BEFORE THE SHOW!!!! Pocket 2: Eye and Lip supplements Oil-free eye makeup remover Eye gel Firming eye cream Satin lips set Age-fighting lip primer

Transcription

1 BEFORE THE SHOW!!!! You will need: Large starter kit bag Set sheet trifolds Journey Book Look books Sales slips Pens Double roll of raffle tickets Disposable facial cloths or paper towels (1/2 sheet) Company information (CDs, brochures, etc contact your Director) Custom compact empty Rollup bag filled with demo products Small prize wrapped for Look Book game (less than $10 retail) Large prize wrapped for Mystery Prize ($20 retail) Hostess Packets Calculator How to pack your bag: Place paper materials in inside pocket of bag Place larger items inside bag, including demo products that won t fit in the rollup bag.brush set, satin hands set, etc. If using gift bags with tissue for your prizes, place gift bags and tissue empty and folded up inside starter kit bag. Fill the bags and fluff the tissue when you arrive to avoid crumpled bags and tissue. Your Demo Roll-up Bag: Pocket 1: The Miracle Set 3-n-1 cleanser normal/dry Moisturizer normal/dry Foundation any shade Day solution Night solution Pocket 2: Eye and Lip supplements Oil-free eye makeup remover Eye gel Firming eye cream Satin lips set Age-fighting lip primer Pocket 3: Color Look Custom compact filled Loose powder any shade* Concealer any shade* Eye liner* Lip liner* Lip gloss* Mascara Pocket 4: The Body Cellu-Shape body contouring system Microdermabrasion Extra small products for Look Book Game. Ie: line reducer, eye revitalizer, highlighting pen, etc. *You will not need these items at the party. Simply remove and place in starter kit bag during show. Note: You can also do this with the extra products in pocket 4 and remove them when doing a color consultation. You should walk into your appointment with your large starter kit bag and your rollup bag. During the holiday season, you may also need a pretty basket filled with the holiday gift sets if they do not fit in your starter kit bag.

2 WHEN YOU ARRIVE AT THE SHOW!!!! Arrive minutes before the show Set up in living room if possible Use coffee table, card table, ottoman, any table/flat surface that can be made the focal point You may want to bring a table cloth or fabric covering for the table Arrange products on the set sheet in order and display roll-up bag and other products behind or around these six sets. Look books, trifolds, tickets, ink pens, cloths, hostess gifts and door prizes can be set behind the products or in another area depending on space available. Select a private place to do the individual closes such as the kitchen or dinning room table, office or sitting room. Place your sales tickets, a pen, a Look book, a calculator, hostess packets & recruiting materials in the location for your individual closes.

3 Have everyone get refreshments before you get started and gather in the living room. Hi ladies,! My name is and I m an Independent Beauty Consultant with Mary Kay Cosmetics. I m excited to be here with you today to share the #1 skin care on the market! Before we get started let s get to know each other a little bit better! Thank you so much to our hostess, for inviting us here today and sharing your home with us! As a thank you just for having us here today I have a gift for you! (Hostess) has already earned her very own custom compact, ready to fill with her choice of our new mineral colors! Can you get excited about that? (Hostess), I can t wait to meet with you for your individual color consultation to pick out a fabulous look to fill your compact. While you guys have your hands full and are enjoying your refreshments I am going to introduce myself and help you get to know me a little bit better today! SHARE YOUR JOURNEY BOOK! Now that you guys have gotten to know me I would like to get to know you a little bit better. Let s go around the room tell me your name, what you do, and one thing you love about (hostess). Thank you so much for sharing with me about yourselves. It s so nice to meet you all. And a special thank you again to (hostess) for having us tonight. You re doing an awesome job!

