1.        Make a list of everyone you plan to call or approach.  Good friends and family members can be at the top of the list, but don’t forget acquaintances from the neighborhood, church and activities.  Co-workers, women your husband works with, your children’s friends moms…the list is endless once you start.

2.      Practice these words with a smile on your face!                                   

       “Hello, Judy!  This is Brenda!  Do you have a minute?  I’ve been learning to teach skin care with Mary Kay Cosmetics.  We get to select our favorite people to receive the first complimentary makeovers, and I wanted to call you first!”   (Or…if you’re a seasoned consultant…”I am putting together my Fall portfolio and updating my clients, and I’m calling to set up your makeover appointment.”)  If she is busy when you call, call her back later.  She may have questions about Mary Kay  Cosmetics of tell you about her experiences with Mary Kay or other cosmetic lines.  Don’t try to talk her into anything, just be excited and respond, “That’s great!  I can’t wait to get your opinion.”

      When she says “yes”, you are ready to set the date.  Always offer her two choices.  For example:  “This week or next? Weeknight or Saturday?  10 a.m. or 10:30 a.m.?”                             

        Once the appointment has been set, you may add, “If you’d like to invite a couple of friends or neighbors, that would be great!  I’d like to offer you a special gift for your efforts.  (See hostess plans below).  It’s my way of saying thank you for helping me start my business and for sharing Mary Kay products with others.  You can let me know.  Everyone will receive a makeover with a dash out the door basic color, but you’ll get a special glamour look!”                                

        IF she wants to have her makeover before she invites others, that’s fine.  Her excitement will bloom once she tries our products!

3.       Send a brief, lighthearted note such as the one below immediately after you schedule the date or her makeover.  Dear Judy, I am so excited to  pamper you and help you choose a new look for Fall..  I’ve reserved Saturday at 10 a.m. especially for you and your friends.  If two or more friends join you, you will be eligible for (hostess plan)..  Give me a call if you have any questions.                                                                                                                 Brenda             555-1234

4.      Book extra appointments to compensate for postponements.  Not every appointment will hold as scheduled, but with excitement and good coaching you will be on your way to success. 
 

Do you want to meet people fast to grow your customer base?  The more customers you have in your file, the easier it is for future bookings, sales and team building!  Aim for 100 customers fast!

Always carry Beauty Books or The Look books with you.  (You can staple samples to them if you wish, and your business card.)  Just hand them out wherever you are, without being too concerned about the response at first, “Oh, by the way, this is for you.”   You will get either no interest, curiosity, or real interest.  After a while, you’ll respond confidently to the positive & curious responses and offer them a makeover.  I found that once I had 10 shows on the books and became a master booker from them, my bookings came from my appointments, but I always have a goal to give my cards out wherever I go to this day, and I have met many of my top customers and team members that way.
 

There are several ways to excite and motivate your hostesses to share a pampering session with their girlfriends.  Remember, we are dealing with busy women, and they need to know “What’s in it for me?”  They can sell their friends on the idea of getting together for fun and pampering if they are motivated!!

1.     10-50% off!  During your beauty appointment, say, “May I tell you how Mary Kay works?  By sharing your makeover (2^nd facial, if at a class or facial) with one purchasing friend, you can have all you want at 10% off.  If two friends are there, it’s 20% off.  You get 10% off per purchasing friend UP TO 5 guests and 50% savings on YOUR entire selection at your appointment.”  Most will try to take advantage of the maximum discount, and so you will be meeting more prospective customers each week.

2.       $75 for $25.  She receives $75 in products for just $25 for having 3 girlfriends over for a pampering session.

3.       Mary Kay’s 10-20% plan.  Give her a $25 Gift Certificate as a Thank you, the minute she books (it expires on the date she has selected for her appointment).  In addition, she receives 10% of the total sales in free product, 15% if there is one booking, and 20% off if there are two bookings from her appointment