Spring 2014 Show & Sell By Sales Director Gina Shetzer In order to sell products at maximum potential, you must be willing to show the products. Here s an easy & effective way to show & sell the Spring 2014 products at your appointments, parties, on-the-go s, & while you re on the run. Get Prepared to Show & Sell Collect supplies & assemble your bag. You will need: The Ltd. Ed. Lemon Parfait Pedicure set bag OR The Quilted Cosmetic Bag Trio (Sect 2. under Selling Tools/Customer Gifts, part # 020752) Look Book Sales tickets (5 @ a time) Pen Cotton Pads (5 @ a time) Sponge tip applicators or Q-tips Oil Free Eye Makeup Remover MK@Play Teal Me More & Over the Taupe Eye crayons MK@Play Violet Vixen and Poppy Love Jelly Lip Glosses MK@Play Purple Punch & Coral Me Crazy Lip Crayons MK@Play Electric Spring & Sunset Beach Baked Eye Trios Mary Kay Bronzing Powders, new, previous or both. Highlighting powders too if you have them. Compact Mini CC Creams or Tinted Moisturizers Entire Hello Sunshine Collection: both Springy Eye Duos, both Creamy Lip Colors, Lip Gel, both Nail Lacquers, & the wristlet. Mary Kay Gel Eyeliner Lemon Parfait Pedicure Collection (Optional, if you have on your shelf) Discontinued MK@Play items: Green Tea, In the Navy, Tuxedo, Ocean View, Crushed Plum & Hot Tamale Fragrance vial samplers (Optional) (Optional) Sample card for the Eau de Toilette fragrances (Optional) Any Limited Edition items you may have in your inventory (See www.ginashetzer.com, Consultant Resources, Show & Sell to see how to promote/demo previous items.) Free Gift with Purchase Small poly cup with plain, NOT flavored, coffee beans if adding fragrance samples to your bag DO NOT WAIT UNTIL YOU HAVE EVERY THING TO PUT THIS BAG INTO PLAY. USE WHAT YOU HAVE & GET STARTED. BUILD IT AS YOU GO IF YOU DON T HAVE IT ALL. What goes in the bag to show will sell. This is an excellent way to move any of your previous limited items. Put Your Bag together! As you know, we have several items being phased out and several improved versions debuting. You may need to make a choice as to what you re putting in your bag based on your current inventory. Your bag doesn t need to be overloaded. I ll address each of these items under the Time to Show & Sell section. 1 2 Depending on your inventory, load the bronzers you have the most of to sell. If you only have the new, that s fine. If you only have a few of those going pop them in your bag in their cases. Tape the bottom bronzer to the compact or it will slide all about and break. Choose to just put the Hello Sunshine Collection into the wristlet (pic 1) or also add the NEW Mary Kay @ Play items or those moving out. All will fit in the wristlet. The outside pocket has 4 crayons and one gloss. All the rest in pic 2 is in side zipper pouch. Oil Free Eye Makeup Remover Whether you re promoting your current inventory of Tinted Moisturizers or the new CC Creams, put them in a bag. I like the mesh drawstring because they are attractive and easy to use and clean if necessary. It also makes them easy to grab and transfer back and forth between your Show & Sell bag and your Starter Kit. With the Gel eyeliner and the filled compact, use the boxes to keep the compact and gel liner pot free of scratches. Tuck the side and top flaps into the box to easily slide the compact in and out of the box.
