Written by SuzyQ
As sales directors we are continually taught that our job is to bring in new recruits. New recruits mean new inventory purchases and more production means a higher monthly commission check.
For those of you who are laboring under the assumption that we are taught to be concerned with your customer sales and numbers of classes you are having, it simply isn’t true. We are concerned with your customer list in that within that list, potential new unit members can be found. This is why we push you to bring models and guests to the weekly meetings and other events.
We are concerned about the quality of women you bring to these success events, and are not looking for women who do not have any resources (credit cards, cosigners). Women who cannot place initial inventory orders do us no good. The bigger the order, the greater the commission check. This is also why we admonish you not to discuss inventory options with your new or potential recruit. That is the sales director’s job. We are not inclined to “turn our paycheck over” to you.
At company events we are continually taught that unit size is everything. We sometimes are assigned classes based on our unit size. Those with bigger units are taught retention ploys, those with smaller units are taught recruiting ploys. Star Consultants equal unit club - 20 star consultants in a seminar year equal $200,000 Unit Club. 50 Stars equal $500,000 Unit Club etc etc.
You may have noted that the inventory options worksheet does not include the $200 wholesale order. A $200 order does us little good. You may have also noticed that it is almost impossible for your score anything less than $1200 inventory on that inventory options sheet! There’s a reason!
“New blood” equals new money. New consultants are the most excited and the most likely to purchase a profit level inventory. “Seasoned Consultants” and their orders are referred to as base production. We count on 1/3 of the unit ordering each month. This is base. Our personal orders are also included in the base production amount. As directors we nearly always order at least $600 wholesale – not because we need that much, but instead to earn a 13% commission on our personal team members’ orders. We count more heavily on new recruits to bring the numbers up and increase the unit production.
We need to replace at least 1/3 of the unit to make forward progress, at least a 20% growth, or we will go backwards. Mary Kay told us that we need to keep the front door open to replace those who are going out the back door. There has also been an analogy to trying to fill a bathtub with the drain open. The attrition rate is breathtaking.
We focus on getting you into a red jacket as soon as possible in your career in case you lose interest and decide to quit. We call this recruiting behind you. If you leave, so what. We’ve still got your recruits. (And their recruits, and their recruits, and their recruits.
We offer you Pearls of Sharing to inspire your efforts to get the names of those in your immediate circle of friends and family, as they are the most likely people to “help” you. We will very often call your models, guests and sometimes, your hostesses, to insure they will attend an event or a class so we can “offer this opportunity” to them. Meetings are designed for recruiting, training and motivation.
The following little blurb was available to sales directors on InTouch when I was in Mary Kay – just in case you wondered if I was only kidding:
Educational Idea: After sharing all of the exciting rewards of becoming an Independent Sales Director with unit members, you may want to discuss some team building ideas. Here are some suggestions and guidelines that you may want to share:
1. As you talk with the prospective team member, show your genuine enthusiasm for the Mary Kay business opportunity. Let her see how excited you are. Many prospects become Independent Beauty Consultants so they can put that spark of excitement and enthusiasm into their lives.
2. Be sure you are honest about the facts. The Mary Kay business opportunity is so fantastic that there is no need to “flower” it any. Just tell it like it is. That’s good enough for everyone.
3. Keep your appointment short. Limit it to no more than 30 minutes. If you drag it out, you’ll likely lose her as you go along.
4. By all means, try to talk with your prospective team member and her husband together at the same time. She may not be able to explain the Mary Kay business opportunity to her husband, so consider inviting him to the team-building appointment.
5. STICK TO THE BASICS. She doesn’t need to know all about Sales Director qualifications until she has established herself as an Independent Beauty Consultant. You will, of course, want to answer any of her questions completely and honestly.
6. Be sincere about HOW a Mary Kay business can benefit her.
7. Consider letting her decide whether she would be interested or not. ASK – and let HER make the decision.
8. Don’t do all the talking. LISTEN to her needs and wants and show her why you are excited about your Mary Kay business.
Here are some questions you might ask in order to generate interest:
- Have you ever thought of running your own business?
- Have you ever considered doing what I do?
- Have you ever thought about where you’d like to be in five years? Will what you are doing now help you get there?
- Do you like to work with people? With cosmetics?
- Would you like to come as my special guest to a success workshop next Monday night?
