Let s Get Some Appointments In Your Datebook!

Transcription

1 Let s Get Some Appointments In Your Datebook! Bookings are the lifeline of your business. ~Mary Kay Ash

2 Let s Book Some Parties and Facials! Before your first party or facial you might consider traveling with your recruiter or Angie to view one of their parties. One of our Directors at meeting will conduct the class so you can learn while you earn. It s always a good idea to bring guests to our Success Meetings. Review the Start Something Beautiful magazine in your Starter Kit. You might also review the Start Something Beautiful DVD on how to conduct skin care parties. Rehearse your class in front of a mirror. Keep in mind that you will, over the next few weeks, rework the words in the Instructor s Guide personalizing it and making it your own. You want your presentation to be professional, however at the same time fun and a reflection of your personality. If you fly by the seat of your pants and do not follow the Beauty Book you may still have a successful class, however you just convinced the girl at the table, who does not have your personality, that she can not do this. By using the guide (even the one you have rewritten) you skill then becomes trasferable to your future team members. Practice setting up your table display and trays. You never get a second chance to make a first impression. When a guest walks in to your party, she should go WOW! when she sees how professional and pretty your table looks. NSD Linda Toupin Use a place mat. You can laminate the Roll-up Bag Sheet found on the New Consultant tab of our unit site or you an design your own on InTouch under Business Tools > Design Your Own Place mirror with tray (you can write on the try which product is which ex: cleanser,moisturizer, etc). Make sure mirrors are clean and smug free. Put their profile card, Look Book/Beauty Book, order form, pen beside tray. Put applicators, head band, wash cloth, etc. beside tray. Practice packing your cases to go to your appointment. (table set-up example) Page 1

3 Step-by-step booking procedure MOST important to your success! Refer to your spiral notebook with your contact list or your Mary Kay Contact list. Mark your datebook with 8 appointments times in the next 2 weeks that you are available. Learn the script below. Be excited! Be ready for objections, they are to be expected. Schedule a time to make your calls. A two hour block of time, maybe 7-9pm. Stay at it until you get 8 appointments booked. Never just book 1 or 2 at a time. Always book 8! Booking Script: Hi, this is calling. Do you have a quick minute? You re not going to believe this, I m starting my own business teaching skin care and color cosmetics for Mary Kay! I m so excited! Would you let me borrow your face to practice on? (Wait for her answer) Great! I knew I could count on you. Let me tell you the dates I have available so you can choose what s best for you. I have (date) at (time) OR (date) at (time). Which of those is better for you? (She chooses and then to turn the facial into a party you say..) You know as part of my training, I need to do practice facials in the next 2 weeks. I can do up to 6 faces at one time. Who else can you think of who might be willing to let me practice on them at the same time? (wait for an answer keep saying) anyone else? (until she can t think of any more, then say) I know it s hard to come up with people on the spot, I ll tell you what, if you can put a list together, I ll mail them all an invitation...if 3 to 5 of them decide to come I d be in a position to give you $75 worth of product for $35 for bringing them. How does that sound? Can I get your guest list later today or would tomorrow be better? What time should I call you? Great! I ll need names, addresses and phone numbers for those you decide to invite okay? One last thing, (her name), these are my training classes and I have to hold them during a certain period of time to get credit, so I want you to know I ll keep this appointment no matter what. Can I count on you too? Great! Thanks again for helping me out. I promise it will be lots of fun! When you schedule appointments you have to remember to work the Law of Averages. If you schedule: Then this many will hold: 10 facials/classes 6 facials/classes 8 facials/classes 5 facials/classes 5 facials/classes 3 facials/classes 3 facials/classes 1 facial/class As you begin your Mary Kay career, you will receive plenty of objections. To become a successful Mary Kay Consultant begin now practicing the below Suggested Responses to Common Objections. Common Objections Suggested Responses I m too busy! I don t know anyone! I don t use makeup! I ve been using brand x. I don t have any money to buy Mary Kay. I m allergic to Mary Kay. Great MK has taught us that it is the busiest people who get things done. That s one reason why I chose you! Great! This will give you a chance to make some new friends! Just ask 2 or 3 people and ask each to