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INVITING & COACHING YOUR GUESTS
BY FUTURE ESD CAROLYN THOMPSON
 
I have found from my personal experience when I was a consultant building my team and from seeing the sad and frustrated faces of consultants when their guests don't show up for an event, the value of always following Mary Kay's advice to coach and personally pick up your guests who you definitely want to have at an event. 
 
I hope the following advice helps you to have wonderful guests at your unit events this week!  Personally picking up your guest  (1) is a part of your personal Mary Kay service, so she is not left to find the location on her own or walk into a lobby or room where she may not know anyone else but you (2) cuts down on the opportunity for her to change her mind, get lost, not understand that you are counting on her (3) makes her feel special!   I know that if each of our unit members has said you would be at an event, you would be there, but always remember that you are EXCEPTIONAL women, and that is why you are where you are today.  If you don't make it absolutely clear that you will be picking her up or that you will have a gift for her waiting at her place setting, then it is too easy for a potential guest to think she is too tired, too busy, too late, etc. to come, and that you really won't miss her anyway.  YOU WANT TO COACH YOUR GUESTS JUST AS YOU COACH YOUR HOSTESSES!!!  If you are inviting several people - too many to fit in your car - then personally pick up and bring those guests who you want the MOST to have there - that would be about 4 maximum. 
 
Also...always remember to over-invite!  There will almost always be at least one at the last minute who needs to cancel because of a family commitment or illness - if you want one guest there, have at least 3-5 who have said they will be there - don't set yourself up for disappointment by inviting just one person!!  
 
Here are the advantages in personally picking up your guests:
  1. That guarantees she will be there unless she has called you otherwise.
  2. You will have 'car time' with her both before and after the event to set the stage and to answer any questions she has on the way home!
  3. It's a very nice thing to do - don't you love it when someone volunteers to pick you up for an event so you can go together?  It's a part of our special Mary Kay service!
Here are some points you want to cover when inviting guests:
  1. What to wear and what to expect.
  2. She is not to bring her children.  (This is being courteous - other people are paying babysitters in order to attend...if you need to, volunteer to pay for her sitter so this won't be a problem!)
  3. If she must cancel, she must let you know within a reasonable amount of time so you can get someone else to attend in her place.
  4. If there is going to be food or refreshments served and if there is any cost to her.
  5. If you are going to treat her to a sandwich or dessert before or after the event.  Remember, many guests will have just gotten home from work when you pick them up and may not have had time to get anything to eat.  Be sure to allow extra time if you are going to eat before or after the event.
  6. She will be receiving a thank-you gift just for coming, or perhaps there will be a special guest drawing that evening.
What qualities to look for in a guest you are going to invite:
  1. She's sharp!  The type of gal you would like on your team.
  2. She loves the product - or is excited to try it!
  3. She's quality - does not use inappropriate language, and dresses appropriately as well.
  4. She's someone you would be proud to introduce as your new business associate to Mary Kay herself!
  5. She shows that she cares for her appearance - clean hair, good grooming.
  6. Remember that while she can be a 'diamond in the rough' she should at least have some sparkle!  Look for the sparkle:  smile, excitement, potential, attitude. 
  7. She's 18 or older.  Obviously she needs to be of age to sign her beauty consultant agreement, should she make the decision.  Save the teens for your Velocity party bookings - they are the consultants of the future, and you can put them on your 'future' list of guests, but you must use your time and your director's time wisely. 
I.  INVITE & COACH
Here is a script for you to use when inviting someone to be your model or a guest at a special event.  I know that you wouldn't be inviting her if you didn't think that she would be someone you might like to have on your team, so it's very important that you communicate with her that you are counting on her.  Please print and file these sample scripts.  You can write them on recipe cards and start a script file - there's nothing wrong with reading them word for word - you may need to tailor the script first for your special situation - I did that, and they don't know you are reading it!
 
