remember, if it’s just the two of us, that’s just great too. I will be there whether it’s with friends or just us.”

As you can see, I never mention the exact amount of the gift certificate. This is intentional, so that you can use your judgment for what to give her. Most people are too polite to ask the amount anyway. I don’t use a physical gift certificate to give them. When we are doing our table close, I have her cross out the price of the set and write in the amount with the discount I’m giving her and it’s usually $10.
 
** As you’re talking with her, if you discover she already has a Mary Kay Consultant, please use the Golden Rule and do not schedule her for an appointment. Explain that your client would not likely know she already had a MK consultant and we do not steal customers from each other and thank her for being a loyal MK customer herself. Make her feel SPECIAL, but do not schedule the appointment. Gracefully explain our Golden Rule.