bring 2 or 3 friends. I can appreciate that. I believe you will be really impressed with our skin care. I would certainly value your opinion and I believe you would have fun with it. Great! I ve heard a lot about that product but I ve never tried it. Getting your opinion would really help me later because I will be talking with others who use your brand too and your opinion will give me a good comparison. Great! Did you realize you can get your product at a reduced cost or even FREE when you share your facial with friends who purchase the product? Mary Kay has improved all of the skin care products. They are now allergy tested & fragrance free! Mary Kay gives you the opportunity to try the products before you consider purchasing and you are protected by a satisfaction guarantee! You see, Mary Kay caters to people with problem skin. Page 2

4 Hostess Program Below is a sample of a Hostess Program that you can offer your Customers who will share their appointment with some friends! (Guests must be 18 or older and not have a Mary Kay Consultant!) I like to offer the Hostess #$75 (retail) in products for $35. I would recommend for the Hostess to earn this the following needs to take place: 1. Have 4-5 people present 2. Hold the appointment on the orginally scheduled date 3. 1 booking from the appointment Let s break this down. If she picks out $75 (retail) worth of product. Your COST on those products is 1/2 off which is $ She pays you $35 for the products that she has selected so therefore it has only cost you $2.50 to be able to away her with this discount! (Do charge her the Sales Tax on the $75 (retail) amount because you have already paid that to the company when you purchased the products.) You can also choose to offer a 10% discount for each guest, up to a 50% discount. Just remember to figure the sales tax on the regular full retail price. Example: Your hostess has 4 guests in attendance. She has picked out $100 (retail) worth of product. Hostess gets 40% discount (10% for each guest). You figure tax on the $ Her discount amount is $ So you add $ the tax amount on the $ to come up with her total. You can use the Hostess Brochure that the company offers on Section 2. Or the Beaute-vite Party Planner found on InTouch under Business Tools. Also on the New Consultant tab of our unit site, there is a Hostess Packet that you can print and use. Coaching Your Hostess To ensure a successful appointment, make sure you team up with your hostess! Hostess Program: Choose ONE Hostess Program and became a master! Give yourself 3 to 4 months to really see the results. Hostess Packet: Be sure to include: Hostess Brochure 2 Look Books and/or Beauty Books Business Card Company Recruiting Material 4-6 Order Forms with your sales tax amount filled in (for any outside orders) Initial Coaching: What: Briefly go over your Hostess Prgram and WHAT S IN IT FOR HER! When: You book her for a class Where: Individual consultation or immediately after the appointment is made. Why: She is excited about the products and will hostess class! Capitalize on that excitement! Telephone Coaching: What: Confirm the class, get her guests names and numbers so you can pre-profile each guest before the class. Review directions to her house. When: 3-4 days before the class. Where: via the phone Why: Re-excite her about her skin care class and what she ll be getting. Review details. Remember that she make try to cancel because she has not invited guests yet, ect. Give her suggestions and remember to let her know WHAT S IN IT FOR HER! Kitchen Coaching: What: Review the class procedure and how she can help you (wash clothes after the cleanser, etc.) Plant a seed about becoming a consultant using the 4 Point Recruiting Plan. When: Right before the class (while you are setting up) Where: Kitchen or living room. Why: Point #1 of the 4 Point Recruiting Plan Page 3

5 Pre-Profiling Guests on the Phone Before the Class Pre-Profiling your guests will ensure you have guests Hello, is available? Hi. This is, beauty consultant with Mary Kay Cosmetics. I ll be conducting s skin care class on. Do you have a quick minute to answer some questions about your skin? (ask questions on Customer Profile Card and record her answers. Have her complete the personal data at the appointment.) I recommend asking these questions: 1. What type of skin do you have? (dry, oily, etc.) 2. Is your skin tone ivory, beige or bronze? 