Insights on Selling to Women
By Valerie Otto

• A woman buys with both her head and her heart. She wants detailed information about product benefits and ingredients, and she is also looking for a pleasurable experience.
• Women respond to convenience. The biggest complaint women have is that they never have enough time. Their responsibilities leave them feeling rushed and pressured a lot of their day. If you save them five minutes, they'll be singing your praise all day.
• Women can see right through any standard sales pitch. In general, they respond to a Dale Carnegie rule that says, "People want to know how much you care before they care about how much you know."
• Women often buy from the periphery. Starbucks is a perfect example of how to take advantage of this. Notice how their stores have CDs on the counter; the coffee company knows women like music but won't usually take the time to actively purchase any.
• Women care about whom they buy from. They will pay up to 20 percent more for a product or visit a store if they feel that the business owner is trying to make the world or the community a better place.

If you sell to these characteristics and attend to a woman's style of buying, she will return more frequently to your store as opposed to others because it's a better experience for her

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Tonight we are going to talk about the Basics of product knowledge

Mary Kay has the most amazing products and it is pure joy to share them with other women.   When I began my Mary kay career we only had about 35 products in the line so it was easy to know about each of them ..and how they work.  Today it is a different story.  We have many many beautiful products and women love them all.  I have found thru my experience that we sell what we love.  SO what products do you love?..are they the ones you are selling the most?

        I am sure the answer is YES.  Because you use and love them you often speak from personal experience on each of them.  You may know everything there is to know about them.. but most often it is the tone of your voice that convinces another woman to try them. 

         Are you generous to yourself in the products you use?  Do you try every new product when it is first released..or do you wait until you have used up what you already have before you try them.  If you want to build a strong business with cutting edge products you cant afford to wait to try them.

   When the company comes out with new Seasonal colors and products do you try one of each for yourself before you share them with your clients.

          I firmly believe that as women ..we work from a place of integrity and we cant tell someone else how great a product is if we believe in it ourselves.  There of course are products that arent correct for your skin type..So you wont be using those.. but you can know about those and get tips from other consultants with that skin type and find out what products work best for her.

          I was chatting with a MK consultant the other day and she was saying I m really lazy.. and I dont  want to use all that stuff. all that stuff is her business.  By making that kind of a decision for herself.. she is also making it for her clients.   Our customers want to know that they have the Best Mary Kay consultant who is knowledgeable in her field. Mary kays products are cutting edge.  Each year the company researches and releases products that they know women are looking for at that particular time.

          As I share about these products I often dont tell all the ingredients ..but more often I share what it will do for her skin..and how it works.

   Open a Current Look book and go to the last 6 pages.  Quiz yourself on the products you see.  Do you use them?  What do they do?  How do they work?

            Lets begin with the Newest Skin Care supplement

Night Restore and Recover compex:  It is a fact that the time that skin most restores itself is while we sleep so it is only natural to use a nighttime restore product.  All I needed to hear was that this product works to activate collagen production that supports the mesh grid that holds the skin up.  ( We all know what it looks like when a woman has lost the collagen in her skin.  It begins to sag.  Why is that?  Because there is a mesh like material that holds our skin up.  When we have enough collagen  to support that mesh grid our skin stays firm and tight.  When our skin looses the ability to support the grid.. our skin begins to sag and even begins to show wrinkles that look like a grid.   SOOOOOo use this product

Timewise Miracle set.. no matter which formula you use .. it does these things:

It has an anti aging Timewise Cleanser.  It does 3 things. It used to take 3 products to do the work of just this one.  It deep cleanses,  It gently exfoliates  the dead skin cells.  ( but dont think this takes the place of using a mask or microdermabrasion)  and it Refreshens the skin returning it to a more normal ph balance.

Timewise Mosturizer: it uses antiaging ingredients that deeply hydrate your skin for up to 10 hours.  It actually accelerates the skins renewal process revealing firmer skin.

Timewise  Day Solution..has calming peptides that minimize expression lines and has an SPF of 25.  So you are wearing sunscreen every day of your life

Timewise Night Solution.  This product enhances the production of collagens.  The Night Restore and recovery activates the production of collagen .and this will further enhance the production of that collagen

All of our foundations help to even the skin tone and protect it from the pollutants in the air.   Our scientist spent years researching the needs of different types of skinso that we can have our amazing Luminous and Matte wear liquid foundations.. plus they are anti aging products

Tinted moisturizer with sunscreen.. great natural look to use when working out. Keep it mind.. it may not be the best choice for dry skin.  The product of course says it works on all skin types.  But if skin is very dry there is really not enough hydration.

Firming Eye cream.. Excellent to restore moisture to the tissue around the eye. This is best for normal to dry skin.   The area around our eyes does not hydrate itself..so it needs a special product to do that.

Anti aging eye cream.  Combination to oily.  But I always try Firming first

Oil Mattifier This is perfect for the woman whos make-up begins to slide off her face 3 hours after she puts it on because her skin produces so much oil of its own.  I use it every day on my nose and on any broken capillarys to keep my foundation set

Intense Moisturizing Cream:  oh soooooo great.   I use this over my regular moisturizer. It is heavier and for dry skin.. our moisturizer tends to evaporate into the air faster than normal skin.  We have nothing for it to hold on to.  The weight of this product ..whippy and light but gives more intense hydration.  I use this day and night

Oil-Free Hydraging Gel.  This is for the woman who has combination to oily skin.  She uses her timewise moisturizer for hydration.. but wants more probably in the evening.

