MARY KAY SUCCESS MANUAL

Transcription

1 MARY KAY SUCCESS MANUAL **Some details in this packet may be slightly different from details shown in training videos. These details are simply minor changes intended to make your business run more smoothly. The details IN THIS PACKET are the ones you will want to use, as it has been slightly updated since the making of the videos. We are simply able to make refinements and improvements more readily available HERE than in video format:)

2 Mary Kay s Mission is to Enrich Women s Lives We will do this in tangible ways, by offering quality products to consumers, financial opportunities to our independent sales force, and fulfilling careers to our employees. We also will reach out to the heart and spirit of women, enabling personal growth and fulfillment for the women whose lives we touch. We will carry out our mission in a spirit of caring, living the positive values on which our Company was built. Integrity Integrity and the Golden Rule must guide every business decision. Enthusiasm Enthusiasm encourages a positive attitude and provides inspiration as we work together to achieve our goals. Praise Praise motivates everyone to reach their full potential. Leadership Leadership among our sales force and employees must be encouraged and recognized in order to achieve long-term success. Quality Quality in our products and services must be a priority in order for us to deliver value and satisfaction to our customers. Teamwork Teamwork allows each person to be valued and appreciated by others while contributing to the company's success. Service Service should be prompt and proactive to provide convenience with a personal touch. Balance Balance in our lives with God, Family and Career in harmony.

3 Dialogue for Setting Up Practice Hostesses I am so excited! I just started my very own business with Mary Kay can you believe it? I am wondering if you would be willing to help me out with my training by being a PRACTICE HOSTESS for me?? It s training for me, but all the FUN and FREE product are real for you! Would you do that for me? Great! Do you have 5 minutes today so that my Director and I can call and tell you about how you are going to start earning your FREE product? (text Ondine with a time that works for your hostess!) New Consultant Booking Dialogue Hi, this is. Do you have a quick minute? Great! Well, I wanted to share something REALLY exciting with you...i have just started my own business with Mary Kay Cosmetics, and I am SO excited, and, my training starts this/next week and I am wondering if you could help me out by letting me practice on your face would you do that for me? Great! Thank you so much,, and I promise you will have a great time! Which would work better for you-this week or next? Tuesday or Thursday? 6:30 or 7:00?, my training requirement is to practice on 15 faces in the next two weeks, is there any way you could invite a friend or two, to come with you - I would have a FREE gift for you to say THANK YOU, and it would really help me out with my training, would you be willing to do that? Great! I will call you in the next few days to see who might be joining us, AND I will also have a few questions about your skin so that I can have ALL THE RIGHT products for your to play with at our pamper.does that sound okay?? 3

4 Preliminary Coaching Dialogue So, just so you know, you will have the opportunity to Earn unlimited FREE products based on the sales at your party! does that sound good? You earn your first FREE gift by simply getting me your invitation list of at least 10 women you would like to INVITE to your pampering session (not necessarily those you think will be able to make it-but just who you want to invite)...and just for doing that, getting me your INVITE list within 24 hours of right now, you will EARN your first portion of FREE product, which will be your choice of either a FREE lip gloss, lip color or lip balm!! Does that sound good? Are you more of a lip gloss girl or a lip color girl?...keep in mind, all I need are names and phone numbers so that I can send out a text invitation: unless you have ladies that you feel would prefer an invitation via the mail. I will do all the work! I ll send out a cute little invitation, and your friends will know that you thought of them and that they have been invited. We have found that women feel very special to be invited, even if they can t make it to the party, they like making YOUR LIST!! Does that sound good? Now, your FREE lip gloss/color is just for the invite list, it has nothing to do with who can come or NOT come to the class! In fact, we already know not everyone will be able to make it, because not everyone's schedules work...usually by inviting 10 ladies, only about 2 are able to join us (usually 1 out of 5) so if you can think of closer to 15, that would ensure you about 3 ladies at your party, AND helps you earn your ADDITIONAL FREE PRODUCT!! Now, this is my business and you are in my date book. You can count on me to be there rain or shine! Please know that as you talk to your friends, let them know that they DO NOT have to purchase a thing, they can just come have fun, but any purchases they make do help you! So if anyone does fall in love with anything, they can let me know. One final thing...i will get you a hostess packet and then we can touch base in the next few days to answer any questions that you may have AND go through the ways that you will be earning your FREE Product. Does that sound good? Great!! Now, we believe that a Mary Kay Hostess should NOT have to work.so your ENTIRE job is simply a GREAT INVITE LIST (the bigger the better because of the 1 out of 5 ratio)...and that s it, your job is done, I will take care of every-thing else...does that sound good? We are going to have a great time and I can t wait to give you all of your FREE product. So would you prefer to call or me with your list tomorrow? *Send Hostess Packet at this time! (Includes Hostess Letter, Look Book, Business Card and a Sample.) 4

