Tonight we are going to talk about Makeovers as a way to get you to your STAR! My before and after portfolio put me in my Directors suit and I have never missed a quarter as a star consultant in 11 years. Never under estimate the power in a one on one appointment. You will usually sell more at a group appointment, but a one on one gives you the opportunity to get to know her, her needs, concerns, etc. that you may not get with a group.
Here is an idea to kick off right now!
Wouldnt you love for someone to come into your closet and help you put together your wardrobe, let you know what pieces you might need to add to get that pulled together look?
We can do that for our customers makeup... Heres how:
Encourage her to bring her makeup bag to makeover.
Things to look for:
1. Things you wouldnt want to be without - if you were doing your own makeup with what she has in that bag - what is missing?
2. Skin Care: What is she using? People sometimes say they use Mary Kay, and when they show what they have, it is a lip gloss. The visual answers more questions than you might even think to ask.
3. Foundation: Does it match her skin? Coach her about summer and winter shades, and formulas, if her skin color changes with the seasons, or gets drier in the winter. When a customer loves her foundation shade, she is so loyal to the product and becomes a great reorder customer. She can pick up eye colors anywhere, but find her that perfect matching foundation and shell be back for more! Sometimes if she doesnt like the match that you think is perfect, compare to what she is used to using. Some ladies use a color that doesnt match because they like to make their skin look lighter or darker. When you see what she has, it helps to see that she might be happy with a shade that you dont think is her best color.
4. Lips & Cheeks: Does she have a color to wear with the different color clothes she wears (I like to have something in the pinks or berries, something in the neutrals and something in the corals or chocolates so no matter what Im wearing, I can look put together even though the make up artists say that we do NOT have to match)
5. Eyes: If she uses eye color - Does she have highlight, midtone and accent colors? Does she have basic liner colors and a fun color? If shes a Diva, shell want several combinations - you can show her how to mix and match - introduce her to the Compact Pro
6. Brushes: By improving the quality of her brushes, & using our richer pigmented products, she would see immediate results, even without improving her technique. Always have a demo brush set so she can see and try them all!
Other Advantages to this type of appointment:
1. When she goes thru her makeup bag, she often is creating her shopping list - saying something like - This foundation is almost gone, or I really dont like this cheek color
2. See what brands she is using - sometimes youll be shocked that someone you may have prejudged not to spend money on this sort of thing, has expensive brands in her makeup bag.
3. It helps you get a feel for colors she likes - the lipstick that is almost used up, she obviously likes and the one that is barely touched she doesnt like you can offer her an exchange for the non MK items she doesnt like, by giving her a discount on each MK product that she trades (trashes old) for. Be sure to let her know about MKs product guarantee.
4. What types of products she uses and doesnt use - gives you an opportunity to introduce her to new product categories.
5. Helps you to see if she is a person who loves lots of colors and experimenting with new things, or is someone who seems to prefer one lipstick to go with everything, and doesnt get another until that one is used up.
6. In seeing what colors she has used up, youll get a feel for her shade preferences more than when she describes what she likes. It takes a lot of the guess work out of color selection.
A couple of Other Benefits:
1. When you can help her use the glamour colors she has, she thinks you are incredible, and it frees up her finances to spend it on skin care - where we get the most repeat business and she will get the most bang for her buck!
2. She doesnt accidentally purchase something nearly identical to something she already has
To close the appointment:
After compliment time, ask her:
Would it be helpful if I marked down what we used today?
Ill put todays date on the front of the Look book for you - you can keep this with your makeup or in your underwear drawer, so when you need things, youll remember what you liked.
Then you can go to the back of the Look book where the shopping guide is (pages with black edges) Start with skin care and circle everything you used and put a star by everything you either talked about, or that you would recommend for her. Have a sales ticket ready, because most ladies will start telling you things they want as you are circling things.
If she doesnt, as you are circling the skin care, you can say something like, If you had the skin care in your bathroom, would you use it?
Schedule her follow up appointment to try other products and refresh her skills with what you just did, and offer her the opportunity to get some free or discounted products by having some girlfriends join her.
If time:
Have you considered having a product special of the month? Pick products you are overstocked on, products you would love to have more customers using, including seasonal products, & offer a special discount. Promote by phone calls, email, on your FB fan page, private message your customers on FB, and text your customers that prefer texting instead of phone calls.
Your emails and phone message would sound something like this;
Do you love a sale as much as me? I thought so; this month I have ______ on special for 15% off! I think you will love this product because _________(insert 1 or 2 key features & sell the sizzle.) Would you like to stock up this month with 2 or 3?
When doing this by email or FB be sure to insert a picture of the product. Include regular & sale price. Plus a link to your website
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