Stacia Christensen.. Select a Star Prize that stretches YOU!!!/ Star Certificates

Stacia Christensen.. Select a Star Prize that stretches YOU!!!/ Star Certificates

Tonight's call: an original take on star consultant achievement

Essentially, I shared how you have to think bigger than you'd expect in looking at the prizes, and then get your own customers on board with it. My favorite memory of a star prize was when I was going for the little pink retro pedal car. It was in a higher category than I'd been, but when I told people about it, they got on board with me. I had customers call me to see "how I was doing" on the goal, and it was tied to a time I was doing 100 faces in 100 days. One customer even called and offered to host a class with her cousins, because she knew I had this big goal. By the end, she even ended up coming in with a qualified order, which brought me over the number I needed at the time to achieve the 4800 and the prize. Last fall I earned my highest personal prize level which ended up being short of my goal, but ended at 7800... a fantastic prize level! The "Shoot for the moon and if you'll fail, you'll still land among the stars"-concept.

The other big offer I made at that time was having the now-regular "star certificates" that I offer each June. The deal was for customers to pay $100 for a value of $125 in product they could spend anytime. I think at that time I sold about 11-12 of those alone, which meant over $1,100 in production. To follow, I sent personal notes of thanks to those who helped me really achieve the goal, and in the end the note included a photo of Peyton in the pedal car.

*TIP

1) Do not mention "discount". I was taught that implies Mary Kay's pricing is not good enough. Instead, gift with purchase, or the $125 for $100. (and btw that is really only a 20% discount in the end).

2) Customer service follow up call: Do not say, "is there anything you need?" Likely, the customer just "needs" to get off the phone. Instead, paint a picture in their mind, leaving a message, "I have my Mary Kay hat on; you crossed my mind and I wanted to quick check in and see if you are running low on anything...in the next few weeks!" (And with this, you are not suggesting they need anything, but rather having them think in their head if they are running low on anything... and better yet, foreseeing to the next few weeks when that now-low product is going to be OUT, and they may as well grab the chance and order now.)

3) Consider new ideas! I used to contribute product for various silent auctions. I found that non-MK users skip right by, and MK users simply want a good deal, and already have consultants. Instead, offer experiences, such as "Put your bid on a whole lot of fun for your birthday girl!" Offer birthday parties (like parents would otherwise do SkyZone/bowling/Chuck E. Cheese, they can instead do a Mary Kay party for an event.) The offer is the presentation/set-up, skin care/pampering, fun, photo opp of a Mary Kay pampering birthday party. This leads to referrals for you, funds raised for the organization, and an easy event for a mom who simply has to clear the kitchen table. Also great to suggest for Girl Scouts, etc.

4) I also shared the information about Dannah Gresh's "8 Great Dates" book, which is meant for moms raising girls toward purity and modesty, opening up communication with pre-teens through designated mother-daughter dates. Date #2 suggests a makeover, and recommends Mary Kay as a company that will do this complimentary. I suggest this book to EVERYONE and get them jazzed about the concept, and when they get to date #2 it will be likely spent with you!