Now it s time to Show & Sell! Flip a sales ticket over top to bottom. On the back of the sales ticket start making her wish list. Write Like and Love across the top and list the products she likes and loves. This helps her make a decision on her purchase later. Pull out the Look Book. Turn to page 1. (Turn the corners down on the pgs you will turn to or add a little flag to locate faster.) Pull out the CC Cream in the shade you think will best match your client & share with her the benefits and allow her to try it on the back of her hand. Talk with her about how this is part of her foundation wardrobe and is a great choice for weekend fun, running errands and working out. Some will choose this as their foundation of choice and others will add it to their foundation wardrobe. CHOICE TIME: If you have several of the Tinted Moisturizers in your inventory, show those first before introducing the CC cream. Go to your MaryKayInTouch page > Product Central and look up the Tinted Moisturizer and print off the product PDF for your bag to share specific benefits. The tinted moisturizers are great products. Romance the same way as above. Side note: the Bronze 1 tinted moisturizer makes a great instant tan on light skin. Spray it with the Finishing Spray and you ve got a golden tan that ll last the entire day! Ask her is she likes or loves this item. Write it on the sales ticket. If she doesn't like or love it, no need to write. Pull out the Mary Kay Bronzing Powders in the Compact Mini. Use a round cotton pad to pick up some color and allow her to rub the shades on the back of her hand. Go over benefits listed on pg. 7. Be sure to mention the Powder Brush is the best way to apply the Bronzing Powders. CHOICE TIME: If you have several of the previous Mary Kay Mineral Bronzers & Highlighters, put them in your compact mini instead. The previous versions can be used as bronzers, cheek colors and eye colors. It s important to move your inventory first in, first out. When you show them, you ll sell them. Ask which she likes/loves. Turn to page 9 & pull out your Hello Sunshine Wristlet which holds the entire Hello Sunshine Collection. Open the bag and demo the lip, eye, & gloss on the back of her hand. Show her the nail lacquers and allow her to try them if she d like. Let her know the wristlet is a purchase with purchase offer for $5 with a $40 purchase of any Hello Sunshine glamour items. Be sure to note which she likes/loves. Flip to page 11. Take out the Mary Kay Gel Eyeliner and let her play with the brush and liner on the back of her hand. You may also want to show her the Mary Kay Black Liquid Eyeliner too. She may prefer it over the gel liner. Pull out each of the Mary Kay @ Play items in your bag. Demonstrate on the back of her hand. Show her all the other MK@Play shades on pg 34. Show her what we offer for customizing compacts on pg. 32. Share with her the cream eye colors have a built in primer. Be sure to tell her to apply cream eye colors before powder eye colors. Cream shades and powder shades can be mixed and matched. Do the same for each of the lip colors and glosses you may have in your bag. Always show what s due to be discontinued until you are sold out!! When you have gone through all the color items in your bag, take out the Oil-Free Eye Makeup Remover and one cotton pad. (You can use the same pad you used to demo the bronzers.) Shake the eye makeup remover, put some on the pad and hand it to her to clean the backs of her hands. Tell her the benefits of the product while she s cleaning her hands. If she doesn t already own this, she ll most likely buy it today. She ll be amazed!!
Ask if she s allergic to fragrance; if no, turn to pg 14-15. Pull out the coffee beans, Miniature Fragrances and vials, and Eau de Toilette fragrance sample card. Open one at a time and tell her the name and let her smell or try it on. Tell her about any bath gels, lotions, fragrance wands, etc that you may have in your inventory that matches the scent she s currently smelling. Have her smell the coffee beans between each fragrance to neutralize the smells in her nose. If you don t use the coffee beans, all of them will start to smell the same and she won t be able to make a decision. If yes, move on to anything else you may have in your bag. At this point, everything is out of your bag except the items that belong in the Lemon Parfait Pedicure Set. Turn to pg 12. Romance it items in the Pedicure Set. Show the nail lacquers again as great additions to the set. You should also show any other colors you may still have on your shelf. Talk about the Mint Bliss Energizing Lotion for Feet & Legs. Show her the Gift with Purchase items. This can either