4 Before we can get into all the fun we have one little piece of homework for you! Everyone grab your tri-fold and fill out all of the lines of information on the front! AND don t forget we ll be giving away tickets for prizes all evening long so keep your eyes and ears open to ways to earn tickets throughout the show! On your mark.. Get set. Go. The first person finished filling out your tri-fold gets a ticket for the drawing. (When everyone finishes the front) Open the front flap of your tri-fold and put a checkmark in the box! Make sure you have this box checked because this means that I get to pamper you and spoil you rotten and make sure you are taken care of! You ll also receive a catalog from me once a quarter so you ll always know what s hot and new with Mary Kay! You ll also receive free gift offers and free samples so make sure you have this little box checked! If you already have a consultant taking great care of you. scribble that box out...because having a consultant in Mary Kay is a little like a husband. You can have more than one in your life but only one at a time! Great! Now that the homework's finished.. Are you ready to get started with these incredible products? Did you know that Mary Kay has been the number one cosmetic company in the United States for the past 15 years? So that means that you are about to try the best of the best! We re going to start tonight with skincare because skincare is where you will get the biggest results and see the biggest difference! Wouldn t you agree that when your skin looks great your makeup looks great too? Even Michelangelo's work looked better on a primed canvas!

5 There are five essentials for healthy skin Can you name them? (Let the guests guess and give tickets for correct answers) 1. Cleanse - to remove dirt, oil, makeup and impurities 2. Exfoliate - to remove dead skin cells that dull the skin and can block pores 3. Tone (also known as a toner or astringent) - tones, tightens and refines pores 4. Moisturize - to keep the skin soft, supple and hydrated. Even oily skin needs moisturizer because oil and water are not the same thing. 5. Protect - to protect your skin from the environment which is the primary cause of aging. Who likes quick and easy? Great! Because in Mary Kay we have taken these fives steps and squished them together to make it quick and convenient PLUS we ve added tons of age-fighters! I m not getting any younger how about you?

6 Hold both hands up. Look at them closely and pick one. Put the other one down. Now repeat after me. Hand, I love you dearly and you are going to be so beautiful today! Blow that hand a kiss. That s your love hand. Look at your other hand and make a sad face. Now repeat after me. Other hand, I am so sorry, but you re going to be the ugly step sister today! Hold out your love hand and we re going to start with our Timewise 3-n-1 cleanser. (Squirt a pea-size amount of Normal to Dry Cleanser on the back of their love hands) Massage your cleanser over the back of your love hand. This is our Timewise 3-n-1 cleanser. It contains three of those five steps we mentioned, all in one. 1st it s a deep cleanser that deep cleanses but doesn t over-dry or strip your skin. 2nd it s a toner so it tones, tightens, and refines your pores. 3r it s an exfoliator so it removes those dead skin cells that dull your skin. Can you feel the exfoliating beads as you massage it over your hand? (Have them continue massaging while consultant gets cloths damp for them to rinse their hand. Have them remove the cleanser with their wet cloth.) How does your hand feel so far? You ll notice when you use your cleanser at home, morning and night, your face will feel fresh and clean. It won t feel tight and dry.

7 Next is our Timewise Age-Fighting Moisturizer. Out of those 5 essentials we re already on step four! Can you believe that?!! Isn t this easy? (Apply a pea-size of moisturizer to the back of love hand) Massage your moisturizer into your hand just as we did before. Our Age-Fighting Moisturizer is lightweight and oil free. It absorbs quickly into the skin and is loaded with age-fighting benefits. It reduces fine lines and wrinkles, firms the skin, and keeps your skin hydrated! How does your hand feel now? Isn t it soft?

8 And last, we re already on the protection step. In Mary Kay that s our foundation. The reason our foundation is your protection step is because it provides a barrier between your skin and the environment to repel damage throughout the day. We have five different formulas so no matter what your preference, we have a formula for you anything from a mineral powder foundation, to a liquid, to a cream. So know that this will be customized to you! But today we re going to be trying our medium coverage foundation because it s one of the most universal! Hold out both of your hands and blend your foundation into the back of both hands. (FOR THIS DEMONSTRATION...Choose foundation opposite of their skin tone For ivory and beige skin tone use a dark bronze foundation. For bronze skin tone use a light ivory foundation.) As you blend you ll notice that the hand on which we used the Timewise skincare your foundation blends much more smoothly and evenly. And the ugly step sister hand just soaks it up! Once your foundation is blended make a fist and hold your hands underneath the light. On the hand that you used Timewise on you ll notice the pores and the fine lines are less noticeable than the hand you did not. Isn t that amazing?!?! Can you see the difference? And that s just after ONE use! Imagine if you used this twice a day, every day on your face the difference you would see!

