MICRODERM WARM    CHATTER  SCRIPT   Thank you Leigh Ann Bender for this Great Script!!! Warm Chatter Excuse me miss, you are just so sharp and you probably think I am crazy but I am a Sales Director with Mary Kay and I have to get the opinion of 30 women today on our new microdermabrasion product.  You just look so sharp that I had to stop you!  Have you heard of microdermabrasion?  Well it costs $75-$100 per session at the dermatologist’s office, so there are lots of at-home kits on the market now because it is so popular.  (Give her the sample)  All you have to do is take this cute little packet home and try it before you go to bed.  The first step is a scrub that you use after you wash your face.  Wet your face with water and massage the scrub in.  Then wash it off.  The second step is a serum that you put on your face and leave on to help the skin.  Now if I could just get your name and number so I can call you tomorrow evening to do a quick 2 minute survey that would be great.  Thanks so much for helping me, I really appreciate it! Follow-Up Hi Suzie!  It’s Leigh Ann Bender, we met at the cosmetics counter at Burdine’s yesterday.  Do you have a quick minute?  I just wanted to go over the survey on the microdermabrasion product.  Did you get to try the product yet? a.       Yes?  Ok great then let’s get started, this won’t take but a minute b.      No?  Oh it’s ok!  Why don’t you try it tonight and I’ll try to back again tomorrow evening. Survey Tell me how you used the product?  (this is to make sure she used it properly by washing off step 1 and leaving on step 2) Did your face feel smooth and clean afterwards? Did you see a difference in your skin texture?  Did your pores look smaller?  Did you see your skin glow? Did you notice any redness after using Step 1?  No?  Ok great!  That’s wonderful.  You did?  Well that’s very common since your skin is getting a very deep cleaning.  Did the irritation go away after using Step 2?  Great! Now Suzie, our product retails for $55 per set and that gives you about 45 uses.  Do you think this is a reasonable price? Closing & Additional Booking Thanks so much for your help, Suzie!  You don’t know how much you have helped me!  Listen, I also have to get 30 sharp women’s opinions on the rest of our skin care line that work together with the microdermabrasion.  I would love for you to try the entire line.  If you do this and get 2 of your friends to join us, I’ll give you that $55 microdermabrasion set for free!  What works best for you, this week or next?  Morning or evening?                 *   MICRO BOOK 10 CHALLENGE  *

Who Wants to Spin To Win!!! Chris Gray rented a table at a local "May Fair" and got tons of names and booked several awesome facials!!! Check out her cool Spin to Win Wheel that her wonderful husband, Steve, made!!! It was a HUGE hit of the fair!!! Anyone who booked a facial got to spin the wheel for a prize!! Chris' table displays were AWESOME!!!!     Wow, Chris I looove your Mother's Day Poem IMAGINE taking Chris' wonderful ideas and setting up your own awesome set up at a Festival, Fair, Or even a Customer Appreciation Day at a Local Business! (Thanks to Jen Semelsberger for the awesome ideas!)

 

WOW!!!! Look at Amy Reed and Nicole Meier in Florida they did a job fair and had an amazing display and got lots of names and numbers!!!!!  Take this Idea and RUN with it! Call Colleges, Chamber of Commerce, etc to find out about local job fairs. This can be a great way to meet people and build your team! Wow -- we just looove your display!!!

BASKET HOSTESSES 





Ladies, PICK ONE IDEA and RUN WITH IT!
Add this ONE IDEA to your:
*Regular Skin Care Classes
*Preferred Customer Program Follow Up & Participation
*Interviews & Team Building
AND WATCH YOUR MAY become MEGA-SIZED!!!!!


TimeWise Survey Postcards - It's back and it's a classic!  Get your business back to basics and sell more basics!  This postcard has a survey on one side, and one of two introductions on the other.  You may choose to print the card to include in reorder bags, or use as a warm chatter!