5 If Hostess didn t get you the Invitation List within 24 Hours (Whether in person or in Leaving a Message) Hi, this is with Mary Kay. So sorry we did not connect about your INVITE list. I do want to say thank you, thank you for agreeing to be a model/hostess/practice hostess for me. I can t tell you how much I appreciate you for helping me with my training without wonderful people like you, I wouldn t be able to get my training completed. As our 24 hour time period has passed and I haven t received the invitation list yet, I m thinking you just got delayed. I REALLY want YOU to earn your FREE lip gloss/color/product, so let me share with you what I can do if you can get me your invitation list within the next 24 hours, I am able to still get YOUR FREE PRODUCT for you. (Name), I want to do a good job for you, and honor you and your friends...and by getting your INVITE list within the next 24 hours, it will allow me to be on time with what I need to do to make your Pamper Session wonderful!! Thank you, and I can t wait to give you all your FREE product! Talk to you soon! Second Message After ANOTHER 24 Hours (If still no Invitation List) Hi, this is with Mary Kay. I hope all is well with you. I am so sorry that we have not been able to connect yet! I am so excited for you to be a practice hostess and earn all your FREE products that you have waiting for you, AND I am so appreciative for you helping me out with my training. I m thinking that maybe something has happened OR that maybe now is not a good time for you if it s not a good time, just know that we can reschedule for a time that is better for you, that s not a problem! If the date we scheduled DOES still work for you great I just need to get the invitations for your Pamper Session sent out by tomorrow to make sure that I am honoring your friends, so I do need your INVITE list today. Can we do that?? Keep in mind, this list is not who can come but simply who do you want to invite. If you can please let me know, either way, then I know which way to proceed either way is fine I just would like to know what works best for you! So thank you in advance for letting me know. Once again, I so appreciate you! How to Release (If still NO Invitation List after 2 attempts) Hi,, this is with Mary Kay. I m so sorry that we haven t been able to connect yet things must be just crazy for you. Tell you what, as I have not heard from you, I m going to assume that the date we selected for your party is not going to work for you. Don t worry, it s fine, I understand how life can get so busy. I m going to go ahead and give your time slot to someone else, and you and I can connect later to select a different time that works better for you does that sound ok? I m still very excited to have you as a (practice) hostess for me and thank you for agreeing to help me with my training we ll just get another date selected that works better for you. Feel free to give me a call or I can call you too 5

6 OBJECTIONS As you perfect your skills of booking and holding Skin Care Classes, you will encounter objections. You will find that objections are simply requests for more information. You will want to make flash cards of these objections to practice with. There are 6 main objections that you will encounter when booking Skin Care Classes: 1. I don't have TIME 2. I don't have any MONEY 3. I use "BRAND X" 4. I DON'T WEAR MAKEUP 5. I don't have enough FRIENDS/don't have anyone to invite 6. I'm ALLERGIC to Mary Kay When you hear one of these objections from your future hostess, it s time to get excited! Each of these "objections" is exactly the reason why your future hostess will LOVE her pampering session! When overcoming objections, we always use the "FEEL, FELT, FOUND" method. (I know how you feel, I've felt that way myself (or I know someone who felt that way), what I've found is...) Use the sample dialogues below to help your potential hostess understand how you can help her. I suggest putting these dialogues on "flashcards" and becoming very familiar with them, since you will encounter these same objections throughout your Mary Kay career. Her Objection: I don't have TIME to hostess a Skin Care Class. Your Response: I know just-how you FEEL! When my consultant asked me to hostess a class, that s just how I FELT. What I FOUND was that when I felt like I had the least time to spare, that s exactly when I needed to take a little time for myself! My consultant explained to me that our class would only take about 2 hours, and she would even send the invitations out for me! After my class, I was so glad that I had taken that time to pamper myself, and hang out with my girlfriends! I think every woman deserves a little time out once in a while, don't you? Her Objection: I don't have any MONEY to buy anything. Your Response: I know just how you FEEL! I have many customers who have FELT just the same! What my customers have FOUND is that free product is the best product! There is never any obligation to buy anything at a Pampering Session, and I love to reward my hostesses with free product! I would love for you to leave your checkbook at home, and just let me pamper you and your girlfriends! Doesn't that sound great? Her Objection: I use "BRAND X." Your Response: I know just how you FEEL! I FELT the same way myself. I too, was loyal to another brand. What I FOUND was that the consultant just wanted my opinion in regards to how Mary Kay compared to what I was currently using. I would love to get your opinion on our products, as that opinion would be especially valuable to me. I'll even have a gift for you just for giving me your opinion! Would you be willing to help me out with my training by doing that?

