Coach Your Hostess

Independent Senior Sales Director Amy Haynes of Greensboro, N.C., says its important to coach your hostess so she will know what to expect from her skin care class. She says coaching your hostess not only can help make the skin care class more profitable, it can also result in a new recruit! Heres what Amy suggests:

Initial Coaching

• Deliver a hostess packet. Call your hostess to ask if you can stop by for a few minutes to give her the things she needs for her class. Be sure to include Beauty Books and a product sample. Amy usually includes a Hand Cream with Sunscreen SPF 4 sampler. Quickly explain the contents of the hostess packet, emphasizing hostess points and outside orders.
• Get your hostess excited about inviting her friends and earning hostess points. Point out that bookings from her skin care class can boost her hostess points. Show her your hostess point calculations from another class to give her an example of what she could earn with two bookings and outside sales.
• Stress commitment. Let her know that your time is limited and that you wont let her down.
• Ask her for a guest list. Remind your hostess that you will call the guests three days before to complete their skin care profiles. Tell her you will do everything you can to help build her guests enthusiasm about the class.
• Encourage outside orders. Show her how it can increase her hostess points. Remember, you can use her outside order list for referrals at a later date.
• Find out what she wants. Does she want the hostess gift special or particular products? Remind her that you will do everything you can to help her earn what she wants with her hostess points.

Telephone Coaching

• Call your hostess three days before the class. Make it a quick, but effective call. Let her know how many people you have contacted and who will be coming. Get additional names to fill in for those who cannot attend.
• Check on outside orders. Remind your hostess that outside orders will help her earn hostess points.
• Be excited. Let her know you cant wait to help her earn what she wants.
• Confirm the time you will be arriving. Always arrive at least 30 minutes before the skin care class begins.

Pre-class Coaching

• When you arrive to set up for your class, greet your hostess with a smile and a sincere compliment.
• Briefly review the hostess program. Check on the status of outside orders. Make sure all the names, addresses and telephone numbers of those ordering are included. Let your hostess know you cant wait for her to get her product or order her hostess gift special. If she qualifies for the hostess gift special, you may want to order the gift at the skin care class so other guests can see what they can receive by holding a class.
• Personalize her facial. You may want to let her select color cosmetics while you set up.
• Drop recruiting hints. Ask her to watch you tonight to see if she might like doing what you do. Ask her which of her guests would be good doing what you do. Offer her a small gift for any person she suggests who becomes an Independent Beauty Consultant.

Dont Forget To

• Secure a guest list. Guest lists make the class happen. Without it you cant call to preprofile, you cant confirm, and youll probably have a disappointed hostess.
• Keep in touch. Regular contact with your hostess is essential. If you express little interest in holding the class, she may cancel. Make her feel so special she cant possibly cancel. Use your guest list as an excuse to keep in touch with her during the time between her booking and her class.
• Offer her the Mary Kay career opportunity. Youll make a big mistake if you pass up the chance to help her change her life. What if someone hadnt taken the time to share the opportunity with you?