Kathleen Koclanes, Darla Lewis, Annette Monthey, Janie Fotes, Vickie Hubbard: Hostess coaching
Wednesday, February 01, 2006
Monday, January 30, 2006
Go-Give: Very Important!
This is very dear to my heart. This is my experience with Go-Give since I started and I realize everyone has a different experience. So please listen with an open ear. Thank-you. by Kathleen Koclanes, Independent Executive Senior Sales Director with Mary Kay Cosmetics.
Booking From Your Classes
Kathleen Koclanes, Judy Calloway, Janie Fotes, Annette Monthey, Darla Lewis, Emma, Vickie Hubbard:
Wednesday, January 25, 2006
Tuesday, January 17, 2006
Booking
Kathleen Koclanes, Darla Lewis, Brook Badget, Christy Reed, Annette Monthey, Janie Fotes, Vickie Hubbard, Judy Calloway. Booking.
Friday, January 13, 2006
Tuesday, December 20, 2005
Monday, November 07, 2005
Getting Your First Bookings
GET BACK TO THE BASICS
Make a list of all the women that you know that have skin and put them in 33 lists. First, people you think would have a class for you. Second, people you think would not have a class for you. Third, people you think would be excellent Mary Kay Beauty Consultants.
Then you want to decide what you want to start with as far as your Perfect Start week or your Power Start week. Your Perfect Start week is holding 5 classes in 2 weeks and your Power Start is holding 10 classes in 2 weeks. Then you read your Career Essentials and your workbooks and you can decide on your own. A week from now, 2 weeks from now, 3 weeks from now, 2 months from now - it doesn't matter, just let me know when you want to do it.
Start to call your customers and start getting dates from your customers. Use your script from the Career Essentials books that you get in your beauty case. It's something like this:
Hi, this is _____. I am so excited. I'm a brand new Mary Kay Beauty Consultant and for my first week of training , I need to book 8 classes. My director told me to select people that just love people and love to have classes and I thought of you right away. Wouldn’t it be fun to have a facial and play make-up with a couple of friends? We’ll have a great time and you can earn lots of free product. I think you'd be great! What would be better for you? The beginning of the week or the end of the week? Morning or afternoon? Daytime or evening? 7 o'clock or 7:30?
Keep giving them choices until they have selected a day and a time, and then you open up your date book and you say: OK, I have Thursday open or Friday open at 7:30. Which is best for you?
Or, if you're getting all booked up and you don't have many times available, you say to them: I have Tuesday night open or Saturday morning open. Which is better for you?
It's really important to give them choices. If you don't give them choices, they'll get really
confused and say, "Oh, I'm just too busy, I can't do it", and you'll lose a booking. So, make sure that you give them choices.
Make a list of all the women that you know that have skin and put them in 33 lists. First, people you think would have a class for you. Second, people you think would not have a class for you. Third, people you think would be excellent Mary Kay Beauty Consultants.
Then you want to decide what you want to start with as far as your Perfect Start week or your Power Start week. Your Perfect Start week is holding 5 classes in 2 weeks and your Power Start is holding 10 classes in 2 weeks. Then you read your Career Essentials and your workbooks and you can decide on your own. A week from now, 2 weeks from now, 3 weeks from now, 2 months from now - it doesn't matter, just let me know when you want to do it.
Start to call your customers and start getting dates from your customers. Use your script from the Career Essentials books that you get in your beauty case. It's something like this:
Hi, this is _____. I am so excited. I'm a brand new Mary Kay Beauty Consultant and for my first week of training , I need to book 8 classes. My director told me to select people that just love people and love to have classes and I thought of you right away. Wouldn’t it be fun to have a facial and play make-up with a couple of friends? We’ll have a great time and you can earn lots of free product. I think you'd be great! What would be better for you? The beginning of the week or the end of the week? Morning or afternoon? Daytime or evening? 7 o'clock or 7:30?
Keep giving them choices until they have selected a day and a time, and then you open up your date book and you say: OK, I have Thursday open or Friday open at 7:30. Which is best for you?
Or, if you're getting all booked up and you don't have many times available, you say to them: I have Tuesday night open or Saturday morning open. Which is better for you?
It's really important to give them choices. If you don't give them choices, they'll get really
confused and say, "Oh, I'm just too busy, I can't do it", and you'll lose a booking. So, make sure that you give them choices.
Inventory
The next decision that you need to make is how you want to start with your inventory. Most consultants choose to start with product that they can sell to customers. Did you like it when you had your facial and your consultant was able to give you your product right away? It has been proven that women will buy three times as much if they can have it and take it home immediately.