be what the company is offering or items you re wanting to move off your shelf. Explain she gets a FREE gift with a $40 or more purchase today. Turn the sales ticket over to the order side to take her order. Flip up the back page to use her like/love list as your guide. You should be able to read it and keep it attached so you ll have her wish list and order form together. Ask her what she d like today. Suggest additional products that make sense to this purchase. (eye & lip primer, eye & lip liner, mascara, additional shadows, cheek color to round out the look, gloss, etc.) After totaling her order, book her for her personalized facial. Turn her facial into a party to enable her to get some or all of her items on her like/love list she didn t get today. Friends, Fun, Free Products!! :) Special Notes This bag DOES NOT replace parties, it simply gives you an option with women who will not have or attend parties. It also gives you the option to show more to great regular clients as you deliver her reorders to her allowing her to add to her order or book to earn products for FREE. Before you think this is too much work to put together, I want you to understand this works! I personally sell thousands from my Show & Sell bag I do know that if you put it together and put into action you will sell lots of products, meet lots of new women to book for parties and be able to tell more women about the awesome Mary Kay opportunity! Also, a big bonus to the bag is that you can always add any limited or discontinued items to it to sell out of anything that is no longer in the current look book. You have to show it to sell it and this is a perfect way to do just that. If you filter in any limited items you have and show them to enough people, you will sell out of everything limited you have. When you run out of the PCP gift offer or instead of...offer her a previous eye or cheek color if you have any left in your current inventory and when she spends $40 or more. When she spends $80 or more, offer her a choice of a limited item you may have that s about $8 ws. Offering these options as her free gift for a $60 $80 order allows for the cost difference between the PCP gift and the product ws cost. Offering the regular line previous formula & discontinued items will also help you make room for the new. NEVER call any of our items OLD, CLASSIC, DISCONTINUED, PREVIOUS LINE, etc instead ALWAYS call them FEATURED, LIMITED, HOT SELLERS...something enticing, motivating and positive! :) You can take this bag with you to show your clients while delivering their product reorder. This will allow you to sell more products to every client. You will also want to take this bag with you to all facials and parties. Show the items in this bag. This is an easy way to show the girls at the office, mom s group, networking group, etc. Carry this bag in your handbag or tote. Have it with you everywhere. You never know when or where a customer connection can happen. Carry the full size items in your insulated bags or coolers in your car for immediate delivery. They will buy more when they know they re getting it today!
If you over sell your inventory, immediately upon arriving home, process a Customer Delivery Service order for her so she is not waiting long for her products. A client who waits for her products from you on a consistent basis is a client who will find a consultant that won t make her wait. Protect your customer base by having what they need and want on hand. You will make so much more money that way. Feel free to add any additional items to your Show & Sell bag. If it fits, go for it. IF your bag looks like it s about to explode, take something out. If it doesn t look attractive, it won t attract clients. Some ideas would be ANY Ltd. Ed. items you may have from previous Look Books or any regular line item that will help you increase your sale. (For ex: The Art of Nature Collection, Weekenders, Splendid & Stunning Color Quads, etc. IF YOU SHOW IT, YOU LL SELL IT!) Pages 5-8 are pages to print and include in your bags for quick reference about some of the items that are easy to sell without necessarily sampling or you may choose to include one or more of these items in your bag. Be sure not to over stuff your bag. Showing too much can cause confusion, use the like/love list to keep things straight. On page 1 are just pictures of how to set up your Show & Sell Bag using the Pedicure Set Bag. You can put all of the items along with a few more in the Quilted Cosmetic Trio bag. Keep your bag clean and replace it when it starts to look worn. It s certainly getting closer to water activity season. Promote your sun care items and After Sun Replenishing Gel.
