Skin Care Class Agenda

Skin Care Class Agenda

*As guest arrive trays should already be set up and ready to go along with a profile card/sheet and a pin. As guest enter the hostess will do Satin Hands on her (since you have already done it to the hostess), and you will match her foundation. She will need to go ahead and pick the lip color she wants and have at her seat ready to go! DO NOT PUT OUR ANY LOOK BOOKS ON THE TABLE!!!

1. Thank the Hostess & Explain Hostess Rewards (Optional: Give her a small gift)
2. Guest Introductions (Name, how they know the hostess, one thing that makes them awesome)
3. Introduce yourself (2 Minute I-Story)
4. Quick explanation of the agenda for the class and take off eye makeup (Skincare, Dash out the Door color look, play a couple of games, shop & book follow-up appointments)
5. Opening Skin Care Class Script- I have made the decision to promote myself to (Sales Director, National Sales Director, etc) position. Today I am looking for three things and I believe every-one today will fall into one of these categories:

a) Customers (Raise your hand to gain participation in the class)…people who wash their face, use lip liner, lipstick, eye shadow, blush, etc. Keep going until all hands are up. I am asking today that you try our products and that I could be your consultant.

b) Bookings-The highest compliment you can pay me is to share me with 2-3 of your friends…bookings are the lifeline of our business.

c) Business Associates-People, who want more, need more and are willing to do the work. I am willing to teach you everything I know. I am currently looking for sharp, professional women like you. This may or may not be anything you would be interested in doing, but you may know someone who would be great!

1. Skincare…Explain the Miracle Set (Benefits & Steps)

BENEFITS: (You DON’T NEED TO MEMORIZE ALL OF THIS!! Just know a few facts about each product)

*Every good skincare system should provide 5 major benefits…Cleanse, Exfoliate, Moisturize, Minimize Pores, and Protect…Miracle Set provides an additional 6 benefits to give a total of 11 age-defying benefits. (Cleanse, exfoliate, freshen, energize, hydrate, smooth, firm, soften, re-build, and reduce fine lines and wrinkles)

*Works safely with all skin types, even sensitive skin (Normal to Dry, Combination to Oily…<at this point mention that even people with oily skin need to moisturize>)

*Proven to improve conditions such as Rosacea, Eczema, & Psoriasis

*Fragrance-free, Oil-free, and Non-comedogenic

*Received the Good Housekeeping Seal of Approval (100% guarantee for customers for up to 2 years)

*Products will last 3-6 months depending on use…cheaper than buying a Coke every day

STEPS:

*3 simple steps to complete morning and night

*Morning Routine: 3-in-1 Cleanser, Day Solution, Moisturizer

Cleanser: Cleanse, Exfoliates, and freshens in one step

Day Solution: SPF35 protects from UVA/UVB rays. Anti-aging agents that lift the skin and make it feel soft and supple.

Moisturizer: Firms, softens, and reduces the appearance of fine lines and wrinkles…up to 10 hours of hydration.

*Evening Routine: 3-in-1 Cleanser, Night Solution, Moisturizer

Night Solution: Contains anti-aging and vitamins that repair any damage while we sleep that may have been done during the day.

Firming Eye Cream: firms, moisturizes and brightens. Use ring finger to dab.

Microdermabrasion: Resurfaces the skin to reveal younger more supple skin underneath, will help diminish blackheads/whiteheads, reduce redness/darking caused from dead skin build up, and will reduce pore size.

Satin Lips Set: Mask removes dead skin build up on the lips and the balm helps to hydrate the lips without stripping its moisture.

1. Talk about a few other SKINCARE products (Serum C, Time Wise Repair Deep Wrinkle Filler, Even Essence Complexion and Mask, Moisture Renewing Gel Mask, Time-Wise Repair Set)
2. Play the Lead Game: (They will need their cell phones, so have them get this before you start.)

On the back of your marketing sheet or on some sort of paper that has a lot of room for them to write, you are going to have them imagine they are with the most attractive man in the universe (may or may not be their hubby or boyfriend). Ask them, “If you were on a deserted island with this man, what one cosmetic item could you not live without? This includes anything color, but not foundation, because Mary Kay sees foundation as part of skin care.” Help them think of ideas: mascara, eye shadow, eyeliner, cheek color, lip color, etc… Have them write this item at the top of their paper.

Now, let them know that you would love to give this item to them for FREE today and have them raise their hands if they would like that item for FREE. You need to get them to commit before you explain what you are doing. Ask them if they enjoyed what they did today and if they liked their makeover. Then ask them if they would be willing to share this makeover with friends. Next, explain that the best way for you to work your business is through personal referrals. It is how you keep this going and continue to make money for (your goal). Then explain that you need their help. If they are willing to give you the names and CELL numbers of 10 friends you will give them that item for 25% off. If they are willing to give you 20 names and numbers you will give them that time for 50% off (You will be amazed what people will do for something for a discount).

Be sure to explain that you will not stalk or hound their friends, and that you will only contact one time. If there is no response, then you will never contact again. If they open up the dialogue to set something up, then you will proceed to set something up. Also, give them a couple guidelines: 1. Friends have to be over 18. 2. If they know that friend already uses Mary Kay, please don’t give me her number. 3. I am willing to travel up to (tell them how far you will travel in minutes).

Then give them time to start writing down names and numbers. While they are doing this you can be doing one of two things. One, you can give your hostess the full glam looks if she has already given you all her names and numbers from the previous party or from her guest list. Two, you can clean up while they are working. I always let them know they have until I’m done cleaning up or doing the hostesses glamour makeover to get their names down.

1. Foundation:

*Foundation Primer

*TimeWise Liquid Foundation (Match their color when they first come in)

*Foundation Brush for application

1. Deal or No Deal Game: Watch this video link to see how to play this game. This is a way to get bookings at your parties!!

12. Marketing (Use your Marketing Bag)/10 Ticket Game: After sharing your Dream Book, allow them to ask you 10 questions about the information you just shared. For each question they ask they get a ticket. Do a drawing at the end for a little prize. THEN GIVE THEM A MARKETING SURVEY TO FILL OUT SO THAT YOU KNOW INTEREST LEVEL. Have them bring it to the individual close at the end of the party.

13. Create their Wish List on the back of their Customer Profile Card (can do this throughout the party)

14. Rollup Bag Close. Use Placemat!!! NEVER sell out of a Look Book!!!

15. Individual Close (***So important to close individually in a separate area from where you did the party!)

Individual Closing

Cash Out

Ask these questions in this order:

1. Did you have fun? Great!

2. What was your favorite part? Great!

3. If money were no object, which skin care set would you go home with today? (Miracle Set, Ultimate Set, Repair kit, Clear Proof, or Botanicals)?

4. Would you like to start with that set today? (If you yes, then you just build from there. If no, then you ask if that is on her wish list and ask her which set she does want to start with today.)

Is that comfortable for you today?

(If yes, pick up your jaw and write it up. If no, work her down slowly. For example: if she wanted ultimate set, suggest miracle set, then basic etc. Continue to work her down slowly until you find something she is comfortable with.)

Did you want to add the (other sets she liked…) foundation set? Satin set? Do you need any mascara? Eye makeup remover? Lip gloss? Lipstick? Eyeliner? (Keep adding until she makes it clear that she is done. Then add up her total quickly, show her the ticket, point out the items she has on it – NOT the prices)

Here is your subtotal, tax total, please sign here. How did you want to take care of that, cash or check or debit/credit card?

Book Follow-up

Ok…when is a good time for us to do your follow up (suggest a few times)… (pick a day and time) Is there any reason why you couldn’t bring some girlfriends and get the rest of your products at a dis-count and grab a few of those items off your wish list? Great!

About Mary Kay as Opportunity

My last question was about Mary Kay. This may be nothing you would ever consider but I would so love your opinion because I thought you were really (give her sincere compliment). Can I ask you a few quick questions to see what you think? And if it is nothing you would ever consider that is totally fine? (she will say yes).

• Since we don’t know each other very well, what would be important for me to know about you?
• What brings you joy?
• If you were to fast forward your life to a year from today and you could have anything be true in your life that is not true today, what would you want it to be? With time or money being no object? (this tells her dream.)

(She will have said her objections at some point before this.)

If I were to teach you how to _____ so that you could have _____ is that something you would be willing to learn?

(Yes) Great! I would so love to work with you! Is there any reason why we can’t get you started today?

(No or not sure) That’s totally fine…

I have made the decision to promote myself to the ___ position in Mary Kay. Part of my training is to have ___ of sharp women listen to the Mary Kay opportunity. All you do is call is, listen to the call, it takes about 25 minutes, and text me as soon as you’re done. My director will have 3 short questions to follow up with you after the call. As long as you speak with her within 24hrs I will get credit for you calling and you’ll get a free eye shadow. Can I count on you to be one of my 10? Can you call tonight or tomorrow?

(Give her a recruiting packet and find a time to follow up with her.)

**Try to keep your Skin Care Class in the 45 minute-1 hour time frame…this does not include closing.

**Have everything already set up at the table (Mirrors, trays, skin care, primer, products, etc.)

**Do not give guests a Look Book before or during the party…you want your guests to stay focused on Skincare and not Cosmetics…they will have the opportunity to try color and other products during their follow-up appointments.