"Hi, my name is ______and I'm with Mary Kay. The reason I ...



Empowering you with the most useful lead generating ideas for your Mary Kay business Helping you find women interested in your product and opportunity. You can have anything in the world you want, if you want it badly enough and you’re willing to pay the price.Mary Kay AshRevised 04-Jan-2015 Megan Menzen, ISDTopic 1: Social Media – what’s all the fuss?Visit Under Business ToolsClick on Digital Zone for all the latest information Topic 2: Office & Corporate LeadsDay Care Centers: Day Care Centers .. Honor Working Moms So many consultants have started working the daycares and are getting tremendous amounts of leads from women who actually would like to have a facial! Then it's just a matter of calling and booking them! Try it out!Day Care RegistrationsScript to call the Day Care Center:Hi, My name is ________. Do you have a minute?I'm with Mary Kay Cosmetics and the month of ____, We are honoring mothers. I am calling as a representative of Mary Kay and wouLF love to be the consultant who honors the mother's who bring their children to your Day Care Center.We do not sell anything. What we do is give a fresh flower to each mom as they arrive at the end of the day to pick up their children.We also conduct 2 drawings that day. The first is for the moms... and the 2nd is for the employees.The gift is s pampering package containing a Spa Set. ( Or Mom's Survival Kit.. or Day Care Provider's Survival Kit ...you put something fun together) Is there any reason this isn't something you would like to offer your moms and employees?GREATWhat is your busiest Day? What is the best time? ( usually 4:00 - 6:00)___________________________________________________________1 out of 3 Day Care Centers Say YES(some already have a beauty consultant and some can't do this type of thing)Bring with you:Vase of Flowers (Pat’s roses)2 gifts for drawingDrawing slips.PensClip board to write on( Candy to hand out if you like)Hand out flowers as moms are entering so they can have their attention focus on their children after they pick them up. As you had her the flower tell her " this is a gift for you in honor of working moms." After she takes it say:" we are also having a drawing tonight for this pampering basket!"Then hand her the drawing slip and penHonoring Professional Working WomenLetter to Marsha from Executive Director Julie DanskinCould you use a solid 10 - 20 new leads doing this for 2 hours 1 day a week?This idea is from Kim Cowdell.? I get 4 dz roses at Sam's for $30 and then go out to businesses with a bag of registrations slips and pens. I usually take a buddy with me.? " Hi, We are with Mary Kay and we are honoring professional working women today by giving you a rose.? Which color would you like?? WE are also doing a drawing for gift certificates and free products.? If you don't have a consultant you can sign up."? I always get about 30 leads in 2 hours in the afternoon.? I ask for day phone so I can connect with people.? I then call and say "This is Julie with MK.? Do you remember me ?? Yes I'm the lady who brought you the Rose.? Did Your rose make it home or did you keep it at work?? Well guess what!? I did my drawing and you were one of the winners.? Do you want to knew what you won?? You won $------ in free product and a free pampering session.? I'm calling to see when we can get together so you can pick out your free goodies.? What is better for you......"? ??Kim Cowdell books 10 -15 faces from these?? I will book these for the women right after work at my home or at our Unit events.? I ignore all no soliciting signs and go in with my vase of roses and I'm always treated like Santa Claus.? Be really fast ...do not stand around and chat.? You don't want to take people's work time.? I like to go into small businesses and professional buildings where I'm going to meet target market women.?? It's fun and I have met some great people had great sales and recruits.OX Julie"Offices of the Week""Hi, my name is?______and I'm with Mary Kay. The reason I'm?calling is that we are?"honoring working women" this month and your company has been selected as?"office of the week!"?? ?I would like to drop off goodie bags for all the women?that work there!? How many women work are there in your office??Great, I would love to drop by this Friday?around 12:00 with enough goodie bags for everyone!( Thanks for the wording...?Jennifer Semlsberger)Office of the Week Gift BasketEveryone also gets to? fill out a drawing slip?for the "Spa Basket!"You follow up is sooooo crucial!?You can ask to have the?women to fill out the Drawing slips while you are there so you can begin calling right away.? Your other choice is to leave the drawing basket at the business and then give them 3 days to complete their drawing slips, pick them up and begin calling right ic 3: Events & Booths & BridesEvents & BoothsWatch your cost! Please talk to your Director first!To sell or not to sell BridesLeads from PatScriptsBridal Booking Script:Hi, ___. My name is Holly and I am calling with Bridal Registry & Mary Kay… Do you have a quick minute? Great!Bridal Registry and Mary Kay have partnered together to make sure you are looking and feeling your absolute best on your special day. I pulled your registry and noticed that you are getting married soon Congratulations!Ask a question about her wedding to get her talking…So, how are the plans coming along? What are your colors? Have you picked out your dress? Listen, ___. I have called with exciting news…Each month we have a drawing for brides. Your name was drawn this month! I am so excited for you!You won a premier pampering package, which includes:A skin care sessionMicrodermabrasion treatmentLip and eye treatmentColor selectionsAnd a GIFT CARD!!!!Have you been pampered lately?... great! Let’s pick a time to get together…Do weekdays or weekends work better for you?Nights or days? 2 or 4? Etc. Okay great! If you don’t mind, grab a piece of paper and jot down this information (give her your name, number, appointment date and time and location)Can I get your email address and address so I can email you this information?Do you have any bridesmaids? I have arranged for you to have up to 5 people with you. With 5 guests I would love to triple your gift certificate.I will give you a call on ___ to see how many friends you have coming and to get their names and numbers. This way I can call and register them. This is great! I look forward to seeing you on____ Please call or text with any questionsBridal Booking scripts for Past Wedding DatesHi, is this ________? Or is __________ in? Hi, ______________. My name is _____________ and I have been working with brides that were registered with the Perfect Wedding Guide over this past year. Tell me ______, has your wedding taken place yet? (If yes), Great, I hope everything went as you dreamed! The reason for my call is that as a registrant with the Perfect Wedding Guide you are entitled to a pampering package and gift certificate compliments of Mary Kay and my information doesn’t show that you have taken the opportunity to be treated or your gift certificate redeemed. Is that right? .....wait for a response. Well, now that all the planning is done and the craziness is past, I would love to treat you and up to 5 friends to some free pampering and give you the opportunity to cash in on your gift certificate. Sound fun?(If no), Oh, when is the date? Great….Well, _____ as a future bride, you are entitled to a free bridal pampering package that includes a skin care consultation, glamour makeover and a gift certificate compliments of Mary Kay. You can enjoy this hour of pampering alone or do what most brides do and share it with their bridal party. Sound fun?ALTERNATE SCRIPT FOR BRIDES:Hi is this ______? Hi, _______. You don’t know me but my name is _____________ and I am calling to let you know that your name was pulled from the 2014 Perfect Wedding Guide Registrar as the winner of a Spa Treatment, Glamour Makeover with Mary Kay products and a gift certificate. Congratulations! Tell me, _________, has your wedding taken place yet? Had anyone with Mary Kay connected with you prior to the wedding to offer you your Bridal Makeover? If she doesn’t have consultant, then continue….I come to you. I bring everything we need. It takes about an hour and it’s fun and free! So what is best for you…day time or evening? Tuesday or Friday? 7 or 7:30? You may share your session with up to 5 friends for free, plus as a 2010 bride you will qualify for a chance to win a $100 Mary Kay Holiday Shopping Spree!Text Message Script!Hi! This is ____ with Mary Kay – You were selected this month from Premiere Brides to receive a complimentary pampering package for you and up to 5 of your girlfriends to help you prepare for your wedding! Isn’t that exciting?! Text back ‘Yes’ if you want to claim your complimentary bridal pampering package.Let her text back – (usually reply text is something like: Yes-what’s involved?)So, when is good for us to get together – a weekend or weeknight? Great! The 7th or 14th?Can you do ____ (Wednesday, the 7th at 7pm)? Or is ___ better for you? Once you have booked her, you will text:Guess what? When you have 5 people join you over the age of 18 years and you hold the appointment that we just scheduled, you will receive $100 in FREE product! Text me back names and numbers of anyone you want to invite and receive a free eye shadowLinda Steven's Script for Calling Leads from a BoothHere is what I said - for live conversation and message:Hi...This is Linda Stevens with MK cosmetics and you registered at my booth at the Fall Furry Festival last Sunday. I'm calling to let you know you won one of my pampering packages:) (very excited voice)You'll be treated to a microdermabrasion treatment, facial and makeover and have a $20 gift card to spend. And...its good for a friend as well...she'll receive the same pampering package and gift card.Now....what is your schedule like for us to get together - are you available during the day or are we looking an evening or week-end?