Remember that every big accomplishment results from a series of little ones. By achieving your daily goals, you ll be working towards your yearlong

Transcription

1 Remember that every big accomplishment results from a series of little ones. By achieving your daily goals, you ll be working towards your yearlong goals! - Mary Kay

2 Where do I go from here? Getting Started Building Your Customer Base Booking Parties Coaching Your Hostess PreProfiling Your Guests How to do a Party Earning rewards Moving to the next level Checklist for your First Week in Business Ext: 44336# Call and listen every day! There is a new short 10 min training message from a different Top Director each day!

3 Professionalism & Ethics The Mary Kay Way Dress Professionally Mary Kay asks that we don t wear pants. Professional looking clothing that fits properly. Most Mary Kay events have guests, and they need to see Mary Kay as a professional organization. Be On time Lateness is simply rude to your director and the other consultants who are on time. Arrive early when you have an appointment or when you have guests at the meeting, so that we can end on time. Always Portray a Positive Attitude Mary Kay says, Attitude is everything, and that you can do everything right with the wrong attitude and fail or do everything wrong with the right attitude and still succeed! Call your director often, spend time with positive people, listen to Mary Kay CDs, and read inspirational books! Follow the Golden Rule Don t steal customers! That goes for recruiting too. Remember the Golden Rule: Do unto others as you would have them do unto you. Refer the customer back to her consultant. She may purchase from you at a party to help the hostess but do not follow up with her. Women of your word Pride yourself in being a woman of your word. You can count on me and I expect the same from you. This also goes for your customers as well. Keep your word and you will keep your customers. No Borrowing Do not borrow or purchase product from another consultant. This is a Mary Kay bylaw and you could lose your buying power for violating your agreement. Return Calls A professional woman returns phone calls whether they are pleasant or not. Use proper phone etiquette and always ask the person you are calling if this is a good time. Respect the MK BRand Portray your products as the best selling brand. No selling at flea markets or on websites, it hurts our image and deprives our customers of professional, personal contact and the opportunity to try before they buy. It also violates your Mary Kay Agreement. Stay Connected As your Director I will match my time with your effort. It is your responsibility to attend meetings and Mary Kay functions regularly. If at any time you decide Mary Kay is NOT for you, please be up front and honest about it.

4 PerfectStartVerificationSheet Book8AppointmentstoHoldatleast5! Turninthissheetby toearnmoneybagorbeebracelet! ConsultantName: 1) HostessName: GuestCount? a. Phone: Date/Time: 2) HostessName: GuestCount? a. Phone: Date/Time: 3) HostessName: GuestCount? a. Phone: Date/Time: 4) HostessName: GuestCount? a. Phone: Date/Time: 5) HostessName: GuestCount? a. Phone: Date/Time: 6) HostessName: GuestCount? a. Phone: Date/Time: 7) HostessName: GuestCount? a. Phone: Date/Time: 8) HostessName: GuestCount? a. Phone: Date/Time:

5 Getting Started Booking your First Appointment The secret to success with booking your first appointment is to use the MAGIC script shown below. And you might be tempted to change the script, but don t! And here s why: This script has been tested on over 100,000 people over the past 5 years and it WORKS. Even if you change 3 words, it can lead to NO results. Yes, we ve seen that happen. You can add any friendly courtesies to the front like, Hope your Dad is feeling better! or I missed you at the baseball game last night! but other than that, you don t want to deviate from the script. It s perfection! When you use this script, 1 out of 10 people will say yes and book an appointment. MAGIC SCRIPT: Hi Kaytie! How are you? Okay, random question, so I am now a Mary Kay beauty consultant and part of my training is to give 30 women a free facial in my first month. Basically, you get a satin hands treatment, a microdermabrasion spa treatment, an anti-aging facial, plus expert foundation matching. Any chance you could be one of my 30? That s it! Your goal is to send this script to everyone you know. And it has to be PERSONALIZED and INVIDIUALLY sent to each person. If you mass message, you will get NO response. You can send this by text message, by and by personal message on Facebook. How many people do you recommend I send this to? Ideally, you want to send it to over people on your first day. If you send it to 100, 10 will say yes. If more say yes, great! That s a blessing! Don t worry, 50% of what you book will cancel or reschedule, so it s recommended to overbook and even double and triple book the same time slot. It always works itself out. When they respond, "Yes..what is it?" What do I say when they respond? You say, "Great! Thank you so much! Basically, we pick a one and a half hour window that works best for you. Looks like I have an opening on Thursday at 6:30pm or Saturday at 11am. Do either of those work for you? (only give two options) You are welcome to schedule these at her home, your home or at your training center, if you have one. She may say, Let me get back to you Okay sounds great. Okay if I text you to check in later tonight? I m in a challenge to get these all set with times by midnight we can even pencil in a time if need be. Thanks again for your support! I m so excited about getting together!! 1!

