Course Descriptions - s3. · PDF fileTHERE ARE 3 SECRETS TO ... so how can you teach other...

Course Descriptions:

Class #1 Vision, Attitude & Image (pg. 4-5)

Class #2 Booking (pg. 6-16)

Class #3 Coaching (pg. 17-22)

Class #4 Selling, SCC & Glamour Makeover (pg. 23-45)

Class #5 Team Building (pg. 46-55 )

Class #6 Business Management (pg. 56-74)

Video portions of the Classes can be found at www.vanessasvisionistas.com (Username: vision Password: reality) >

Training Center > MK University (MKU)

Earn your MKU Certificate, VIVA Pin and recognition and on our unit website when you

complete all six classes!

"Write down your ques ons throughout the course and be sure to call your Director with them once completed so you can review."

www.vanessasvisionistas.com VIVA MKU

www.vanessasvisionistas.com VIVA MKU - Class 1

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“If you are working on something exci ng that you really care about, you don’t have to be pushed. The vision pulls you.” ~ Steve Jobs

VISION 1. WRITE DOWN YOUR WILDEST MARY KAY DREAM? __________________________________________ ______________________________________________________________________________________________________________________________________________________________________________ 2. THERE ARE 3 SECRETS TO SUCCESS: 1. _________________________________________________________________________________ 2. _________________________________________________________________________________ 3. _________________________________________________________________________________ 3. NUMBERS TO BE AWARE OF: 1. ______ the classes you book will _________. 2. ______ the guests who confirm will _________. 3. ___ in ___ people you share the business with will ________. 4. You should receive on average _____ referrals per guest. 4. THERE ARE 3 HABITS FOR SUCCESS: 1. _________________________________________________________________________________ 2. _________________________________________________________________________________ 3. _________________________________________________________________________________

ATTITUDE 1. THE MOST IMPORTANT HABIT FOR SUCCESS: _________________________________! No ________ ‐ gossiping, nega vity or pessimism.

2. COMMIT TO NEVER QUIT! a. _____% of all failures in the world come from people who have a habit of making excuses.

b. The one common denominator among every successful consultant & director is ________________ 3. FUEL YOUR THOUGHTS a. Mary Kay Ash taught us that our _______________ will determine our ________________ in this business. b. Start off each day by ______________ or _______________ to something posi ve! Sugges ons: The Bible, Mary Kay Ash’s Autobiography, Daily Devo onal, M$M ‐ Dial: 641.715.3900 ~ Access code: 44336# c. Surround yourself with _______________ people! You become like the ______ people you spend the most me with. d. Get plugged in and _________ plugged in. Your weekly Mary Kay Success Mee ngs are a great place to surround yourself with _______________ people in an empowering _________________! e. There are ______ stages in the life cycle of a consultant. It’s important that you know how to work through them to keep yourself and your business thriving. See next page for example.

Cl[ss 1: Vision, @ttitu^_ & Im[g_

www.vcmartinez.com VIVA MKU - Class 1

Phase 1: ___________________ - you’ve caught the vision of where you can go and what you can do for yourself and family through the Mary Kay opportunity. You don’t know how it will all come about, but you just know that it will. Nothing can stand in the way of your pursuit of the Mary Kay dream - you’re ready to take on anything! Phase 2: ___________________ - you’re questioning what you got yourself into. You might want to throw in the towel and hide your starter kit. You wonder how are you going to find customers, book parties and manage all this with your already full schedule. You don’t know anything about skin care and color, so how can you teach other women. Phase 3: ___________________ - Things are going as fast as you would like them. Can you relate to this? Of course you can...we’ve all been there! You’ve gotten impatient with yourself and maybe your friends and family who you thought would support you. Ask yourself, what is frustrating you? Bring it to Directors so you can discuss. Chances are she went through the same thing and can support you through. You don’t want to go to a weekly meeting because you have nothing to celebrate. The best thing for you is to GO! Mary Kay Ash said, if you had a bad week, you need the meeting. And if you had a great week, the meeting needs you! Phase 4: ___________________ - You’ve made it! You’ve recovered from the situation and you’re stronger for it. You’ve recaptured your dream, you’re excited again, and ready for the next step! One thing is certain, each time you slip into the frustration phase, your trip back to phase one (excitement) gets quicker and quicker because you know the way! Remember Mary Kay Ash’s famous words here, “you can do it!” ATTIRE 1. WHAT DOES YOUR IMAGE SAY ABOUT YOU? a. Your image is one of your most important business assets, especially since you’re selling ______________________.

b. You are a walking ________________ of your business.

c. When you look better, you feel better, therefore you _____________ differently. d. Remember, you may be the only “Mary Kay” someone will ever meet. We all ___________________ each other!

e. Mary Kay attire consists of: _______________ or _____________ with _______________. Heels or _____________. f. Consider purchasing a ___________ Coat. It’s appropriate for every Mary Kay meeting/party.

FEAR

EXCITEMENT

FRUSTRATION

RECOMMITMENT


Cl[ss 2: Booking “When you are out of bookings, you are out of business.” ~ Mary Kay Ash

FULL CIRCLE SUCCESS: BOOK COACH SELL RECRUIT

3 WAYS TO BOOK

1. Your Circle of Influence (def.): __________________________________________________

a. Start with your ___________ and ____________ however, that is only a ______________

b. To grow into a ______________ you must __________ from your ____________________

2. Book from Your Bookings: ___________________________________________________

a. Why will people help you & book again? ______________________________________

b. Offer a booking gi /discount/inside a ________________________________

c. A script to follow during the individual close will be on page # ________________

3. Networking: ______________________________________________________________

a. Always be ______________ and take____________________________________ everywhere!

b. Get their___________________informa on. It’s up to __________ to follow up with them!

c. Memorize the Networking/Warm Cha er Script on page # ________

10 EASY STEPS ON HOW TO BOOK

1. SAY AFFIRMATION: repeat out loud 10 mes before you begin making your calls.

“I am a master booker. Everyone I know wants to book with me.

People actually cancel with YOU just to book with Me!”

2. KNOW THE BEST BOOKING TIMES ARE….

a. Mon – Fri ______ am to ______ am and lunch me (12pm‐1pm)

b. Mon ‐ Fri _______ pm to _______ pm ‐ catch people while they’re on their way home from work

c. Sun – Thur pm to pm

Booking is the LIFELINE of your business! Full

Circle Success

3. SET A BOOKING GOAL

You are just POWER STARTS away from achieving ANY Mary Kay goal as long as you are PURPOSEFULLY booking, selling, and sharing at EVERY appointment.

What can happen in ONE month with a POWER START?

POWER START = ________________________________________ Calculate your face average:

__________ per face (company average) = _____________ in sales = ____________ in profit (based on 40% profit) Calculate your sharing average:

When ½ listen and 1/5 sign up (industry average) = ___________________________________________

POWER STARTS TAKE YOU TO YOUR GOALS: 1 POWER START = STAR TEAM BUILDER (3‐4 ac ve team members)

2 POWER STARTS = TEAM LEADER (5‐7 ac ve team members) 3 POWER STARTS = FUTURE SALES DIRECTOR (8‐10 ac ve team members)

4‐6 POWER STARTS = SALES DIRECTOR (24 ac ve unit members)

4. HIGHLIGHT YOUR DATEBOOK WITH YOUR AVAILABLE TIMES In order to keep your priori es in order (__________________________________________________), and

most importantly, to have harmony in life. Below is an example of a highligh ng system...

Yellow = Personal Time Blue = J‐O‐B or School

Orange = Physical Ac vity Purple = Spiritual/Bible Study/Church Ac vi es

Pink = Mary Kay Training Green = Income Producing Ac vi es (phone/face me)

a. Once you’ve put your “life” down on paper, look for the _____________________________________ to determine your weekly Mary Kay work schedule. b. Mary Kay is meant to “sprinkle” into the busiest of lives. Highlight your available appointment mes, based on your goals.

5. FIND A PLACE TO BOOK AND HAVE SUPPLIES

a. Your ___________ is a GREAT place. It could be your office, park, wherever you can get focused!

b. Supplies to have on hand: list of who to call, phone, pencil, date book, ______________.

6. DO YOUR MEMORY WORK (pgs. 10‐13)

a. Prac ce and recite out loud the __________________________________ un l the words

become natural to you. Role‐play with a sister Consultant too!

b. Prac ce and recite out loud the ____________________________________ un l the words

become natural to you. Role‐play with a sister Consultant too!


7. SET ASIDE TIME FOR A BOOKING BLITZ AND GET ON THE PHONE a. ____________! _________________________________________________ and remember live is

always be er! (leaving a message is op onal – if you don’t know the person well you may just want to try again in a day)

b. ____________________________________________! If they want to book further out then put them

on a call back list. (write their name on the month to call back)

c. _______________ how many phone calls were made, how many people were reached and how many appointments were booked. (see Bubble Sheet Contact Tracker ‐ pg. 14 to track your results)

8. LIMIT TIME ON THE PHONE

a. Keep calls to ____________ minutes by using a ___ __ . (short, sweet & fun)

b. Take care of ____ ___ first and schedule another me to catch up with them.

c. A er one booking keep going because women can hear the ___________________ in your voice.

9. BE SURE TO DOUBLE BOOK

Work the Numbers: Understand and embrace the “law of averages.”

a. ___________________________________________________________________________________ . So, understand that __________ of the appointments you _________ will _________. Company suggests schedule 10 classes for 5 to hold. S ck with me and listen and I’ll teach you to increase this average. b. To account for this, _____________________ for one me slot (preferably at one loca on like your home or within the same town). IF both hold, they make new friends. IF both hold, and they are not in the same loca on, ______________ to another consultant. She will hold the appointment, on your behalf, giving ___________________________________________________ __________________. She, however, gets all future bookings and recruits from the appointment.

10. CELEBRATE AND REWARD YOURSELF!!!!

√ My Goal is to book _______ appointments on __________________________________.

√ My Reward will be __________________________________________________________

____________________________________________________________________________

Prac ce and put into ACTION steps 1‐10 over and over again and you will

become a MASTER BOOKER! When you are wri ng in your datebook, you

are wri ng in your checkbook!


The Law Of Averages

Book_______ , hold_______.

Book_______ , hold_______.

Book_______ , hold_______.

“_________________ ________________”..

“Oh I understand how that can be! I hold appointments in my home and would love to have you and your friends as guests!” (or you can invite them to the MK Success Mtg) Would the beginning of the week or the end of the week work be er for you? Would _____ or _______ be be er? Would morning or evening be be er for you? Ok, I have openings for this week on _________ & _________ do either of those work for you?”

