BOOKING the BASICS Basic Booking to guarantee few postponements and HIGH SALES Remember, a woman will book and HOLD a party for 1 of 3 reasons: - for free product - to pamper/ have fun with friends - to help you and when you call to book there are 3 quick things you MUST cover: - what s in it for her - what s in it for you - why NOW 1. Make a list of all the women that you know that you have not facialed yet 2. Write their phone numbers next to their name 3. Put a * next to the names of the women that you can see in person 4. Decide on a reason for booking those women (Model of Beauty, etc.) 5. Carve out minutes of time during your day for making phone calls don t set aside a whole evening or afternoon you ll get scared. 6. Practice how you will ask them including the chit-chat involved first. 7. Decide on what incentives you ll have for her KNOW your HOSTESS program - - it can be (maybe more than one): Discount Free Product Hostess Gifts Color Insider look with take-home instructions Meeting her need (professional look for work, glamour look for wedding, etc.) 8. Keep a running list as you think of more names, write them down 9. Call the easiest name first. This boosts your morale. But DECIDE that you will call ALLLLLLLL names on your list. 10. If you need to, listen to a Positive CD before calling, or put on pumped-up music before. 11. Have your date-book open and filled with personal obligations. Know when YOU have the time to schedule an appointment. 12. Be sure to focus on the FACIAL appointment. Facial and TURN INTO a Class or parties and it totally depends on the customer some like groups, some don t. Be totally open to what she likes. 13. Be excited have a positive expectancy and even role-play her positive response in a day dream before you call. 14. Make the calls. Don t worry about the answers, just get through your list. 15. Celebrate your success. Even one booking is a success! Jump, dance sing have a Kiss - - you just accomplished the most important part of your business! Booking Overcoming Objections - They re online on everyone s website, so I m only going to address the MOST COMMON ONE. I m SO BUSY, I DON T KNOW WHEN.... So you say,
Veronica, I hear you, but with a busy as you are and as busy as I am I know we can find at least one time that will work for both of us if we were able to come up with a time, what do you think would be better Week days/nights or weekends.. I know you could use the pampering, the tension release and the fun,, and I have and available, which would work best for you? SCRIPTING makes the difference - - CARE enough to BE PREPARED!!!!! 1. Make a decision that you WILL book from every appointment, and EVERYTIME you get on the phone! 2. At EVERY appointment do the 3 things we do SELL - - BOOK - - OFFER the MK OPPORTUNITY 3. CORRECT booking approach.. at every appt. I look for 1-2 women that I would like to work with again, and Veronica, I really would like to work with you, I think together we could hold a FANTASTIC MK party!... What s in it for HER.. What s in it for YOU?... WHY NOW??????? Hi Veronica, this is with Mary Kay, and I m so excited - - do you have a quick 2 minutes? GREAT. Well, the reason for my call is **, and what you ll get is, so Veronica, if we are able to get together, what would be better for you, or? ** I need to borrow your face. ** I m in a contest to facial 6..15..30..50..100 women this week. Month.qtr. ** I m learning how to share the MK business ** whatever!!!!! ******************************************************************************** There are 3 people to book - those you haven t - Those you have - And those who said not now, or even no thanks No matter who you re calling, YOU must clarify AS SOON AS SHE IS ON THE PHONE WHY you re calling What s in it for Her What s in it for YOU And WHY it has to happen NOW! Script to schedule ANYTHING
Hi Veronica, this is with Mary Kay, and I m so excited - - do you have a quick 2 minutes? GREAT. Well, the reason for my call is, and what you ll get is, so Veronica, if we are able to get together, what would be better for you, or? So, get you LIST ready, with phone numbers don t spend PHONE time looking for numbers, and getting coffee, and worst of all, answering the phone or calling a consultant first.! You re cheating yourself and your family. The goal is for you o TAKE the NOs so you can Say YES to your family I challenge you to go for 100 No s next week really. Or at least 15 no s in a row.. Okay, you have LOTS of names to call, you just haven t written them down, or you haven t written their phone number next to her name because you ve already said NO for her - -! Booking is an attitude - If you think lots of women will say YES you re right! If you think lots of women will be so busy that they can t find the time or just don t want to. you re right.. Booking is an Attitude - and it needs to be an ATTITUDE of GRATITUDE!! Grateful that there are women all around Grateful that they have skin! Grateful that they already use good skin care Grateful that they aren t using good skin care Grateful that they know how to apply glamour Grateful that they don t. Grateful that SOME of them will say YES And grateful that you JOB is to fine the YESes!!!! Gals, your JOB title is INDEPENDENT PROFESSIONAL BEAUTY CONSULTANT even if you just work Mary Kay 2-6 hours a week, you re still a professional, so LEARN the language, OWN the skills and BE a professional. BOOKING - It all begins with Booking and gals, when you will just do that, book, it all happens. It took me 2 years to realize that my JOB was just to say,.. so if we re able to get together, what would be better for you, or.
At New Director Training Mary Kay herself taught us for 2 full days and she said, BOOKING IS the LIFELINE of your business, and when you are out of bookings, you re out of business. And that is a fact. She also told each of us to go home and book appts for 8 hours, she said spend 9-11:30 on the phone, have a 30-45 minute lunch break, then back on the phone til the kids come home.then again another 2 hours in the evening from 7-9. She TOLD us to HOLD a 10 class week. So I did!!! So, I am ASKING each one of you to do the same let s ALL get 10 booked next week and I will do it too! Dorothy I ll let you know when I have my 10 booked!!!! And who is WILLING and COMMITTED with a CUT MY ARM OFF GOAL of a 10 class week???????? Okay- First - There is a SECRET to when the best time to get on the phone to book, so write this down and commit it to memory. THE BEST TIME to get on the phone to book is when you have 2+ minutes and you have a phone. Simple. You all, that IS the secret. Okay, when you are ready to GET THINGS BOOKED the way Mary Kay would have us do it, would be to book 10 not 1-3. Book 10 for either ONE week, or a 2-week period, or at the most, for the month if you can only hold 1 appt a week- remember, half of it will postpone.
THINKERS Talk to relay information Outcome oriented Think then say Action Get it done Specific Sara called Task States facts Facts May occasionally give 1 compliment Don t elaborate Is the info valid = they pause/think Specifics, facts, percentages This is how. FEELERS Talk to share, give, enjoy process oriented- Think, say, feelllllll Someone in hops dinner, help, flowers Empathy do you need help, is it heavy, how s your back. Detail they just got back from, kids are.. Conceptual ideas express emotions Feeling give 20 compliments elaborate encompassing with words, hugs, etc. belief This is why. Feeler can overwhelm thinkers.. feeler get feelings hurt by thinkers words Thinkers get confused by feelers words