13 STEPS to a SUCCESSFUL SKIN CARE CLASS with AIP! (AIP = Agreement in Purse OR Activity! Intention! Passion!)

Transcription

1 13 STEPS to a SUCCESSFUL SKIN CARE CLASS with AIP! (AIP = Agreement in Purse OR Activity! Intention! Passion!) 1. UPON ARRIVAL: Do Satin Hands on the GUESTS and MATCH the foundation shade for the HOSTESS! Have the color card and samples (eye liner, mascara, lip liner, lip gloss) at the hostess seat in a goodie bag! 2. THANK EVERYONE! a. Have guests fill out the front of the Profile Card as they arrive. b. Thank Hostess for having the party and opening her home. c. Thank guests for coming. 3. HAVE EVERYONE INTRODUCE THEMSELVES! 4. TELL YOUR WHY STORY! Here s a sample dialog you could use to open your party I would like to welcome everyone and thank you for coming, and I especially want to thank for being our hostess. I d love to take just a minute to meet everyone, so let s go around and I ll have you tell me your name and the best thing that happened to you today! My name is and I will be your personal beauty consultant. And the best thing that happened to me today is!! We are only looking for three things today. I KNOW that by the end of the evening, each one of you will fall into one of three categories first, we re looking for Happy Clients who here uses face wash, moisturizer, eye shadow, eye liner, mascara, lip gloss. Great! You can be our happy clients. The next category we re looking for are our Future Hostesses who would love to receive some of those products that you use absolutely free? Or products at a substantial discount? Great! Then the last category is those that will become Brand New Beauty Consultants as Mary Kay herself said, there s a new Beauty Consultant at every party! We are looking for women who need more, who want more and who are willing to do the work. We are willing to teach you everything we know. This is your first of two appointments, so here s what we re going to do I m going to tell you a little bit about Mary Kay, a little bit about myself, we re going to talk a lot about skin care and our hostess,, will get to do a color makeover. You ll receive your color makeover at your next appointment., is receiving her (show what she s receiving) for having at least four guests! You ll get to sample our Powerhouse Skin Care and at the end I ll meet with you one-on-one to answer any questions you might have about the products we used and to schedule your second appointment. I can also answer any questions you might have about beginning your own business! At your follow-up appointment, you ll get to sample additional products and try on the customized, color look chosen just for you! So, if you ve ever wondered what colors look best on you and how to apply them correctly, you ll love the second appointment! Today is the salad bar and that will be the dessert! Now, I believe every single one of you are going to want to schedule your own party, however, when only two of you do, gets her free gift plus extra free product. If that s something you might enjoy, as a hostess, you receive (describe your hostess program).

2 You re under absolutely NO obligation to purchase a thing, however, if you re tempted, I have most things with me and you can take them home and get started today! We accept cash, checks, Master- Card, Visa and Discover or our hostess program that I just mentioned is really the BEST way to get your products since they re free or at a substantial discount! When I began my business with Mary Kay (insert your story) 5. MARKETING BAG! Use suggested items or select items meaningful to you it s not necessary to have all 15 items in your bag, simply select 5 to 8 that are significant to you. These items represent all of the reasons why women choose to get started in Mary Kay a. Applause Magazine commissions that women make each month in Mary Kay highlight the names of those you know shows lots of women making lots of money! b. Agreement $100 to get started in Mary Kay this is your personal invitation to join this business (share about everything you receive in your kit.) c. Cross or small bible or other religious article faith first, family second, career third d. Picture of family personal motivation and quality family life e. Slinky or rubber band flexibility of no quotas and no territories f. Doll girlfriends we gain in Mary Kay g. Flag freedom to be your own boss h. Set of clapping hands praise and recognition i. Play money unlimited earning potential (50% profit on Sales website, on the go, Look Book, facials, parties (best). Team building commissions earned when you have your first team member) j. Jewelry awards, prizes earned (over $6 million in diamonds awarded last year). k. Globe, Flowers or Lei for the trips around the world you can earn at the Director level. l. Thumb tacks tax benefits, deductions we receive a 1099 m. #1 Ribbon #1 best-selling brand of skin care and color cosmetics n. Car free cars you can earn in Mary Kay: Consultant White Chevrolet Cruze and over 85% of your car insurance paid for you and your spouse OR $375 cash each month. Director Black Chevrolet Equinox, Toyota Camry and insurance or $500 cash each month. Pink Cadillac Level insurance or $900 each month. NSD ANY Cadillac and 100% of insurance or $1,400 cash each month. o. Dice Mary Kay takes a gamble on us 90% buyback guarantee. Transition Did you all learn something about Mary Kay you didn t know before? 6. START FACIALS: Have guests wash their entire face and ask them to do the rest of the products on only half their face so they can feel a difference at the end. NOTES:

3 MIRACLE SET 1. 3-in-1 Cleanser 2. Microdermabrasion, Step 1 3. Microdermabrasion, Step 2 4. Day Solution 5. Night Solution 6. Age-Fighting Moisturizer 7. Eye Cream 8. Satin Lips Lip Mask 9. Satin Lips Lip Balm A. Foundation Primer (hostess) B. Foundation (hostess) MARY KAY VOLU-FIRM SET BOTANICALS CLEAR PROOF 1. Foaming Cleanser 1. Cleanse 1. Clarifying Cleansing Gel 2. Microdermabrasion, Step 1 2. Mask 2. Blemish Control Toner 3. Microdermabrasion, Step 2 3. Freshen 3. Acne Treatment Gel 4. Lifting Serum 4. Hydrate 4. Oil-Free Moisturizer 5. Day Cream 5. Eye Cream 5. Eye Cream 6. Night Treatment Cream 8. Lip Mask 8. Lip Mask 7. Eye Renewal Cream 9. Lip Balm 9. Lip Balm 8. Satin Lips Lip Mask A. Found. Primer (hostess) A. Foundation Primer (hostess) 9. Satin Lips Lip Balm B. Foundation (hostess) B. Foundation (hostess) A. Foundation Primer (hostess) B. Foundation (hostess) 7. While the LIP MASK is drying: ASK FOR REFERRALS The Lip Mask needs to sit for 2-3 minutes, so if you will turn to the back of your CUSTOMER PROFILE card and grab your cell phone. The best compliment you can give me is referring your friends and family to me! There are 7 blanks to write down names & numbers of those you think would enjoy a free facial and a $10 gift certificate from me! While your LIP MASK dries a little bit, we ll take 2 minutes whoever has 7 names listed first gets a gift AND the person with the MOST referrals over 7 gets a gift too! (time 2 minutes) Then finish FACIAL with LIP BALM. CLOSING THE MIRACLE SET GREAT! Now, feel your face (stroke your cheek with the back of your hand)., give me one word to describe your face, especially the side you used Day Solution on. (Go around the table and repeat the positive adjectives and add when necessary.) Let s review these easy steps on the back of your hand so I can show you how quickly this really works AND to make sure I didn t forget to tell you anything. (Smile and have a lift to your voice). The first step in our TimeWise Skin Care program is the. That s right, the 3-in-1 Cleanser. (Make sure you pick up each product as you talk about it and cradle it in your hands like it is precious). Take your cleanser and put it over the back of one hand (Explain benefits again). You use your cleanser how often? Right, twice a day, morning and evening. Remember, this IS gentle enough to use every day. You ll want to smooth it on with your fingertips and remove it with a warm, wet facial cloth. Your cleanser should last you on average approximately 12 to 14 weeks! OK, wipe it off.