7 Her Objection: I DON'T WEAR MAKEUP. Your Response: I know just how you FEEL! I actually have many customers who FELT the same way, as they didn't wear a stitch of makeup, either! What they have FOUND is that we actually focus on Skin Care at our Pampering Sessions, glamour is icing on the cake. I would love to get your opinion on our Skin Care. Would you be willing to give me your opinion? And if you prefer, I actually offer a selection of other pampering sessions besides Skin Care Classes! I do manicures, pedicures, spa classes. etc. Her Objection: I don't have any FRIENDS/don't have anyone to invite. Your Response: I know just how you FEEL! I FELT the same way when I was thinking of hostessing a class! What I FOUND was I knew a lot more people than I thought! I thought about who I would invite to my wedding -if I was getting married, and I came up with a great list of ladies to share my pampering session with! We actually love to work with small groups, just 3-6 ladies is perfect! Who can you think of that you know from work/church/clubs/school/family? I bet any of those ladies would love to be pampered, don't you think so? Her Objection: I'm ALLERGIC to Mary Kay. **This objection is a little different than the others, in that you need to gather a little more information from her before you overcome it. ** Your Response: I know just how you FEEL! I have a lot of allergies and sensitivities, too! Do you mind if I ask you a couple of quick questions to help me with my training? a) How long has it been since YOU last tried Mary Kay? If it has been more than about 1-2 years, let her know that the company is always improving the product, that many of our products are now dermatologist tested and safe for sensitive skin, and that you are confident that you will be able to find products that work for her. b) When YOU previously tried Mary Kay, what products did you try, and what exactly did you experience? Let her know that we have many different product lines, and that you are confident that some of our other products will work for her. c) What is it that you are allergic to, specifically? If she does know what ingredients she is allergic to, let her know that we have lots of different formulas, and that you can do a little research and have her try products that do not contain that ingredient. Let her know that you are confident that you will be able to find products that work for her. If she does not know what ingredients she is allergic to, let her know that all of our products are tested by independent dermatologists, and that most are rated as safe for sensitive skin. Let her know that you would love to help her find some products that will work for her, since you know how difficult it is to find products when you do have skin sensitivities. d) What are you using on your skin currently? Let her know that Mary Kay has product lines that are very gentle, and that if she is able to use any product line available on the market, you will be able to find products in the Mary Kay product line that will work for her. Always offer to let her do a patch test before she tries the product all over her face. Also, let her know that even if she doesn't feel comfortable doing a facial at her class, she can still invite some girlfriends over for some pampering, and earn Free Product!

8 SKIN CARE CLASS CHECKLIST Class Date Hostess Name Phone Address Class Times: To Start To Arrive Gloss/Color Activity* Date Completed Done: Projected Date: Step 1: Book Class Step 2: Preliminary Coaching Call Step 3: Give/Send Hostess Packet ( ) Step 4: Send Thank You in Advance Hostess Postcard ( ) Step 5: Get Invitation List ( ) (have hostess call/text her guests and tell them to expect an invitation) Step 6: Mail Invitations (12 days prior) ( ) Text Invitations (10 days prior) ( ) Step 7: Hostess Coaching Call (7 days prior) ( ) Step 8: Pre-Profile Guest Calls (7 days prior) ( ) Step 9: Have Hostess call/text guests day before class to tell them how excited she is that they are coming, OR if Hostess help is needed w/getting ahold of guests! Step 10: Call & RSVP w/ondine for guest s names, phone # s and skin type Step 11: Hold Class Step 12: Close Class Step 13: Individual Close Step 14: Send Thank You Notes *timeframe is critical!! Ladies receiving their invitation 10 days prior is a MUST!! 8

9 SKIN CARE CLASS CHECKLIST (cont.) Guest Name Address Phone Number Pre-Profiled

10 Dear Future Hostess, Thank you! I m SO excited about our Pampering Session on at! I'm looking forward to sharing Mary Kay products with you and your friends, AND to assist you with EARNING LOTS OF FREE PRODUCT! Great News!! I will be sending the invitations out for you, so being a hostess is as simple as getting me your invitation list...i will do the rest!! I am so excited to work with you! Thank you for helping me with my training! Independent Beauty Consultant Dear Future Hostess, Thank you! I m SO excited about our Pampering Session on at! I'm looking forward to sharing Mary Kay products with you and your friends, AND to assist you with EARNING LOTS OF FREE PRODUCT! Great News!! I will be sending the invitations out for you, so being a hostess is as simple as getting me your invitation list...i will do the rest!! I am so excited to work with you! Thank you for helping me with my training! Independent Beauty Consultant

