The Mary Kay “Sales Tactics” Are Evil

The debate rages on between the “pro” and “anti” sides of the debate about Mary Kay Cosmetics.

On one side, we have women who claim Mary Kay has a wonderful opportunity that has enriched many women. Everything in Mary Kay is optional, and only lazy losers who didn’t work hard enough and couldn’t say no to the occasional unethical director failed.

On the other side, you have women who have the ability to apply logic and reason to the situation They realize that since 99% of women lose money in MLMs, this isn’t a wonderful opportunity. They know that Mary Kay has put millions of women in debt.

They understand that manipulation and dishonesty is rampant in Mary Kay, and that women are pushed to their limits and skillfully guilted and coerced by their corrupt uplines. They see that almost no one succeeds in Mary Kay for obvious reasons: It’s a recruiting scheme that relies on the constant recruitment of new blood, who bring with it fresh credit cards, dreams of staying at home with their children, and the eagerness that allows inventory frontloading.

But you say that the women themselves are to blame for being taken advantage of by the millions of millions of Mary Kay recruiters who regularly misrepresent the “opportunity” in order to get recruits? You say they should have said “NO” to anything they weren’t comfortable with? You say they should realize that sales tactics were used on them, but the whole world is for sale and they should have said “NO”.

The problem is that the “sales tactics” employed by Mary Kay consultants and directors are dirty. They’re not just any old sales tactic. They’re crafted and taught in a way that will put most leverage on the potential recruit. Guilt and shame are powerful motivators, particularly when they relate to your family. No tactic seems off limits to Mary Kay recruiters.

An analogy of a car dealership is sometimes used to by the pro-Mary Kay crowd. They say sales tactics are used there too, and consumers just have to say “no” if they don’t want to buy a car. Plain and simple.

But let me show you how Mary Kay is different by applying a few common lines to the car dealer theory. These lines and techniques are used in recruiting, and when trying to coerce consultants to purchase unneeded product or do other things in pursuit of the Mary Kay dream that they wouldn’t ordinarily do.

Use your children as your reason, not your excuse: Imagine test-driving a car, looking thoroughly at the numbers, and deciding that the car isn’t right for your family. It’s too expensive, uses too much gas, and just isn’t practical for your family.

But the car salesman tells you to do it for your children. You tell him that your children deserve a financially stable family, and that an expensive purchase like this won’t meet that goal. And he tells you that you’re just using your children as an excuse. Don’t they deserve a nice car like this? Sure, you’ll have to sacrifice, but one day they’ll thank you. You can’t keep using them as an excuse to not get out there are look good in that car! They’ll resent you for that. They’d want you to make the most of this opportunity to own a wonderful car like this.

You see, it’s clear that these manipulative statements have no place in selling a car. Using your children as a guilt tool? Making it seem as if your children deserve to be proud of a car?  Making you feel as if you’re just making excuses for not buying this car that you want.

Yet these are exactly the type of statements that Mary Kay directors use to get you to “do” Mary Kay, or attend more events, or try to move up the “career ladder,” or order more products for the sake of your “team.”

Even after proclaiming that God comes first, family comes second, and career comes third, the Mary Kay consultant is told to set her family’s needs and desires aside. To do it “for them,” even though you’ve already said that what’s best for them doesn’t include Mary Kay.

Don’t listen to negative people: Imagine sitting at the car dealership and telling the salesman that the car really isn’t for you, and that your husband agrees. And he says, “Your husband is just trying to sabotage you. He doesn’t want you to feel good about yourself. He’s unsupportive. He knows how good you’d look in this car and how wonderful you’d feel each time you drove it. But he wants to keep you down.”

You squirm a little at the salesman’s statements and assure him that it’s a joint decision and that you and your husband talked it over and agreed. The salesman says, “You shouldn’t listen to negative people. All they want to do is take away your dreams. They don’t know what you might be able to accomplish if you drove this car. You owe it to yourself to give it a try and not let these other people influence you.”

“This is your life and your car. Stop talking to the people who only want to ruin it for you. Oh sure, they sound like they’re trying to help by talking about economical alternatives to this car that might work better for your family. But what do they know? They’re just negative people who don’t want to see others succeed. You can show them what you’re made of by getting this car!”

The silliness of such statements is clear when you think about it in terms of buying a car. And the silliness of a Mary Kay director applying it to doing Mary Kay or trying to move up in Mary Kay is no different.

