ON THE FACE
CLASS OPENING
“I am so excited to be here tonight and excited that Jane (hostess) is sharing her friends with me. I am (your name) with Mary Kay and I met Jane (describe how you met the hostess). I would love to applaud her for having us all over tonight and say thank you (present her with small gift). Isn’t she great?! What a privilege it is to get to know you all tonight, and I’d love to start off with introductions … just say your name and how you know Jane and one thing you’d like to learn tonight about taking care of your skin, or putting on your makeup.”
“You know, I’m not sure how Jane got you here tonight … maybe you owed her a favor, or maybe you’re here for the food. Whatever the reason, I just want you to have fun tonight and leave here looking like a million bucks. Know that the products you will be trying are the best selling brand of products for the 11th consecutive year! Now, I’m willing to bet that you all have a drawer full of products that you’ve purchased previously … face stuff, body stuff, color cosmetics, whatever, that you don’t use … just lying around at home, right? You invested in it, brought it home and it just wasn’t right … since you invested, you kept it, hoping the product would somehow change. Well, it didn’t change, and are you hanging on to it, anyway? I want to share with you that our products come with a complete 100% buyback guarantee, meaning that in 2 days, 2 weeks, 2 months or 2 years you can return anything that you feel is not working out for you. You can exchange it or return it for a full refund! Are you lovin’ that”?
“I’m going to do 3 things for you tonight … I’m going to save you money, because you will never have another buying mistake again. I’m going to save you time, because you’ll never have to run around to get your products and I’m going to become your personal consultant, for every occasion. When you need to try colors for a new outfit, I’ll be there. When you need seasonal reprogramming, I’ll be there. When the new product lines come out, you’ll have them. Could you get used to a personal consultant?!
“However, I DO NOT want you to feel obligated to purchase anything …. I know you’re just here to support Jane and have fun, so relax, unfold your arms and lets have a good time. If there is something you are tempted by or feel you just can’t live without, you can take it home with you, tonight. We do take cash, check, MC, Visa, Discover and American Express.
“First I’m going to share a little with you about our company, then you will be ultra pampered with our skin care and supplements, and then you’ll indulge in our learning colors. Everyone will be trying the same look tonight, and when we get together for your private makeover appointment, we’ll completely customize a look for you, and you’ll have the opportunity to get free products, just like Jane is tonight. Lastly, I’ll ask you to fill out your opinion poll and we’ll work individually to fill out your beauty book and answer questions. Okay, lets get started”!
“Mary Kay started her company in 1963 for two reasons … to teach women how to take care of their skin and apply color cosmetics and to offer a career opportunity for women. She began with 9 consultants and today we have over 1.3 million in over 30 world markets. The priorities of the company are faith first, family second and career third. Last year we did over 2 billion dollars in retail sales at classes just like these and via the internet. When I was first approached to join Mary Kay, I said no thanks, I’m not interested. When I found out what a great profit margin my consultant had, I signed up, just to buy my products at cost and create some extra cash for my family. A few years later, I wanted a career, one that would work around my growing family and allow me to stay at home and be with my small children. Today I am a grandmother who has an awesome career, great income, all the flexibility I need, driving my 7th free car this year…paid insurance, paid taxes and paid registration. Mary Kay may or may not be for you, but I’m going to ask you 4 questions about your current situation. If you say no to any of the questions, you may just want to take 20 minutes and listen to the facts about a Mary Kay business.
2. Is your current situation, your forever situation? Do you see yourself doing it in 20 years?
3. Do you have all the flexibility you need for yourself and your family? Are you able to volunteer at school, take a vacation when you want?
4. Are you being paid what you are worth, or what somebody decides that JOB is worth?
5. Are you sufficiently praised and recognized in your current situation for your efforts?
We offer a $50 shopping spree for anyone you may recommend to us that becomes a consultant. Okay, you guys, if Mary Kay were standing right here, who would she pick as her next consultant!?
II. SKIN CARE CLASS & FACIAL CLOSE:
Once you are DONE with the product piece, begin with your TABLE CLOSE, then follow with the INDIVIDUAL CLOSES.
III. TABLE CLOSE:
“Did everyone(you) have fun today/tonight? Great! How does your face feel (rub your face)? How do your hands feel? (rub your hands together) Great!
Well, at the end of every appointment, I always get the SAME 3 QUESTIONS:
“How fast can I get it?
How does it come? … and
How much does it cost?
SO, I’m going to go ahead, and answer those for you right now, then I’ll give you a couple of minutes to make your selections then I will meet with each one of you for a few moments to review your selections, and get you all closed out. I also know that our hostess has some great refreshments for you, too!”
“Okay, Thank You SO much for taking time for YOU today/tonight – don’t you know YOU DESERVE the BEST!
"Who here never ever buys anything unless it's on sale? You would just die before you paid full price, right? You are my 'Bargain Hunters.'
