How to Always have Bookings!

I keep reading all the different ways to get leads for Classes & Parties. How about going back to the way that Mary Kay Ash began this business? Your HOSTESS is your PARTNER IN BUSINESS. When you help her get everything that she wants--& she gets it FREE, then you'll get everything that you want. Mary Kay taught us that when you leave a Hostess's home without TWO BOOKINGS, YOU HAVE JUST LEFT TWO $100 BILLS ON THE TABLE. Now almost 50 years later you are leaving $400 on the table. The profit on each class should be about $200. Each lady who buys A SET of MK., Timewise, Botanicals or the Timewise Repair should have a 2nd Facial within two weeks to "CHECK HER PROGRESS." Therefore you'll HAVE BOOKINGS. Then at the 2nd Facial THIS is when you can sell more Color Products, AND the Skin Care Supplements. When you do this, you are BUILDING your Re-Order business. When you BOOK from the Classes you will be dealing with gals who have already experienced the product. If they have BOUGHT the product, THEN you know that they were impressed with what they saw and experienced. Why not SET A GOAL NOW to have 3 to 5 Classes next week. If you were to BOOK EVEN 1 CLASS FROM EACH, then you'd have 3 to 5 more Classes to go and HOLD. No running around in Wal Mart or the Corner Cafe trying to WARM CHATTER. When you do your INDIVIDUAL CLOSE with each guest, do you ASK her what else she wanted that she is not getting tonight? When you KNOW THAT, then you can BOOK HER for her own Class to get that item FREE. If you are NOT doing "individual closing" after the TABLE CLOSE, YOU ARE LOSING $, BOOKINGS & RECRUITS So if you ONLY HAVE ONE CLASS coming up for next week. BE SURE & Pre-Profile. When you do, then TALK with each guest. Find out what her interest might be in Skin Care. ASK her if she has any questions or CONCERNS about her Face? Take notes so you'll remember WHO SAID WHAT. In talking with a potential guest ASK IF SHE KNOWS anyone who has concerns about their Skin Care. Write down what she says--so you'll know BEFORE THE CLASS if Sue has DRY SKIN & Mary had OILY OR COMBINATION. Then at the Class you are PREPARED to work with each situation. This is why we are called BEAUTY CONSULTANTS, & NOT MARY KAY SALES WOMEN. We are to CONSULT--& when do we know who needs answers & if they have questions, we SUGGEST--THEREFORE "WE SELL. At the individual CLOSE with each guest, ASK: "What else did you like today that you are not getting?" When she tells you--then say: "Let's set a time now for you to have a Class and earn that ______FREE." So let's carry a 3 Class Week forward. 3 this coming week, then you BOOK 2 from each of the 3 that gives you SIX UPCOMING CLASSES. From those SIX CAN COME 12 CLASSES. So to be REALISTIC, we'll pretend that 3 of the SIX postpone or CANCEL. YOU STILL HAVE 3 FOR NEXT WEEK. By then you'll be more experienced in BOOKING FROM CLASSES, and before you know it your datebook will be full. Here is how it might go. BOOK 2 from one, 3 from the next Class and 2 from the NEXT =7 Classes to be held in the next 2 weeks. THEN go back to Hostess # 1 from 3 weeks ago and CALL HER: "Clara, this is Ann Kelly with Mary Kay. I'm just checking to be sure that your TIMEWISE REPAIR is still doing well for you. LISTEN, and THEN ask her, "Have any of you friends noticed the change in your face? " When she says YES, you then ASK HER, which of your friends do you think might would like to be a HOSTESS and earn the TIMEWISE REPAIR FOR FREE? ( or the Botanicals--whichever she is using.) You might tell Clara that if she recommends at least ONE of her friends, & that friend IS a Hostess, you'll give Clara ONE OF _____ FREE. ( Shouldn't be more than $25 Retail) So, Ladies, go back over what I have written. Begin to do your MK Business the way that Mary Kay Ash intended. Book from your Classes. AND PLEASE NOTE, that I'm saying CLASSES. A CLASS indicates that we are TEACHING SOMETHING. A PARTY conveys the idea of FUN AND NOT BEING SERIOUS. I do NOT know why MKC suddenly started saying PARTY. We are Consultants trained to TEACH. I've been doing my Mary Kay business SERIOUSLY now for 40 years. I've never done a lot of Warm Chatter. When I want to hold a Class, I approach someone I already know, or a CURRENT CUSTOMER. NOW I'd tell them that Mary Kay has two new product lines and I REALLY need some people in "this area" to Facial and to GET THEIR OPINION of these two new lines. That I will be sending THEIR OPINIONS back to MKC in Dallas. AND YOU CAN DO THIS. After a Class with REPAIR OR BOTANICALS, write to MKC to Product Development. Telling them HOW GREAT the REPAIR IS or if your guests DIDN'T LIKE IT. Women like to give their opinion. Everyone likes to feel IMPORTANT. Please begin to do your MK business the way that Mary Kay intended. Make your Hostess your PARTNER IN BUSINESS. Book from your Classes, and RECRUIT from your Classes. Women who attend a Skin Care Class SEE that the other Gals like the Product. They SEE that the product sells. Therefore they can SEE how a MK business might fit into their lifestyle. They won't be worrying and wondering if people will buy MK. SEEING IS BELIEVING! When they SEE that you are BOOKING from your Classes, they KNOW how our MK business works. PLEASE STOP trying to RE-INVENT THE WHEEL. You don't have to run all over town HUNTING someone to Facial. They are AT THE CLASS OF YOUR FUTURE HOSTESS---who already is in LOVE with the PRODUCT, and EXCITED about earning FREE PRODUCT. Right now we're all busy with Christmas sales. Dec. 2, 2012. In your Christmas deliveries MENTION having a Class in January. People often feel LET DOWN after the Holidays--they skin is dry--a Perfect time to hold 20 classes during the month of January--then BOOK from the Classes and go forward into February---And the "BEAT GOES ON." We soon will begin the LAST SIX MONTHS of Mary Kay's 50th Year! BE EXCITED YOU ARE A PART OF THIS MONUMENTAL OCCASION. I certainly am. MKC was only 9 years old when I began this career. OH! MY !!