Smile, smile, smile Welcome 1. Demonstrate Satin Hands 2. Fill out Customer Profile 3. Introduce and thank guests for coming Hello I d like to welcome you and to thank [hostess s name] for hosting this party. To show my appreciation, I m going to let her choose a special gift for sharing her facial with her friends. I offer a gift to all of my hostesses. I d be happy to tell you how you can get your own at the end of the party I am so excited to be here to share with you the Number 1 brand of skin care and color cosmetics in the Nation shoulders back. Be confident. People are attracted to that confidence Be powerful: I love my product and I love my company and I want to tell you just a little bit of why because Mary Kay says there is a new consultant at every class. Who do you think it might be? Introduce yourself and Share just a few reasons why you love what you do (i-story)
Class Opening Stay positive Now, how many of you get excited about trying a product before you buy it? Doesn't that make sense to you? Have you ever taken something home from the cosmetic counter in the department store and it was the wrong color; too oily; too dry? How many have a drawer of buying mistakes? That will never happen with Mary Kay because you can try before you buy. I'm going to teach you step-by-step how to use it and then we will get together again in a week or two weeks to make sure everything you are using is right for you If we don't get your foundation color right, we can exchange it. Mary Kay is unconditionally guaranteed. You ll never be stuck with something in Mary Kay that you don't love. So, we are going to play a game today and every time you hear me say follow-up facial or 2nd facial the first person to raise their hand gets to mark down a point on their customer profile and at the end of the party, the person with the most points gets to choose one of these beautiful gifts We are going to do a basic spa facial today with a lip treatment plus basic glamour. Then, we will schedule your 2nd facial [you will disrupt for a minute because it is the first time you have said follow-up facial]. I hope you have so much fun that you ll be thinking who you can share your 2nd facial with. When you share your 2nd facial with at least three people, you will help your hostess and earn free products or gifts for yourself. Are you excited? Let s get started
Repeat 2nd Facial at least 7 times. Class Opening CONTINUED Since your skin care needs and finances are personal, I ll be meeting with each of you at the end of the class to get your opinion of the product, jot down the shades and formulas you used and discuss your individual needs. We ll also set up a time for your 2nd facial. As you watch what I do, maybe you would be interested in working parttime and receiving full-time pay, maybe you d be interested in owning your own business and making some extra money, or maybe you know someone who would be great If so, we can talk after the class. How many of you have tried Mary Kay products? How many are currently using Mary Kay?
The customer is always right. Pink Changing Lives Pick up your mirror and take a look at your skin. Check your pores. Our skin is our largest organ. It s the thickness of a nickel and weighs about 5 pounds. By the time we reach age 40, the skin on our face can be stretched out far enough to reach around our head twice. That s how much elasticity our skin looses with age. Aren t you excited to try the leading skin care brand in the US? Glamour determines how you look in 10 minutes and skin care determines how you will look in 10 years, so let s think about skin care being the most important. It takes 2 minutes in the morning and 2 minutes in the evening to take care of our skin. We spend 24 hours a day growing old. Don t you feel you deserve 4 minutes a day keeping your skin looking young?
Skin Care Customer service is your top priority TimeWise Skin Care Turn to page 4 in your Beauty Book. There are 5 essential steps to ageless skin, can you help me name them? (Cleanse, exfoliate, freshen, moisturize and protect) How many of you currently use all 5 steps? Why do you think most women don t use all 5 steps? (Busy, didn t know, expense) Well, Mary Kay realized that women weren t using all 5 essential steps, so she created a skin care regimen that has all 5 steps in 2 products (Show TimeWise) Research shows that by age 20 you have the skin you were born with, by age 40 the skin you have created and by age 60 the skin that you deserve How many of you want beautiful skin? This TimeWise basic set is like brushing your teeth...what would happen if you didn t brush your teeth? (yucky, bad breath, fall out) Yes, and you can buy new teeth However, you can t buy new skin, so it s important that we take care of the skin that we have. Just like brushing your teeth, you would use this basic set morning and night.
