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TRANSCRIPT
The consultant’s guide to the Party Book
This guide is meant to be paired with the Party Book. You will want to have one for you and
one for each guest to hold during the class. The words on each page are NOT meant for you
to read directly from as each customer will be holding a copy of the book. With that in
mind, use/tweak these notes to help you know what to say on each page. The bullets (in
bold) are to help you know what to lift off of the page and the words (not bold) below are an
example of what you can memorize to say.
Most importantly, HAVE FUN with your guests! THANK YOU NSD Cheryl Fulcher for training us on this idea at FTP 2014!!!!!
As your guests arrive, have your hostess do Satin Hands with them so you can shade match each and have
their foundation ready to go when you get to that part.
Cover Page:
Welcome the guests
Thank the hostess (promote what she is earning for FREE today)
Introductions
Purpose of the book
Thank you everyone for coming! I’m so glad that you’re here. Thank you [hostess’ name] for deciding to share
a part of your evening with me and for sharing your friends with
I’m going to start our intros with you if that’s alright. I’ll have each of you say your name, one thing about your
skin you’d want to change or preserve and one fun fact about yourself. I’ll start! My name is _____ and one
fun fact about me is ________. (let the guests introduce themselves)
You have your very own mini Party book today. It makes sure that I you don’t miss a thing and (I lean in and whisper this part) that I don’t forget something
Page 1
Fast Fun Facts
Mary Kay vs Betty Crocker
Did you know that Mary Kay was a real girl? How many of you knew that Better Crocker wasn’t real? I know, I
didn’t know that either! (I like to give the first person who answered a ticket just so they know tickets and
prizes are part of the fun). Good cookies but fake girl. But was real. When you think of MK, what do you think
of? (let them answer) Most people know about lipstick and pink Cadillacs. I want to tell you a few things
about my company that you may not know….the first thing is that we are in over 35 countries! We built 14
Pink Dream libraries in Korea, we built 9 habitat homes in the US last year, and we have something called the
Mary Kay foundation which supports 2 things: the prevention of domestic violence and research of cancers
that affect women. And we gave almost 5 million dollars to those causes last year and $20,000 of that went
right here to Favor House in Pensacola, FL! Our mission statement is to Enrich women’s Lives and that’s how
we do that all around the world!.
Hopefully when you leave today you’ll know that our company is way more than just lipsticks and pink
cadillacs
Page 2 (Be sure and circle the things that go along with your pictures on this page)
Talk briefly about your 2 reasons for starting your business
There are many reasons people choose a MK business. I never thought I would do something like this because
___________ but as you can see from my pictures my top 2 reasons I started were _________ and _______.
My favorite thing so far is ________ and right now I’m working towards (goal) ____________ so thank you
again for being here today because you are helping with my goal!
Page 3
An opportunity for them to see our amazing fleet of cars
Just for fun, I always love to share one of the best perks in our company: our career car program. You may not
know that MK also pays for 85% of our insurance as well! With the 2nd highest bill in a house usually being
what we drive, this is a huge benefit for anyone!
Page 4
Letting the guests know about your Free Product Program and how they can get their MK for free or
discounted
If you are at the point where you are offering $100 instead of $50, tell them this month you are
doubling it! That will help your bookings too
Explain the Pass the Gift Game if you are playing that
My Free Product Program is something I want to make sure you all know about! Since you are entitled to one
additional free appointment with me, most of my customers enroll in this program to get items from their
wish list for FREE! Just to remind us all, I’m going to have you all pass this gift around every time I mention
anything about the 2nd appt, glamour appt, check-up from the neck up etc The last person to be holding it
at the end gets to keep the gift! So let’s practice….. When we get back together in 10-14 days for your second
appointment, you will get to try products that are more customized for your skin. At that appointment, you
may choose to do glamour or night time facials so you are ready for bed, you get the idea. That next
appointment is where you get to try something we may not have time to try today. It is also called a check-up
from the neck up as I will be checking in on everything you take home today which is why I like to do it in
about 2 weeks after the second appointment. That gives you time to make sure all is going well or to get back
with me so we can tweak if necessary. That next appointment is super fun because we already know each
other!....OK so you get the idea right? (BE SURE TO MENTION 2ND APPT THROUGHOUT YOUR APPT)
Page 5
Point out the benefits of having YOU as their IBC!
