LEAD GENERATION SCRIPTS DON T HAVE PEOPLE TO CALL TO BOOK? HERE S AN ANSWER!

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1 LEAD GENERATION SCRIPTS DON T HAVE PEOPLE TO CALL TO BOOK? HERE S AN ANSWER! SCRIPT FOR SCAVENGER HUNT (LEAD GENERATING): *(There is a sheet with occupation ideas in this section of the website to have in front of you for these calls. You can do this AT ANY TIME YOU WANT.) Hi! Is there? Hi! This is calling. We have a Scavenger Hunt going on right now and I really need your help! Do you have a minute? Great! I am so excited!! Let me tell you about it. For a 45 min time frame, I have to call my customers that I think are nice and friendly that may be able to think of people they know in a variety of occupations such as! My goal down the road is to facial and survey women in each of these occupations. For each person you know, I ll give you 5% off your next order up to 50%!! Is there any reason why you couldn t help me out? Great! Look in your phone if you d like- it may help spark your memory! Shout out when you know someone in the following occupations. I m looking for a, a, a. GREAT! How do you spell that? And what s her number? OK. Take a look at what you may be running low on tonight and even checkout my website or in your catalog to see what you d like for your % OFF Discount order and I ll give you a ring tomorrow!! YOU were wonderful!! Thank you so much! Have a great night!!

2 JOANNE CICORA S SCAVENGER HUNT SCRIPT "Hi ---(her name) this is ---(your name) and we have a mutual friend ---(the name of the client who referred you), well am her personal Mary Kay Skin Care and Make Up Artist and I am in this FUN scavenger hunt call "Operation Occupation" and she gave me your name as someone who works in the ----(dental) field. Is that correct? Great! Well I would love for you to be a part of this awesome game by offering you a Complimentary Skin Care Analysis in return for your opinion of our products. Have you ever tried mk?...wow! I'll tell ya what, I can't wait to you experience it with me! Let's see...(pause) this week I have only a few openings left, so which is normally better for you the beginning of the week or end of the week? Ok... (pause) during the day - say at lunch or would the evening be better?" (pause after her answer) "Well I can fit you in around ---(7:00) then." (the time frame she said ) " Say :10 pm" (7:10)? (even if your datebook is FULL of snow, you are busy and fitting her in! And if you make the time anything other than on the half hour, hour, or quarter hour - it will stick in her mind better because it is an odd time AND you will make her feel MORE special because she thinks you are bending over backwards to fit her into your schedule for the week!) Great - let me just ask you a quick question or two about your skin and get your address to send you a hold over gift until we get together on ----(date - Friday at 7:10). And thank you ----(her name) It was so nice meeting you over the phone, we are going to have a fun relaxing time and I'll have a special gift for you as well for participating in our Operation Occupation Scavenger Hunt. And if you have any other friends that you want to join you just let me know, because I feel compelled to tell you that I give up to $100 in Free Product when you have friends. (If she seems interested...go on and briefly tell her what she'll get and how, and set up at time the next day to call back and get her guest list. If not, call her the next day and "check in" to see if she thought about earning $100 free mk and proceed as you see fit. Make sure that if she isn't interested in friends at this first appointment you tell her "Either way---- I am coming for you, to pamper you, and to get to know you better." Take the pressure off - she will most likely have a bang up class at her follow up!)

3 Booking a location for WORKING WOMEN S APPRECIATION SCRIPT Booking the location: I have a question for you. Do you have 5 or more women working in your office? You do?! Guess what?! Congratulations! You all get to be my office of the week! Every week I get to pick an office to appreciate and you get to be it! I bring a gift to every working woman for FREE just to appreciate all they do! Which day of the week is best for your office for me to come by and pass out goody bags for about 10 min and bring a bit of sunshine? The beginning of the week or end? I can come by on or, which is better for you? Great! Can you take me around real quick to drop off the gifts? Wonderful. And since you re the reason I m coming by to appreciate and you ll be taking me around, I ll bring a special gift for you, sound good? J Should I call or just come up when I arrive? See you on at with gifts in hand!

4 CUSTOMER APPRECIATION DAY AT RESTAURANTS, GYMS, DAYCARES, Etc. TO GENERATE LEADS: Hi my name is and I have something FREE and Fabulous to gift your business! Are you the manager or owner? (if NOT, book a time to call back.) Great! I am a professional consultant with Mary Kay Cosmetics. We are currently working with several local (restaurants) in the area and we wanted to include you in a very special promotion with that is COMPLETELY FREE. We will put on a customer appreciation day FOR YOU! Here is how it works. We greet your patrons with a smile in a professional business suit and say "Welcome to! Happy Customer/Client Appreciation DAY! THIS IS FOR YOU!" and we hand them a fabulous flower as they enter. When they ask what is this for? We explain that it s CUSTOMER APPRECIATION DAY for and Mary Kay. We also have a beautiful gift basket to give away with a dinner for two from. (Gesture with your right hand to the basket) WE will be selecting a winner today and you do not have to be present to win. Just register here if you d like. (Can give 2 away if they would prefer.) We can even open the door for them as they arrive! WE join your restaurant at the busiest 2 hour period and provide the FREE appreciation flowers for all of that time. THE customers love this special moment and remember the Thank you for coming to your establishment. All I need to do to get started is find out if would like to provide 1 dinner for 2 for the gift basket or 2 dinners for 2 and we ll give 2 gift baskets. GREAT! So which day would be better for you (Friday or Saturday)? When would you say we could give away the most flowers... breakfast, lunch or dinner? What is your busiest 2 hour period? Great! I will see you then rain or shine! (Then I buy the flowers at wholesale prices like Costco or sometimes the grocery store. Some days the flowers are more expensive than others. Make sure they look GREAT! It s important. Or you may already have wooden roses you hand out spritzed with fragrance for the event.) I have my hair, nails, makeup and my best suit on or MK Beauty Coat when I do these events. ALSO, you can book them IN PERSON I take a three-hour chunk of time and hit every business in my path. Its sheer determination mixed with lots of enthusiasm! Keep smiling and nodding! If you get a no say Oh thank you for your time, but do you know of another store that I could work with? Take the referral and go there. I honestly think it s not the script but the enthusiasm and professionalism that sell this appointment. You already know everything you need to know to do this. I know you can do it! LOVE AND BELIEF!

