Note: Yes, she inflated the sale figures. No, it’s not really fun to count each “no.”
I first want to remind you that you are running a business and you have treat it like a business. When a major corporation is not getting their desired results, what do they do? Usually call in a consulting firm to evaluate their business. Do you treat your business like that? Do you call in your Director, a sister Consultant who is doing what you want to achieve, a National Sales Director to help? Do you evaluate your business constantly?
Mary Kay taught us to evaluate your class on the way home and ask yourself…
1-How many new clients did you gain?
2-How many bookings did you book?
3-How much did you sell?
4-Who is your strongest recruit prospect?
If you fall short in one of these 4 categories then it’s time to make an evaluation and in 17 years of business I can safely say that it falls into one of these categories…
1-Do you have enough skills? Skills are the difference between a $50 class or a $500. Did you show sets? Did you do a table close? Did you do individual 5-10 min consultations with each guest? Did you give her two options? Did you help her to feel in control of the closing decisions? Just to name a few. Scripts are imperative!!! Skills are completely teachable if you are willing to learn. Start with the Consultants Guide in your kit…. amazing stuff in there!!!
2-It could be the numbers… average class is now $250…. and for some it’s $350. Did you have a $1000 party last week and the $50 one this week is just keeping your averages in line? Try to prove me wrong 1 out of 4 interviews recruit. 1 out of 3 bookings hold on their original date. 10 new names will be one appointment. Face it… you have to get more no’s then yeses to be a success! Sometimes it’s fun to count how many no’s you can get.
3-Attitude…did you have an attitude of expectancy or did you know they were going to cancel before you made the call? Your tone can create the expected answer. Consider these two scenarios…”Hi Karen I am calling to confirm our appt for tomorrow at 10.” or… “Hi Karen I can’t wait to see you tomorrow and pamper you with a MK makeover…it’s so much fun and you deserve it… remember it’s at 10 tomorrow and will you be bringing a friend with you?” Confirming appts is a yes/no and chances are they will say no. Or “you don’t want to have a party with me do you?” Enthusiasm sells!!!!!
4-You didn’t create a big enough “what’s in it for her” She had good intentions but maybe you didn’t bond with her enough and she is too scared to meet a stranger in a hotel for a MK meeting. Bribing works! Maybe she was doing it for you but when she got home and Johnny needs help with homework then helping him became the priority … but she was helping you AND she was getting $20 free products and she needs stuff then she will show up. Does she know what to expect? Did you tell her what was going to happen at the event or at the party? Did you tell her that you have just the product to help her special need after pre-profiling her?
Be about business and use the business skills you may have learned in school! If you didn’t learn them there then call up your Director or National and ask for help!! I believe anyone can do this business and be successful…. if you learn the business and then just do it!!! Which goes back to an old email about respecting the time you need to work.. it’s an investment in your future!!