Let them know what to expect at the appointment ESPECIALLY meeting individually at the end
There are many benefits to having me as your consultant but I also want you to know that supporting me as a
local business owner also keeps your money here in your community instead of going to some CEO
somewhere. Some of the things my customers enjoy most about having me in their life are _____________.
At the end of our time today, I get to meet with you to customize your experience. And I’ll have your goody
bag for you at that time as well! Today we are focusing on your skin and you’ll leave cute enough to talk your
way out of a ticket should you get pulled over but we will do full glamour including your eyes at your second
appointment. So we are going to do a few things on the back of your hand so you still get to try them.
Because they are favorites of mine!
Page 6
Eye Makeup Remover explanation and demo on the back of the hand (pass a liner around so they
can draw a line on the back of their hand)
Our eye makeup remover is the absolute BEST! Everyone loves it because it removes your eye makeup gently
without pulling on that fragile skin around your eyes. We don’t want that dragging, sagging and bagging in the
eye area from tugging trying to get our mascara off!! There are also conditioners to help you lashes feel
healthier. It also removes eye lash mites which you see in the picture….I know! Yuck! They feast on leftover
mascara and eye makeup so sleeping in your makeup gives them an opportunity to have a feast leaving you
with puffy eyes and less lashes. The great news is that our Remover takes care of that for you! I like to call it
critter gritter Here is a cotton ball with remover already on it so you can see how easily it removes that
liner from your hand. Isn’t it amazing?
Page 7
Microdermabrasion Step 1 and 2 demo on the back of the hand
We are also trying this on the back of your hand today but at your next appointment we will treat your face to
it! You can see in your book that as we age it takes 128 for your skin to renew itself and this set speeds that
process way up!
Take the Step 1 and rub it on the back of your hand. It is gritty to the tough and is actually very finely crushed
aluminum oxide crystals. Your skin will instantly feel as soft as a baby’s bottom and will look amazing too! This
contains caffeine and gives you instant gratification of smoother skin. It literally feeds your skin from below
bringing oxygen to the top of the skin for the healthy glow. It removes the dead skin cells that are in and
around every single pore so you can see how it gives long-term benefits of smaller looking pores and less
breakouts. Ok, wipe off all of the gritty.
You are going to rub the Step 2 where you have just exfoliated....this is not a moisturizer but replenishes the
skin replacing the good that came off with the bad. It nourishes the skin from above with a green tea complex
which is a great natural anti-inflammatory. Aren’t you surprised at how soft it feels after such a quick
treatment?
At your second appointment, you’ll get to try it on your face! And it makes a HUGE difference in the
appearance of your makeup! Speaking of making a huge difference in your makeup, protection is key!!!
Page 8
Reminder of the harmful effects of the sun. Daily SPF is a must especially in Florida!
This picture shows you how harmful the sun can be even in small doses, it will age you faster. Wearing at least
a Broad Spectrum SPF of 30 is what dermatologists recommend for all skin tones.
Page 9
Gives them a brief overview of the Miracle Set they are getting ready to try
Who is ready to get pampered? OK great! Page 9 shows you the set you are getting treated to today! It is the
ONLY 4 step system in the market today that delivers 11 age-defying benefits. You are going to love it. Notice
that this set has the Good Housekeeping Seal of Approval….in case you don’t know (because I didn’t), Good
Housekeeping does over 10,000 tests to DISPROVE what we say it will do and when we they can’t, it earns the
honor of having their seal. So it really does what we say!
Page 10
Gives them a brief overview of the Repair Set they are getting ready to try
Who is ready to get pampered? OK great! Page 10 shows you the set you are getting treated to today. It
reduces the appearance of deep lines and wrinkles by scientifically fighting the reasons WHY our skin ages.
This is our latest anti-aging set so you are getting the latest and greatest with the most current science-in-a-
bottle for your skin.
Page 11
Overview of Clear Proof
You may not struggle with acne but most likely you know someone who does. We have 4 different skin care
lines in MK which basically means we have something for EVERYONE and this is our Clear Proof Acne Fighting
System. It helps get rid of acne without drying out your skin or bleaching your towels. If you are needing anti-
aging but still have breakouts, you can use some of these products with the Miracle or Repair Set. All of our
products are made to work together!