3. Is there anything that you want to change about your skin? 4. Have you ever tried Mary Kay before? End with, I can t wait to meet you. I know you ll have a lot of fun! I will have products with me for on-the-spot delivery so there s no waiting. We ll start right at o clock. I have a special treat for everyone who s 5 minutes early! Thanks for everything. See you soon! Bye. If you have room for more people at the skin care class, ask her to bring a friend with her. Skin Care Class Preparation Prepare yourself! Go through the instructors guide and pack for your class as you see what products/samples you will be using. First thing you do is pre-profile, Satin Hands, foundations to those things should be packed. Labeled trays make it easier for you and your guests. (ex: cleanser, moisturizer, ect) You are your most important customer, so you need a filled travel roll-up bag for yourself. Your goal is to have enough inventory to have one filled roll-up bag for every guest at the class (possession is 9/10 of the law.) Hang it from the back of each chair or keep it rolled in their seats or next to trays. Then call it their bag the whole time. The insert of your beauty book will help you pack the bag. If you do not have the inventory to pack a roll-up bag for each guest, then have a complete Miracle Set (cleanser, moisturizer, day & night solution) for each guest to put next to trays. How to Match Foundation Shades Determine their shade: Ivory, Beige, Bronze Determine the intensity (refers to the first number in the shade name) 1 is the lightest, 2 is darker, etc. 7 is lighter than 8 Determine their undertone (refers to the last 2 numbers in the shade name) If shade ends in: 00 it has a neutral (yellow) undertone 02 it has an olive (or more golden) undertone 04 it has a pink undertone 05 is more pink 07 it has an orange undertone 08 is a brown undertone Examples: If you have a beige skin tone with pink undertones, Beige 304 or 404 would be her shade depending on her color intensity (lighter=304 or darker=404) If you have an ivory skin tone that has yellow undertones, she would either be Ivory 100 or 200 If you have a bronze skin tone that has orange undertones, she would either be 708 or 808 depending on her color intensity (lighter=708 or darker=808) Remember, practice makes perfect. The more skin you see, the better you will get! Homework Go through the instructors guide and treat yourself to a makeover. Page 4

6 Skin Care Class Outline Before the Class: 1. Mail invitations (if hostess wants you to, I prefer the invites through InTouch) 2. Pre-Profile all guests At the Class: Kitchen Coaching (page 4 of this packet): 1. Confirm # coming 2. Future Bookings 3. Future Recruits watch me tonight to see if you couldn t do what I do. 4. Hold refreshments until after the Skin Care Class As guests arrive, have them to finish filling out the profile cards that you already started for them. Go ahead and find their foundations shade and TW formulations and put in tray. Satin Hands if large crowd, let hostess help you by doing Satin Hands on them for you. Open: Welcome and Introduce yourself Thanks Hostess Give gift and explain Hostess Credit Overview: 3 parts: skin care, basic color, private consultation on sofa Introductions and share what they want to learn today Share your short I story Show and Tell Time (Use instructors guide to help you!) Color is to be done at follow up appointment. (Be sure you mention this Follow Up Appointment at least 7 times during class) After the facials have them fill out the $100 Question slips to be entered into the drawing. (Have everyone fill one out and get these to you Director!) Table Close: Emphasize how great their skin looks and feels Show Sets/Explain Specials/Use Placemats 5 Ways to Pay (Cash, Check, MasterCard, Visa, and Discover) Everything with Me Tonight Individual Close: Take each person SEPARATELY to ask them what they would like to take home with them tonight!!! NEVER ask for the Sales at the Table Page 5

7 Individual Close The most important part! Practice and memorize your individual consultation! If it is strong, you will have High Sales, Lots of Future Appointments, New Team Members. If it is weak, the opposite will be true, it s up to you! 1. Sell the Product, did you have a good time? Do you like the way your face feels? Do you like the way it looks? (nod & smile give her a sincere compliment about how her skin looks not about her lipstick) Do you have any questions you want to ask? (ask her for wish list make a comment or two about her opinion before noticing which sets she prefers.), I see that if money were not a problem you would like to have (whatever set(s) she has marked) Is that comfortable for you tonight? (If yes, write it up & continue be scheduling the Private Makeover Session. If no, she says she has no money.), do you remember when I told you that if you wanted it, I would work out a way for you to have it? Do you remember that I said we take Vias/MC or Discover, is that an option for you? (no) Well, do you have a checking account? Great! Here s what we can do. We can divide what you want into payments they re interest free! (show her what the payments would be & work it out. If she can t do all the sets she wants, try the next down, help her get at least the Basic Skin Care. You can send the products home with her ONLY if she gives you the checks for the payments! Write up the Sales Ticket. If she purchased the Color Set find the look on one of the Color Cards that she would like to try or send her