This script was put together by a well-known Mary Kay national sales director who even calls the script “Dialing for Dollars.” She’s not even trying to hide the fact that sales directors must spend month-end calling consultants and coaxing them into ordering products they don’t need.
How do I know the consultants don’t need the products? If they needed them, they would have already ordered them! They don’t need a month-end call from a director begging for orders to do it!
This script instructs sales directors on how to get maximum ordering from consultants by using the following techniques, as interpreted by me:
- Thank her
- Make her feel important
- Pretend she’s part of a team
- Use guilt in a subtle way (ex. ask her to order sooner than she was planning because of our goal)
- Tell her you love her even if she doesn’t order (ha!)
If you’re new to Mary Kay and haven’t heard of Dialing for Dollars… it is basically the phrase directors use for calling consultants at the end of the month and begging them to order.
Here’s the biggest lie of all:
This isn’t asking them for production. It’s giving them an opportunity to participate in the victory.
SCRIPT FOR DIALING FOR DOLLARS:
Hey Cheryl! This is Caterina. Sorry I missed you??????? Trying to catch you live and in person. When you get in at your convenience, give me a call at xxxxx. I want to tell you what the scoop is and what’s happening! I’m sure you’ve noticed that in the past month, that you’ve been getting just a little bit more mail from me, and it’s because we have this HUMUNGOUS goal and I’m sure that you’ve been reading about it, it’s probably one the hugest goals that our unit has ever tackled. I’m so proud of everybody and the part they’ve played.
So in the first part of this message I just want to say Thank You! Your participation this year has made a big difference and I know that because you don’t come to the unit functions and you choose to do Mary Kay very part time, that maybe you think that you’re not as important! But you know what? Nothing could be further from the truth Cheryl. Your order in January and your order in March, that $200 wholesale, it all adds up to making a million dollars, so you’re very much a part of our unit, and I want to say Thank for all that you’ve already done!
As you can tell from the mail we are working on a really tight deadline and so what I’m looking for right now is just to see if you’re going to be able to help us out with our unit goal this month by placing another wholesale order maybe a 200 maybe a $400 or $1000 order…whatever, little or small or big or large. Bottom line is this; if you were planning on placing an order in June/July/August or September, it would be great if you could do it in June. You could stock up on your own personal products.
I don’t know if you’ve gotten the Microdermabrasion yet? But you could sell 20 of those hands down, and have $550 in profit. Or the hand products or new lipsticks, the new glosses are just GOREOUS as are the new lipsticks, and you could see those by visiting my customer site at www.marykay.com/pamelashaw , if you can’t order them “cool”, I love you anyway, you know that! But if you can, I’ll do a flip, like out of my office window, it’d be great, and I’ll love you even more! Of course I’m teasing… but you can place your own order online, if you do it today or through June 29th (give her the date) by midnight central time!
So just give me a call, and let me know either way, so that we can track your progress and track our progress so that we know where we are! And listen Cheryl, if you do Mary Kay and run with it, I’ve got my running shoes on girl, you know how much I believe in you and I would be so proud to work with you and have you as one of my office spring? Directors’. So give me a call xxxxxxxx and we’ll talk. And listen, don’t regular mail anything….
NSD’S EXPLANATION OF JUNE DIALING FOR DOLLAR CALLS:
Now this is an activity that you have to get your unit used to! And you have to have fun with it. Certainly this is not saying that any Director should be calling her unit members at the end of the month asking for production. That is not even remotely what this looks like. This means that we are giving them an opportunity to share in the victory.
Chatney pointed out to us at the end of her conference call, that when she called her consultants she said …you know what? I have finished out the year where I haven’t been a part of the victory and I’ve finished out the year where I have been a part of the victory and there is a big difference in the way that you feel and the excitement in the air!
So you guys, this is months that you call every single person in your unit. Now, while you’re calling every single person in your unit, you certainly want to take advantage of the time you have on the phone with them. Not only are you building the excitement for your particular goals, for your national goals and whatever other goals you’re working for, you’re also touching base with them. Finding out what you have sent them, what communication you have sent them this year that they have really appreciated and what they haven’t really found much value in! So really use this phone call to really fine tune your system!
There are going to be some people that you’re going to find that have not been receiving emails that you thought were receiving emails, but those things happen, they tend to drop off a list or you’ve got wrong address. Find out if they’re reading your newsletters, find out what their favorite part of the newsletter is, find out how you can better serve them, find out if they have enjoyed getting your PCP Look Book for consultants, for those of you have participated in that! You guys, this is the time that you find all that out.
But most importantly on the call you are pouring passion and belief to your unit and what you think is possible for them and where you’re taking them as a group, because you guys, everybody wants to be part of a winning team! And everybody wants to be a part of a very excited leader! A leader that has a lot of passion for where she is going. And so I just encourage you in this last week, of this last month of our year that you maximize your time with your people.
Now of course, I personally like to do their orders myself, here in this last week. In fact, I was designing my schedule this morning, for next Wednesday and Thursday because I want to be available to do those order myself, because as I was saying to my Directors last week, if you do the orders yourself, you catch the using the wrong products, you catch people who haven’t used certain products. I was doing an order the other day for a lady has been in my unit for 20yrs and has never used any time-wise products, because that’s how long it’s been since she had a facial! You know, you can be a personal use consultant and not even be using the right products.
And also, I pulled up an on the glow Report and you guys can do this too… pull up your on the glow Report. Out of the 309 people that are listed on my IBM, 80 of them haven’t even ordered Microdermabrasion themselves. Guys that huge opportunities for you in your conversation to educate them. It does take a lot of energy, oh my god it takes more energy than you can imagine, but guys that’s what finishing a goal looks like!
As Vicky O shared, she’s already taken a day and moved into a hotel. You’ve got to get away from the kids and laundry and all the stuff that’s around you, you’ve got to get away from all the other demands in your office, you’ve got to just focus on your people in this last week! And sometimes that means that you move out of your house, you move in with somebody else or just pack up your stuff and park you car in a parking lot, or go to the park with your cell phone and whatever batteries it takes. But you’ve just got to get it real clear, it does take a lot of energy and it will be exhausting.
Right now we’re running 60-70% answering machines. So that answering machine message has got to be really tight! You have to know exactly what you’re going to say when you get on, so you have to practice your answering machine message before you leave a message. Now we are experts because we are in voice com and can leave 3 minute messages, you have to know how to talk really really fast! You know, just like right then, that lady is going to take 15 seconds. On our answering machine message they don’t do that and it is nothing for me to call back a second time and pick up the conversation right where I left off and it makes them smile!