Never give up, because you never know if the next try is going to be the one that works. Many times you will be surrounded by adversity, but no matter what, don’t give up. Success is just around the corner for the person who refuses to quit. I remember how much courage it takes to ask that tenth person to become a Consultant or to book a class when the first nine said no. If that tenth person says yes, you can’t wait to make that next call to talk to somebody else! That’s how success inspires you."
- Mary Kay Something for Everyone Listed below are many booking scripts that are being used by consultants and directors around the country. Review them, use them, or modify them as needed to fit your situation. These scripts will work for new consultants as well as established consultants who want to put some "Ka-Ching" into their bank accounts. The Right Attitude = Bookings Booking Attitude- The right attitude will make all the difference! According to Independent National Sales Director Sue Kirkpatrick, "Success in scheduling appointments begins with your attitude. We have to believe that everyone deserves to have a makeover and everyone deserves to wear the product." She goes on to add, "It helps to believe that when a woman wears Mary Kay, she likes herself better, she may even yell at her kids less, she will make a better wife, mother, employee, etc. That all may seem a little extreme, but it is meant to stress the importance of believing that you are doing a service. If you feel like people are having a facial or skincare class for you as a favor, it will come across as a lack of confidence. I know that there will be times when some people will schedule because you need their help in reaching a goal, etc. But most of the time, it will be because of your enthusiasm for the product and how excited you are to share it with them or to get their opinion." The question should never be: "Would you be interested???", Sue says. If you don't know whether they would be interested or not, they will doubt their interest. Instead, the question should be, "Has anyone treated you to a makeover recently? Do you currently have an Independent Beauty Consultant who is servicing you? No? Then I want to make you a priority in my schedule to treat you to one. I can't wait to get your opinion of our new products." If the objection is that she tried it before and it broke her out, find out how long ago it was and then you might say, "Oh good, I have been looking for someone who had that problem. If I were willing to do a makeover and work with you, would you be willing to give me your opinion of the new Mary Kay (or my facial)?" If the objection is that she wears Brand X, you might say, "Oh good, I have been looking for someone who uses that brand to get her opinion of how the new Mary Kay compares. Even if you end up still preferring Brand X, I would enjoy the time with you and treating you to a new look and I would value your opinion. Which is best in your schedule, mornings or evenings, Tuesdays or Thursdays, etc.?" NEVER run down another product. BELIEVE that you have one of the best products available and that your service is the best. Be so busy that you are working people in on your schedule. People love to do business with successful people. Classic BOOKING Script Power Start Dialogue Referral Booking Dialogue Professional Women Booking Dialogue Booking dialogues Getting on the books How to book quickly Booking with Brushes Booking with Custom Compact Trading Faces 3 appointment booking method The Law of Averages Bridal Booking - This flyer is awesome to place in your local bridal shops. It includes makeup tips from Robert Jones as well as a coupon and a booking incentive.
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It's A Girl Thing! This fun booking idea comes from Director Shirley Grice. Shirley puts together a fun-looking basket or bag that includes:
3 Beauty Books
3 Look Books
Mary Kay is the Perfect Opportunity CD
Perfect Opportunity Brochure
6 Sales Tickets
It's A Girl Thing Invitations
Hostess Script/Guest List
Brownie Mix
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Shirley has envelopes on the table with a card in them that says either: 1) Congratulations! You are my next hostess so please take a party bag/basket, or 2) Congratulations! I have enjoyed sharing Mary Kay products with you tonight! Please take a gift from the basket (wrapped gifts include PCP gifts, nail polishes, etc.) With these envelopes on the table, say: "Okay, who are the women at this table that are willing to take a risk?" Only the risk takers will do this. "Pick an envelope. If the card says free gift, you may pick a gift. If the card says 'you're my next hostess,' take a party bag/basket and we will set a date during your individual time with me. Thank you so much for supporting our hostess tonight ..." Table Cards to peak their interest during the class! Booking Ideas- Tons of ideas all in one place! Print this one off and keep it handy! Roses Booking- Great twist on an old favorite! WARM CHATTER Smile Back - This is such a great warm chatter idea! Everyone walks away feeling great! TimeWise Survey Postcards - It's back and it's a classic! Get your business back to basics and sell more basics! This postcard has a survey on one side, and one of two introductions on the other. You may choose to print the card to include in reorder bags, or use as a warm chatter! Eye Color Warm Chatter- Print and cut our these Eye Color Application Chart and attach to sample eye colors and a business card - they make a great warm chatter!  Lipstick Personality Warm Chatter - Print this small folded personality chart two-sided on plain paper. It can be attached to a small cello bag holding lipstick and lip gloss samples. Don't forget to add your personal information on back!