Make your December
nothing less th

Body Beautiful Class! Here's a postcard to promote our new Perfect Presents body care sets!  Hostess's earn a Body Miracle Set when they host a Body Beautiful Class with five or more guests!     Body Beautiful Class

It's A Girl Thing! This fun booking idea comes from Director Shirley Grice.  Shirley puts together a fun-looking basket or bag that includes:   3 Beauty Books 3 Look Books Something More Tape Living the Dream Brochure 6 Sales Tickets It's A Girl Thing Invitations Hostess Script/Guest List Brownie Mix Shirley has envelopes on the table with a card in them that says either: 1) Congratulations! You are my next hostess so please take a party bag/basket, or 2) Congratulations!  I have enjoyed sharing Mary Kay products with you tonight!  Please take a gift from the basket (wrapped gifts include PCP gifts, nail polishes, etc.) With these envelopes on the table, say: "Okay, who are the women at this table that are willing to take a risk?" Only the risk takers will do this.  "Pick an envelope.  If the card says free gift, you may pick a gift.  If the card says 'you're my next hostess,' take a party bag/basket and we will set a date during your individual time with me.  Thank you so much for supporting our hostess tonight ..." Table Cards to peak their interest during the class!

Miracle Sale! Your customers are your best place for referrals!  Even if you haven't been able to get her to book a class, she may refer a friend or two on the chance that she could earn her Miracle Set for half price!  Mail her this postcard are follow up!!!   Miracle Sale Postcard

Ultimate Miracle Placemat	Page 2	Create-A-Rollup
Includes our new MK Intense Moisturizer!  Print two-sided and laminate for your skin care classes!	This side highlights the reasons why women choose Mary Kay!  Now includes the Pontiac Vibe!	Customers 'pick a pocket' to design their own travel rollup!

Eye Primer Samples
This is a great postcard to promote our awesome new MK Signature Eye Primer!  Get these in the mail today!!!  Eye Primer Postcard   



Selling Mistakes - This is a list of the most common selling mistakes.  A look at this could change the way you do business.   and could increase your bottom line!


Yard Sale! 
Customers measure their purchases to determine their discount!  When they lay their product end-to-end along a yardstick, their discount is the number of inches the product reaches - up to 36%!  You'll be surprised at how many customers will purchase more just to reach 36 inches.  And you'll find it almost always adds up to $100 if they reach 36 inches!  Ready-to-print postcard! 

$1000 Day!
This can be done even if your customer base is small.  With as few as 11-17 calls, you can be 'in the money!'  Accept your Director's challenge and hold a $1000 Day!!!  This postcard should be mailed out to your customers no more than one week prior to your sale.  On the day of the sale, when the phone isn't ringing - call them!!!  Ready-to-print Postcard!   Publisher version of this postcard is available for anyone in our unit, just email Cathy.

Silent Hostess - Selling new Spring products will be easy!  Here is a form for your Silent Hostess!  Thank you, Betsy Richard!


Tulip Sale - This is a simple postcard to send to your customers.  They purchase two lip products and get one free.  The postcard offers a free Lip Trio Case to the first ten customers who call you.  Lip Trio Case is available now on the MK Pink Sale for only $5 for a pack of 5!

Velocity Sets - This flyers highlights great sets for your Velocity Girls!


Hydrator Postcard - This postcard has room to attach a sample of either MK Intense Moisturizing Cream or Oil Free Hydrating Gel.

Eye Cream Sale - This postcard alerts customers to the Spring Look Book that will be coming soon!  Then suggests they try the Eye Cream sample and call to place their order with you!

Crazy Daisy Sale - Everyone is itching for warmer weather.  This Open House invitation will make your customers feel like Spring is here!  Buy small potted plants to attach their discount to - decorating and purchase incentive all at once!

Spring Cleaning - An old favorite I hauled out of the closet!  Encourage your customers to hold a Spring Cleaning Party.  The class features a 'trash it' theme - out with the old and in with the new (Mary Kay, of course!).