4 In the morning, you ll then apply your Day Solution. Remember, a little goes a long way. Your Day Solution is not only giving you anti-aging benefits, it s protecting your skin from the sun with an SPF of 35 and helping to even out your skin tone. Remember how soft your ½ face with Day Solution felt? (stroke your cheek with the back of your hand as you ask them this question) At night, you ll apply your Night Solution. The Night Solution is giving you the benefits of vitamins and antioxidants combined with collagen-enhancing peptides that go to work while you sleep! Your Day and Night Solution should last you 3 to 4 months. The next step would be your. That s right, your Moisturizer. Again, a little bit goes a long way; go ahead and apply a bit of TimeWise Age Fighting Moisturizer to the back of your hand. (Explain benefits). This silky, smooth moisturizer is going to hydrate your skin for up to 10 hours without leaving that greasy feeling. Your moisturizer should last on the average approximately 2 to 3 months. Last is your foundation, which is used once a day. Go ahead and put a dab of foundation on the back of your hand. (Explain benefits). Before you wipe it all off, I d like you to put a dab of foundation on the back of your OTHER hand, the one you didn t use the TimeWise Skin Care on. How does that feel when you put it on? How does it look? Hold your hands together... can you see a difference? That s that difference between SKIN CARE, which took about a minute and just make-up. Just think, if it can make such a difference in just one quick mini-facial, think what a difference it will make when using it week after week, month after month, year after year. If you want beautiful skin, the absolute minimum of what you truly deserve to pamper yourself with is the Basic Skin Care set. Now I want you to close your eyes and picture in your mind your best friend or favorite relative. Got her pictured? What do you see? Do you see her hair? Do you see her clothes? No, you see her face, don t you? And you know, that s the first thing people see and the last thing they remember. So, if you want beautiful skin, and a great overall look, you need the TimeWise Skin Care. 8. HOSTESS COLOR MAKEOVER Guide hostess through her makeover 5 minutes. While hostess is applying color, you can give a few tips so guests can learn. 9. COMPLIMENT TIME Go around and ask everyone what do you love most about your skin? Hostess: What do you love most about your look? Guests: What do you love most about our hostess s look? 10. PASS OUT BUILD A BAG SHEET Show your ROLL UP BAG full (pockets come off, hangs up, etc.) Have guests put their name on their sheet. SKIN CARE CLASS CLOSE (To be done at the end of your class, when hostess is finished with color cosmetics) Now, I d like you to pick up your mirror and hold it at arms length. That is how most people see you. Don t you look GREAT! Now, feel your face, because how it feels is as important as how it looks! Turn to the person next to you and give her a sincere compliment on what you like about how her skin looks. Next, I find that people usually have two questions how much does it cost? And, how can I get it? Well, the cost is dependent on your needs and wants AND as far as how you get it, I do have most things with me this evening so you can take it home and get started using it right away! (Hand out the Build A Bag sheet that shows the different collections.)

