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How to use a Smear Sheet ( or Product Panel Sheet)

Kim L.McClure, Mary Kay Cosmetics

 


How to do a Test Panel - Generic Instructions - adapt based on what we have as NEW Products OR products your clients may not have been exposed to that you want them to try:

You can do these at your home, or a clients home.

I invite women by offering them: $10 off anything they want OR 1/2 off one of the NEW products.  I tell them to bring friends and they get the same deal and the hostess gets a $75 shopping spree for $35.

Have one of all the products on Display (or have samples of the New Products).

A New Look Book is helpful - if not, have a copy of the Test Panel Sheet in front of you. 

Have pro-file cards, q-tips, disposable facial cloths, mirrors, cotton balls, eye-make-up remover (to remove any products on the back of their hands), sponge tip applicators - they WILL want to play with the colors they loved on their face.

Start with Satin Hands.

Have clients try the new products on their faces OR on the back of their hands.

Then they fill out the test panel sheet as they go!

Ask for referrals.

Share business info - Thanks Michaela Partlett for this: So ladies we are going to take a quick break because I need your help with something. I'm working my way into a leadership position (or my next promotion) with Mary Kay and my director has challenged me as part of my training to hold 10 career conversations. Which pretty much means I need to explain to 10 people how we make our money and get their opinion so I can learn what to say.  Now I know you are probably not interested in doing Mary Kay and that's totally okay with me but I would love to get your opinion on how we make our money and I'm not above bribing you(laugh a little haha). So how does 50% any single item in the catalogue sound? Ok- awesome! I would pick an expensive one if were you J it will tak 20 minutes of your time either at a local Starbucks or over the phone whatever is more convenient for you. So flip over your profile card and go to the pink comment section you will write yes ok or no. Write yes if you heard something today that intrigued you about the business and you want to help me with my training and get an item for 50% off. Write okay if you have no interest in the business but your willing to help me with my training and get an item at 50% off and write No if you do not want to help with my training and you do not want an item at 50% off" SMILE

 
 

Table Close: review the prices of the New Products, offer in "Sets" and have a roll-up bag filled with the NEW products and a "Special" on it.  Your Sets will be based on whatever we have that's new. I then ask them these 3 questions and have them answer on the back of the profile card:

1. Put a star by all the products they would love to have.

2. What would they most love to try at their next appointment with me: a facial to try the latest in Skin Care OR a Mineral Powder Makeover to get a new look.  (either way, I will have them try skin care.

3. Do they want to do that just "You and Me" OR "You, Me and FREE"

Meet with each woman individually to Sell, Book and Set up an Appointment to Share the Business.  She gets her 1/2 price item at the time of the appointement.  DO NOT give it to her before you have the appointment.