“I don’t know many people to invite”…

“Oh no problem, I can help you with that. If you can think of two or three people you do know, such as people you work with, go to church with, school, neighbors, Facebook friends, etc., then we can encourage each of them to bring two or three friends and I’ll offer them a special gi for doing so. How does that sound?” Would the beginning of the week or the end of the week work be er for you? Would _____ or _______ be be er? Would morning or evening be be er for you? Ok, I have openings for this week on _________ & _________ do either of those work for you?”

“I don’t have any money to buy Mary Kay”….

“I understand ___________, you can get your products at a reduced cost or even FREE when you share your facial with friends! Plus, there is no obliga on to purchase anything! I’d just appreciate your honest opinion. Would the beginning of the week or the end of the week work be er for you? Would _____ or _______ be be er? Would morning or evening be be er for you? Ok, I have openings for this week on _________ & _________ do either of those work for you?”

“_________________ __________________ _______________”...

“No big deal! Our skin care line is amazing! I believe you will be really impressed with it. I would certainly value your opinion, and I believe you would have fun with it. Would the beginning of the week or the end of the week work be er for you? Would _____ or _______ be be er? Would morning or evening be be er for you? Ok, I have openings for this week on _________ & _________ do either of those work for you?”

“I’ve been using Brand ‘X’”…

“Oh, awesome! So you obviously appreciate good cosme cs. I would love your opinion of how Mary Kay compares to __________. This would really help me in the future because I’m sure I’ll be working with others who use your brand too, and your opinion will give me a good comparison. Is there any reason you wouldn’t mind comparing the two brands and giving me your opinion? Would the beginning of the week or the end of the week work be er for you? Would _____ or _______ be be er? Would morning or evening be be er for you? Ok, I have openings for this week on _________ & _________ do either of those work for you?”

“I’m allergic” or “I tried MK before and broke out”…

“I’m sorry you had that experience – may I ask what product you tried and when? (They should remember exactly what they tried and when if it’s before 2001). Well, our skin care line has been revamped and all of our products are non‐comedogenic (doesn’t clog your pores) and safe for sensi ve skin. Would you be willing to give it another try and find the perfect program for you? Great! Would the beginning of the week or the end of the week work be er for you? Would _____ or _______ be be er? Would morning or evening be be er for you? Ok, I have openings for this week on _________ & _________ do either of those work for you?” ‐ OR ‐ “Are you willing to lend me your ‘hand’ to try them again and see how you like them? Always remember, we have a 100% customer sa sfac on guarantee, so you can’t go wrong and you can s ll be one of my 30 faces by lending me your hand!’”

“I’m too busy”…. “Then you definitely need some pampering! J No, I understand _________, I’m busy too, so I can ap‐preciate that! The facial doesn’t take long and really I can hopefully save you an enormous amount of me in the future – you’ll never have to go out again for your cosme cs, so that will save you $ too!

I’m totally willing to work around your schedule. Would the beginning of the week or the end of the week work be er for you? Would _____ or _______ be be er? Would morning or evening be be er for you? Ok, I have openings for this week on _________ & _________ do either of those work for you?”

* IF STILL “NO” AFTER OVERCOMING ALL OBJECTIONS: “Tell you what, what if I drop a catalog (by your house, work or in the mail) and some samples and I can follow up with you in a few days to get your opinion? How does that sound? Great! Would you prefer skin care or glamour samples? Great!” ‐ ____________________________________!!!!!


COMMON OBJECTIONS & CORRECT RESPONSES

Learn that “no thank you” is NOT a personal a ack, so don’t take it personally. They are simply saying “no” to the opportunity to try our product not to you. Always try to end with a YES though. (See below)

______________ to the objec on – ______________ what she says – _______________________ the concern & ______________ a solu on.

POWER START BOOKING SCRIPT

Read these scripts out loud over and over un l it sounds natural to you. Then get on the phone and call all your contacts!

“Hi _____________, this is _____________? Do you have a quick minute? Great! The reason I’m calling is because I just became a Beauty Consultant teaching skin care and glamour with Mary Kay and I am so excited I’ve been dying to share with my friends! My Director has challenged me to do 30 facials in the in the next 30 days to get some prac ce. Is there any reason why we couldn’t get together with you and some of your friends for some complimentary facials? (wait for response – refer to overcoming objec ons if need be)

Great, let’s pick a date that’s good for you. I’m booking appointments for this week and next, which week would you prefer? Ok, weekday or weekend? Morning, a ernoon or evening? Ok, I have_____and_____, which works best for you? (pause) Awesome, I have you down for ____________.

Now, for helping me out I want to treat you to a shopping spree in FREE products! YOU get to choose from an ‐aging skin care or mineral make‐up…it’s totally up to you! I’m going to send you a packet that explains everything. The facial is way more fun when you share it with friends and I can do up to 6 at a me and I’ll help you with all that. Who do you think you might invite? (Help brainstorm – family, friends, school, work, church, neighbors, facebook) Great!

Let me share some advice when invi ng friends. There will never be a date everyone can do it…it’s just not possible with everyone’s schedules these days. So, what I have found is if you’ll just send me their names, numbers & emails I can send out an invite. Typically 1/2 to 1/3 can usually come so definitely over invite. I’m sure you’ve got a lot going on so I’m happy to send the invita on on your behalf. AND I’ll give you a FREE ________ when you get the guest list to me within 24‐48hrs! How does that sound? Great! When would be a good me for me to reach you in the next couple of days so we can go over that? Ok, I’ll call you then!

Well thank you so much for helping me. I promise everyone is going to LOVE the facial! Oh, and one last thing…heaven forbid something comes up will you call me at least one week in advance for any rescheduling? Great! Talk to you soon!” * Once you get off the phone, send a quick email or text thanking her and reminding her you’ll give her a call in a

couple of days to get guest list. Either include the Party Packet in email, mail or deliver it asap! Keep in mind; it’s not

an official party un l you have the guest list & invita ons have been sent out!


NETWORKING/WARM CHATTER SCRIPT “It was so nice to meet you! Before I leave I want to give you this goodie bag with a sample and I want to treat you to a facial! I think you would be a great model of our products! Plus, I have a huge goal to complete my 30 prac ce facials and I would LOVE to borrow your face and get your opinion. I’m available on ___ & ___Which works best for you? (Pause & Wait) Great! I can come to you, or you can come to me, which would you prefer?

Great! Please fill out this card and if you want to bring a friend let me know when I contact you, ok? Thank you so much! Enjoy your sample; it is one of my favorite products!! See you on ___.” (Repeat her chosen date)

SAMPLE GOODIE BAG Includes: Business card,

piece of candy and product sample

ADDITIONAL BOOKING SCRIPTS


SCRIPT FOR REFERRALS ON THE BACK OF CUSTOMER PROFILE CARD

If your customer IS NOT hos ng a party for you THEN the referrals on the back of your profile card are there for you to call! YOUR Red Jacket, YOUR Free Car, YOUR Directorship is si ng on the back of those cards. Pick up the phone!

“Hi__________, is this __________? My name is and you don't know me; but your friend __________ gave me your name and number because she recently had a Mary Kay makeover with me and absolutely loved it & she just knew you would too so she offered your name through our Beauty of Friendship referral program! Basically you receive a complimentary facial and a $10 gi cer ficate at your facial. How does that sound? Great!

Since we have never met, if you would feel more comfortable sharing your pampering session with a few friends, they will also receive a free facial. It is actually a lot of fun to share this and you can even earn addi onal free product when you have 2 – 5 women plus yourself. How does that sound? Great!

Let’s pick a date & me. Would a weekday or weekend work be er for you? Ok morning, a ernoon or evening? (Go through the steps and choose a date) Ok, I have __________ and _________ available, which is be er for you? Great! I have you down for _______ at ______.

So who do you think you might invite to join you? (Help brainstorm – family, friends, school, work, church, neighbors, facebook) Great! If you’ll just send me their names, numbers & emails I can send out an invite. Typically 1/2 to 1/3 can usually come so definitely over invite. I’m sure you’ve got a lot going on so I’m happy to send the invita on on your behalf. AND I’ll give you a FREE ________ when you get the guest list to me within 24‐48hrs! How does that sound? Great! I’d like to send you a confirma on of everything and you can reply to that with your guest list. What is your email address? Can I also get your mailing address? Thanks!

I promise everyone is going to LOVE the facial! I’ll send over that confirma on asap and then get out the invites. Oh, and one last thing…heaven forbid something comes up will you call me at least one week in advance for any rescheduling? Great! Talk to you soon!”

* Once you get off the phone, send a quick email or text thanking her and reminding her you’ll give her a call in a

couple of days to get guest list. Either include the Party Packet in email, mail or deliver it asap! Keep in mind; it’s not

an official party un l you have the guest list & invita ons have been sent out!

Inviting a Guest “Hi _________, this is _____________, do you have a minute? Great! I am very excited about an event that is coming up this Monday. My director has asked me to bring a model for our Skin Care Class. I am looking for someone with (beautiful eyes, red hair, warm smile) and I immediately thought of you! You would have the opportunity to have a facial and makeover, and then give your opinion of what you liked. I would be so honored if you would model for me; you would have a ball. As my thanks you would receive a special gift. Is there any reason why you couldn't be a model for me this Monday; I think you'd be terrific!”

Booking a 15 minute appointment This is a great alternative if someone says they are too busy to have a facial or class “I would love to stop by for just 15 minutes to show you ____________ (whatever item you have called her about, skin care, or lipstick, or fragrance, or whatever is new). You’ll be able to try the product on the back of your hand. Would it be better for me to stop over _________ or __________” (offer 2 choices: after work, on your lunch hour, before work, in the evening, Saturday morning)