9 How many of you believe in miracles? Hallelujah! We re going to have a Mary Kay revival right here in s living room! Because I m going to share with you two little miracles in Mary Kay. They are called. Day and Night Solution! These are supplements that you add to your basic Timewise skincare that kick it up a few notches and increase the age-fighting benefits. We re going to apply these to the inside of your arms! (One squirt of day solution to the inside of one arm and have them blend in.) First is Day Solution. It contains SPF 25 which is incredibly important for protecting your skin against aging during the day. It firms the skin and energizes the skin to make it more radiant. (One squirt of night solution to the inside of one arm and have them blend in.) Next is Night Solution. Night Solution helps to repair damage from the day, firms the skin and reduces fine lines and wrinkles. The capsules suspended in the solution are packed with raw anti-oxidants and the capsules burst when you pump it so you get a fresh supply of vitamins each time you use it. Thus, making it extremely effective.

10 I told you that I would show you a Mary Kay miracle!... When you use the Day and Night Solution with the Timewise Basic skincare set, we call that our Miracle Set because we ve seen some miraculous results! This is a picture before and after 12 weeks of use of the Miracle Set. (Show flip chart picture) What do you think? Pretty miraculous results huh?

11 You ve seen results after using our products for 12 weeks! But who likes instant gratification? (show of hands) Well, our next set is for you and it s called Microdermabrasion. We call this our instant gratification set because you see dramatic results the very first time you use it. Now I must clarify. Microdermabrasion is a special treatment for your skin it is NOT daily basic skincare. So when using Microdermabrasion you want to make sure you use it alongside your Timewise skincare. The first step is the Refine. (Put a pea-size amount on the back of their love hand) As you massage this over your hand you ll notice that it is very abrasive. This is the step that is removing the top layer of the epidermis, not just the dead skin cells sitting on top. Why do you think this might be beneficial? (Pause for response) Because that s where a lot of the damage lies. This is to remove those stubborn skincare concerns like. Sunspots - Hyper pigmentation - Scarring - Blackheads - Blemishes - Sun Damage - Age Spots Those are all stubborn concerns that skincare doesn t always fix, but Microdermabrasion can remove. (Break the guests into two teams and assign a sink/washing location to each i.e. kitchen sink, hall bathroom. Each team goes to a different location) Teams, your mission is to go to your station, rinse your hand thoroughly, pat it dry, come back, and sit down. The first team to complete the mission gets a ticket for our door prize. On your mark. Get set.. GO! (When guests return give tickets to the winning team and give one squirt of the step 2 Replenish to every guest on back of love hand.) The second step you are apply is the Replenish. Doesn t that feel great? This helps to soothe any irritation and redness and nourishes those new baby skin cells you just revealed. Can you feel the difference? Can you see the difference?

12 Grab your tri-fold, open it up, and circle sets 1, 2, and 3. These are the three sets that we ve already done. These three sets combined give you our powerhouse skincare. When you begin building a house where do you start? At the foundation, of course! And these three sets are the foundation of the Mary Kay line. When you start building your Mary Kay house you want to start building at the foundation with your skincare because this is where you get the biggest bang for your buck! All your products will last longer, give you better results, and even your color will apply better and wear longer when you start from the foundation up! The mistake that many people make when trying a new line is starting in the wrong place. For example, on the roof with a lip gloss or an eye shadow rather than at the foundation with skin care, where you can start to see really big results. So, we re going to build your Mary Kay house from the foundation up!

