Skincare Class Outline by Jill Adair
**Preceded by Skincare Class Opening**
I.Presentation with Supplements (order of application)
1.3-1 Cleanser- Dampen face with wet facial cloth then with their fingers have them rub in circular motion over entire face avoiding eye area (or Botanical, Clearproof or TW repair) * Be sure to have spray bottles so can spray additional water in tray and wet fingers if using TW Cleanser for combo/ oily or clearproor or TW repair cleanser bc they later
2.Firming Eye Cream (under both eyes or can do right eye only using ring or pinky finger)/ you can mention TW repair eyecream for those also with puffiness
3.Microderm set either on chin(wet first be giving them a spray bottle of water OR on back of hand). *Best product to help with minimizes appearance of pores; with blackheads; reducing appearance of sun and age spots; with acne scaring and to go deep past the first layer of your skin to help your other skincare products penetrate better and work better!
*if guest has sensitive skin let her sample Botanical mask/ Rub in step one with some pressure in circular motion(would do in shower for 1-2 mins & can use skincare brush or hand). Rinse with facial cloth to make sure remove all beads.. apply step 2 (pore minimizer- this step can actually be use DAILY after cleansing if have larger pores but step one ONLY 2x weekly
4.OF Eye Remover- back of hand- use eyeliner sample in black to draw smiley face on back of hand/ (shake up before applying to cotton ball & have remove ) Tell them this removers eye makeup gently which protects you from stretching the skin & it has something in it to strenghthen your eyelashes to keep from breaking! Safe for contact lense wearers.
5.Night Solution- ½ face onlyavoiding directly under eyes but do go around eye area- “Spanx for your face”! This product helps to generate new collagen in your skin and firms, tightens, lifts and helps reduce fine lines and wrinkles. **This is strong product so if super sensitive she might be best to try on inside of her wrist.
6.Day Solution- sample on back of hand(this is the day antiaging supplement which helps to protect against further sun damage & it helps to relax the lines on your face)
7.Moisturizer ½ face only on top of Night Solution
8.While moisturizer is drying… do Satin lips- Step 1 & 2(lip balm moisturizes lips for up to 6 hours)
9.Comparison Time! Ask them to feel their face and look at the right verses left side(ask to remove mirror and hold @ arms length and look in cheek area and ask them to share what they see and feel) ** Share results of Miracle set on page 6 of beauty book!
10. Turn to pg 11 in beauty book-Share our foundations- offer whatever you have in your kit (I also suggest you have cc cream as an option- easy to match and very popular!) Sample foundation primer on entire face avoiding under eyes (we have a primer for eyelid area which you will get to sample at your color followup!)
Play Referral Game (do this after foundation primer BEFORE you start matching foundations so they have something to do as you make your way around the table)
Introduce game: The highest compliment you can give me today is to refer your friends(hand out set sheet and turn over to side with Fabulous Referral page)...So I want you to pull out your phones and think about the women you know who you know would love & deserve a little pampering! Only prerequisite is that they are 18 or over and have skin!! Just for referring them they will get a $10 gift certificate if they say yes to a facial with me. All you have to do is write down their name & # and then circle if it is best that I text or call them.. they can say yes or no.. there’s no obligation.. OR if you decide to share your followup with friends these can be your guests and you can simply invite them to join you *I’m going to give each of you who give me at least 10 names today a gift.. and the one who gives me 20 or the MOST names over 10 will receive a bigger prize!! And because I want to thank all of you for your referrals..I’m even going to give those of you with less than 10 names a ticket into our FREE product giveaway(on table) for your referrals.
Note about giveaways: I suggest the purse size handcreams we can order in packs of 12 for $6 so 50 cents each for those who give you 10 names.. those who give you 10+(the one who gives you 20 or most will give a PCP gift like the mini OF eyeremover that costs $2 or any deluxe mini or you could give the beauty blotters (cost you $3 ws)!
11.Foundation Matching- use liquid foundation brush to apply a little to jaw line to match color and then allow your guest to apply.. make sure you instruct to put just a little on brush at a time starting around eye area and then brushing down because facial hairs go down.
II.Dash out the Door Color- Apply cheek color with cotton ball or with mineral brushes & give them a choice of a lipstick or lipgloss sample( I would suggest going ahead and having just a few choices on the table) *Stick to basic color ONLY..
III.Marketing Game-MRSCAB or share from Team Building flyer (on my website under Training center then Team Building)and your “I-Story”(how long you’ve been in MK; what you do other than MK; why you joined MK and what you love best about your job so far
IV.Table Close- share payment options; remind re 100 % satisfaction and color followup appt; remind re hostess plan and share specials(use set sheets with basic, miracle & ultimate miracle/ or use optional set sheet if they used botanicals, clearproof or TW Repair). ** Let them know they can make substitutions within the sets for products of similar price
(After Share specials you will ask them to fill out the survey on the right side of the set sheet. Explain to them about questions 5 & 6- this is just a chance for them to learn hear a little more about the MK business opportunity & to help you with your training (We prefer to do these in person within next 48hrs if possible; can also do via skype or by phone if in person not possible) You can send them the video & survey as a way to give them some info before the career chat but don’t rely on this.. best to setup a specific appt time to talk with them (find out if at lunch or after work best for her)
*TEXT me as soon as you finish your party with name & cell # of those said they would listen and let me know your availability over next few days and I will contact her to setup a sharing appt
*Note: as your director I will be sharing for you.. you simply join us and listen)
V.Thank for coming and thank hostess again/ Tell guests where your “office” will be located and see if anyone is in hurry to leave then take first guest with you and do individual close. Do individual close AWAY from the table where everyone is bc money issues are private.