Are YOU excited? TimeWise Set Go to page 6 in your Beauty Book. The Miracle Set is the basic, the TW Cleanser and Moisturizer that we were just talking about AND the Day and Night Solution. Are you ready to get some pampering? We are going to start by taking your eye make up off with o u r Oil-Free Eye Makeup Remover (use cotton round). Go ahead and begin by using the Lip Mask on your lips. Next, dampen your face with the washcloth and wash your face with the Cleanser. As they are washing their face, say: Now you can cleanse, exfoliate and freshen as you smooth and firm your skin. Do it all in one simple, time-saving step with the TimeWise 3-in-1 Cleanser. This advanced formula contains our exclusive patented complex, vitamin E and a vitamin A Derivative (retinyl palmitate), botanicals and skinsmoothing micro beads It's great for all skin types and gentle enough to use every day Wash off the cleanser on your face and also your lip mask. Then apply the Lip Balm...
How many of these products have you tried? TimeWise Set Continued Hand them a washcloth and wash off cleaner & Lip mask. Now for those of you who want to go Beyond the Basics to use the very best product on the market today to slow down that aging process and benefit skin that's already been damaged, I want to talk to you about our Miracle Set. It really does produce miracles. Day & Night Solution (have them put each product on each half of face). Day solution, you wear during the Day Then the Night Solution, you use when? At night The little beads or micro beads are the vitamins. They are in capsules to keep fresh. The capsules burst as you press the pump and fresh vitamins come out. Look at the chart on page 6. Could I get a volunteer to read the agefighting results of the Miracle Set? Could you be thrilled when 83% of your wrinkles are gone in just 12 weeks of using this simple product? That is why we call it the Miracle Set I couldn't be prouder of this product and the results it brings.
Miracle Set Create VALUE You have a superior product to share. Have them put moisturizer on, and you say: Get visible anti-aging benefits every time you moisturize with Time-Wise Age-Fighting Moisturizer. This luxurious, oil free lotion absorbs quickly, leaving the skin feeling soft, supple and always fresh. It treats you skin to our exclusive patent pending complex as well as botanicals and vitamin E. Plus it is clinically proven to hydrate for up to 10 hours. Best of all this advanced formula firms and brightens as it reduces the appearance of fine lines to restore a more youthful look How does that feel? (Ask while you are rubbing your face with the back of your hand).doesn't that feel soft? Now, I am so excited What we just finished is our TimeWise Miracle Set. This is the heart of our company; this is why we are #1 in Skin Care in America It includes Cleanser, Moisturizer, Day and Night Solution and Foundation. Using it every day, it is going to last you 2-3 months, depending on which of the different products you decide to use. It will cost you the price of a cup of coffee or a coke a day. (And if you go to Starbucks everyday, it costs even LESS than your daily cup of coffee) It is an investment in not only how your skin looks today, but also how it looks tomorrow. The entire Time Wise Basic System is only $52. The Miracle Set is...the TW Cleanser, Age Fighting Moisturizer, your color of Foundation, and the Day & Night Solution. This set is only $102 Wow Can you get excited about that? (Hold up TimeWise Basic & Miracle Set so they can see it). YOU JUST CLOSED THE Skin Care Set
Are your guests feeling pampered? Supplements Turn to pages 12 &13 in your Beauty Book. Now ladies, lets look at our supplements. Some we will talk about privately, later, or at your 2nd facial. If you are extra dry, extra oily or blemish prone, you may want some extra care. Now, I really want to talk with you about the delicate skin around your eyes. I don't know if you realize that we do not have oil glands around the eye area and that is why it s the first to show aging. We have specialized products for that delicate eye area: TimeWise Firming Eye Cream...(Have them apply eye cream beneath eyes. As they do so, say ) like a little drink of water fights the look of fine lines and wrinkles, visibly firms, brightens and moisturizes the delicate skin around the eyes. Eye Primer is a primer for your eye shadow (Have them apply eye primer on lid. And say ) this product waterproofs & crease proofs your shadow. If you will look at the profile you filled out earlier, you can lift up the top copy to see which supplements might be right for your skin. You would not want to use these products without at least the basic skin care. They are meant to be add ons to your basic skin care or Miracle set. Today we are going to try the Microdermabrasion. ( H a v e t h e m d e m o Microdermabrasion on one elbow so they can see the difference. As they do so, say ) This amazing duo contains the key exfoliating ingredient used by dermatologists and allows you to achieve beautifully smooth skin immediately. Now turn back to pages 8 and 9 in your beauty book. Go through Mary Kay s other skin care lines.