There are different ways you can start. It is totally up to you on how you want to start your business. I'm going to go through them quickly.
The smallest way is a $200 wholesale order which is $400 retail at a 50% discount. Basically, it's enough to use on your own face and you at least get qualified. In order to get paid a commission on your recruits, you must place a $200 wholesale order every third month. This gives you what they call an earned discount privilege. You may order as much or as little product that you want for two months after you place a $200 wholesale order.
Next is the $600 wholesale order which is $1,200 retail. The suggested loan is $800 because it includes tax and extra sales aids.
Advantages
you always get a 50% discount
the company freight for any order is $8.35 whether it's $18, $500, or $1,000
you get free product when you start with a $600 wholesale order - that does change depending on the contests the company is having at the time
you can deliver it on the spot to your customers
There's very little glamour, no body care, hair care, fragrances - it's mostly TimeWise and a little bit of glamour.
Disadvantages
you do have to reinvest until you build your inventory to meet your activity level
your customers will have to wait
What will happen is after you go home from your shows, you must figure out what everybody needs, write it down on a piece of paper, and place an order. When your order comes in, you have to figure out who gets what; you have to call everybody up and tell them that the order is in; and you have to set up a time to deliver the product. They figure that it takes an extra 9 hours a week if you don't have the inventory, which means you're making less of a profit.
Note Attached Flier: "Starting Out With A $600 Wholesale Order And Reinvesting"
Your activity level will depend on how much you do with your business. If you're just going to be a reorder consultant and you're not going to do shows or facials, a $2,400 wholesale order minimum is usually what I suggest. At least you'd have one of all the things that sell easily.
Next is a $1,200 wholesale order which has a $2,400 retail value. The suggested loan is $1,500 because that includes tax and extra sales aids.
Advantages
You always get a 50% discount
You get more free product than in a $600 wholesale order
You can deliver on the spot to about 12 customers
Product for maybe 3 classes
Minimum glamour and still no product lines of nail care, body care, hair care, fragrances, skin care, or anything else.
Disadvantages
You do still have to reinvest, usually a reinvestment of 6 to 8 times more of a $600 wholesale order
Next is an $1,800 wholesale order which is $3,600 retail, which is a "Sapphire Star Consultant" Order. Suggested loan is $2,200, which includes tax and extra sales aids.
Advantages
You always get a 50% discount
You are now a "Sapphire Star Consultant"
You get prizes from the company
You get even more free product
You get your "Ladder of Success" pin with your 1st Sapphire Star from the company as a prize
The 1,800 wholesale order is not quite one of everything. You get a little more basic and a little more glamour. You still are not getting things like colognes and Men's Skin Care and stuff like that unless you get it in place of the Basics. You can order according to what you want and we will help you figure that out.
Next is a $2,400 wholesale order which is $4,800 retail. It's a "Ruby Star Consultant" Order. Suggested loan is $2,900, which includes tax and extra sales aids.
Advantages
You always get a 50% discount
You are now a "Ruby Star Consultant"
You get prizes from the company - You go up a Prize Level here
You get even more free product
You can deliver to about 25 customers on the spot
You get your "Ladder of Success" pin with your 1st Ruby Star from the company as a prize, and you will get recognition for being a "Ruby Star Consultant"
Next is a $3,000 wholesale order which is $6,000 retail. You're a "Diamond Star Consultant". The suggested loan is $3,600, which includes tax and extra sales aids.
Advantages
You always get a 50% discount
You are now a "Diamond Star Consultant"
You get prizes from the company - You go up another Prize Level here
You get even more free product
You're getting to a more workable level of inventory where you can do maybe one class a week and still be OK and be able to put your order in maybe once a month to keep your inventory at a decent level
You get your "Ladder of Success" pin with your 1st Diamond Star from the company as a prize, and you will get recognition for being a "Diamond Star Consultant"
You are closer to a profit making business. Some of you will be able to take a profit at this level if you are just doing a facial or two or have reorders.
Last is a $3,600 wholesale order which is $7,200 retail. Wow! You're an "Emerald Star Consultant"! The suggested loan is $4,300, which includes tax and extra sales aids.
Advantages
You always get a 50% discount
You are now an "Emerald Star Consultant"
You get prizes from the company - You go up even another Prize Level here
You get a lot more free product
You can start holding classes right away. You can have 3-5 classes your first week and you won't run out of many products.
