Training Outline
IDIA Pampering Party
Why Hold IDIA Pampering Parties:
Mastering the IDIA party will give you the most $$ for your efforts. My goal is for each of you to sell 10 IDIA’s every month. When this goal is reached you would have sold $3200 a month with a profit of $1280. For the year that would be $15,360 in yearly profits.
The IDIA Pampering Party provides:
- guest with a quick educational pampering of a practical skin care regimen
- consultant and easy flow and focus
- consultant opportunity to be in and out and on to the next appointment
-
At the IDIA party the only color cosmetics used is beach bronze lip gloss and apricot twist cream eye color. That’s it!
I found that when you show too much color customer loses sight of the skin care. Therefore you want to show only color that matches with the skin tone
So tonight we are going to talk about how to organize and pack for an IDIA Pampering Party.
Part I The IDIA Pampering Party Format
Items Needed for an IDIA Pampering Party:
-IDIA Closing place mats
-IDIA Closing Cards
-smart phone with card scanner( to take credit cards)
- 2 hostess packets
-recruiting tools
-sales tickets
-calculators
-money bag
-profile cards
-beauty of friendship referral sheet
-spray bottle
-party tray insert
IDIA ROLL BAG with a nice bow
Pocket 1: $90 (Miracle Set)
Pocket 2-$82-(Microdermabrasion with Firming Eye cream)
Pocket3-$128(mascara, lip gloss, cream eye shadow, foundation brush, foundation, foundation primer, concealer, concealer brush, oilfree makeup remover)
Pocket 4- $53 (satin hands and satin lips)
Retail Cost of IDIA is $388
Sale Price is $299
Party Expectations of a group of 6:
On average-
-2 IDIA sets
-2 New Prospects
-2 Bookings/30-50 names
You should only focus on selling IDIAs or Pocket Sets, Bookings/Referrals, and getting new prospects.
Table is set with –
Booking basket in the middle of table
2 spray water bottles ( one on each end of the table)
Place mats for each guests with mirror and tray filled with insert.
Beauty of friendship, sales tickets, and profile card to the right with pen
Disposable cloth to the left
Tray is filled
Sponge tip applicator and mascara wand laying on tray near top.
Cosmetic wedge, brush or cottonball can be used to put on makeup
(I prefer using liquid matte finish and have customers use finger it’s a lot quicker)
Part II Mastering the Close
Table Close:
Begin table close after the compliments/ beauty of friendship game.
Say: Now I know you are wondering 3 things; How does it come? How much does it cost? And How can I get? Well I would like to introduce to you my friend IDIA. IDIA is with me from sun up to sun down. We are inseparable. We have been super tight for more than 20 years cause she keeps my skin looking right. This is my girl IDIA- she is packaged in this beautiful cosmetic roll bag with individual bags that Velcro on and off. For your convenience she rolls out or can hang up in your bathroom. IDIA holds everything we tried here today; -Your Mary Kay Miracle Set, (point to pocket 1) -Your customized skin care supplements-(pocket 2) – Your Flawless Face Set (point to pocket 3) – Your Satin Set (point to pocket 4). Wouldn’t you agree that you need a friend like IDIA in your life. Offer the convenience of having 2 vs 1. I know I Deserve It All- (Raise hand) – Don’t you Deserve It All (Shake head up and down)
IDIA is the DIVA set for today. She retails from 388 but if you deserve it all you can get yours today for just 299. Now that is truly a deal. A savings of $89!
So tell me when was the last time you had a little retail therapy? I love TARGET but your spot may be WALMART. Regardless, I know every pay period they get over $200 of my money, month after month. Isn’t it time that we invest in something that is going to pay us back in the way of looking our best every day. Besides no matter how much you spend on your outfit, hair, and nails; the last thing people will remember is your face. The IDIA set on average will last about 4 months; which breaks down to $2.67 a day.
(Tell a story- closet story, retail story, class reunion story, etc)
Repeat after me, I DESERVE IT ALL!
Who is in a rush and needs to leave early? (Take that person or the woman you connected with the most to close with first) Remember this woman will set the selling tone of the party.
