BOOKING BASICS with JULIA MUNDEY

”Booking is the life line of your business”, says Kathy Holou!

BUILD A STRONG FOUNDATION

  • Become a master booker. Discipline yourself. Make it fun and write this down.
  • Get one booking a day (speak with at least 5 people a day)
  • Treat your customers the way you want to be treated. Treat them so well that you will book them over & over & over again. Give them the service they deserve!Work the numbers (1 out of 5 will book)
  • Write down Affirmations to yourself (You are offering an invaluable service!):I will operate on my commitments, not my emotions!I love to book! I book everywhere I go! Everyone wants to book with me! My datebook is always full!I love my phone! My phone is my friend!
  • The success of my business depends on the amount & effectiveness of my time on the phone!

TRACK OF YOUR PHONE TIME

  • For No’s -Write down hash marks for each time you speak with someone
  • For Yes -Write down name, phone number & date
  • Reward yourself for your time & bookings
  • Make sure you don’t expect rejections, Make sure you call expecting your phone call to be a bright spot in her day, whether she books or not.
  • Put a deck of 50 cards on your desk (A’s & #’s are No’s/ Q J & K’s are Yes)

REFERRALS

  • Make sure you are always getting 15 referrals at each class
  • Make it a contest with a prize in the middle of the table
  • Use sense of humor it no one is writing down names, say “Oh my goodness … no one has any friends”?

WARM CHATTER

  • Make it your Favorite thing to do!
  • Become proficient at handing out your business cards

Step 1: JUST SMILE (look people in the eye & smile for 3days)

Step 2: Give sincere compliments & say “have a great day”

Step 3: Give away business cards (5 per day)

  • Use the “Hit & Run” method

Step 4: Get their name back – (don’t ask a yes or no answer)

  • Say “put your name & number on this card and I will call you in the next 24-48 hrs.”

SCRIPT

Hi ____!!!! I am so excited, cause I just got back from my MK class and they gave me a challenge

BOOKING & COACHING WITH CHARLOTTE KOSENA

To be a star consultant you need to practice & let your family know what your goals are!

MAKE A DECISION TO BE SUCCESSFUL!CHANGE YOUR PERSPECTIVE AND YOU WILL CHANGE YOUR REALITY!WHAT YOU THINK ABOUT YOU BRING ABOUT!

  • What positive energy are you generating when you call someone?
  • Women will help their friend before they will pamper themselves… Ask for help!

FIND WOMEN WHO ARE:

Are between 25-55, own a home , have children, are married, have a college education (this will help you grow your business quicker)

IMAGE:

Always have lipstick on when handing out your cards (where ever you go)

If you haven’t had a compliment on your hair in a while then change your look, do something different

WHO ARE YOU GOING TO CALL?

Have fun with your calls! Tape responses in front of you. Make it a game…which one is she going to be? Time, money, allergic, brand x, etc. (What to say? Great… I am looking for busy women!)

Make a list of 25/ have your calendar out with 2 weeks planned

PERFECT START…HOLD 5 CLASSES, Book 8-10 if you want to start with 5

Be excited, get your heart pumped up, run around the house; sit on the edge of your chair!

Hi Mary, do you have just a quick minute? Great! My director gave me a challenge this week to speak with 15 honest women like yourself,in the next 15 days and get their opinion of our skin care. Would you help me with that? Great! It’s fun, it’s free, and you get a gift for helping me out!

Or you might say, “Hi Mary, do you have just a quick minute? I am building a portfolio with before & after pictures of models.(NOTE: decide on an ending date) Mary, I would love to have you in my book! (After you get her booked Say,)“I am looking for different face shapes, hair, eye & skin color”

  • You are able to share this with up to 3 friends! Is there anyone that you can think of right now? Great, do you have their phone #? (NOTE: If they don’tsay…) “do you mind if I call you in a couple of days to see who you would like bring?”
  • I will call your friends and ask a couple of questions about their skin … do you mind if I ask you 2 quick questions about your skin? What type of skin do you have? Dry, Oily, etc.? Is there anything you would like to change about your skin? Under eye circles, uneven skin tone, acne or blemishes, appearance of lines & wrinkles, cellulite?
  • Get email address before ending call.
  • Say, “I am so excited to meet with you that I can hardly wait!!
  • Follow up with an email; include invite, directions, & phone number
  • If she only has one or two people, let her know you may turn this into a class and have other women there at your home

WARM CHATTER:

Remember, you are a professional and you are offering women a really neat thing. You are educating them on how to take care of their skin! What a gift to those women.

Always ask a question that will get you a good response (this will help you to go on)

When you are out and about…anytime you can get someone to talk to you first it is even better

Excuse me, can I ask you a quick question? NOTE:(they will always answer, yes)Give her a compliment;“I couldn’t help but notice that you have really pretty eyes, great skin, beautiful bone structure, hard worker, etc.”NOTE:(be truthful)

My name is Julie Frantz and I am an Independent Beauty Consultant with Mary Kay…Has anyone ever asked you to do a before & afterpicture or to even sample our products? It’sfun, it’s free, and you get a gift

“I see you are really busy right now, can I just call you later todayand explain how much fun it is and see if it is something you would like to do?”NOTE: (Let them know there is no pressure)

  • Give her your card encourage her to bring a friend to your Saturday Morning Facial
  • If she is not busy, get her to fill out the card right away. Write down the compliment & where you met on the card and put it in a photo album with the before & after pictures. (Give them a copy)

BOOKING FROM REFERRALS:

Hi Sue, my name is Julie. I am an Independent Mary Kay Beauty Consultant and I was talking to Mary a few days ago and she gave me your name. I asked her who she knew that really deserved to be pampered and she thought of you! Isn’t that nice? Have you ever tried Mary Kay? What you will get from me is aan hour of pampering

  • It’s fun, it’s free and you get a gift
  • Doesn’t that sound great? What time of day is best for you? Mon. or Fri? My house or yours? By the way, if you have a friend or two that’s ok with me, they would receive a gift as well!

Follow up! This is the lifeline of your business

BOOKINGS FROM YOUR CLASSES

DON’T EVER LEAVE A CLASS WITHOUT REFERRALS & PMS (PERSONAL MAKEOVER SESSIONS)

  • During the class you will mention the PMS appointment several times
  • At the close… find out what they love, have them pay for it, and then say “Mary at your PMSappointment what would you like to have?” Eyes, blush? Then be quiet!!!! Let her answer.
  • You know Mary, I fill up really quickly! Let’s get a tentative time set aside for you right now. Something that will work for both of us and I will call you in a couple of days to make sure it works!
  • When you talk about the time, say “I will come rain or shine, whether it’s just youor 5 of your friends!!”(look her in the eye)I just need to know that I can count on you! How does that sound?!

SOMETIMES THEY WILL TRY TO GET OUT OF IT

Remember Mary, I said I would be there rain or shine even if it’s just you! I will be there and I will throw in a couple of trays in my bag in case you have some last minute guests.

COACHING THE HOSTESS

A class worth booking is a class worth coaching!

  • You work for your hostess, she is your partner. You want to ensure that she is successful.
  • Make sure she takes full advantage of the incentives
  • Find out what she wants. Get her excited!!! Mary, what free products/ hostess gift do you want
  • Talk about how to invite, the date & time, etc.
  • Send her a post card in the mail
  • 2 days, call her and get the list. Don’t worry if she hasn’t called anyone yet (Rule of thumb…5 to 7 days before the class will give you enough time to rebook
  • Call hostess/guests to pre-profile and encourage them to bring a friend

!!!!!THE GREATEST ACHIEVEMENT WAS AT ONE TIME ONLY A DREAM!!!!!