__________(Once date set.......) Our appointment will last about an hour and you can come to my home in Kankakee or I'm happy to come to you. Which would you prefer?Topic 4: Lead Bags, Boxes, Fish Bowls, FliersFacial BoxesThis is an easy, fast way to get new customers!? First, pick a container -????? *A small box wrapped it in pretty paper - cut a slot in the top??????*A?pretty gift bag with something heavy in the bottom so it will stand.????? *A small plastic fish bowl decorated with a few flowers or star garland.Attach a pen with a long piece of ribbon.? Put a cute sign on the front:? "Enter Here for a?drawing for a Free Facial/Makeover and?for $xx in Free Cosmetics."? In small print put "You must be 18 to enter."? Use the Skin Care Survey Go to local establishments and ask for permission to place your box there.? Offer the manager a free gift in exchange for placing the box.? It is usually better to go to locations that are not chains.? Good places are restaurants, day care centers, tanning salons, nail salons, tux rental stores?and florists.? Check your boxes frequently....follow up with the entrants as soon as you get their names!SCRIPT FOR CALLING FACIAL BOX ENTRIESUse this script to call all the names in the fishbowl that are not your GRAND PRIZE winners! You must have enthusiasm in your voice…think about how you would want someone to sound if they were calling you to tell you that you had just won a prize drawing! “Hi is ________there? This is __________ with Mary Kay calling in response to a drawing you entered at ____________…do you remember entering your name? Well, I have some fun news for you! You were one of our second place prize winners! I’m so excited for you. You have won a personal pampering session to include a complimentary facial, color consultation, and glamour makeover for you and a friend valued at about $50! Congratulations! I was getting in touch with you to find out what your life was like, and if a daytime, evening or weekend would be a better time to get together? (Select a date and time) Oh, and one other thing I want to tell you about. I have a special running this month where if you share your appointment with 3-5 friends, you can earn $30- 50 in product credit. (Share your hostess program at this point). Is there any reason why you wouldn’t want to share this with a few more friends? Before hanging up - Get directions, exchange phone numbers (try to get a work or cell number just in case), and confirm again, date and time. If the appointment is a few weeks out, ask to get their mailing address to send them some goodies ahead of time. You can send them a Trend Look Card with a little note on it saying “Can’t wait to show you what to do with this on (date and time). Looking forward to seeing you then!Topic 5: Booking ScriptsSCRIPTS FOR LAUNCHING THE MARY KAY NEW YEAR!!!CHALLENGE:?30, 60 or 90 ?faces in 100 daysFrom TOP Director Jen Semelsberger- BeseckerSummer Model Portfolio?Message from Jen:Last year at this time I made a commitment to pamper 100 women?In 90 days!? I did it and check out my results from last year:? 10 New Team Members?And over $7,500 in SalesWhen I was a brand new consultant…this is how I built my business!? Please call the following hot line to hear how to do it.? (641) 715-3900 code 901745# Fabulous recording!!!!!!!!Script to call your Customers and Friends You haven't pampered yet Hi Susie, it's Jen with Mary Kay.? Do you have a quick minute?? Great, I am calling with some really exciting news.?I'm in a HUGE contest to build a Summer Model Portfolio ( or?Networking with Women Portfolio, or Hot Mama Portfolio, Or Hot Grandma Portfolio, Or Haircolor Porfolio, Or?4?Summer Looks from the Look Book or Every Day Sheros)???And I would love toFeature you as a model in my portfolio.?Is there any reason why we couldn't get together in the next week or twoSo I could pamper you with a new skin care products and a new look. It only takes about 30 minutes?? Great, would you prefer a weeknight or weekend??This week or next?? Great...Okay, I have you scheduled for next Wednesday at 7pm.?Listen Susie, because my goal is sooo BIG do you have a friend or two that could join you??It would really help me reach my goal.? Thanks!?Here is the BOOKING script that NSD Jan Thetford uses. She said in 22 years nobody has told her no!--?"Hi ____ this is ________.? Do you have a quick minute?? One of my jobs as YOU MK consultant? is to give you a seasonal update & July is the best month to do that because the summer sun and temperature changes wreaks havoc on our skin!? I bet, if you are like most of us, you are looking for a great summer skin care routine or maybe a simple summer makeover and I would love to spend some un-rushed time with you to update you and answer any questions you may have.? Which would be better for us to get together?? Weekday,? Evening, or Weekend? (And you only give choices that you have available or are willing to work.? You are in control of your schedule!!)? You know what?? We have some BRAND NEW state of the art hydration products (or sun protection products, or…anything) and I will give you one for FREE ... And that's a?$20 product for free ...?(or some other product of your choice) if you have 2 friends just like you that are over 18 and do not currently have a Mary Kay consultant when I come on ________(the date selected).? Would you like to have a few friends join us??It is truly that easy!? Make the calls!!? Challenge yourself to use this script with a minimum of 20 contacts by Sunday.? You can do this!? People are home right now!? Set yourself up for the best MK year ever!!?The Challenge to Book 20 Parties in July#1 MY SCRIPT FOR MY 10 PARTY WEEK CHALLENGE!THIS IS WHAT I HAVE BEEN USING FOR EMAILING..YOU CAN COMPACT IT DOWN FOR PHONE CALLS!! YOU CAN DO IT! I HAVE 8 BOOKED IN 3 DAYS! AND FINALIZING 2 MORE TONITE! ALSO, I KNOW TO DOUBLE BOOK, BECAUSE LIFE HAPPENS, AND THINGS POSTPONE!HERE YOU GO LUCKY STARS! RUN LIKE YOUR HAIR IS ON FIRE!! LOVE AND HUGS~ AmyHi! I have been challenged in my company to do 10 parties in 1 week (or 20 parties in one month, etc.) ; in the month of July! I accepted his challenge, and my 10 Party Week is being held on ___. Now, you may be thinking...how?...who?...why? HOW: Well in Mary Kay a party consists of a hostess(you) + 2 or more of your best friends! WHO: Well your co-worker, neighbor-who you like, and she invites you to everything :), church friends, sister/sister-in-law, best friend, your children(s) friends mom(s), babysitter over 18 yrs old! This is YOUR adult time! Take 2 hours for yourself, and a couple of your favorite people who want their own adult time! Come to my house, or I will come to yours! We are 'playing with make-up'...there is no time for a full course meal! Have some chips/dip or cookies ~ K.I.S.S ~keep it simple sweetie :) WHY: I want you to make this worth your while! You love your Mary Kay products, and you will get $100 in FREE products JUST FOR BEING A HOSTESS DURING MY 10 PARTY WEEK CHALLENGE ~NO MATTER WHAT! If your friends LOVE what they try..they will buy..and if they can't afford it all- let them host their own party and get their products for FREE during my 10 party week challenge! I am going to keep this simple - No guest list required, just tell me when, where, what kind of party you want to have (Skin Care + Dash out the door look, Spa/Pedi's on the deck, or Make-Up Artist Choice Glamour Party) and how many friends of yours are coming; and YOU might as well start making your $100 list of FREE MARY KAY PRODUCTS! *BONUS* When I complete this challenge, and hold 10 parties that week, I will have a drawing with all the hostess' only for 10% of all sales from that week in MORE FREE PRODUCTS!! Please contact me via email/phone if you would like to participate in this Challenge.Booking Blitz ScriptsExecutive Senior Sales Director Lia CartaBooking Script- Calling someone from your contact list:“Hi _____________, this is Lia with Mary Kay! Do you have a quick second? GREAT!Well, I am so excited because I am going into qualification for my first FREE car! So, Iam REALLY revving up my business in June! And I?m running a special for 8 of themost amazing women in my life* where you can actually get our brand new LASHbuilding serum for FREE when you host a party with 3-8 of your girlfriends in June! Thisamazing new lash serum that just came out and is comparable to LATISSE and I can?twait for you try it- you?ll be one of the very first customers to get your hands on it! I?m notsure what your schedule is like but I have openings on ____________ and____________.Which would work better for you?(If she says she has to check her schedule say, “okay GREAT! I am booking up quicklyand I want make sure you have priority, why don?t we set a tentative time and we canalways change it if we need to- that way I don?t overbook myself)Okay, GREAT! I?ve got you down for “______________” at _______pm! I want to makesure that you get WAY more out of this than you have to put into it so I?ll be contactingyou by _______ to get your guest list. Because this is a busy time of year, if you invite10-20 women, 3-12 will show. If you have your list with their name, email, and phonenumber all ready for me by ______ I will give you a FREE eye makeup remover thenight of your party!*You can change this to anything!! Examples:I?m running a special for 8 women in the armed forces this month!I?m running a special for 8 mom?s who deserve special pampering!I?m running a special for 8 of my closest sorority friends!I?m running this special for only 8 women in our church and I wanted YOU to be one of them!