Welcome to the Embrace Red Moving Your Business Forward. All About ‘Step into Red ’. A program to strengthen your knowledge, skills and confidence in your business. Having a positive attitude will also take you further than a negative attitude. Workshop Objectives.
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A program to strengthen your knowledge, skills and confidence in your business.
Having a positive attitude will also take you further than a negative attitude.
To help YOU achieve your Red Jacket or move up the Career Path, by:
At the end of today’s workshop you will:
Step Towards Success! Take Action!
Step Into Red
Communication and Attitude
Making a positive first impression
Your Best Communication Opportunities
Questioning & Listening Skills
“You never get a second chance to make a first impression”
In Mary Kay you have several communication
opportunities with your customers and team
How we communicate can often be the
difference between success and failure
Face to face communication is made up ofthree main components:
Listen carefully to the following quote:
Communications and Attitude
Your Attitude = Results
Individual Beauty Appointments Men&Women
The SkinCare Class
Sheer Bliss Body Care
On-going customerService, Re-Orders,Updating
15 Minute ‘On the Go’ AppointmentsSkin Care, Body Care, ColourLip care, Eye Care
Themed Open Houses &
Beauty Boutiques/Girls ‘get-togethers’
Simply Gorgeous Colour Class
Special Gift SalesValentine’s Day, Birthdays,Xmas, Holidays, Father’s DayMother’s Day, Bridal
Sun Protection Consultation
The Look book Sales
Flyers & samplers
Individual makeoversusing seasonal Looks
Manicure & PedicureWhere do we find our sales ?
The Miracle Class & Individual Consultation
Colour Insider Workshops
Skin & Tonic Customised skin Care solutions
Use Your Booking Tools
Who will you call to start filling your Diary with bookings?
The Booking Link
1 + 2 = BOOKING
YOU have what SHE needs
Making the connection between “need” and “benefit”
Need: To catch up with friends
Benefit: “It will be fun, especially because you’ll be getting together with some of your friends!”
Need: To be up on the “latest” products
Benefit: “It’s a perfect opportunity to try something exciting and new to help you look even more beautiful!
Need: To update her look and build self-confidence
Benefit: “This is a perfect opportunity for you to try a
beautiful new look for a beautiful new you!”
Consider a preparing a booking script
Script components should include:
“Hi Julie , this is Suzy from Mary Kay do you have a minute? I’m so excited, I’ve decided to step up the career path with Mary Kay, and as part of my training I will be inviting 5 friends / customers / colleaguesto be VIP hostesses, and I thought of you. I would love to give you $25 in free product just for having 2-3 friends over, how does that sound?... Great lets see what I have available and pop it in the Diary”.
Have a booking goal at every appointment…..
Booking from your bookings
Three ways to book:
With EVERY booking approach you use always
“sell” the great hostess rewards available
Help overcome booking concerns by using a tentative booking approach.
If your customer can not find time or say’s she is too busy or has another concern, it’s a good idea to put a tentative date in place on the understanding that this can be re-scheduled.
Remember to “sell” the great
hostess rewards available
Customer Concern: “I just don’t know when I
could fit it in, I’m just so busy”
“I do understand, that’s one of the reasons why I asked you! I love working with busy people – you’re organisedbecause you have to be.
I realise your time is precious, Is there any reason why we couldn’t put a tentative date in now, on the understanding that if you need to change it, we can simply re-schedule, how does that sound?”
During the Individual Consultation, expect a ‘Yes’ and have alternatives in place!
Some of the most important people to your business
are your hostesses
Book new skin care customers for their follow up appointment and use hostess rewards to encourage sharing their appointment with 2 - 3 friends
What will you say?
On closing the sale during the individual consultation,
your customer can’t afford to purchase your
recommendations. Book them to be a hostess for the
opportunity to receive their products as a hostess
What will you say?
Your customer only purchases a lipstick. Use your
recommendations on their profile card, book them to
be a hostess for the opportunity to receive their
products as a hostess credit.
What will you say?
What are referrals?
The fear is ASKING for referrals
“Who do you know who would enjoy a complimentary beauty appointment?”
“Do you know any one who would like to receive a free sample of our best selling
skin care TimeWise®? I am currently sending samples out to as many women as possible and would love to send them one for their opinion”
Take Booking Action!..
Ensure your bookings hold and commence the
Full Circle Class
Excellence in Customer Service
It’s a Consumer’s World
Women Lead the Way
Making the Consumer Connection
High level customer service starts during the individual
Practice 2 + 2 + 2 with new customers
Who are your customers and who should you
Schedule time into every week, time to conduct your customer service calls:
A simple Profile Card system
“In direct sales, customer focus is truly key. Ours is a business where selling results from a truly personal, one-on-one relationship – a friendship. Outstanding sales results depend on an ability to think from the customer’s point of view, and understanding and responding to the customer’s best interest.”
