Extras! Customer Service: Customer Delivery Service (CDS) Personal Website & Propay 2, 2, 2 Satisfaction Guarantee Thank you notes.

Transcription

1 Selling! Selling Basics: "Nothing happens until somebody sells something." Mary Kay Ash Setting Up For Parties (Handout) Facial has guests, perfect party has guests in attendance Step 10- Earn your business card case as an extra bonus by completing the Portfolio on new consultant step 10 with your new customers. Party Agenda: As Guests Arrive: Have guests fill out profile card, match foundation, satin hands and satin lips Open: Welcome & thank guests, share I-story Body: Products (oil free eye makeup remover, cleanser, microderm step 1 & 2, day solution, night solution, moisturizer, eye renewal cream, eye gel, foundation primer, foundation/cc cream/mineral powerder, mascara, color card) Referral Game (fabulous referral sheet) Table Close: Pondered Pink & Close Sheet (Handout) Individual Close: (Handout) 4 things with you: sales ticket, calculator, profile card, & Datebook 3 goals:,, Customer Service: Extras! Customer Delivery Service (CDS) Personal Website & Propay 2, 2, 2 Satisfaction Guarantee Thank you notes $ Management: Open a Separate checking account, Step 9- Deposit your first sales funds and place your initial inventory order to earn your checkbook cover. Weekly Accomplishment Sheet (Handout) Step 12- Submit your weekly plan sheet and $1000+ in Retail Sales through WAS during your first 30 days to earn your Tablet Cover. Taxes worksheet (Handout) 60/40 split: Week Sales 40% 10% 50% 1 $600 $240 $60 $ $250 $100 $25 $125 4 $50 $20 $5 $25 Totals: $900 $360 (profit) $90 (expenses) $450 (reinvest)

2 Tips for Speedy Facial Setup! Products that we will use for your guests first facial (advanced glamour and other products will be used at second appointment): Cleanser Moisturizer Day/Night Solution Microdermabrasion Volu-firm Eye Renewal Cream Soothing Eye Gel Satin Lips Satin Hands Oil Free Eye Make Up Remover Foundation w/ Brush (Mineral is easiest) CC Cream Concealer Dash out the door; Beach blonde and Iced Cocoa cream eye colors, Beach Bronze Lip Gloss, Black Ultimate Mascara, Mineral Powder & Brushes Brush Cleaner or clean when you get home in warm soapy water *Eyeliner, Lip liner (optional) In each of the zipper bags that holds your mirrors from your starter kit pack the following: Tray and Mirror Party Tray insert under plastic tray Plastic Trays Disposable Cleansing Cloths Cotton Balls Eye Applicator Color Card Mascara Wands

3 Headband Pen Closing sheets/ 2 nd party placemat Customer Profile Sales Ticket Beauty Book Business Card Other Tips: When bringing guests for facials at our MK Studio, it is very important that your guests are completely set up with all products and supplies at least 15 minutes before the scheduled time to begin. Please tell your guests to arrive 15 minutes before the scheduled start time so that we can be respectful of other guests time. At our studio, you will want to leave your eye remover and foundation demos out in case the specialist needs to change the color! I pack the zipper bags that I will need in my bag. This makes it quick and easy to set-up for a facial or party! I keep a few extra supplies in my bag just in case (cotton balls, clothes, applicators, etc)! It is best to have your guests use the Mineral Powder Foundation brush with Mineral Powder Foundation and the Liquid Foundation Brush with the Liquid Foundation. Clean brushes using the Brush Cleaner from Mary Kay! You can pack everything you need for your Facial/Party in your starter kit bag and your demo Roll-up Bag. When you walk in the door you do not want to look like the bag lady! I pack my inventory in the trunk of my car. You can either take your products in to fill the orders or you can leave in your car. Just remember to always look professional! Keep what you do simple! Print off the Party Tray on hot pink paper and laminate. I have most of my copies done at OfficeMax because when you tell them you are with

4 Mary Kay, they give us an amazing discount! Set under your plastic tray. Your guests will know the products they are using on their tray and in what order to use them! (This will make your job so much easier because you will not have to go around and point to the products on each tray!) Have samples, fragrances and books for your guests to look at while you are closing out with each guest! Shopping List (Wal-Mart, Dollar Tree, etc): Cotton balls Plastic head bands Small calculator