***Model Search ScriptHi! ________, this is Lia with Mary Kay! Do you have a quick second? GREAT! I won?tkeep you long! I just had to call you because Mary Kay just started a model search andthe winners get a trip for two to New York, a professional makeover, and a photo shootin our upcoming catalog and a shopping spree! I have ALWAYS thought you were sogorgeous and sharp , is there any reason why I couldn?t give you a makeover and enteryou? GREAT! This is going to be so much fun!I?m not sure what your schedule is like, but I do have Saturday, _____ and Wednesday____ at 4:00pm available if either of those work.GREAT! Okay ______, my goal is to enter 60 women by June 30th and I know you musthave some cute girlfriends you might be able to introduce me to! Do you have a fewpeople who might enjoy a girls night in playing with makeup? Of course, I?ll totally havea special gift for you! Have you heard of our new lash serum that is comparable toLatisse? I would love to give that to you as a thank you!Okay, GREAT! I?ve got you down for “______________” at _______pm! I want to makesure that you get WAY more out of this than you have to put into it so I?ll be contactingyou by _______ to get your guest list. Because this is a busy time of year, if you invite10-20 women, 3-12 will show. If you have your list with their name, email, and phonenumber all ready for me by ______ I will give you a FREE eye makeup remover thenight of your party!Getting Prospects to listen to the HotlineText:Hi _____, this is Lia with Mary Kay! I have a HUGE favor to ask of you! I am in a contestto be the best in my unit and have the MOST women listen to our Mary Kay marketinghotline by 10pm tonight! If you could help me, as a HUGE THANK YOU you will beentered into a drawing for a FREE coach purse and I will give you ANY item in ourcatalog (including the NEW LASH BUILDING SERUM...Mk?s version of Latisse!) at 50%off!! The number is: (641) 715-3900 Passcode: 357997#. The recording is 21 minuteslong. Text me back with password and I?ll be sure to get you your product! THANK YOU!Booth Events/Can also be tweaked for Fish Bowl LeadsBooking Dialogues by SSD Melissa MaysTips: You have to sound excited! What’s in it for you/them. You can say it right and if you’re boring, you won’t get the booking. Never ask a question that you’ll get a yes or a no answer…the way you get the booking is to assume that everybody wants to book. Assume no one will tell you no. Free food helps too. AFFIRMATION: “I’m a BOOKING machine! Everyone wants to book with me!” SSD Chatney Gelfius says people book because: 1. To help you win a contest because they like you 2. For a free product 3. Because it sounds like fun 4. Want to see or learn something newPerfect Start/Powerstart:Hi ______, this is _______. I’m really excited about something. Do you have a quick minute? Great!(New Consultants: I just started my Mary Kay business and a part of my training is to do practice facials & makeovers with 30 ladies in 30 days….so I need to borrow your face.)(Seasoned: We just launched some amazing NEW products and I am in a contest to earn a (your Star Prize) and all I have to do is let 15/30 people try them and get their opinion.)I could really use your help. What’s best for you and I’ll let you know what I have available...during the week or on the weekend? During the day or in the evening? I have ____ or ____ available. What’s best for you? Great! I appreciate you so much and look forward to seeing you on ____ at _____!(After you have scheduled a time say…)Turning a facial into a Class:So who do you know that could be there when I come see you? (pause for her response) Why don’t you invite them over. It’s just as easy for me to give three or four facials at one time, as it is to give one. In fact, that would help me achieve my goal even quicker and I’ll give you some free products for helping me!Now ____, just so you know I am coming even if it is just me and you. I’m excited to see you on ____ at ___!Tentative Date Booking Approach:(When someone is not sure they could book because they don’t know their calendar or if their friends could come, say…)Why don’t we do this. We can set a tentative date tonight, then tomorrow, I will call you after you’ve had a chance to check your schedule and confirm your date and if you need to change it at that time, that’s fine.(at a Class..) The Hostess is working to earn ___ and if we pencil it in tonight, she will get credit for your booking. What’s normally better for you, during the week or on the weekend? During the day or in the evening? I have ____ or ____ available. What’s best for you? Great! What’s the best time to reach you tomorrow? Great. I appreciate you so much and will talk to you tomorrow at _____!Mary Kay’s Correct Booking Approach to use at classes:At every skin care class I always select several ladies that I would most like to have as my future hostesses, and today/night I’ve selected you because (sincere compliment; you are so much fun, you really loved the products…) Tell me, when we get together for your Check-UP Appt, is there any reason why you couldn’t share it with a few friends? I think you’d be a terrific Hostess. Grab your calendar and let’s see what’s best for you and I’ll let you know what I have available. What’s better for you, during the week or on the weekend? During the day or in the evening? I have ____ or ____ available.What’s best for you? Great! I appreciate you so much and look forward to seeing you on ____ at _____!Following up on Profile Card Referrals:Hi there is this ____? ___ this is ____, how are you? Do you have a quick minute? I was calling because your friend ___ gave me your name. She was recently (a model for me, at a class I conducted) and I am looking for some new people in your area and when I asked ____ who were her favorite people, she told me about you! Have you ever been a model for MK or tried MK products? Great. Well, because she selected you, you will receive a complementary facial and makeover and a GOODY BAG with some great product samples. There’s no obligation to make a purchase. You get to try our products and give your opinion. How does that sound? Great! First, I’ll need your address so I can send you a reminder card. Now, would you prefer to come to me or would you like me to come see you? Grab your calendar and let’s see what’s best for you and I’ll let you know what I have available. What’s better for you, during the week or on the weekend? During the day or in the evening? I have ____ or ____ available. What’s best for you? Great! I appreciate you so much and look forward to seeing you on ____ at _____!When you’ve ran out of bookings, it’s time for a Booking BlitzHey ____, this is ___. Do you have a quick minute? Great. Listen, I’m so excited because I’m here with my Mary Kay girlfriend and we are having a booking blitz and I need your help! The person who books the most facials in the next 2 weeks will win a prize tonight and I will soooo make it worth your while if you can help me. (pause and wait for her reponse...most of the time they will say “okay?” then you can continue...) When would be the best time for me to stop by and let you try our new _____? During the week or weekend. Day or night? (After you have scheduled a time use Turning a facial into a class script above. If she’s not sure of schedule, use tentative date book approach and lether know that will still count toward you winning the blitz.)Preferred Customer Program Follow-up:Hi there is this ______ ? Hey ______ this is ______. Did I catch you at a good time, do you have a quick minute? Great! I was calling for 2 things. First, I know you just got your New Look Book in the mail the other day and I wanted to tell you about our amazing new ______. Have you looked at it yet? Great. Everyone who has tried it bought it on the spot. (give testimonial on new product) The second thing is that I’m in a special contest right now to let __ people try the new ________ by the end of ________ and I sure could use your help to earn special recognition from my Director. So when would be a good time for me to swing by to let you try it? During the week or on the weekend? During the day or in the evening? _______ or _______? Great! I’ll see you on _____ at _____. By the way, check out the NEW Gift and FREE SAMPLE in your Look book. You can earn that FREE just by having some friends over to try the products with you. Who comes to mind that would love to try the new products? If you want, I can call them and let them know about your appointment. You’ll love it! Okay _____, I’ll see you on ____ at _____. I’m so excited to see you and can’t wait for you to try these new products. See you then!Warm Chatter/Thank You Gift:(Mary Kay’s 3 foot rule; pay everyone that comes within 3 feet of you a sincere compliment...then say) You know, I’m just not going to forgive myself unless I give you my card (or a gift) My favorite is the hand cream sampler with my label. You (have been so sweet, are so SHARP…). Do you like to try new products? Great! Fill this out (facial request card) and I’ll hook you up with some goodies.-or- Are you on Facebook? Awesome! Friend request me so we can connect and I’ll let you know about some of our exciting events coming up in your area. It was great meeting you!