Sample Booking Blitz Script
Hi, Cindy, this is ______________ calling. Do you have just a minute? I am so excited. We’ve
just come out with our fabulous new ________________(holiday, limited-edition, etc.)
products. I need to put those products on 30 faces this month and get your opinion of how
Mary Kay compares to what you currently use. Is there any reason you couldn’t give me your
opinion? Great! Would this week or the next be better; weekend or week night?
Sample Warm Chatter Script #1
You know, I would never forgive myself if I got to my car and realized that I had not asked
you to be a model for me. I’m putting together a portfolio of women who would agree to give
me their honest opinion of how Mary Kay products compare to the products they are currently
using. Is there any reason you wouldn’t be willing to give me your opinion? Great! I know
you’re working. Just jot down your phone number and I’ll call you at home tonight to set up a
Sample Script for Converting a Facial to a Class
Dana, it’s perfectly fine if it’s just you and me, but if you will invite three or four of your friends
to join you at your appointment, that would mean free products for you. Dana, how does free
sound to you? Great! I already know that you can think of 15 to 20 of your friends that you’ll
want to invite, but so that I can give them my best attention, we’ll want to limit your guests to
five or six. But I’ll tell you, why don’t you invite eight, because someone is sure to have to
Sample Warm Chatter Script #2
Hi, my name is Ann Shears. I’m a professional Mary Kay Beauty Consultant. My Sales
Director has challenged me to give my business card to the five sharpest women I’ve seen
today and, of course, today you are definitely the sharpest woman I’ve seen. Has anyone
ever offered you your complimentary facial?
Sample Script for Asking for a Referral
Who do you know who might enjoy the services of their own personal Beauty Consultant as
much as you enjoy mine?
Sample Script for Overcoming a Common Booking Objection
So what I’m hearing you say is you really like the natural look. I think you will be quite
impressed with our skin care line. I know you are very concerned with taking care of your
skin, and I would really value your opinion about our product. So is there any reason why we
couldn’t get together for your complimentary facial?
Sample Scripts to Promote the Follow-Up Facial
Pay close attention to how well the cleanser is working for you. We have four other cleansers,
and when I come to do your check-up facial, if you’re not getting the results you want, I’ll
exchange it at that time. How many times has anyone from any cosmetic counter ever offered
to come to your home within two weeks of your purchase and give you a check-up facial to
be sure the products you purchased are working correctly and getting you the desired
results? Well, with Mary Kay, that’s exactly what we offer. Tonight you’re just working with
learning colors to see what our color products are really like. When I come to do your check-
up facial, we’ll work more on your color preferences and some special glamour tips and
Mary Kay’s Booking Approach
Stevie, in every class I choose a couple of people that I would love to have as my future
hostesses. And tonight, I have selected you. Tell me, is there any reason why when we get
together for your personalized glamour makeover that you could not get a few friends
together like Dana did tonight?
Sample Tentative Booking Approach
Stevie, when we do get together, would you want your friend Dana to get credit for it? Let’s
do this, why don’t we set a tentative date with the understanding that if something comes up,
we can reschedule it. But it would mean that I can give Dana credit if you book tonight.
Sample Script for Hostess Coaching
Hi, Stevie, this is Ann. Did you have time to look at the hostess packet I gave you last night?
Great! Stevie, the first thing I want you to pull out is The Look brochure and outside order
forms. Now this form will help you increase the sales for your class. This is for people who
won’t be attending your class; their names,what they want will go on that form. And what I’ll
do is I’ll call you the day before your class so you can give me all of your orders. That way I’ll
have them already packaged for you, and bring them to the class with me so that you can
deliver them, okay? I find that most of my hostesses prior to their skin care classes will
set a goal of $100 or $150 in outside orders. That, of course, is only going to help you to earn
more free products. Now which goal, Stevie,would you like to set; $100 or $150 in outside
orders? Another form I’d like you to pull out is the guest list. Now, Stevie, you want to come
up with at least eight to ten people – so that we’ll have at least two back ups as guests, okay?
Also I need you to list anyone who maybe could not attend, but would love to hostess a class
because,guess what, you get credit for that. Another form in there is how to be a successful
hostess, which includes how to invite your guests. Stevie, since we’re business partners, I
wanted to take all of the guesswork out of everything for you. So when you call your guests,
be sure to use the script that I have right there in your hostess packet because you know
what, it’s very, very effective. Now, Stevie, in your packet I’ve also included some information
on our business opportunity, and I really do hope that you’ll take time to review it, because
you know what? I think that you would be so great at what I do. I would really value you as a
team member, and I know that you could be great. So I’m looking forward to your class this
Saturday, and you know something else I know? I suspect that you will be my high hostess of
the month! Is it okay with you if I call you on Wednesday to get that guest list so that I can talk
to them and find out what products I need to bring to the class for them. Now is this same
time a good time for you, Stevie? .