11 It Pays to Party! Earn unlimited FREE products based on the sales at your party! FREE Gift! Get invite list to me in 48 hours Text or me 10+ names & phone # s of ladies you d like me to invite. I will text out cute picture invites & follow up by phone to see who can come. 10% of sales in Hostess Credit, or With at least 2 guests over the age of 18 who do NOT have a beauty consultant 15% of sales in Hostess Credit, or With 1 booking from your party Have family & friends who can t make it? They can order online or give you an order for me and it counts towards your total sales! To Keep In Mind: Not everyone we invite will be able to come, so we re inviting extras. Parties run about two hours with a little extra time for set up & clean up. Party Time! Thank you for scheduling your party,! I can t wait! XOXO Date: Time: Location: My Contact Info: Cell: Website: 20% of sales in Hostess Credit With 2 bookings from your party Alternate Hostess Program: U + 2 Receive $75 in Mary Kay products for only $35 when you have at least 2 guests Refreshments are optional, and best served at the end. The party will run more smoothly without children. Party Time! Thank you for scheduling your party,! I can t wait! XOXO Date: Time: Location: My Contact Info: Cell: Website: It Pays to Party! Earn unlimited FREE products based on the sales at your party! FREE Gift! Get invite list to me in 48 hours Text or me 10+ names & phone # s of ladies you d like me to invite. I will text out cute picture invites & follow up by phone to see who can come. 10% of sales in Hostess Credit, or With at least 2 guests over the age of 18 who do NOT have a beauty consultant 15% of sales in Hostess Credit, or With 1 booking from your party Have family & friends who can t make it? They can order online or give you an order for me and it counts towards your total sales! 20% of sales in Hostess Credit With 2 bookings from your party Alternate Hostess program: U + 2 Receive $75 in Mary Kay products for only $35 when you have at least 2 guests To Keep In Mind: Not everyone we invite will be able to come, so we re inviting extras. Refreshments are optional, and best served at the end. Parties run about two hours with a little extra time for set up & clean up. The party will run more smoothly without children.

12 HOSTESS COACHING Hi, this is with Mary Kay. Do you have a quick minute? Well, I am so excited about our Pampering Session on Thursday, I can't wait to give you all your FREE PRODUCT that you are going to earn!! You know that hostess packet I mailed/dropped off to you, do you have questions? Let's go over the hostess letter real quick to see all of your FREE Product Options, OK? (read off letter) Mary Kay Hostess Rewards Program It Pays to Party! Earn unlimited FREE products based on the sales at your party! FREE Gift! Get invite list to me in 48 hours Text or me 10+ names & phone # s of ladies you d like me to invite. I will text out cute picture invites & follow up by phone to see who can come. 10% of sales in Hostess Credit, or With at least 2 guests over the age of 18 who do NOT have a beauty consultant 15% of sales in Hostess Credit, or With 1 booking from your party Have family & friends who can t make it? They can order online or give you an order for me and it counts towards your total sales! 20% of sales in Hostess Credit With 2 bookings from your party Alternate Hostess program: U + 2 Receive $75 in Mary Kay products for only $35 when you have at least 2 guests Do you have questions on how you receive your FREE PRODUCT? I also want to let you know that our Pampering Session will start at and will finish up around and will run more smoothly without children. Can you come a couple minutes early so that we can test you for your foundation color?, I want you to know that we are partners, we are working together, and I want to help YOU to get as much in FREE Product as you possibly can!! Does that sound good? Now, one of the most important ways YOU are going to earn your Free Product is for us to have a great turnout! I ve already sent out your invitations, and we already know that not everyone invited will be able to make it, so if you think of anyone else to invite, just let me know. Also, I ll be giving everyone a quick call to ask a few questions about their skin so if you could text them real quick to let them know that I ll be calling, that would be great!! Do you have a couple minutes where I can get YOUR info about your skin? 12 (use Pre-profile dialogue)

13 DIALOGUE FOR CONFIRMING GUESTS (CALL every person that was invited and say ) Hi this is with Mary Kay Cosmetics. I am going to be conducting the Pampering Session for on, do you have just a quick minute? Great! I am so excited about s party and I know she is too. She has seats for just 6 special ladies, and she would like to share her pampering session with you. Will you be able to join us? IF YES.Wonderful! Now,, I have just a couple of quick questions about your skin so that I can be prepared, do you have just a couple more minutes? (Go to Pre-Profile Dialogue) IF NO (Go to Dialogue Below) (smile, smile, smile-it always comes across over the phone) MESSAGE.Hi this is with Mary Kay Cosmetics. I am going to be conducting the Pampering Session for on. I am SO excited about s party and I know she is too. She has seats for just 6 special ladies, and she would love to share her pampering session with you. We are just wondering if you be able to join us? Feel free to give me a call at (phone #) or I can try you back too, whatever works best for you! IF NO...Dialogue for Potential Guests who CANNOT make it to the Pampering Session Oh, darn, I know (hostess) was so hoping that you would be able to join us. However, I totally understand. Just so you know, we do have another option.. If you would like, you and I could schedule another time for your pampering session that does work for you, and (hostess) would still receive hostess credit for that. Would you like to do that? Great!! (Go ahead and schedule!) Which would work better for you-this week or next? Tuesday or Thursday? 6:30 or 7:00? Great!! A lot of ladies ask me if they can share their pamper with a friend or two, and the answer is YES! It s even more fun, and I would have a FREE THANK YOU gift for you! Would you like to do that? 13

