You'll want to set daily booking goals such as,
Today I'm going shopping. When I come home I
want to have two new facial appointments in my date book.
Or, Last night at my skin care class I secured only
one booking, so today I need to call people until I get at least one more.
I need to work on getting at least two bookings from every class. |
| Holly says that by setting a simple unit goal, she and
her Consultants placed more than 35 new classes in their date books during
a day-long challenge! Each Consultant had one day to find at least
three bookings and was asked to call Holly about her success that evening.
And every unit member met the challenge, says Holly. |
| Here are some suggested dialogues you may wish to use
when setting up appointments: |
| People You Haven't Contacted Lately |
| Hi Susan, this is Joyce, your Mary Kay Beauty Consultant.
Do you have a minute? My director is having a contest and I need
to schedule three classes before 8p.m. I just know you can think
of two friends who haven't tried Mary Kay products. I have
a great hostess gift if you can help me out by holding a skin care class.
When would be better? |
| Don't forget to introduce them to the Gift For You
brochure and the hostess gift program. |
| Skin Care Class Guests Who Didn't Buy |
| Hi Lynn, this is Joyce with Mary Kay Cosmetics.
May I have a moment of your time? I have a special offer this week
for people who schedule a skin care class. If you can get a few people
together for a skin care class, the _____ will be yours. In addition,
you can receive hostess credit toward Mary Kay products or a lovely
hostess gift. Isn't that great? Which would be better....? |
|
| Regular Customers |
| Before contacting these customers, you'll want to check
their skin care profiles to discover what they haven't purchased, then
you can say, Hi Candy, this is Joyce with Mary Kay Cosmetics.
If you've got a minute, I have something exciting to tell you. This
week you can get that _____ you liked if you will allow me to present a
class to a few of your friends. Isn't that great? I know an
evening would be better for you; would you like the first part of the week
or the last? |
| Friends and Relatives Already Using Mary Kay |
| Hi Jane, this is Joyce. Remember the cologne
you liked so much? This week I'm having a contest, and you can earn
the colognes as a hostess gift if you can think of three people to whom
I can give facials. What time would be better for you,...? |
| Former Hostesses |
| Hi Stephanie, this is Joyce with Mary Kay. It's
about time we got everyone together for a review facial. I have some
great new glamour techniques to show you, and I'll bring along _____ as
a thank-you gift for you if three people attend. When would be best
for you,...? |
| Holly suggests helping people think of guests.
You could say something like, While I have you on the phone, let's think
of some people you can invite. Try suggesting people she may
not have thought of, such as a long-time neighbour, her husband's or her
own secretary or an aunt. |
| Another idea is to send beauty books
to people living in your area. Be sure to enclose a note telling
the recipients you'll contact them in a few days. When you call offering
a complimentary facial, you could offer them a small thank-you gift, when
they invite friends to join them! |
|