Individual Close:
For the individual close you need to take each guest away from the table in an area where you can talk with her one on one. Have each guest bring their profile card, sale’s ticket, and IDIA roll bag. When she sits down she should only be holding IDIA. You have the profile card, sales ticket, place mat/closing cards with sets, calculator, smart phone, hostess packets, recruiting literature/CD set up in the closing area.
There are 3 things you should focus on:
1) Selling a Set
2) Booking a Party
3) Sharing the Opportunity
In the individual close you are to play ball with her. After you ask the following three questions, close your mouth. The rule is the next person to talk after you ask the last question is the one who takes the product home.
Ask the following questions:
Did you have a good time? Great!
How does your face feel? (Touch yours as you ask the question)
So tell me _________________ Do you Deserve It All today?
At this point drop you head and pretend to be looking over the profile card. Wait for her response.
If she says yes- immediately start writing up the sale’s ticket. This is the total how would you like to handle that.
If she says no-
Ask-
Pull off the pocket that you would like to start with? Refer to the closing mat or IDIA. I’m willing to work with you to customize what every pocket you choose. Upsell every pocket choice until she stops you.
Note you should have a place mat/closing card in front of you with the cost of other sets as well as knowing the price of each pocket.
Retail $388
IDIA-$299- Today’s Special
Pocket 1-$90 (Miracle Set)
Pocket 2-$82-(Microdermabrasion with Firming Eye cream)
Pocket3-$128(mascara, lip gloss, cream eye shadow, foundation brush, foundation, foundation primer, concealer, concealer brush, oilfree makeup remover)
Pocket 4- $53 (satin hands and satin lips)
Part III Mastering the Opening
Opening:
First I like to start with a special thank you to the hostess for having us all in her home. Let’s give her a diva snap. Without our hostess’ we would not have a business. So _______, Here’s a token of my appreciation. Now in addition to this _________ can earn up to $100 in Free product. Repeat after me if it is Free it is for me.
So now lets meet our beautiful guest. I want to know who you are? How you know the hostess? And what you like most about your current job?
Today I am looking for 3 things and I am sure that everyone here today will fit into a least 1 of the 3 categories. The first thing I am looking for is a new Mary Kay customer. I am asking that you try the product fall in love with it and purchase it so our hostess can get credit. Do a product survey? Next I am looking for at least 2 party girls, the greatest compliment you can give me is to share this experience and product with at least 2 to 3 of your friends. When you book a party today you get to get something out of my booking basket, a chance to earn up to $100 in free product, and plus you also help the hostess earn additional credit. Who knows that they want to book a party already? (Great!) Finally I am looking for women who need more, want more, and are willing to do the work. I am willing to train new Mary Kay consultants and teach them everything I know.
During our time today you will learn a little bit about me, a little bit about Mary Kay the company, and a whole lot about skin care. I believe that beauty begins with good skin care. We will only try skin care a basic color look. When I say basic color I mean basic color. You will simply get a beach bronze gloss, cream eye color, mascara and that’s it. At your second color appointment we can play in all the colors. Repeat after me- Today we are only doing skin care no color. All I get is what the consultant gives. If I don’t like it I can take if off and put on a color that I have in my purse. No color- Just Skin Care-
Beauty Begins with what? Good Skin Care
A little bit about me- Share I Story (Car For Christmas)
A little bit about Mary Kay- Mary Kay is celebrating 50 years as a company which is phenomenal- Consultants in Mary Kay earn one of the highest commission as a direct selling company- (50%)- Cars the company rewards part time consultant cars-We are a company that gives back a portion of its profits to support research on cancers that affect women and safe havens for women and children in domestic violence situations. To start a business with Mary Kay it only cost $100. Mary Kay the lady always said that at a table of 6 there are 2 women who are in need for some extra cash and are willing to work a part-time job to get. If that is you, go ahead and write on the back of the card –Opportunity Package.
Look and feel your face one last time before the pampering begins.
Run through the product fast. The longer it takes the less chance you have of selling the set. Follow product featured on the party tray only.
Demo night solution- because it firms skin immediately
Demo microdermabrasion right before the color, only on 1 person and use skinvigorate brush and left hand.
MOST IMPORTANTLY HAVE FUN FUN FUN!!!!!
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