6 What do I say when I haven t set a date yet? The biggest challenge is to take someone from a YES to an actual date. So, if she ignores you, then in a day, follow up. And then follow up every three days very kindly and passively. This is called being assertive. It becomes PUSHY when she says, I m not interested and you keep asking her. But as long as she has said she is interested, it s your job to get her booked for an appointment. Here is your assertive and non-pushy script, Hi Cheryl! I know you were interested in being one of my 30 facials. Thanks again! My schedule just opened up for next week. I have a Tuesday at 6:30 available and I have a few other spots too on Saturday. Would Tuesday work or is maybe the weekend better? And then I check in every three days, Hi Cheryl! I m getting close to finishing my 30 training facials and I still have ten more to go. I have you here on my list of people who said yes they would like a free facial, so I m reaching out to get you scheduled. Sorry I haven t been in touch..i ve been so busy working on hitting this goal. So, let s see are you free this weekend for an hour? Or is like Monday night better? Thanks again! Three days later, Hi Cheryl! We ve been missing each other here no worries! Are you still interested in the free facial or would you rather pass? I d hate to bug you if you aren t interested.! So all of these messages are assertive, non-pushy messages and it shows you are a true professional that treats your business seriously and is totally committed to making your Mary Kay business a success. Now they have set a date and time What do I say? You then say this, "Okay you are confirmed as one of my 30 pampering sessions this month on Saturday at 3pm. You re appointment will be from 3 to 4:30pm and we always start and end on time so you ll be out the door by 4:30. YOU ROCK! And, you can bring a few others along, like Mom, coworker, neighbor or friend to help me reach my goal. Would you like me to reserve seats for anyone else? There are TONS of ways to reach more people! What if I don t know that many people? 1. Are you on Facebook? If you have more than 10 friends on Facebook, message them. 2. Are you friends with men on Facebook? Here s a magic script to send to men: Hey Jim! Okay, this one is kinda random, but I am a Mary Kay Consultant and I have 30 free facials to give away to deserving women this month and I ve run out of women I know! I was wondering if I could reach out to some of your Facebook friends and send them a message inviting them for a free facial? I ll be totally respectful of their answers either way! Thanks so much! 3. Visit our website for more ideas: Click on Training. Enter your password: thetop Click Finding New Leads. Michelle personally built her entire business starting with just 5 contacts and being brand new to her town, so it s possible for ANYONE to do the same using our system of getting one person in front of you and then building from there.! 2!

7 You ve Booked Them.Now What? How to follow up every few days to prevent cancellations The Secret is Pre-Profiling Coach ALL of your Bookings and Pre-Profile ALL Your Guests to build a relationship with your guests before they come to their appointment. Appointments will cancel if you skip this step, so it s the MOST IMPORTANT step. Send this text to your guest to Pre-Profile 3 days before the event: Hi Juliana, Im super excited to see you on Saturday at 4pm. Can I text you a few quick questions about your skin to be prepared for your facial? Send this text to the guest of a friend 3 days before the event: Hey Kacie! Denise said your coming w/ her to the Mary Kay appointment Fabulous! Im so excited to meet you! Do you text? I have a few questions about your skin so Im prepared for everyone! Thx, Your Name Here s the questions to send: 1. Have you ever tried Mary Kay before? 2. What are you currently using for your skin care? 3. What type of skin do you have dry, normal, combo or oily? 4. What would you change if you were to change anything about your skin- fine lines, dark circles, uneven skin tone, smaller pores, blemishes? If they have NEVER tried MK: Awesome thanks so much! I always love to pamper a Mary Kay first timer! You will be blown away with the instant results! Cant wait to pamper you. It will be so much fun! If they HAVE tried MK: Awesome thanks so much! I always love to pamper someone who knows Mary Kay. Do you have a consultant? I cant wait to pamper you and you ll see amazing, instant results. It will be so much fun. Then, you can send the address to them: (Use whatever address to your location) The address to our studio is: Studio Pink Center Ridge Road Westlake, OH We are in the King James Shopping Plaza. You ll see our white sign that says, Studio Pink. There is plenty of parking in the front of the building or behind. Looking forward to meeting you! Day Before Confirmation Text Hi Sarah! I ve reserved your spot at the studio for tomorrow, so looking forward to seeing you at 11:30. Will it be you plus Joanie and Sam? We do have an opening for one more, if you had someone else last second. See you tomorrow. We will be done by 1pm and we always start and end on time. Your Name! 6!