14 DIALOGUE FOR PRE-PROFILING GUESTS (record on back of profile card - in comments section) The questions on the front of the profile card in your starter kit are not detailed enough, we DO NOT count them as Pre-Profiling! Do not ask questions on front of card! 1. What type of skin do you feel you have? Dry, Normal, Combination, or Oily? If Combination, does it lean more towards dry or towards oily? Do you have any known sensitivities or allergies with your skin? Any sensitivities towards Citrus Fruits? 2. What are you currently using to cleanse your face? Have you ever tried Mary Kay Products? (If yes, ask how long ago. If recently, ask if she currently has a consultant that she buys product from. If yes, tell her "Great, I will be able to take care of anything you need that night, as that does affect 's hostess credit, but in the future you can keep working with your consultant." If she says no, then it is fine for you to have her as a customer). 3. If there is anything you would like to improve about your skin? What would it be? 4. Are you interested in sampling anti-aging products? 5. Do you prefer a more natural color options or a more playful color options? We will be doing just the basics in color that night, but I would like to coordinate your glamour choices to your preference! 6. our party will start at and conclude around. If you would like to come just a few minutes early so that I can test you for your foundation color, that would be great. Also, be thinking about whether you would like to play with a liquid foundation or a mineral powder foundation and we will personalize that for you on. Also, just in case I don't get all of your questions answered, you and I will have a few minutes after the party to discuss them. How does that sound to you? Great, can t wait! IF APPLICABLE BECAUSE OF HAVING A HOSTESS, CONTINUE BELOW: 7. Now, if there is something that comes up and you can't make the party, as it is reserved seating, could you please give 24 to 48 hours notice so we can fill your spot? Would you do that for her as it does affect her Hostess Credit! Great! I'll see you on (day) at (time). And, I know this means a great deal to to have YOU there as her special guest! See you on! 14

15 Mary Kay Company Information Mary Kay Inc. exceeds $5.2 Billion in global retail sales annually! Mary Kay Cosmetics is named ONE OF THE TOP 10 PRESTIGE BRANDS, IN THE WORLD!! Mary Kay is sitting pretty as No.1 on the Customer Loyalty Engagement Index in both the cosmetic and moisturizing skin care categories. Mary Kay Products have earned the Good Housekeeping Seal of Approval for our quality, value, and price of our products. More than 2 million Mary Kay Independent Beauty Consultants and Sales Directors serve customers in more than 37 countries worldwide. All are independent business people operating their own Mary Kay business. Mary Kay Inc has been listed as one of the Top 100 Best Companies to work for in America by Fortune. We are one of only 30 companies in America to have been listed 3 times, and the only Cosmetic and Direct- Selling Company to have ever made that list. Criteria for the Fortune 500 has changed and now the list only includes public companies. As a private company, Mary Kay does not release such information and, consequently, does not appear on the list. Mary Kay Inc. has been recognized by the Wall Street Journal for more women earning $50,000 to $100,000 a year than any other company in the United States. Case Studies on the Mary Kay business model have been shared at the collegiate level at several prestigious universities including Harvard and Yale. In a study conducted by Baylor University, Mary Kay Ash was designated as the Greatest Female Entrepreneur in American History. Mary Kay s famous Career Car Program now includes, in addition to the renowned Pink Cadillac (SRX or CTS), Toyota Camry or Chevy Equinox both in black, or Chevy Cruze in white. Mary Kay s car program has over 10,000 MK Career Cars on the road with a value approaching $200 million. I m also very proud to tell you about the Mary Kay Foundation. It has awarded $25 Million to shelters and programs addressing domestic violence and nearly $15 million to find a cure for cancers affecting women in the United States. The Mary Kay Foundation built Nature Explore Classrooms at domestic violence shelters across the countrythe first of their kind to be built at women s shelters. The Nature Explore Classrooms are outdoor learning spaces designed to allow the powers of nature to help children learn, play and heal from abuse. As a part of its Pink Doing Green initiative, Mary Kay Inc. planted 200,000 trees in the Bitterroot National Forest in conjunction with the Arbor Day Foundation and the US Forest Service. Top reasons why women start a Mary Kay Business: Money highest direct commission paid in the U.S.--50% commission. Unlimited earning potential! Earn the use of a Career Car payment and 85% of the insurance for two each month or cash option! Friends Support system. In business for yourself, not by yourself! Freedom No earning s quotas, limits, or territories! Flexibility full time pay for part time work, great for any busy woman, mom, or full time employee. Tax Advantages self-employed, so tax benefits and deductions are extensive! Wholesale Product purchase all of your personal use product at the wholesale price. Company Values Faith first, family second, and career third. Working business on the Golden Rule!