back into the other room to pick out her colors while you re working with someone else.) 2. Service, I want to give you the VERY BEST service possible. (Look on back of her profile card to see how often she wants to be called.) I see that you would like me to call you every weeks to let you know what s new. Is it best to call at home or work? (Find out the best time of day.) 3. Schedule the NEXT Appointment This is VERY IMPORTANT to keep your business going! Now, I need to see you within the next 7-10 days for your Color Makeover and to make sure you are getting the results from your product that I promised. Today is, is that usually a good day of the week for you? How about next week at the same time? (or give her 2 choices. Beginning of the week or end. Thursday or Saturday? Git it written in your datebook, then say..) You know, you are eligible for $75 in product for $35 when you share your makeover with some girl friends who do not already have a Consultant. Plus, it would be a lot more fun for you to have your girlfriends there. Who do you know that you could invite? Who did you write down on the back of your card? You could invite them. (If she doesn t want to share her appointment, change her date to a pre-selected date when you do re-checks at your house for all who choose not to share to bring her to our Success Meeting for her re-check. SAVE CLASS NIGHTS FOR CLASSES, not individual appointments! Work SMART not HARD!) 4. Preliminary Coaching If she wants to share her appointment. (Give her a hostess packet contents on page 4.), this is my business and you can count on me. Is there anything you can see that would prevent you from holding this appointment? I know your word is your bond and mine is also. Promise me you ll read this information. My goal is for you to get more out of this than you put into it and for you to get the most in free product., will you be around tomorrow so I can call you and we ll gove over all the ways we can make this appointment as fund and successful as possible? Be thinking about what you want for FREE! If you ve invited your girlfriends by the time I call, I ll have a free eye shadow for you! 5. Build Your Team Step 3 of the Four Point Recruiting Plan. Select someone at the class and say,, just one more thing. I don t know if this business is anything you would consider. It may or may not be something for you. However, after being with you tonight, I really feel you would be someone I would enjoy working with. Is there any reason why you couldn t watch this quick DVD Imagine the Possibilities or listen to this cd? (Choices if she agreeable) I ll call you tomorrow to answer any questions you might have (Do not try to overcome objections at this time like I don t have time.) I ll give you another eye shadow just for listening and answering a few questions when we get back together. Call your Director the next morning and tell her about the women you gave recruiting information to. Step 4 of the Four Point Recruiting Plan: Talk more to your hostess. Leave information and a Choices cd and invite her to our next Success Meeting or set-up an interview. ALWAYS FOLLOW UP WITHIN 24 HOURS! Page 6

8 Scripts that WORK! You have to sound excited! What s in it for you/them. You can say everything right but if you sound boring, you won t get the booking. Never ask a question that you can just get a yes or no answer. The way you get the booking is to assume that everyone wants to book. Assume no one will tell you no. Talk fast so they don t but in. People book because: 1. they want to help you win a contest because they like you 2. they want to earn a free product 3. it sounds like fun 4. they want to see or learn something new. Warm Chatter/Thank You Gift You ve been (so helpful, such support, terrific helping me pick out this dress) as my thank you I have a gift for you! I am an Independent Beauty consultant with Mary Kay Cosmetics and I would love to give you a complimentary facial and a $10 gift certificate to spend at your facial. Jot your name and number down so we can arrange a time for you to spend your $10 gift certificate. (Have your business cards and a pen ready). (When you call back say...) Hi, this is, with Mary Kay Cosmetics. We met the other day at. Thanks again for your service. I m calling to arrange your pampering session so you can spend your $10 gift certificate. Grab your calendar let s set a date. Booking a Book Party (This is a great alternative for someone who lives out of town, or doesn t want to schedule a skin care class.) How would you like to earn some free products without having a class? Great! All you have to do is take orders from family and friends during the next week, and then you ll earn $10 of free product for every $100 you sell. Would you prefer to send an and people order from the web page, or would you like to have samples and catalogs to take to work? (Set up a time to get the books & etc to her & set-up the start & end date of her book