Power Booking Plan Empowering You To Be Your BEST! Ideas Additional great tips to help you get Booked Up & Party s to hold! Do you need a great booking system that works? If you need to fill up your datebook; you ll love this! Many have been getting amazing results and filling their schedules! The best booking method is the one you will actually use. Follow the PLAN get the RESULTS! Calls, emails, texts, voxer, or messaging on social media are all great. Use the tools that this Booking Plan lays out and you will be AMAZED! Resources Included are hyperlinks to Videos & Supporting Documents This guide will take you through the following 3 steps: 1 2 3 PREPARE CONNECT FOLLOW UP 1 Scripts Included are simple scripts for you to follow to get the BEST results!
Power Booking Plan How To Prepare: Start with 30 contacts - friends & family or customer profile cards. The key is to contact someone at least 5 times...because that is when your booking rate will skyrocket! Before you start, write the following in your calendar: Put name & # of ten contacts on day 1 of 21. On day 2 of 21 put name &# of next 10 contacts. On day 3 of 21, put name &# of next 10. *Continue until all your leads are on a day!* 2
Day 1: On day 1 call the names on your calendar (& leave a message) and then text immediately using a good booking script. Highlight in... Yellow if LM and sent text with no reply Blue if heard back from them Pink if booked Green if interested in business Orange if spoke with & didn't book -If they don't reply, roll their name to 3 days ahead on your calendar to call & text again. -If they don't reply after 3rd & 4th attempts, roll their name ahead 3 days again. -Make a 5th & 6th attempt. -If they still don't reply, put them in a file to call 2 months from now. Day 2: On day 2 continue with the same method: call the names on your calendar (& leave a message) and then text immediately using a good booking script. Roll over any names to the 3rd day if necessary. Day 3: On day 3 continue with the same method: call the names on your calendar (& leave a message) and then text immediately using a good booking script. Day 4: Day 4 will be calling all 10 of your first leads again (unless someone booked or said no). If that happens, fill in your 10 calls with addition leads you have so you're always calling 10. If you don t have leads time to LEAD GENERATE! This system prevents you for making snap judgments, like "nobody's calling me back." Or "this isn't working." These are feelings & thoughts that might make you quit calling sooner than you should. Remember 81% of results happens on the 5th attempt and beyond!!! 3
SCRIPTS BELOW! You re a WINNER SCRIPT (When you connect live on the phone or respond via text refer back to the Works for Everything Script found below) Voicemail 1- Cold Leads who have WON SOMETHING! (facial boxes, rose promos, booths) Hi Sarah, it s Laurie calling you with some fun news from the giveaway you entered at! I just picked your name as one of the winners and you won a Pampering Session for you and up to 4 of your girlfriends AND a gift certificate for a $20! Congratulations! I can't wait to share more details with you, so please give me a call back at. Again congratulations! Text 1: Hey Sarah, it's Laurie texting you about the giveaway you entered at! I left you a voicemail earlier today and wanted to make sure you received it! You were one of my pampering package & gift certificate winners! Congratulations! Please get back to me ASAP for details. If I don't hear back from you, I will follow up in 3 days. Voicemail 2: Hi Sarah, It s Laurie contacting you about your Mary Kay pampering package you won again. Just wanted to follow up with you regarding you being one of my winners! I have an awesome prize and free product waiting for you! Please connect with me when you can! I know you re super busy, so I will follow up again in a couple days if don t hear from you. Text 2: Hi! It's Laurie checking back in about your Mary Kay pampering package & gift card. I left you another quick voicemail. I didn't hear back from you & wanted to make sure you listened so you didn't miss out on the awesome pampering session you won! I can't wait to fill you on all the details! Voicemail 3: Hey Sarah, it s Laurie following up one last time regarding your pampering session. If I don t hear back from you, I will assume you re just super busy and pass it along to another winner for the time being and then follow up with you in a couple months. Text 3: Hi Sarah, this is Laurie trying one last time to reach you regarding your Mary Kay pampering session you won. Please call or text me today to book this fun appointment! If I don't hear back from you, I will assume you re really busy right now and will follow up in a few months. 4