Turning a Facial Into a Class (After you have scheduled a time say…) You know, _______, I have a great idea! We have a plan where you can receive your own cosmetics practically as a gift. Would that interest you? (wait for her response to say yes) It's just as easy for me to give three or four facials at one time, as it is to give one. And I know you'll be telling your friends about this. Why don't you invite them over? You'll earn even more free product for yourself, and you and your friends will have a lot of fun. Either way I want you to know that I am coming for you.” Before and After Portfolio “Hi ___________, this is ____________, I’m very excited about something do you have a minute? Great! I am building a professional portfolio of “Before & After” makeovers, and I would love to feature you in my portfolio. You have such (beautiful eyes, warm smile, beautiful hair & then compliment her). I would love to pamper you with a facial and a makeover and feature you in my book. Does it sound like fun? Grab your calendar and let’s set a date. Which would be better for you __________ or __________? I have a great idea, do you have a couple of friends that might enjoy getting a make-over and then they can give you their honest opinion of your new look that will be featured in my book? You would earn free product for having some friends join you & then they can give us feed-back about your new look.” Tentative Date Booking Approach When someone at a class shares that they are not sure they could book because they don’t know their calendar, or if their friends could come, you say this: “Well, why don’t we do it this way. I’m sure you would like the hostess to get credit for your appointment, right? Let’s set a tentative date, with the understanding, that if we need to change it we can, OK?” As soon as you set a tentative date, it ceases to be tentative because you are going to coach it as a firm date. Warm Chatter/Thank You Gift You've been (such a good friend, so helpful at work, terrific helping me pick out this dress, such a support) as my thank you I have a gift for you! I am an Independent Beauty Consultant with Mary Kay Cosmetics and I would love you give you a complimentary facial and a $5.00 gift certificate to spend at your facial. Jot your name and number down so we can arrange a time for you to spend your gift certificate. (Have your business cards & a pen ready) When you call back say… Hi __________, this is _________, with Mary Kay Cosmetics. We met the other day at _______. Thanks again for your great service. I'm calling to arrange your pampering session so you can spend your gift certificate. Grab your calendar let's set a date. Another Example of warm chatter: Hi! I’m an Independent Beauty Consultant with Mary Kay and I’m conduc ng a lips ck survey. You are a really sharp and I’d love your opinion. Is there any reason why you couldn’t take a lips ck sample and let me call you in the next day or so to get your opinion? Great. Just put your name and number down here. When is a good me to call you? Great. I’ll talk to you then!” When you follow up, use the Lips ck Survey... “Hi, _____________, this is _____________, remember we met (where)? Do you have a quick minute? As promised, I’m calling to schedule a me for your complimentary makeover (or to ask you a few things about the lips ck, or to share with you how we make our money). What would work for you, _______ or ______________? Additional scripts can be found on our unit website @ www.vanessasvisionistas.com

Training Center - Booking

ADDITIONAL BOOKING SCRIPTS


How to Assemble and Conduct a “Facial in a Bag”

This is a way for you to market a facial to your customers who can’t find the me to sit down with you to do a facial or party, when you’ve got a full schedule yourself or your customer lives too far out of town or state.

It is not recommend that you hand or mail these out to just anyone. Take the me to coach and pre‐profile the customers and follow up within 24 to 48 hours to get feedback. Walk them through the “Shopping Sheet” and “Guest Feedback Form” when following up. Place the suggested items below in a cello self‐sealing or Ziploc bag.

* Suggested Items to Include ‐ Beauty Book ‐ Instruc on Card ‐ Business Card ‐ Sa n Hand Set samples ‐ Skin Care samples (TimeWise or TimeWise Repair) ‐ Microdermabrasion samples ‐ Day & Night Solu on samples (only if sending TimeWise) ‐ Firming Eye Cream sample ‐ TimeWise Liquid Founda on sample (may want to include 2 or 3 shades based on their undertone See Founda on Shade Chart)

* Suggested Vendors to Use ‐ Instruc on Cards ‐ www.pinkprin ng.com ‐ Cello Self‐Sealing Bags ‐ www.mygirlfriendshouse.com (5” x 8” or 6” x 9.5” in print of your choice) ‐ Samples of Products ‐ www.marykayintouch.com (Sec on 2)

* Follow Up Ques ons Thank you again for helping me with this project! I’m excited to get your feedback….

‐ Overall what did you think about the facial in the bag? ‐ How did your skin feel a er trying the products? ‐ Did you find the facial in a bag easy to do or was it confusing? ‐ What was your favorite product you tried?

‐ Walk through Shopping Sheet and explain sets. Ask, what are your 4 favorite sets?

‐ Is that what you would like to get started with today? (close the sale)

‐ Who else do you know that would enjoy a complimentary facial in a bag? (get referrals)

‐ Has anyone ever shared more about the Mary Kay business opportunity with you? (book her for a sharing appt)

‐ If she purchases a skin care set, ask if she would like to try a Glam Look in a Bag

(include samples of a color card, mini mascara, lip gloss sample and anything else you would want to share)

Sample Facial in a Bag


“A class worth booking is a class worth coaching!” ~ Mary Kay Ash


Coaching (def.) – __________________________________________________

______________________

6 EASY STEPS TO COACH YOUR APPOINTMENTS 1. SEND A CONFIRMATION OF THE APPT.

SAMPLE EMAIL CONFIRMATION

Hi _________!

It was nice talking with you today!

As promised I wanted to send you a confirma on with all the details about your appointment we have scheduled.

I have you scheduled for… When: Time: Where:

You and your guests will enjoy a pampering hand and lip treatment, facial and basic makeover. Everyone is welcome to come with make‐up on, but we will be removing and re‐applying.

My goal is to keep this easy and simple for you! Please reply to this email with the contact info of your guests so I can send an invita on on your behalf. Don't forget, you'll get a ________ when I receive your guest list by __________! I need the following informa on of your guests...name, phone #, email and address.

I will be there rain, sleet, snow or shine even if it’s just you and me, but heaven forbid something come up, please allow at least one week in advance for any rescheduling.

If you have any ques ons please don’t hesitate to ask. I’m looking forward to pampering you and your guests! :)

SAMPLE TEXT CONFIRMATION

Hi ______! This is ______ with MK! It was nice talking with you earlier! As promised I wanted to send you the details

for your pampering session. I have you scheduled for_____ (include date, me & loca on). Don’t forget, if you get

your guest list to me by ____ I’ll have a special gi for you at the party! You & your guests will enjoy a pampering hand

& lip treatment, facial & mineral makeover. Do you have any ques ons?

Cl[ss 3: Co[]hing & Confirming

If BOOKING is the lifeline to your business, then COACHING is the heartbeat.

Full Circle

Success


2. OBTAIN THE GUEST LIST ‐ NO GUEST LIST = NO PARTY a. How do you get the guest list? ___________________ it. b. It’s totally mental. Simply tell her what will happen (refer to Power Start Booking Script) c. _______________________ the hostess. Present her with a ____________ at her party for ge ng you the guest list within 24‐48hrs. of booking the party.

3. SEND OUT THE INVITATIONS a. ___________ mail out the invites. Take responsibility of this! b. E‐vites and Facebook events are definitely _________ the same as physical invita ons. c. Three suggested ways to send invites: 1. ___________________ (see unit website ‐ Coaching & Confirming or Sec. 2 of MK InTouch) 2. ___________________ (Beaute‐Vite Party Planner on MK InTouch ‐ Business Tools or Red Stamp)

3. ___________________ (your phone ‐ Red Stamp app, A Beau ful Mess app or any crea ve app) d. The RSVP should have _____________ cell number on the invite.

4. WHAT TO INCLUDE IN PARTY PACKET FOR HOSTESS

* _________________________– (choose only one)

‐ Company Hostess Program – on Sec. 2 ‐ $25 ‐ $100 FREE – unit website – Coaching & Confirming tab

* _________________________ – order from MK Connec ons

* _________________________ – see example on pg. 19

* _________________________ – TB build‐a‐brochure or Steps to Success brochure – Sec. 2

* _________________________ – contact label on front – unit website – Coaching & Confirming

* _________________________ – place items in small MK shopping bag or order cello self‐sealing bags at www.mygirlfriendshouse.com – size 7 X 11 – (you can mail it this way too)

Sample Party Packet

Sample Postcard Invites Sample Text & Email Invites


5. PRE‐PROFILE THE GUESTS

a. __________________________________________ – to establish a rela onship with guests, begin building rapport, insure the guests come and to help you prepare for appointment.

b. Work with an a tude of _________________________! Assume all the guests are coming! Call _____________________________________________________ (see pre‐profiling scripts on pg. 20) c. Record responses to ques ons on back of “Hostess Checklist” (pg.22) or any scratch paper.

6. COACH YOUR HOSTESS

We typically coach our hostess 3 mes. They do not know what to do or expect so you must coach them through the process. This is your _________________________________________ of whether or not the

appointment will hold and if guests will come or not.

a. ______________________ – when you book the appointment either on the phone or in person ‐ begin filling out a “Hostess Checklist” (see sample on pg. 21) mail, email or deliver party packet asap. Send a confirma on email and/or text with details. (see sample on pg. 20)

b. _____________________ – it’s not an official party un l you have a ______________________ and you’ve coached your hostess. __________________________________________________. _________________________________________________________________________________________________________________. Refer to “Hostess Checklist” for info to go over ‐ obtain guest list (free eye shadow or some other gi ), how to invite guests (postcard, email and/or text), explain packet & credit, make a wish list for herself, class area (must need table for everyone to sit at), keep snacks & refreshments simple, mom’s day/night out.

c. _______________________ – once you arrive ‐ ask where she would like to set up/demo Sa n Hands, hold snacks & refreshments un l end of class, find an area to close guests, ask her to tell you _______________________________________________________________________________.

SAMPLE THANK YOU NOTE

Hi ______,

I am so excited about your Mary Kay Party we have scheduled. It will be so much fun! I believe you and your guests are really going to love the facials!

My goal is to keep this easy and simple for you. I am providing you with this packet to help get you started. It includes a Hostess Guide, which includes a breakdown of the hostess credit. There is also a catalog to share with anyone who cannot a end. Please take a look at everything and I’ll be in touch to see if you have any ques ons.

I will be there rain or shine even if it’s just you and me! Please allow at least one week in advance for any rescheduling.

Again, thank you so much for scheduling the party! I’m excited to pamper you and your friends! Thinking pink, xxxxxxx

Total Party Sales

10% of party sales with no new booking

15% of party sales with ONE

new booking

20% of party sales with TWO new bookings

$500 $50 $75 $100

$400 $40 $60 $80

$300 $30 $45 $60

$200 $20 $30 $40

COMPANY HOSTESS CREDIT BREAKDOWN

EARN UP TO 20% IN FREE MARY KAY PRODUCTS!

EX: PARTY SALES = $435 (BEFORE TAX & BEFORE HOSTESS ORDER) WITH ONE NEW BOOKING (15%), HOSTESS CREDIT = $65.25. IF PARTY SALES ARE LESS THAN $200, YOU CAN OFFER HOSTESS $75 WORTH OF PRODUCTS FOR ONLY $35.


“Hi ______, this is _________ and I understand you are a friend of _________’s (hostess name). Do you have a quick minute? (pause) Great! I’ll be conduc ng _________’s MK party on ________ and I just have a few quick ques ons to ask you so that I can best prepare: IF THEY CAN’T MAKE IT: Oh I am so sorry you’re going to miss out on all the fun! You know, you’re s ll en tled to the free pampering session! I am happy to get together with you individually or with some of your girlfriends and _______________ will also get credit for you too! Since ___________ isn’t good for you, do you prefer _________ or _________? (pause & silence ‐ refer to booking script to cont.) * Have you ever used Mary Kay? Are you using it now? (If so, do you have a current Consultant?)

* What are you using to cleanse your skin?

* Do you feel you have dry, normal or oily skin?

* Would you say your skin tone is ivory, beige or bronze?