8 Overcoming Booking Objections

9 10 6 PERFECT PERFECT PERFECT PERFECT 15 3 Picture in Perfect Contest Newsletter 15 parties or 75 faces 15 interviews $1,500 wholesale Madson pin Leave daily messages for SNSD Lisa Madson on hotline. (if you don t already have it) 10 parties or 50 faces 10 interviews $1,000 wholesale Picture in Perfect Contest Newsletter Madson pin (if you don t already have it) 6 parties or 30 faces $600 wholesale Leave daily messages for SNSD Lisa Madson on hotline. Picture in Perfect Contest Newsletter Madson pin 6 interviews One-on-one coaching call with SNSD Lisa Madson (if you don t already have it) 3 parties or 15 faces Recognition in Perfect Contest Newsletter 3 interviews $300 wholesale A party is considered three or more people including the hostess and $100 in sales OR a new recruit. You must hand in each potential recruit s name and phone number to your Sales Director to qualify as an interview. Who did I interview? Customer Name Tracking parties = 1 party Consultant Name: Contest Month: 5. Track your Month Tracking wholesale 8. = $100 wholesale Director follow-up Agreement submitted

10 Name Amount Purchased Scheduled follow-up? Who attended my parties this month? Name Amount Purchased Scheduled follow-up?

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12 Name Phone Number Interview Date Name Phone Number Interview Date My New Team Member is: Initial Order Amount: Initial Order Date: "Mary Kay challenged me to share my business opportunity with 6 women as apart of my training and I choose you because (insert sincere compliment or why you think shed be great). Is there any reason why I couldnt share some fun, fast facts about what I do and get your opinion?" 3 way call with Director Meet for coffee Watch sharing video on weebly bring to event

13 Inventory Options Advantages Higher Sales Women are impulse buyers. They want their products as soon as they fall in love with them. Your sales will be 57% higher if you carry inventory to give immediately to your customers. Less Chance of Losing the Sale Women do not usually change their mind once they have the product in their hands. However, if they have to wait for the product, they may change their mind about their order due to money, stress, or husband. Your Confidence You are more likely to actively work your business if you have product on your shelf. You will feel like a professional and have more confidence in your sales ability. Motivation Your inventory will motivate you to do your business when you lack self-motivation. Product sitting on your shelf will motivate you to get on the phone and out there selling. Profit You will see a profit sooner from carrying inventory. If you have to place orders; it takes longer to see profit. Also, you can see a higher commission level from your sales because you will be able to order in larger quantities and less often. Higher Reorders and Less Drop off If you are able to immediately service your customers with product as soon as they run out, they will learn to depend on you. If you have to place an order to the company, they may look for another consultant that stocks an inventory. Less Frustration Consultants who do not carry product tend to get frustrated with their business.sometimes to the point of quit- ting. Not carrying inventory is one of the most common reasons for consultant dropout Disadvantages Fear of Debt Some consultants look at borrowing money for an inventory as debt. This can cause fear. However, when you look at your inventory from a business standpoint, it s really an investment. You double your investment each time you sell a product. Remember also, you have a 90% buy-back, guarantee for an entire year from the date you placed your inventory order. (This guarantee is printed on your Beauty Consultant agreement.) You really have everything to gain and nothing to lose by purchasing an inventory to begin your business. Financial Options/Suggestions 1. Apply at more than one bank or credit union. 2. Select the option that offers the best interest rate. 3. Consider a co-signer, if you are initially turned down for your loan. 4. Consider borrowing against a CD. 5. Do not request a business loan. They are much more difficult to obtain than a personal loan and require more paper work. They are usually charged additional fees and a higher interest rate as well. 6. Place your initial order using Visa/MasterCard/ Discover. Your order may be split over four credit cards. And, any interest incurred on a loan or credit card is 100% tax deductible. How to Apply for a Chase Visa MK 1. Go to the homepage of at the top left hand corner is the link for ordering and then a drop down menu will reveal MK Connections, click the link. 2. Click on VISA MK Credit Card link. 3. Click on Apply link. 4. When you apply, make sure everything is perfect before you hit the submit button. Do not hit stop, back or refresh button while they are processing your application. You will not receive instant approval if you do this. 5. Once you are approved, WRITE down the credit card number and expiration date and THEN print the screen shot. If you loose the number for any reason, federal law prohibits that CHASE give you the number over the phone and your card will not arrive for approximately two weeks. 6. You will receive a temporary limit (usually $1,000), so call immediately (800) to find out what your final approval limit is. You may need to press 0 to speak to a customer service representative.