Star Certificates - Sell 18 Star Certificates and you're a Star Consultant!!!



Gift Certificates  -  On a recent Conference Call our guest speaker, Deb Dudas, told us about a New Consultant who sold $600 in Gift Certificates which allowed her to place her first order!  This would also be a great way to get your Star Order in!  Certificates make great stocking stuffers, too!  I have created difference denominations - remember to print them two-sided and add your personal information on back.  All of these are available in a Publisher '98 or Publisher '02 version which you can edit yourself.  If you would like a Publisher version, please contact Cathy at koning8@comcast.net
     $25 Gift Certificate
     $50 Gift Certificate
     $75 Gift Certificate
     $100 Gift Certificate

Neglected Customer Letter - This is a letter for those customers you haven't seen for awhile.  Start the new year by providing better customer service!


Hand Facials -  An on-the-go appointment is an easy way to market products. Independent Senior Sales Director Julie Potts from Alpharetta, Georgia, teaches the Independent Beauty Consultants in her unit to do 10-minute hand facials while they are on the go. They can easily be done during a lunch hour or at a basketball game, anywhere there is a sink nearby. 

To conduct hand facials, you will want to have samples or demos of the products mentioned below. Julie also has a Travel Roll-Up Bag on hand, filled with the Beauty Essentials sets so she can upsell glamour and skin supplements as well.

At each step of the hand facial, you'll want to be sure to share the benefits of each item, including the results of using TimeWise that are presented in the Beauty Book.

You may suggest the customer apply the products in the following order:

Step 1	Apply TimeWise 3-in-1 Cleanser on the back of the right hand. Rinse off.
Step 2	Apply TimeWise Age-Fighting Moisturizer on the back of the right hand
Step 3	Apply Day Solution with Sunscreen SPF 15 on the right hand.
Step 4	Apply Night Solution on another area of the right hand.
Step 5	Apply Mary Kay Foundation on the back of both hands. Point out the difference in how the foundation blends and looks on the hand that was first "primed" with the TimeWise products.
Step 6	Finish with the first three steps of Satin Hands on both hands to remove the foundation. For the fourth step, Julie substitutes the TimeWise Visibly Fit Body Lotion for the Satin Hands Hand Cream to help promote the purchase of the Day Spa products in pocket 4.

Julie teaches Consultants to have a Miracle Set and a Day Spa Set ready for the customer to take home. (The suggested retail price is $152.) She also encourages them to include a team-building brochure and to book a follow-up appointment. 


Customer Birthdays -  Send them a Look Book at the beginning of the month so you have all month to do follow up with her!  Check out this poem:  Customer Birthdays.  Enclose it in your Look Book.  They will love you for just remembering.  I would rather she know I remembered her birthday AND get my book in her hands once again - offering her a birthday 'month' special!

Shop 'n Sample - Here is an idea that will make the most of your deliveries!  When you get a reorder ... don't just pop it in the mail or deliver it when the customer is at work!  Arrange for a delivery time, and ask if they have 5-10 minutes to "Shop 'n Sample!"  I take the black sample zip carry bag (MK Connections) and fill all the pages with all the samples in every category imaginable.  The reorder customer gets their delivery with me and 10 minutes to "Shop 'n Sample" through my samples and take as many as she wants that she would like to try ... lipsticks, glosses, eye shadows, blushes, etc.  I have had some customers take as many as 10-12.  They get 58 hours to try them and when they place an order of $40+ from their samples they get $5 off.  Many of these customers are not interested in classes, but with this concept - they are loving it!  From ESD Irene Shea - Great idea, Irene!

Phon-A-Thon
This is a page of great ideas for your Phon-a-thon and scripts to back them up!  Check the figures, with just a few phone calls, your $200 Wholesale order could be paid for!