One week to WOW TimeWise Repair TimeWise Repair Set reduces the look of deep lines and wrinkles, restores the appearance of lifted contours and recaptures youthful volume. These products are perfect for customers concerned with the advanced signs of aging. Renew your skin s radiance, target skin resilience, firm, tone and restore the appearance of youthful lift Products in TimeWise Volu-Firm Repair Set: 1. Foaming Cleanser 2. Lifting Serum 3. Day Cream Sunscreen Spectrum SPF 30 (UVA/UVB protection) 4. Night Treatment with Retinol 5. Eye Renewal Cream
Mary Kay Botanical Effects Skin Care is custom-formulated with specific botanical ingredients targeted at addressing the particular needs of women with dry, normal or oily skin. Play up the environment & sensitive skin These products are specially formulated for sensitive skin. Botanical Effects The packaging is gentle on the planet, while the price is easy on the budget Simple regimen for all skin types. Perfect for anyone who may not yet be ready for age-fighting products or with sensitive skin. 1. Cleanse - gently cleanses without stripping essential elements 2. Mask - gently removes impurities as it revitalizes. Removes easily with water. 3. Freshen - nondrying formula gently removes excess residue. 4. Hydrate - absorbs quickly, leaving skin feeling balanced.
Pay attention to your time. Clear Proof Acne System Not only does Mary Kay offer amazing age-fighting products, but we also offer products that can help with acne breakouts. The new Clear Proof Acne System helps you get your acne under control It s an effective regimen that s clinically shown to provide clearer skin in just 7 days. The Clear Proof Acne System includes: 1. Clarifying Cleansing Gel - deep cleans, gently removes dirt, oil and complexion dulling residue. (contains 2% salicylic acid) 2. Blemish Control Toner - tones without over drying, leaving skin soft and supple (contains 2% salicylic acid). 3. Acne Treatment Gel - contains 5% benzoyl peroxide 4. Oil-Free Moisturizer for Acne Prone Skin - replenishes moisture, helps control excess oil and leaves skin with a beautiful matte finish. 5. Clear Proof Pore Purifying Serum - acne fighting power
Do the color Face RACE Color Turn to page 10 in your Beauty Book. Go ahead and apply the Foundation Primer and then your Foundation. Turn to page 18 and 19 in your Beauty Book. Now we are going to use your color card and do blush & lips...eyes if you choose we will have a Face Race...pretend you are late for work and see how fast you can get it on. (They can put eye makeup over whatever they have on. You can give a sponge tip or hand cream sampler to first one finished They will buy the color products if you spend too much time on color & you will lose Skin Care Sales) At your 2nd facial, I will give you advanced color tips Honestly, I am here to teach you skin care. I am not as concerned with color...how you treat your skin and the results you will see in years to come is my concern. Skin care is first...color is 2nd. If you use my skin care I will teach you everything you need to know about your color Have Compact Pro ($35) in center of table empty. (Might also have a Perfume or other option but not anything you want to sell her that night.) If you will share your 2nd facial with 4 friends in the next 2 weeks (and keep the date selected). I will give this to you free and share with you how you can fill it.
What motivates YOU? Table Close (Pass out the Closing Sheet or folder of paper stuff to each guest) Go through Create a Roll Up Bag Sheet and explain Sets. Close your eyes and go into your closet. Pretend it's clean. Pick out the most expensive item you own. Now let's totally accessorize. Shoes, Purse, Jewelry, Belt. Now don't say it out loud, but add it up and round it off. Did it add up to 49...99...or was it closer to $299? How many times did you wear it last week...last month? Does it still fit? Tell me, does it make more sense to spend that kind of money on something you wear once or twice a month, maybe once a year or something you wear every day? Let s pretend that I m your fairy godmother and I have a magic wand, fairy dust and I can grant you any wish Now, if money were no object, I want you to write down on your wish ticket, what you would want to take home today if I granted you your wish Remember, money is no object. Just write down your ultimate desire
Referrals Referrals Lifeline of your business OK, so are you ready to earn some more points? Well, I m going to give everyone an opportunity to earn 6 points by writing down the names & numbers of 6 friends...you can cheat by using your phone... that would love a pampering session like you just had. Now, if you are having friends at your follow-up facial, this will be your guest list, if not, then I will call each of them and offer them a GIFT OF FRIENDSHIP from you. Each referral will get a $10 gift card (in your name) and a personalized From You $10 Gift Thank You pampering session from me like the one we had today. [Give them about 5 minutes or so to do this while you are cleaning up their trays and clearing the table, then hand out tickets to each one that wrote down referral names.] Wow I m so excited to pamper all of your friends Now, go ahead and mark down what kind of appointment that you would like to have for your 2nd facial, then we are going to play 1 more game. Ok, everyone is going to have one more opportunity to earn more points Be sure to grab your purse or wallet quickly because you will need it for this game. I would like to take a quick opportunity to share just briefly about my business opportunity but I like to have fun so we are going to play a game I am going to tell you a letter that stands for something about the business and the 1st person to find something in their purse that starts with that letter, holds it up and holler the name of that object is going to get 2 points, the next person to hold it up and holler it out will get 1 point.
M Money MRS CAB Play MRS CAB game Would you be interested in a career where you control the amount of money you earn? There are several avenues of income and whether you re looking for an extra $50/week, $1000/month +, your earning potential is up to you. R Recognition When was the last time your company or your family recognized you for a job well done? In Mary Kay, you are recognized for everything you do. Whether it s with a diamond ring, ribbon, or simply words of praise, it feels good to be appreciated. S Self-confidence & Personal Growth Can you get excited about a career that not only helps you build income, but also helps build your self-esteem and self confidence at the same time? There are opportunities for you to grow personally as well as professionally and work in a positive environment that encourages personal growth. C Cars When was the last time you earned the use of a career car? Choose to drive a company car or take the cash compensation. The program starts with a Chevy Malibu or $375 cash, you choose. A Advancement and Advantages Have you ever worked hard and were passed over for a promotion? In Mary Kay you advance at your own pace and the opportunity for advancement is unlimited. Advantages: No Quotas or Territories & Tax Benefits B Be Your Own Boss Do you have the flexibility to work the hours you want, to be home when your children get out of school, to be in essence, your own boss? Imagine having the freedom of being self employed and the flexibility of working the hours you want to work. You are in business for yourself, but not by yourself
Winners Make them feel important I hope you have had a good time. I would value your opinion of the class so please take a few minutes to answer the rest of the questions on the back of your Customer Profile. Then we ll meet privately to customize a skin care program that meets your individual needs & to select a time for your 2nd facial. It s time to count the points and see who wins our prize After seeing what I do, if you are intrigued or curious about owning your own Mary Kay business, let s talk about it in our individual consultation. Is anyone in a hurry to get out of here? Okay, (guest s name) let s start with you. After, will you come, and then (Tell them how you want them to come) I d like for you to bring your profile card and your wish ticket with you into the living room (hold one up so they know what you re talking about)
Be genuine. Individual Close Review Customer Profile and ask questions: 4. Did you have fun? 5. Doesn t your face feel great? 6. What did you like most about our class today? 7. Is there anything in the Beauty Essentials Collection that you wouldn t use? (close the sale) 25 Second Booking Approach: Were you as enthused about all that our Hostess can win for holding classes in the next 10 days as much as I believe you were? Some guests get so excited that they schedule 2 classes trying to win twice as much It's up to you Would you rather go all out & have 2 classes so that you can win twice as much or is just 1 really more of what you had in mind right now? Either way will be fine with me (NOW BE QUIET FOR 4 seconds while you look down at profile) Now (customer s name) I would like to call you in two or three days to see how the products you purchased tonight are working for you. What time would be best to call you? Good, at that time I ll ask you for the names of the guests coming to your show. 85 Second Recruiting Appointment Approach [Name], there's just one more thing I'd like to say because I believe it. I believe that you could be good in MK, I really do. With the proper training, don't you believe that you could enjoy having more success and could do most of the things you just saw me do? It would only take about 20 25 minutes for me to show you how easy it is to get started and how simple it can be to help you earn an extra $1000 or more in your 1st 30 days. Would an extra $1000 per month part-time be helpful on a consistent basis right now? My schedule is kinda tight... could... could you stay for just a few minutes after the class or would tomorrow around [time] be easier for you? Whichever seems easier for you would be fine with me
Follow-Up Follow-Up with Hostess (after the class): Thank your hostess Figure how many products she earned and find out if there s anything else she d like Offer her another appointment Ask for referrals Ask if she s interested in the Mary Kay opportunity Follow-up with Guests (two days after the class): Make a note in your date book to call each new skin care customer within two days to check how her products are working. Call any potential team members. If you didn t book a second facial or other selling appointment at the class, you can use your follow-up call to do so.