Book YOURSELF Solid!

Basic Booking to guarantee few postponements &high sales

1. Make a list of all the women you know that you have not facialed yet

2. Write their phone numbers next to their name.

3. Put a * next to the names of the women that you can see in person

4. Decide on a reason for booking those women (Model of Beauty, etc.)

5. Carve out minutes of time during your day for making phone calls - don't set aside a whole evening or afternoon - you'll get scared.

6. Practice how you will ask them - including the chit-chat involved first.

7. Decide on what incentive you'll have for her - it can be:

Discount

Free Product

Computerized look with take-home instructions

Free Gift

Meeting her need (professional look for work, glamour look for wedding, etc.)

** Your incentive may be more than one of the above.

8. Keep a running list - as you think of more names, write them down.

9. Call the 'easiest' name first. This boosts your morale.

10. If you need, listen to a Positive CD before calling, or put on pumped-up music before.

11. Have your date-book open and filled with your personal obligations. Know when YOU have the time to schedule an appointment.

12. Be sure to focus on new faces. Parties are easy to schedule when you are excited about what you are promoting as hostess credit. It totally depends on the customer - some like groups, some don't. Be totally open to what she likes. Build that relationship.

13. Be excited - have a positive expectancy and even 'role-play' her positive response in a day dream before you call.

14. Make the calls. Don't worry about the answers, just get through your list.

15. Celebrate your success. Even one booking is a success! Jump, dance sing - you just accomplished the most important part of your business! Booking -

Here are some 'scripts'....

# 1 Hi, I’m so excited! Our company just came out with computerized custom makeovers and I’d love for you to try the special look they pick for you! Do you have time in the next week that we could get together? I’ll print out the computerized report based on your hair, eye shape & color and lip shape—it is SO cool. I haven’t had anyone try it yet who doesn’t LOVE their new look—and there are several to choose from. Which would be better for you, a day or an evening? (set the day and time then say) As long as I’m coming, if you know anyone else who would enjoy a computerized makeover, they’re more than welcome to be there too! I’ll bring along a couple of extra trays and mirrors just in case! When you mention what you’re doing they’ll all be jealous!! :)

#2 Hi____________, am I catching you at a bad time? I was wondering if I could ‘borrow your face’ for a contest I’m in this summer! For the month of July we are to do 30 faces and I was hoping you could help me out. You don’t have to buy anything...I just need to put Mary Kay on 30 faces next month. I thought if you could check your calendar, maybe we could squeeze in an hour or so and you could pamper yourself! Great. When is a good day for you—beginning of the week or end of the week. Good. What about Tuesday or Wednesday? Great. Is next Tuesday good for you? OK. Which would be better, 7 or 7:30. Super. Now, as long as I’m coming if you know of anyone who would enjoy a makeover, that would be great if they would like to join in. They don’t have to buy a thing—it’s just one more face on my way to 30! Great! I’d appreciate you thinking of anyone you can!

#3 Hi____________, am I catching you at a bad time? I don’t know if you knew or not that I am a consultant with Mary Kay cosmetics. Part of my training this summer is to practice on 30 faces during the month of July. If I could ‘borrow your face’, you don't have to buy anything, I just need to practice doing facials. Would a day or evening be better for you…(etc., see above)

#4 Hi _____________, am I catching you at a bad time? Say, I was wondering if you could help me out. I have some great new products out that I would like to test market on my best customers. If you have some time available in the next two weeks, I thought perhaps we could get together and you can try them and let me know what you think. I’m not asking you to buy them—just give me your opinion. Would there be a day next week that is better for you?

#5 Hi_______________, am I catching you at a bad time? (Chit chat for a little) You might think I’m crazy, but I was wondering if I could ask you a favor. As part of our on-going training in Mary Kay, the company has asked that we try our new products on 30 women during the month of July. If you wouldn’t mind being one of my ‘models’, I’d really appreciate it. You don’t have to buy anything—I would just need to take about 45 minutes or less of your time and get your opinion of our new products. Do you have a day that would be good for you in the next two weeks?

Then….be prepared for objections. Women are busy. When they tell you no, it may be just that they can’t imagine a time, so it is up to you to make yourself available to their schedules. Try these ideas:

“I am so busy” “Yes, you are. I totally understand. That is why I thought you could use some time off just to pamper yourself. Is there a day or evening that you could squeeze out some time for yourself?” (notice you are making it for HER benefit, not yours)

“We’re leaving on vacation” Oh great. Where are you going? When will you be back? Would you mind if we set something up for the week after you get back—I don’t know about you but traveling with kids always makes me need a vacation from my vacation!”

“After the holiday” “That sounds good to me. Would a day or evening be better for you (or if you work a full time job say: Would an evening or weekend be better for you?)