5 I m going to take a couple of minutes to show you the sets that are available. We ve put sets together for you because sometimes it s easier to make your decision based on what is in each set. First, I would like to talk about this fabulous bag! Don t you just love it! I love this bag almost as much as the products it holds! Each pocket is attached with Velcro, so they re completely removable. AND, it has this sweet little hook on the top so you can hang it up and just work right out of it if you re short on space. Then. when you re done getting ready for the day, it just rolls up and you can tuck it away if you d like! Pretty cool, huh?! Continue through sets on Build a Bag sheet going through each set and have them circle what they love. The Queen of Everything is when you select 6 sets you ll receive the 7th set at 1/2 price and the Travel Roll Up Bag FREE! The Princess of Quite A Lot - which is what most people do is when you take home 4 sets you ll take home the Roll Up Bag FREE! A few other deals available to you when you take home Set 1 the Volu-Firm Repair Set it counts as 4 sets so you automatically receive the Roll Up Bag FREE! Should you choose Set 2 the Time Wise Miracle Set it counts as two sets towards your Roll Up Bag AND with Set 2, you ll receive a FREE Firming Eye Cream!! Also, if you ll mark through $56 on the Replenishing Serum +C and put $40 I offer a deal on it because it s a FAVORITE! CLOSET CLOSE Now I d like to do another quick game with you. Close your eyes and use your imagination. Step into your closet and grab that outfit you have that makes you feel like a million bucks. If you don t have it yet, maybe you ve seen it in the store. I want you to grab that outfit and lay it on your bed. I want you to take with it everything you would wear with it. shoes, jewelry, special handbag, any other accessories. Great, now you ve got that outfit, I d like you to calculate the cost of that outfit. Once you have a rough idea, you can open your eyes ~ don t worry, you don t have to tell me the actual price of your outfit. Ok, was that outfit around $60? (point to the Basic Skin Care Set in the top pocket). Was it around $120? (point to the Day & Night Solution in the second pocket). Was it around $150? (Pointing to the third pocket). Or was it more like $199? (The entire Roll Up Bag as shown) Now in the last week, how often have you wore that outfit? (probably none) Ok, how about the last month? Last six months? Five years from now, I will not be wearing these same clothes because I m going to be tired of them or they re not going to be in style. But ten years from now, we will all have the same face, and it will look like however much time and effort we have put into it. Remember when you pictured in your mind your best friend or favorite relative? You saw his/ her face, right? So you all can tell the benefit of a good skin care program, wouldn t you agree? Remember, no matter which sets you get started on tonight, whether it s the Volu-Firm, the Miracle Set or the Roll Up Bag, you automatically receive a FREE, second facial from me to check your progress with the products to make sure they are working properly for you. At that time, you have the option of inviting a few friends to join you so it will be even more fun and you can earn some products FREE! We will select a time for your check-up facial tonight and decide on what you would like to get FREE! Before I meet with each of you individually, I d like to have you turn over your profile card and answer five quick questions for me 1. If money were no object, which set would you like to take home with you today? Time Wise Basic, The Miracle Set or the Roll Up Bag? 2. If you were to place an order today, how would you most-likely take care of it? Cash, Check, MasterCard, Visa, Discover or a payment plan?

6 3. At your follow-up, would you like to earn a little free product by sharing it with 2-3 people, or would you like to earn a LOT of FREE product by sharing it with 4 to 6 people? 4. What time works best for you? Daytime, Evening, or Weekend? 5. Would you be willing to help me with a challenge and give me your feedback on our Mary Kay business with no obligation, of course? Yes or Maybe I won t take no for an answer. I won t twist your arm to join Mary Kay, however, I WILL twist your arm to just listen to the facts plus I ll give you a free just for helping me out! 11. SHARE TIME: HAND OUT the NEW TEAM BUILDING BROCHURE. Share how you are looking for women that love people, love our products, value our priorities of Faith first, live by the Golden Rule, will work to increase their financial situation, love to help others WIN, who are teachable/coachable and willing to learn. Show the brochure: STARTER KIT (how to get started), CAREER PATH (how to move up), CARS (options)! The visual is great! 12. PASS OUT TELL US WHAT YOU THINK FORMS Have guests fill out completely and pick them up for a door prize drawing! You could say Ladies, you have been a great audience, I appreciate having you here tonight and taking some time out to pamper yourselves a little. HOSTESS, I m going to let you go ahead and serve refreshments while I start clearing the table a little and if everyone would fill out this form, we ll do a door prize drawing and then we ll take a minute to meet with each of you individually. (Clear the table for a few minutes, ask if anyone is in a hurry to get home and take them first. If no one has to leave, select the person who was the most excited, other than the hostess.) 13. CLOSING THE INDIVIDUAL CONSULTATION THE MOST IMPORTANT! Ask a. Did you have a great time? b. Does your skin feel great? c. What would you love to take home? (ok, great, what else?) d. When would you like to get together for your color makeover do you prefer a weeknight or weekend? Always give two options and select a date/time. Then give hostess postcard or brochure and mark down the date of the party. e. Team Build If she checked box 1 This sounds really good, I m thinking it might be for me! I see you re thinking this might be something for you I m so excited for you! Is it something you re ready to get started with today? Give her the agreement to complete and ask her what she s most excited about. If she checked box 2 and is considering joining but wants more questions/ concerns answers THEN schedule training/follow up call with your Sales Director within hours or attend weekly event if it s within a day or two. If she checked box 3, invite her for an interview and ask her to be a talent scout. Discover who it is she was thinking would be great in Mary Kay. If she checked box 4, still invited her to listen to the career information and be a talent scout. Offer a product bonus for anyone she refers that becomes a consultant on your team.

