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Hostess Coaching Procedure. Sr. Director Lynn Gleason

Lynn uses this worksheet to keep track of her classes...
FULL-CIRCLE CLASS WORKSHEET

I keep ten page protectors in a three-ring notebook.   I keep blank worksheets in the left hand pocket. As I book an appointment
I fill out the worksheet and slip it into the page protector.  The ones that are empty remind me how many bookings I need. 
My goal is to have ten selling appointments booked at all times.  Decorate your folder with your pictures, affirmation, and goals! 
Make it inviting to pick up!  As I pre-profile the Hostess and Guests I slip the Customer Profiles in the page protector behind the worksheet. 
So when I leave for an appointment, all I have to do is take the one page protector, because it contains all the paperwork for that party!


Coaching is a layering process.  Allow about 2-3 days in between coaching contacts. 
This gives her time to complete each step and it keeps her appointment and you in her mind.


Date book Coaching
is done at the class as soon as you book her makeover appointment.

1. Once you have decided on a date have her write her name and phone number in your date book. 

  • When she writes her own name itÙs like sheÙs signing a contract!

2. Go over the contents of the hostess packet with her

  • Write the date and time of her class in the appropriate area
  • Write on her hostess brochure the date and time, within 48 hours, that you will be calling her for her guest list. 
  • Remind her of the gift she will receive when she has her list completed by then
  • Write the date she will call you with her guest list in your date book
  • You can also offer an option for her to give you her list that night! (Use a sales slip)
  • Tell her that outside orders will also count toward her hostess credit
  • Ask her if she would prefer having you send her a beaute-vite or send postcards to her guests

3. Then tell her...

"I want you to know that this is my career so you can count on me to be there. 
Even if all of your friend get sick or end up working late! 
It doesnÙt matter.  IÙll still be there because IÙm coming for you.  OK? 
(Hold out your hand for her to shake) 
Great!  I want you to feel like you got much more out of this than you put into it!"

Note Coaching is done immediately when you get home so that she receives it within 48 hours
Dear____
I am looking forward to treating you to your Mary Kay makeover and meeting your friends.  
I know youÙll just LOVE the way you look and you friends will LOVE the way their skin feels!
IÙve reserved Tuesday, April 5 at 6:30 for your makeover and 7:00 for your friends. 
Be sure to call me on Tuesday at 6:00 with the names of your guests.  IÙll talk to you then!
*Be sure to put your phone number and maybe email address on the postcard

Telephone Coaching is done to obtain the guest list and to pre-profile the guests 

  • DonÙt say… “Did you find anyone who wants to come to your class…” thatÙs negative
  • DonÙt say… “I calling to get your guest list” that sounds like too much work. 
  • Say… “IÙm calling to see how many people are coming so far?”


What if she says no one is coming?
 

  • Did she call everyone on her list
  • Would she like help thinking of other people
  • If just one person is coming maybe that person can bring a friend
Talk about…
  • What hostess sheÙs earning
  • What look she wants to try Outside orders
  • Serving simple refreshments after the party
  • How her skin is doing so far?
Close by saying…
I know your going to be a great hostess!  IÙll be there about a half hour early so I can get all set up and we can start right on time.
Pre-Profiling the guests lets you know what you need to pack for the class and it also gives you the opportunity to get to 
know the guests in advance so they are comfortable with you right away at the class.
IÙm the Mary Kay Consultant who is doing _____ makeover on _____ I just need to ask
you a couple quick questions about your skin if you have a minute?  Great! 
  • Are you D/N or C/O? 
  • Are you fair or medium?  
  • Have you ever tried Mary Kay products before? 
  • What would be your main question or concern regarding your skin?
  • What we will be doing that night is…
  • If there is anything that you try that you just love you will be able to purchase it and take it home with you that night 
    you wonÙt have to order and wait 2 weeks for it.  IsnÙt that great? 
    I also want you to know that there is no obligation to purchase anything!
  • Optional:  We will also be having a drawing with everyone who arrives by (10 minutes before the class time)

Kitchen Coaching
is done while you are setting up for the class
  • Give her a sincere compliment right away when you enter her home!
  • Tell me about the people who are coming?
  • Ask her about outside orders
  • Who do you think would be a great hostess?
  • Who do you think would be good doing what I do?
  • How about you?
  • We can talk more after the class!
  • Ask where she would like you to do the private consultations
  • Remind her to serve refreshments after the class
  • Optional: Show her how to do the Satin Hands on the guests and have her make a note on their profile about which fragrance