5 Name: Consultants name: Date: Occupation: Phone: (cell) (Home) Best time to call A.M. or P.M. Address: Age: Do you use MK products? No Yes How long? Name: Consultants name: Date: Occupation: Phone: (cell) (Home) Best time to call A.M. or P.M. Address: Age: Do you use MK products? No Yes How long? Mark the group of words that best describes you: (A)First Choice; (B) Second Choice Mark the group of words that best describes you: (A)First Choice; (B) Second Choice Results-oriented People-oriented Family-oriented Detail-oriented Quick decisions Loves to talk Slow to change Perfectionist Direct Enthusiastic Dependable Critical/Analytical Desires authority Desires praise Desires security Desires organization In a job situation, I like t0: Have a Boss or Be the boss What do you like3 best and least about your current job situation? Results-oriented People-oriented Family-oriented Detail-oriented Quick decisions Loves to talk Slow to change Perfectionist Direct Enthusiastic Dependable Critical/Analytical Desires authority Desire s praise Desires security Desires organization In a job situation, I like t0: Have a Boss or Be the boss What do you like3 best and least about your current job situation? Which of the following benefits of a Mary Kay business would you Time and Money in Mary Kay Based on the information Which of the following benefits of a Mary Kay business would you Time and Money in Mary Kay Based on the information enjoy the most? (Check all that apply) I ve learned today, I would probably prefer to work: enjoy the most? (Check all that apply) I ve learned today, I would probably prefer to work: Product at wholesale cost Unlimited income Hobby Time: saving money on my cosmetics & gifts Product at wholesale cost Unlimited income Hobby Time: saving money on my cosmetics & gifts No quotas/territories Opportunity to travel Spare Time: 2-3 hours a week, a little extra cash No quotas/territories Opportunity to travel Spare Time: 2-3 hours a week, a little extra cash Making new friends Tax advantages/savings Earning a new car Being my own boss Part Time: 6-8 hours a week, good part-time income Full Time: hours a week, replace current income Making new friends Tax advantages/savings Earning a new car Being my own boss Part Time: 6-8 hours a week, good part-time income Full Time: hours a week, replace current income Prizes/recognition Flexibility Career: 20+ hours a week, earn the use of a free car Prizes/recognition Flexibility Career: 20+ hours a week, earn the use of a free car Greater self-confidence Job security Greater self-confidence Job security We have found that the following qualities make for a successful business! How many do you have? (Check all that apply) You re busy- busy people are usually good time managers You don t know many people- you probably won t make $ on family Knowing that you might need more info to make a decision, on a scale of 1-10, what is your interest level in a Mary Kay business? (no 5 s please) A: Sign me up; I m ready to get going! We have found that the following qualities make for a successful business! How many do you have? (Check all that apply) You re busy- busy people are usually good time managers You don t know many people- you probably won t make $ on family Knowing that you might need more info to make a decision, on a scale of 1-10, what is your interest level in a Mary Kay business? (no 5 s please) A: Sign me up; I m ready to get going! You re not the sales type- we re not looking for pushy people You have more month than money- it s a great motivator! You re family oriented- you put your family before yourself B: I d like to hear more over coffee C: Follow up call You re not the sales type- we re not looking for pushy people You have more month than money- it s a great motivator! You re family oriented- you put your family before yourself B: I d like to hear more over coffee C: Follow up call You re a good decision maker- you know that you have to begin the journey to get somewhere WOW! Look at all you get in the Mary Kay Starter Kit $410 retail products! You re a good decision maker- you know that you have to begin the journey to get somewhere WOW! Look at all you get in the Mary Kay Starter Kit $410 retail products! Purchase your starter kit for Purchase your starter kit for $100 plus tax and shipping!! $100 plus tax and shipping!!

6 Tape on Page 17 Individual Close: Have with you: product sets, customer profile, sales ticket, closing sheet, calculator, date book, ponder pink survey, hostess brochure! 1. Did you have a good time tonight? (yeah, awesome!) 2. How does your skin feel? 3. I know it was really simple but did you have any questions about anything? 4. Were you wanting to get started with the sets you circled tonight? (be quiet and let her answer! Have pen in hand with sales ticket) 5. Is there anything else you were wanting to add to that? (ask until they tell you no) 6. How would like to take care of that...check, cash, or credit? 7. When would be a good time to get together for your follow-up appointment? (hand her a hostess packet) 8. What interested you about the Mary Kay business? 9. Do you have any questions for me? If they say That s just not in my budget Well what would be in your budget tonight? I can t get anything tonight Ok that s alright. There s no obligation to purchase anything. I just hope you had a great time tonight. Was there anything smaller you were wanting to take home tonight?

