MARY KAY BIBLE **Some details in this packet may be slightly different from details shown in the training video/DVD. These details are simply minor changes intended to make your business run more smoothly. The details in this packet are the ones you should use, as it has been slightly updated since the making of the video. We still encourage you to use the training video, as it is a wonderful tool to help you build your business, and a wonderful companion to this packet! Mary Kay’s Mission is to Enrich Women’s Lives We will do this in tangible ways, by offering quality products to consumers, financial opportunities to our independent sales force, and fulfilling careers to our employees. We also will reach out to the heart and spirit of women, enabling personal growth and fulfillment for the women whose lives we touch. We will carry out our mission in a spirit of caring, living the positive values on which our Company was built. Integrity Integrity and the Golden Rule must guide every business decision. Enthusiasm Enthusiasm encourages a positive attitude and provides inspiration as we work together to achieve our goals. Praise Praise motivates everyone to reach their full potential. Leadership Leadership among our sales force and employees must be encouraged and recognized in order to achieve long-term success. Quality Quality in our products and services must be a priority in order for us to deliver value and satisfaction to our customers. Teamwork Teamwork allows each person to be valued and appreciated by others while contributing to the company's success. Service Service should be prompt and proactive to provide convenience with a personal touch. Balance Balance in our lives with God, Family and Career in harmony. 1 New Consultant Booking Dialogue Hi _____________, this is ___________. Do you have a quick minute? Great! Well, I wanted to share something exciting with you-I have just started my own business with Mary Kay Cosmetics-can you believe it? I am so excited, and ____________, my training starts this/next week and I am wondering if you could help me out by letting me practice on your face—I will even pay you in FREE product for the use of your face… would you do that for me? Great! Thank you so much, ______________, and I promise you will have a great time! Which would work better for you-this week or next? Tuesday or Thursday? 6:30 or 7:00? _______, my training requirement is to practice on 15 faces in the next two weeks, is there any way you could invite a couple of friends to come with you - I would have even more Free Products for you to say thanks, and that would really help me out with my training, could you do that? Great! Well, would you like to hear how you can earn your first chunk of free product? (go to preliminary coaching dialogue) Challenge Booking Dialogue Hi, this is _____________ with Mary Kay…do you have a quick minute? Great! I have something really exciting to share with you! I have been selected for a special training program to be promoted to earning my free car with Mary Kay. Can you believe it? Being selected for this special training is quite exceptional – I am very honored. My training is to select the five sharpest women that I know for a special training class – and I immediately thought of you. Would you consider loaning your face to help me out with this special training? I will even pay you up to $100 in free product for the use of your face – could we do that? (wait for response) Is there any way that you could invite a couple of friends to share this pampering with you—it would really help me out with my training; could you do that? (Set date and time) Well, would you like to hear how you can earn your first chunk of free product? (go to preliminary coaching dialogue) 2 Preliminary Coaching Dialogue So, _______, just so you know, you will have the opportunity to earn over $100 in FREE product—doesn’t that sound great? This is how you earn your first chunk of FREE product! Simply by getting me your invitation list of at least 10 women you would like to invite to your pampering session and getting that list to me within 24 hours (I do need their names, addresses, and phone numbers), you will have earned your first chunk in FREE product, which will be your choice of either a lip gloss, lip color, or lip balm. Which is your favorite gloss or color? Now, that FREE product is in addition to your hostess free product that you will earn on the day of the party! Doesn’t that sound great? I will do all the work! I will send out a cute invitation in the mail to let them know that you thought of them and that they have been invited. I have found women feel very special to be invited, even if they can’t make it. Your FREE lip gloss/color is just for the invitation list, it has nothing to do with who can come to the class or not. Not everyone will be able to come—in fact, by inviting 10 ladies, usually only 2 are able to join us, because not everyone’s schedules mesh— so if you can think of even 12 –13 to invite, that would ensure us about 3 at the party. Even just a few of your friends will earn you ADDITIONAL FREE product at the party! Doesn’t that sound like fun? Also, ___________, this is my business and you are in my datebook. You can count on me to be there rain or shine! Also, please know that as you talk with your friends, let them know that they do not have to purchase a thing! I just would love their honest opinion to count for my training…OK? I actually get training credit for the faces. Of course, if anyone wants or needs anything, they can let me know at the party. Any questions? Great!! I will send you a hostess packet today and I just need to touch base with you in the next couple of days so that I can make sure that you got it and to answer any questions that you may have. How does that sound? Great!! We are going to have a great time and I cannot wait to give you all of your FREE product…____ of which you will have earned by tomorrow by getting me your invitation list of at least 10 names, addresses, and phone numbers!! So I will be talking with you tomorrow? Would you prefer to e-mail the list or phone it to me? ******Send Hostess Packet at this time! (Includes Hostess Letter, Look Book, Business Card, and a Sample.) 3 SKIN CARE CLASS CHECKLIST Class Date ____________ Hostess Name ________________________________ Phone ______________ Address ______________________________________ Class Times: To Start_______ To Arrive _______ Activity* Date Completed Done: Projected Date: Step 1: Book Class ________ Step 2: Preliminary Coaching ________ Step 3: Give/Send Hostess Packet ________ ( ) Step 4: Send “Thank You in Advance” Hostess postcard ________ ( ) Step 5: Get Invitation List (mention to ________ ( ) hostess that she may want to call her guests and tell them to expect an invitation) Step 6: Mail Invitations (at least 12 days prior) ________ ( ) Step 7: Hostess Coach ________ ( ) Step 8: Pre-Profile Guests ________ ( ) Step 9: Have Hostess call guests day before or day of class to tell how excited she is that they are coming, & tell hostess how excited her guests are about pamper, or if need help w/ getting ahold of guests! ________ Step 10: Call & RSVP w/ Cheri for guest’s names, phone #’s and skin type ________ Step 11: Hold Class ________ Step 12: Close Class ________ Step 13: Individual Close ________ Step 14: Send Thank You Notes ________ *timeframe can be adjusted, but as a rule, you want guests to receive invitations at least 10 days prior to the class. 