party.) Inviting to a Monday Meeting Hi, this is. Do you have a quick minute? Great! I have been asked by my Director to select a couple sharp ladies to bring to our Monday Night Event to represent my business and I immediately thought of you. I would love to have you come with me and you will receive a free lip-gloss or lipstick. Would you have able to come this Monday? Great! I can pick up you at or do you want to meet me there? (give time and address) Perfect Start/Power Start Dialogue Hi, this is. I m really excited about something; do you have a quick minute? Great! I ve just started my own business teaching skin care with Mary Kay Cosmetics. As part of my training I m going to be pampering 30 ladies to a facial in 30 days. I could really use your help. What I would love to do is pamper you and a couple of your friends and family to a facial and makeover, and as my thanks, you ll receive a special gift. Isn t it fun to receive gifts! Grab your calendar; let s set a date. Which would be better for you, beginning of the week, or end of the week? For prospective customers: (When you meet someone and you ve determined that she doesn t have a Beauty Consultant, ask her.) Do you mind if I put you on my mailing list? (This is much less intimidating than asking for a facial. The mailing list is the PCP. If she says she doesn t mind, hand her a customer profile to fill out and reward her with an incentive, like a goodie bag of samples.) (Pay close attention to how the prospect answers #6 of the profile and use that in a follow-up call the next day.) Hi,? This is. We met the other day at. When I got home I looked at your customer profile and noticed that you were interested in (state one of the items she checked liked removing eye makeup gently.) Normally I would just put you on my mailing list but when I saw your interest in that I just had to call you. Every month I offer a free product bonus when you have a facial. The free product this month just happens to be our (state the product)! Isn t that great! But there is also a bonus gift this month when you share your facial with 2 to 3 friends. It is the and you also noted you were interested in this product. Would you prefer to have a facial alone for the bonus or share it with friends for the added bonus? Page 7

9 Scripts that WORK! For existing customers: (You can adapt the same dialogue from booking with prospective customers and use it with all your current customers. Just look back at their customer profiles to see how they answered #6. Call them and offer them the same bonus gift. You might use this dialogue for customer you have not contacted in a while ) Hi, this is. Do you have a minute? Great! I was updating my customer profiles and couldn t believe what I saw. You checked that you were interested in and that is the free product bonus this month when you book a facial. Isn t that great! Grab your calendar, and let s set a date for your facial. Which is better for you or? (After you book the facial) I also notice you noted that you were interested in. If you would be willing to share your facial with 2 or 3 of your friends I would give you that product as a bonus gift. So would you prefer to have a facial alone for the bonus or share it with friends for the added bonus? Booking with a Challenge Hi, this is with Mary Kay. I am so excited I just had to call you; do you have a quick minute? Great! I am calling to ask a quick favor of you, my Director has personally challenged me to hold skin care classes this (week or month) and I could really use your help! All it takes is to invite a few of your fun friends over, but not more than 6, to sample the Mary Kay products. The class will only take an hour, and you ll be updated on the latest in skin care and get a chance to find out what colors are best for you! This will also put me in a position to give you some free product! Doesn t that sound fantastic? When would be a good time to get together? Bridal Bookings Hello, this is and I understand that you ordered (cake, flowers, pictures) from and that you are getting married on. Is that correct? Well, I m calling on behalf of to tell you about a special thank you gift that she is giving to all her brides. And that is my service. I specialize in bridal makeovers and has made arrangements you and your entire bridal party to receive a makeover for free as a gift from her. Have you already taken care of your cosmetics for that day? I m booking for the next 2 weeks, what does your calendar look like? Referrals Hi is in?, this is with Mary Kay. I know you don t know who I am, but the other night I met your friend and I asked her if she happen to know someone who might enjoy being pampered with a glamour makeover and be a model for my before and after portfolio. She highly recommended you. You will receive a free lip-gloss or lipstick at your makeover as a special gift from her. I promised her I would call within 48 hours so that we could get together for your gift. I