TimeWise Age-Fighting Lip Primer Kiss lip lines goodbye. TimeWise Age-Fighting Lip Primer creates healthier-looking lips by fighting fine lines and wrinkles while light-diffusing microspheres decrease their appearance. Use it on lips, inside and outside your lip line to extend lipstick wear and prevent lipstick and lip gloss from feathering and bleeding. Is your skin ready for the Summer Sun?? Mary Kay Sun Care Sunscreen Broad Spectrum SPF 30 $14 Mary Kay Sun Care Lip Protector Sunscreen Broad Spectrum SPF 15 $7.50 Mary Kay Sun Care Subtle Tanning Lotion $16 After Sun Replenishing Gel $12 Book your customized appointment TODAY! Share with friends for FREE products! Mary Kay Oil-Free Eye Makeup Remover The dual phase, oil-free formula gently removes all types of eye makeup. The top phase removes waterproof eye makeup and the bottom phase removes non-waterproof eye makeup. Because the two phases work together, you should shake the bottle well for the product to be effective Suitable for Sensitive Skin Clinically tested for skin irritancy and allergy Fragrance-free Oil-free Non-comedogenic Application Shake until blended. Apply a small amount to cotton ball or pad. Gently wipe away all traces of eye makeup. TimeWise Even Complexion Essence Formulated with our patent-pending Lucentrix complex, TimeWise Even Complexion Essence is clinically shown to restore skin s natural, even tone by helping reduce both visible dark spots and skin discoloration. And when added to a comprehensive age-fighting program like TimeWise skin care, this concentrated serum can help from ivory to beige to bronze skin tones see a more even complexion. You may see results in as little as four weeks. And with continuous use, the powerful results get even better. Eighty-four percent of panelists experienced a more even skin tone. Plus, to protect your skin and help prevent further damage, it's essential to use an SPF product such as TimeWise Day Solution Sunscreen SPF 35*. Boost Results add the EVEN COMPLEXION MASK.
Satin Lips Set Gently apply mask to lips. Leave on for 1-2 minutes, and then remove. Follow with balm. Medical researchers tell us, Lips have an extremely thin outer protective layer. As the body ages, the already thin layer becomes thinner. To compound the situation, lip skin does not have sweat or sebaceous glands. Without the usual protective layer of sweat and body oils, the lips dry out faster, become chapped more easily, and can age faster than other areas of the skin. The Satin Lips Mask contains miniature beads that gently, yet effectively, exfoliate dead surface skin cells that cause the lips to appear dull and lifeless. The Satin Lip Balm contains a special complex of ingredients including vitamin A & E derivatives and Ceramide 2, to help moisturize dry & rough lips. The balm moisturizes the lips for at least six hours while providing an invisible barrier to keep the lips hydrated. Mary Kay Oil-Free Eye Makeup Remover The dual phase, oil-free formula gently removes all types of eye makeup. The top phase removes waterproof eye makeup and the bottom phase removes non-waterproof eye makeup. Because the two phases work together, you should shake the bottle well for the product to be effective Suitable for Sensitive Skin Clinically tested for skin irritancy and allergy Fragrance-free Oil-free Non-comedogenic Application Shake until blended. Apply a small amount to cotton ball or pad. Gently wipe away all traces of eye makeup. TimeWise Age-Fighting Lip Primer Kiss lip lines goodbye. TimeWise Age-Fighting Lip Primer creates healthier-looking lips by fighting fine lines and wrinkles while light-diffusing microspheres decrease their appearance. Use it on lips, inside and outside your lip line to extend lipstick wear and prevent lipstick and lip gloss from feathering and bleeding. TimeWise Microdermabrasion Set Instant Results Fight fine lines, refine pores & achieve beautifully smooth skin immediately with this simple, two-step set. Step 1: Refine is an advanced exfoliator using the same professional grade exfoliating crystals used by dermatologists, to immediately energize skin and reveal more radiant, healthy-looking skin. Step 2 Replenish separates the set from the competition. It's a rich serum, containing vitamins, antioxidants and antiirritants. This serum nourishes the soft, smooth skin revealed by Step 1: Refine. These results were experienced after just one week.** 85% saw improvement in skin texture. 73% saw a reduction in fine lines. 71% saw smaller-looking pores. Mary Kay Lip Liner Perfectly define lips with a retractable pencil that never needs sharpening. This smooth, creamy formula is waterproof. The package is color coded to help you find the perfect shade. Apply TimeWise Age-Fighting Lip Primer to prevent feathering and bleeding. To help increase lipstick wear, create a matte base by lining lips with lip liner along the natural lip line and filling in lips with lip liner pencil. Then apply lipstick. Your customers can multiply their color options by blending two or more lipstick shades and lip glosses to create a custom look. Lip liner should be applied after applying TimeWise Age-Fighting Lip Primer and before applying lipstick or lip gloss. Can be used for touch-ups throughout the day.