COACHING is the key to having fewer cancellations!!!

Thank you Director Cherise Czaban for sharing this great training from Future National Bett Vernon in FL!

COACHING - Bett Vernon

To get the most out of your skin care class, you must become a coaching machine.

It is so important to work with your hostess.  You can tell your hostess that you are a part of a brand new training program.  It's a program to help our hostesses have the most successful class, to get the most free product, to get the most free gifts and you want to go through a checklist with her just to make sure you don't miss anything because you are committed to helping her get the most from this class.  Then go through checklist and make sure you hit every single point

When you come home from a skin care class, evaluate what went well, what could have been fixed - I will guarantee that anything that could have been fixed could have been fixed with coaching.  We can't gloss over it.  We can't forget about it.  We need to give it the importance that it deserves ~ going over step-by-step with each and every hostess how to have a successful skin care class.

I truly believe that $500 classes should be the norm.  It's not magic.  It's not a new class procedure.  It's not a new closing set.  It's not new set prices or anything like that.  It is coaching your hostess.  It's doing the Flip Chart Class and closing the class and booking from the class.  It's doing things the way we're supposed to be doing them.  Get committed and make it happen for you. Those $1000 weeks are going to feel so good!!

The second the appt. is scheduled, it's extremely important to start coaching for her benefit.  She wants to have a successful appt., she doesn't know how.   She won't know unless you help her, unless you give her the instructions she needs, unless you work together.   So the very first thing you want to do is say, "I want you to get more out of this than you put into it."  Give her your hostess packet.  Make her promise to read it and set up a time within 24 hours to get the names and numbers of the people who are coming.

Now, if she's been booked from an appt. she already knows why you're going to call and what you're going to say and she's comfortable with that.  But get the names and numbers within 24-48 hours.  Make sure she understands how to get the discount and whatever her hostess credit is - make sure she understands it.  Go through it step-by-step with her.  Give her ideas about who to invite and what to say.

Tell her to call her guests and say, "Hi Susie, this is Bett.  Do you have a quick minute?  I'm so excited; I've just scheduled an appt. with a really sharp woman from Mary Kay.  And I can only have 5 friends join me for a free facial.  She's going to pamper us and it's going to be a lot of fun.  It's on Tuesday at 3:30 and I'd love for you to come.  But it's on a reservation only basis, so I'll need a definite yes or no - if youre not able to make it this time, I'll need to fill your place." Make sure she knows what to say to her guests.  Give it to her in print. Then stress how important it is for everyone to be on-time to participate. Be early for a special pampering.  Stress the importance of outside orders and bookings.  Encourage her to get at least $200 in outside sales and if it doesn't happen by the time of her class, give her until the next weekend to accomplish that.

Then you take her hand in yours and you say, "Susie, this is my business and you can count on me.  I know I can count on you too, right?"  Shake her hand if she'll let you.  "Remember, if no one else comes, I coming just for you." Then you wait 24 hours and call her on the telephone and get those names and numbers and the best time to call her guests.  Encourage her to over-invite and to confirm each guest.  The 'I'll try tos and 'maybes' will never appear.  Let her know that.  Discuss where your class will be held and where the individual consultations will be.  Stress that the refreshments need to be simple and that you'll keep them till the end of the class. Remind her how she gets her gifts and her discounts and if it's her color appointment, remind her to be up to her Foundation when you arrive. Review directions if you're going to her house.  Then talk about kids - "we all love them, but this is Mom's night out to be pampered - Let's find someone to watch the kids."  Offer a lip gloss or something for the sitter. You know to arrive 30-45 minutes early.  Give her a sincere compliment. Review how she gets her discount and gifts again.  Then say tell me about your friends who are coming tonight - that's the first point of the 4 point recruiting plan - listen to what she says.  Ask some questions.  Tell her to watch you.

Remind her not to offer drinks and refreshments until the end of the class and that would be a great time to show the new 'Imagine the Possibilities' DVD while you're doing the individual consultations.

Then go ahead and instruct her in her makeover and how to help with Satin hands when her guests start arriving.

I believe many people fail, not because they lack intelligence and skill, but simply because they did not concentrate their energy on a central goal.  Mary Kay Ash

People would enjoy life more if, once they got what they wanted, they could remember two things:  1) how much they wanted it and 2) the price they had to pay for it.