You can deliver to almost everyone on the spot
You get your "Ladder of Success" pin with your 1st Emerald Star from the company as a prize, and you will get recognition for being an "Emerald Star Consultant"
We never, ever, ever buy products from other consultants. Moreover, you should try to trade as little as possible. That's why we're not a multi-level company. We only buy from the Company. If you need products and you run out of them, you really need to put in an order to the Company to get whatever it is you need.
The Company has been having lots of neat things where you can get a few items at a time now without having to pay full price. We don't ever, ever exchange money or purchase products from elsewhere, because when you do that, you are taking away from your business. You don't get credit for your own prizes, and your recruiter doesn't get credit, and your director and so on and so on…
At any level, you're still going to run out of a few products now and then. The reason that consultants are not afraid to start with inventory is because it is guaranteed. You decide you don't like Mary Kay, you can send you products back and get your money back from Mary Kay - 90% of what you paid for it. Very few consultants choose to do this because if they do send their product back , they can NEVER become a Mary Kay Consultant again. Very rarely is there a consultant that quits Mary Kay Cosmetics with the idea that she will never be able to become a consultant again. Most of them quit with the idea that someday they would like to come back to Mary Kay Cosmetics at a later date because it's such a fantastic opportunity and career. At least you don't have to be afraid to get your inventory. You have that option. It's like a "Safety Net".
I know that when I got into Mary Kay, I thought - gee whiz, I just bought a car and I'm not making any money on that car. Why would I not want to invest that much into my own business when I'm guaranteed my money back and I can double my money?
When I went to college for 2 years, I spent a lot of money. I did not graduate and when I didn't graduate, I did not get my money back and I was not able to take advantage of the time that I spent in college.
We have found that it saves about 9 hours a week for a consultant when she's able to give the product to the customer immediately. Therefore, what you need to do is if you haven't already decided what you want to do about inventory. Then you need to go ahead and make that decision. You let us know and we'll tell you what your next step is and what you need to do to get started, and we'll help you put your order together.
There are different ways you can start. It is totally up to you on how you want to start your business. I'm going to go through them quickly.
The smallest way is a $200 wholesale order which is $400 retail at a 50% discount. Basically, it's enough to use on your own face and you at least get qualified. In order to get paid a commission on your recruits, you must place a $200 wholesale order every third month. This gives you what they call an earned discount privilege. You may order as much or as little product that you want for two months after you place a $200 wholesale order.
Next is the $600 wholesale order which is $1,200 retail. The suggested loan is $800 because it includes tax and extra sales aids.
Advantages
you always get a 50% discount
the company freight for any order is $8.35 whether it's $18, $500, or $1,000
you get free product when you start with a $600 wholesale order - that does change depending on the contests the company is having at the time
you can deliver it on the spot to your customers
There's very little glamour, no body care, hair care, fragrances - it's mostly TimeWise and a little bit of glamour.
Disadvantages
you do have to reinvest until you build your inventory to meet your activity level
your customers will have to wait
What will happen is after you go home from your shows, you must figure out what everybody needs, write it down on a piece of paper, and place an order. When your order comes in, you have to figure out who gets what; you have to call everybody up and tell them that the order is in; and you have to set up a time to deliver the product. They figure that it takes an extra 9 hours a week if you don't have the inventory, which means you're making less of a profit.
Note Attached Flier: "Starting Out With A $600 Wholesale Order And Reinvesting"
Your activity level will depend on how much you do with your business. If you're just going to be a reorder consultant and you're not going to do shows or facials, a $2,400 wholesale order minimum is usually what I suggest. At least you'd have one of all the things that sell easily.
Next is a $1,200 wholesale order which has a $2,400 retail value. The suggested loan is $1,500 because that includes tax and extra sales aids.
Advantages
You always get a 50% discount
You get more free product than in a $600 wholesale order
You can deliver on the spot to about 12 customers
Product for maybe 3 classes
Minimum glamour and still no product lines of nail care, body care, hair care, fragrances, skin care, or anything else.
Disadvantages
You do still have to reinvest, usually a reinvestment of 6 to 8 times more of a $600 wholesale order
Next is an $1,800 wholesale order which is $3,600 retail, which is a "Sapphire Star Consultant" Order. Suggested loan is $2,200, which includes tax and extra sales aids.
Advantages
You always get a 50% discount
You are now a "Sapphire Star Consultant"
You get prizes from the company
You get even more free product
You get your "Ladder of Success" pin with your 1st Sapphire Star from the company as a prize
The 1,800 wholesale order is not quite one of everything. You get a little more basic and a little more glamour. You still are not getting things like colognes and Men's Skin Care and stuff like that unless you get it in place of the Basics. You can order according to what you want and we will help you figure that out.
