If you arent pre-profiling every guest thats scheduled to attend a skin care class, then you are choosing not to have a full class of six guests, says Independent Executive Senior Sales Director Vicki Auth from Austin, Texas. To help her ensure a full class, Vicki teaches her Consultants to use the following script:
Hi Gail, this is Vicki Auth with Mary Kay. Do you have a moment? Great! Im double checking the attendance for Sue's skin care class next Wednesday. I know you received your invitation and Im putting together the goodie bags for all of you whore coming.
Gail, what glamour colors do you prefer: naturals, neutrals, cools or warms? Great! I also have a couple of questions about your skin type.
She then asks the questions from the customer profile and fills out the guests card as she talks to her over the phone. This creates less paper work at the class.
Ok, I have all your information and I really look forward to meeting you. Gail, because this is more of a personalized, hands-on demonstration, Sue was only able to invite six women to attend, so can we count on you to be there? Great!!
One last thing, if I could help you with one concern or something youre experiencing with your skin, what would that be?
This helps to reassure the guest that Vicki is a professional Beauty Consultant and that the class will be as educational as it is fun. Whatever her answer, Vicki lets the guest know that she has a great product that she cant wait to share with her at the class.
If for some reason something comes up, will you please let Sue know at least 24 hours in advance so she can give someone else your spot?
Vicki uses this phrase because she knows that most women hate to give up their spot.
OK, thanks Gail. Have a great week and I will see YOU next Wednesday at 7. | 