* If I could help you with one concern or something you are experiencing with your skin, what would it be? Great! That’s all the ques ons I have for you! We will get started at _______ on _______ so you may want to arrive a few minutes early so we can get you seated. And everyone who arrives a few minutes early will receive a pampering sa n hands treatment! Sound good? Great! (Op onal) Oh! One more thing, ________ is working to receive FREE products so can you think of any other friends that might like to join you? (pause…let her think) Ok, well I’ll give you a FREE eye shadow of your choice just for helping her out, so just make sure you let me know if you’re bringing someone. Do you have any ques ons? Ok I look forward to mee ng you! See you soon!”

“Hi _______! I am so excited about _______ MK party; thank you for coming to support her! Below are the few quick ques ons I'm hoping you can answer to make sure I'm prepared for your facial on ____________: * Have you ever used Mary Kay? * What are you using to cleanse your skin? * Do you feel you have Dry, Normal or Oily skin? * Do you feel your skin tone is Ivory, Beige or Bronze? * If I could help you with one concern or something you are experiencing with your skin, what would that be? We will get started at ______ so you may want to arrive a few minutes early so we can get you seated. And everyone who arrives a few minutes early will receive a pampering sa n hands treatment and you won’t want to miss it!

Please let me know if you have ques ons. See you soon!”

Pre‐profiling Script to Call Guests ‐ always try to __________ the guests first to pre‐profile them, a spoken conversa on is more effec ve and personable.

Pre‐profiling Script to Text/Email Guests ‐ If you are unable to reach guests by calling, then text or email the following script...


“It’s so important at your skin care classes that you go to give, not get. I promise that this will help you succeed. Of those women at your class think, ‘What can I do to make them feel important?’ not ‘How

much money can I get from them?’ Your customers will recognize your giving spirit and success will come to you!” ~ Mary Kay Ash


Selling is a ____________________ skill.

It is as _______________________ to sell, as it is to buy.

Without sales the economy would ______________!!!

Your friends and family are going to purchase beauty products, they might as well purchase them from

_________!

Cl[ss 4: S_lling ~ Skin C[r_ Cl[ss ~ Gl[mour

8 EASY STEPS TO INCREASING YOUR SALES AND MAXIMIZING YOUR PARTIES:

1. PEOPLE WILL BUY FROM YOU FOR 1 REASON: ___________________________________________.

a. Make a ______________________ with customers by sharing your passionate I‐Story at the

beginning of the party…along with your goals and your purpose.

b. You should always present yourself as a professional, but it’s also important to let your prospects

see you as “__________________________________”.

c. Consider yourself not so much as a _____________________, but as an ____________________

of skin care and color cosme cs.

2. WHAT YOU DON’T SAY IS MORE IMPORTANT THAN WHAT YOU DO SAY.

a. Don’t say, ___________________________________________________________________

Memorize this response:

* What do you do? ______________________________________________ (silence & pause)

* What kind of a business? ______________________________________________________

* Which company? ____________________________________________________________

* Oh, how’s it going? ___________________________________________________________

3. KEEP PARTIES FUN FOR HIGHER SALES AND MORE BOOKINGS.

a. Your guests need to be _________________ in terms of __________, ___________________ and

____________________. Engage them in your presenta on!

b. Guests that arrive as _________________ will leave as _________________.

Full Circle

Success


4. PREPARING FOR YOUR APPOINTMENTS

Be sure to use the Office Depot discount card if you are sending to print. Can be found on

MK InTouch website ‐ Ordering tab ‐ MK Connec ons then scroll down to Office Depot. We

get HUGE discounts there!

a. Refer to the Skin Care Class Supply Checklist on pg _________ and gather all _____________

and materials.

b. Pack your ________________________________________. See _____________

c. Print enough ________________________________ on pg ______, cut and insert into facial

trays.

d. Print enough _____________________ on pg ___________ to set facial trays on. Or you can

order them on www.pinkprin ng.com.

e. Print at least 10 ______________________________ on pg ___________.

f. Print _________________________________ on pg ___________ and put in envelopes.

g. Prac ce se ng up your ___________________________. See example on pg ____________.

h. Print and prac ce the ________________________________________ (print from website)

and Skin Care Class Outline found on pg _________.

5. CREATE A POWERFUL I‐STORY.

a. Refer to ________________________ on pg _________ and begin wri ng out your own.

Prac ce this over and over again!

6. SKIN CARE CLASS ETIQUETTE.

a. Time: Arrive __________________ before the scheduled class me if not hos ng the class in

your own home. Arrive at the door with ___________________ and a _________________!

b. Phone: ________________ and put away during the appointment! No

tex ng! Be ___________________ with the guests!

c. Appearance & A re: Remember you are the package! You are a walking

_________________________ of your business. Ask yourself, do I

______________________________________________. The Mary Kay

__________________________ is a simple and ____________________

op on for all types of appointments.

d. A tude & Language: Always portray a _________________________

at every appointment. No ma er how bad you feel, or if you had a

horrible day, put a smile on and _______________________________!

MK Beauty Coats


7. THE BEAUTY BOOK SELLS AT APPOINTMENTS ‐ NOT THE LOOK BOOK!

a. TMI: ______________________________________________________________________

or buys very li le.

b. It’s important they fall in love with the _______________ before they see the ___________.

c. When is a Look Book appropriate: _______________________________________________.

8. THE CUSTOMER PROFILE IS GOLD!!!

a. Play a ___________ for everyone to ____________________ fill out the referral sec on

(right hand side). These _________________ help you keep the ball rolling with your

business. If they choose not to book a party. If they do book a party with you, these contacts

become _______________________________________.

b. The Referral Game Script: “Ok, are you enjoying your facial so far? Great! Well ladies, as the Satin Lip Mask is drying I want you to flip over your Customer Profile Card. The biggest compliment you could give me is referring me to your family and friends for their cosmetic needs. So, who do you know that would enjoy some complimentary pampering like you’ve experienced so far today? Whoever finishes filling in all spaces first gets 10 tickets for the raffle, 2nd place will get 5 tickets and 3rd place 3 tickets. Everyone else who completely finishes will get 1 ticket. You can choose to invite these ladies to your 2nd appt so you can earn FREE products as well. Or I will contact them and offer them a complimentary facial and a $10 gift certificate. Ok, ready, set go!” c. While they are providing referrals, this is your opportunity to _______________

everything up. Carry a ______________________________________ inside your starter kit.

What is le on the table is their ________________________________________________.

Carbon Copy of Customer Profile Card

Once your customers mark and write on the front of the card, you can flip

open to see what products are recommended for them based on their

skin care wants and needs.

Back of Customer Profile Card

See notes on next page for how to utilize the back side of card.

Sec on 1 Items TimeWise Miracle Sets (both formulas) Eye Make‐Up Remover Founda ons Ul mate Mascara Firming Eye Cream* Microdermabrasion Set* Sa n Hands Set* Sa n Lip Set* Travel Roll Up Bag Filled* (with products listed above)

Products to Sell* Prizes* Sec on 2 Items Facial Cloths Customer Profile Cards Beauty Books (NOT Look Books) Face Cases w/ Mirror Clear Plas c Trays Mascara Wands Sponge Tip Applicators Pre‐Marked Date Book Sales Tickets Founda on Finder Tool MK Shopping Bags* Sample Carrier* (whatever you carry your samples in) Addi onal Items Hair Bands (washable)* Shopping Sheets* Black Clicky Ink Pens* (good ones) I’d Love Your Opinion Forms* Co on Balls* Party Packets* Round Co on Swabs* Raffle Tickets* Money Bag w/ Calculator * Tray Label Sheets* Biz Cards* Team Building Brochures* Prizes* Placemats w/ Starter Kit Info* SCC Binder* SCC Script*


Skin Care Class Supply Checklist

For maximum results, have these suggested items with you at EVERY appointment. *These items are NOT included in the Starter Kit.

Please contact your Recruiter if you need help loca ng an item.

Demo Brush Collec on: Filled Basic Compact w/ lip gloss (colors & applicators) Filled Compact‐mini (colors & applicators)

Op onal: CC Creams (All 4 shades) Facial Highligh ng Pen (shade 2 & 3) Founda on Primer Cream Shadows – neutral colors like Beach Blonde, Apricot Twist, Iced Coco


SIDE POCKET FOLDERS

Placemats Party Packets

Team Building Info Starter Kit Flyers

SIDE POCKET ORGANIZATION

Look Books Deal or No Deal Cards

Profile Cards Beauty Books

I’d Love Your Opinion Forms

CADDY ORGANIZATION

Mesh Bags ~ Face Trays ~ Disposable Trays ~ Facial Cloths * more mesh bags can be ordered on Sec. 2

of online ordering

How to Pack Your Starter Kit

Foundation Brushes Ink Pens

Headbands

Applicators

Cotton balls

Crystals

Dash Out the Door

How to Pack Your Demo “TRAVEL ROLL UP BAG”

Pro‐Tip: Demo from FULL‐SIZED products from your travel roll‐up bag. These are

Sec on 1 Products that count towards company & unit contests, last much longer

than samples sizes, and your guests SEE the products and packing they are ge ng.

If you show it, you will sell it!

POCKET #1 (TimeWise Miracle Set): TimeWise Miracle Sets (cleanser & moisturizer ‐ combo/oily & norm/dry)

Day & Night Solu on

POCKET #2 (Skin Care Supplements): Eye Makeup Remover

Indulge Soothing Eye Gel TW Firming Eye Cream

Sa n Lips Set TimeWise Microdermabrasion Set

POCKET #3 (Body Care):

Sa n Hands Set (Peach or Fragrance‐Free)

POCKET #4 (Founda ons):

TimeWise Liquid or Mineral Powder Founda ons Founda on Finder Tool



Skin Care Tray Label Sheets Print addi onal copies on white cardstock and insert into black Facial Trays. Set clear

disposable tray on top. Get printable pdf copy on our website under Training Center > Party Central > Skin Care Tray Label Sheet. Sugges on: print Glamour Tray Label Sheets on back.

Deal or No Deal Cards


Custom CompactCustom CompactCustom Compact Congratula ons! At your

mineral makeover follow‐up appt with 3 girlfriends you will receive

your free gi !* (compact comes empty)

CREAM EYE CREAM EYE CREAM EYE COLORCOLORCOLOR

Congratula ons! At your mineral makeover follow‐up appointment with 3 girlfriends you will receive

your free gi !!*

BRUSH BRUSH BRUSH CLEANERCLEANERCLEANER


your free gi !!*

LASH PRIMERLASH PRIMERLASH PRIMER


your free gi !!*

BRUSH BRUSH BRUSH CLEANERCLEANERCLEANER

Congratula ons! At your mineral makeover follow‐up appoint‐ment with 3 girlfriends you will

receive your free gi !!*

EYE SMUDGER EYE SMUDGER EYE SMUDGER BRUSHBRUSHBRUSH


your free gi !!*

BBBRRROW GELOW GELOW GEL Congratula ons! At your mineral makeover follow‐up appointment with 3 girlfriends you will receive

your free gi !!*

CHOICE OF MK @ PLAYCHOICE OF MK @ PLAYCHOICE OF MK @ PLAY

Congratula ons! At your mineral makeover follow‐up appt with 3 girlfriends you will receive

your free gi !!*

*To reserve your prize, we will pencil in a tenta ve date today.