Spa Day
Here is a great idea that could net you a $1000+ Day!!!  Set aside a Saturday as your Spa Day and schedule as many of your customers as possible.  Five classes in one day - there's something for everyone! * Script *
9:00 AM - Beauty Brunch (Summer Colors)
                    * serve brunch - bagels and fruit salad
11:30 AM - Tea Time and COOL Summer Skin Care
                    * serve iced team and lemon cookies
2:00 PM - Caribbean Cruise Class (Fake the Bake!)
                    * serve pineapple and tropical punch, teach bronzing beads
5:00 PM - Mini Facials (15 minutes and you're on your way)
                    * serve crackers and cheese or chips and dip
7:30 PM - Pajama Party featuring Forever Young Skin Care
                    * serve popcorn and soda pop!  Prize for cutest PJ's!

  
Do-It-Yourself Cup of Tea!
Spring can be hectic.  When your customers are too busy for an Open House, send them a tea bag with the following poem attached.  Or attach them both to a "Look Book" and use as a Warm Chatter ball games and swim classes!  Ready-to-print Postcard!

Pass the TimeWise Bag!
Great to use in offices!  One person takes home the TW set and uses it that night and the next morning.  She brings it back and gives it to the next person to use that night and the next morning and so on until everyone in the office has their turn!  This gets the product on everyone's face with no effort from you and will sell basics!  Set up the appointment with all those who want to purchase to type their foundation shade and watch your sales soar!

Cash Game - Your customer earns cash while generating new leads for you!  It's a win-win situation!

100 Items
Focus on selling 100 items in 30 days.  Number a piece of paper and keep track of each item sold.  It has been helpful to me to mark the calendar half way through.  Verify that you are on track and not falling behind.  Charting progress is not only motivating, it creates self-discipline.

Mascara Marathon
Ask every one you know, every one you meet, if they need mascara.  Every one wears mascara, right?  Tell them you are in a Mascara Marathon, and that if they purchase two, their name will go into a drawing for a $10 Gift Certificate.  Tell your friends that if they sell 10 mascaras for you, you will give them one FREE!  When 10 people sell 10, that's 100!  Sell 100 mascaras - $850!

Success in scheduling appointments begins with our attitude.

We have to believe that everyone deserves to have a makeover and everyone deserves to wear the product. It helps to believe that when a woman wears Mary Kay, she likes herself better. She may even yell at her kids lessshe will make a better wife, mother, employee, etc. That all may seem a little extreme, but it is meant to stress the importance of believing that you are doing a SERVICE. If you feel like people are having a facial or skincare class for you as a favor, it will come across as a lack of confidence. I know that there will be times when some people will schedule because you need their help in reaching a goal, etc. However most of the time, it will be because of your enthusiasm for the product and how excited you are to share it with them or to get their opinion.

The question should never be, Would you be interested.?

If you dont know whether she would be interested or not, she will doubt her interest. Instead, the question should be, "Has anyone treated you to a makeover recently? Do you currently have a consultant who is servicing you? No? Then I want to make you a priority in my schedule to treat you to one. In fact, you can be a model in our Million Mile Makeover Contest!  (Then tell her about that.) I cant wait to get your opinion of our new products!

If the objection is that she tried it before and it broke her out, find out how long ago it was and then you might say, Oh good, I have been looking for someone who had that problem. If I were willing to do a makeover and work with you, would you be willing to be a model in our contest and give me your opinion of the new Mary Kay (or my facial)?

If the objection is that she wears Brand X, you might say, Oh good, I have been looking for someone who uses that brand to get their opinion of how the New Mary Kay compares.

Even if you end up still preferring Brand X, I would enjoy the time with you and treating you to a new look.and I sure would value your opinion. Which is best in your schedule, mornings or evenings.Tuesdays or Thursdays, etc.? NEVER run down another product.

BELIEVE that you have one of the best products available and that YOUR service is the best. Be so busy that you are working people in on your schedule. People love to do business with successful people. And.you ARE such a person! Have fun scheduling!!!