Next is a $2,400 wholesale order which is $4,800 retail. It's a "Ruby Star Consultant" Order. Suggested loan is $2,900, which includes tax and extra sales aids.
Advantages
You always get a 50% discount
You are now a "Ruby Star Consultant"
You get prizes from the company - You go up a Prize Level here
You get even more free product
You can deliver to about 25 customers on the spot
You get your "Ladder of Success" pin with your 1st Ruby Star from the company as a prize, and you will get recognition for being a "Ruby Star Consultant"
Next is a $3,000 wholesale order which is $6,000 retail. You're a "Diamond Star Consultant". The suggested loan is $3,600, which includes tax and extra sales aids.
Advantages
You always get a 50% discount
You are now a "Diamond Star Consultant"
You get prizes from the company - You go up another Prize Level here
You get even more free product
You're getting to a more workable level of inventory where you can do maybe one class a week and still be OK and be able to put your order in maybe once a month to keep your inventory at a decent level
You get your "Ladder of Success" pin with your 1st Diamond Star from the company as a prize, and you will get recognition for being a "Diamond Star Consultant"
You are closer to a profit making business. Some of you will be able to take a profit at this level if you are just doing a facial or two or have reorders.
Last is a $3,600 wholesale order which is $7,200 retail. Wow! You're an "Emerald Star Consultant"! The suggested loan is $4,300, which includes tax and extra sales aids.
Advantages
You always get a 50% discount
You are now an "Emerald Star Consultant"
You get prizes from the company - You go up even another Prize Level here
You get a lot more free product
You can start holding classes right away. You can have 3-5 classes your first week and you won't run out of many products.
You can deliver to almost everyone on the spot
You get your "Ladder of Success" pin with your 1st Emerald Star from the company as a prize, and you will get recognition for being an "Emerald Star Consultant"
We never, ever, ever buy products from other consultants. Moreover, you should try to trade as little as possible. That's why we're not a multi-level company. We only buy from the Company. If you need products and you run out of them, you really need to put in an order to the Company to get whatever it is you need.
The Company has been having lots of neat things where you can get a few items at a time now without having to pay full price. We don't ever, ever exchange money or purchase products from elsewhere, because when you do that, you are taking away from your business. You don't get credit for your own prizes, and your recruiter doesn't get credit, and your director and so on and so on…
At any level, you're still going to run out of a few products now and then. The reason that consultants are not afraid to start with inventory is because it is guaranteed. You decide you don't like Mary Kay, you can send you products back and get your money back from Mary Kay - 90% of what you paid for it. Very few consultants choose to do this because if they do send their product back , they can NEVER become a Mary Kay Consultant again. Very rarely is there a consultant that quits Mary Kay Cosmetics with the idea that she will never be able to become a consultant again. Most of them quit with the idea that someday they would like to come back to Mary Kay Cosmetics at a later date because it's such a fantastic opportunity and career. At least you don't have to be afraid to get your inventory. You have that option. It's like a "Safety Net".
I know that when I got into Mary Kay, I thought - gee whiz, I just bought a car and I'm not making any money on that car. Why would I not want to invest that much into my own business when I'm guaranteed my money back and I can double my money?
When I went to college for 2 years, I spent a lot of money. I did not graduate and when I didn't graduate, I did not get my money back and I was not able to take advantage of the time that I spent in college.
We have found that it saves about 9 hours a week for a consultant when she's able to give the product to the customer immediately. Therefore, what you need to do is if you haven't already decided what you want to do about inventory. Then you need to go ahead and make that decision. You let us know and we'll tell you what your next step is and what you need to do to get started, and we'll help you put your order together.
A List of the most Succesful Consultants
A list of the most successful Consultants:
The most successful consultants always attend meetings and workshops, and seminars. They don't let the pennies get in the way of the dollars. They know it is great training and it's the way to go to the top.
Abide by Mary Kay policies.
Dress for success. No pants or skorts at any Mary Kay function or at facials or beauty shows.
Professional business shoes and purse. People will look at your shoes and your purse first.
Walk, talk, dress, and act like a successful Mary Kay Beauty Consultant before you are actually successful.
Read your Consultant's Guide; do your workbooks; watch your videos; and listen to your tapes. Memorize the opening of beauty show, closing of a beauty show, 4-point recruiting plan, booking approach, tentative booking approach, booking and recruiting objections, and anything else that your Director tells you to memorize.