And which are the 'Power Shoppers'? You either hate to shop so much that you do it all
in one place whenever possible so you can just be done OR you are the kind
of shopper that if shopping were an Olympic event, you would win a gold medal!! You LOVE to shop and think it should be a career!
Well, whether you are a 'Bargain Hunter' or a 'Power Shopper', I've got a whale of a deal for
you!
TONIGHT ONLY, you have your choice of ANY 4 or more Sets we talked about and/or tried tonight …….. isn’t it great? (direct them to the close sheet) BUT, it gets better! I will throw in this AWESOME Girlfriend Travel Roll Bag ($40 value) for FREE when your selection is at least 4 sets!
Don’t you agree you DESERVE IT ALL?!! Whichever you want is fine with me!
I take VISA/MC/DISCOVER/AMEX, Cash (with 5 forms of ID), Check, Lay-away plan and/or “Husband doesn’t know about it plan”!
Okay, does anyone need to leave right away? (IF YES, they go FIRST for individual consultation time. If NO, then Start the individual close with the Power Shoppers who hate to shop)
Hostess serves refreshments, Guests finish shopping and YOU begin the INDIVIDUAL CLOSE AWAY FROM THE GROUP TABLE. It does NOT have to be in another room, but just far enough away so that each woman can discuss her own finances privately with YOU!
IV. INDIVIDUAL CLOSE: a.k.a. “The David Cooper 85 Second Close”
a. Relaxing Question: “Suzie Customer, are you as excited about how good you look in that mirror as I think you are? (soft voice w/ energy)
b. Driver’s Seat Statement: “You know your situation much better than I do, it’s up to you (raise your shoulders & palms out) I’ll work with you either way.”
c. Choice Question: “Would you rather splurge & pamper yourself with the extra touch of class that comes with our Mary Kay Girlfriend Roll-up Bag Collection, or would it make sense to start with the Miracle Set & Basic Color for now and save the supplements for your follow-up appointment?”
d. Release Statement: “Which ever you’d rather do will certainly be fine with me.” (Look down, get sales tickets out or break eye contact &
SHUT YOUR MOUTH HERE – The next person to speak, BUYS! Remember, you’ve ALREADY bought the product once, you do NOT need to RE-buy it!)
“GREAT! I know you’re going to love it …… how would you like to take care of that – Credit Card, Check, Cash ………?”
TAKE THE MONEY to close the sale, THEN….
STEP 2: 25 Second Booking Approach
BOOK THE FOLLOW-UP FACIAL that you have talked about ALL throughout the facial/class that day/night.
“One of the things Mary Kay requires of me, is to get together with you within the next 2 weeks to make sure everything is working as its designed. We call it “The Check-up from the Neck Up! SUZIE CUSTOMER, were you as enthused about being able to earn our SPECIAL HOSTESS GIFT/FREE PRODUCT for having a class with 5 guests with the next 2 weeks as much as I believe you were? Some hostesses are aware that our SPECIAL GIFTS are so fantastic as a gift that they book 2 classes to give one as a gift. You’re the boss, would you rather go all out and book 2 classes so you can earn two SPECIAL GIFTS or is just one really more what you had in mind tonight? Wither way will be fine with me.”
(Look down at your date book ready to write and SHUT YOUR MOUTH HERE too! You don’t need to book yourself – YOU are the consultant! J )
THEN …..
STEP 3: 25 Second Team Building Sharing Appointment
“SUZIE CUSTOMER, there’s just one more thing I’d like to say because I believe it. I believe that YOU could be good in Mary Kay, I really do. With the proper training don’t you believe you could do ANYTHING you just saw me do tonight?” (wait for response)
“It only takes about 20 minutes for me to show you how easy it is to get started in Mary Kay & how simple it can be for me to help you earn $800-$1000 dollars caaaaaasssssssssshhhhhh your FIRST 30 days part time.” (hand over heart/other hand lightly touch person while asking)
“Would that kind of extra cash on a monthly basis be helpful right now? (wait for response) My schedule is kind of tight, could you stay for a few moments after the class or would tomorrow around lunch really be easier for you? Which ever is easier for you will certainly be fine for me.”
(Look down at your date book, SHUT YOUR MOUTH HERE again until response comes! )
Once you have a guest STAY AFTER, this script changes to:
“My schedule is kind of tight, could we get together tomorrow mid-morning, or would afternoon time be better for you? Which ever is easier for you will certainly be fine for me.” (Look down at your date book ready to write)
NOTES: If she can’t stay after or meet with you in 24-48 hours, ask her to help YOU by listening to an Opportunity CD.
When your Director follows-up with her, she will receive a “MARY KAY POWER PACKAGE” of FREE STUFF in the mail! WOO-HOO!!! J
THEN ….. REPEAT INDIVIUAL CLOSE until ALL guests are closed. Congratulations!!! You ARE the MASTER CLASS HOLDER!! J