am booking for the next two weeks and wondered what your calendar looks like? Before and After Portfolio Hi, this is. I m very excited about something do you have a minute? Great! I am building a professional portfolio of Before & After makeovers, and I would love to feature you in my portfolio. You have such (beautiful eyes, warm smile, and beautiful hair, compliment her). I would love to pamper you with a facial and a makeover and feature you in my book. Does it sound like fun? Grab your calendar and let s set a date. Which would be better for you or? I have a great idea, do you have a couple of friends that might enjoy a make-over and then they can give you their honest opinion of your new look that will be featured in my book? You would earn free product for having some friends join you and then they can give us feedback about your new look. Booking a Collections Preview Hi, this is. I m very excited about a new party Mary Kay is offering; do you have a quick minute? Great! It s called a Beauty Boutique. It s a party where you can see and try all the products on the back of your hand, no mirrors, no taking off your makeup. You and your guests get to see lots of the Mary Kay products, and then enjoy each other s company. You can have as few as 6 or as many as 20 there. As my thanks for scheduling a Beauty Boutique you ll earn $75 of product for $35! Doesn t that sounds like fun? Grab your calendar, let s set a date. Which is better for you or? Page 8

10 Scripts that WORK! Expanding into Different Area Hi could I speak to the manager or someone in charge? Great! Hi this is with Mary Kay Cosmetics, I am looking to build my business into a few different areas and I could really use your help. I was wondering if you would allow me to purchase a $20 gift certificate from you store and in return hold a drawing in your store for that gift certificate. I will bring in the drawing box along with the registration forms. The registration forms just ask if they would be interested in a free makeover. If they check yes, I will call them and set-up an appointment. I ll have a special gift just for you! Is there any reason why I couldn t bring by the drawing box and purchase the gift certificate later today? Great! I m looking forward to meeting you. (Be sure you only leave the drawing go for 14 days max.) Booking a 15 Minute Appointment (This is a great alternative if someone says they are too busy to have a facial or class.) I would love to stop by for just 15 minutes to show you (whatever item you have called her about, usually what is new). You ll be able to try the product on the back of your hand. Would it be better for me to stop over or? (Offer 2 choices; after work, on your lunch hour, before work, in the evening, Saturday morning) Turning a Facial into a Class (After you have scheduled a time say ) You know,, I have a great idea! We have a plan where you can receive your own cosmetics practically as a gift! Would that interest you? (Wait for her response to say yes) It s just as easy for me to give 3 or 4 facials at one time, as it is to give one. And I know you ll be telling your friends about this. Why don t you invite them over? You ll earn even more free product for yourself, and you and your friends will have a lots of fun. Either way I want you to know that I am coming for you. Tentative Date Booking Approach (When someone at a class shares that they are not sure they could book because they don t know their calendar, or if their friends could come, you say this ) Well, why don t we do it this way; I m sure you would like the hostess to get credit for your appointment, right? Let s set a tentative date, with the understanding, that if we need to change it we can, okay? (As soon as you set a tentative date, it ceases to be tentative because you are going to coach it as a firm date.) Turning a Follow-Up Appointment into a Class Script for individual close at class. At every skin care class I always select several ladies that I would most like to have as my future hostesses, and today I ve selected you because (compliment her: you re so much fun, you look great in the product, etc.) Tell me when we get together for your follow-up, is there any reason why you couldn t share it with friends, I think you d be a terrific hostess. After 3 or 4 Messages with No Call Back Hi, this is. I m calling because I m beginning to worry about you. I m nervous that something bad may have happened to you. I ve left several messages and I ve even dropped a note by your house. It s so unlike you not to return my calls, are you okay? I m also worried that you may not be returning my calls because of this class we have booked. Please don t worry about that, I m not! I just want to know that you re okay. Please call me. Getting the Guest List (Absolutely, the utmost of importance!) (When the booking is written in your date book, say ), you ll get an extra $25 of Free product when you get your guest list to me within hours