7 Create Your Own Roll Up Bag 100% Satisfaction Guaranteed SET #1 - $64.00 TimeWise Basic Skin Care: 3-in-1 Cleanser Age Fighting Moisturizer CC Cream SPF 15 OR Liquid Foundation SET #2 - $64.00 TimeWise Anti- Aging: Day Solution Night Solution Combine sets 1 & 2 and save $18! SET #3 - $50.00 TimeWise Microdermabrasion: Refine Replenish SET #4 - $60.00 Skinvigorate Set: Skinvigorate Cleansing Brush Brush Cleaner SET #5 - $71.00 Ageless Eyes: Volu-Firm Eye Cream Renewal Indulge Soothing Eye Gel Oil-Free Eye Makeup Remover SET #6 - $82.00 Flawless Finishing Set: Mineral Powder Found. & Brush Concealer Liquid Foundation Finishing Spray SET #11 - $43.00 Ultimate Primer Set: Foundation Primer Lash Primer Eye Primer SET #7 - $61.00 Dash out the Door: Cream Eye Color Bronzer Lip Gloss (+$1 for lipstick) Ultimate Mascara SET #12 - $62.00 Clear Proof Set: Clarifying Cleansing Gel Blemish Control Toner Oil-Free Moisturizer Acne Treatment Gel Pore-Purifying Serum (Save $14 as a set) SET #8 - $53.00 Satin Smooth Set: Satin Hands: Hands Softener Satin Smoothie Hand Cream Satin Lips: Lip Mask Lip Balm SET #13 - $58.00 Botanical Effects: Cleanser Mask Hydrate Freshen SET #9 - $75.00 MK Brush Collection: Eyeliner/Eyebrow Eye crease Eye color Cheek Powder Concealer Foundation SET #14 - $ TimeWise Repair System: (Save $36 as a set) Volu-Firm Foaming Cleanser Volu-Firm Lifting Serum Volu-Firm Day Cream SPF 30 Volu-Firm Night Treatment w/ retinol Volu-Firm Eye Renewal Cream Volu-Firm Deep Wrinkle Filler (This set counts as 4 sets) SET #10 - $70.00 Color Set: Filled Compact 3 Mineral Eye Colors 1 Mineral cheek color Lip Gloss (Add $1 for Lipstick) Brushes (Eye & Cheek Applicators) Add eye/brow Liner for $12/$11 **Today Only Special** Choose any two sets and receive $5 off! Choose 4 or more sets to create your personal Roll-Up bag and you can get the bag for free! ((( We Accept Cash, Check, Debit, Credit Cards and Creative Financing. Payment plans available with a valid checking account or credit card/debit. Ask your Consultant today for details.

8 M ARY K AY W EEKLY A CCOMPLISHMENT S HEET Please note: The weekly accomplishment sheet is not a complete summary for income tax or accounting purposes. Send a copy of this sheet to your Independent Sales Director and retain a copy for your files. Use additional sheets if necessary. Page of Independent Beauty Consultant Name and Number Telephone No. Independent Sales Director Name Week Ending Date NO. OF SALES (LESS TAX) SKIN CARE NO. OF SETS BROCHURE/ HOSTESS PRODUCT CALLS/ SOLD SKIN ONLINE/ SHOWS PREF. CUST. GIFTS/ GIVEN AWAY TIME GUESTS NO. OF (BASIC, CARE PERSONAL (TRUNK SHOWS, PROGRAM/ GWP AT AT SUGG. NON- FOR APPOINTMENTS INVESTED (INCLUDE NO. OF BOOK- TIMEWISE, CLASSES/ ON THE GO WEB SITE COLLECTION MISC. SALES/ COST* RETAIL RECOVERED DATE/TIME LIST HOSTESS NAME, ADDRESS, TELEPHONE NO. (HOURS) HOSTESS) ORDERS INGS VELOCITY ) FACIALS APPOINTMENTS ORDERS PREVIEWS, ETC.) REORDERS SALES TAX (SECTION 2) (SECTION 1) SALES TAX Week s Activity Recap THIS WEEK S TOTAL Potential Team Members Interviewed Number of New Team Members Number of Appointments for Next Week YEAR-TO-DATE TOTAL NEW TOTAL Number of Skin Care Sets Sold $ Skin Care Classes/Facials WEEKLY SALES TOTAL (LESS TAX) YEAR-TO-DATE SALES TOTAL (LESS TAX) $ On The Go Appointments $ Online/Personal Web Site Orders $ Shows (Trunk Shows, Collection Previews, etc.) $ Brochure/Pref. Cust. Program/Misc. Sales/Reorders $ Weekly Sales Total Less Tax Orders Submitted to Company This Week Section 1 wholesale Section 2 at cost Estimated Weekly Gross Profit Weekly Sales Total Less Tax $ x.40 Estimated Weekly Gross Profit = Deposit total amount collected in business account. It is suggested to allow 60 percent of sales for product replacement; 40 percent is profit less other business expenses. *Section 2 item, gift or premium given to hostess or customer in addition to, or instead of, a discount from suggested retail price of Section 1 products. 1984, 1992, 1993, 1995, 1997, 1999, 2002 Mary Kay Inc. Printed in U.S.A L02 Please note: The Company grants all Mary Kay Independent Beauty Consultants a limited license to duplicate this document in connection with their Mary Kay businesses. This item should not be altered from its original form. C AREER E SSENTIALS SUCCESS T OOLS