(When you call back….follow script below…)Before & After Portfolio: Hi _____, this is ____. We met at _____. I’m really excited about something. Do youhave a quick minute? Great! I am building a professional portfolio of “Before & After” makeovers and I would love to feature you in my book. Plus you could earn a fabulous prize drawing for being one of my models. Grab your calendar and let’s see what’s best for you and I’ll let you know what I have available. What’s better for you, during the week or on the weekend? During the day or in the evening? I have ____ or ____ available. What’s best for you? Great! I appreciate you so much and look forward to seeing you on ____ at _____!Booking and E class (or book party) This is a great alternative for someone who lives out of town, or doesn’t want to schedule a skin care class. “How would you like to earn some free products with out having a class? Great. All you have to do is take orders from family and friends during the next week, and then you’ll ear $10 of free product for every $100 you sell. Would you prefer to send an email, and people order from the web page, or would you like to have samples and catalogs to take to work?”Booth Follow-Up Hi _____, this is ______ with Mary Kay Cosmetics. You signed up to win a prize at the(pause for her response)….well, guess what? We drew your name as one of the winners of a FREE FACIAL & MAKEOVER and GIFT CERTIFICATE for some free MARY KAY! Isn’t that great?!! Now I just need to confirm your address so I can send you your packet. Now, let’s go ahead and schedule your Facial/Makeover so you can spend your Gift Certificate. What’s better for you, during the week or on the weekend? During the day or in the evening? (Book appt. even if it has to be tentative and you can check back to confirm within 24 hours.) By the way ______, how would you like to get $40 in FREE products? Great! All you have to do is share your appointment with 2 or more friends that are 18 or older and don’t already have a Consultant and you’re guaranteed $75 in product for only $35.(If she doesn’t want you to come to her home, invite her to your success meeting.)Inviting a Guest to the meeting: Hi this is . I am so excited about something. Do you have a minute? Great! What are you doing on _____ at ____? We have an event that night and my Director has asked me tobring a Model and I immediately thought of you! You will get a free facial and makeover, then I’ll get your opinion of what you liked. As my thanks you would receive a special gift. How does that sound? Is there any reason why you couldn’t be a model for me? I think you’d be terrific!Booking an Interview Hey _____ this is _________. Do you have a minute? Great! How would you like to win $1000 CASH? Well, we have a contest going on right now and all we have to do is fill out a questionnaire about the Mary Kay business and your name gets entered into the drawing and if you win, I WIN TOO! I was told that I should contact the sharpest people I know and I immediately thought of you! You may or may not be interested in Mary Kay, and that’s OK. I would just love to share the info with you and get you entered into the drawing. How does that sound? Which would you prefer to do, meet for coffee and chat for about 30 minutes…or attend the next event ? (Offer two choices)Topic 6: TextingTEXT BOOKING SCRIPTSExecutive Senior Sales Director Lia CartaFor fairly new consultants:Hi _____! I?m so excited! I just started my own Mary Kay business & I really need yourhelp! I need to practice and get the opinion of the product from 30 women this monthand you were someone I immediately thought of who might help! Is there any reasonwhy I couldn?t borrow your face? I will have a free gift for you! It?s fun, free, and noobligation! Could you let me know if this is something you?d be willing to do? Thanks!General script:Hi! ____! I?m in a contest to get the most faces booked for our Mary Kay model searchthis summer and it ends in 1 hour! I know we?ve talked about doing a facial in the nearfuture, can I go ahead and put you down as one of my faces?GREAT! What day works better for you? I have Monday, ______ at 7pm por Monday at_____7pm OR if you want to earn the new LASH building serum for FREE (its MK?sversion of latisse) you can host a small party with 3-7 of your girlfriends! I do all mygroup appointments Saturdays or Thursdays, Which works better for you?Referral Script (BEST TO TEXT)(Adapted and slightly changed from NSD Tammy Crayk)Hi Traci! My name is Lia, and you don?t know me but I?m Darcie Judkin?s friend. She said youwere really sweet & might help me out with a Mary Kay contest I?m in. I need to do 60 FREEPampering sessions in the next 4 weeks & I?m giving everyone who helps me a FREEmascara or eyeshadow. Could I borrow your face? I promise I?m not push & it?s SUPER fun!When she respondsPERFECT! I do them Saturday?s at 1:00, 4:00pm, or 7:00pm. Which works best for you?Awesome! I?ve also arranged for you to share your session with up to 5 friends for FREE! I?llsend you a email with all of the details!TEXT SellingOkay my thought on this is to focus on sets when you are trying to run a group sale in a1-2 hour time period!My text would look something like this:TONIGHT ONLY! Buy one mascara, get a eye makeup remover for $7.50! Normally$32.65 Total with tax tonight is $23! Let me know if you are in! Refer 2 friends and youreye makeup remover is FREE!TONIGHT ONLY! Buy one Satin Hands/ Get one Half off! Total with tax is: $50.00,Normally $66.75! Makes a great GRAD gift!TONIGHT ONLY! Mary Kay GROUPON style! Get $50 worth of Mary Kay products for$30! Must respond by 9pm to qualify! I only have 10 total to give away before this dealis SOLD OUT!You can get super creative with this! :-) I use it more to book parties then to make profit.For example, let?s say Brittany purchases the mascara set. I?ll call her and say, “I?ve gotyour order all together- the total came out to $23 or you can have it totally free- whichwould you prefer? Then I?d use that to book a party! :-)(End of NSD Lia Carta scripts)***Jessica Magill’s Magic Scripts for TextingTo book someone from a Fabulous Referral Sheet:Hi Shannon, this is Jessica with Mary Kay. I don't think we've met but AlexMastez said text is the best way to reach you. She gave your name as adeserving woman to receive a complimentary Mary Kay facial! Should I text orcall you with the details? What I say when they say text me: Great! So we will do a Mary Kay facial, aSatin Lips and Satin Hands treatment and we’ll match your foundation shade!You’ll be out the door in about an hour feeling refreshed. Would you beinterested? To book a referral using Sales Director, Erin Ewers Giggle Script:Hi Erin, this is Ashley. I don't think we've met, but Lisa Smith gave me yourname. I have a favor to ask you...Then wait like 20 minutes and send a ton and then goes back to send the rest ofthe message.She is helping me with a Mary Kay contest. I am trying to the first director to earnthe new Black BMW 320i! I have to do 50 free facials this month to earn that. Iam running out of people I know, so I have resorted to texting completestrangers, lol! She thought you might be adventurous enough to lend me yourface and you get a FREE GIFT. Can you help me out?To book someone for a Wednesday Night Call:Hi Melissa! This is random but I am in need of 3 volunteers to listen in on a MaryKay informational call tonight from 9-9:30. You can dial in from your cellphone.Any chance you can listen in?! I give you any Mary Kay item at half off forhelping me!To book someone for a coffee date to hear more about the Mary KayOpportunity:Hey question for you... I meet with 3 women a week over coffee to practicesharing Mary Kay’s company info. That keeps me on track for my free Mary Kaycar!! Would you be free for like 20 mins sometime tomorrow or next weeksometime to meet with me? Coffee is my treat and I bring you a little gift!”FACEBOOK FRIEND OF FRIENDSAnother great way to get new referrals from your Facebook FriendsThanks 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 workingtoward a really huge promotion in my business with Mary Kay to earn mynext free car and have been challenged to do a test panel and or get theopinion of 50 new women in the next 30 days. Would it be ok if I messageda few women on your FB page to offer them a complimentary facial to helpme with my goal? I'm super nice about it and respectful of their answers.Thanks either way! MichelleWhat 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 meyour name. I have a favor to ask you...She is helping me with a Mary Kaycontest. I am trying to become the youngest director in the area to drive aPink Cadillac (or first consultant in my town to drive a free car)! And I haveto do 100 free facials this month to earn that. I am running out of people Iknow, so I have resorted to messaging complete strangers via Facebook,lol! She thought you might be adventurous enough to lend me your faceand you get a FREE GIFT. Can you help me out? Thanks either way!MichelleWhen she says yes, you can respond:Fabulous! So the scoop is we pick a one hour window that works best foryou. At your appointment, you receive a satin hands pampering treatment,a do-it-yourself anti-aging facial plus expert foundation matching. I holdappointments at my studio in Avon or I can also travel to you. Is aweekend 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 Avon onTuesday and Thursday evenings. Or, if you would prefer to share yourappointment with 2-5 friends (and get FREE products) I can be a little moreflexible on the date. What works better for you?