CHOICE OF FRAGRANCECHOICE OF FRAGRANCECHOICE OF FRAGRANCE

Congratula ons! At your mineral makeover follow‐up appointment with 3 girlfriends you will receive your free gi !*

CHOICE OF MK @ PLAYCHOICE OF MK @ PLAYCHOICE OF MK @ PLAY

Congratula ons! At your mineral makeover follow‐up appt with 3 girlfriends you will receive

your free gi !!*

I’d Love Your Opinion Form Print copies of this form to use when individually closing your guests and while sharing the business informa on. Get printable copies on our website under Training Center > Party

Central > Guest Feedback Form


“I STORY” Outline

Use this as a guide to create your own powerful IStory to share at the beginning of you appointments. Facts TELL, stories SELL! People can be moved and inspired by your story to

the point they want to start crea ng their own!

1. Tell a bit about yourself 2. Previous/Current Job 3. How were you introduced to Mary Kay? 4. What impressed you about the products/opportunity? 5. Tell your first fears and what helped you through them. 6. Why are you glad you started your business with MK? 7. How is MK different from other careers you’ve tried? 8. Tell about positive changes in our life and your family’s life 9. Tell about your Awards 10. Tell about your Goals I am often asked why I chose MK as a Biz opportunity so I’d like to take a moment to share with you why I started my Mary Kay business. My name is _________ and I have been building my MK business for ___________. I am (1) __________ (married/single/kids/hobbies/pets/ etc.) Prior to MK or in addition to MK I (2) ________________. I was introduced to MK (3) _____________ (at a party just like this one) and (4) ________________ (I immediately fell in love with the products, service, Hostess credit, etc). My Consultant also shared some Business information with me about the Company and what it could do for me and my family with our busy life style. I was excited and amazed what the Business had to offer but I did have some fears, like (5) _____________(could I really do this? Where would I find customers?) I found comfort with MK’s No Risk try it and see opportunity. I had nothing to lose and so much to possibly gain I knew I had only one way to find out! I am so glad I did (6)_________________ I was amazed how simple it was to get started and make money with MK. MK is (7) _________________ besides the wonderful income, MK Awards, beautiful prizes like gorgeous jewelry, home furnishings, free cars, trips, etc. and who doesn’t enjoy prizes or gifts?! All of it is great but, it really is the intangibles that are most important to me like (8) ________________ (Personal Growth, Valued Friendships, positive changes in my family). MK most recently awarded me with (9) _____________ for doing what I enjoy. It is my goal to (10) ________________ (make a difference in lives of others besides my own through this AMAZING product and business opportunity. I enjoy pampering women like you, having you look and feel your best and inform you what MK could do for your life).


Skin Care Class Outline

Arrival Arrive 30 minutes ahead of time Smile Walk in with one bag Give sincere compliment Determine class area & Satin Hands wash area Go to car for other items

Set-Up Set up place settings Ask Hostess, “Tell me about the guests coming today! Who would be good at what I do?” Have guests fill out profile cards Match foundation – write on profile card Demo Satin Hands

Welcome Thank hostess & guests for coming Go over party perks – give hostess gift Get acquainted – name, how they know hostess & what they’re most excited about I Story “Watch me today and if you can see yourself doing what I do!” Share company info

Share Agenda Facial Foundation Dash Out the Door Share specials Meet Individually Snacks and refreshments served

Introduction to Facial Explain 1st of 2 appointments Explain different skin care lines Feel skin before trying any product

Facial Eye Make-Up Remover Cleanser Day Solution Night Solution Moisturizer Review TimeWise Miracle Set Micro-Refine (demo on back of hand) Micro-Pore Minimizer (demo on back of hand) Eye Treatment Lip Treatment Referral Game Foundation Dash Out the Door Mascara

Closing Take off headbands & fluff up hair Feel their skin Compliment each other Pass out shopping sheets – review sets –

circle 4 favorite sets Thank everyone for coming – direct hostess to

serve snacks & refreshments

Private Consultation “Did you have a good time?” Give sincere compliment Review sets – determine sale Book follow-up – date, time & location Turn referrals into guest list Give Party Packet – set date to get guest list

Sharing Business Opportunity Gather guests back together at the table Share MRS. CAB (marketing info) Pass out “I’d Love Your Opinion Forms” Collect forms Do ticket drawing for prize Fill orders



No ce how li le of product needs to be

squirted! A li le product goes a

long way!

Each guest’s setup can look something like this. I don’t put out mascara wands or facial cloths. I hand those out at the

appropriate me.

Dazzle your table set up! Add some crystals or something fun to

jazz it up! Make it look like a party!

I e ribbon on my pins so they don’t walk

away!

Party Table Set‐Up

The “A er Party”

Once your party is over, it’s important to go home and wrap up the party! Below are some “to do’s” to ensure con nued success!

____ Fill out appt survey on unit website…..sooo important! ‐ Click on “Tell Vanessa about your Appointment” ____ Process cards & deposit checks immediately. Record any payment plans ____ Fill/Process orders of product you didn’t have on hand ____ Send thank you card to hostess ____ Send thank you postcard/email to guests ____ Follow‐up with poten al team members (within 24 to 48 hrs) ____ Fill out Weekly Accomplishment Sheet (WAS) on MK InTouch ____ Transfer referrals to phone log/notebook ____ Follow‐up with Customers to check on products (within 2 to 5 days) ‐ If you did not book a color consulta on, party &/or career call from appt, you can use your follow‐up call to do so. ____ Clean face cases & washed brushes ____ Enter customers contact info in My Customers on MK InTouch ____ File Profile Cards ____ Restock inventory, samples & supplies



3 EASY STEPS TO PREPARING FOR YOUR GLAMOUR PARTIES:

1. GET COLOR CONFIDENT

a. _______________________ is an online educa on program on MK Intouch ‐

Product Central tab that offers you step by step educa on

through fun interac ve modules and how‐to videos. Once

you review the material and pass the quizzes, you can

proudly display the _______________________ on your

business cards and your ___________________________.

b. Robert Jones _________________________ is also a great way to learn

addi onal info on glamour techniques, etc. To learn more visit,

www.robertjonesbeautyacademy.com

2. GET ORGANIZED

a. Print enough ________________________________ sheets for facial trays ‐ pg. 40

b. Prepare ___________________________________ for guests ‐ pg. 41

c. Pack your glamour bag with necessary items ‐ pg. 42

d. Study pgs _______________ to help you conduct the appt.

e. Print “______________________________” script and prac ce. (see unit website)

f. If this is your customer’s 2nd appt and she is ______________ a _____________ party, be sure

to arrive at least _____________ min early so you can begin on her makeover. She can assist

you throughout the rest of the party because her makeover will be complete. If you don’t get

to finish before everyone arrives, con nue to work with her throughout the party. This will

help “________” the sizzle for the others to book their 2nd appt.

3. UTILIZE THE MARY KAY VIRTUAL MAKEOVER APP

a. Download the FREE MK _____________________

__________________ app. This app will allow

you try new _________________, bridal looks,

____________________________, etc.

b. Have your customers play with new looks and have

them ___________ or text you the look so you can

prepare her look for the appt!


Glamour Tray Label Sheets Print addi onal copies on white cardstock and insert into black Facial Trays. Set clear

disposable tray on top. Get printable pdf copy on our website under Training Center > Party Central > Glamour Tray Label Sheet. Sugges on: print Skin Care Tray Label Sheets on back.


How to Prepare Glamour Goodie Bags

Order Color Cards on www.marykayintouch.com ‐ Online Ordering ‐ Sec. 2 Product Samples. You should have

received some in your Starter Kit as well.

Place one card in a Ziploc bag with the following items: eyeliner sample, lip gloss sample, 2 eye applicators, lip liner

sample and co on ball. The colors to include are suggested on the card.

I personally don’t include a mascara wand in bag ‐ it can collect fuzzies from co on ball. I hand these out at appt with

mascara!

Organize all the different collec ons in mesh bags so it’s easy at your glamour appts to

choose the right look for your customer! Label the bags with an index card. See example.

Color Cards from Mary Kay

How to Set Up Your GLAMOUR KIT


Organizer Caddy - $15 Cosmetic Display Tray - $3 Quilted Cosmetic

Bag - $13

The Organizer Caddy or Quilted Cosme c Bag are perfect carrying cases for all your MK glamour products. Like a professional make‐up ar st, you’ll be able to easily grab one of these bags and be ready for your glamour appts. It is not necessary to have all items on hand to conduct glamour appts, however, having them on hand amplify will your appts. You can build your collec on over me. To order bags, display trays and caddy, visit www.marykayintouch.com ‐ Online Ordering ‐

Selling Tools/Customer Gi s.

Customized Display Trays

Can order online @ MK Connec ons.

Lip Gloss/Lipstick Caddy - $3

MK Brush Set Can include other misc. items such as, Concealers, Make‐Up

Finishing Spray, Cream Eye Colors,

etc. Put all colors in order as they are listed in the

catalog. This will make it easy to iden fy

the colors.

Sample Carrier - $39


Eye Color Applica on Cards


Facial Features Mat

Shaping Eyebrows Correctly

To get brows in shape, you can have them waxed by a professional or tweeze them yourself. To fill in sparse brows, use an Eye Brown pencil or a ma e eye shadow with the eye liner/eyebrow brush. Apply Brow Gel to keep groomed brows in place without flaking and gives a fuller appearance. Using a pencil as a guide, here’s how beau ful brows shape up.

Hold a pencil upright along the side of the nose. The brow should begin at the line where the pencil intersects the inner corner of the eye.

Next, angle the pencil from the p of the nose to the middle of the iris. The brow should arch highest at the point where the pencil crosses the brow.

Finally, angle the pencil so it touches the outer edge of the nostril and intersects with the outer corner of the eye. This is where the eyebrow should end.

The Keys to Color

Because the tone of your skin impacts a color a er applica on, it is important to consider skin tone as much as eye color when choosing an eye shadow.