Mary Kay Ash
Complete the following:
Overcoming selling and teambuilding concerns
“Our Company has brought financial security to [women’s] homes and stability to their families. We are indeed changing this old world for the better. I’ve often said that we are doing something far more important than just selling cosmetics, we are changing lives.”
Mary Kay Ash…..
Teambuilding starts with ACTIVITY and filling your
Mary Kay time with income producing activities
Teambuilding ALSO starts with practicing the four-point teambuilding plan during every selling appointment
BE CONSISTENT AND DO IT EVERY TIME!
The Individual Consultation
‘Does anyone here today know of someone who might be interested in
working in the beauty industry or in earning an extra $100 – $200
per week? That’s great, remind me later to tell you more about it – lets get
During Your Class Open
Give your relevant one minute I story – then add, “The reason I am telling
you this is that our company has trained me in the qualities needed to be
a Beauty Consultant and what to look for in future Consultants and Mary
Mary Kay always said that there is at least one prospective new
Beauty consultant at every class, I wonder
if there is anyone here today…..
During Your Class Close & Individual Consultation
There are three ways for you to receive your Mary Kay products today:
P.A.C.E – helps break teambuilding down into simple steps and helps take away the fear of asking
Potential & Prepare
‘P’ stands for -Potential team members Anyone is a potentialthey are
all around you…..Remember not to pre-judge!
Prepare what you will say to her. Why do you think she would make a great Consultant.
During the Individual Consultation you may say something like:
“Lyn you really impressed me tonight, you obviously love skin care, you have a great personality and connect beautifully with people. I don’t know if you have ever considered working in the beauty industry and I’m not asking you to make a decision right now, but I would love to make a time to have coffee with you for half an hour and tell you more about Mary Kay. Lyn before you say no, I want to assure you there is no pressure or obligation, but I think you’d be really impressed by what Mary Kay offers women. After you’ve heard all the facts you may decide it’s for you or you may not but at least your decision will be based on all the information”
She May respond with an initial concern for example:
‘I already have another job, I’m really busy’
‘I totally understand Lyn, I know how busy life can be
and we have many Consultants just like you who are
busy women. When we get together for half an hour for a coffee, I’ll be able to answer any questions you have in more detail and show you
how flexible it is to work around any schedule, I have Monday
or Wednesday available what would suit you best’
‘So Lyn based on what we have discussed do you think Mary Kay is something you would like to do?’
There are eight steps These steps are easily completed by simply
using The Mary Kay Team building Flip chart in conjunction with the
Beauty Of Mary Kay Brochure
Follow with your Teambuilding Flipchart
Make notes in your Workbook
Ask ‘YES’ questions
Always close by asking for a decision
Do everything with PERMISSION
Overcoming Selling & Teambuilding Concerns
The Teambuilding game
Helping New Team Members
There are generally two main reasons why someone is likely to say ‘no’ to anything you have offered them
Concerns are usually a sign that more information is needed
Four steps to take are:
Concern: I already have another job
“So what you’re saying is you don’t see how you could work a full-time job and also fit Mary Kay into your schedule, is that it?”
Acknowledge and empathise (FEEL, FELT, FOUND)
“Lyn, I can appreciate how you feel
Respond Honestly and offer a solution
“I felt the same way before I joined Mary Kay, but you know, what I’ve found is that, if you’re looking for financial security, you can make additional money on a part-time basis and keep your job until you feel comfortable and established in your Mary Kay business which is what I did. That’s one great thing about this business, you are independent and can set your own hours.”
Concern: I already have another job
Expectantly wait for a response
Does that sound more manageable?
Close with choices
Let’s look at the different ways you can work your Mary Kay business around your current commitments. It’s always your choice because there are so many different ways to build a Mary Kay business, you can do as little or as much as you like.
“I totally understand, most women can usually make a decision within 24 hrs, so I’ll call you tomorrow at (time) by then you will probably have made your decision – or you will have more questions for me!
I will just add one thing though. It’s been my experience that, once I eave here, if you don’t give this another thought, maybe Mary Kay isn’t for you, but if you think about it and wonder, should I? – then you should just give it a go – because there is nothing to lose!”
If your prospective new team member needs overnight to decide. Ask her when it is best to call her and write it in your diary So she knows when you
will be calling.
“Hi Lyn I couldn’t wait to call you! How did you sleep?
Have you thought of any more questions since we spoke yesterday?
Great, well knowing that I would love to have you on my team and that I will teach you everything I know and you will receive excellent training from both the company and our Director, is there any reason we couldn’t get you started today?”
“Lyn that’s the reason why
Mary Kay would be great for you!”
Overcoming Concerns & helping your new team member
Turn to your Yesterday, Today, Tomorrow worksheet, under ‘Today’ write down the three most important things you have learned during this session and under tomorrow list three actions you will take as a result of what you have learned on:
Complete the following:
The Principles of Goal setting
Your Step Into Red Action Plan
For YOU to achieve your Red Jacketand…
Complete the following:
‘Step Into Red’
Its now time to step forward to success…This is just the beginning...Your Red Jacket awaits...