An NSD’s “Guest Night” Script
Written by The Scribbler
Ever been invited to a consultant’s “Success Meeting,” “Guest Event,” or “Success Celebration?” If you have, it means Mary Kay has got her eye on you, sister, and if you’re not careful, you’ll be so much raw meat for the lionesses to devour. This interesting list of guidelines tells consultants how to act and what to say around you at these meetings, which are little more than theatrical performances designed to play heavily on one’s emotions and dreams. Go in educated or you will be going at your own risk!
Be sure to cover what to wear – professional dress (if she comes in jeans & we’re all looking good, she’ll feel out of place.) She is a Special Guest and you will have a Special Gift for her! (Your budget – $2.50 is good.) She can bring girlfriends; maybe one will join with her! Lure guests to an event by telling them you want them to purchase the 3 most expensive items they’ve ever wanted to buy, and offer those items at half-price.
Give your hottest names & phone numbers to your Director or DIQ so she can leave a fun message on your guest’s answering machine.
On the way in your car, make it fun! Snacks, some sweet & fun music (find a 50′s station!) Only talk about her (no Mary Kay) and don’t talk about yourself! Ask questions like, “What’s your job? “What activities are your children involved in?” and “What do you do for fun?”
When you arrive at the Guest Event, sit as close to the front as possible. Put your things down & mingle; do not sit until the program begins. This way she won’t be tired before we even begin. Mingling keeps her energized. Introduce her to as many people as you can – showcase her!
WHAT TO DO AT THE GUEST EVENT OR SUCCESS MEETING…
*Be EXCITED; you should be clapping & cheering the loudest because your Guests are watching! They will be excited and sit on the edge of their chairs if YOU are! You should GO WILD! Stand up! When offered the opportunity to become a Consultant, LOOK at your Guest, because she’ll be looking at YOU!
KEY PHRASES
(Choose what applies) Say to your Guest:
* You love the product! Sharing your enthusiasm for it will be easy for you! Do you realize how much you’ve spent with me this last year – wholesale is always better than retail! You owe it to yourself and your family to try! There’s never been a better time at Mary Kay! You have everything to gain and nothing to lose with the 90% buy-back guarantee! What in the world would keep you from at least trying – we would have so much fun together! I would love for us to team up together; I will help you – we can be the Dynamic Duo!
GET THE PICTURE? YOU ARE MAKING HER FEEL SECURE!
SCENARIO 1…..she says “YES”!
Fill out the agreement BEFORE you leave the event so you have it in writing! Don’t say “agreement” or “contract” because that’s scary. Instead, say:
“It will take two seconds to fill out this sheet; I just need your birth date & SSN.” (address, phone, etc. you probably already have) Get her email address, too! Continue with, “For the Starter Kit we can use MC, Visa, Discover or debit card.” (Check or Cash – ONLY if she doesn’t have a card)
You always need a reason to get the Starter Kit ordered. For example, say, “Great…we can get this emailed before midnight; you’ll have your kit for Easter. That’s perfect – you’ll be seeing your entire family then!” (Figure out the reason why she should get her kit NOW instead of later so you can tell her!)
SCENARIO 2 – She didn’t say yes, but she didn’t say no either (smile)
This means she just needs layering and more info. Offer to give her a Choices tape (to listen to again), a Consider the Possibilities video (great for husbands) and send her to your Website and the Mary Kay Website. On the ride home, say these things:
“Did you have fun? Out of all you saw & heard, what impressed you the most? Who did you relate to? (Director, DIQ, Red Jacket,) In your wildest dreams, if you ever did became a Consultant, what would appeal to you?” (She will answer: extra $$$, flexibility, taxes, kids, fun, outlet, etc. Now you will know what her “Hot Button” is! Relate Mary Kay to her situation. If you’ve done your homework on the ride to the Guest Event, you’ ll know how Mary Kay can fit into her life!)
Tell her to go home and do the Pillow Test: “If you think about MK, dream about it, and get up tomorrow still thinking about it – we need to talk!” When you call to see how she slept, use the same phrases from yesterday: “What in the world do you have to lose?”