Page 12
Gives them a brief overview of the Foundation
If using TW Liquid Foundation: One last thing before we get started….today we are using our most popular
liquid foundation the Timewise Age-Fighting Liquid which is unique in the marketplace because we offer 2
formulas to cater to your skin care type and needs.
If using Mineral Powder Foundation: One last thing before we get started….today we are using our most
popular powder our Mineral Powder Foundation. It gives you the coverage of a foundation with the comfort
of a powder while controlling shine.
As you can see, we offer 6 types of foundation so at your next appointment you are welcome to try a different
one if you like (tell them where to put their book during the product portion). Let’s get started!
Miracle Set SCC
1. 3 in 1 Cleanser – Have them dot all over their face and rub gently up and out avoiding eyes. How many
of you wash your fast at least once a day? Raise your hand. How about exfoliate? And raise your hand
if you use a toner daily? I love this cleanser because it does all 3 things in 1 tube…cleans your skin,
tones helping your pores stay tighter and gently exfoliates so it saves you time without missing
important steps.
2. Day Solution – (have guests try either on one side of the face or the entire face) It’s a lightweight anti-
aging serum NOT a moisturizer. Contains a Broad Spectrum SPF 35 but it’s silky and light-weight. Has
peptides that relax expression lines. Girls you live in Florida right? So it’s even more important to take
care of your skin! It protects from aging you and causing cancer. Our miracle set is also endorsed by the
skin cancer foundation so it’s great for Floridians just like you! Remember the picture of the trucker
guy right?
3. Night Solution – (squirt on the back of your guests hands) This is the partner to Day Solution because
your skin has different needs during the day from night. The beads contain anti-oxidants and the
microcapsules keep those perfectly fresh until they are crushed when you squirt it…what does that
mean for you? You get the full benefit of these vitamins which would lose their potency without the
beads to protect them. It enhances new collagen production to smooth and firm the skin.
I like to call Day and Night Solution Spanx for your face because it helps pull it all up and hold it in
place….together they fight aging! Even if you are young, these 2 products have huge benefits….it’s a
pronewal system with crucial protection during the day and boosted renewal at night!
4. Age-Fighting Moisturizer – Have them rub all over the face except the eye area. Ask: what happens if
you don’t water your plants at home? Yes, they dry up and die. Even if you are super oily, you still
MUST moisturize. When you don’t your brain sends a signal to the oil glands to produce more oil!
Moisturizing oily skin actually cuts down on oil production…it’s like reverse psychology. So this
moisturizer is customized for your skin type but both formulas are oil free. The normal formula gives
the perfect amount moisture without feeling sticky or heavy and the combo/oily formula helps control
oil throughout the day. It has a 10 hour hydration so it is perfect for using morning and night.
5. Firming Eye Cream – Instruct them to use their ring/princess fingers and to pat underneath the eye
area without rubbing (that creates sagging bagging and dragging) We don’t use moisturizer around the
eyes because there are no pores there and no way to release any excess moisture. So that is why you
need a more concentrated cream made just for the eye area. This Firming Eye Cream lightens,
brightens, firms and reduces fine lines and wrinkles all in one!
6. Foundation –
Timewise Age-Fighting Liquid: This contains high pigment so a little goes a long way…start by dotting
on one cheek and blending to make sure we got the shade correct. Your skin will instantly look firmer
and younger.
Mineral Powder: Best to buff the powder on in small circles to get it adhere to the skin. Provides
buildable coverage that blends effortlessly.
Both are layerable meaning you can add more to a certain area and it will still match.
7. Cheeks and lips (I use section 1 demos and I give a cotton ball with cheek color on it and put Fancy
Nancy gloss on everyone’s tray)
Repair Set SCC
1. Volu-Firm Cleanser – Have them dot all over their face and rub gently up and out avoiding eyes. This
cleanser not only cleans your face but also revitalizes, renews and maintains the moisture balance.
2. Volu-Firm Lifting Serum – Rub this between your fingertips and gently rub on your face. Helps lift and
firm skin and promote skin resilience. It is the magic of the set as it contains live plant skin cells and
helps recover the firmness of youth.