16 Your Name: Today s Date: Cell: Your Consultant: Check All That Apply To You Personally: 18 & Over Married Children Enjoy People Time Mgmt Master Which Things Could You See Personal Benefit From: Money Recognition Self-Esteem/Personal Growth Career Car Advancement/Advantages Being Your Own Boss How would you rate your interest in a possible MK Business opportunity? What information would be most helpful in considering the possibility of Mary Kay? What questions/concerns would you like answered? THANK YOU FOR YOUR INPUT!!! Your Name: Today s Date: Cell: Your Consultant: Check All That Apply To You Personally: 18 & Over Married Children Enjoy People Time Mgmt Master Which Things Could You See Personal Benefit From: Money Recognition Self-Esteem/Personal Growth Career Car Advancement/Advantages Being Your Own Boss How would you rate your interest in a possible MK Business opportunity? What information would be most helpful in considering the possibility of Mary Kay? What questions/concerns would you like answered? THANK YOU FOR YOUR INPUT!!!

17 Name: Phone: 1. What did you enjoy MOST about your pamper today? 2. Are you pleased w/ the foundation color/type you tried? 3. What are you interested in learning more about at your Personalized Color Appointment? _Techniques for making lips appear fuller _Contouring facial features to appear more defined _Techniques for achieving the "smoky eye" look _ Concealing skin imperfections _ Techniques in applying eye, cheek & lip color 4. What "look" have you selected for your Personalized Makeover? 5. Times that work best for your Personalized Color Makeover: (circle best time) Weekday * Evenings * Weekends 6. Would you like to share your Personalized Color Makeover with: 1-2 friends, and get a little FREE Product 3-5 friends, and Receive TONS of FREE product!! 7. What is on your Wish List? What products appeal to you the MOST? 8. What SPECIAL would you like to take home with you today? Buy ANY Skin Care Set & get Get your travel roll up bag for free w/ your foundation for half price the Repair or OR Pick your favorites: Ultimate Set 9. What is your payment preference? Cash Credit/Debit Check Payment Plan (2 Payments) 10. Would you like 10 additional entries into the $100 Mary Kay Shopping Spree Drawing? Name: Phone: 1. What did you enjoy MOST about your pamper today? 2. Are you pleased w/ the foundation color/type you tried? 3. What are you interested in learning more about at your Personalized Color Appointment? _Techniques for making lips appear fuller _Contouring facial features to appear more defined _Techniques for achieving the "smoky eye" look _ Concealing skin imperfections _ Techniques in applying eye, cheek & lip color 4. What "look'' have you selected for your Personalized Makeover? 5. Times that work best for your Personalized Color Makeover: (circle best time) Weekday * Evenings * Weekends 6. Would you like to share your Personalized Color Makeover with: 1-2 friends, and get a little FREE Product 3-5 friends, and Receive TONS of FREE product!! 7. What is on your Wish List? What products appeal to you the MOST? 8. What SPECIAL would you like to take home with you today? Buy ANY Skin Care Set & get Get your travel roll up bag for free w/ your foundation for half price the Repair or OR Pick your favorites: Ultimate Set 9. What is your payment preference? Cash Credit/Debit Check Payment Plan (2 Payments) 10. Would you like 10 additional entries into the $100 Mary Kay Shopping Spree Drawing?

