Scripts to Push Consultants to Go for the Car
It pays big to have “Mary Kay cars” on the road. It costs Mary Kay Inc. NOTHING (because consultants and directors pay for their own cars via the inventory orders they place), and is essentially free advertising for the company. Not only that, Mary Kay knows that the cars make people think the drivers are successful. If they got a “free” Mary Kay car, they must be making lots of money. The cars silently convince the masses that there is success (where none really exists).
In fact, the earnings of nearly all of the pink Cadillac drivers are anything but “executive.” But the general public doesn’t know that, and they think that the pink Cadillac signifies a high income earner, which is exactly what Mary Kay Inc. wants.
Mary Kay Inc. doesn’t want a director to take the available cash compensation option, because no one can see that but her. The company wants her to take the car because it advertises for the company, and it is fully paid for either via the team/unit production, or with the copay. The bottom line is that if your people don’t order enough to “pay” for your car, you have to pony up the money with a copay.
A common argument I hear is that in ANY company, you have to continue to qualify for benefits such as a company car. Here is the difference: Mary Kay puts people in these cars knowing that they have little chance of maintaining the requirements to remain “free.” The company knows that you will either be paying the copay each month, or you will be conning people into ordering products they can’t sell, just so you can meet the requirements. Either way, the company wins, and the consultants lose.
In the spirit of pushing consultants toward those cars (and having Mary Kay get more recruits and more unnecessary inventory orders), Mary Kay Cosmetics has scripts to be used to encourage consultants toward the car, using the “DISC” personality types.
Are they manipulating? You decide.
Dominance: Wouldn’t it feel great to drive around town in that vibrant red Pontiac Vibe? I believe the key is consistency. Commit to a plan of action to build your team right now. I know without a doubt that you can do it!
Influence: Imagine how great you’ll feel arriving at our unit meeting in that red trophy, the Pontiac Vibe! I can’t wait to go with you to the dealership to pick up the car! And once you’re driving red, all your team members are going to want to follow your lead.
Steadiness: What is (child’s name) going to think when you drop (him/her) off in a new red Vibe? He/she will feel so special coming to school in a brand new car, and he/she will be so incredibly proud of you!
Conscientiousness: You’ve accomplished what it takes for on-target for Grand Achiever status! Congratulations! But I know you’re not stopping when your goal is in sight. The most important thing for you to do now is fill your date book with appointments and watch for that special person at each one. If you talk to at least five new people every day about the Mary Kay opportunity, I know your dream of driving that car can become a reality!
These scripts are just meant to encourage with the use of good sales tactics, right? Well, everything in Mary Kay is geared toward manipulation for the benefit of corporate and your upline.
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“Steadiness: What is (child’s name) going to think when you drop (him/her) off in a new red Vibe? He/she will feel so special coming to school in a brand new car, and he/she will be so incredibly proud of you!”
This blatant manipulation of the mother/child relationship might be the one thing that makes me want to go HULK SMASH more than anything.
Besides, little kids don’t care what kind of car Mommy drives. They pick up on your emotions so they’ll be happy because you’re happy. Tweens are mortally embarassed by the fact that they have parents at all (in public, anyway. Gotta assert those boundaries.) and your average 12 year old boy would likely rather die than ride around in Mom’s pink pimpmobile. Older teens will care only insofar as there’s this new car sitting in the driveway and they’re not allowed to drive it. Because thanks to MK’s crappy insurance, I can imagine that if you’re even allowed to add a teen driver to it, the price would bankrupt Bill Gates and Oprah Winfrey combined.
“… little kids don’t care what kind of car Mommy drives. They pick up on your emotions so they’ll be happy because you’re happy. Tweens are mortally embarassed by the fact that they have parents at all”
Truth all around. As a little kid in the early 80s, I didn’t care what kind of car was used to cart me around. But as a tween, I was highly embarrassed by the Chevy Chevette and Plymouth Horizon I was forced to ride in lol.
Steadiness: What is (child’s name) going to think when you drop (him/her) off in a new red Vibe? He/she will feel so special coming to school in a brand new car, and he/she will be so incredibly proud of you!
My children went to private schools. The elementary was a day/boarding school. One boarding family regularly arrived via helicopter. Hard to compete amongst the parents or other students when that happens. Most of the parents had newish cars any way .
And it shows how old this script is since the Vibe was discontinued in 2009 due to GM’s closure of the Pontiac brand.
Yes! Old script! But still used with the car of the season inserted. 🙂
Dragging how your kid will ‘feel’ about a car brand is sick. Revolting. Ugh.
(I have an additional take on this)
What I find so disturbing about this script is: They are targeting women who think driving a Pontiac Vibe is elevating them! This isn’t a criticism of a low-income demographic, or even the car itself. It’s that the Mary Kay scammers are preying on obvious low or no-income women and families and taking what money they do have. It’s disgusting.
Mary Kay – where Jesus can take the wheel but He won’t make your copay.
You made unit club or directors’ trip?? Praise God!
You missed your unit or trip goal? God had other plans for you!
This script is typical for what would be used on a customer. But it’s geared towards the consultants. It almost makes me wonder if the consultant IS the customer or something.
“in ANY company, you have to continue to qualify for benefits such as a company car.” All I had to do was stay working as a field service engineer … the car was one of my tools as far as the company was concerned.
“A common argument I hear is that in ANY company, you have to continue to qualify for benefits such as a company car. Here is the difference: Mary Kay puts people in these cars knowing that they have little chance of maintaining the requirements to remain “free.”
As a territory sales rep, I earned 50-75k per year (mostly salary, plus commissions and bonuses) PLUS received significant auto fuel/maintenance allowance. PLUS full benefits (401k and profit sharing are terrific things to get, and not a single Kaybot receives them…except maybe the MK Corp employees. Who are NOT required to purchase MK products to earn those benefits.)
I don’t share that to brag (although I am pretty darn proud of it) but instead to show that legit sales jobs DO often cover auto allowances, if not with a company car, then with generous allowances to cover the work costs incurred by using their personal cars.