SCENARIO 3 (Worst case scenario – she absolutely says NO WAY (and, that’s ok!)
Ask the same questions on the way home and give her a tape, but take the opportunity AWAY from her. Ask her to be a Talent Scout for you. Let her know that you have wonderful gifts for anyone who finds you your next team member. If she mentions a name, say,
“If so-and-so were to want to join, could that change your current interest level from where it is now to a 10 – which means you’re ready for your Starter Kit?” Some will stay put, but watch out for the ones that light up! It’s fun to see them gleam and say “It sure would!” She’s recruitable! Get her to have a Class, an Update Makeover, or a Girl’s Night Out! Get the picture? You WIN either way!
Don’t come alone to an meeting or Guest Event – you will be so upset with yourself in the long run! Find a Way, Make a Way – WHY? Because the consultant who has painted the picture as outlined above for her prospective guests will paint the abundant lifestyle she personally yearns for. So Go Paint the World Pink!
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Comments (11)
Lynn
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Wow, this is so creepy. And they wonder why MK ladies have a reputation for being pushy?
I keep remembering all the times my consultant bugged me to be a “face model” at one of her events. SO glad I never went!
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MLM Radar Detector
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Not long ago there was a job fair close to where I live. (It was for a traditional company, not Mary Kay.) No more than 50 positions were available. Applicants lined up around the building and poured in the doors all day long. The response to the fair became a feature story on the evening news.
In this economy, if any company has to recruit its sales force the way a Mary Kay “Guest Night” recruits, there’s something very, very wrong with that company.
Can you imagine Verizon or Sears or Allstate Insurance recruiting their sales forces this way? No? I can’t either. Those companies use commissioned sales forces. Their people are paid based on how much they sell, much like Mary Kay reps wind up being paid. Yet all they need to do is say “we’re hiring” and folks come crawling out of the woodwork to apply.
So would someone please explain why, in this economy, the long-established “#1 marketer of women’s beauty products” is so desperate for new sales reps that it needs to hold parties with syrupy-sweet fake smiles and cheerleaders where it can pressure women into signing up? Hmmmm???
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whatwasipinking?
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Good point!!
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ttp
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What bothers me is that the layers of manipulation are generally quite effective.
It worked on me (thanks Rena Tarbet) and I am normally the discerning, skeptical type.
Alas, these people are smooth snake-oil salesmen, slickly reeling us in before critical thinking can really kicks in.
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ttp
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Uh yeah.
That should be KICK, not kicks. *sigh*
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drea916
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Your budget – $2.50 is good
Dang- that doesn’t even buy me a frappy or equivalant.
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Lazy Gardens
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Give your hottest names & phone numbers to your Director or DIQ so she can leave a fun message on your guest’s answering machine.
“Fun message” my great-aunt Sally! It’s really so she can recruit them if you don’t. She needs your contact lists to survive.
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holycow
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“…nothing to lose with the 90% buy-back guarantee!”
What about the other 10%?
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ttp
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…and your integrity, self-respect, dignity, time away from your kids you can never get back, and in some cases, your husband.
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Exkaybot
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This is both creepy and disgusting. Along with that 10%, she’ll lose the time invested in this venture, maybe a few friends if she signs up and follows the “guidelines” , and quite possibly her self esteem.
Why, if in Scenario 3, the answer being No Way is okay, is it necessary to even continue to try to manipulate her?
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MLM Radar Detector
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In Marykay-botspeak, “No way” doesn’t mean “no.” It means “I will say yes but you just haven’t given me the right reason yet.” After all, she did talk you into attending “Guest Night” didn’t she?
For a kaybot, before “no way” means “no” it has to be coupled with the door slamming in her face, her “gifts” being left behind, her calls being blocked, her emails being rejected…
… and sometimes it takes “no way” chanted over a back-yard bonfire of a MKA effigy tied to a stake, with the fire fueled by waxy Mary Kay lipsticks.
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