3. Day Cream – Rub this between your fingertips and gently rub on your face. This is your daytime
moisturizer. It helps restore skin’s youthful cushion while minimizing skin’s reaction to external
irritants.
4. Night Cream – (demo on the back of the hand) This is your nighttime moisturizer but it is so awesome
I want you to be able to try it! It contains RETINOL! Retinol sinks into the lower levels of the skin and
stimulates the collagen and elastin. This causes the skin to look smoother and feel firmer with a
healthy glow.
5. Eye Renewal Treatment Cream – Show the metal tip so all can see. This metal is called ZAMAC and it
is what boxers use to take away the puffiness after a fight. At home, you will put the eye cream on
with this but today you will use your ring/princess fingers and pat it on. This all-in-one eye cream
targets deep lines, sagging skin, under-eye puffiness and dark circles. It reawakens tired eyes and gives
them a lifted look.
6. Foundation –
Timewise Age-Fighting Liquid: This contains high pigment so a little goes a long way…start by dotting
on one cheek and blending to make sure we got the shade correct. Your skin will instantly look firmer
and younger.
Mineral Powder: Best to buff the powder on in small circles to get it adhere to the skin. Provides
buildable coverage that blends effortlessly.
Both are layerable meaning you can add more to a certain area and it will still match.
7. Cheeks and lips (I use section 1 demos and I give a cotton ball with cheek color on it and put Fancy
Nancy gloss on everyone’s tray)
Page 13
Before you get the book back out, this would be a good time to promote your social media outlets
and even give them a ticket for “liking” your facebook page
Instruct them to get the book back out and open to page 13
The Referral Program to get the names of their friends and family. I like to do this after the color
part of the appointment or at some other time I feel they are at the height of enthusiasm. Use
exaggerated body language and tonal inflections to capture your audience. You can use a small
product wrapped with a pretty ribbon as the prize (I give each person with a minimum of 3 referrals
a ticket for the prize drawing; the person with the most gets 2 tickets).
Open your books to page 13. This is one of my favorite parts of my appointments – it’s my referral program –
my customers love it!
What you can do is -- think of all the woman you know who would enjoy doing what we did today – maybe
she’s an all-natural girl and would really appreciate the skincare or would also like to experiment with new
color ideas. Either way, she’ll get to do the facial and makeover with me! AND if she gets together with me,
she’ll get a gift certificate compliments of you so you look like the most thoughtful friend ever! Now if as
you’re brainstorming, you realize you’d like to get together at your second appointment WITH these ladies,
you’ll have your guest list already made!
So I’m going to give you 3 minutes to write down as many names and numbers as you can think of and you can
use your cell phone – that’s not cheating, it’s playing smart! All I ask is that they are at least 20 years old and
female. At the end of 3 minutes, everyone with at least 3 names and numbers gets a ticket and whoever has
the most gets an extra ticket!
Ready, go!
Other Tips:
If they stare blankly at you or their paper, give them ideas (neighbors, friends you have not spoken with in a long time, mom, sister, in-laws, someone who is getting married or just had a baby, etc). Don’t cut the time short even if they don’t think of people right away. It could be in that last minute that they give you a great referral!
If they express concern about giving you’re their friends’ information, offer to tell them what you say when you call.
When they book a second appointment, this is their guest list. If they don’t book another appointment, you’ve got leads!
If they book a second appointment with friends, I do not call their referrals. If they say they “might” have friends there or that they will come solo, I go ahead and call them.
Page 14 (in the mini, page 14 is on 2 separate pages)
Recap of what they just used (Miracle OR Repair)
You can see from the percentages on this page that what you tried today really is the best of the best!
Page 15
Pictures showing our amazing products
I can show you many pictures of how amazing our products are but I think the best would be to do your own
before and after picture showing you’re your skin has improved using our skin care don’t you?
Page 16
Purse Game: This game is a FUN way of sharing how your business works which will better help your customers support you, make you proficient at sharing the marketing plan & can result in new team members!