13 The next part of your Mary Kay house is the rooms! Just as each room has a specific purpose each set is designed to target a specific area or concern. First is the Eye set. What are some concerns you have about the eye area? (Give tickets for their concerns.) Well, you are all right! The eye area is where we start to show signs of aging first because the tissue is so delicate. We re going to first target age-fighting around the eyes in an unexpected way, and that s with how you remove your eye makeup! (Hold up product don t demo it) This is our Oil-Free Eye Makeup Remover. It has been rated the number one eye makeup remover on the market! It s safe for contact wearers and sensitive eyes and it gently removes even the most stubborn waterproof makeup! How many of you remove your eye makeup every night before you go to bed? (Show of hands?) It is crucial to remove your eye makeup every night before you go to bed so your lashes don t break off, become brittle or fall out! And I know we all want to keep our lashes right? It is so important to use a great product, like our Oil-Free Eye Makeup Remover to remove all eye makeup and residue to keep your eyes and eye area healthy! Did you know that sleeping in your makeup actually ages your skin?

14 Next is what we like to call our nap in a jar! It s our Indulge Soothing Eye Gel! How many of you get enough sleep every night? Well this product helps reduce puffiness and dark circles! It also help you look and feel more rested. Everyone hold out your ring fingers. I m going to give you some eye gel on your ring finger. Pat it around the eye area. Why are we using our ring fingers? (Give tickets for guesses) Because it s the weakest finger and it applies the least amount of pressure! Why are we patting instead of rubbing around the eye area? (Give tickets for guesses) Because we want to avoid pulling and stretching that delicate skin around the eyes. Did you know that the skin around the eyes is actually a different type of tissue than the rest of the face? That s why it needs specific products and extra TLC! The eye gel is also great for allergies and when your eyes feel tired during the day to help pep you up a little bit! How do your eyes feel? Cool? Refreshed? Energized?

15 Next Are you ready for this ladies? Control top pantyhose for your eyes! (Or you can say Spanx for your eyes depending on the crowd) It s our firming eye cream. Hold out your ring fingers. We are going to apply this just as we did with the eye gel. The firming eye cream helps to -Tighten and smooth the eye area -Reduces fine lines and winkles -Firms the skin around the eyes and -Illuminates the eye area At home make sure you apply all of your eye products around the entire eye area, including the lid, sides, and underneath. Our firming eye cream and eye gel also work great together. How do your eyes feel? Can you feel any firming or tightening already around your eye area?

16 Our next set is the Satin Set which targets dry rough areas! Our first Satin product is the Satin Lips. (Hold up don t demo) Satin Lips starts with the Lip Mask that removes any dry, flaky, scaly skin on your lips. It is especially good when you have chapped lips. But it can also be used regularly to keep your lips in good condition. The Lip Balm helps to heal and protect your lips and can be used any time. How many of you get chapped lips? Right, we all do! The Satin Lips is an essential household product for chapped lips! Men, women, and children can all use it!

17 Satin Hands is next! You may want to take off your rings, but you don t have to. We are going to try our Satin Hands! The first step of Satin Hands is Extra Emollient Night Cream. (Apply about a dime-size amount in the palm of one hand) Massage this all over your hands front, back, all around your cuticles, around your fingers, everywhere. This is a really rich moisturizer that begins to penetrate the skin and soften any dry, rough, calloused areas. Next we re going to layer that with our Peach Smoothie Scrub! Doesn t that sound yummy already? (One squirt) The Peach Smoothie helps to exfoliate and remove all of the dry, rough, calloused skin that we just softened. It also contains a cleanser so there is no need to add soap! And it smells really great too! Scrub this all over your hands, making sure to really work it into areas that tend to be dry! Ok, Team A, you remember who you are? Team B, you remember who you are? Ladies, your mission is to go to your stations, rinse your hands well, pat them dry, come back, and sit down. The first team to complete their mission gets tickets for the door prize! On your mark. Get set. GO! (When they return give the winning team their tickets and give all guests dime-size amount of hand cream) The last step of Satin Hands is Hand Cream. It helps to seal in the moisture and protect your hands throughout the day! How do your hands feel? Isn t that great? And don t forget about the feet! Satin Hands works fabulously on your feet too! Make sure you try that at home! Now ladies, I do have one warning for you though! When you use our satin products your hands and lips might feel so good that you might not want to keep them to yourself! So, I am not responsible for anything that happens to you when you use these products!