* Ivory complexions: work well with a range of neutrals, cool purples, reddish browns and blue‐greens. For a more drama c look, deep greens and taupes or warm purples can also be used. * Beige skin tones: can be complemented with taupes, tawnies, greens, warm browns and deep plums. Charcoal gray, navy or deep purple are perfect for a striking evening look. * Bronze skin tones use deep or dark browns, deep greens such as forest green or charcoal grays. Drama c looks are best created with dark purple, dark brown or charcoal. When choosing eye shadows that bring out the color of your eyes, pick shades that either complement or contrast your irises. * Blue eyes radiate with warm browns, bronze, copper and other shades with similar orange undertones. * Green eyes look great in purples, plums and taupes. * Hazel eyes stand out in shades of deep greens and lavenders and shades with so yellow undertones. * Brown eyes look gorgeous in any color, especially purples, pinks, grays or blues. ** When using eyeliner, choose a shade (color) that compliments the eye shadows used. If you line the bo om lash line, you need to line the top. Or, you can just line the top. ** Also, when applying eye shadow, it’s important to use good brushes. It will make all the difference! Be sure to show off the MK Brush Set at your Glamour appts.



“Your success is in direct correla on with how many other people you help to succeed!” ~ Mary Kay Ash


9 EASY STEPS TO BUILDING YOUR TEAM

1. CREATE A PASSIONATE I‐STORY

a. People will sign with you because _________________________________!

b. They can only like you if they ___________________________!

c. Therefore, share your passionate I‐Story at the ___________________ of the party.

d. How to create an I‐Story? (Answering the following ques ons will help ‐ also refer

to the “I‐Story” Outline on pg. 35)

1. What’s your current goal? ___________________________________________

2. What’s your “why” in this business? ___________________________________

3. How has your life changed? __________________________________________

4. What do you enjoy most about MK? ___________________________________

2. BE INTENTIONAL WITH WHO YOU SHARE WITH (REFER TO DIAMOND IN ROUGH ‐ PG. 50)

a. Mary Kay Ash said there is a future Beauty Consultant at every _____________________,

but it’s up to _____________________________________________________________.

b. What to look for in a quality prospect: _________________________________________

________________________________________________________________________

________________________________________________________________________

c. Know your audience ‐ Study the __________ personality on pg ____

3. BOOKING AND CONDUCTING A SHARING APPT

a. Assemble a Sharing Notebook ‐ found on unit website.

b. Place pages in a binder and include, ___________________________

________________________________________________________

____________________ & _________________________________.

Cl[ss 5: T_[m Buil^ing

Full Circle

Success

Recrui ng is the lifeline of your CAREER!

Sharing Notebook


c. ASK! ASK! ASK! If you don’t invite people to listen to more about what we do then the

Automa c answer is ______! But if you ______, they might say _______!

d. Booking the appt. Refer to the “Booking a Sharing Appt” script found on pg ______.

e. During the appt, think of it as an “inner‐view” rather than an interview. Follow these steps:

1. _____________________________________ 2. _________________________________

3. _____________________________________ 4. _________________________________

5. _____________________________________ 6. _________________________________

f. Review the “Overcoming Objec ons” on pg ________.

g. If she isn’t ready to make a decision on the spot, give her ________________. Call her and

if she says no, ask permission to follow up in the future and then move on.

4. BE PREPARED TO SHARE THE MK BUSINESS OPPORTUNITY AT EVERY PARTY

a. Closing a party is done in a very strategic order. Offer a door prize drawing at the end of party

where the guests can collect ckets throughout ‐ when they

ask ques ons, _____________________________ and

______________________________________________________.

Share that at a er you meet with them individually, everyone

will gather back at the table for you to share __________________

and _____________________________________ . By saving

the ___________________ ll the very end will keep them there!

b. Supplies needed: ____________________ cards and ____________

_______________________________________________________.

(Door prize sugges ons: PCP gi ‐ discon nued item ‐ $5 or less)

c. Use the I’d Love Your Opinion Form. Have guests fill in the blank as

you share and ask the ______________________________ at the bo om. Be sure to collect

them from the guests. Return these forms to ______________________. She will follow‐up

with poten als!!! SUPER IMPORTANT! (text a picture of the surveys and send asap)

d. Never skip a step. What if they want to start a MK business? Why would you book their

_____________________________ first? ___________________________________________

___________________ __________________________________________________________

_____________________________________________________________________________.

Why close the sale before sharing the business informa on? ___________________________

_____________________________________________________________________________.

When she buys the product what does that tell you about her? __________________________________

I’d Love Your Opinion


5. MEMORIZE AND IMPLEMENT THE 4 POINT RECRUITING PLAN (THIS TAKES PLACE AT AN APPT)

a. Point 1: ASK ‐ Before every appt, ask the hostess, “_________________________________

________________________________________________________________________?”

b. Point 2: STORY ‐ In the introduc on of your appt, share your ________________________.

c. Point 3: REFERRAL ‐ Offer a gi cer ficate for FREE product for referring someone to you

who _____________________________________________________________________.

d. Point 4: SELECT ‐ Select at least two people from every appt, ________________________

___________________________________________ to share more about the opportunity.

6. WORK THE NUMBERS

a. ______ out of ______ properly “layered” women will join your team.

b. Set a monthly _______________ goal. A ______________ number will grow.

c. Print a copy of the ___________________________________________ to track your prospects.

7. KNOW ALL YOUR RESOURCES ‐ TOOLS TO HELP YOU SHARE

a. ____________________________ ‐ detailed outline of the career path

b. ___________________________ ‐ great to send home with them

c. ____________________________ ‐ need to mail in ‐ wants all details

d. ____________________________ ‐ unit website

e. ____________________________ ‐ great way to “see” bigger picture

f. ____________________________ ‐ great way to “hear”

h. ___________________________ ‐ over the phone or in person ‐ with you or 3 way w/ Director

8. KNOW THE CAREER PATH AND COMMISSION STRUCTURE

See the Steps to Success brochure for complete commission structure and bonuses

Steps to Success ‐ Independent Beauty Consultant ‐ Senior Consultant – 1 to 2 ac ve personal team members ‐ Star Team Builder – 3 to 4 ac ve personal team members ‐ Team Leader – 5 to 7 ac ve personal team members ‐ Future Sales Director – 8 or more ac ve personal team members ‐ Director‐in‐Qualifica on – 10 or more ac ve personal team members ‐ Independent Sales Director – Unit of 24 or more members ‐ Senior Sales Director – 1 to 2 first‐line offspring Directors ‐ Future Execu ve Senior Sales Director – 3 to 4 first‐line offspring Directors ‐ Execu ve Senior Sales Director – 5 to 7 first‐line offspring Directors ‐ Elite Execu ve Senior Sales Director – at least 8 first‐line offspring Directors ‐ Na onal Sales Director – 20 offspring Sales Directors

Marketing Hotline

9. KNOW HOW TO SIGN SOMEONE UP

a. Go to MK InTouch ‐ ______________________ ‐ Online Agreements ‐ Create a New Agreement

Fill in phone # and access code here. Current number

can be found in weekly emails & in newsletter.

Pearls of Sharing Script for NEW Consultants

Read these scripts over and over until you become comfortable with the words! Then get on the phone and call family members, friends, customers, etc. Be intentional with who you share with!

This is great practice for you, but the more intentional you are, the more you’ll learn and the better the outcome!

Hi________, this is ________. Do you have a quick minute? Great! I am SO excited! I just started my own business with Mary Kay and I have a quick favor to ask of you. As part of my new consultant training; my Director has challenged me to share the facts about our company with 6 fun, sharp women who I believe would be great at this business in the next week. I immediately thought of you because ___________ (give a sincere compliment – loves make‐up, great with people, fun etc). And I know Mary Kay may not be something you would ever consider for yourself & that’s perfectly ok with me, but would you be willing to help me out? Great! Plus, your name will be entered into our quarterly drawing for $25 in FREE product! How does that sound? Awesome! (depending on where they live, what they’re schedule looks like will depend on how we share with them. It’s preferable to share in person or LIVE over the phone, however, you can share the marketing video or hotline with them and then schedule a call for us to follow up.) All we need to do is visit with my Director over coffee, lunch or over the phone. It will only take about 20‐30min. What would work be er for you in the next few days? Day me or evening? How about ________ or ________? Ok, so I have you down for _________ at _________. (confirm if you will call her, or where we will meet her for lunch or coffee). Thanks so much for your support! Talk to you soon!

Sharing Appt Booking Script for SEASONED Consultants

Hi ______________, this is __________, do you have a quick minute? Great! Listen, I could use your help! You may or may not know, but I’m in leadership training with Mary Kay, and one of my assignments is to practice sharing our marketing plan with sharp professional women to get their feedback. I immediately thought of you because___________ (give a sincere compliment – loves make-up, great with people, fun etc). And Mary Kay may not be something you would ever consider for yourself, and that’s perfectly OK with me, but I would LOVE to get your opinion on this! Plus, by helping me out, your name will be entered into our quarterly drawing for $25 in FREE product! How does that sound? Awesome! (depending on where they live, what they’re schedule looks like will depend on how we share with them. It’s preferable to share in person or LIVE over the phone, however, you can share the marketing video or hotline with them and then schedule a call for us to follow up.) All we need to do is visit with my Director over coffee, lunch or over the phone. It will only take about 20-30min. What would work better for you in the next few days? Daytime or evening? How about ________ or ________? Great! I’ll send you a friendly reminder before the call. Thanks so much for your support! Talk to you soon!



We are building a fabulous National Area of women! We are looking for women who “sparkle” and “shine through” amongst others. What qualities make a “Diamond in the Rough?” Use the space

below to list additional qualities you are looking for in women to join your personal team or list names of those who fit the qualities that you want to

share with!

DIAMOND IN THE ROUGH

Women who are dependable!

Women who are self‐disciplined!

Women that are faith‐filled!

Women with leadership qualities!

Women that love our products!

Women who are teachable & coachable!

Women who have or want a high degree of independence!

Women who want to positively impact other women!

Women who embrace Mary Kay’s philosophy of God first, family second and career third!

Women willing to work to increase their financial situation!

www.vcmartinez.com VIVA MKU - Class 5 Page 50

Visuals that will help trigger your

memory! Everyone has a li le of all of them, but we each have a DOMINANT ONE and that’s

what you’re trying to discover!


Team-Building Layering Chart

Use the chart below to track the different ways you layer your customers with team-building information. Remember, not all customers respond to the same approach & sometimes it takes "planting seeds" over a period of time.

The average person needs 4 layers before she’s ready to sign.

Name Uses the

product

Hosted party

Given team building packet/

brochure

Listened to Marketing

Hotline

Visited MK Opp tab on

Unit Website

3-way Conf Call

w/Director

Career Chat over coffee or

lunch

Attended a MK Guest

Event/Mktg Event

1

2

3

4

5

6

7

8

9

10

11

12

13

14

15

16

17

18

19

20


Objection: “I don’t have time.”