How dare she insult your relationship with your husband, and how dare she say (not imply, but say directly, and often) that your husband is trying to keep you down and doesn’t want to see you succeed. That is not only disrespectful, it is despicable to use such things to try to get someone to buy into the Mary Kay dream.

No doesn’t mean no. It just means she needs more information: Mary Kay women never want to take no for an answer, and they’re taught religiously that they should not ever accept your “no.” No is just a request for more information.

Imagine a car salesman taking every “no” he receives and pretending it’s a request for more information.

“Are you interested in test driving this Mercedes?”

“No, I’m looking for a more economical car.”

“Well let me show you all the wonderful features the Mercedes has. It’s really a bargain when you consider what you’re getting.”

“No, it’s really not right for my family. I’m looking for something a bit different.”

“Really? Well what if I gave you a free coffee mug for test driving the Mercedes? I’d really like your opinion on it.”

“No, I really need to devote my efforts to looking for a car that’s really right for my family.”

“Oh come on. My sales manager challenged me to find five people today who could give me their opinion on the Mercedes. It’s just a short test drive.”

“Really, I can’t. I want to look at some other cars.”

“Let me tell you about some of the features of the Mercedes, of which I’m sure you’re unaware. How can you make a decision about the car when you really don’t have all the facts?”

You can see how ridiculous this gets as it goes on, and no real professional uses these types of tactics. Sure, there’s usually some attempt to overcome some objections, but not to the point of silly where you keep pushing something on someone who keeps saying no.

But in Mary Kay, this is okay. Keep wearing her down until she says yes… and hopefully signs up to do Mary Kay.

But just remember that someday the pro-Mary Kay crowd will likely tell you, “You just should have said no if you didn’t want to do it. No one held a gun to your head.”


  1. Me

    Mary Kay creates some of the phoniest women to ever “grace” the planet.

    I’m at Starbucks, and this beautiful older lady just seemingly takes a random interest in me and my young daughter. Just making casual conversation, and she just really seemed like a nice, friendly person, although I did find her friendliness a tad offputting, but not threatening.

    Then somehow – out pops that MK Consultant card.

    And right then, I literally heard the “click” go off in my brain that put it all together, and all of a sudden her “friendliness” made complete sense.

    Since then, it’s been calls and texts until I finally told her last night, I’m not interested in any MK events and no you cant “borrow my face” (this is so devious, isn’t it? Making you seem like you are needed as a model, or like you’re “privileged” to show up. What a crock. Fool me once…)

    I told her I’d be ordering the occasional cosmetic but not interested in consulting, as I had already been down that road.

    Nothing but crickets now…….

    MK Bots are such shells of women. Formerly nice, genuine women, who only see other women as “opportunities”. Sickening.

    1. MLM Radar

      Right. Mary Kay consultants are not allowed to rent a storefront or kiosk and open up a retail Mary Kay retail business. But they are instructed to frequent other retail businesses and use those for hunting grounds. Sit at a table in Starbucks. Hang out in the makeup aisle at Target. Those are public places, they’re told.

      No, they’re privately owned businesses. The public is invited, yes, but not for the purpose of setting up subsidiary businesses without store management’s permission.

      If you want to hang out in a real public place to sell Mary Kay, go stand on the street corner. Oh, wait, you need a permit from the city to do that. Sorry, you lose again.

      1. pam

        I been in the beauty business since I was 19, now 48. I worked for Clinique, Chanel. I worked in salons, now I own a small barber shop. I see Mary Kay sales people coming I run! Even when I sold Clinique in a department store it was hard getting women to spend $100 on products. the people who are selling to are working class, or if lucky upper middle class whom do not want it. If these jobs were well paying, you need to know someone to get in, They wouldn’t be hounding you, you have to jump through hoops to get to sell it. There is a sucker born every second. If it was that easy everyone would be doing it. Education and a good work ethic is the key to a good job. Or marry rich.

  2. enorth

    I saw a FB post recently where the new IBC proudly proclaimed she sold several MK products at a yard sale. Her SD praised her to high-heaven for ‘stepping out of the box.’

    I thought selling at yard sales is against the rules for ‘degrading the MK brand’ and for being ‘unfair to sister-consultants?’

  3. Cindylu

    I once saw a store front set up in the back of a smaller esthetics area. The esteticien was using MK products in her business. I was quite shocked at the time. Her director was really close to becoming a NSD. At the next phoney meeting of directors, this woman was touted as a wonder woman for her sales. No wonder she could afford to pay for products. She was openly selling and using the MK products in an actual business. It definitely presented an unfair advantage to other MK consultants but the directors said nothing. It was the beginning of the end for me.

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