4 SKIN CARE CLASS CHECKLIST (con.) Guest Name Address Phone Number Pre-Profiled 1.___________________ ________________________ _________________ ___________ 2.___________________ ________________________ _________________ ___________ 3.___________________ ________________________ _________________ ___________ 4.___________________ ________________________ _________________ ___________ 5.___________________ ________________________ _________________ ___________ 6.___________________ ________________________ _________________ ___________ 7.___________________ ________________________ _________________ ___________ 8.___________________ ________________________ _________________ ___________ 9.___________________ ________________________ _________________ ___________ 10.__________________ ________________________ _________________ ___________ 11._______________ ____________________ ______________ _________ 12._______________ ____________________ ______________ _________ 13._______________ ____________________ ______________ _________ 14._______________ ____________________ ______________ _________ 15._______________ ____________________ ______________ _________ 5 Dear Future Hostess, Thank you for scheduling your Pampering Session on _________ at __________! I'm really excited about sharing Mary Kay products with you and your friends, and about helping YOU TO EARN FREE PRODUCT! This letter will give you tips on having the best pampering session possible and earning as much in free product as possible!! Included is an outside order form for those ladies who can't make it to the pampering session, but would like to purchase a few things. Great News!! I will be sending the invitations out for you, so being a hostess is as simple as getting me your invitation list...I will do the rest!! Since we both have busy schedules, I know that keeping the date and time we have chosen is a priority for both of us! I've reserved this time in my business just for you, so you can count on me to be there. Looking forward to seeing you, Independent Beauty Consultant EARN OVER $100 in FREE PRODUCT from Your Pampering Session!! Here’s How: #1. FREE Lip Color, Lip Gloss or Lip Balm for invitation list of 10-13 names, addresses, and phone numbers of those who you would like to invite (not who you think can come— just those you would like to invite)! #2. $20 in FREE PRODUCT for sharing your Pampering Session with at least 3 adult friends who are not working with another Mary Kay consultant! #3. $30 in FREE PRODUCT for having two parties (hostess + 3 friends) scheduled from your Pampering Session! #4. $40 in FREE PRODUCT OR the Travel Roll-Up Bag for having total sales of $200 or more resulting from your Pampering Session, or from outside sales (sales from those who weren’t able to be there that day! OR when you have earned FREE PRODUCT from our Create-A-Rollup Bag Hostess Program… ….if you earned $25 Free Product, it replaces #2 ….if you earned $50 Free Product, it replaces #1 and #2 ….if you earned $75 Free Product, it replaces #1, #2, #3 ….if you earned $100 Free Product or more, your program replaces #1, #2, #3, and #4!! To Keep in Mind: • Have you already earned your FREE lip color, lip gloss or lip balm for getting me your invitation list of 10-13 names, addresses, and phone numbers? • I like to arrive 30 minutes early to talk with you and set up. • Refreshments are optional, and are best served at the end of the party. The party will run more smoothly without children. • I will be sending out the invitations for you, so being a hostess is as simple as getting me your invitation list...I will do the rest!! Feel free to let your guests know that there is no obligation to purchase—just to come and have FUN and feel pampered!! OUTSIDE ORDER SHEET Name Address Phone Items Amount Pay- ment Mary Kay Facts • Every year since 1993, Mary Kay Inc. has been the best- selling brand of facial skin care and color cosmetics in the United States! • Mary Kay Inc. does not conduct animal testing for its products and is a PETA pledge member • Fortune magazine has included Mary Kay Inc. in all three of its “100 Best Companies to work for in America” lists. Mary Kay was also listed as one of the “10 Best Companies for Women to Work For” in America! • The Wall Street Journal reports that there are more women with Mary Kay earning $50,000 and $100,000 a year than any other company in the United States. __________________________, Independent Mary Kay Beauty Consultant Phone ___________________________________ HOSTESS COACHING Hi ____________, this is _______________ with Mary Kay. Do you have just a quick minute? Great! Well _____________, I am so excited about our Pampering Session on Thursday, I can't wait to give you all your FREE PRODUCT that you are going to earn!! You know that hostess packet I mailed/dropped off to you, do you have questions on any of that information? (answer questions) Well, let's go over the hostess letter to see how you will get all of your Free Product, OK? (read off letter) EARN FREE PRODUCT from Your Pampering Session!! #1. FREE Lip Color, Lip Gloss, or Lip Balm for invitation list of 10-13 names, addresses, and phone numbers of those who you would like to invite (not who you think can come— just those you would like to invite)! #2. $20 in FREE PRODUCT for sharing your Pampering Session with at least 3 adult friends who are not working with another Mary Kay consultant! #3. $30 in FREE PRODUCT for having two parties (hostess + 3 friends) scheduled from your Pampering Session! #4. $40 in FREE PRODUCT OR the Travel Roll-Up Bag for having total sales of $200 or more resulting from your Pampering Session, or from outside sales (sales from those who weren’t able to be there that day—please show the Look Book around and collect orders! OR when you have earned FREE PRODUCT from our Create-A-Rollup Bag Hostess Program… ….if you earned $25 Free Product, it replaces #2 ….if you earned $50 Free Product, it replaces #1 and #2 ….if you earned $75 Free Product, it replaces #1, #2, #3 ….if you earned $100 Free Product or more, your program replaces #1, #2, #3, and #4!! Doesn't that sound great? Do you have questions on how you receive your FREE PRODUCT? _____________, I do also want to let you know that our Pampering Session will start at ___ and will be finishing up around ____ and will run more smoothly without children. Also, you will want to remind your guests to be ready to be pampered, OK? Now, ___________, I want you to know that we are partners in this party. We are working together! I want to help you get as much in Free Product as you possibly can!! Does that sound good