and I want you to get the most Free product!! So when would it be better for me to call you back tonight or in the morning? (Wait for her answer; write this time in your date book. It is so important to call back when you ve scheduled the time.) Great! I ll talk to you at (reconfirm the time) to get your list of names, addresses and phone numbers. to get the most from my hostess program, you ll want to invite at least 15 guests, 20 is better. You know how it is when you have a baby shower, usually only about 1/3 can attend. As soon as I get your guest list, I ll be sending invitations to each guest on your list and I ll also be calling them to pre-profile them to make sure I have exactly what I need for their skin type. Thanks so much and I ll talk to you on. Page 9

11 Scripts that WORK! With Guest List in Hand (Get those postcard invitations mailed out!) Hi this is with Mary Kay and I m going to be doing class on do you have 2 quick minutes? Great! I always like to give the guests a call before the class because I m so excited to meet you and I can t wait to see you on. You know I just always promise when you come to my class, I m not sure what your experience with Mary Kay has been, but I promise you that when you come to my class when you walk out that door you will know more than when you came. So I like to spend some special time with my guests on things they struggle with, so is there anything you struggle with on a daily basis? (ex. If she says she has oily or dry skin I tell her about our Oil Mattifier or Intense Moisturizing Cream note that on her profile card. Then I continue ) What has your experience been with Mary Kay? (I ask this question because if she has had a bad experience I will take care of the problem now & not in front of everyone at the class.), for being so nice and answering my questions, I m going to have a special goodie bag for you on. I can t wait to meet you. Script For Men Who Are Your Clients Husbands: Hi, I am so glad I got you on the phone. I wanted to ask you a quick Holiday question about, is she standing right there or can you talk? Great! This is your wife's personal consultant with MK, and I happen to know a few things that she would love to get for Christmas and I wondered if you wanted a few ideas, or do you already have her gifts all taken care of? You'd love some help - OK Well, I can personalize something specifically to what I know she likes - anything from a couple of stocking stuffers to my favorite The 12 Days of Christmas basket. Do you need something that really makes a statement, or do you just need that little extra something? (Don't say anything till he tells you - pause and listen) Need to make a statement? Then you definitely want the 12 Days of Christmas basket. It s a beautiful basket with 12 individually wrapped gifts for each of the 12 days before Christmas. You can give her one each day for 12 days or you can give it to her all at once your choice. Then all you have to do is make sure you get her a card that s it. Need that little extra something? Then I have just the thing for you. (Offer something like Miracle Set, Satin Lips, Satin Hands Set, Perfume. Get creative and have fun!) Closing the Sale: OK, now the only thing I need to find out from you is what price range you want me to work with. (If it's the 12 Days of Christmas basket) I do a very basic basket for 150, it's very nice, but with 12 different gifts - each one is going to be just over $10. And, I have the `She Deserves It All' basket for it's gorgeous and has everything to make her feel special. But the one most men go with is the one in middle for it's very pampering, very beautiful and I'll make sure I tuck in her favorites!!! Which basket would you like to bless her with?? (shhhhhh - don't say anything till he gives you an answer) Great - would you like to take care of that with cash, check or card? Page 10

12 Scripts that WORK! Fishbowl Scripts There s no reason you can t make EVERY name in your fishbowl the winner. Be enthusiastic and excited when you call no one wants to book with someone who s boring and not sold on the product herself! (Winner) This is with Mary Kay! Do you remember entering a drawing at? Well I ve drawn your name as the winner of the $10 gift certificate good at and the $25 of FREE Mary Kay products! Isn t that great! Do you have a minute so I can go over this with you? OR (Runner-Ups) This is with Mary Kay! Do you remember entering a drawing at? Well I ve drawn your name as one of the runner-up winners of $15 of FREE Mary Kay products! Isn t that great! Do you have a minute so I can go over this with you? (Continue) You indicated that (you ve tried/you ve never tried) Mary Kay? Yes: Great! Are you using it now or has it been a while? What products did you like? Well it s really different than it was in the past, so I know you ll find something you really love. No: That s okay I ll help you figure out what you d like to have whether it s skin