Tips for Booking Skin Care Classes
One of the many problems in Mary Kay is finding tactics that actually work to sell more products. There are gimmicks that are used to book classes, to get people to try a product or two, or maybe even to sign up as a beauty consultant. But the results from these tactics are temporary. None of them builds loyal customers for the long-term.
When consultants ask for help, they get more of the same: feel-good lines, scripted speeches, the latest gimmick. Below is an example. Look at these “tips for booking” and tell me if even one of them actually works on a consistent basis. Ask if any of them is an action that is reasonably calculated to lead to an actual booking. The answer is no. These are measures that may help a consultant feel like she is actually doing something, but her chances of walking away from this with bookings are slim.
And I wonder how these tips work during pandemics when people are largely staying at home?
*Do not depend on one idea for bookings. Use many. Booking is truly the lifeline of
your business. Master your booking skills and you will sell.
**Now tell me, if you use all of these ideas, how could you ever be out of bookings?
Tips on Booking:
1. Look sharp.
2. Be enthusiastic.
3. Get the dollar signs out of your eyes.
4. When you knock on the door for an appointment; think bookings, bookings, and
bookings. It’s better to have a $100 class with 2 bookings than a $200 class with no
bookings.
5. Think of your customer’s best interest, not yours.
6. Look and act busy.
7. Have date book full. Even if it’s with birthdays, poems, anniversaries, or recipes.
8. You select the date. Give them a choice of two times.
9. Book close in – never book over two weeks away.
10. Make your hostess fee special.
11. Have a booking list going at all times.
12. Remember to always overbook – we always have postponements.
13. Always send thank you notes to your hostess in advance.
14. Remember booking is sharing.
15. Remember you won’t book everyone you ask.
16. Having a booking goal per day. I recommend two per day or 10 a week to cover
any postponements.
17. Try each idea five times.
18. Remember booking is a numbers game.
19. Follow the three-foot rule. Anyone coming within three feet of you is a booking
prospect.
Dialogues
*USE THIS ON ALL DIALOGUES. “Hi! _______________ (Her name), this is
_____________ (your name) with Mary Kay Cosmetics. The reason I am calling is
______________________(your booking dialogue).”
Then give them a choice for their booking time. “Which is best for you the first of the
week or the last? Morning or evening? Lunch hour or evening? I have Tuesday at 12
or Wednesday at 7? Which is better for you?
1. SECOND FACIALS FROM CLASS – I need to see you within 7 to 10 days to see if
your product is working properly on your skin.
2. FOR PEOPLE WHO WERE REFERRALS FROM SOMEONE ELSE – “You don’t know me but Sally Smith gave me your name and thought you would enjoy a complimentary
facial. Now, I know you are busy just as I am, and I do have a couple of openings
this week, what would be best for you…?” If she says, “Thank you for your call, but
I’m really not interested, I don’t wear a lot of makeup.” YOU SAY THIS: “I can
certainly understand that Janie. What we actually teach is skin care. It’s a very
simple process and the only way we can advertise is by giving complimentary facials
with no obligations on your part. Which would be best for you?” If she still objects
and says, “No, I really just don’t want to.” YOU SAY THIS: “Thank you for your
time.”
3. FOR THE PERSON YOU GAVE A SAMPLE TO – Ask her opinion and a couple
questions about comments from her husband or boyfriend and then say, “Janie,
you’ve just been so nice to do this for me. I’d really like to do something nice for
you, and I’d like to come over and give you a complimentary facial and get your
opinion of our skin care.
4. PORTFOLIO BOOKING – “My Company has asked me to put together a before and
after Glamour Portfolio you know like you see in Glamour and Good Housekeeping. I
would love to have you as model. I’m making appointments for the week of
__________. Which do you feel would be best for you–the beginning or the end of
the week? Tuesday or Wednesday? 7 or 7:30?” After the appointment is made. You
say, “Let me ask you something…do you have a friend or two that might help me
critique your look for the Portfolio.” She answers. Then say, “Great. I’ll even show
you all how to do the 5-second facelift. Tell them I’ll be showing you this. It is really
fantastic.”
5. BOOTHS – You are one of the lucky winners or our door prize drawings from the
_______ booth. You have won a free glamour makeover like the one’s you see in
Glamour and Good Housekeeping.
6. TENTATIVE APPROACH – Use this when they give the objection that they are too
busy. SAY THIS: “Let’s set a tentative date with the understanding that if you can’t
hold the date you can call and we can reschedule the date.”
7. PEOPLE WHO HAVE BEEN NICE TO YOU – You have been so nice to me and I
would like to do something nice for you. I would like to give you a free makeover like
you see in Glamour and Good Housekeeping.
Visit the
Real businesses ask their contacts for feedback on why they did or did not like the product or offering, and strive to address the objections. With Mary Kay, the most common objections are simply ignored and never addressed:
– “The product is too expensive”
– “Too much pressure to purchase. I prefer buying online anonymously so I don’t get pestered by salespeople”
– “I prefer a different brand”
– “I don’t like to get into business relationships with family and friends. Too risky to relationships when money gets involved”
– “I don’t support the MLM business model”
Mary Kay has no intention of addressing these objections. No one who is making any real money in Mary Kay is doing so through retailing anyway. Sadly, the real money in Mary Kay is made through purchases made by downline sales reps.
All this talk about facials and make-up parties is a distraction from the real purpose: recruiting. Mary Kay teaches their reps to ignore boundaries and try to trick their marks into doing something they don’t want to do: sign up and order way more overpriced product than the new reps can ever hope to use or sell.
All of this gets harder and harder to do as Mary Kay’s antiquated door-to-door MLM business model shows its age.
LOL, “get the dollar signs out of your eyes.” I thought the whole point of this boondoggle was to MAKE MONEY?
19. Follow the three-foot rule. Anyone coming within three feet of you is a booking
prospect.
Things like this is why I miss social distancing.
“1. SECOND FACIALS FROM CLASS – I need to see you within 7 to 10 days to see if
your product is working properly on your skin”
Oh? And how would you know? This sounds like a medical diagnosis, but we all know that the IBC’s only “qualification” in this business is an available line of credit.
“Have date book full. Even if it’s with birthdays, poems, anniversaries, or recipes.”
What on earth? How is that helping me in any way?
I guess to make the potential victim think “look at that full datebook. She’s soooooo busy. She’s doing me such a big favor by squeezing me into her busy schedule.” When in reality the potential victim is wondering why she doesn’t keep appointments in her phone and trying to escape the three foot radius.
The recent Sam Dee video I posted had a director explain the reason just like that.
I still use a paper datebook since it’s easier for me to see the entire week or month. Work, clinical/practicum days, personal appointments, birthdays (six this week alone), and other events go in there. Sure, I use my phone occasionally to track appointments, yet the paper book makes my life easier.
Right now, my datebook is a hot mess express. Way too much going on and not enough hours and days in the week.
“BOOTHS – You are one of the lucky winners or our door prize drawings from the _______ booth. You have won a free glamour makeover like the one’s you see in Glamour and Good Housekeeping.”
I entered at a booth at a radio station’s tailgate and was told I was the winner of that location. One of 60 and entered to win a Toyota truck. Hell yeah did I grab a friend and my checkbook and head 35 miles away to see if I won.
This MK thing is not that.
It’s sneak peeks, not peaks. It’s occasion, no ocassion.
Plus one or two others.
Someone actually paid MKVirtualOffice for this?