***Text Booking from a Referral:Hi! You don’t know me, I am ___, Jane Doe’s Mary Kay Consultant She thinks you would love a free glamour makeover session with me! When you say yes, I will give both of you a FREE ____ ! When are you soonest available? Pink Hugs, ___Text ScriptsMK @ Play Booking Text:Hey Stacey! This is Donna w/ Mary Kay & I just wanted to remind you of thenew fun Glamour line we have now called MK @ Play! I have double hostessbenefits going on for January just for playing w/makeup with your friends!!!When do you want to play? I have Sat, Jan 11th @ 2 or Fri, Jan 18th @ 7 - doeither of those work for you?Referral Text:Celeste -I had the pleasure of pampering your friend Sierra a few months ago &she gave me your name because she thought you would also enjoy gettingpampered w/ these amazing Mary Kay products I have to offer- its free! Are youinterested in more info?? ~ DonnaPhone Message Follow Up:Hi Julie, it's Donna with Mary Kay, I just left you a voice message about the freemakeover your friend Amy thought you would love ..when is it a good time tocall to give you all the details?Pre-Profile Text:Hi Jamie - I'm super excited you are joining Sandy for a makeover Friday at7:00. Please let me know if your skin is normal/dry or combo/oily, skin toneivory, beige, bronze & any concerns you have about your skin. Can't wait tomeet you. Terri SimonConfirmation Text:Hi Ladies - my name is Donna & I will be your professional beauty consultant atIdalia's Bridal Pampering Party this Friday @ 7:00 - I am really looking forward tomeeting you all, pampering you with these amazing products & most of allhaving FUN! There are prizes to be won too so be sure to be on-time! Plus, theproducts you fall in love with will be available for you to take home too! If youhaven't had a chance to RSVP yet please do so I am ready for you. See youFriday!! Booking Script for Brides:Katie - Happy Holidays!! It was so nice to meet you at the Bridal Fair back inOct!! I wanted to send you a quick reminder about the Mary Kay BridalPampering Package you won thru your registration for the event PLUS agorgeous PINK RING too - what's a good time 2 call 2 give you all the details??~ DonnaGuest Event Text:Amy - This is Donna w/ Mary Kay. I am so excited to share that we have anincredible guest event coming up on the (date) at (location), and I would love foryou to be my special guest. We are giving away tons of great prizes & it will be alot of fun! Is there any reason why you couldn’t come?Remember....Keep your wording professional. With unlimited texting as the norm you don’t need to shorten words anymore & may come off as unprofessional.If the phone call didn’t work, send the “Text Message”. If you “Text Messaged” first, then try the phone call.Always put the recipients name in the beginning of the message so it’s more personalized.Remember that 9 to 9 is People time, after 9 you may get unhappy recipients. If they continue to text you after 9, then you may respond.***I owe a TON of Thank You's to Director Cherisse Hixson! She was sharing on aDirector Call about having a "Text Booking" Meeting. You can imagine that we were allwondering, what did she say about a "Text Book"! Modern Technology today is all aboutanything electronic, computers, cell phones, air waves, whatever it is. All I know is I hit a"Send" button and it gets to the person I want to get it to. You will hear all sorts of thingsabout how "you should" respond or talk to people. You follow your heart and do whatyou feel, then try something new! I am a creature of habit, who does not like change!BUT if it will change the surface of my Date Book, I am all for giving it a try! DirectorCherisse Hixson sent us her script and we all took off! You know we all have to put ourlittle words and change things here and there to our own personalities, but please keep itas close to Cherisse's scripts as possible. None of this "Hey Yo!" Keep it professional.Ladies today will respond to a Text Message before they will respond to a phone call. Myson's girlfriend told me, "If I don't know who it is, I won't answer. But, if they text me, Iwill read it." And so it is. I have filled my books with Text Messaging aka “Text Booking!”Here are some scripts that I use below:Name Game Referral…Hey Girl! U don't know me, but I'm friends w/the awesome Nona Stutts & I need a favor& she said U were really nice & might help me out. I’m n a contest w/Mary Kay 2 do 30free mineral makeovers n July & wanted 2 give U a FREE GIFT if U will do 1 w/me. Itssuper fast & I would come 2 U! Do U already have a Mary Kay consultant & if not, can Iborrow U 4 this? I'm not pushy & it's totally fun!God Bless, VickieFair Booth or Warm Chat Survey….Hey Girl! U may not remember me, but I'm the 1 U filled out a survey w/@ the LA StateFair & I need a favor & U were really nice & I thought U might help me out. I am n acontest w/Mary Kay 2 do 30 free mineral makeovers n July & wanted 2 give U a FREEGIFT if U will do 1 w/me. It's super fast & I'm going 2 B N Tyler Sunday @ 2 & 4:30training new consultants & needed 2 borrow Ur face & get Ur opinion! Do U already havea Mary Kay consultant & if not, can I borrow U for this? I'm not pushy & it's totally fun!David’s Bridal invite….Hi! I'm Vickie w/Mary Kay. David's Bridal contracted w/me 2 help Brides look great 4their wedding day! U won a makeover & FREE gift! I'm going 2 B N Tyler on Sun.Wanted 2 know if U would B able 2 come @ 2 or 4:30 to do Ur Makeover & pick up UrFREE gift?Confirmation messages….I look forward 2 seeing U Tues. @ 6:30 pm 4 Ur makeover & 4 U 2 pick up Ur free gift. Ucan bring a friend along 2 share N Ur makeover, if U'd like. C U @ the Harry PattersonTower, 6007 Financial Plaza, 4th flr., rm. 404.I look forward 2 seeing U Sun @ 2:00 pm 2 borrow Ur face 4 makeovers & 4 U 2 pick upUr free gift. U can bring a friend along 2 share N Ur makeover, if U'd like. C U @ theHoliday Inn Express N Tyler @ 2421 E. SE Loop 323.Directions….It's @ Harry Patterson Tower, 6007 Financial Plaza, 4th Flr., rm 404. Take I-20 to PinesRoad, turn towards Wal-Mart, & make left on the service road (Financial Plaza) by theExxon, drive past IHOP to Courtyard Marriott & take a right on Rasberry Lane (can'tturn left), drive about .25 mile down on right, the sign says HarryPatterson on right where you turn in to the building.Follow Up Text Message…C u tomorrow night at 7:00.Can't wait to see you tonight @ 7:00pmHow's ur Mary Kay working for you? Is Ur makeup shade right 4 U?Do u need 4 me 2 adjust anything?God Bless,VickieSent from my iPhoneRemember….1. Don’t let your “Text Message” get too lengthy, it costs money to the recipient thatmay not have unlimited texting. Don’t send more than 2 text messages. One theymay not get, but two is enough. We shorten to U instead of you, Ur instead of your,etc. to save them money.2. Keep your wording professional.3. If the phone call didn’t work, send the “Text Message”. If you “Text Messaged”first, then try the phone call.4. a.Don’t try to type all this in your cell phone. If you have an IPhone, email it toyourself on your IPhone or Text Message it to yourself on your IPhone. All youhave to do is put your email address or cell number in the To: line on your email.When you receive it, copy and paste. Correct people’s names, times and places.b. Then hit forward and add the phone number. IPhones take a lot of numbers.5. If you don’t have an IPhone and you have a phone such as a Palm, etc., you can dothe same, email or put your cell # in the To: line, then save it as a “Template”.6. Remember that 9 to 9 is People time, after 9 you may get unhappy recipients. If theycontinue to text you after 9, then you may respond.What has this accomplished for me….This week, my Monday appointment was a Text Message appointment. I was told bymy new Mary Kay girlfriend that if I wanted to reach her, “Text Message” or “Email”,she was too busy to answer phone calls. I sold $200 to her.My Tuesday appointment was a facial, that turned into a double facial because of my“you may invite a friend along”, it was a $200 appointment, and I added a new teamMember.My Tuesday Night Success Event was a “Text Message” warm chat, that turned into afacial and a New Team member.My Wednesday appointment was a “Text Message” that did not answer my phone calla year ago, yes, a year ago, I “Texted” her and she was a $100 facial.I even had a girl “Text Message” me after I had “Text Messaged” all her referrals, totell me she wanted to sell. She was a 1-2 on the scale at her facial. After I had “Texted”all her referrals, the chatter started among her friends and she said “She” had a lot ofgirls who would buy from her!My new Mary Kay girlfriends shared with me when I asked them about TextMessaging, that they loved it, because they can’t answer their cell phones at work, butthey are allowed to text.Happy Texting!--Vickie FinchFacebook Booking Message By Sales Director Michelle CunninghamThese are my Magic Facebook Words! Send them as a “MESSAGE” on Facebook. Click messageon the upper right corner so it’s a private message. And personalize each one with their name.Send out 30 a day…take 30 minutes…send 30. It’s easier to make a list of who you will send itto first and then go and search for their name and paste the words for each one just changingthe name for each ?Hi Kaytie! How are you? Okay, random question, but could I do a summer (or fall orwinter..etc) makeover with you? I’m putting together a summer (or fall or winter..etc) look book of makeup looks in the next 30 days and thought I'd ask you if you'd be one of my faces? It's free and you'll look fab! Let me know if calling you is better and we can set it up. Thanks girlfriend! Xoxo,Michelle, Mary Kay CosmeticsThe important step here is that once she agrees to a date and you set it, you’ll want to see ifshe knows anyone that would be interested in joining her. I say, “I actually need 100 faces so Ifyou happen to know anyone…you can bring up to four people along. That would be great!! Ohand if you need to cancel, let me know 48 hours in advance. I’ve reserved the time just for youso I’m looking forward to it!”This is a text I would send to a friend:3338830-31750000Hey Susie! I am working on something super fun &would love for you to be part of it! I am creating aholiday/winter portfolio of 30 beautiful faces & I wantto feature your face! (Insert sincere reason why youwant to feature her i.e. Your eyes are gorgeous. Youhave the most beautiful brows.) For being one of my 30 faces, I'll have a small gift for you! Do week days orweek nights work better for you? (obviously this is based on your availability.)