If I could teach you how to earn an extra $100 per week — that’s $400 per month — working 3 hours a week, and eventually double that to $200 per week, could you find 3 hours?

Objection: “I’m not the sales type.”

Would you believe that probably 90% of the women who start Mary Kay are not the sales type? (yes) If I could teach you how to show this product and let it sell itself, without being pushy, would you feel better about doing it? Do you believe that women love to take care of their skin with great products? (yes) If I could teach you how to help them do that, rather than trying to SELL them something, would you feel better about doing it? What was the first thing I said before I showed the sets at your class? (You’re not under any obligation to buy anything) Did you feel that I was being pushy? Did you know I sold $___ at that class? Women love to shop!

Objection: “I don’t have any money.”

If you think she’s just saying she doesn’t have any money (but she does).. ask her...

Do you have a credit card? Do you know somebody who loves you with a credit card? If I could show you how to earn your $100 back in 2 weeks, could you find someone to help get you started? If you could find the $100, is this something you would like to do?

Objection: “I don’t know anybody.”

Do you know one person who might be a practice face for you? (yes) If I can teach you how to turn that one person into all the other faces you will ever need, would you be willing to learn? Do you know that many of our most successful consultants didn’t start with people they knew? If I can teach you how to meet people, would you be excited about a Mary Kay business?

Objection: “I don’t wear makeup.”

Do you feel skin care is important? (yes — if she says no, you probably don’t want to recruit her) Would you be surprised to learn that the majority of products we sell are skin care and body care, rather than makeup? Would you be surprised to learn that many of our most successful consultants and Directors don’t really wear a lot of makeup — but they are committed to good skin care? Would you be surprised to learn that the majority of your Mary Kay income will come from women buying skin care and body care, rather than makeup?

Objection: “I need to talk to my husband.”

What will your husband say? If she says, “He’ll do whatever I want” … So when he says that, will you be ready to start, or do you have more questions for me? Great! When will you be able to talk to your husband? (Set a time to call her back.) If she says, “He won’t want me to do it” … May I make a suggestion? (sure) Explain to your husband that you want to purchase a starter kit so that you can beginning buying your products wholesale. Then tell him that you’re also interested in the business opportunity — so after you order your kit, you’d like him to come to Orientation with you and get his opinion of the business as well. Then when you come to orientation with my Director, both you and he can hear a lot more and decide how much you want to do with the business end of it. Do you think he will agree to that? (yes) Would you agree with me that we can pretty much get our husbands to let us do whatever we want, as long as they know it is important to us? Just let him know it is important to you!

Objection: “I don’t want to talk to strangers.”

If I could teach you how to build your business without talking to strangers, would you be willing to learn? If I could teach you how to build your business without talking to strangers, would you be excited to give it a try?

Objection: “I don’t think I’d like doing Mary Kay.”

Let me ask you a question. If you WERE going to do something like Mary Kay, what would be the reason? Would it be to get you out of the house? Would it be for money? Would it be something that is just yours? (wait for her answer) If I promise to hold your hand and teach you how to do this, what would keep you from getting started today? (then she’ll give you the REAL objection)

Objection: “I’m too shy.”

Would it surprise you to know that some of our most successful consultants were extremely shy when they started their businesses, and they have done very well? Would you like to be less shy? Can you see the value of doing something that is fun and might bring you out of your shyness AND earn you money in the process? Would it surprise you to know that most shy people are very sincere, and sincerity is one of the best qualities a Mary Kay consultant can possess?

Objection: “I know someone who did Mary Kay once and she didn’t make any money/failed/etc.”

Would you agree with me that there is probably someone in every single occupation on earth that hasn’t done well while others did? (yes) So what makes you think you wouldn't do well? Would you agree that her lack of success might have more to do with her personal situation than with Mary Kay? Let me ask you a question. Have you ever worked with someone at your job who failed or quit? (yes) Did her quitting keep YOU from being successfully at YOUR job? (no) The same is true of Mary Kay. We each have our own opportunity. It is not dependent on others....

If they give you a bunch of objections and you can’t get them to say yes or no...

(In a soft voice) May I ask you a question? (yes) Do you think you’re just scared? (yes) Well, what’s the very worst thing that could happen to you? (wait for her response, then say) Do you want to know what I think? (yes) I think the very worst thing that could happen to you is you save 50% on your products for the rest of your life — does that scare you? I totally understand. I felt that way myself, but here’s what I’ve found. We’re all scared when we start something new, but what’s the worst thing that could happen to you (wait for her answer) And what’s the best thing that could happen to you?

“Success is hidden in your daily rou ne” ~ John Maxwell

TIME MANAGEMENT

“Lack of direc on, not lack of me, is the problem. We all have twenty‐four hour days.” ~ Zig Ziglar

3 EASY STEPS TO MAXIMIZING YOUR TIME

1. 6 MOST IMPORTANT THINGS TO ACCOMPLISH ‐ THE $35,000 LIST

a. Ivy Lee, a leading efficiency expert, created exercise to help people priori ze ac vi es in

their day and to increase _________________. Read ch. 10 in Mary Kay’s Autobiography to

learn more. Print and use the “___________________________” to help support you in this

ac vity. See example on next page.

1. Book: _____________________________________________________________________

2. Coach: ____________________________________________________________________

3. Sell: ______________________________________________________________________

4. Team Build: ________________________________________________________________

5. Help Team Member: ________________________________________________________

6. Everything else (9pm‐9am): ___________________________________________________

2. WEEKLY PLAN SHEET ‐ (See sample on pg. 58)

a. What is it? ________________________________________________________________.

b. Where does it live? _________________________________________________________.

c. What does each color represent? Yellow: _________________ Blue: _________________

Green: ___________________ Pink: ___________________ Orange: ___________________

Purple: _________________ Red: _________________

3. WEEKLY ACCOMPLISHMENT SHEET (WAS) ‐ (See sample on pg. 59‐60)

The perks of comple ng your WAS…

a. It calculates #1: Your weekly ______________ and #2: Your pay per ______________________.

b. Simply enter your appointments, sales, _________________________, taxes, etc.

c. Easiest way for your Director to ______________________ you.

d. Where to fill one out? www.marykayintouch.com ‐ Business Tools tab ‐ Weekly Accomplishment

Cl[ss 6: Busin_ss M[n[g_m_nt



Daily Plan Worksheet Example


WAS Instruc on Sheet


WA

S In

stru

co

n S

he

et C

on

t.


MONEY MANAGEMENT

“If you live like no one else, later you can live like no one else.” ~ Dave Ramsey

Successful business prac ces start with a smart approach to money management. It’s very important to

treat your Mary Kay Career as a business. Proper money management is essen al to any business. You

cannot be a success if you mismanage your money.

3 EASY STEPS TO MANAGING YOUR MK MONEY

1. UNDERSTAND RETAIL VS. WHOLESALE

a. Retail: What the __________________ pays. (Full suggested price)

b. Wholesale: What the ____________________ pays. (50% off)

2. OPEN TWO SUGGESTED ACCOUNTS FOR YOUR MK BUSINESS

a. PINK ACCOUNT (for product)‐ Checking account with ____________________. Deposit _______%

of all sales into this account. This account is used to purchase _____________________________

___________________ for your reorder business and to build your inventory as needed. You will

also use this account to cover _________________ supplies. It is recommended that you only use

_____% of your Sec. 1 _________________ cost on Sec. 2 supplies. See example below.

b. GREEN ACCOUNT (for profit/expenses) ‐ Checking account for ________________, less

________________. Transfer 40% of your sales ___________________. You will not take a profit

off of the sales tax. It’s important you cover all your business expenses first, i.e. addi onal

inventory, personal website, ProPay account, office supplies, Preferred Customer Program, a re,

event registra ons, etc. It is recommended that Beauty Consultants carry $__________ wholesale

or more worth of inventory before they take a profit. If you’ve invested in ___________________

and need to pay back the investment, you will use this account to do so. You can either apply the

whole ______% or you can do a ______/______ split. ________% towards paying back &

________% towards business expenses/__________. See examples on next page.

Your Sec. 2 total should not exceed 5% of your Sec. 1 wholesale total. This will keep you from over ordering samples etc. Sec. 1 is what will give you the bigger return on your investment because you make a profit on it.


CASE #1 ‐ You start MK with a FULL Store

Ini al Financial Investment Time Investment ‐ 15hrs/mo. Full Store: Party Per Month: Months to Repay: Avg. Sales Per Party: Monthly Payment: Total Sales for the Month: 40% Income 50% Restock Product Subtract Expenses 5% Sec. 2 & 5% Misc. = 10% TOTAL PROFIT

Examples of Money Management

$3,600

12

$300

$400

5

$2,000

$800 $1,000

X

=

$100

‐ $

= $

CASE #2 ‐ You DON’T start MK with a FULL Store

Ini al Financial Investment Time Investment ‐ 15hrs/mo. NOT FULL Store: Party Per Month: Months to Repay: Avg. Sales Per Party: Monthly Payment: Total Sales for the Month: 40% Income 50% Restock Product 20% Invest in More Inventory 5% Sec. 2 & 5% Misc. = 10% Subtract Expenses TOTAL PROFIT

$1,200

12

$100

$400

5

$2,000

$800 $1,000

X

=

‐ $

= $

$400

$100

$100 $100


3. PREPARE YOUR TAXES ‐ (also see MK InTouch ‐ Business Tools tab ‐ Tax sec on for addi onal info)

a. Having a home based business can mean major savings for your household. Many things can be wri en off. It’s important you keep _______________________ of all your receipts.

b. Print the “___________________________________” and create a filing system with manila folders. Keep every ______________ and file in the appropriate file each month.

c. Print the “__________________________________” at the end of the year to record all receipts. Or can use the excel sheet version found on our unit website. Below is an addi onal system you can look into to help you keep track.

d. At the end of each year, there are some important “to do’s”. See list below.

1. Take ________________: Get a MK paper order form (found in Applause Magazine) and write down the amount of each item that is currently on your shelf. Or you can simply add the products to a “mock order” on InTouch. Instead of placing the order, ______________ the order. Write “ending inventory (year)” on the top.

2. Print a record of your ____________________ MK Orders: Sec on 1 and 2 product. In mid Jan, the company will post a report with the other 11 months.

3. Measure and record the square footage of your “________________________”. This includes the closet where you keep your products, your office space and anywhere else that is exclusively for __________________________________.

4. Take pictures of your MK Space. Have pictures printed with a __________ on the back. File photos with other tax info.

5. Document your ending __________________. Your ending mileage for (year) will be your ________________________ mileage for the next year.