to you? Great! What kinds of products would you like to earn for Free? Now,________, one of the most important ways you are going to earn your Free Product is for us to have a great turnout! Not everyone that is invited will be able to make it, so the more we can invite, the better. I have your invitation list and have already sent out invitations. I will be giving them a call to ask a few questions about their skin—if you could, please mention that to them so they are expecting my call! Any questions? I can't wait to give you all your FREE PRODUCT! Talk to you soon. 8 If Hostess didn’t get you the Invitation List “Hi, this is _______ with Mary Kay. Sorry we missed each other! First of all, I want to say thank you, thank you for agreeing to be a model/hostess/practice hostess for me. I can’t tell you how much I appreciate you for helping me out with my training—without wonderful people like you, I wouldn’t be able to get my training completed. As our 24 hour time period has passed and I haven’t received your invitation list yet, I’m thinking you just got delayed, as I know you are a very busy lady. Let me share with you what I can do—if you can get me your invitation list within the next 24 hours, I am able to extend your free product through tomorrow—doesn’t that sound great? I want to do a good job for you, and honor you and your friends that you are inviting, and getting invitations in the mail in a particular timeframe is a large part of honoring you and them. So, if I can get your invitation list, that would be so great, and I can’t wait to give you your FREE product! Talk to you soon!” Second Message (If you still haven’t received the Invitation List) “Hi, this is ______ with Mary Kay. I hope all is well with you. I am so sorry that we have not been able to connect yet! I am so excited for you to be a practice hostess and earn all your FREE product that you have waiting for you, and I am so appreciative for you helping me out with my training. I’m thinking that maybe something has happened OR that maybe now is not a good time for you—if it’s not a good time, just know that we can reschedule a better time, that’s not a problem! If the date we scheduled does still work for you—great—I just need to get the invitations in the mail by tomorrow, so I do need your invitation list today. Keep in mind, this list is not “who can come” but simply “who do you want to come”. Please let me know either way, I just have to know which way to proceed—either way is fine—I just need to know what works best for you! So thank you in advance for letting me know. Once again, I so appreciate you!” How to Release (If you haven’t received the Invitation List after 2 attempts) “Hi, ______, this is _______ with Mary Kay. I’m so sorry that we haven’t been able to connect yet—things must be just crazy for you. Tell you what, as I have not heard from you, I’m going to assume that the date we selected for your party is not going to work for you. Don’t worry, it’s fine, I understand how life can get so busy. I’m going to go ahead and give your time slot to someone else, and you and I can connect later to select a different time that works better for you—does that sound ok? I’m still very excited to have you as a (practice) hostess for me—and thank you for agreeing to help me with my training—we’ll just get another selected that works better for you. Feel free to give me a call or I can call you too—whichever works better for you! Talk to you soon—have a great day!” 9 DIALOGUE FOR CONFIRMING GUESTS Hi this is _______________ with Mary Kay Cosmetics. I am going to be conducting the Pampering Session for ________ on Thursday, do you have just a quick minute? Great! I wanted to see if you received your invitation in the mail, did you get it? Great! I am so excited about __________'s party and I know she is too. She has seats for just 6 special ladies, and she would like to share her pampering session with you. Will you be able to join us? Great! We are going to have a terrific time! So I can definitely save a seat for you then? Wonderful! Now, _________, I have just a couple of quick questions about your skin so that I can be prepared, do you have just a couple more minutes? (smile, smile, smile-it always comes across over the phone) DIALOGUE FOR PRE-PROFILING GUESTS (record on back of profile card - in comments section) The questions on the front of the profile card are not pre-profiling! Do not ask questions on front of card! 1. What type of skin do you feel you have? Dry, Normal, Combination, or Oily? If Combination, does it lean more towards dry or towards oily? Do you have any known sensitivities or allergies with your skin? 2. What are you using now to cleanse your face? Have you ever tried Mary Kay Products? (If yes, ask how long ago. If recently, ask if she currently has a consultant that she buys product from. If yes, tell her "Great, I will be able to take care of anything you need that night, as that does affect ___________'s hostess credit, but in the future you can keep working with your consultant." If she says no, then it is fine for you to have her as a customer). 3. Is there anything you would like to improve about your skin? 4. Do you prefer a natural color look or a more dramatic color look? We will be doing just the basics in color that night, but I would like to coordinate your glamour choices to your preference! 6. Well, I promised ________ that our party will start at _____ and conclude around ______. If you would like to come just a few minutes early so I can test you for your foundation color, that would be great. Also, in case I don't get all of your questions answered, you and I will have a few minutes after the party to discuss them. How does that sound to you? 7. Now _________, if there is something that comes up and you can't make the party, since it is reserved seating, could you please give 24 to 48 hours notice so we can fill your spot? Would you do that for her as it does affect her Hostess Credit! Great! I'll see you on _______(day) at ___________ (time). And ____________, I know this means a great deal to ____________ to have you there as her special guest! See you on _________! 