Susie, we are having a special event on Monday evening.  It's a special (munchies and makeover event, customer appreciation event, ...whatever) and I'd love for you to come as my model (guest).  Just for coming, I have a special gift for you, and I'll pick you up.  It's at 7pm and I can pick you up at 6:30....is there any reason why I couldn't share this fun evening with you and pamper you to a new Fall skin care treatment and glamour look?  (If Yes...)   Great!  Look for me about 6:30.  We usually wear skirts to these events, and I want to let you know so you wouldn't feel out of place by appearing in jeans.  It's girls' night out, and there won't be any children there, so it's a wonderful time to relax and have fun...we gals all need that!  By the way, Susie, because I will have your gift ready and a place set for you, if for some reason, you cannot attend as planned, would you be so kind as to let me know at least 24 hours in advance?  If you want to bring a friend, that's great - just let me know.  This is my business and I know I can count on you.  (If No...)  I'm sorry you won't be available.  Would it be okay if I put you on my call list for another makeover event like this in the future?
 
Here is a script for inviting a guest to a career event where she will learn about our business:
Susie, we are having a special event this week, and I put you at the top of my list to invite.  It's a (Pizza & Possibilities, Career Coffee, Information Night, etc.) and you will learn more about our Mary Kay business - the extra income and fun, the perks to your family, the career option for your future where you can be your own boss.   I thought of you because (you love the product, you are a busy wife and mom, you are so sharp, you are so fun, etc.)  There will be (pizza, refreshments), so I need to know in advance if you will be my special guest, as I will be paying for you.  It's Tuesday evening at 7pm...will that work for you? (If Yes...)  I will pick you up and just for coming, I will have a special gift for you!  The dress is business casual, and that means skirts or pants, (or business, which means skirts or suits).  I thought you'd want to know that so you wouldn't feel out of place by appearing in jeans.   It's a gals' night out, and there won't be any children there, so it's a wonderful time to enjoy special time just for you!  (If she can't commit...) Since I need to know for sure, when would be a good time for me to call you and confirm if that time on Tuesday will work for you to come and get your special gift just for listening.  (If No...) I'm sorry you won't be available.  Would it be okay if I put you on my list for another career opportunity event like this in the future?  I think you deserve to hear what Mary Kay has to offer.
 
If you have invited her with enough time to do so, you can send her a postcard re-affirming the date and time, that she will be receiving a gift as a thank you, and that you will be picking her up and are counting on her.
 
Susie,
I am so glad that you will be coming with me on Monday Night.  You will love (your new glamour look, the information your learn, the positive atmosphere, special pampering)  I have your gift all ready for you, and I will pick you up at _____.  I'll be wearing a skirted outfit, as that is how we usually dress for Mary Kay events (or if business, casual...pants will be okay for this event).  (If she is going to be in a drawing, remind her of that as well.) Thank you in advance for being my special guest (model).  If anything changes, please call me at _______ by Sunday noon because I am paying for your ticket (or treats, pizza, dessert, etc.) in advance and I would need to get someone else to take your place.
Your Beauty Consultant, Mary
 
II.  CONFIRMATION PHONE CALL
Just like we always call our hostesses on the day of the show to re-coach her and get directions, you should plan to do this with guests as well the day of the event or the night before.  If it's a morning event, you should do your reminder call athe night before.  You can leave a message on her voice mail if she's not home....
Susie, I'm excited for tonight, and I'll be there at _______.  Just wanted to call and get directions to your home and to remind you that most of the gals will be wearing skirted outfits (or nice pants, if it's business casual), and that I'm so glad you will have a fun night just for you!  See you later! 
 
It's your future...so plan to take control and have the guests there who you want to be there.  Don't be the one waiting in the lobby looking out the window at starting time of the event wondering where she is.   Don't leave the last-minute details of how to find the place, what to wear, etc in her hands.  Your coaching will make her feel comfortable both before she arrives and when she walks in the door....everyone LOVES our Mary Kay events, and once she is there, she's so glad she came.  Your coaching and personally escorting her there will ensure that she gets a chance to see why you love your business and your products so much!
 
Headed for THE TOP - NSD 2004
Carolyn Thompson