care, makeup, perfume, anti-aging products whatever you like! Here s how I take care of my winners. We ll choose a good time to get together and since I keep product on hand all the time, when we re done you should have everything you want. Does that sound good? Now what do you think about this if you would have people (Look on her registration slip and see how many people she circled that she d be willing to share her facial with and go with the smaller number.) with you when we get together, I ll actually give you $50 of free product! Does that sound like something you d be interested in for $50 worth of free product? Great! (If they decide single facial) Okay, would you like to schedule that during the week or on the weekend? During the day or evening? Okay how about? Great! I ve got you down for at, and don t worry I ll be there rain, sleet or snow and I ve got some great makeup tips to show you!!!! (If they decide a class) Great! You might want to have what we call a makeover night; that s where you and your friends will get a new look and I can share some makeup tips. Plus you ll get to try? Have you tried that? (say something great about that product) Well it s just amazing! We ll have a great time!! Would a weekday or weekend be better? Day or evening? Okay how about? Great! I ve got you down for at, and don t worry I ll be there no matter what. I ll drop you a book in the mail so you can start looking around at what you might want to choose for your FREE product! (ask questions from profile card) Okay, I need to get the names and numbers of your guests that you re going to invite just so I can ask them the same questions I asked you so I can be more prepared. And if you have list ready tomorrow around I ll add a FREE lipstick to your list of FREE product you re already getting, will that work? Great!!!, I want you to have a great class and earn lots of FREE product so lets work together to get a good turnout and I promise that everyone will have a good time. I can t wait to see you on at! Is she indicated on registration slip that she has a consultant: This is with Mary Kay! Do you remember entering a drawing at? Well I ve drawn your name as one of the runner-up winners of $15 of FREE Mary Kay products but I see on your slip that you already have a Mary Kay consultant. I don t want to step on her toes so if you have a relationship with that consultant and she s servicing you regularly and sends you catalogs and samples, then she wouldn t be happy with me giving you FREE product. (Wait for her response! Most of the time you ll find out she s bought some things several months ago but isn t being serviced or she s not pleased with the service or her consultant moved away. If that is the case just go with the above script. HOWEVER, (If she IS being serviced by someone and is happy with her consultant, just thank her for entering your drawing.) Page 11

13 Text Scripts that WORK! 1. General Script: Hi! I'm n a contest w/mary Kay 2 have 15 women, this week & next, try r Award Winning TimeWise Skin Care Line & get their feedback. I wanted 2 give U a FREE GIFT if U will try it 4 me. It's Fun, Free, & No Obligation! Can I borrow U 4 this? God Bless, Referral Hi! U don't know me, but I'm friends w/ & I need a favor & she said U were really nice & might help me out. I'm n a contest w/mary Kay 2 have 15 women, this week & next, try r Award Winning TimeWise Skin Care Line & get their feedback. I wanted 2 give U a FREE GIFT if U will try it 4 me. It's Fun, Free, & No Obligation. Can I borrow U 4 this? Plus, will get a gift as well. God Bless, Warm Chat Hi! U may not remember me, but I met & I need a favor & U were really nice & I thought U might help me out. I'm n a contest w/mary Kay 2 have 15 women, this week & next, try r Award Winning TimeWise Skin Care Line & get their feedback. I wanted 2 give U a FREE GIFT if U will try it 4 me. It's Fun, Free, & No Obligation! Can I borrow U 4 this? God Bless, 2. When they reply. Yes GREAT! Thank U so much! We can do this 1 of 2 ways. It can just b me & U, OR, u can invite some girlfriends 2 join u (free 4 them) & n doing so, U will earn a 2 GIFTS instead of 1. Which do you prefer? If they reply. No No problem. Do u know of anyone who would b interested n a Free Facial that would b willing 2 help me out? In fact, if u can give least 5 referrals 2 help me, I would Love 2 give u a GIFT 4 helping me n that way. 3. When they reply. Just me and you Sounds Great! I have Tues. Night, the at 6:15 or Sat. morning, the at 9:30. Which works best for you? For individual facials, always offer your Weekly Event or Glamour Shots as an option. That way you can book several individuals for that same time making the best use of your time. When they reply. I would love to invite my friends Perfect! What works best 4 u, during the week or on the weekend? Always give them 2 options. For Ex: If they say on the weekend is best, you can then say, I have Sat the at 10am or 2pm. Which do you prefer? Page 12