|
THE 6 MOST COMMON HOLIDAY BOOKING OBJECTIONS..( objections are actually CONCERNS)
1.)IM TOO BUSY.. ie. I know this is such a busy time of year for every woman and so it has become my favorite time of the year to be a Mary Kay Consultant. I love that I have an opportunity to pull women together thru a scheduled pampering session. It seems in December that if we dont schedule that time out together it never happens. and in the process of your Holiday Glamour Session.. we can work to find the perfect look for your holiday clothes..you can do a little shopping from your seat instead of your feet and its an opportunity to show off how festive your home looks with all the decorations! .. And many of those who hostess the classes even love to share their Christmas cookies or fruit breads.
2.)I DONT HAVE MONEY..ie Right now with all your fun holiday shopping if you feel that your money is a bit tighter ..Thats exactly the REASON WHY it would be so great for you to share your check-up facial with a few friends.. and earn your free hostess credit! WITH 5 ADULTS.. YOU GET A 50% off SHOPPING SPREE!
3.) I HAVE GUESTS COMING..ie Right now .. so many of my customers
have out of town guests coming.. and they find that scheduling a fun pampering MK Satin hands and facial is a scheduled event that can be enjoyed by all.
4.) I HAVE CHRISTMAS SHOPPING TO DO.. ie December is such a fun time to hostess a class because with everyone out doing their Christmas Shopping , believe me.. its much more fun to shop from your seat instead of your feet. .. no trouble finding a parking place and you dont need to wait in line for the next available clerk. Just friends, Fun, refreshments and your Christmas shopping can be done in no time at all!
5.) I DONT WANT TO IMPOSE ON MY FRIENDS ..Great.. then lets have one of those classes where no one is allowed to purchase anything! JUST 1 hour of pure pampering!!! .. (If they call you in the next 24 hours to place their order they will get a free tube of Mary Kay Lipstick!
6.) WE JUST ALL WENT TO ONE.. Oh , great! I just love to work with a group like that because no one ever gets everything she really wants a class. We may even choose to do a twist on our theme.. and have everyone bring their favorite Holiday Outfit.. and I will help select a fabulous customized glamour look just for her!
**** Remember.You will get to know that the exact same objections come up every single time. It is important that you interject the above thoughts during your class so that at the end when you are booking.. you have already overcome any objection she may have. Make all their objections "not to have a class" .. become all the reasons they just "must have one!!!"
How to Book new appointments by overcoming the "I'm Busy, let's wait til after Christmas" objection
IE.You warm chattered someone yesterday while doing your Christmas shopping. Today you call her and say:
Hi, Judy, this is___________ with Mary Kay, how are you? Great, well I know you are very busy; can you talk for just a quick minute? Wonderful. I enjoyed so much getting to meet you yesterday, and I'm still thinking about what great
eyes (or some other feature, or some compliment about her personality) you have and how I'd love to treat you to a holiday makeover (or have you as a Christmas model in my portfolio, etc.)
I know your first thought will be that you're so busy and could we wait until after Christmas, right? ... but year after year I remind people of how all their relatives have cameras ...do your relatives have cameras? ... I thought so!
So it turns out that December is my most popular month for makeovers,
because people want to look their best NOW, not after Christmas! I will tell you though, I'm busy too, so in December I do quick makeovers ... 20 minute ones instead of the 45 Minutes. And you get to pick one feature, either your eyes, your cheeks, or your lips, to focus on. We'll do all 3, but you get to pick one to spend extra time on ....... so which would you choose for extra pizzazz ... eyes, cheeks, or lips? (If she selects one, that pretty much means you have the booking.)
Great! Let's find a 20 minute time that works for both of us ... is it better for you during the day or in the evening? (set the time through series of 2 choice questions) Now, Judy, who's your best friend that you love to go shopping with? If you want to invite her to have a makeover with you, you can! In fact, I can let you bring 2 friends, and if you do you'll receive ________________
(could be any 1 item half price,) as a thank you gift!
Variation: You are doing a portfolio and you say, "Judy when I met you yesterday, I knew you'd be a wonderful model for the Christmas section of my
makeover portfolio! I know your first thought might be that you're so busy, but I am too, so in December I do quick makeovers ... 20 minute ones instead
of the 45 minutes.
And every year, the December section of my portfolio is my favorite, because of all the bright holiday clothing! Do you wear any red clothing this time of year, or what is your favorite Christmas outfit? Oh, that sounds so pretty ... would you be willing to wear that and be included in my 2004 portfolio?"
**** With existing customers: "Judy, I just realized that it has been quite a while since we actually sat down together and did a new up-to-the- minute makeover for you, and makeup trends do change like everything else does! Tell me something ... will you be seeing any family or friends during the Christmas holiday? OK, do any of them own cameras? Well, here's what I'm thinking ... I'd love to treat you to a new makeover and a few minutes of pampering during this hectic time of year. And I know your first thought might be that you're so busy and could we wait until after Christmas ... but then your second thought might be, 'Wait a minute, I want to look
my best for all those cameras NOW, not later!' I will tell you though, I'm busy too ...................... (continue with wording in top example above)
BUILDING A BOOMING BUSINESS DURING THE HOLIDAYS IS A CHOICE! |