18 Now we ve talked about the face and neck, we ve talked about our hands and our feet, so what are we missing? Right, the part in between! From our neck to our ankles! That s where our Cellu-Shape comes in! Our Cellu-Shape Body Contouring System firms the skin on the body, reduces the appearance of existing cellulite, prevents new cellulite from forming and reduces the appearance of stretch marks. Our twelve week clinical study showed results of up to a half-inch reduction per thigh! Isn t that amazing! Would you like to try some? You can put it anywhere you want, but keep your clothes on! (Give everyone one squirt of day on one arm and one squirt of night on the other) The Daytime Body Moisturizer is applied all over the body just like your regular lotion. It also moisturizes in addition to those firming properties! At night use the Nighttime Body Gel only on those target areas! And I ll let you decide what those areas might be for you! Now ladies, I know this sounds pretty incredible! But I do want you to know that Mary Kay stands behind its products and it s results 100%! When you use Mary Kay it s always money well invested! We have a 100% satisfaction guarantee so if you are not pleased with your products you can return them for a 100% refund or exchange them for something else you would like!

19 Ladies, you ve seen six incredible sets today but Mary Kay has so many more products to offer. We re going to highlight a few of those as we play a game! Let s play a game, with this gift I ll part, if you were the first guest to arrive then that s where we ll start! (Hand gift to first person to arrive but she CANNOT open it! Hand out a Look book to each guest. Select 3-6 products you would like to highlight possibly seasonal items or additional age fighting products. Ask guests to find each item as you hold them up. The first person to find it and yell out the page number gets the prize but doesn t open it. The prize moves from person to person throughout the game. The last person to have the prize gets to keep it.) The last thing I want you to find is the roof of our Mary Kay house.. our Custom Compact! This compact is customized with three eye shadows, a cheek color, a lip color and applicators! It is refillable and completely customizable to you! Obviously we are not set up to do color here today, however that is a fabulous extension of our services. I will set up a time to meet with you individually for your personal color consultation where I will help to select colors for your own natural coloring and teach you application tips and techniques for your own features! So make sure we set that up before you leave here today!

20 (GROUP CLOSE) Have you had a great time today? Have you learned a lot about our products? Who likes a sale? Are you ready for the deal of the day? OK. Get out your set sheets and open them up. Our deal of the day is choose any 4 sets for $199 to build your bag. You re getting a discount on the products as well as the bag for free! On your sheet you see 6 awesome sets to choose from and the 7 th is build your own pocket which means you can mix and match and customize your sets any way you d like! So, choose any 4 sets to build your bag for $199, get a discount on the products (you ll notice that 4 sets is more than $199) and you get this awesome rollup bag for free. The bag itself is a $40 retail value! Now, we LOVE our rollup bag because it keeps you organized no more digging through your makeup drawer hunting for your products it keeps the clutter off your countertops because it hangs up in your bathroom and the pockets are removable so you can customize it on the go AND when you re ready to travel, just roll it all up and you re already packed. So, choose any 4 sets for $199 to build your bag, get a discount on your products, and get the bag for free! OK. I want you to know that I really work with my customers to help them get whatever their heart desires, and get the best deal possible! So, I accept cash, check, Visa, Mastercard, American Express and Discover, and I even do payment plans to break it down into bite-sized pieces to fit into your budget! I m going to meet with you individually in the (ie: kitchen) to answser all your questions. My office is set up next to the (ie: brownies). Oh and make sure to bring your set sheet, pen, and Look book with you when you meet with me! So, eat, drink, shop and be merry! (You may choose to do the drawing for the door prize now or after you finish all the individual closes.)