At every appointment, I share a little how my business works, because I never know who is looking for
something more in their life or may know someone who has a need. So to do that, we’re going to play
Explain the game: Everyone get your purse out. Go ahead and peak through it and do a mental inventory of
what you’ve got in there. I’m going to say a letter. The first person to pull out something from their purse that
starts with that letter gets a ticket. At the end, we’ll draw from the tickets for this prize! Let’s do a practice
letter: T (typically someone pulls out a tampon, makes everyone laugh)
Share how you felt before starting your Mary Kay business (ex: “I felt stuck and really tired. Everything I did at
my job was undone the very next day.”)
People start a business with Mary Kay for different reasons. Each letter will represent one of them. And don’t
worry if you just cleaned out your purse! At the end, I’ll give tickets for any question asked about the business
(so I will purposefully leave out info, so everyone can get some tickets).
The first real letter is M…go!
Wait until someone finds something that starts with M.
M – Money. Share something personal about the money (ex: “I had enough money to pay my bills, but I was
always holding my breath that nothing big would go wrong. I was just one emergency away from being ultra
broke.”) Share the facts: 50% profit. Share briefly about reorders and additional team building commissions.
An example of what to say: M is for Money and there are basically 2 ways to make money in Mary Kay. The
first way is by selling out products. There are many ways to share the products: handing out catalogs, posting
on social media, and just calling friends and family to let them know you are a consultant. The fastest and
most efficient way to earn money is by holding what we call skin care classes or parties, which is what you are
at today. The company average for a new consultant is that if you sit down with 4 women over the age of 18
who do not already have a consultant for about 2 hours, you’ll sell about $200. And we make half of that
ladies… HALF in just 2 hours??? I definitely like that return on my investment of time. So just 1 party/week =
$400/month profit. But the great thing is, we sell a consumable product, so every night around 8 pm all our
customers are washing their face and that product is going down the drain….also known as Mary Kay happy
hour!. So you’ll begin to get reorders on that initial sale, and you do very little work for them. We even have
an awesome customer delivery option on our websites to ship product out right from Mary Kay corporate to
our customers that live out of town. How awesome is that?
The second way we make money is on our team. We get a THANK YOU check from our company in Dallas,
Texas based on what our team members. That check comes straight from Mary Kay corporate profits, not
from that consultant. She will always make her 50% on her sales.
The next letter is F!
Wait until someone finds something that starts with F.
F – Fun. This doesn’t need a lot of explanation. You may want to reference something fun or funny that has
already happened at the party.
An example of what to say: F is for Fun and we have so much fun in Mary Kay….I mean we party for a living
right? We get to have fun together as consultants but also with our customers. I just love all of the
relationships in our business. So I guess F could also stand for friends too. Earning prizes is definitely fun too!
A few examples are jewelry, IPAD’s, purses, trips and so much more. It sure is fun to be rewarded for doing
what I would be doing anyway. No matter if you wanted an itty bitty business or something more, you get to
set your own schedule for your business. That flexibility would also fit for this letter as well.
The next letter is H.
H – Hope. Share something personal about hope (ex: “A lot of us have dreams of traveling to an interesting
place or spending more time on a fulfilling hobby, but when we look at our money in vs. money out each
month, we’re jolted back into the reality that we can’t put gas in our cars and save money for those things at
the same time. Mary Kay gives us a way to do both, but still be in control of our time.”)
An example of what to say: You know, when I started my Mary Kay business, I really just wanted
_____________.. But after being around the inspiring women I get to work with, I have a renewed sense of
Hope in my life. I know I can go anywhere in this business if I’m willing to do the work. Mary Kay is the best
personal development course out there. You can learn to overcome your fears, develop your spiritual
relationship, and enrich other women’s lives.
Ok. So we covered 3 reasons: money, fun and hope. Now I’m going to give you a chance to fill in the gaps and
ask questions so you can get more tickets. I know Mary Kay is probably nothing on your radar, but if you were
to ever research it, what would you want to know about how it would work for you? First person to ask a
question gets 2 tickets. Go! If no asks, you could always suggest free cars, how much it costs to get started
etc. Answer questions, but don’t let it carry on for too long. Do the drawing.
Page 17
Bulletin Board
Here are a few more things….a MK business completely flexible, set your own schedule, a great place to be
your own boss, work for a little extra money or maybe a lot of extra money. As you can see, there is no cookie
cutter mold in our company!