Mary Kay Skin Care Survey REFFERALS Getting Names and Leads Secret Pal Referrals! Your customers are your best place for referrals! This idea has been met with great success! Women refer their 'Secret Pals' who then receive a free facial and a $10 Secret Pal Gift Card!!! Instructions / Secret Pal Referral Sheet / Secret Pal Gift Card / Secret Pal Postcard Friends Referral - Your customers are your best advertising! Reward them and their friends with this idea from Pat Ringnalda. Customers refer their friends to you, each friend receives a $10 Gift Card from you and the referring customer gets a $10 Gift Card when she refers three friends! Customer Card / Return Postcard / Gift Card / Gift Card (no expiration date). New in Town, Try this next one: Hi Neighbor!- Click here for a card to introduce yourself to your neighbors. Print the pages back-to-back, cut the page in half, then fold the two card in half. This tent-fold card will fit into envelopes you can buy at the office supply store. Then enclose your business card and a sample. Don't forget to follow up! Get Lots of Leads by Using a Sample Survey Bag - Whether you are brand new, finished your power start, or are ready to move up, this is a great idea that you can implement immediately! Here is a recipe for success! You will need the following: | Large Mary Kay Pink Paper Bags | Business Cards | | (order from Section 2) | Sales Tickets | | Samples | Paper Clips | | Tape | Surveys | | Look Books | |
- Instructions - Tape one business card to the outside of a pink paper bag. Paper clip inside 10 sales tickets. Paper clip 10 Surveys outside the bag. (Number the surveys 1 to 10) Place inside the bag at least 10 samples of anything you have. Your business card should be taped to each sample. Also put inside one Look Book. Here’s what you do with the bags: Call your current customers, people you invited to your Grand Opening, family, friends, anyone! And Say: “Hi ________. This is ________. Do you have a quick minute? How would you like to have $25* in free products?” (Wait for her to respond.) “I am so excited! I am currently working on expanding my business and I figure you know people that I don’t know. If you would be willing take a bag of samples to hand out and have 10 people fill out surveys, you can go shopping on me! But I will need to get the surveys back within 3 days from the time I give you the bag. Sound good?” Idea: Keep one or two in your car to give away. For example: To the receptionist at your child’s pediatrician. What do you do if you are new in an area and don’t know anyone? Put 5 bags in your trunk. Go exploring your new town. Go back and visit the woman who set up your new bank account. Ask your new neighbors. Send one to work with your husband and the husbands of any new friends or neighbors. Start with those who you know! * Here’s the breakdown. When you give away $25 in free products, it is only costing you $12.50. When you divide that by 10 new leads, that is only $1.25 per lead. Remember that there are sales tickets in there. Chances are it will more than pay for itself AS LONG AS YOU FOLLOW UP WITH THE PEOPLE WHO FILLED OUT THE SURVEYS! When you follow up say, “Hi ____, this is _______with Mary Kay. I am calling about the survey you filled out for me. What sample did you take? What did you think of it? Great! Is it something you would like to purchase? I saw that you would enjoy trying other Mary Kay products. I am currently setting up appointments. What would be better for you, earlier in the week or later in the week?
Would you like to get the product you tried free? Just share your facial with 3 friends and I’ll give it to you free! If she checked “no” to a facial, ask how she liked the product sample. Since you liked it, I would really love the opportunity to show you what else the NEW Mary Kay has to offer! If she didn’t like it, oh no! Shoot! Well let me ask you this, if you could change one thing about your skin what would it be - what special concern do you have? You know, Mary Kay has a product called _______ that is designed to target ________(restate the concern). I’d love to have the opportunity to let you try it and get your opinion on it. Would you be willing to try it? Great, I’m setting up appointments…… IMPLEMENTING THESE IDEAS will make a difference! I WILL SEE YOU
IN THE COURT OF SALES
AND THE COURT OF SHARING!! WITH MY LOVE, Billie | 