- My Independent Sales Director has challenged me to share information about the Mary Kay business opportunity with 3 women this month. May I share this exciting opportunity with you?
- Is it okay if I take a few minutes to give you some information about the Mary Kay business opportunity? You may not be interested, but that’s okay, I’d just love your feedback. You’ve got a lot of the great qualities I’m looking for. You could be my talent scout.
Draw your own conclusions.
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Oh I love this … “Be sure you are honest about the facts.” Really? Honest? How about REALLY being honest and letting the potential victim know that it actually will cost her a lot more than $116.00 to get started. How about telling her she’s about to sell her soul to the devil.
Well, this is a real eye opener. I recently went to a Mary Kay luncheon with a coworker who invited me, and the $16 I paid to attend was credited with an order I placed with her. I like MK products, so I thought “why not?” It’s basically a free lunch…or is it? Now, I’m not naive and figured they’d talk about MK “career” opportunities, but I sat next to the SD and she wouldn’t let up with trying recruit me; ever since then my fellow employee won’t leave me alone about it, although she tells me there “no pressure.”
Several thoughts ran through my head during this luncheon. First of all, I got very uncomfortable when they started talking about God this and God that and said a prayer before the food was served. It’s not that I’m not a believer (and hold nothing against those who aren’t), in fact I’m a life long Catholic. I also think that faith is VERY personal, and I don’t discuss it with people I’m not close to, let alone a room full of strangers. Also, some of those women were positively saccharin with the Ra Ra Ra act. I’m all for encouragement and being positive, but they were WAAAY over the top. And they hit on what was discussed in the above post, about running your own business, where will you be in X number of years, etc. One SD even claimed she makes a hefty salary working part time hours, and who doesn’t want to drive a free (LOL I saw through that one right away) car? If it’s free, it’s for me!!!! They got the whole room to chant that…0_o
I have to give them credit, though, there were some VERY charismatic speakers at the podium. I wasn’t swept away with visions of a six figure salary and free cars, but there were good points made about self empowerment, women supporting each other, and the great things that this new venture could bring, be it financial rewards, self confidence, and/or friendship. Even with one’s feet planted firmly on the ground, who doesn’t want some extra income and meeting new people?
I told my friend I was intrigued and thinking about it, she told her SD, who in turn gave me an application and wanted me to submit it right there. I totally dug my feet in – told her I had to go home and think about it. No way was I going to fill out and sign anything without doing some research first, despite flying high on all the good vibes.
I’m SO glad I did. They totally neglect to tell you about buying inventory; I thought it was only a $100 investment for the starter kit, and the rest would be purchased via customer orders, like Avon. Wrong! I talked to my coworker about it, and she said that the consultants are “encouraged” to purchase inventory so it’s ready with no delay when customers place their orders. When I found out how much they want you to spend, well, that sealed the deal. I’m not sinking hundreds of dollars into merch that I have no guarantee of selling, and I absolutely won’t use my credit cards. I’m a single gal working full-time and running a one income household, so I really don’t want to be sucked into something that could turn into a huge, time consuming loss. I’m better off finding a part-time job with a study paycheck and no pressure or deception.
I am so grateful I searched for more ups and downs about selling Mary Kay products. I was choosen out of random pick of an enter I signed my name for. Then the pressure was on. I myself do not have the $100.00 ( so they say ) to get started. It all sounds so wonderful to sell alot and get rewards like vacations and a car. However I do not have the time nor the money to invest in this opportunity. I also belive that it does take more than the $100.00 to get the starter kit. It takes alt more to get started. I to was sent an application and was already told CONGRATS on being a distributer before I even agreed to it. I was only presented with a conversation over the phone with another SD explaining her success story.,. It all sounds very intriging however I myself do not have the money to invest. I too beleve in faith and GOD. In my 58 years, I have learned to pray for wisdom with all decisions I make. AS King Solomon asked for wisdom rather than riches and power I too have learned to invest my thoughts and time in asking for GODS wisdom in making wise choices and I believe MK is not a good nor wise choice for me. I do give those women credit who have done a great job and have been very successful with MK. I do like the products, however that to I do not have the extra income to invest in such products. Thankyou for your insight to this. As I have been doing alot of searching before I take a leap of faith in something I am no at peace with.
Your co-worker already sells MK? Ask her why she wants you to be her competitor.
I made more money working at McDonald’s in high school than I ever made selling Mary Kay!