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 Build Your Business By Booking
The best ways to build your customer business and become a successful Mary Kay Beauty Consultant are by consistently holding skin care classes and servicing existing customers.
 
Booking Skin Care Classes
Consistently holding skin care classes means you are consistently meeting new people and offering them a complimentary facial.  And, as you know, the product practically sells itself.  Holding classes instead of facials gives you access to more people in a shorter period of time, so you can build your customer base much faster. 

One of your first questions as a Consultant building your customer base is probably:

Where do I meet the people to hold skin care classes? 

And the answer is: 

At your first skin care classes!

During the class you have probably extended at least one open invitation for the guests to hold classes of their own.  You have also referred to the guests' second facials several times.  The second facial can easily be turned into a skin care class if you will use the following suggested dialogue with each guest at her individual close:
    "At every class I always select a couple of people I would like most to have for my future hostesses, and today I have selected you!  Tell me, when we get together for your second facial, is there any reason why you couldn't share your checkup facial with a few friends?"
These words have been worked out to get a favourable response.  We suggest you do not change them.  You'll want to practise in front of a mirror and memorize them.  When you can convince yourself in the mirror, you can convince anyone! 
Facials/Double Facials
Sometimes a customer may not be interested in holding a skin care class but would prefer a facial.  Always try to interest her in having a double facial by inviting a friend to join her.  The more people you see, the faster your business will grow. 

We suggest that you always ask for referrals from your facial customers.  This is very important to help you build your customer base.  You might try the following dialogue:

    "Since you enjoyed your facial so much, do you have a couple of friends who would also enjoy experiencing a Mary Kay facial?  I would love to meet them and introduce them to Mary Kay products."
You'll want to coach your customer on the benefits of sharing her checkup facial with several friends.  Always try to obtain a booking or at least one referral.  That way, facials can be an additional and profitable avenue of income. 
 
 
Booking Tools
Don't forget to use the booking tools at your disposal to interest women in holding skin care classes for you.  Offer your hostesses their choice of one of the wonderful hostess gifts Mary Kay offers, available on the Consultant order sheet. 
Start With People You Know
In addition to booking guests at your skin care classes, you probably already know many people who would be interested in having a complimentary Mary Kay facial.  Make a "People I Know" list and write names under various categories such as - 
...in my family; ...through my children; ...at work; ...as social friends; ...as professionals; ...who sell to me. 
If you write the names in pencil, you will be able to update the list as you meet new people. 
Coaching Is Important
Once you have booked a skin care class, coaching the hostess is the next step.  If you keep your hostess excited, enthusiastic and motivated, it will spread to her guests.  And the only way your hostess can get excited and enthused is through you and your coaching methods!  Your hostess is your business partner and should be treated as such - with respect and attention.  If you coach your hostess properly, it can result in outside sales and bookings from her, plus a possible new recruit!  Her good spirits and involvement will also boost your class sales.  A silent hostess does little to add to your class sales, bookings, or recruiting efforts.  If a hostess is indifferent and silent, it will probably inhibit everyone else at the class since they are her guests.  Review and follow the coaching techniques in Chapter 4 of your Consultant's Guide and you will have no trouble holding successful skin care classes.
CHALLENGE FOR
THIS MONTH
 
Select ten people from your "People I Know" list and offer each a complimentary facial using the following suggested dialogue: 
"Hi ___, this is _____.  Guess what?  I am a professional Mary Kay Beauty Consultant and I would love to get your opinion of our products.  Tell me, is there any reason why we couldn't get together this week for a skin care class?  All you have to do is invite a couple of friends over for a complimentary facial and I'll do the rest.  Which is best for you, the first part of the week or the last?"
 
 
 
 
 
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