By NSD Pamela Shaw 

Booking--Is it a challenge for you?

Wouldn't you agree we have sooooooo many tools in Mary Kay that help us to succeed? We KNOW what we need to be doing, but the "doing" doesn't always get done and then we get frustrated. My suggestion is to use the analogy on this page to develop a script and then practice, practice, practice saying it until you are comfortable with it and you are getting the results you want. Even the best bookers STILL have their script in front of them when they are on the phone!  Remember, if you have something that already works for you and you are happy with the results, then keep doing it. However, if you are not happy with how many bookings you have and are not excited about your dialogue, use the analogy to help develop one of your own!

When you book only with your heart, you say, "You just have to try this product lets get together" When you book only with your head, you say things like, "I need to have 5 classes. Would you have a class?"

It takes courage to book and consistently book with a purpose, a mission, and a drive. It takes courage to have a plan B. So lets talk about the analogy of booking.

The ANALOGY is broken down as follows:

1. ENTHUSIASM (The tone in your voice) "Hi Jane"

2. CURIOSITY... "Im so excited, this is Sue with Mary Kay Do you have a quick second?" (She is now wondering why you are excited.)

3. PURPOSE. "The reason Im calling is that our company just came out with {insert current limited edition or product launch promotion here} and I'm offering {insert current Com! pany or unit contest or gift withpurchase promotion here} for women who try them and I immediately thought of you! I knew you would want to be one of my first customers to see them."

4. SPECIFIC PLAN..."Wait there is more. I am in a Pacesetters Class working with my Future National as we are building a National Area and my part is to conduct 10 appointments before the end of {insert current month}. Jane, you will make the difference. I really respect your opinion of our products and I know you have at least 3 girlfriends that are as open and honest as you.  Heres what I would really appreciate you doing for me, if possible. I would like you to invite 3 or more of your friends to help me test market these new products by trying them and giving me their honest opinions."

5. WIIFM... (Whats in it for me!) "As a special bonus to my first 10 hostesses, I am having a special drawing for a $50 gift certificate you could use on your future purchases with me in addition to your regular hostess credit."

6. ASK... "Is there any reason you wouldnt want to invite a few friends to try these new products THIS WEEK?" ...(Give her a choice of your pink highlighted or star dates that are empty on your datebook) ..."Which is better for you.. Beginning of the week or the end. Great.. I have Tuesday.. About 6:00 or 7:00 Great

7. CONFIRM... Jane, if you had $75 to spend on Mary Kay products for just $35 What would you select? (Give her time to say some products. She is now owning the time you agreed on and this class is being confirmed in her mind) great and then we can add??? (Just add one or two more products to get her thinking) Jane who are you going to invite? Which friends and family do you have in mind? (She will at this point rattle off a few names) Great. Now remember no more than 6. Jane, thank you so much for booking your class. I want you to know that I am in business for myself and I will be there rain or shine and I will do everything I can to insure you the maximum hostess credit I will be calling you in the future to get the names of your guests and directions. Thank you again for booking your class and being one of my star hostesses in this special time. I wont forget your support and belief in me!  

67 Ways to Find Clients

By Julie Potts

Many have asked me over the years how do I move and get new clients so quickly...two years ago when I moved to Atlanta in Feb I completed 20/20 in April and these are several of the ideas that I used to gain new clients.  Convince yourself that you are a Master Booker through self-talk, first and then you will be on-stoppable!!  You do know that 30 faces in 30 days can put over $1000 in your pocket!!!