??If you want to make sure your friends "bite" first, then break up in 2 texts. Text 1 would end with….I am working on something super fun & would love for you to be part of it! Can you help me out?" Text 2 would start with. I am creating….Today I was working with a vendor fair list so this was my initial text:Hi Betsy! This is Abby Heltsley with Mary Kay. I met u at the vendor fair in November. Congratulations on being selected as a door prize winner! Please give me a call or text back so I can share the details of what you've won! Have a great day!They text back and say Yay or what did I winAnd then I respond: U won a complimentary pampering session which includes a deep leansing with microdermabrasion, a customized color look & a special softening treatment for your hands & lips. In addition, you won a $10 gift certificate to shop on the spot. Are week days or weekends better for your appt?Abby always calls first (more professional) and immediately follows up with a text.Know you need to call referrals, but scared what to say?Try this script (again…assuming most people don't answer when they don't recognize #).Hi___, this is Abby Heltsley with Mary Kay. I recently had the pleasure of pampering your friend_____ and at her appt., she had the opportunity to refer a special friend to receive a free Mary Kay gift and she chose you!! I know you must be so honored! Please give me a call or text back today so I can discuss the details with you.What to say when referral calls/texts backCongratulations!! Your friend thinks you are super special. You will receive a complimentary pampering session which includes a deep cleansing with microdermabrasion, a dash out the door look & a special softening treatment for your hands/lips. Plus, ____(refer to friend here) was also able to pass along a $10 gift certificate for you to shop on the spot. Are weekdays or weekends better for you? I have the following apt times available…..(Point is to keep talking until you have booked her)Power Start TextOption 1—Hey _____ OMGosh I just started my Mary Kay business & I am so excited. I have been challenged to see 30 faces in the next 30 days and I want YOU to be one of my faces. It’s a complete pampering session & you’ll totally be helping me out. Do weekdays or weekends work better for you? Option 2—Hey! OMGosh I am so excited about something; I just have to share with you. DO you have a couple of min today I could give you a call?-Once she responds in a text or phone proceed with ...I have been challenged to see 30 faces….ect.From Abby Heltsley, FESSDAre you stuck and need more leads and names?Here are a few ideas using the exact words I use:What do I say to ask people that I know:Text message: Hi Karyn! How are u?! You popped in my head for this...I have 30 pamperingsessions to complete this month. Would you like one? U get a free facial plusmicrodermabrasion and some light makeup! Let me know?! Thnx! :) Michelle, Mary KayText message: Hi Karyn! How are u?! You popped in my head for this...Cld u be a face model forme for a makeover contest? U get a free makeover plus a photo! Let me know?! Thnx! :)Michelle, Mary KayIf Mary Kay currently isn’t running a Makeover contest, hold your own. Take quick before and after photos with yourphone and let her know that the best before and after makeover will get a prize from your office at the end of themonth. You can also get the photos developed and build a Model Portfolio in a little flip photo book so you can showclients a variety of makeup looks that you have helped create. Women love to help with this.What do I say to guys:Hi Jim! How's it going? It's been a while but I stumbled upon your Facebook page. Okay, thismight sound crazy but I have 30 free makeovers to give away to women this month. Do youknow any deserving women that might enjoy a free makeover? It's part of a contest we areholding. Let me know and I'd be glad to reach out to them. Also, not sure if you check Facebookso I can text you if I don't hear from you here! Thanks Jim!What to say to Referrals:Text Message: Hi Sarah! Jessica Smith referred you for a free makeover. I'm giving away 100for a Mary Kay contest. Jessica had a makeover w/ me yesterday & thought u might help me!Do you have any interest in a free makeover? Thanks, Michelle Cunningham, Mary KayWhat to say to people on Facebook that have lots of friends:Hi Sarah! Okay, so I could use some help and I feel like you are one of those people thatjust might know a few people... ??Here's the scoop, could you forward this messagebelow to your friends on Facebook or by email?! I’d appreciate you SOO Much if youcould. And of course, let me know if I can help you in anyway!! Thanks girlfriend!!“My friend , (Your full Name) is a big time Mary Kay Consultant and is due to get her (big prize,car, Leadership position) in a few months from the company. As part of her qualification, sheneeds to give away 75 FREE makeovers this month and next and they are a ton of fun. If you areinterested in helping her out and looking like a super model, learning some great makeup tipsand having a blast, email her at _________, text her at _______ message her on Facebook. Tofind her on Facebook, search (your email address). xoxo!”Director Cherisse Hixson! Shared on a Director Call about "Text Booking".One of the fastest growing groups of new Consultants is in the ages of 19 – 23. What do they do? They text!We all have to put our little words and change things here and there to our own personalities, but keep it as close to Cherisse's scripts as possible. Ladies today will respond to a Text Message before they will respond to a phone call. My son's girlfriend told me, "If I don't know who it is, I won't answer. But, if they text me, I will read it." And so it is. I have filled my books with Text Messaging aka “Text Booking!”What has this accomplished for me….This week, my Monday appointment was a Text Message appointment. I was told by my new Mary Kay girlfriend that if I wanted to reach her I should, “Text Message” or “Email”, she was too busy to answer phone calls. I sold $200 to her.My Tuesday appointment was a facial, that turned into a double facial because of my “you may invite a friend along”, it was a $200 appointment, and I added a new team Member. My Tuesday Night Success Event was a “Text Message” warm chat, that turned into a facial and a New Team member.My Wednesday appointment was a “Text Message” that did not answer my phone call a year ago, yes, a year ago, I “Texted” her and she was a $100 facial.I even had a girl “Text Message” me after I had “Text Messaged” all her referrals, to tell me she wanted to sell. She was a 1-2 on the scale at her facial. After I had “Texted” all her referrals, the chatter started among her friends and she said “She” had a lot of girls who would buy from her! My new Mary Kay girlfriends shared with me when I asked them about Text Messaging, that they loved it, because they can’t answer their cell phones at work, but they are allowed to text.Here are some scripts that I use below:Name Game Referral…Hey Girl! U don't know me, but I'm friends w/the awesome ________& I need a favor& she said U were really nice & might help me out. I’m n a contest w/Mary Kay 2 do 30free mineral makeovers in July & wanted 2 give U a FREE GIFT if U will do 1 w/me. Itssuper fast & I would come 2 U! Do U already have a Mary Kay consultant & if not, can Iborrow U 4 this? I'm not pushy & it's totally fun!Fair Booth or Warm Chat Survey…Hey Girl! U may not remember me, but I'm the 1 U filled out a survey w/@ the LA StateFair & I need a favor & U were really nice & I thought U might help me out. I am n acontest w/Mary Kay 2 do 30 free mineral makeovers n July & wanted 2 give U a FREEGIFT if U will do 1 w/me. It's super fast & I'm going 2 B N Tyler Sunday @ 2 & 4:30training new consultants & needed 2 borrow Ur face & get Ur opinion! Do U already have a Mary Kay consultant & if not, can I borrow U for this? I'm not pushy & it's totally fun!Confirmation messages….I look forward 2 seeing U DAY @ TIME 4 Ur makeover & 4 U 2 pick up Ur free gift. U can bring a friend along 2 share N Ur makeover, if U'd like. C U @ ADDRESSGod Bless, VickieMary KayI look forward 2 seeing U DAY @ TIME 2 borrow Ur face 4 makeovers & 4 U 2 pick up Ur free gift. U can bring a friend along 2 share N Ur makeover, if U'd like. C U @ ADDRESSGod Bless, VickieMary KayFollow Up Text Message…C u tomorrow night at 7:00.Can't wait to see you tonight @ 7:00pmHow's ur Mary Kay working for you? Is Ur makeup shade right 4 U?Do u need me 2 adjust anything?God Bless,VickieRemember….Don’t let your “Text Message” get too lengthy, it costs money to the recipient that may not have unlimited texting. Don’t send more than 2 text messages. One they may not get, but two is enough. We shorten to U instead of you, Ur instead of your, etc. to save them money.Keep your wording professional.If the phone call didn’t work, send the “Text Message”. If you “Text Messaged” first, then try the phone call.Don’t try to type all this in your cell phone. If you have an IPhone, email it to yourself on your IPhone or Text Message it to yourself on your IPhone. All you have to do is put your email address or cell number in the To: line on your email. When you receive it, copy and paste. Correct people’s names, times and places.Then hit forward and add the phone number. IPhones take a lot of numbers.If you don’t have an IPhone and you have a phone such as a Palm, etc., you can do the same, email or put your cell # in the To: line, then save it as a “Template”.Remember that 9 to 9 is People time, after 9 you may get unhappy recipients. If they continue to text you after 9, then you may ic 7: ReferralsReferrals from those you already know:Get Leads EASILY!? This is great!? (idea from Marsha Morrissette)I gave a client of mine three of my business cards. If she gives these out and 1 person calls me I will give her a 10% discount on her next purchase.If 2 people call me she will get a 20% discount; however, if all three people call me back within 30 days then she will get a 50% discount.I think that this will be a great incentive program. The best part of it is that it has very little expense to me, and she is going to search out people that are willing to make contact and set up something with me. She only has three chances- she is going to try to make them count- she will FIND good potentials.Now put your math skills to work....10 customers completing this challenge = 30 new reliable leads (they did call you after all!!)20 customers = 60 leads!!!35 customers = 105 leads!!!!What could you do with just 30 new leads???? Remember, these will come to you from your customers who love you and will sing your praises to these prospects!!Tic Tac Toe – lots of versions – Deserted Island (see following examples…)TOPIC 8: Out and AboutScavenger Hunt – Lipstick Survey - ***30 WAYS TO FIND YOUR 30 FACES!1. College Expo—offer the MK business opportunity or your services asan image consultant to job seekers2. Women’s Conferences—attend or be a vendor (just meet & greet. Nosales at the booth)3. Girl’s Basketball / Cheerleading Camps, etc.