Booking & Coaching: The Lifeline of Your Business WELCOME TO MARY KAY CONGRATULATIONS! You have opened your own skin care and cosmetics retail store and YOU are an entrepreneur! As a New Consultant you have 2 options: You can run Mary Kay as a Retail Business or a Career. Most people begin it just as a Retail Business, but as they master the 4 Fundamental Skills or Mary Kay: Booking, Coaching, Selling & Team Building, many go on to making it their Career by leading women and teaching those skills to others. In this series of Training, you will learn all the basics and have a plan of action that will allow YOU the choice to be in charge of your future and destiny! GETTING OFF TO A PERFECT START The Perfect Start & Power Start are Company business plans for New Consultants to begin developing a Customer Base. They are done by getting in front of women and allowing them to try our skin care products. You get: - Practice presenting the products - Confidence in your skills - New Customers, and of course, SALES! PERFECT START is 15 faces in 30 days - It is considered part-time in Mary Kay - Approximately 1-2 appointments a week - 6 hours weekly: 3 hrs at appts, 1 hr phone time, 2 hrs training - Profits of about $400-$750 a month - Earns the prestigious SILVER PS pin POWER START is 30 faces in 30 days - It is considered full-time in Mary Kay - Approximately 2-3 appointments a week - 10 hours weekly: 6 hrs at appts, 2 hrs phone time, 2 hrs training - Profits of about $700-$1500 a month - Earns the prestigious CRYSTAL PS pin Power Start is for those wanting to move into Leadership quickly. POWER START PLUS is 30 faces and 6 interviews in 30 days - It is considered full-time in Mary Kay - Approximately 2-3 appointments a week - 10 hours weekly: 6 hrs at appts, 2 hrs phone time, 2 hrs training - Sharing the MK Business Opportunity with 6 people - Profits of about $700-$1500 a month - Earns the prestigious GOLD and PLATINUM PS Plus pin
BOOKING AND COACHING WHO TO START WITH? Women who have skin! The best prospects are those within our target market: women with wrinkles & resources. Begin by making your list of 30 faces: do not be afraid to include acquaintances. They are often better than those who know you well! A sales appointment with 1 or 2 guests is called a facial and with 3-6 guests, it s called a party or class (your choice). The presentation is identical. There are 2 ways to create them: - Host them yourself: fill time slots with individual people from all areas of your life to attend. To host your own class, plan on scheduling 6-8 women for each appointment in order to have 3-4 attend. - Have a Hostess: someone you know offers to invite other women that you do NOT know to be the guests. She earns hostess credit towards her own purchase. You ll want to think strategically about building your Customer Base. In order to make money you must go beyond your circle of friends to build your business with NEW people. Hosting your own appointments is a great way to begin, but encourage each guest to bring a friend. Once they have experienced the product and have seen how much fun a party can be, it will be easier to book each one of them to be a Hostess! Then, each Hostess will introduce you to 3-5 new women and your list of 30 contacts can grow to 100+ Customers and beyond within a few short months! YOUR BEST TRAINING Begin RIGHT AWAY booking and holding sales appointments. Do not worry that you do not know it all yet! You learn by doing! (Your guests don t know what you re supposed to be doing anyway!) By doing your presentation a few times before you observe anyone else doing it, you ll know better what areas to focus on and you will learn more! Practice makes professional! 2
BOOKING & COACHING IT ALL BEGINS WITH BOOKING You will begin with telephone booking. You ll want to get organized and on-purpose about it: - Highlight boxes in your datebook where you want to hold appointments - Schedule 1 hour of phone time get in a quiet place and get focused. - Have your completed Contact list in front of you. - Get excited and pick up the phone! Sound enthusiastic! - Use a script it makes you more confident and gets results. Your goal is to overbook. Postponements are inevitable! To help avoid postponements, never book more than two weeks out. - For Perfect Start: Book 6 within a two week period - For Power Start: Book 10 within a two week period You ll book future appointments from your first appointments using a technique called Booking from Booking more on that later! TELEPHONE BOOKING SCRIPT Hi, this is. I am so excited! Do you have a quick minute? I just started my own business as a Mary Kay Beauty Consultant and I need to practice! As part of my training, I need to get the opinions of 30 women on our new products in the next 30 days. Is there any reason why you couldn t help me and let me borrow your face? Great, I have a Girls Night Out scheduled on, can you come? (If no) Well, that s OK, lets pick another time. What would be better for you, evenings or weekends? (always give a choice of two) You know, you could really help me out if you invited 3-4 friends to join you and you could earn FREE product based on sales from the party. 3
