There are so many methods a Mary Kay recruiter will use to get you to say yes. Any objection you have, they can overcome. Any need in your life, they can fill. Anything that makes you happy, they can make Mary Kay do one better. This is a training piece that has been circulating for years. Check out all the manipulative words and tactics!
For the objection of “I don’t have enough time”
Have a weekly plan sheet handy; have her fill in her schedule. Next have her find 2 and 3-hour blocks of time. In the 2-hour blocks, write $100. In the 3-hourblocks, write $200. Add it all up and say, “Will that cover you for your time?”
If MONEY is a HOT BUTTON,
A great question is, “If I could show you how to take $100 and turn it into $1000 PROFIT, would you want to know how? (Create any combination you like, but 10 skin care classes averaging $200= $2000/half is gross profit, $1000)
Remember the PUSH/PULL concept
PUSH: “I think you would be great because of (these qualities that I see in you)”.
PULL: “But, this probably isn’t for you” (based on her stated interest level).
For the objection of “I HAVE TO THINK ABOUT IT”
REPEAT what she says just the way she says it and then, “I’ve got to tell you I understand. I want to make sure that your think time is productive. WHAT WILL YOU BE THINKING ABOUT/EVALUATING?” (Let her answer. Perhaps you can suggest a pro/con list and 24 hour time frame to call her back.) “If you don’t give this another thought in the next 24 hours, Mary Kay is probably not for you; but, if you keep thinking about what we have talked about, let’s get you started!!! What would you have to lose? $100 won’t change your standard of living, but it could change your life and meet your need of _______”. ESTABLISH A DEFINITE CALL BACK TIME. When you call back, say “Hello _______, I’ve been so eager to call you!!! AM I speaking with a brand new Mary Kay Consultant?”
Remember to always WORK FULL CIRCLE
Next step, next step, next LOGICAL step!!!!
With her “YES” response, set the stage for a welcome from your director, her orientation, next event to receive her MK pin, her business debut, a task (make a list of people you know who have skin), but be SENSITIVE, and do not overwhelm her. ONE STEP AT A TIME, customized for this person and what she wants and what you discern she can handle.
If “no” is her response, still work full circle!!! Talent scout: “______, I want you to know how thrilled I have been that you have considered this for yourself, and I respect and accept your decision. Can we agree that if anything changes and Mary Kay could meet a need you have that regardless of where we are both living that you would come into Mary Kay with me and be on my team?” (Shake hands). “______, because I’m so serious about sharing this opportunity and moving into leadership right now, I have a request of you. Since you have taken the time to find out more about our company, will you be a talent scout for me? Who do you know who might have a need Mary Kay could fill?” Pause. If no one comes to mind, “Is there any reason why you wouldn’t take a day or so to look through your address book, think about co-workers, neighbors and suggest maybe 5 (10) women who I could send free product samples to along with a cassette tape to get their opinion on our products and this opportunity, and as a thank you to you…”
You can offer a gift for the names…for 5 an eye shadow, for 10 a lipstick, for example. You can also offer her a shopping spree (you choose…$25) for any recommendation she makes who actually becomes a Qualified team member.
APPRECIATED her as a customer and re-establish your role as her consultant and create
value in that role. Write her a thank you note.
Remember that a prospect is HOTTEST when she is closest to the product…
Right after a class or facial, SO USE THE 4 point recruiting plan at every appointment!!! IF YOU LET A SHARP GAL GET PAST YOU WITHOUT AN INTERVIEW OR EVENT, then get her close to the product again… Another appointment, color, nail care OR a drop by appointment to see new colors… New products!! AND OF COURSE, get the Team Building appointment!
TEAM BUILDING HAPPENS WHEN YOU INITIATE CREATING AN ENVIRONMENT WHERE THE PROSPECT CAN SAY “YES”!!! MASTER YOUR CUSTOMIZED INTERVIEW, TAKING THE PERSONALITY STYLE (D-I-S-C) INFORMATION INTO CONSIDERATION. REMEMBER, THE ONLY YES YOU ARE AFTER INITIALLY IS A “YES” TO THE APPOINTMENT… THE INTERVIEW, THE EVENT!! DO IT OVER AND OVER. FOLLOW UP AND FOLLOW UP. GET REFERRALS AND FOLLOW UP. WORK FULL CIRCLE AND FOLLOW UP AND YOU WILL BUILD A FIRST CLASS TEAM!!!!