21 THIS IS A GUIDE TO STUDY BEFORE THE CLOSING.! DO NOT READ AT THE CLOSING! (Individual Close) Sit close to her, either beside her at the table or on the couch or crouched down next to her if she is in a chair in the living room, etc. Lean in, speak softly, smile sweetly. The goal is to put her at ease, not intimidate her. Your eye level should be equal or below hers. At key times put your hand on her arm or hand. This is very important non-verbal communication. You do not want to be across the table from her or standing over her when closing. Those are stances of intimidation and impersonal. Did you have a good time tonight? Great! What was your favorite thing you tried? Well, if money were no object, what would you take home with you tonight? (If she says everything you re in luck! If not, work with her wants and try to get her up to the 4 set rollup bag if she wants several different things. It is the best deal and she can get more for her money if she does the 4 sets.) Some key phrases to use/questions to ask when getting the sale: If you were going to build your bag today, what 4 sets would you choose? If you were going to build your bag today, how much could you put toward that today? (Then you can work with her on a payment plan if you choose to offer that) Example of payment plan: She replies: I could do $50 today. You reply: Great! How often do you get paid? She replies: Every two weeks. You reply: Great! Could you do $50 every two weeks? She says: Yes. How would I go about doing that? You say: Just write out post-dated checks for the dates you want to make your payments in the amount you want to pay and I will hold your checks until that time. OR you can have her just give you her debit/credit card info and you can run her card for the designated amount on the designated dates.

22 THIS IS A GUIDE TO STUDY BEFORE THE CLOSING.! DO NOT READ AT THE CLOSING! (Individual Close) NEXT: Getting the Booking. As she is making out her check, etc. lean in to her and put your hand on her arm. Smile sweetly and look her in her right eye. Nod your head yes subtly talking and say: You know, from every show I select 2-3 women to be my future hostesses to earn free products and help (hostess s name) get more hostess credit. Is there any reason we couldn t get together with a few friends to play makeup so that you can get more products for free? I think you d be terrific! Keep smiling, nodding, and looking her in the eye. If she gives you an objection, try to overcome it using the Overcoming Booking Objections Scripts. If you can t get her to a yes for booking a show, ask her to meet with you for her personal color consultation one-on-one. Note that she does need to go ahead and set the date with you THAT NIGHT in order for the hostess to get the credit.so, no I ll get back to you/can I think about it?/i ll call you tomorrow stuff. Use the Tentative Date Booking Approach Script you will see in the Booking Script for New Consultants. This is ALWAYS applicable.

23 THIS IS A GUIDE TO STUDY BEFORE THE CLOSING.! DO NOT READ AT THE CLOSING! (Individual Close) NEXT: Getting the Interview. (You may not choose to offer this to every guest if they are negative/grumpy, etc. Don t prejudge, but be selective. A person who loves our products is a perfect candidate to be a consultant. Look for a positive attitude and enthusiasm, not necessarily the size of the purchase they make. I encourage you to select at least 2 people from each show to share the marketing plan with.) As she is about to get up after you have (hopefully) set the date for her show or follow-up color consultation, turn to her and say the following: Oh, and, by the way, we are doing a drawing for $500 cash for anyone who listens to information about our company and gives us their honest opinion. I m sure this is probably not for you, but I d love to have your opinion and share some info with you. Is there any reason we can t meet for coffee this week to chat a bit and get your feedback? Go ahead and get the date set up or get a couple of dates she is available this week and talk to your director to coordinate a time that works for all 3 of you. I highly recommend working with your director to do interviews until you have a little experience and some team members under your belt. If your director lives far away from you (over an hour) you may want to set up a time to do a phone interview. Note: If you are going to offer the $500 drawing, you need to register for it. It is a $10 entry fee for unlimited names into the drawing. Talk to your director about getting registered. I think it makes it SOOOO easy to get interviews!!!!