5 SCRIPT FOR PUTTING OUT FISH BOWLS: Hi, my name is. I am a director/consultant with MK and I am growing my business in this area. I just love your store and would like to partner with you to support your business. I would love to offer your customers a customer appreciation gift. I will purchase a $15.00 gift certificate from the store (or offer the Satin Hands set or Spa Collection). In appreciation for allowing me to place my fishbowl in your store for 7-10 days, one of your customers will win the gift certificate (or the Satin Hands Pampering set or Spa collection) along with complementary skin care session! Is there any reason why I couldn t place the bowl here for 7 days? I appreciate your support so much in helping me grow my business in this area. I will have a special gift for you when I return and if there are 10 or more names I will give you $20 worth of product from my catalog along with a complementary pampering session!! Look forward to seeing you on day! Here s my business card should you need to call me for any reason. Goodbye!

6 $1,000,000 BOOKING SCRIPT This can be used for facial boxes, fish bowls, office of the week, or restaurant leads Hi is there? Do you remember filling out an entry form at (name of place where you got their name)? Well, I m calling to let you know you where picked as one of our winners! Isn t that great?!! (wait for their response). Well you have won a $15 gift certificate to be used with an absolutely free Mary Kay makeover. Isn t that neat? Have you ever had a Mary Kay makeover before? (If no) Great! Then let me explain what happens. I come right to you. I bring everything we need. It s fast, it s fun, it s free and there s absolutely no obligation. (If yes and she has a consultant send her back. If not, continue.) Great. When was that? Well then you know how much fun it can be. Plus we have so many new things I d love to show you. Now what s good for you? Evenings or weekends? 7 or 7:30? Get her important information and directions. Also fill out questions 1-4 on the profile card. Ask the best time to reach her. Now you are welcome to have some friends join you. They also receive the free pampering session. But there is one catch, you can only have up to 5 friends join you. Is there any reason why you wouldn t want to share your pampering session? Confirm the date with her. Tell her you will call again to get a list of her friend s names. This way I can ask them the same questions about their skin so I can bring everything they need. Give your name and number and say If there is any change to the time or date, I ll need a couple of days notice. Send a reminder card. Call a couple of times to hostess coach and to get the info about her guests.

7 WARM CHATTER SCRIPTS From Debbie Thomas Excuse me just a minute. I noticed you from (across the parking lot, when i came in the store) You are so sharp. I have got to share my card with you. My name is. What's your name? And your last name? And the best time to reach you? and your number? Great. I'm going to give you a call. I put together a professional women's before and after portfolio and I would love to borrow your face. From Roya Mattis Excuse me. At the risk of seeming crazy, I just had to ask if you would be offended if I share my card with you. Oh my goodness. Thank you for being so nice to me. I was so nervous to ask. My name is Roya. What s your name? I know you re in a hurry and so am I so I won t take you re time. I m looking for woman. I ll call you later to give you the details....let me write that down so I don t forget. And your number? And the best time to reach you? Is this your cell? Do you have a cell? Great. (maybe small talk a second if moment dictates it.) so great to meet you! I ll call you tomorrow night! From Roya Mattis Excuse me. I know I don t look the part right now so forgive me. I would just kick myself if I didn t ask you if you would be offended if I share my card with you. Would that be alright?? Oh my goodness. Thank you for being so nice to me. I was so nervous to ask. My name is Roya. What s your name? I know you re in a hurry and so am I so I won t take you re time. I m looking for woman. I ll call you later to give you the details....let me write that down so I don t forget. And your number? And the best time to reach you? Is this your cell? Do you have a cell? Great. (maybe small talk a second if moment dictates it.) so great to meet you! I ll call you tomorrow night!

8 NEIGHBORS SCRIPT You don't know me but we're neighbors (explain where you live, etc.; visit for a moment). Well, I'm actually calling because I owe you an apology... I teach skin care and makeup artistry with Mary Kay, which has been the #1 selling brand of skin care in America for the last 12 years in a row, and I have been driving the wheels off my car taking my products all over town, and I have neglected my own neighborhood; isn't that terrible? So, now I'm going to try to make it up to everyone... are you currently on anyone's Mary Kay mailing list? May I put you on mine? With everyone being so busy these days, we do quicker appointments that we used to do... we have a 15 minute version where you just play with a few of our products very quickly, and then we have a 45 minute version where you actually get a makeover! If I were to drop by in the next few days with some samples and a booklet for you, would you want the 15 minute just "look at stuff" version, or the 45 minute "actually get a makeover" version?"

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