6. Get a new _________________. File your old datebook with your previous years tax records. e. You may want to consider using _______ Office. This is an online program that supports the back end of Mary Kay businesses. You can manage your ___________________, and ________________ and calculates all your records at end of year for a one‐click tax report! See details below.

f. Seek professional help. Two important ques ons to ask your accountant before you trust them with your tax return, 1. How many Mary Kay tax returns did you do last year? 2. What is the difference between Sec. 1 and Sec. 2. If they don’t answer these well, keeping searching!


Tax Labels


Understanding “Ac ve Status”

$225

Understanding “Ac ve Status” Cont.

Ac vity Status is based on Calendar Months!

ACTIVE (A1, A2, A3) When you place a minimum of $225 wholesale with the company, you are considered ac ve for that month and the following 2 calendar months. It does not ma er what day of the month you place the order. This means, you can place the order on January 1st or January 31st and you will be considered Ac ve through March 31st. A1 ‐ first month of Ac ve Status A2 ‐ second month of Ac ve Status A3 ‐ third month of Ac ve Status To remain an ac ve consultant, you will need to place a minimum $225 wholesale order by the end of month 3. Ac ve consultants have the 50% Earned Discount Privilege.

INACTIVE (I1, I2, I3) If you do not place a minimum $225 wholesale order during the month you are A3, you become an Inac ve Consultant in month 1 of inac vity. There are 3 months of Inac vity, I1, I2 and I3. I1 ‐ first month of inac vity I2 ‐ second month of inac vity I3 ‐ third month of inac vity *A er 6 consecu ve months of not ordering, you will become a Terminated Consultant. If you do not place an ac va ng order ($225 wholesale) during this month, your applause magazine subscrip on ends, you will not be able to enroll your customers in the PCProgram and if you have any team members, their commissions will be permanently disconnected from you!!!

TERMINATED (T ‐ T12) If you do not place an ac va ng order during your 12th month of termina on, you will lose all privileges as a MK Consultant. To regain your 50% Earned Discount Privilege, you will be required to purchase a new Starter Kit. * At any me you can place a minimum $225 wholesale order and become ac ve again and regain the 50% Earned Discount Privilege.



CUSTOMER SERVICE

“There is a spiritual aspect to our lives – when we give, we receive – when a business does something good for somebody, that somebody feels good about them.” ~ Ben Cohen

6 EASY STEPS TO PROVIDING GOLDEN RULE CUSTOMER SERVICE

1. UNDERSTAND WHO A CUSTOMER IS

a. Someone that has been treated to a complimentary _______________ or makeover, helped

get started on a _______________________, someone serviced on a regular basis, someone

enrolled in the ___________________________, someone that has been followed up with.

b. In Mary Kay, we operate by the _______________________, do unto others as you would

__________________________________________________________________________.

We are NOT in the business of taking other Consultant’s _________________________ or

prospec ve ______________________________. The customer doesn’t always understand

how Mary Kay operates, so it’s up to each Beauty Consultant to ask these appropriate

ques ons…..

1. Have you ever tried Mary Kay before? If so, are you s ll using the product?

2. Have you ever received a Mary Kay facial/a ended a party or event?

3. Do you receive the Look book in the mail or Beaut‐e‐newsle er via email?

4. Does a Consultant follow up with you on a regular basis?

If the answers to all these ques ons is “yes”, then the person ____________________ has a

Beauty Consultant and you should refer her back. There can be a lot of “gray” area here, so

if you’re unsure, remember the “Golden Rule” and move forward appropriately. If a

someone else’s customer a ends one of your par es, she’s welcome to shop with _______

then, but then refer her back to her original Consultant.

2. HOW TO DELIVER AND SHIP ORDERS WITH CLASS

a. It’s important your customers receive their orders __________! Having

product ____________________ makes a _________ difference and it’s an

investment that will _____________ your sales! Not only will your customers

know they can count on you when they need something now, they

will be more likely to refer ___________________________________!

b. However you deliver the products, make them look ______________!

Maybe add ssue to the bag, a flower for a special occasion, and a

________________________________________________________!


c. The Customer Delivery Service (CDS) is a great way to order and _________ products directly

from the company to your customers ______________________________________________.

This service allows to service your customers ___________________ saving you ____________,

gas, and _____________! You also have the choice to include either a copy of the Look book or

two _____________________________ in each order at no extra charge. There are two

requirements to use this service, 1. you must be in _______________ status. 2. You must have

a ________________ account. To learn more log onto MK InTouch ‐ Business Tools tab.

3. ENROLL CUSTOMERS TO RECEIVE THE LOOK THROUGH PREFERRED CUSTOEMR PROGRAM (PCP)

a. Beauty Consultants who enroll their customers in this program, boost their

sales by almost _______%! Who wouldn’t want that? They will also receive an

exclusive _________________ of new products. It’s also a great reason to

_________________! You’ll want to enroll them in this quarterly. There’s a

minimal fee to enroll. Log on MK Intouch ‐ Business Tools to learn more.

4. FOLLOW UP WITH 2+2+2

a. It’s important that we follow up with our customers to ensure that

they’re completely sa sfied with purchase. Consider the _______________ a tried and true

formula. 2 ________ a er her first appt. to see how she likes the products, 2 __________ at

follow up appt. and 2 __________ for reorders or to suggest new products.

b. Rule #1: The Customer is _____________ right. Rule #2: If in doubt, give the customer the

_____________________________________________. Rule #3: Refer to Rule #1.

5. SHARE ABOUT THE PRODUCT REPLACEMENT PROGRAM

a. Mary Kay stands behind it’s products. If for any reason you or your customers are not

completely sa sfied with purchase, it can be replaced ________________________________,

exchanged, or the full purchase price refunded following it’s return to a Mary Kay Consultant.

b. To complete a Product Replacement or for more informa on, log onto MK InTouch ‐ Ordering

tab ‐ Product Replacement.

6. IMPLEMENT CUSTOMER REWARD PROGRAMS

a. Offer a Birthday Club! Send a card and/or email to your customers the month of their bday,

offering either a 10%, 15% or _____% off one order they place that month!

b. Loyalty Rewards Program: this program is designed to ___________ your customers

throughout the year! People want to be ____________! See next page for complete details.

Customer Loyalty Rewards Program



Digitally Connect with Your Customers


Dream BIG ‐ Set Goals "The defini on of successful people is simply ordinary people with extraordinary determina on. You cannot keep

determined people from success. If you place stumbling blocks in their way, they will use them for stepping‐stones and

climb to new heights. People who succeed have a goal, a dream and make their plans and follow them." ~ Mary Kay Ash

1. KNOW THE DIFFERENCE BETWEEN A GOAL AND A DREAM

a. The difference between a __________ and a __________ is a ______________________. Dreams tend to be

unfocused and non‐specific. To turn a dream into a goal, you need to decide on two things –

__________________ & _________________.

b. Below are examples of each…

‐ Example: The Dream – to live in a beau ful house in the country with a big garden and a stream.

‐ Example: The Goal – to own a house with 5 bedrooms and a garden of at least 1 acre, a stream running

through it, looking over rolling countryside, within 2 hours of London by 5pm on 4/1/2020!

2. SET MK GOALS BASED ON YOUR DREAMS

a. Sales – Star Consultant Program (go to MK InTouch ‐ Contest tab to view prizes) * Break down quarterly Star Goal to weekly goals: ‐ _____________ (order at least $1,800 wholesale) ‐ $_______ retail weeks x 13 weeks ‐ _____________ (order at least $2,400 wholesale) ‐ $______ retail weeks x 13 weeks ‐ _____________ (order at least $3,000 wholesale) ‐ $_______ retail weeks x 13 weeks ‐ _____________ (order at least $3,600 wholesale) ‐ $_______ retail weeks x 13 weeks ‐ _____________ (order between $4,800 ‐ $9,600 wholesale) ‐ $_______ retail weeks x 13 weeks

* Perks: There are many benefits to being a STAR Consultant each quarter such as, _____________ ________________ on website, Gi from Company, STAR _______________ by Director, _________________________ and treatment at Seminar and recogni on in ____________________.

b. Sales – Queen’s Court of Sales (go to MK InTouch ‐ Contest tab to view prizes) * Break down to weekly & monthly goals: ‐ must order at least $_____________wholesale from company in year ‐ On average sell $______ retail weeks X 52 weeks in year = $40,000 ‐ On average sell $__________ retail month X 12 months in year = $40,000

* Perks: There are many benefits to being in the Queen’s Court of Sales such as, earn a _____________________ & sash from company, on stage recogni on and name badge ribbon!

c. Sharing – Queen’s Court of Sharing (go to MK InTouch ‐ Contest tab to view prizes) * Break down to weekly & monthly goals: ‐ 24 qualified team members in year ‐ must become qualified in same or following month ‐ On average 2 qualified team members per month * Perks: There are many benefits to being in the Queen’s Court of Sharing such as, help others succeed, $______ bonus on every new qualified, ________________Consultant points for every new qualified, earn a _____________________________________, on stage recogni on, sash and _____________________.

3. MAKE A GOAL POSTER

a. Include _______________of what you are working towards. *

b. Keep this with you _________ ‐ what you think about you bring ________


Special Events

Weekly Success Mee ng ‐ Company sta s cs show that ______% of successful Mary

Kay car drivers and Directors a ended a Success Mee ng ________________ to build their business. Invest in yourself to reach the Top! Weekly success mee ngs are designed to __________________, inspire, connect and empower Beauty Consultants. Weekly mee ngs are conducted across the country! Be sure to connect with ______________________ to help you get plugged into one.

Career Conference ‐ March ‐ This event is designed to mo vate, equip, and recognize

Sales Directors and Consultants. The event is held in different __________________________ ____________________________ to keep travel to a minimum. You won’t want to miss it!

Seminar ‐ July or August ‐ This event is designed to mo vate, equip, and recognize

Sales Directors and Consultants. The event is held in ___________________every summer and is the biggest event of the year. You definitely won’t want to miss this!

Fall Retreat ‐ October or November ‐ This event is designed to mo vate, equip, and

recognize Sales Directors & Consultants in a more in mate environment. The event is held in different ci es as well. Be on the lookout for details! It is important for you to a end all Company Events. These events are where your dreams and goals will be ignited and you’ll receive invaluable educa on. Refer to marykayintouch.com ‐ Events tab for specific dates, _____________ and _______________ fees.

Fellowship &

Friendships!

Rewards!

Celebration!

Food!

www.vcmartinez.com VIVA MKU

Congratulations!

You’ve completed MKU! Way to go!

Be sure to take the “Recap Quiz”

in order to receive your prizes!

Knowledge is what you know, wisdom is what you do with what

you know!

Go out and apply this knowledge to strengthen your skills and to

build a strong, successful business!

Course Descriptions - s3. · PDF fileTHERE ARE 3 SECRETS TO ... so how can you teach other...

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Transcript of Course Descriptions - s3. · PDF fileTHERE ARE 3 SECRETS TO ... so how can you teach other...