Individual Consultation:
(*Talk with each guest individually/ if she isn’t interested in hosting book her followup color for a Monday night or Sat morning when we offer makeovers for best use of your time)
Look @ answers on survey quickly then say: Thank you so much for coming! I hope you had fun tonight! How does your face feel? Great! Look to see what she listed as her favorite MK products and comment on those.
I see you loved the ______& ______best. Those are great choices!
I also see that you said you’d take home the ______set(ie: Miracle set) if money were no object. If I were willing to work with you which I am willing to would that be a comfortable place for you to start tonight? WAIT til she responds.. Do NOT TALK!
( See what she says and if says “No” then go down to next set and say. Would the Basic set be a comfortable place for you to start? Remember, to also ask her if she wants to add her favorite item that she told you in beginning to her order if its not part of the set she chooses)
Note about accepting 2 payments:(offer ONLY if you have inventory on hand)
(break up payment into 2- get her debit card preferable and charge ½ today and other ½ on her next payday OR could accept 2 checks with one postdated to next
Once you come up with what she wants then you will want to see if she wrote down referrals. If so then say, I see you wrote down a few friends, any reason you wouldn’t want to share your followup appt with a few friends to earn some FREE products? Proceed to book her followup appt whether it be alone or with some friends(3 friends=party=hostess credit). Go ahead and give her a hostess packet and ask her to get you her guest list with names, addresses, emails and phone numbers within next 3-4 days(add to the list she already gave you in the referral game unless she already gave you 15-20). You will want to book appts no further out than next 2 weeks if possible.
Then book career chat with her if she indicated she’d listen or you think she’d make a great consultant. Simply say, “ You know I don’t know if you’ve every thought of earning some extra money or not doing something like MK but I think you’d be great. (give her a compliment) There’s no obligation. My mentor & I would just love to share some fun facts with you and get your honest feedback. You’ll get to go into our FREE monthly Product drawing PLUS you can select any single glamour item for ½ price just for listening!
(note: I will be the one giving away the monthly product giveaway/ you would give her the ½ price glamour item)
Find out when best time for her(daytime, evening or weekend) and then tell her your mentor will be calling/ texting her to setup a time to talk. Text or vox Jill with your customer’s name & phone # and best time for her immediately after your party no matter how late so you don’t forget!
Steps Once Book Party:
1)Give her a hostess packet at the party (or deliver/ mail within next day but preferably give @ party)
2)Let hostess know that you have reserved this date for her just like the doctor does when she makes an appointment so you will be turning away other business for that date at that time… ask her “Is there any reason you can think of that would keep you from keeping this appt at this time?” Once she says No that date is good write it in your calendar (if she gives you any reason it may not be able to hold appt then just know it is best to double book this appt- which means pencil her in but book another hostess for the same time slot if you can.. Don’t worry! Both WILL NOT HOLD!)
3)Ask her to get you additional names and #s within next 3-4 days by text or email (suggest she invite at least 15 to get 5 in attendance) and tell her to go ahead and start verbally inviting her guests & ask them to reserve the date/ Also ask her if she’d like you to give her invites to hand out; or if she wants you to create a Facebook invite/ let her know you will also be following up with a text invite & followup reminder 2-3 days before the party
4)Send her a thank you note thanking her for being an upcoming hostess & remind her to be making her “wish list” of what she wants to earn FREE or mention you are excited to help her earn that brush set you have your eye on! (or whatever she has told you she wants)
5)Make a note on your calendar in 4 days to followup if you have not heard back from her about additional names & to confirm date(Note: you can offer her a free eye color to get you her guest list by _____. Remind her then about collecting outside orders (suggest she work towards collecting $100 in orders before her party from those who can’t come.. see if she needs any additional catalogs)
6)About 10-12 days before the party create a FB party invite or give her invites or both/ you can also send an invite over text letting them know about the date and asking them to rsvp/ I also send text invites as well
“Mark your calendar! Are you READY for a FUN Girls Night Out? Come out & join ____(hostess) on ______@_____ for some pampering with Mary Kay!
Where?
RSVP by ____(2 days before party) to reserve your seat & receive entry into our FREE product giveaway! Brind a friend & receive an additional entry!
Jill Adair, MK Consultant (you can set this as your signature on phone)”
7)About 3 days before party followup with hostess to see who has rsvpd to her and then you send followup reminder text to all guests (unless she tells you some who have said they can’t come then don’t text them now.. you can followup with them later and offer them a gift certificate as a referral since they couldn’t come/ try to schedule them for a diff date)
8)Last reminder to guests the day of the party(text or email or fb message)
“So excited to pamper you tonight! Be sure to be there on time @6pm so you don’t miss out on the special hand treatment!”