10 HOW TO MAKE A MODEL PORTFOLIO WORK FOR YOU!!! When you see someone out and about, simply select something about her that you love – her hair, her eyes, her beauty, her smile, etc., and approach her and say: “Hi! You are probably going to think I’m crazy, but I saw you from across the room and I think you are absolutely beautiful! I noticed your (feature) and I am wondering, would you consider being a model for me in my Model Portfolio? I am a consultant with Mary Kay Cosmetics and I am building a model portfolio and I would love to have you be a model in my portfolio. Would you consider being a model for me?” One of two things will happen here: 1) You will have made her day and she will have said yes, or 2) You will have made her day and she will say no thank you. If she does say no thank you, ask “May I ask why?” Most times you will find a simple objection that can be overcome with more information. Remember, this happened to me, thank goodness I asked her why, and her reply was that she had been asked before and that person had never called her. I told her I would definitely call her. From this lady and the ladies she introduced me to, over 62 consultants in our Unit can be accounted. Am I glad I said those words “May I ask why”? You better believe I am! Don’t let any one person slip away because of not being thorough. You never know what you may be leaving behind!!!! After she has said yes, you will want to say, “Great!! You will be a wonderful model, I can’t wait. Here is my business card. Let me get your name and phone number and I will call you within the next 24 hours to give you all the details, how does that sound? I can’t wait to have you in my model portfolio!!” Exchange info. When you call her back within 24 hours (you want to always be a woman of your word), YOU WILL SAY: “Hi, Jane, this is Cheri Taylor with Mary Kay, I met you at Macy’s yesterday, do you have a quick minute? Great! Well, Jane, I am sooo excited that you are going to be a model for me in my portfolio, you’re going to be gorgeous, I can’t wait. Are you excited? Great. Well, let me tell you how my model portfolio works. What we will want to do is get together so I can introduce you to our products, and get a feel for your glamour preferences. We will be coordinating your skin tone, eye color, glamour preferences, and wardrobe colors to create a look just for you! This is the look that you will model at the photo shoot! But we will need to get together to get the look all set and ready to go! OK? Great, what works better for you, this week or next week? (Schedule appointment) Jane, if you have just one more quick minute, I’d like to ask you a few questions about your skin so I can be prepared for you at your appointment! (Pre-profile). Great!! I am so looking forward to this, it will be fun. Oh, by the way, if you would like to share your appointment with a couple friends you certainly can, if not that is fine too. Well, since our appointment is for Saturday at 1:00, I will give you a friendly reminder call on Thursday or Friday, and you can let me know at that time if there will be anyone else joining us, OK?” You will do a facial or class on the first appointment just as you would normally do. Simply make her feel very special and excited about the upcoming photo shoot! Have her come as a guest to Tuesday Night Meeting as your special model, she can even show off the “LOOK” before the photo shoot date arrives!! 11 OBJECTIONS As you perfect your skills of booking and holding Skin Care Classes, you will encounter objections. You will find that objections are simply requests for more information. You will want to make flash cards of these objections to practice with. There are 6 main objections that you will encounter when booking Skin Care Classes: 1. I don't have TIME 2. I don't have any MONEY 3. I use "BRAND X" 4. I DON'T WEAR MAKEUP 5. I don't have enough FRIENDS/don't have anyone to invite 6. I'm ALLERGIC to Mary Kay When you hear one of these objections from your future hostess, it’s time to get excited! Each of these "objections" is exactly the reason why your future hostess will LOVE her pampering session! When overcoming objections, we always use the "FEEL, FELT, FOUND" method. (I know how you feel, I've felt that way myself (or I know someone who felt that way), what I've found is...) Use the sample dialogues below to help your potential hostess understand how you can help her. I suggest putting these dialogues on "flashcards" and becoming very familiar with them, since you will encounter these same objections throughout your Mary Kay career. Her Objection: I don't have TIME to hostess a Skin Care Class. Your Response: I know just-how you FEEL! When my consultant asked me to hostess a class, that’s just how I FELT. What I FOUND was that when I felt like I had the least time to spare, that’s exactly when I needed to take a little time for myself! My consultant explained to me that our class would only take about 2 hours, and she would even send the invitations out for me! After my class, I was so glad that I had taken that time to pamper myself, and hang out with my girlfriends! I think every woman deserves a little time out once in a while, don't you? Her Objection: I don't have any MONEY to buy anything. Your Response: I know just how you FEEL! I have many customers who have FELT just the same! What my customers have FOUND is that free product is the best product! There is never any obligation to buy anything at a Pampering Session, and I love to reward my hostesses with free product! I would love for you to leave your checkbook at home, and just let me pamper you and your girlfriends! Doesn't that sound great? Her Objection: I use "BRAND X." Your Response: I know just how you FEEL! I FELT the same way myself. I too, was loyal to another brand. What I FOUND was that the consultant just wanted my opinion in regards to how Mary Kay compared to what I was currently using. I would love to get your opinion on our products, as that opinion would be especially valuable to me. I'll even have a gift for you just for giving me your opinion! Would you be willing to help me out with my training by doing that? 12 Her Objection: I DON'T WEAR MAKEUP. Your Response: I know just how you FEEL! I actually have many customers who FELT the same way, as they didn't wear a stitch of makeup, either! What they have FOUND is that we actually focus on Skin Care at our Pampering Sessions, glamour is icing on the cake. I would love to get your opinion on our Skin Care. Would you be willing to give me your opinion? And–if you prefer, I actually offer a selection of other pampering sessions besides Skin Care Classes! I do manicures, pedicures, spa classes. etc. Her Objection: I don't have any FRIENDS/don't have anyone to invite. Your Response: I know just how you FEEL! I FELT the same way when I was thinking of hostessing a class! What I FOUND was I knew a lot more people than I thought! I thought about who I would invite to my wedding-if I was getting married, and I came up with a great list of ladies to share my pampering session with! We actually love to work with small groups, just 3-6 ladies is perfect! Who can you think of that you know from work/church/clubs/school/family? I bet any of those ladies would love to be pampered, don't you think so? Her Objection: I'm ALLERGIC to Mary Kay. **This objection is a little different than the others, in that you need to gather a little more information from her before you overcome it. ** Your Response: I know just how you FEEL! I have a lot of allergies and sensitivities, too! Do you mind if I ask you a couple of quick questions to help me with my training? a) How long has it been since YOU last tried Mary Kay? If it has been more than about 1-2 years, let her know that the company is always improving the product, that many of our products are now dermatologist tested and safe for sensitive skin, and that you are confident that you will be able to find products that