—offer to provide“goodie bags” with G.C. to shop on your website or mother / daughtermakeovers.4. Volunteer in the community at organizations that serve women orkids5. Pamper seniors at assisted living facilities (meet families & staff)6. Volunteer at schools (meet teachers and staff)7. Talk to the kids about skin care, etc. (meet teachers and staff & sendthem home with a goodie bag for mom)8. Teach a skin care class to Girl Scouts or girls at a church group9. Set up a table at a beauty salon for Satin Hands. Smaller shops aremore likely to let you do this.10. Offer makeup services for a fashion show or hair show11. Employee Pampering Sessions12.“Warm Chatter” - be on purpose! Talk to women while you are outand about so that you can start a natural conversation without feelingnervous or as if you are stalking her!working groups—some require a membership fee and othersdon’t. Check out the newspaper, neighborhood organizations, civicgroups, business groups, the list is endless!14.Offer your services to women who going through cancer treatmentsor who are cancer survivors.15.Facial Boxes—wherever there are women doing business16.Bridal Services—network with florists, caterers, photographers, DJ’s, etc.17.Fund Raisers—get the names of those who buy products18.Realtors—meet women who are new to the area. A realtor friend washow I met Diana Alderette!19.Gyms, weight loss centers, jazzercise, Curves, etc.20.Booths– health fairs, community bazaars, business expos, county fairs, state fair, new business grand opening (if you can’t have a booth, offer to donate a door prize)21. Apartment Managers—offer gift certificates to new residents ormakeovers as a fun monthly activity for residents. Also Holiday Stop andShops.22.“Welcome Wagon” type organizations23. Dentist’s office—offer a free makeover after cosmetic surgery24. College campuses / sororities25. Job Fairs26. Conventions that are geared toward men—set up a booth or offermakeovers to the wives!27. Special occasion makeovers for out of towners. Ex. Derby guests28. Door prizes for non-profit fund raisers29. Meet moms at library story-hour, day outs, McD’s Play Land, etc.30. At your parties!!!!!!TOPIC 9: Model Portfolio contact Pat Nuzzi for presentation packetPORTFOLIO You may choose just to take AFTER Photos.It keeps it simple.?I like using a? snapshot?photo album that I can??carry?carry with?me.You Choose tye type of portfolio you wantie: Hair color, Eye color, Networking, Hot mama, Hot grandma, Housewives of the twin cities, Fall, Spring, Holiday.?Every Day?Shero,?Once you do select the topic for your portfolio .. break it downHair color,? 5 Red, 5 Brunette, 5 Blonde, etc.Eye color.? 5 blue, 5 hazel, 5 green, 5 brownNetworking.. anyone self employed, anyone in sales, or anyone!Hot mama.. ask your clients.. who is a smarp mom.. and go for itHot grandma..they are soo honoredSeasonal portfolio with the new looks.? So trendy!Every day shero.. who gives of herself constantlyPORTFOLIO SCRIPT?"Hi ___________, this is ___________with Mary Kay Cosmetics.? I am soexcited to call you because I am a woman on a mission!? Do you have aquick minute? My Director has challenged me to put together a:? Model Portfolio of sharp women in my area according to __________?In addition to featuring your before and after picture in my portfolio, I will also feature yourbusiness cards in my portfolio as free advertising for you! In order to complete this challenge I will need to have 50 Before & Afters in my Portfolio by ____ ( give yourself 2 months to complete this). If you will also have over 3-4 girlfriends to be featured in my portfolio I will give you $75 in FREE MK products just for helping me out!!!? Is there any reason you couldn't invite over 3 or 4 girlfriends for a ________ makeover and skin care pamperingtreatment to help me meet my challenge?? Great!? When is better for you, this week or next?"?(Continue to give choices until you have arrived at a time and date)The Model Book is a portfolio that may utilize the four New & On-TrendColor 101 Looks each season? You will book models for color/glamour makeovers? As you work towards completion of the portfolio, you have the potential for $70,000+ in retail sales. 13 Models per Look (13 x 4? Looks = 52 Models per quarter)? (This breaks down to 18 faces a month, single, or 4 shows a month! Everyone can do this, even the VERY part-time consultant!) 52 Models x 4 Quarters = 208 Models?Average Customer (over a year) spends $350208 Models x $350 = $72,800 in Retail Sales!How to build your business with a MODEL PORTFOLIO Melinda Mercedes Balling,One of the easiest ways to meet and book people when you’re “out and about” (warm chatter booking) is to ask them to be your “face model”. It is so flattering to her and fun for both of you. If you haven’t put together your portfolio yet, you’ll just need a 3 ring notebook and plastic sheet dividers. You might want to also purchase dividers and break up in categories, for example Fall/Holiday Looks (current Look Book) Looks. Set a goal to have several models per look…for example: A red head, model “over 40”, brunette, bronze skin tone, etc. Following is suggested dialogue you can use while you are out shopping, running errands, etc.“Excuse me, but I couldn’t help but notice (what pretty skin you have, how great your make-up looks, how wonderful that color looks on you, etc… “whatever you notice about her so you can pay a sincere compliment). “Are you by any chance wearing Mary Kay?” (Note: this lets you know right away if she already has a beauty consultant). If she says “yes”, say “Great! I’m an independent Mary Kay Beauty Consultant, who is your consultant?” This lets you know if she has a consultant who is currently servicing her. Sometimes you will run into people who have “lost their consultant”. If she says “No”, you can say, “I’d love to introducemyself” …AS YOU ARE HANDING HER YOUR CARD, “My name is __________. I teach skin care and make-up artistry for Mary Kay and I am involved in an exciting Company project. I am looking for attractive women who might enjoy being a face model. I would love to feature you as a face model in my portfolio.”When appropriate you can add, “I need a beautiful Red head, or your eye shape is perfect for modeling our new eye looks, “etc. May I give you the details”? If she is receptive, continue with, “I would give you a complimentary facial, we would take a before picture, do a color makeover, and then take the after picture. You would receive a gift certificate as my thank you (this could be $10 or if you prefer, you could give her a product gift or past PCP gift). Does this sound like Fun?... Great!” If possible, schedule her on the spot (prevents “telephone tag”).After getting her commitment, you will want to say, “___________, I almost forgot to mention that you are welcome to bring a friend. Sometimes it’s fun to share your appointment with a girlfriend. She’ll also receive a free facial and makeover, but I want YOU in my model portfolio. Give her the current Look Book, point out the 4 “Looks”. Ask her to take the Look Book with her and select the Look she likes best. Note, this also give her anopportunity to look at our great brochure and see our product line. Make sure your business card is attached to the front (double stick tape works great).Look her in the eye, smile and say “_____________ I will reserve this time just for you. I’ll be calling you to find out which Look you selected before we get together on ____________. (This also allows you to “confirm” the appointment.) _________, If something should change on your end, please let me know as soon as possible so I can schedule in another model and we can reschedule you. I look forward to seeing you on _________. We’re going to have a great time.”If you have an opportunity to schedule models in at your weekly Success Meeting, you could have a qualified class each week just by inviting women you meet while you’re “out and about”. For example, why not set a goal to have 6 models confirmed each week. You are then likely to have at least 3 show up. That’s an extra class each week! Great way to use your time! Have fun creating your portfolio and building your business with this fun approach! Set a personal goal each week for new faces!Topic10: Overcoming Objections & Preventing Postponements / CancellationsGetting a NO – intentionally increase your failure rate!The power of numbersWhere do you see yourself{Success} [YOU] {Failure} or [YOU] {Failure} {Success}See courage as a “muscle”TOPIC 11: Overbooking, Double Booking, TrackingTopic 12: Postcards, Invitations, Gift CardsLet’s Get Together Post CardE-cardBeaut –e-viteExpiration dates and follow upTopic13: The Power of a Blitz & Pressing OnWhat I Learned While Facialing 100 WomenBy Regina LockwoodGosh...I can't believe it's over.? My portfolio of 100 women is complete and ready to travel to Leadership, where my sister directors can verify that I did, indeed,?conduct makeovers on?100 women in 91 days!? (Not that they didn't believe me, but it's nice to show off your finished project!)