7 HOW TO HAVE AIP (Agreement In Purse) at the end of the Party! Ask the potential team member (if she put a 1 to 4, but you are impressed with her) - With the proper training, could you ever see yourself doing what I did tonight? (if she put a 6 to 9) - What was it about tonight that intrigued you to think about Mary Kay for yourself? (find out her why?) Have the brochure that shows the CAREER PATH, KEEP IT SIMPLE. Where could you see yourself: making extra money, earning a FREE car, or possibly becoming a Director. What questions or concerns would you have about getting started today? This is where you will receive objections an objection is simply a questions disguised if you can learn to overcome objections, you are likely to sign a new team member walking away with AIP! OVERCOMING TEAM BUILDING OBJECTIONS 1. I am just too busy! If I can teach you how to make $200 a week working only three hours, could you find three hours? OR.. Ask her about her current schedule for a week and suggest some times she could plug MK into some time slots (sprinkle MK into our every day lives.) Busy women are great time managers, know how to prioritize and juggle tasks yet retain a balance. Most of the women I work with have full plates and lots of things going on in their lives. You may not have 10 hours a week to devote to Mary Kay, but you may have 10 minutes, 3 times a day. We re looking for someone that knows how to capitalize on those opportunities 2. I m just not the sales type! Great! Would you believe that 90% of Mary Kay women are not the sales type. We look for women that can simply teach other women how to feel better about themselves through skin care and makeup or even by sharing this incredible opportunity and impacting their lives! Would you agree that every woman buys makeup and skin care from somewhere? Why not purchase the #1 best selling product from you? I believe we don t receive service like we should, and because you will provide a great service to your clients, they will have another reason to buy from you! If you re worried about being pushy, would you agree that women wouldn't want to come back to us for more if we had that approach? I love providing great service to women! 3. I don t know many people! Do you know at least one person that would help you by being a hostess? If I can teach you how to turn one person into all the other people you will ever need to know, would you be willing to learn? You re not going to get rich off family and close friends, so we teach you how to find real clients. If you re willing to expand your comfort zone, I ll show you how, OK! 4. I really need to talk to my family/husband! Great! What do you think your husband will say? Great! Why don't we go ahead and complete your agreement and if for some reason he has any questions, I will be more than happy to answer them, and if he still says no, we can tear up your agreement and you can remain a great hostess? 5. I don t have the money! If I could show you how to earn $100 in two weeks, could you find someone that would be willing to help you out?

8 6. Just not now not a good time! If you were to do Mary Kay, what would be the reason? (find out their why and overcome this objection). If I promise to hold your hand and teach you how to do this, what would keep you from getting started today? You have to begin your journey to get somewhere. The lights on the highway are never all green at the same time. We will offer you this opportunity at one of three times in your life - You will be in the middle of a crisis, just finishing your current crisis, or about to begin a new crisis. Some people say they need to think about it, and you know what, five years later they re still in the same spot, so waiting a couple of months or years really isn t going to get you anywhere. 7. I d love to do Mary Kay when I can give it my all, 100% - I m just not in a position to do that right now! You know what? You ll never be able to give it 100% - not all the time. Do you give your current job 100% all of the time, no, only 40 hours a week. With Mary Kay, maybe you can give it 100% three hours a week. We re looking for people who understand the principle of balance/commitment and have that basic time management principle. THE KEY THING IS ONCE YOU HAVE OVERCOME THE OBJECTION, DONT STOP THERE! Always ask Is there any reason why we couldn t get you started today? Isn t it worth making the time to BOOK AND COACH in order to SELL AND TEAM BUILD! NOTES: