Skin Care Class Outline:

  1. Kitchen Coaching with Hostess
  2. Confirm # Attending
  3. Who is coming tonight that may be good at what I do? What about you? Watch what I do…
  1. Have guests fill out profile cards – ask about foundation preference (liquid or mineral powder) and match color as they arrive. Or decide to do mineral powder for everyone at first appointment and liquid at second appointment (or vice versa)
  1. Satin Hands in the Kitchen (By hostess if possible as people are coming in)
  1. Thank everyone for coming. Thank your hostess (if applicable)
  2. Give Hostess Gift
  3. Talk about the free product your hostess is getting as well and introduce your hostess program here.
  4. Ask everyone to introduce themselves and say what they like most about hostess
  1. Introduce yourself and give your quick I-Story
  2. Before Mary Kay I ...
  3. What appealed to me about Mary Kay was...
  4. What I love about Mary Kay is...
  1. Tell them Mary Kay is the #1 selling skin care and cosmetics line in the US
  1. Tell the 3 things that set Mary Kay apart from the other product lines
  2. Always entitled to a follow up appointment (check up from the neck up if they begin using any of our skin care products, also the opportunity for a customized full glamour makeover). Mention follow-up facial at least 7 times during your presentation
  3. 100% guarantee on all our products
  4. Have the opportunity to always earn free product by sharing your follow-up appointment with friends
  1. Give an outline of what they can expect for the evening
  2. You are going to walk them through the essential steps to a healthy skin care routine. You focus on skin care at the first appointment because they only have one set of skin for life & their makeup will never look as good as it could if they aren’t taking care of their skin
  3. In addition to the fabulous anti-aging products they are going to use, you will match foundation for everyone, & teach them some basic color application techniques. (at your follow-up we will cover the more advanced color techniques – build on what you learn today)
  4. They will have the opportunity to purchase any products they fall in love with at the end – no obligation to purchase but you carry a full inventory so if they are tempted then they can start using it tonight if they choose!
  5. At the end you will sit down with each of them one-on-one to talk about any questions they have that you were not able to answer during the party, talk about the products they would like to take home with them, and schedule their follow-up appointment
  1. Walk them through the skin care – explain the benefits of each.
  2. 3 in 1 Cleanser
  3. Microdermabrasion steps 1 and 2 (on half of the face)
  4. Day Solution (Nigh Solution on hand)
  5. Age-Fighting Moisturizer
  6. Oil Free Hydrating Gel (Optional)
  7. Firming eye cream (talk about other eye products as well, like Oil Free Eye Makeup Remover, Indulge Soothing Eye Gel, Targeted Action Eye Revitalizer – you do not have to demo them, just talk about their benefits).
  8. Satin Lips steps 1 and 2
  9. Foundation
  10. Simple Color Look (Optional) (can be cheeks and gloss, or mascara and tinted lip balm, or highlight your life look)
  1. Compliment Time!
  1. Show them the roll up bag with ‘show’ sets in them – Really romance the bag
  1. Pass out “Queen of Everything” closing sheets and tell them how they get the bag for free (Queen of Everything or Princess of Quite a Lot) and go through the sets, pulling the products out of your show bag and reminding them what they do and what they look like. Really talk about the Miracle Set and its benefits and affordability! Your goal is to sell sets! You accept cash, check, credit & creative financing.
  1. Pass out the Tell Us What You Think Questionnaire – Tell them to stop before they get to #6 so you can explain it
  1. Play the “referral game” – tell them to get out their cell phones and refer their friends and family to you – You say…“This is the highest compliment you can pay to me as a beauty consultant. If you had a good time tonight and you have any friends or family that would enjoy my services, maybe they are overworked, under pampered, or they need help with their makeup (I won’t tell them you said they need help with their makeup) please jot down their names and numbers and I will call them and offer them a makeover session and a ten dollar gift certificate from you! If they are not interested, that is totally fine, I am a trained professional and will not stalk them, I promise.” Give the winner with the most names a prize of your choice.
  1. Pick the “sparkler” of the group and start with her during the individual consultations (or the person that has to leave first). Let the other guests know they can mingle in the kitchen and you’ll be with them shortly. Set up your individual consultations away from the group. (a couch in the living room works great)
  1. Individual Close (See Next Page) and remember for the perfect class you want to…
  2. Sell sets
  3. 2 or more new bookings
  4. 2 or moreinterviews booked and invite guests to your meeting

8 Point Close at the Individual Consultantion

Guests Bring with them: Profile Card, Set Sheet, Sales Ticket,

In Your Consultation Area you already have set-out:Money Bag w/calculator and change, Sales Tickets, Look Book to get Prices, Trend Looks to choose for follow up appointment, Hostess Packets, Team Building Packets, business cards! (You can put all of these in an expandable 8 file portfolio in the order of the 8 point close)

1. “Did you have a good time?”(Nod and smile.)

2. “Don’t you just love the way your skin feels?”(Nod and smile.)

3. “Until we get together for your follow up appointment, did I answer all your questions?”

4. “Out of all the sets I showed you, what would you most like to take home with you…The Queen of Everything Bag…. Or just the miracle set?”( Or, what products on your wish list…)

5. “How would you like to take care of that… MC, Visa, Amex, Discover, check, or cash?”

6. “Great, The next thing we need to do is set up your follow up and customized makeover session. Which would be better for you, an evening during the week, or a weekend? (only give 2 choices at a time until you have booked the appointment. Date & Time.)

Then use the Correct booking approach: (get below eye level - look her in her right eye-smile and nod) “______, at every show, I always select a couple of people that I would most like to have as my future hostesses, (pause) and tonight I have selected you! (SMILE)! Tell me, (pause) when we get together for your follow up appointment is there any reason why you couldn’t invite a few friends to share it with and have a party? I think you would be a great hostess and I know we would have a blast together!”

7. “______, I want you to feel like you’re getting a whole lot more out of your party than you put in to it. Can I give you a few suggestions on how to have a successful party?, Great, when would be a good time for me to call you in the next day or two to get your guest list & go over a few hostess tips with you? Set up an appointment within 24-48 hrs. Share your excitement and let her know that she is also helping her hostess earn product and you to reach your party goal.

8. Offer the opportunity: “______there is one last question that I have to ask you. I noticed that you circled (yes, maybe, no) about learning more about the Mary Kay opportunity. Part of my training as a consultant is to learn how to share company information with other women and ____ I look for women of your caliber everyday and I was really impressed with you! Now, I know that Mary Kay may not be anything ever in a million years you have ever considered & that is ok! But is there any reason why you couldn’t call into our conference call and hear how we make our money in Mary Kay? It only takes about 20 minutes, you get a [$10 coupon, free eyeshadow, or lipstick] just for your time, it’s totally ok if you are not interested, and it really helps me out with my training. Plus, I promise that you will learn something new and if it’s not for you – you can be a talent scout for me. Does that sound good?” (Book the Appointment within the week) Pink Possibilities Conference Call Monday 9pm EST & Wednesday 8:30pm EST (712) 451-6000 Access Code 138168#

Have her send in the next guest & repeat