One of the biggest challenges in Mary Kay (or any MLM, for that matter) is getting new people interesting in holding parties. Where do you find these women? You can only hang out in Starbucks or the aisles at Target for just so long, hoping to give someone a “sincere” compliment in order to move the conversation toward Mary Kay.
One very old method of getting new leads is the facial box. You get a business to allow you to but a box or fishbowl at their register, and women put their contact information on a slip of paper under the guise of winning something. Typically they’re going to “win” a facial and a small gift certificate to use toward a purchase. Of course the catch is that everyone “wins” and the whole point is to get people to have parties that they share with a few of their friends.
There is a script for everything in Mary Kay. Here is NSD Kristin Sharpe’s script for booking women from the facial boxes. These days we don’t call the women who win, we text them. This script is pretty aggressive in asking women to get 5 of their friends to join. And the giveaways can add up quickly when you’re giving each hostess a full sized product and a $25 gift card. I know the idea is that you easily make that back when they have the 5 friends join them, but it all eats into the profits.
The 50% profit they brag about never really ends up being 50%, does it?