Warm Chat SCRIPT (When you connect live on the phone or respond via text refer back to the Works for Everything Booking Script found below) Voicemail 1- Warm chats: Hi Sarah, it s Rachel with Mary Kay. It was great meeting you yesterday at! I m calling to share some fun news with you! I am doing Spring makeovers (or whatever type of makeover you re doing) right now, and I have ten $20 gift certificates to give away this month, and I want YOU to have one! I can't wait to share more details with you, so please give me a call back at. Text 1: Hey Sarah, It's Rachel with Mary Kay! I left you a voicemail earlier today and wanted to make sure you received it! I selected you to receive a $20 gift card and Spring Makeover. Congrats! If I don t hear back from you, I will follow up in 3 days. Voicemail 2: Hi Sarah, It s Rachel with Mary Kay again. Just wanted to follow up with you regarding your Spring makeover and $20 gift certificate! It s fast, fun and free, and I m looking forward to our time together. Please connect with me when you can! I know you re super busy, so I will follow up again in a couple days if don t hear from you. Text 2: Hi! It's Rachel with Mary Kay checking back in. I left you another quick voicemail. I didn't hear back from you & wanted to make sure you listened so you didn't miss out on the fast, fun & free Spring makeover and gift certificate! I can't wait to fill you on all the details! Voicemail 3: Hey Sarah, it s Rachel following up one last time, regarding your Spring makeover. If I don t hear back from you I will assume you re just super busy right now and follow up with you in a couple of months. Text 3: Hi Sarah, this is Rachel with Mary Kay trying one last time to reach you regarding your free makeover and gift card. Please call or text me today to book this fun appointment! If I don't hear back from you, I will assume you re really busy right now and will follow up in a few months. 5
NEW CONSULTANTS SCRIPT (When you connect live on the phone or respond via text refer back to the Magical Booking Script found below) Voicemail 1- New Consultant (calling friends and family) Hi Sarah! Its Laurie! 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, an anti-aging facial plus expert foundation matching. Any chance you could be one of my 30? Text 1: Hi Sarah! I left you a voicemail earlier today and wanted to make sure you received it! You were on the top my list for a free pampering session and gift card! If I don t hear back from you, I will follow up in 3 days. Voicemail 2: Hi Sarah, it s Laurie again. Just wanted to follow up with you regarding the facial package and gift card I have for you! It will be fun girl time and it will help me jumpstart my business. Please connect with me when you can! I know you re super busy, so I will follow up again in a couple days if don t hear from you. Text 2: Hi! It's Laurie checking back in. I left you another quick voicemail. I didn't hear back from you & wanted to make sure you listened so you didn't miss out on the free facial package and gift card! I can't wait to fill you on all the details! Voicemail 3: Hey Sarah, it s Laurie following up one last time, regarding your facial package. If I don t hear back from you I will assume you re just super busy and follow up with you in a couple of months. Text 3: Hi Sarah, this is Laurie trying one last time to reach you about the facial package and gift card I have for you. Please call or text me today to book this fun appointment! If I don't hear back from you, I will assume you re really busy right now and will follow up in a few months! 6
SEASONED CONSULTANTS SCRIPT (When you connect live on the phone or respond via text refer back to the Magical Booking Script found below) Voicemail 1: Seasoned Consultant (calling friends, family and customers) Hi Sarah, it s Rachel! It s a new year, and I have set some exciting new goals in my Mary Kay business! I have selected 10 deserving women to receive ultimate facial packages and $20 gift cards and, YES, I ve selected YOU! Call me back ASAP and I will fill you in on details! If I don t hear from you, I will follow up in 3 days. Text 1: Hi Sarah! I left you a voicemail earlier today and wanted to make sure you received it! You were on the top my list for a free pampering session and gift card! If