Page 18 and 19
Pictures (the pictures there are just until you get your own pics)
Here are a few pictures of why I love my MK….Fun girlfriends trip, we win jewelry, get to dress up…it’s just so
fun!
Page 20
Sales Director Nancy Dove’s Income Advisory Statement with pics of Sales Directors with their
highest check amounts.
Mary Kay Is the only place I’ve found that you can determine your own paycheck and promotions. You can see
the different check amounts but what I want to point out is that those amounts don’t include their sales, free
cars, jewelry or prizes from MK. Definitely some big girl sized checks!
Page 21
National Sales Director Kate DeBlander’s Income Advisory Statement with a picture of her and her
husband, Dave
This is one of the top women in our company who lives on Pensacola Beach and made over $186,000 last year
and again that doesn’t include any sales, prizes, jewelry etc.
Page 22
Personal growth and inspiration page
Guests will rate themselves an A, B or C
I’ve gotten to share some fun info about my company today. I just have to share that the personal growth is
definitely something I didn’t expect to come from my business. It has helped raise my confidence allowing me
to be an even better me! OK…who’s good at test taking? Well, I’m going to have you take a quiz. After
hearing me chat today, you are going to rate yourself just so I know how to work with you going forward. It is
not my job to be SCARY KAY in your life, but I do want to make sure you have all the information you need to
make a decision that is right for you.
You are a C if you can’t ever see myself doing Mary Kay, can’t see myself getting a 50% discount, I would
basically rather eat dirt than be a consultant, but I would love to be a spoiled customer.
You are a B if you are interested but I have a few questions. Buy me a cup of coffee and let’s talk more.
You are an A if you are thinking absolutely, this is not rocket science and super fun so what do I need to do to
get started?
Page 23
Miracle Set Table Close
The great thing about our businesses is we don’t have sales quotas, so you never have to feel like, ‘I went to a
Mary Kay thing and they locked the door until I bought something.’ I had a great time tonight and I hope you
did too. And I hope that you do decide to come back for a second appointment - whether it’s just you or you
decide to share it with friends. So, no sales quotas for us, but we do like to help you get a good deal and that’s
why we have these set specials. Also, when you use products that are made to work together the formulas
reinforce the benefits of each other so you see the best results.
OK, People always ask me 3 questions
1. How do the products come?
2. When can I get them?
3. How much do they cost?
So let me answer all 3 questions:
Look at your Party Specials for today only sheet on page 23 where you see everything we tried today!
The Basic set is the 3 in 1 Cleanser, Moisturizer and Foundation for 64 (don’t say dollars) and with this set
today you get one additional item of YOUR choice 50% off. This is the perfect set if you are a wash and go girl
but you want to have healthy skin.
When you add the Day and Night Solution (remember the spanx for your face) to the Basic Set, the results are
so dramatic that we call it the Miracle Set for 110 (don’t say dollars) and with this set today you get two
additional items of YOUR choice 50% off. If you want a step up from a “basic age fighting” set and to see
results in a 2 weeks, this is your set!
The Miracle Set combined with our very popular Microdermabrasion Set (remember we did that on the back
of you hand) and Firming Eye Cream is the I deserve it all Ultimate Miracle Set for 192 (don’t say dollars) and
with this set today you get three additional items of YOUR choice 50% off PLUS the amazing Travel Roll Up Bag
for FREE! (Romance and show the bag) If you an instant results person, this is definitely your set!
Page 24
Repair Set Table Close (I would have a repair set in the box at this close or one at each mirror)
The great thing about our businesses is we don’t have sales quotas, so you never have to feel like, ‘I went to a
Mary Kay thing and they locked the door until I bought something.’ I had a great time tonight and I hope you
did too. And I hope that you do decide to come back for a second appointment - whether it’s just you or you
decide to share it with friends. So, no sales quotas for us, but we do like to help you get a good deal and that’s
why we have these set specials. Also, when you use products that are made to work together the formulas
reinforce the benefits of each other so you see the best results.
OK, People always ask me 3 questions
4. How do the products come?
5. When can I get them?
6. How much do they cost?
So let me answer all 3 questions:
Look at your Party Specials for today only sheet on page 24 where you see everything we tried today!