• Make a list of everyone you know...friends, church members, teachers, family...
• Referrals-Ask everyone client and facial for the name of at least 5 people who would enjoy a free makeover
• Model Makeovers for your before and after portfolio
• Business card with samples
• Hostess specials
• Item for a Penny-invite 3 or more non-MK over 18 guests
• Scavenger Hunt
• Conversational Booking for Monday Model
• Brides
• New Moms
• Newcomers to town
• Facial Boxes
• Second facials with friends from facials
• Nail classes
• Open houses for Christmas, new product launches, new seasons
• teachers
• Members of any organization that may give address lists
• Signs at Apartment complexes and grocery stores...any bulletin boards.
• PTA
• Husbands office
• Offices like doctor or dentist, leave Beauty Books or Beauty Magazine
• Recall canceled appts
• Bridal or Baby showers
• Go to Organizations, girl scout troops, retirement homes and offer your service to teach about skincare and glamour techniques
• Have birthday party makeovers at your home once a month
• Flyers in your neighborhood or outside neighborhoods
• Pass our Beauty Books and say oh, by the way this is for you...
• Wild deliveries to clients with balloons...be sure to give her extra books and sales tickets
• Turn facials into classes, Oh by the way, I can do 3 or 4 faces as easily as one so if youd like to share your appt with a few friends well have lots of fun. And you know as women we dont even like to go to the bathroom alone. Ha ha
• Reprogram clients for the new season
• Go to utility departments to get lists of newcomers
• Check newspaper for awards to professional women and call to congratulate them
• Set up displays at clothes stores and help women shop, then ask them to enter into a drawing
• Check the city directory at the library
• Call business owners and offer to do a Seminar on How to Make A Good First Impression
• Leave your business cards in bathrooms of restaurants, etc with glamour samples
• At golf club houses, leave your business cards with golf tees attached
• Ask co-workers from past jobs
• Ask your hairdresser to refer her clients to you and you will do the same to her
• Ask professionals to be your model at the sales celebration so they can network their business
• Do a before/after portfolio for only professionals and put their business card with the picture
• Do mother/daughter makeovers
• Ask dermatologists or plastic surgeons if you can show them our product line and work out a plan to work with them with their recovery patients
• Go to hospitals and put coupons in the bags they give to new moms or other patients
• Have guests write a little note to their friend on a coupon for $5 off with a makeover that you will send their referred names
• Always wear your MK pin if your hair and make-up like good
• Use MK checks so that they can advertise even when you forget to say something
• Work with a store to set up a fish bowl to enter into a drawing for their gift certificate and yours
• Give every cashier your business card...if she gets your money, she gets your business card
• Schedule special events at your home for your clients and ask them to bring a friend...Eyes only...
• Advertise only if it doesnt cost more than the profit of one basic, in church bulletins, school books etc
• Trade names with other direct sales people
• Set a goal of how many new contacts you will make in a day
• Set up booths at events like street fairs, bridal shows, home and beauty shows. If the cost is too much then share the booth and cost with other consultants
• Put a MK sticker on your car
• Always be in a contest by my director to ____. Then call me and tell me
• Schedule tentative dates when they arent sure if its good for them then they can call you and reschedule
• Always give them two times that are good for you. If you leave it open-ended it is too hard to think of when they have an extra hour so they will just say that they are too busy
• Never ask them if theyd like to have a free makeover yet say when is the best time for us to get together during day or evening, I find the lighting is better during the day if you have day time available.
• Always let them know what you do at your makeovers...I teach skin care and color cosmetics. There is no obligation to buy yet it does give me the opportunity to let you try the NEW MK line. Its a lot of fun and you will learn a lot about yourself even if you choose to stay with the line you are currently using.
• Believe in your heart that you will not obligate anyone to purchase something they dont want or need and you will be throwing your card to everyone you meet. They will get a lot out of the appt - be of service
• When passing out your business card, ask them Would you fill out this info card. Id be glad to put you on my mailing list.
• Offer a percentage off (10 - 50%) when a customer reorders if she holds a class with 2 - 4 friends and the sales are over $50.
• Leave a business card everywhere you shop. Just ask, some businesses have policies but it never hurts to ask.
• Put Beauty Books on the outside of the two cars beside you every time you park.

STRIVE FOR FIVE  by Ann Sherman.  Get the most out of your shows! Get a loyal customer that will stick with you!

Strive For Five


It's A Girl Thing!  This fun booking idea comes from Director Shirley Grice.  Shirley puts together a fun-looking basket or bag that includes:  
3 Beauty Books
3 Look Books
Something More Tape
Living the Dream Brochure
6 Sales Tickets
Brownie Mix

Shirley has envelopes on the table with a card in them that says either:
1) Congratulations! You are my next hostess so please take a party bag/basket, or
2) Congratulations!  I have enjoyed sharing Mary Kay products with you tonight!  Please take a gift from the basket (wrapped gifts include PCP gifts, nail polishes, etc.)

With these envelopes on the table, say:
"Okay, who are the women at this table that are willing to take a risk?"  Only the risk takers will do this.  "Pick an envelope.  If the card says free gift, you may pick a gift.  If the card says 'you're my next hostess,' take a party bag/basket and we will set a date during your individual time with me.  Thank you so much for supporting our hostess tonight ..."