work for her. b) When YOU previously tried Mary Kay, what products did you try, and what exactly did you experience? Let her know that we have many different product lines, and that you are confident that some of our other products will work for her. c) What is it that you are allergic to, specifically? If she does know what ingredients she is allergic to, let her know that we have lots of different formulas, and that you can do a little research and have her try products that do not contain that ingredient. Let her know that you are confident that you will be able to find products that work for her. If she does not know what ingredients she is allergic to, let her know that all of our products are tested by independent dermatologists, and that most are rated as safe for sensitive skin. Let her know that you would love to help her find some products that will work for her, since you know how difficult it is to find products when you do have skin sensitivities. d) What are you using on your skin currently? Let her know that Mary Kay has product lines that are very gentle, and that if she is able to use any product line available on the market, you will be able to find products in the Mary Kay product line that will work for her. Always offer to let her do a patch test before she tries the product all over her face. Also, let her know that even if she doesn't feel comfortable doing a facial at her class, she can still invite some girlfriends over for some pampering, and earn Free Product! 13 Mary Kay Company Information • Since 1993, Mary Kay Inc. is the best-selling brand of facial skin care and color cosmetics in the United States (based on the most recently published industry sales data). • Mary Kay Inc. in the year 2005 exceeded $4.4 billion in global retail sales! • More than 1.5 million Mary Kay Independent Beauty Consultants and Sales Directors serve customers in more than 30 countries worldwide. All are independent business people operating their own Mary Kay business. • Mary Kay Inc. does not engage in animal testing – the company neither conducts nor causes testing of its products or ingredients on laboratory animals. The company is an active participant in programs to develop alternative testing methods. • Mary Kay Inc. was included in the original Fortune Magazine 1984 edition of the 100 Best Companies to work for in America, and was one of the only 55 companies to repeat the list in the 1993 second edition, and Mary Kay Inc. is one of only 30 companies to make the three-peat, being listed in the 1998 third edition. • The Wall Street Journal reports that there are more women with Mary Kay earning $50,000 to $100,000 a year than any other company in the United States. • Mary Kay’s famous career car program now includes, in addition to the renowned pink Cadillac, the Saturn Aura, the Saturn Vue, the Pontiac G6 AND the Pontiac Vibe. Mary Kay’s car program has recently surpassed the US Government for the largest car fleet on the road! There are now over 10,000 MK career cars on the road with a value approaching $200 million. Top reasons why women start a Mary Kay Business: • Money – highest direct commission paid in the U.S.--50% commission. Unlimited earning potential! • Free Car –plus insurance almost fully paid or you can opt for cash compensation in lieu of car. • Friends – Support system. In business for yourself, not by yourself! • Freedom – No earning’s quotas, limits, or territories! • Flexibility – full time pay for part time work, on the go selling, great for any busy woman, mom, or full time employee. • Tax advantages – self-employed, so tax benefits and deductions are endless! • Wholesale Product – purchase all of your personal use product at the wholesale price. • Company values – Faith first, family second, and career third. Qualities of Successful Mary Kay Consultants… Which apply to you? (Please check each box that describes you!) 1. □ They are busy people 5. □ They are family oriented ♦ Know how to prioritize their time ♦ Motivated by the needs of their families ♦ Excellent Time Manager ♦ Don’t use their family as an excuse but as a ♦ May not have 10 hours – but may have 10 reason to do well minutes, 3 times a day! ♦ Want more for their family and want to present a good example to their children 2. □ They are integrity based people ♦ Are honest, caring and considerate 6. □ They don’t know a lot of people ♦ Work by the Golden Rule ♦ Won’t build their business just around family and ♦ Focus on the customer’s needs and hold friends themselves to a high ethical standard ♦ Want to build a business with real customers ♦ Willing to learn how to develop clientele without 3. □ They want more going door to door or making cold phone calls ♦ Motivated, goal-oriented and ambitious ♦ Have a desire for more in their life whether it 7. □ They are decision makers, not procrastinators is time, cash, fun or friends ♦ They realize that there’s never a “perfect” time to begin something new 4. □ They are not the “sales type” ♦ The lights on the highway are never all green at ♦ Not pushy, they attract not attack the same time ♦ Like people and want repeat business from ♦ They’ll never really know unless they try happy clients ♦ Focus on customer’s needs and treating everyone with kindness How We Make Our Money How We Get Started, It’s Easy! ♦ Classes: 3-6 people, 2-3 hours, FUN! ♦ Submit a signed agreement with $108.75 plus tax ⇒ Average Class = $200 in sales for purchase of showcase (all the tools and ⇒ 1 Class a week = $400 profit per month materials needed to hold appointments) ⇒ ($4,800 profit per year) ♦ Attend orientation and weekly training ⇒ 3 Classes a week = $1,200 profit per month ⇒ ($14,400 profit per year) ⇒ New Consultants average $25-$35 per hour gross profits! ♦ Facials: 1-2 people, 1 hour, FUN! ⇒ Average Facial = $75 in Sales ♦ Reorders: Consumable products ⇒ Residual income ⇒ 50 customers reordering $200 per year = $5,000 profit per year ♦ “Love Checks” for team building ⇒ Mary Kay Corporate pays you for helping others ♦ Additional perks include: ⇒ Free Cars, trips around the world, diamond rings and other Could Mary Kay Be For You? (Please Circle) A Absolutely, please show me a Consultant Agreement! B Buy me a cup of coffee, and answer my questions. C Could be, can I get some more information? D Definitely happy being a retail customer, and not interested in making an extra $25/hour at this time! Your Name: __________________________ Phone: ______________ Your Consultant: _______________ Date: ______ SKIN CARE CLASS SETUP - (Before the Guests Arrive) Prior to every skin care class, you will want to prepare a “Skin Care Bag” for each guest. Take a gallon-sized Ziploc bag and fill it with a Beauty Book, 1 tray liner, 4 cotton balls, 1 headband or 2 hairclips, 1 sponge-tip applicator, 1 pen, and 1 sales ticket. One bag will be sufficient for each guest. These bags make it simpler to set up for a skin care class—just set out the Face Cases and then prepare each guest’s place setting with supplies from the Skin Care Bag. It’s a good idea to prepare several Skin Care Bags in advance and keep them stored so you can just pull out how many you need for the class. 