I don t hear back from you, I will follow up in 3 days. Voicemail 2: Hi Sarah, it s Rachel with Mary Kay again. Just wanted to follow up with you regarding your ultimate facial package! I have an awesome gift and free product waiting for you! Please connect with me when you can! I know you re super busy so I will follow up again in a couple days if don t hear from you. Text 2: Hi! It's Rachel with Mary Kay checking back in. I left you another quick voicemail. I didn't hear back from you & wanted to make sure you listened so you didn't miss out on the free facial package and gift card! I can't wait to fill you on all the details! Voicemail 3: Hey Sarah, it s Rachel following up one last time, regarding your facial package. If I don t hear back from you, I will assume you re just super busy and follow up with you in a couple of months. Text 3: Hi Sarah, this is Rachel with Mary Kay trying one last time to reach you regarding your free facial package. Please call or text me today to book this fun appointment! If I don't hear back from you, I will assume you re really busy right now and will follow up in a few months! 7
Referral Text 1: REFERRAL SCRIPT (When you connect live on the phone or respond via text refer back to the Works for Everything Script found below) Hi Sarah! This is Laurie with Mary Kay. I don't think we've met but your friend Taylor had a pampering session with me & got to pick 10 girls to gift a FREE Microdermabrasion facial, swag bag filled with FREE MK products & $20 gift certificate to, and she chose you!! Congratulations! Should I text or call you with the details? Voicemail 2: Hi Sarah, It s Laurie contacting you about your Mary Kay pampering package & $20 gift certificate you won again. Just wanted to follow up with you regarding you being one of my winners! I have an awesome prize and free product waiting for you! Please connect with me when you can! I know you re super busy, so I will follow up again in a couple days if don t hear from you. Text 2: Hi! It's Laurie checking back in about your Mary Kay pampering package & gift card. I left you another quick voicemail. I didn't hear back from you & wanted to make sure you listened so you didn't miss out on the awesome pampering session you won! I can't wait to fill you on all the details! Voicemail 3: Hey Sarah, it s Laurie following up one last time regarding your pampering session. If I don t hear back from you, I will assume you re just super busy and pass it along to another winner for the time being and then follow up with you in a couple months. Text 3: Hi Sarah, this is Laurie trying one last time to reach you regarding your Mary Kay pampering session you won. Please call or text me today to book this fun appointment! If I don't hear back from you, I will assume you re really busy right now and will follow up in a few months. When someone responds to your Referral Text & Asks you to text them the details: Ok!Here are the details: You won a pampering session for you & up to 4 friends! It's all free & complimentary & features Mary Kay's skin care line! You'll get to do a microdermabrasion treatment (they are like $200 at the spa so it's a great deal!), plus a vitamin serum & custom foundation matching! You'll also get a Swag bag of free products & a $20 gift certificate to enjoy! We will be pampering the girls who won in Charleston this Thursday evening & Saturday. All you have to do is pick a time that works for you and you'll be all set! Does that sound good to you?! 8
MAGICAL TEXT MESSAGE STARTING SCRIPT (Don't change script) (Thank you Michelle Cunningham!) 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, an anti-aging facial plus expert foundation matching. Any chance you could be one of my 30? When they respond, "Yes..what is it?" You say, "Great! We pick a one hour window that works best for you. 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 nail down a date. You then say this, "Okay you are confirmed as one of my 30 pampering sessions this month on Saturday at 3pm. YOU ROCK! Oh...and you can invite 2-5 others to join you (it would help me get to 30 faster too) and I'll totally hook you up with free products for doing that. Whatcha think...got anyone that might want a free facial too? For the location, if you prefer to travel to her, you just add in, "...and I travel to you." If you prefer she travels to your home, you just add in, "...and I do them at my home studio in Any town. FACEBOOK FRIEND OF FRIENDS (referrals scripts) Another great way to get new referrals from your