BOOKING AND COACHING COACH THEM & THEY WILL COME Coaching solidifies your appointments. It is one of the 4 Fundamental Skills of our business. Hostess Coaching helps keep your appointments on the books and on the original date. Guest Coaching ensures you ll make the most out of your time spent at appointments and that you ll have happy Hostesses! HOSTESS COACHING Immediately after booking an appointment, you ll begin coaching it. If you are booking on the telephone, get a Hostess Packet to her as soon as possible. When you are in front of her, go over the contents in her presence. Here are some tips for Hostess Coaching: - Schedule a time within 24-48 hours to get her preliminary guest list. Ask for names, addresses and phone numbers. Write it in your datebook. - Send a postcard to her reminding her of the date, time and location you have set. Let her know how much you appreciate her help and how excited you are to get her opinion of our products! - Follow up at the time you set to get her guest list. If she doesn t have it, set another date. If on the 2nd call, she still does not have it, offer an additional gift (free eyeshadow/pcp gift) to get it within the next day. - Call her to let her know how your guest phone calling is going and to add more to the guest list if necessary. - Keep her excited about her free product! Ask her what she is hoping to earn at her class and then every time you talk to her, say, I can t wait to give you that Compact or I know you re going to love that Microdermabrasion! 4
ALL STAR UNT BOOKING & COACHING COACHING AND PRE-PROFILING GUESTS Once you have a guest list from your Hostess OR once you have scheduled a facial or an appointment with an individual guest, you begin coaching them! In addition to providing a reminder, Guest coaching includes pre-profiling which is gathering information from the Customer Profile. Guest Coaching: - Begins the relations and builds rapport - Establishes your professionalism - Ensures her attendance - Allows you to prepare and feel more confident - Allows you to overcome any objections before the class Here are some tips for guest coaching: - Refer to the Full Circle Checklist - Mail postcard reminders or event invitations up to 4 days in advance. - Reminder postcards: Pack of 20/$1 available in Section 2, MK InTouch - Call each guest 1-2 days prior to the appointment and fill out profile card - Ask questions on how you can best serve her and meet her needs - Tell her you ll have a gift for her for coming (sample handcream) - Remind her that there is no obligation it s just for FUN and relaxation! BOOKING FROM BOOKING Mary Kay believed in always booking a follow-up appointment with each guest. She said, Leaving an appointment without a booking is like leaving a $100 bill on the table. Not only is it the continuation of developing your Customer Base, it secures your relationship with each customer. In today s competitive marketplace, it is the personal service that sets our Company apart. The only way to service her is to get to know her and her needs. When you meet with Customers more than once, you develop trust, friendship and loyalty. She ll be your Customer for life and rewards you with repeat business and referrals! 5
BOOKING AND COACHING BOOKING THE SECOND APPOINTMENT The follow-up appointment is usually done during the Individual Consultation after you close the sale. If you have mentioned the follow-up appointment several times during your presentation, it makes it easy! Common Objections are: - I don t do parties. If she does not want to be a Hostess, then you might consider inviting her to an upcoming event for her follow-up or have a Color Insider party at your home that you host on a regular basis for Customers who are not Hostesses. - My house is too small. Offer your home or suggest she do it at work. Or she can invite a few friends to join her at one of our Unit events. - Do I have to have one? Say, Of course you don t, but it is part of my service and allows me to make sure all the products are working perfectly and to get to know you and your preferences and needs better. That way I can be a better Consultant to you. If she still resists, say, Why don t you join me at our next Girl s Night Out event? (It could be Success Meeting or any event I am hosting during the month.) 6