“I don’t know with the kids soccer (baseball, youth camp, etc.) schedules, it seems I’m always running” “I know what you mean. Do they have games (camp, etc.) every day? What about while they’re at camp? Or What about a morning?

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Booking With Day Care Centers

I go into a Day Care in the mid morning - after the rush and ask the Director if I can display a basket and have a give-a-way for the moms. This is what I say... Hi, my name is Sarah and I am with MK (hand her my card). I would like to know if I could do a drawing of a pampering set for your mother's here because we know as moms we just don't pamper ourselves enough. If she sounds interested and says yes or asks how it works then I reply... I would bring my own small table (tv tray size) and set up right here (a place that's in the path of traffic but not in the way) if that would work for you. I will be here from say 4-6, that's usually seems the best time for pickups. Does that work for you? Then set up a day and time. If she says they can't do that, which a lot of them are going to NO outside soliciting, then I ask if it would be ok to leave it here for 24 hrs to see if anyone is interested in signing up? They usually will do that if they can't do the in-day care drawing. I bring a table (if they don't have any room on the counter or another area) and a basket that attracts attention. I have entry forms (I attached some in case you don't use them). I also have a ballot box (from Staples or an office supply place). Sometimes I decorate it to match the basket. A few small clip boards and cards. I sit if there's a chair so they don't feel like I'm attacking them - and say... I'm giving away a mom's pampering basket if you're feeling lucky, etc.... I stay at the day care from 4-6 then take the leads with me. If I leave it there I pick it up in 24 to 48 hours. i'll have a sign on the top of the ballot box that says 'enter to win - basket will be picked up on... (date and time). I draw one name and she gets the facial and makeover party or spa party. When I'm explaining what she gets I add... the basket contains Satin Hands (or whatever I put in) and the value is $30. You get to try all the products including the satin hands and either you take the satin hands or the $30 value towards something else - that way I know you received something you like and can use. This way they don't try to get the basket with out the appt. Everyone else wins too - they get the facial and makeover party or spa party plus a $10 gift card. Sometimes I add $5 for each additional person they have there or if I remember her and I'm really impressed, I'll do the hostess special. When they drop the slip in - I pull it out and write a description of her so I'll remember when I'm calling. I do this at Drs offices (I leave the basket there) and day cares and trade out the baskets as the "winners' don't always claim them! I've never had anyone steal my basket from the drs office. I leave at the drs office depending on the office. Some I leave it for 1 month sometimes 2 weeks. it depends on the office and the leads. I tell the receptionists that when they tell someone about the drawing to put their name on the back of the form - the one that has the most names on the back gets a spa prize from me.

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100 Day FACE RACE Starts TODAY!

DONNA KING'S BOOKING SCRIPT (with a few modifications) ... SHE BOOKED 48 CLASSES WITH THIS SCRIPT IN ONE WEEK. AFTER 3 AND A HALF MONTHS, SHE HAD SOLD OVER $45,000!!

"Hello _____, this is ______ with Mary Kay. Do you have a minute? Great! I just wanted to tell you how much I value you as a customer and say thank you for being loyal to me. (If you are calling those that aren’t your customer, just start with the next paragraph.)

Secondly, I have just gotten involved in the most fantastic thing. I'm in a contest to do 100 makeovers with our new Mineral Powder Foundation and Colors!! I'm so excited because these products are amazing … great colors that are vibrant and stay on and also good for you. My job is to get the opinion of 100 women! When I complete this, I will be recognized as one of the top consultants in our entire area at our Seminar Awards Night!!!

Plus, this is going to be so much fun to get together with all my customers. I can even take a minute and pamper you with all the latest skin care products you haven’t tried yet!

So, I wanted to see if you'll help me get started. And in return, I'll help you! When you get together with me this week or next, I will have a gift for you.

SET THE DATE!

______(name), most people like to include a friend or two, it’s more fun and you get to earn some free products … who can you think of that would like to try the hot new Mineral products and give their opinion?

Great … with just three friends, you can earn up to $100 free. Does that sound like something you could get excited about?"

Explain your hostess credit to her.

This is your month to soar. Once you get those first classes on your books, your business will continue on with bookings from your classes. It makes your life soooo much easier ... you'll have bookings before the phone calls and warm chatter.

Success Plan for this week … and it isn’t an April Fools Joke … although you will be laughing with all the success …contact 30 women within 30 hours and use this script! 30 live women … no answering machines. So start at 5 pm one night and go till 10 pm the next night! Just work in 30 minute time frames though out the evening and next day … you will be amazed how this activity will get you on the track for anything you want! Make sure to have the times you are available for the month blocked off … you will book 10 classes!!!

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