? My National, Cindy Williams, asked me to recount what I learned while facialing all these women, AND retailing $14,600 in just three short months,and I'm warning you, I learned a ton.?So, here?we go....1) Fear of Embarrassment is a Very Good Thing: I first announced that I would complete my portfolio project during a training session?on Sept. 16th.?I was encouraging my unit to?use the?portfolio idea?as a booking tool and, without ?any advance planning or serious thought, I was suddenly moved to announce that I would practice what I preached:? I told the group that I would do 100 faces before December 31st.?Immediately after the?words fell?out of my mouth, I felt panic.? I had?one, maybe two bookings on the books.?I had a lot of?unit members at the meeting who would remember this announcement.? I had adoptees in attendance who would tell their directors about my goal and I would be sooo embarrassed to fail.? YIKES!???Really, what an inflated sense of self-importance, but none-the-less, I felt scared! See, in my six previous years in MK, I had only set?goals that I knew that I could reach. Now I?fully understand why?I've been told that?your goal must make you want to throw-up or it's not big enough.??Fear makes you get to work with a reckless abandon and determination that I have never felt before.? The fear makes you find a way to get it done.?2) I Found Thousands of Dollars in My Customer Base:? One of the first places that I began to look for bookings was in my current customer base. (You should not?facial onlyexisting customers because you want new recruit prospects too, but?they're a good place to start.)?At first I felt awkward that these women were already customers, how much more could I ask them to buy?? But, when they came for their appointments, which heavily emphasized color, I found that I had been leaving?THOUSANDS of dollars on the table.? My first appointments always stressed Skincare, and frankly, I was not very good at getting back with these women for check-up facials.? So, they didn't have much color training or hadn't seen many of our new color products; eye primer, color collections, new looks from the Look book?and on and on.? They were thrilled to learn how to apply make-up, happy to get a refresher course, totally aware that I'd be asking them to buy something and they spent more than I ever would have guessed.? What a lesson about the value of seasonal programming, check-up facials and introducing new colors.? I'll never be shy about asking existing customers for appointments again.? 3) People Want to Be Models:Naturally, my booking script changed when I began the portfolio project.? I began calling new leads and existing customers and saying, "I'm doing a Model Portfolio?project for Mary Kay that requires me to facial 100 women by December 31st.? Would you be willing to have a complimentary makeover and let me take a before and after picture?"? I remember when I called the first?warm chatter lead and she said, "Sure!” I about dropped the phone.? I said,?"Really?? You'll do it?"? Not exactly the confident approach.? But honestly, that's all I said, and I discovered that people are very excited to be a model for you and flattered by the invitation.? Of course, you can offer them an incentive to ?book, or an incentive to bring along another face, but I really didn't offer much.? I just stressed that I was in a contest and I HAD to do these faces.? I'd turn a facial into a class by simply asking if they could bring another face or two along.? Many, many of them did bring friends/mothers/daughters?and I have now held more classes in my home than in any previous quarter.? Usually, I'm successful at holding facials in my home but I would typically travel to the hostess' house to hold a class.? Not this time.? Like I said, I'd just tell them to bring some extra faces and they would!! 4) People Want to Help You Reach a Goal:? As I moved along in the "faces" count, I noticed several things.? In the beginning people were sympathetic that I "had" to do so many faces and they were willing to help me get started.? In the middle, they became afraid for me that I wasn't going to make it, so they were willing to lend their face. Towards the end, I just needed "a few more" and they were willing to help me finish.? By enrolling both my customers and my prospects in this big project, that had a FIRM DEADLINE, I became completely convinced that women are innately helpful.? And they'll help you just like they helped me.?Honestly, women would call to cancel and re-book themselves.? "Regina, I can't make it today but I know you need me by the 31st, so how's next Thursday?"? Previously, that call would have been "Sorry I can't make it today.? Call me after the first of the year."? Don't you agree???My deadline seemed to inspire a higher level of commitment to hold the booking.? 5) Tell Your Daughter- And the Dog Catcher: Right off the bat I knew that achieving this goal meant telling everyoneabout it.??I mean tell your husband, your kids, your unit or team and everyone whose opinion you respect.? AND, tell everyone with whom you come in contact.? The more you say you're doing 100 faces by December 31st or March 31st, the more you believe you're actually going to do it.? And again, the fear of embarrassment and fear of letting these people down will propel you?to do more than you can imagine.?Also, I immediately began including a "faces" count in every email I sent;?4 Faces Done/96 To Go for My Portfolio,etc., etc.? Dozens and dozens of people have?told me that watching this steady countdown was inspiring?to them as they worked their own businesses. Their encouragement was also vital to me during?days and days when the count stayed the same.? And, I like to think my unit can say that I definitely lead by example.? They watched me every face of the way. 6)A Booking A Day Keeps the Blues Away:In the beginning I used to think only of making bookings over the phone.? That works, but during these three months I learned that it's also?easy and fun to make bookings when you're out and about doing your day.??Oh, I would always get leads when I was out, but I never really scheduled?the appointment.? During this portfolio project I'd run into friends/acquaintances/service providers etc., who'd asked how I was doing.? I'd tell them I was keeping really busy with this 100 faces portfolio project?and then ask if they wanted to be?one of my 100 faces.? ?I have never done so much on-the-spot booking or found it so easy to book.? To be truthful, I've always felt booking was one of my weaknesses, but not anymore.? I'm a booking machine and somedays,?I was honestly praying for cancellations instead of praying for things to hold!? I couldn't help myself; I just kept on scheduling people.? And, on those depressing days when EVERYTHING canceled, I would find great consolation in knowing that at least I had booked to replace the face!7) Don't Make Deals with the Devil:??Many of you have probably heard about a?concept called the "middle miles."? It has to do with the?excitement that comes?when you first start?working on a?big goal, and the?renewed motivation that comes?when you can see the?end of the goal, but the really dangerous part?of the journey?is the middle miles.? That's when the end seems so far away.? You're so tired and nobody is cheering you on.?Well, I'm here to tell you,?if you do 100 faces there will be some long, hard middle miles.??It's important to know this in advance so you can resist what I call "deals with the devil."??I started thinking, "Maybe it will be okay if I only do 75 faces.? That's still?good."? Or, "Maybe I can do 100 faces by January 31st, instead of December 31st."? Watch out!? Don't change the goal.? Magic things will happen at the end and people will sense your victory and start cheering for you.? Keep going even when it's hard and it will be worth it.? Just Look...Results...I learned that it doesn't take as long as I thought to facial 100 women and it doesn't have to be all-consuming. ? I gave myself until December 31st but finished on December 17th.? Plenty of time was left to enjoy my family and Christmas. During the 91 days I had time to take my kids back and forth from the orthodontist, work in my son's classroom, participate in Halloween parties, host Thanksgiving for 17 people,?you name it.? I was not solely focused on Mary Kay.??I led and lead a balanced?life. ?I sold exactly $14,622from Sept. 16th through December 17th.? (I'm over $15,000 right now because I've actually done 104 faces!! I overbooked to make sure I got enough women.)I recruited 8 womenduring these 91 days, including 6 in the month of November and earned my 17th Gold Medal.? (I feel that I have many more prospects to follow-up with, I just haven't had time to get back to all of them!)I finished the quarter as a Pearl Star Consultant with 9,900 star points.? I'm choosing multiple prizes!My unit is excitedto begin work on their own portfolio.? Not many participated as I was working on this project, but after seeing the results they're setting their own "faces" goal.? They're striving for 30, 75, 100.? It doesn't matter about the number as long as it's a stretch and a new beginning for them.PRESSING ON…."Overcoming Frustration / Discouragement" recorded callThis is an absolutely fabulous call.?It lasts 31 minutes and is hosted by NSD Tammy Crayk.?I don't know how long it will be available so I encourage you to listen as soon as possible.? First you’ll hear a consultant on the call that tells how she got a boat load of referrals!?? Then you’ll hear (and love!) Tammy's comments on getting past frustration & discouragement (which we all experience at one time or another).? Do yourself a huge favor and listen to this great call.???Thanks to Tammy for sharing the number.??712-432-1090Access Code:? 1031750Ref #:? 7 ................
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