Indulge soothing eye gel.. it is a gel..and it cools as it goes on. It reduces puffiness and increases skin moisturization up to 130%.  I use it at night and in the morning.  Can keep it in the frig

Timewise target-ed action eye reviatlizer ..  It has a roller ball on the end of it so whne you apply it under the eyes it cools and soothes andit depuffs under the eyes.

  I use it morning and night.   It is known for diminishing dark circles. Can keep it in the frig.

 Timewise Microdermabration Set.    Oh my goodness I use this twice a week. 

Step 1 . Refine..It contains the exact same ingredients as they use in a dermatology office or spa.  I use step 1 in the shower..and gently go in circular motions all over my face for about 2 minutes.. then I allow the water from the shower to remove it.  It will remove dead skin cells, refine pores that are now not filled with dead skin cells. 

Step 2 .  Replenish..  it is a healer that immediately absorbs into the skin, calms it.. and smooths and softens it.  ( so important after you have just roughed up your skin to use a healer)

Timewise Replenishing Serum +C.  Vitamin C gives collagen a boost.  Actually it helps to keep existing collogan from breaking down.

.. I believe I have heard that for every one of us.. collegan in our skin begins breaking down at about the age of 20.  That is a great age to begin using this product every day. 

Age fighting lip primer..  Fighgts fine lines and wrinkles on and around the lips.  It also extends the wear of the lipcolor.. acts like a primer

As you can see.. If I were my only customer I would have to be a MK consultant to

Keep my skin care habbit financially reasonable!!

Targeted action Line reducer..  It looks like a pen that you can draw and deposit product into the lines in your face. It does 2 things.. it FILLS those lines and it also Firms and tightens the skin. When using this product for a time.. you will see lasting results.   Try it on 1 side of face and not the other..and see if you can tell the difference.

New MK Foundation Primer.. This product is used right before foundation. It makes your foundation go on like butterand it also extends the wear of your foundation. 

Eye Primer.. it acts as a primer to hold you eye color on and keep it from creasing. Al so extends the wear of our shadows.

Extra emollient Night Cream.  I love to use this at night over alllllllll my other products. It is actually like wrapping saran wrap around your face to keep everything on. It it an occlusive moisturizer

Even complexion Mask.. Brightens your face, softens your face and removes dead skin cells.

Even complexion Essense.. restores the skins natural even tone by helping reduce visible dark spots and skin discoloration. Robin Kirscher.. evened her neck out.  Reduced my dark spots by about 75%.  Must keep using it or the pigment will darken again.

Velocity skin care.. Originally created for teen skin.  Or oilier skin.  Works wonderful for teens or young adults with acne.

Acne treatment gel.  This is an acne medication.  Drys and clears acne blemishes..and work to penetrate the pores to reduce most blackheads and pimples

Beauty Blotters.. oil absorbing tissues.  Fine tissue you can lay on your note or forehead or any oily part of your skin during the day.  It will absorb the oil and leave your foundatioin intact.  I use it on my eyes after I put my concealer on ..and then follow with Eyeshadows.

Oil free eye make-up remover. Amazing.  Notice that is separates in the bottle so it is important to shake it before you use it. I like to apply it with my fingers..and not a

Cotton ball.  Remove it then with a tissue ( Puffs.. has lotion on them)  the 2 parts of the oil free eye make up remover are for 2 different reasons.  1 to remove regular products and the 2^nd to remove waterproof products

Mk Facial Cleansing clothes.. many women love the ease of them.   They are botanically enriched to remove dirt, oil and make up and leaves skin soft and clean

Gym

MK Facial Highlighting pen.  LOVE this.  Special light reflecting pigments that lift the shadowy areas of your face.  Ie. Deeper area under eye,  Area from outside of nose to outside of mouth.. under brow to lift

LIP Balm.the best .. I have 5-6 open at all times.  1 in my purse,  1 in my office, 1 in my bathroom, 1 in my bathrobe pocket. All my grandchildren carry them.

Timewise Body Targeted action toning lotion.   Firm, tones, defines skin and hydrates for 24 hours.  ( has caffine in it)

Timewise Body Visibly Fit body lotion..Improves skins firmness, hydrates for 10 hours,  improves skin elasticity and texture.

Peach and Fragrance free hand cream.  It stays on thru 3-4 washings.  Amazing product.

That is it for tonight.. but we certainly can talk about color products another day if you like.

Now.. as we went thru the products tonight how many of them are you using?  How many have you tried?  Could you add 2-3 to your regiment.  That is how you wil increase the products your clients use.  When you love it .. you cant wait to share it.

 You can find the order of application in your intouch..and also in my unit net site on the home page under the article about Night Restore and recover complex

Love that the company has a 100% buy back guarantee for all of our products. That gives you such a feeling on confidence when you sell products. You know that your both your client and yourself are protected.