Facebook Friends Thanks for the idea Sales Director, Erin Ewers! Say this all your Facebook Friends to get more referrals: Hi Marie! How is everything with you? I hope you are great:) I'm working toward a really huge promotion in my business with Mary Kay to earn my next free car and have been challenged to do a test panel and or get the opinion of 50 new women in the next 30 days. Would it be ok if I messaged a few women on your FB page to offer them a complimentary facial to help me with my goal? I'm super nice about it and respectful of their answers. Thanks either way! Michelle What to say to the Facebook Friend of a Friend: Hi Lisa, I am Michelle and I don't think we've met, but Marie Boths gave me your name. I have a favor to ask you...she is helping me with a Mary Kay contest. I am trying to become the youngest (or fastest) beauty consultant in the area to drive a free car! And I have to do 100 free facials this month to earn that. I am running out of people I know, so I have resorted to messaging complete strangers via Facebook, lol! She thought you might be adventurous enough to lend me your face and you get a FREE GIFT. Can you help me out? Thanks either way! Michelle When she says yes, you can respond: Fabulous! So the scoop is we pick a one hour window that works best for you. At your appointment, you ll receive a satin hands pampering treatment, an anti-aging facial, a spa microdermabrasion treatment plus expert foundation matching. I hold appointments at my studio (or you can or I can travel to you ). Is a weekend or weekday better? And thanks so much for your support! OR Another way you can respond: That s perfect. I hold all individuals facials at my home studio in Westlake on Tuesday and Thursday evenings. Or, if you would prefer to share your appointment with 2-5 friends (and get FREE products) I can be a little more flexible on the date. What works better for you? 9
The Script That Works for EVERYTHING: This script can easily be modified to book nearly any type of lead! Hey Crystal, this is Laurie, calling you about the pampering session you won --- Congratulations! Is now a good time to go over everything? Great, here are the details! You won a pampering session for you and four friends. Of course it s totally free and complimentary, it features Mary Kay s advanced line of skin care and it includes an instructional facial. So that just means that you and your friends will all get to treat yourselves to a microdermabrasion deep cleanse. Have you ever tried microdermabrasion before? --- oh my goodness, you will love it, its a deep exfoliator so it makes your skin feel super smooth. You ll also get to do a vitamin serum treatment, hand softening treatment & custom foundation matching! So it s all about making your skin feel really great! In addition to that, you ll also be receiving a Swag Bag filled with free products and goodies from Mary Kay, as well as a $20 gift certificate! So Congratulations girl! So the way that you go about redeeming everything is super simple. We re going to be pampering the girls that won in (your city you are booking for) on day & day (example: Tuesday & Saturday, this weekend and next week etc), all you have to do is pick a time that works for you and you ll be all set. Does that sound good to you?! Okay great, so the next opening we have is this Saturday at or (example: 10am or 1pm). Which is best for you? PAUSE HERE *If she asks is that the only day that you have available?* - As of now that s the only availability we have. Would one of those times work for you? *Not offering her up front a lot of dates and options because people will adjust to the schedule that YOU have. You can book people on any day/night that you want, but only offer what you want! Don t offer any days that you cannot hold parties! *If she then says, there is no way I can make it that day* Oh dang okay well let me just take a look. I might be able to squeeze you in into another time. (So idea here is the mentality of creating the idea of exclusivity) Then offer another option within 10 days OR put her on your waiting list and follow up! *Never say: We have this day "this day, this day & this day", which one works best for you? To many dates to choose from and she will most likely not book or would want to get back to you. Try to offer one day multiple time slots and "pencil" her in on one if she has to check with the girls. Okay great I ll put you down for 4. So Crystal what I m going to do is send you a confirmation email. Its gonna have all the details of what you ve won plus the address for all you need to do is just respond back with your guest list of who you re going to be bringing with you. We just need to have a guest list to hold your spot for the day, is that cool with you? --- Awesome. Okay great! Now do you mind if I quickly go over a few questions about your skin so we can get prepared for you? Continued on next page: 10