Every week:
Always do your weekly summary sheet - and then send a copy to your director. Carbon copies are the easiest.
Fill out a weekly plan sheet and stick it to your refrigerator so that your whole family can see it on a regular basis.
Do the "6 Most Important Things List" every single night before you go to bed.
Make positive goal tapes and listen to them every day.
Make a goal book and look at it every day.
Set a goal of sales and bookings and recruiting appointments each week, each month, every quarter, every year, and work for it. Without a goal, there is no life.
Treat everyone with respect and dignity.
Go the extra mile. Top Consultants always go the extra mile.
Never steal recruits and/or customers. What goes around comes around.
Use the "Go Give" Spirit and "The Golden Rule". Do unto others, as you would have them do unto you.
Work smart, not hard.
Are always willing to learn new things.
Are willing to share their ideas with others.
Are flexible and go with the flow.
Are determined and know if it is to be, it's up to them.
When the going gets tough, they get going.
Refuse to listen to negative people.
Hang around with the winners, not the losers.
Realize dreams are God given, so why not be God driven.
Know that whenever they accomplish something great, it helps others by giving them hope.
Know money is not awful or evil, that it does great things. It builds churches and schools and feeds the poor.
Always give back to God 10% of what they make.
Know that whenever they accomplish something great, it helps others by giving them hope.
Know that money is not awful or evil, but that it does great things. It builds churches and schools and feeds the poor.
Always give back to God 10% of what they get.
Are willing to work on blocks and overcome obstacles.
Their attitude is always, always positive.
Are willing to communicate and fix mistakes.
Forgive others and self easily.
Don't pass judgment on others.
Don't hold recruits back. They always encourage their new recruits to win their pearl necklace and pin enhancer their first month as a brand new recruit and to get their Red Jacket right away. The more successful their recruits are, the quicker they can become a Director.
Know when you hold someone else back, you only hold yourself back.
The most successful consultants always attend meetings and workshops, and seminars. They don't let the pennies get in the way of the dollars. They know it is great training and it's the way to go to the top.
Abide by Mary Kay policies.
Dress for success. No pants or skorts at any Mary Kay function or at facials or beauty shows.
Professional business shoes and purse. People will look at your shoes and your purse first.
Walk, talk, dress, and act like a successful Mary Kay Beauty Consultant before you are actually successful.
Read your Consultant's Guide; do your workbooks; watch your videos; and listen to your tapes. Memorize the opening of beauty show, closing of a beauty show, 4-point recruiting plan, booking approach, tentative booking approach, booking and recruiting objections, and anything else that your Director tells you to memorize.
Every week:
Always do your weekly summary sheet - and then send a copy to your director. Carbon copies are the easiest.
Fill out a weekly plan sheet and stick it to your refrigerator so that your whole family can see it on a regular basis.
Do the "6 Most Important Things List" every single night before you go to bed.
Make positive goal tapes and listen to them every day.
Make a goal book and look at it every day.
Set a goal of sales and bookings and recruiting appointments each week, each month, every quarter, every year, and work for it. Without a goal, there is no life.
Treat everyone with respect and dignity.
Go the extra mile. Top Consultants always go the extra mile.
Never steal recruits and/or customers. What goes around comes around.
Use the "Go Give" Spirit and "The Golden Rule". Do unto others, as you would have them do unto you.
Work smart, not hard.
Are always willing to learn new things.
Are willing to share their ideas with others.
Are flexible and go with the flow.
Are determined and know if it is to be, it's up to them.
When the going gets tough, they get going.
Refuse to listen to negative people.
Hang around with the winners, not the losers.
Realize dreams are God given, so why not be God driven.
Know that whenever they accomplish something great, it helps others by giving them hope.
Know money is not awful or evil, that it does great things. It builds churches and schools and feeds the poor.
Always give back to God 10% of what they make.
Know that whenever they accomplish something great, it helps others by giving them hope.
Know that money is not awful or evil, but that it does great things. It builds churches and schools and feeds the poor.
Always give back to God 10% of what they get.
Are willing to work on blocks and overcome obstacles.
Their attitude is always, always positive.
Are willing to communicate and fix mistakes.
Forgive others and self easily.
Don't pass judgment on others.
Don't hold recruits back. They always encourage their new recruits to win their pearl necklace and pin enhancer their first month as a brand new recruit and to get their Red Jacket right away. The more successful their recruits are, the quicker they can become a Director.
Know when you hold someone else back, you only hold yourself back.
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.
“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.
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