Sample Pre-Profiling Script
Hello, Stevie, this is Ann Shears and I’m the Mary Kay Independent Beauty Consultant who
will be conducting Dana’s skin care class on Saturday. Do you have a moment? Great! I just
need to ask you a few quick questions about your skin, because, you see, I’ll be bringing
products that are formulated just for your skin type, okay? Is your skin dry, normal or is it
combination? Oh, your skin is oily? Do I have a wonderful product for you! It’s called Oil
Mattifier. As a matter of fact, I have a sample of that, so I’ll bring that on Saturday. You’re
going to love it. Now let me ask you this: are you having any particular problems with your
skin? Well, is there anything else that you would like for me to cover during the class?
Okay, great. I also want you to know that we’re going to be starting at 7:00, okay? Now, if you
get there at 7:05, you won’t get the Satin Hands® treatment and you don’t want to miss that,
okay? And the other thing I want to tell you is that I will be bringing products with me just in
case you want to purchase a lipstick or something, okay? Great! You know, Stevie, I don’t
know if Dana told you that this class was by reservation only. Did she tell you that? Well, I
want you to know that you’re really very, very special to her, because you were one of her
five guests. Now the other thing I want you to know, though, Stevie, is that Dana is working
as a hostess for free products. And one of the ways she earns free products is by guest
attendance. I’m looking forward to seeing you, but just in case there’s an emergency or
something comes up and you can’t be there, you’ll want to let Dana know in plenty of time so
that she can replace you, okay? Thank you so much. I look forward to seeing you, and I can’t
wait for you to try our Mary Kay skin care line. Now listen, if you come up with some other
questions about something you want me to cover at the class, let me just give you my phone
number. You can just give me a call back, okay? All right. I’ll look forward
to seeing you next Saturday, all right?”
Sample Pre-profiling Script to Use
When a Guest Says She’s Unable to Attend
I understand how busy people are. I don’t know if Dana told you or not but this class is by
reservation only. One of the ways Dana’s going to earn a free gift as a Mary Kay hostess is
by your class attendance. So I definitely understand if you’re not certain that you can be
there. What you’ll need to do then is just let Dana know so that she can replace you.
Sample Script for Kitchen Coaching
Cindy, who’s coming tonight that you think might like to have a class?
Sample Facial Box Script
To the winner of the drawing:
I have good news and great news. The good news is that you won the Satin Hands®
Pampering Set, and the great news is that you won a complimentary makeover.
To everyone else:
I have great news and not so great news. You didn’t win the Satin Hands® Pampering Set,
but you did win a complimentary makeover.
Sample New Consultant Script (from NSD Tammy Crayk)
Hi, _____, this is _____. Guess what? (let her answer) I just started a new business! (let her talk) I just
became a consultant with Mary Kay Cosmetics! (Let her talk, chit-chat for a bit).
So anyway, I’m calling to see if you’ll let me borrow your face to practice on? (Wait for her reply)
Great! I knew I could count on you.
Let me tell you the dates I have available so you can pick what’s best for you. I have _____(date)
at _____(time) OR _____(date) at _____(time). Which of those is better for you??
You know, as part of my training, I need to do 15-30 practice facials in the next 2 weeks. I can do
up to 6 facials at one time. Who else can you think of who might be willing to let me practice on
them at the same time? (WAIT FOR AN ANSWER!! Keep saying “anyone else?” until she can’t think of any
more. Then say….). I know it’s hard to come up with people on the spot, so I’ll tell you what….if you
can put a list together, I’ll mail them all an invitation….if 3-5 of them decide to come I’d be in a
position to give you some free product for bringing them. How does that sound?
OK—now I need to ask you a couple of quick questions about your skin type so I can have the
right products ready for you. (Profile her using your profile card).
I’ll need to get the same information from everyone else who decides to come to the class too.
Can I get your guest list later today or would tomorrow be better? What time should I call you?
What # should I call? Great! I’ll need names, addresses and phone numbers for those you decide
to invite okay?
One last thing, _____(her name), these are my training classes and I have to hold them during a
certain period of time to get credit, so I want you to know I’ll keep this appointment no matter
what …... Can count on you too? Great! Thanks again for helping me out. I promise it will be a lot