9 W EEKLY A CCOMPLISHMENT S HEET (CONT.) Dear Sales Director: I would like more information about the following areas: Booking Closing My Classes Coaching Customer Service Sharing The Opportunity Business Management Telephone Sales Obtaining Reorders Next Week s Goals Amount of Sales $ Number of Skin Care Classes/ Facials Number of On The Go Appointments Number of On With The Shows Number of Interviews Number of Customer Calls Skin Care Classes/Facials On The Go Appointments This Week s Hourly Earnings Online/Personal Shows (Trunk Shows, Web Site Orders Collection Previews, etc.) Brochure/Pref. Customer Program/Misc. Sales/ Reorders Other ( ) Your Estimated Weekly Gross Profit $ Hours Worked = Total Earned Per Hour $ New or Prospective Team Members INTER- VIEWED RECRUITED NAME COMPLETE ADDRESS TELEPHONE ADDRESS ( ) ( ) C AREER E SSENTIALS SUCCESS T OOLS

10 Income Tax Preparation for your Mary Kay Business Name: Year: 1. Income: All Retail Sales (sales ticket totals without taxes) All other income (commission checks, prizes, etc) (If you are a director, you will receive a 1099 form with this total on it) 2. Business Expenses: Starter Kit (if you are new this year) Section 1 wholesale purchases (Packing Slips in the boxes with your orders) Section 2 business supplies (Packing Slips in the boxes with your orders) Sales tax paid to the company on product purchases (Packing Slips) Freight charges on product orders (Packing Slips) Non-collected sales tax on products used as gifts, sold at a discount personal use items and demos (track on weekly accomplishment sheet) Products used for personal use (track on WAS) Products given as hostess gift or any other gift (track on WAS) Products used for demonstration purposes Business supplies (prizes, business cards, staples, paper, copies, cotton balls, ink, etc) Advertising/Preferred Customer Enrollment Postage Labor (office help) Product Insurance Bad debts (Money not collected on product sold) Bank service charges (money orders, cashiers checks, bank card fees, checking charges) Propay Fees (from credit card/debit card transactions from customers) Interest paid on business loans or credit cards for inventory and expenses Meeting Expenses, Workshops, Conferences, Seminars etc Charity donations Office Rent/Utilities (Training Center) New Office Equipment (computer, copier, phone, etc) Cost of Director Suit or Red Jacket and Dry Cleaning (Uniform) Accountant/Bookkeeping Fees, Legal Entertainment & Meals (interviews, luncheon meetings, and meals, etc.) Travel expense: Plane, public transit, taxi Lodging 3. Auto Expenses: Total business miles driven Gasoline _ Tags $ Auto upkeep (oil, tires, etc) $ $ Interest $ Insurance _ 4. Home Expenses: Telephone &Communication (Office Phone, Voice-Tel, Cellular, Internet, etc.) $ Repairs, maintenance Utilities _ Mortgage/Rent Mortgage Interest $ Taxes _ Square footage of home Square footage of office (including storage area) 5. Personal Expenses: Medical Insurance Life Insurance (State Farm) Other Expenses