The concept of “playing ball” in Mary Kay is simple. It’s a fancy way to say that if you aren’t ordering, your director won’t help you. It doesn’t really matter if you have a ton of inventory that you’re working to sell off. All that matters are your current orders. No new orders, no help.
Here’s how one Mary Kay nsd explains it:
Let’s Play Ball!
I made a decision many years ago, that I would work with working people. This does not mean that I EXCLUDE people from my life as they are walking through difficult times, but it does mean that from a business perspective, I will pour my energy and effort into those women who are READY now to work and who make themselves available for learning and instruction. I have experienced this truth, “When the student is ready, the teacher appears”.
I only play ball with those that play ball back with me. What does that mean? When someone throws me the ball I immediately throw it back. When I throw a consultant the ball I wait with positive expectancy that she will throw it back. If she doesn’t, I throw the ball to someone else. For example: I asked that all consultants send in weekly summaries. (I throw the ball) The consultant sends in her summary. (She throws the ball back.) I recognize her accomplishments through various mediums— praise and/or make suggestions. (I throw the ball back.) After several weeks and months our communication is open and progressive. The consultant builds her business through her own consistent efforts.
What if I throw the ball and the consultant doesn’t throw the ball back? I assume the consultant doesn’t want to play ball (her prerogative) and I move on to the next consultant until I find the one who wants to play ball.
What are some other examples of throwing the ball?
I put together a program (success meeting, training, retreat, etc.) available for her to attend and she comes!
I put out a message and ask for a response and I get one back!
I put out an email message and ask for a response and I receive one!
I call a consultant’s home and leave a message and she returns my call.
I make suggestions on how a consultant might improve her business and we brainstorm together.
As you can easily see it is not difficult to work with a lot of people. I work with ones who respond to my guidance and are good students.ÃWhen you think about this it is no different than how you work with your customers. Who do you spend the most time with; the ones who follow your guidance and advice or those who don’t return your messages or don’t attend your skin care classes? Don’t ever be afraid of growth, it is easier to work with larger numbers than it is small. I invite you to Play Ball with Me. I have my uniform on, my whistle around my neck, and the practices have been scheduled. Are you ready to play?