18 SKIN CARE CLASS SETUP INFORMATION PLEASE READ!! Prior to every skin care class, you will want to prepare a Skin Care Bag for each guest. Take a gallon-sized Ziploc bag/or the Black mesh bags that come with your Starter Kit mirrors and fill it with: 1 tray liner, 4 cotton balls, 1 headband or 2 hairclips, 1 sponge-tip applicator, 1 pen, and 1 sales ticket. One bag will be sufficient for each guest. These bags make it simpler to set up for a skin care class just set out the Face Cases and then prepare each guest s place setting with supplies from the Skin Care Bag. It s a good idea to prepare many Skin Care Bags in advance and keep them stored so you can just pull out how many you need for the class. REPEATEDLY OBSERVE and REPEATEDLY take detailed notes. This is really truly the only way to have an accurate skin care class. Quite honestly we can t put it all down on a sheet of paper, but here is something to start with. HAVE YOUR INSTRUCTOR S GUIDE! 1. Product DISPLAY Roll Up Bag: You will want to make sure to have ONE COMPLETE ROLL-UP BAG featuring a Create Your Own Roll-Up Collection to show!! Use the Sets Sheet to select the four/six sets to put together YOUR Display Roll Up Bag. These products should be fresh and current (not used). You may also want to have a filled Cosmetic Display Tray to show eye colors, cheek colors, and lip glosses to use as samples. The display looks best when set on some kind of eye-catching fabric. Feel free to "jazz up" your display with candles, flowers, your model portfolio, or anything else that you want. Don't forget the hostess gifts, all glitzed up!! All of these products will be tax deductible as demonstrators. You will also want to create a DEMO Roll-Up Bag to work from.(you can include all the DEMOS listed below) 2. Have these full-sized retail DEMOS... IN ADDITION to what comes in your Starter Kit: Satin Hands Set Satin Lips Set Firming Eye Cream and TimeWise Repair Eye Renewal Cream Foundation Primer Any shade of eyeliner (we use this to help demo the Oil-Free Eye Makeup Remover) Lip Gloss Selections Cheek Color Selections Eye Color Selections 3. Each GUEST PLACE SETTING: Placemat (the Current Sets Sheet with Company Info on the back) works well- just put them in page protectors) Face case with liner Profile Card (name and phone number on front, pre-profile info on back..then they fill out remainder of info when they arrive) 4 Cotton balls Sponge tip applicator for lip color Hair clippie or headband A little sample "gift" wrapped up in pretty paper/goodie Bag (optional) Pen Sales Ticket 4. PRODUCTS to be on the Tray Liner (before the class starts): SEE THE MASTER OF THE SKIN CARE CLASS TRAY SET UP ON NEXT PAGE!! 5. AT THE TABLE, prior to the class, have each guest fill out the front of their Profile Card as soon as they arrive so you have their personal information. Next, test them for their foundation shade and record it on the back of their Profile Card. Finally, have them choose a lip gloss shade and cheek color shade and be sure to write it on the back of their Profile Card so they can try it during the class. REMEMBER, this is a pampering session for your guests. Having a beautiful, professional display for them to look at will make them feel special!! Being prepared will let you make it look easy and enhance your professional image! 17

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20 This page represents the Skin Care Class Placemat to be put underneath the trays at each persons place setting. ONE SIDE has the Sets Sheet and the OTHER SIDE has Company facts...the MASTER of this tool is on our website, in order to provide you with the most current sheets due to the fact that products change and prices adjust! So below is an EXAMPLE ONLY! Page One Page Two

21 How to organize/manage Customer Information Set up a filing system with manila folders. Each customer gets a file. Have a Before and After photo of each customer. Keep: 1. Customer Profile 2. Copies of Sales Tickets 3. Customer Questionnaires This has been improved with the creation of the My Customers App from Mary Kay. Now you can choose to transfer this info to the app after your first couple of appointments. 4. Other miscellaneous information Organization Tips It s smart to invest in an inexpensive expandable file folder with 12 or so pockets so you can keep all paperwork in one place. Some suggested categories: Sales Tickets Beauty Books Look Books Profile Cards Company Info sheets Skin Care Class Placemats (Sets Sheet on one side/company Info on back side) Skin Care Class Customer Questionnaires/Pondering Pink Sheets (back to back copies to save paper) Mineral Makeover Placemats Mineral Makeover Customer Questionnaires On-Trend Looks for the Season On Stock Paper and in Plastic Sleeve Hostess Packets MK Bucks Hostess Certificates Consultant Agreements New Consultant Packets (optional) Other Categories As Needed Many of these documents can be found in your starter kit, here in the Mary Kay Success Manual, or are available to print off of our unit website at, It s a good idea to keep your file folder well-stocked at all times so you won t risk running out of copies and necessary items at guest events and facials. 18

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23 Thank You! Thank you in advance for being such a great hostess! I look forward to our Pampering Session on at. I can t wait to give you all your FREE products and discounts you will be earning! Thank You for the opportunity to spend time pampering you and your friends! Thanks again, Thank You! Thank you in advance for being such a great hostess! I look forward to our Pampering Session on at. I can t wait to give you all your FREE products and discounts you will be earning! Thank You for the opportunity to spend time pampering you and your friends! Thanks again, PLACE STAMP HERE PLACE STAMP HERE Thank You! Thank you in advance for being such a great hostess! I look forward to our Pampering Session on at. I can t wait to give you all your FREE products and discounts you will be earning! Thank You for the opportunity to spend time pampering you and your friends! Thanks again, Thank You! Thank you in advance for being such a great hostess! I look forward to our Pampering Session on at. I can t wait to give you all your FREE products and discounts you will be earning! Thank You for the opportunity to spend time pampering you and your friends! Thanks again, PLACE STAMP HERE PLACE STAMP HERE