1 . Product Display: You will want to make sure to have one complete roll up bag "Beauty Essentials" collection to show, plus anything that you are really excited about! These products should be fresh and current (not used). You may also want to have filled shade refill display trays to show eye and cheek col- ors, and to use as samples. • The display looks best when set on some kind of eye-catching fabric. Feel free to "jazz up" your display with candles, flowers, your model portfolio, or anything else that you want. Don't forget the hostess gifts, all glitzed up!! • All of these products will be tax deductible as demonstrators. • When using retail product as displays and samples, make sure to keep everything sanitary by asking customers not to double dip! 2. Set out full-sized retail demos of these products for guests to try at the class (in addition to the Miracle Set): • Satin Hands Set • Satin Lips Set • Indulge Soothing Eye Mask, Firming Eye Cream & Eye Revitalizer • Oil-Free Eye Makeup Remover • Any shade of eyeliner ( we use this to help demo the Oil-Free Eye Makeup Remover) • The complete selection of Mary Kay lip glosses • A warm cheek color such as Shy Blush 3. Each guest should have in front of them: • Placemat (the Create-A-Rollup sheet works well - just put them in page protectors) • Face case with liner • Profile Card (name, address on front - pre-profile info on back) • 4 Cotton balls • Sponge tip applicator for lip color • Beauty Book • Hair clippie or headband • A little sample "gift" wrapped up in pretty paper (optional) • Pen 4. On the Tray Liner you will put: • 3 in 1 Cleanser • Age Fighting Moisturizer • Foundation (once you have tested them for their shade, dispense a sample on the tray) 5. At the table, prior to the class, have each guest fill out the front of their Profile Card as soon as they arrive so you have their personal information. Next, test them for their foundation shade and record it on the back of their Profile Card. Finally, have them choose a lip gloss shade and write it on the back of their Profile Card so they can try it during the class. REMEMBER, this is a pampering session for your guests. Having a beautiful, professional display for them to look at will make them feel special!! Being prepared will let you “make it look easy” and enhance your professional image! 16 PERSONALIZED MAKEOVER SESSION SETUP – (Before the Guests Arrive) 1. Arrive a half hour before the beginning of the class to set up. 2. Each PMS guest should have in front of them: • Placemat (Color Roll-Up sheet works well – just put it in a page protector) • Face case with liner • Profile card • 4 cotton balls • Sponge-tip applicator for lip color • Disposable mascara wand • Look Book (optional) • Washcloth • Hair clip or headband • Pen • Brush set (if your guests need to share brush sets, then make sure you set out a bottle of Brush-Off for sterilizing in between uses) • Complete Color 101 look - (this looks nice when it’s displayed in the Color Compact if you have one demo’d) – including eye colors, cheek color, lipstick and lip gloss, mascara and lipliner. • Demo of Loose Powder in shade appropriate for each guest 3. Set out full-sized retail demos of these products for guests to share: • Storm eye color (we use this as an eyeliner) • Facial Highlighting Pen in appropriate shades for your guests • Bronze Sands cheek color • Oil-Free Eye-Makeup remover • TimeWise Day Solution • Microdermabrasion Step 2 Replenish 4. On the tray liner you will put: • 3-in-1 Cleanser • Age-Fighting Moisturizer • Foundation • Microdermabrasion Step 1 Refine • Satin Lips Mask and Balm If you don’t have demos of any of the above products, it is your responsibility to communicate with your recruiter or Director to see if they may be able to loan you the products. 17 TimeWise Basic Set …...$54 Dash Out the Door…$58.50 The Ultimate Roll-Up!! 3-in-1 Cleanser or Bar Cheek, Color Compact & brush Age-Fighting Moisturizer Foundation Eyesicles eye color Mascara Pick Any 7 Sets or $58 with Tinted Moisturizer Lip Gloss Only $299 -Up to $422.50 Retail- Day/Night Set…………....$60 Day Solution with SPF #25 Beauty Prep Set…$63 FREE Roll-Up Bag Night Solution Eye Primer A $40 Value!! *Save $10 when purchased Oil Free Eye Makeup Remover with Basic Set Indulge Soothing Eye Gel Lip Primer The Petite Roll-Up!! Microdermabrasion……$55 Step #1 Refine Basic Color Set…..….$63.50 Pick Any 4 Sets Step #2 Replenish Eye Colors (3) Cheek Color Only $199 Cream Lipstick Custom Compact -Up to $251.50 Retail- Age-Fighting Set…....$65 Cheek Color Brush TimeWise Firming Eye Cream Dual-End Applicator FREE Roll-Up Bag OR Age Fighting Eye Cream A $40 Value!! Targeted-Action Line Reducer Finishing Set…$57.50 OR Even Complexion Essence Eye Liner Concealer Professional Woman Special Lip Gloss Satin Set..…......$48 Lip Liner Ultimate Mascara Pick Any 2 Sets Satin Hands Pampering Set & Get 1 Set at 50% Off and MK Brush Set……………$48 Satin Lips Set Powder Brush (mask & Balm) Cheek Brush Today’s Payment Options Eye Definer Brush Cellu-Shape….….$55 Daytime Body Moisturizer Eye Crease Brush Dual end-Eyeliner/ Cash, Check, Debit Nighttime Body Gel Eyebrow Brush or Credit *7 out of 10 women saw 1/2” reduction on each thigh! Body Care Collection…$50 Loofah Body Cleanser Happy Hubby Plan Sun Safe Set Nourishing Body Lotion (all of the above) $49.50 Deo Body Spritzer After Sun Replenishing Gel *Available in Lotus & Bamboo Lip Protector...SPF 15 Sunscreen...SPF 30 OR Red Tea & Fig 1/2 Down Today Bronzing Highlighter 1/2 in Two Weeks Tan Safe Set……….….…$42 MkMen Set…..$51 *You may substitute items in Sets for or $41 w/o Shave Cream Loofah Body equal or lesser value Shave Cream Cleanser Face Bar Nourishing Body We accept the following cards… Moisturizer with SPF 25 Lotion Cooling After-Shave Gel Sunless Tan Lotion Remember...when you share your PMS Session with 3 friends who are not here today, you will receive $25 in FREE product for each and every Set you choose to purchase today!! Name: ____________________________________________ Ph:______________________ 1. Did you notice a difference in how your skin feels? ________ The Ultimate Miracle Set 2. Are you pleased with the foundation color you tried? Regularly $189 for $159 Yes _______ No ________ Plus One Set at 1/2 off!! Purchase the Ultimate Miracle 3. What are you interested in learning more about at your PMS Set and One Set at 1/2 off and Appointment? receive a FREE Rollup Bag! ___ Techniques for making lips appear fuller ___ Contouring facial features to appear more defined Plus $75 FREE at your PMS ___ Techniques for achieving the “smoky eye” look Appointment when you share it ___ Concealing skin imperfections with 3 friends! ___ Techniques in applying eye, cheek & lip color The Miracle Set 4. What “Look” have you selected for your PMS Appt.? __________ Regularly $104 for $84 5. Times that work best for my PMS Appointment: Plus One Set at 1/2 off!! Weekday Evenings OR Weekends (circle) Also receive $50 FREE at your 6. At your PMS Appointment, would you prefer to share it with: PMS Appointment when you ___ Only 1-2 of my closest friends, family or coworkers and get a little share it with 3 friends! FREE product ___ I am MOTIVATED and want to share w/ at least 3 friends to get The Basic Set TONS of FREE product ___ I will pass on free product and prefer my session to be one-on-one Only $54!! Also receive $25 FREE at your 7. If money were no object, what items would you put on your Wish PMS Appointment when you List? __________________________________________________ share it with 3 friends! __________________________________________________ __________________________________________________ Today’s Payment Options 8. What product(s) or Sets would you like to take home with you Cash, Check, Debit today? ____________________________________________________ or Credit ____________________________________________________ ____________________________________________________ Payment Plan (all of the above) 9. What is your payment preference? ______ Cash _______ Credit/Debit Card ______ Check _______ Payment Plan (2 payments) 1/2 Down Today 1/2 in Two Weeks 10. Would you be interested in being entered 10 additional times into the drawing for a $500 Shopping Spree for FREE Mary Kay We accept the following cards… products? _________ Thanks! Thanks! Thanks! Thanks! Thank You! PLACE Thank You! PLACE STAMP Thank you in advance for being STAMP HERE Thank you in advance for being HERE such a great hostess! I am looking such a great hostess! I am looking forward to your Pampering forward to your Pampering Session on ____________ at Session on ____________ at ___________________. I can’t ___________________. I can’t wait to give you all the free wait to give you all the free products and discounts you will products and discounts you will be earning by being such a great be earning by being such a great hostess and helping me with my hostess and helping me with my training! Once again, Thank You training! Once again, Thank You for the opportunity to spend time for the opportunity to spend time pampering you and your friends! pampering you and your friends! Thanks again, Thanks again, Thank You! PLACE Thank You! PLACE STAMP STAMP Thank you in advance for being HERE Thank you in advance for being HERE such a great hostess! I am looking such a great hostess! I am looking forward to your Pampering forward to your Pampering Session on ____________ at Session on ____________ at ___________________. I can’t ___________________. I can’t wait to give you all the free wait to give you all the free products and discounts you will products and discounts you will be earning by being such a great be earning by being such a great hostess and helping me with my hostess and helping me with my training! Once again, Thank You training! Once again, Thank You for the opportunity to spend time for the opportunity to spend time pampering you and your friends! pampering you and your friends! Thanks again, Thanks again, You are Invited… You are Invited… Come Join the Fun!!! Come Join the Fun!!! Your hostess and I would love to have you join Your hostess and I would love to have you join us for a special pampering, us for a special pampering, trying out all the brand new products that have trying out all the brand new products that have just been released!! We are so excited and just been released!! We are so excited and can’t wait to share these incredible can’t wait to share these incredible products with you!! products with you!! Date: ___________________, at ____ __.m. Date: ___________________, at ____ __.m. Location: ___________________________ Location: ___________________________ Hostess: ____________________________ Hostess: ____________________________ I know your hostess would be honored if you would be her spe- I know your hostess would be honored if you would be her spe- cial guest at her Skin Care Pamper. You will have a chance to cial guest at her Skin Care Pamper. You will have a chance to sample wonderful products, win great door prizes, and have some sample wonderful products, win great door prizes, and have some fun “girlfriend time!” fun “girlfriend time!” You are Invited… You are Invited… Come Join the Fun!!! Come Join the Fun!!! Your hostess and I would love to have you join Your hostess and I would love to have you join us for a special pampering, us for a special pampering, trying out all the brand new products that have trying out all the brand new products that have just been released!! We are so excited and just been released!! We are so excited and can’t wait to share these incredible can’t wait to share these incredible products with you!! products with you!! Date: ___________________, at ____ __.m. Date: ___________________, at ____ __.m. Location: ___________________________ Location: ___________________________ Hostess: ____________________________ Hostess: ____________________________ I know your hostess would be honored if you would be her spe- I know your hostess would be honored if you would be her spe- cial guest at her Skin Care Pamper. You will have a chance to cial guest at her Skin Care Pamper. You will have a chance to sample wonderful products, win great door prizes, and have some sample wonderful products, win great door prizes, and have some fun “girlfriend time!” fun “girlfriend time!” Dear PLACE Dear PLACE I can’t wait to see you at our fun STAMP I can’t wait to see you at our fun STAMP Skin Care Pamper!! Come try the HERE Skin Care Pamper!! Come try the HERE latest skin care, see the newest color, latest skin care, see the newest color, and get the personal attention you and get the personal attention you deserve! deserve! As you may know, Mary Kay is the As you may know, Mary Kay is the Best-selling Brand of Facial Skin Best-selling Brand of Facial Skin Care and Color Cosmetics in the Care and Color Cosmetics in the United States every year since 1993. United States every year since 1993. I can’t wait to get your opinion! I can’t wait to get your opinion! There is never any obligation to There is never any obligation to purchase products, just to feel purchase products, just to feel pampered! Did you know—you will pampered! Did you know—you will be helping your hostess to earn be helping your hostess to earn FREE product...just for being there! FREE product...just for being there! Look forward to seeing you soon!! Look forward to seeing you soon!! Please RSVP to me at Please RSVP to me at Sincerely, _________________ Sincerely, _________________ I can’t wait to see you there! I can’t wait to see you there! Dear PLACE Dear PLACE I can’t wait to see you at our fun STAMP I can’t wait to see you at our fun STAMP Skin Care Pamper!! Come try the HERE Skin Care Pamper!! Come try the HERE latest skin care, see the newest color, latest skin care, see the newest color, and get the personal attention you and get the personal attention you deserve! deserve! As you may know, Mary Kay is the As you may know, Mary Kay is the Best-selling Brand of Facial Skin Best-selling Brand of