The Repair Set includes the Foaming Cleanser, Lifting Serum, Day Cream, Night Cream and Eye Renewal
Treatment Cream. It is the most scientifically advanced set Mary Kay has ever offered. This set proves it is
never too late to recue skin from the damage of the past. You will begin to see a change in your skin in as little
as 2 days. The Repair set is 199 (don’t say dollars) and with this set today you get three additional items of
YOUR choice 50% off PLUS the amazing Travel Roll Up Bag for FREE! (Romance and show the bag) If you an
instant results person, this is definitely your set!
And I would not be doing my job if I didn’t point out that our starter kit to begin your own MK business is only
$100 and you can see all of the products that come in it to the bottom right.
OK, go back to your profile one last time.
#1 If money were no object (like you won the lottery this morning) which set would you want to take home
today? Write Basic, Miracle or Ultimate
#2 Are weekdays, week nights or weekends best for your second appointment? (then after the gift is passed)
That reminds me…who has the gift? You are the winner! Congrats!!!!!
#3 What one product would you want for Half Price?
And you can see that I take all forms of payment: cash, checks, ALLMAJOR credit cards or the vegas plan.
(Whisper) A little cash, a little credit and a little check and no one ever knows what went down here today ☺! Here are your catalogs and I am going to meet with each of you individually and you will get your goody bag. Does anyone need to head out soon? Ok great, I’ll start with you. If no one does, pick the guest who was the most excited during the class besides the hostess
Individual Close – Put at the end of your party book.
This is CRITICAL to do with EVERY GUEST! Keep this on your lap during individual close!
Did you have a good time? (look her in the right eye and nod your head as you ask) How does your skin feel? (touch your cheek as you ask) What was your favorite part of the skin care today? (put your hand on your heart)
1. (Refer to her answer #1 on the profile ) Now I see you put if money were no object, you’d want to take home the ____________set today. You know your situation better than I do so which set works best for you today?
Once she has decided on a set go to the profile and run through all the supplementary questions. (ex…You said when we spoke prior to the class that you wanted a product that removed dark circles under your eyes…is this something you wanted to add to your bag today or put on your wish list? Run through ALL of those questions to make sure she gets exactly what she anticipated. It also helps you create a wish list for her! In addition, you will typically add $40-$80 to the total purchase.) BUILDING CUSTOMERS FOR LIFE! FINISH THE SALE COMPLETELY BEFORE MOVING ON TO THE NEXT QUESTION!
I take all forms of credit, cash, check or the husband plan which is a little of each! How did you want to pay for your items today? (finish the sale completely by giving her the products and taking payment)
2. (Refer to her answer #2 on back of profile) I see here that_____are best for our follow up appointment so let’s look at my calendar. We are no different than your doctor or dentist we want to follow-up to make sure your head hasn’t blown off and that you have NO questions regarding the product or application.
Book her follow up giving her 2 choices until you narrow down a date and time.
Encourage her to personally invite her guests and that 6 or 7 “yeses” is her goal. Coach her to
invite people like, “I’m having a Mary Kay Microderm party on Saturday from 2-4. Can you come?”
instead of, “I’m having a Mary Kay thing this weekend. Let me know if you want to stop by.”
3. (Refer to her answer #3 on back of profile) You indicated you wanted_____________for half off. If you get me the phone numbers of the ladies you’re inviting in the next 24 hours, I will give you this product half off at your appointment. If you are going to have it anyway you might as well earn some free stuff!!
RECRUITING Book the team building appointment (TBA)
[If you know her] And part of my training is learning how to explain how the Mary Kay business works and be able to answer questions. My Director is helping me with this by setting up 30 minute coffee or phone appointments. Basically, you ask her questions about the Mary Kay business, she answers them and I take notes. Now I know Mary Kay may not be anything you’d ever try and that’s okay, but is there any reason why you couldn’t help me with this part of my training? Pick a time and place. You may want to offer her a gift. [If you don’t know her & you’re doing TBAs on your own] At every appointment, I’m always looking for kind hearted sharp women that I think would do good doing what I do and I hope it’s okay to say that I totally see that in you! [let her respond] I know that Mary Kay may be nothing you’d ever do and that’s okay, but I’d love the opportunity to share some information about the company and get to know you better. Is there any reason why I couldn’t buy you a cup of coffee? Pick a time and place. You may want to offer her a gift.