24 You are invited. Come Join the FUN! Need a little break to recharge and catch up with your friends? Your hostess and I would love to invite you to join us for a special pampering! Come relax and join the fun! Date:, at. Location:. Hostess:. I know your hostess would be honored if you would be her special guest at her Mary Kay Pampering Session. You will have a chance to sample wonderful products, win great door prizes, and have some fun girlfriend time! You are invited. Come Join the FUN! Need a little break to recharge and catch up with your friends? Your hostess and I would love to invite you to join us for a special pampering! Come relax and join the fun! Date:, at. Location:. Hostess:. I know your hostess would be honored if you would be her special guest at her Mary Kay Pampering Session. You will have a chance to sample wonderful products, win great door prizes, and have some fun girlfriend time! You are invited. Come Join the FUN! Need a little break to recharge and catch up with your friends? Your hostess and I would love to invite you to join us for a special pampering! Come relax and join the fun! Date:, at. Location:. Hostess:. I know your hostess would be honored if you would be her special guest at her Mary Kay Pampering Session. You will have a chance to sample wonderful products, win great door prizes, and have some fun girlfriend time! You are invited. Come Join the FUN! Need a little break to recharge and catch up with your friends? Your hostess and I would love to invite you to join us for a special pampering! Come relax and join the fun! Date:, at. Location:. Hostess:. I know your hostess would be honored if you would be her special guest at her Mary Kay Pampering Session. You will have a chance to sample wonderful products, win great door prizes, and have some fun girlfriend time!

25 Dear I know would love to see you at our fun Mary Kay Pamper!! Come try the latest skin care, see the newest color, and get the personal attention you deserve! There is never any obligation to purchase products, just to feel pampered! Did you know you will be helping your hostess to earn FREE product just for being there! I Look forward to seeing you soon!! Sincerely, Dear I know would love to see you at our fun Mary Kay Pamper!! Come try the latest skin care, see the newest color, and get the personal attention you deserve! There is never any obligation to purchase products, just to feel pampered! Did you know you will be helping your hostess to earn FREE product just for being there! I Look forward to seeing you soon!! Sincerely, Place Stamp Here Please RSPV to me at I can t wait to see you there! Place Stamp Here Please RSPV to me at I can t wait to see you there! Dear I know would love to see you at our fun Mary Kay Pamper!! Come try the latest skin care, see the newest color, and get the personal attention you deserve! There is never any obligation to purchase products, just to feel pampered! Did you know you will be helping your hostess to earn FREE product just for being there! I Look forward to seeing you soon!! Sincerely, Dear I know would love to see you at our fun Mary Kay Pamper!! Come try the latest skin care, see the newest color, and get the personal attention you deserve! There is never any obligation to purchase products, just to feel pampered! Did you know you will be helping your hostess to earn FREE product just for being there! I Look forward to seeing you soon!! Sincerely, Place Stamp Here Please RSPV to me at I can t wait to see you there! Place Stamp Here Please RSPV to me at I can t wait to see you there!

26 Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you! Thank you!

27 THANK YOU! Thank you for coming and being our Special Guest at our fun Mary Kay event! I really enjoyed having the opportunity to spend time pampering you! It is people like you who make our business so great! I truly value you! I am thrilled to have the opportunity to be able to serve you and your personal needs as your private consultant. Once again, Thank You! Sincerely, THANK YOU! Thank you for coming and being our Special Guest at our fun Mary Kay event! I really enjoyed having the opportunity to spend time pampering you! It is people like you who make our business so great! I truly value you! I am thrilled to have the opportunity to be able to serve you and your personal needs as your private consultant. Once again, Thank You! Sincerely, Place Stamp Here Place Stamp Here THANK YOU! Thank you for coming and being our Special Guest at our fun Mary Kay event! I really enjoyed having the opportunity to spend time pampering you! It is people like you who make our business so great! I truly value you! I am thrilled to have the opportunity to be able to serve you and your personal needs as your private consultant. Once again, Thank You! Sincerely, THANK YOU! Thank you for coming and being our Special Guest at our fun Mary Kay event! I really enjoyed having the opportunity to spend time pampering you! It is people like you who make our business so great! I truly value you! I am thrilled to have the opportunity to be able to serve you and your personal needs as your private consultant. Once again, Thank You! Sincerely, Place Stamp Here Place Stamp Here