Pre-profile her before she hangs up the phone: 1. Would you describe your skin to be oily/dry/combo? 2. Is there anything you re most excited to learn about or try at your session? 3. Do you have a skin care regimen you use currently? 4. Have you ever tried Mary Kay products before? (if she says she has a consultant, we always refer her back to her consultant to redeem her session) IMPORTANT ALWAYS SAY THE FOLLOWING: Ok! This is going to be so much fun. So when you guys arrive you ll be custom matched for foundation. Other than foundation everything else we ll be doing is all skin care. We will focus on helping you have healthy beautiful skin and feel beautiful! We design the event to be a fun girls day, you ll get to learn a lot about your skin and we ll also do some really fun prize giveaways & play some games. There will be some other girls there so it will be a fun group event! (If bringing to a power day or meeting) And of course, you also have a $20 gift certificate so if you try anything that you love that day you can do some discounted shopping if you want to! Sound good? ---- Great! Okay awesome do you have any questions for me Crystal? Oh by the way if you could do me a favor. When you respond with your guest list if you ll include like a good cell phone number for your friends just so I can text them with those same questions about their skin so that I can customize their treatment (or goody bag). Okay awesome well we look forward to seeing ya, have a good one, bye! Booking at your home: We are pampering the girls that won this week or next weekend, all you have to do is pick a time that works for you and you ll be all set, does that sound good? --- Okay great! So you have a couple options for your pampering session. You can come to my home studio OR I can come to you for your own exclusive session for you and your friends. Would you rather come to my home studio or would you rather me come to you for an exclusive session? --- Booking at their home: Okay great so we are pampering the girls that won this week or next weekend. How it works is we would pick a time that works best for you. What most of our clients really enjoy is they ll schedule an exclusive session in their home for them and their friends, that makes it all about you guys and makes it so much fun. If you were going to do that would you prefer a weekend or a weeknight? --- She could say: So you d be coming to me? We say: Yes, its an extra perk we offer to our winners that you get exclusive one on one time. If you don t want to do that we can look at one of our group events as well but its just an extra perk. Treat it like an advantage!!! :) **If she does not have a time available that works for you, put her on the waiting list! Be a firm believer that you must respect your schedule! CANNOT let your business run all over your life. Find the days you hold parties, and stick to it! Either dove tail or put them on waiting list! Create a true atmosphere of exclusivity, they will hold their appointment and respect their time!! 11
ADDITIONAL TOOLS: SWAG BAG - Great idea for your party guests to increase attendance at your parties. SWAG BAG is for your winner & smaller gift bags are for the friends she brings with her. SWAG BAG = MK product giveaway of your choice, mini peach hand cream, lipgloss sample & 3 pieces of candy. (keep the cost low for your product giveaway $3 or less ex. eye shadow, pink sale items or oil absorbing tissues) MINI BAGS = Satin Hands 3 step treatment sample with 2 pieces of candy. You can get the goodie bags at Target or www.mygirlfriendshouse.com DESERT ISLAND REFERRAL GAME - Great sheet for customers to refer their girlfriends, with a special gift idea! TEXTING COMMUNICATION EXAMPLES - Includes texts when she says Yes, No, Doesn t Respond Ideas for every response! iiiiiiiiiiiiiiii iiiiiiiiii iiiiiiiiiiiiiiiiiiii iiiiiiiiiiiiiiiiiiii iiiiiiiiiiiiiiii iiiiiiiiiiiiiiii iphone TEXT TIP - Quick video for sending super quick & easy texting tricks for texts that we repeatedly send. Thank you to Rachel Kellogg-Kimmel, Michelle Cunningham, and all others who have contributed to this amazing Power Booking Plan! 12