Facial Skin Care and Color Cosmetics in the Care and Color Cosmetics in the United States every year since 1993. United States every year since 1993. I can’t wait to get your opinion! I can’t wait to get your opinion! There is never any obligation to There is never any obligation to purchase products, just to feel purchase products, just to feel pampered! Did you know—you will pampered! Did you know—you will be helping your hostess to earn be helping your hostess to earn FREE product...just for being there! FREE product...just for being there! Look forward to seeing you soon!! Look forward to seeing you soon!! Please RSVP to me at Please RSVP to me at Sincerely, _________________ Sincerely, _________________ I can’t wait to see you there! I can’t wait to see you there! Thanks! Thanks! Thanks! Thanks! Thank You! PLACE Thank You! PLACE STAMP STAMP Thank you for coming and being HERE Thank you for coming and being HERE our Special Guest at our fun our Special Guest at our fun Mary Kay event! I really enjoyed Mary Kay event! I really enjoyed having the opportunity to spend having the opportunity to spend time pampering you! It’s people time pampering you! It’s people like you who make our business like you who make our business so great!! I truly value you! so great!! I truly value you! I am thrilled to have the I am thrilled to have the opportunity to be able to serve opportunity to be able to serve you and your personal needs as you and your personal needs as your private consultant. Once your private consultant. Once again, Thank You! again, Thank You! Sincerely, Sincerely, Thank You! Thank You! PLACE PLACE STAMP STAMP HERE Thank you for coming and being HERE Thank you for coming and being our Special Guest at our fun our Special Guest at our fun Mary Kay event! I really enjoyed Mary Kay event! I really enjoyed having the opportunity to spend having the opportunity to spend time pampering you! It’s people time pampering you! It’s people like you who make our business like you who make our business so great!! I truly value you! so great!! I truly value you! I am thrilled to have the I am thrilled to have the opportunity to be able to serve opportunity to be able to serve you and your personal needs as you and your personal needs as your private consultant. Once your private consultant. Once again, Thank You! again, Thank You! Sincerely, Sincerely, Personalized Pampering Package Personalized Pampering Package comes complete with a complimentary facial, color analysis, and a gift/ gift certificate. When some is local to you, this is how you approach them (2 choices): Dialogue for Referrals (after guests play the Name Game at the class) (Booking without sending Personalized Pampering Package in the mail) “Hi, _____, my name is ______ and I’m a consultant with Mary Kay Cosmetics. I realize you don’t know me, but we have a mutual friend in (name of guest who gave you the referrals). I’m calling because she and I got together for a Pampering Session last week, and she enjoyed it so much, she want to give you the gift of pampering! I have a gift for you from her! It’s called a Personalized Pampering Package, and it includes a complimentary facial, color analysis, and a gift certificate! How does that sound? Great! Well, you and I will want to get together so you can redeem your Personalized Pampering Package—which works better for you, this week or next week?” (Schedule her and pre-profile) Dialogue for Referrals (after guests play the Name Game at the class) (sending the Personalized Pampering Package in the mail first, then calling to book them) “Hi, _____, my name is ______ and I’m a consultant with Mary Kay Cosmetics. I realize you don’t know me, but we have a mutual friend in (name of guest who gave you the referrals). I’m calling because she and I got together for a Pampering Session last week, and she enjoyed it so much, she want to give you the gift of pampering! I have a gift for you from her! It’s called a Personalized Pampering Package, and it includes a complimentary facial, color analysis, and a gift certificate! How does that sound? Great! Well, I would love to send that to you in the mail, then I can call in a couple days to make sure you received it. Then we can go ahead and schedule a time for you to redeem that—does that sound good? Great—let me grab your address and I can pop that in the mail for you. I’ll touch base in a couple days to make sure you received it, and we’ll go from there! Thank you!” (Mail a Look Book, gift certificate, and your business card) Part 2—When you call her in a couple days to make sure she received the package “Hi, _____, this is ______ with Mary Kay, a friend of _______. Do you have a quick minute? Great! I just wanted to touch base with you, as I promised I would when I spoke with you on ____. Did you receive your package in the mail? Great! Have you had a chance to look through it? Wonderful! Remember, it comes with a complimentary facial, a color analysis, and a gift Certificate—doesn’t that sound great? Well, I would love to schedule a time for you to be able to redeem your package—would you like to do that? Great! What works better for you, a weekday evening or a weekend?” (Schedule her and pre-profile) 27 If the Referral is not local to you If she lives out of town, mail her samples of the Miracle Set, a Beauty Book, your business card, and the gift certificate. Set up a time to touch base with her on the phone and walk her through how to do a simple facial. Get her opinion on the products and ask how she’d like to redeem her gift certificate. If someone asks, “Can I just get the gift certificate?” If she asks if she can just get the gift certificate and not book a facial, you can respond with, “Actually, it comes as a package. We believe in personal service in Mary Kay, so we get to know our models and their skin to make sure that whatever is selected works for their skin type. Plus, women deserve the pampering, don’t you think?” Mary Kay Create-A-Look Just for YOU! Look Natural Name:____________________________________________ Eye Color Classic Blue Dramatic Phone:Day___________________Night_________________ Green/Hazl Brown Today’s Date: ___________Makeover Appt Date__________ Skin Tone Hair Color Ivory Blonde Lip Shape Beige Describe your eyes: Brown Thin Light Brnz Deep Set: Set deep making browbone Black Medium Bronze appear more noticeable Red Full Dk Bronze Gray Close Set: Eyes that are less than one eye width apart Face Shapes Oval: Symmetrical Wide Set:: Eyes that are more than one eye width apart Heart: Forehead is wider than chin, and chin tapers to Hooded: Set so the natural crease in the relatively narrow or pointed. eyelid is not seen Round: Features shorter, Standard: Set about one eye width apart wide, full cheeks and a rounded chin. Asian: Referred to as a single or vanish- ing eyelid, appearing as a flat surface Square: Strong and balanced, when closed due to lack of natural crease. with equal width at the forehead, cheek and chin.
Pages to are hidden for
"MARY KAY BIBLErevised"Please download to view full document