MARY KAY BOOT CAMP

#3 SELLINGBy Sr. Sales Director Melissa Mays

CLASS #2 HOMEWORKStanding recognition for each assignment completed…

1. You completed your CONTACT LIST of 50 or more people you know that have skin and are breathing!

2. You practiced your BOOKING SCRIPT.3. You put together 10 or more HOSTESS

PACKETS. 4. You booked your PERFECT START (15

faces or 3 parties)!

GREAT JOB!!!

MARY KAY SAYS…“NOTHING HAPPENS UNTIL

SOMEBODY SELLS SOMETHING.”

IN THIS CLASS WE WILL COVER:

1. The HOSTESS PLAN & PARTNERING with your Hostess

2. Working Full Circle3. Packing for your class4. Table Set-up5. Product presentation.

REPEAT AFTER ME…“My Hostess is my

Business Partner!”

THE HOSTESS PLAN WE USE IS THE company’s plan WITH SOME EXTRA bonuses THAT HELP US WORK FULL CIRCLE.

Copies can be printed off www.melissamays.com

THE $75 FOR $35 GETS YOUR FOOT IN THE DOOR AND IS A SAFETY NET FOR YOU AND THE HOSTESS.

This plan

only costs

you$2.50!!!

YOUR GOAL IS TO HELP HER GET THE 20% OF HER SALES.

THIS KEEPS YOUR BUSINESS GOING!

Offering 50% off items costs you nothing and helps her to expand her collection…which means MORE

REORDERS!

GETTING THE GUEST LIST…

The best way to get the guest list is playing the name game during your parties. They write down as many

names and numbers on the back of their Profile Card

to win a prize. (purse size hand creams are great!)

Help prevent cancelations!

PRE-PROFILING

Even if you can’t reach the Hostess again for some reason, you can

call the guests and invite them for her and then call the Hostess back and let her know

who’s coming.

It works!

5 OUTSIDE ORDERS AS A OPPOSED TO “$100 IN OUTSIDE SALES”1. Sounds EASIER!

2. Keeps her EXCITED and COMMITTED!

3. Insures she meets her PERFECT CLASS goal of $200 or more in sales.

4. Introduces you to NEW Customers.

5. Shows HER how easy it is to sell the products!

THE 3 “B”S OF FULL CIRCLE: At every class you are looking to sell BASICS,

get BOOKINGS, and find BUSINESS PARTNERS.

The PERFECT PARTY plan insures that you get it

Find out what SHE wants to earn as her PERFECT HOSTESS GIFT before the class.

Again, she is partnering with you to make it a FULL CIRCLE class.

SPEAKING OF BASICS Whatever you focus on is what you SELL.

This makes inventory management EASY! If they know you have the SKIN CARE + FOUNDATION tonight, they will be excited to take it home NOW! ! That’s why I like to set a Miracle Set in front of each guest and tell them we will focus on COLOR at their NEXT appointment.

If you don’t have much COLOR right now, GREAT! Again, whatever you have with you is what they will buy

YOU COULD OFFER SOMETHING SPECIAL FOR PREFERRED HOSTESSES

• At the party, go ahead and tentatively book her next 2 appointments. You could offer her a 40% FRAGRANCE DISCOUNT all year long.

• Involve her guests in what party they want to do next…ADVANCED GLAMOUR, or SPA PARTY?

PACKING FOR YOUR CLASS

In the beginning, all you really need is your STARTER

KIT.

As you grow your business, you’ll find you want to bring more “stuff” with you.

No one wants your job if you come in dragging 5 tote bags, plastic tubs, and basicly everything but the kitchen sink!

Are you a Party Princess or a Pack Horse!

To make your job look EASY! To make your job look FUN! To look like a PRO!

THE GOAL IS…

WHAT TO ADD TO YOUR STARTER KIT

Money Bag (calculator, sales tickets, profile cards, pen & pencil, Focus Card, post cards…stamped and addressed)

Hostess Packets (20 made up, 3-5 in bag)

Dream Big Hotline Cards, Agreements, Next Step Checklist

Pre-wrap gifts for door prizes so you can grab & go!

OPTIONAL ITEMS:

• Dream Book

• Camera or camera phone

• Melissa’s Dream Book is now on her IPAD. She just took pictures of each page and it’s in her photo album. EASY!!!

EMERGENCY KIT FOR YOUR CAR

Fill a quick zip bag or one of the pockets of your Roll-Up Bag with: aspirin, nail glue, breath mints, spare pair of hose/tights,

wrinkle releaser, deodorant, etc.

Anything you’ve ever bought at Walgreens in an “emergency”.

WHAT GOES IN A HOSTESS PACKET?

Look Book Hostess Flier Team Building Brochure 20 Invitations 5 Sales Tickets Dream Big Hotline Card Hostess Contest Flier

ROLLING TOTES FROM THE COMPANY

Once you start doing larger parties or multiple parties in a day, you will need back up

supplies.

The Rolling Totes work great!

The bottom bag holds Mirrors, Washcloths, Flower Pens, Tickets, and table cloth.

Be sure to pack it in order of setting up. For example, your table cloth goes on first, so it should be on the very top.

• Formerly we used the Roll-up to carry demos but it would get dirty.

• Now we just use it as a display. You can add a little sizzle to really catch the eye! “The eye buys!”

• The Brushes fit in between the pockets of your Roll-up Bag.

• How convenient for Travel!!!

You can place a filled compact in the center pocket of the Brush Bag to show your guests how they can have a complete Glamour On the Go Kit!

Another benefit of being a Hostess!

You can use any party favor bags or Ziploc snack bags which are easy to fill and seal.

Have someone fill these up in quantity. We suggest having about 50 made up ready to go and 10-15 with you at all times.

Guests do not get to choose their colors. It’s sort of a “grab-bag” deal and they can trade with other guests if they want. One more reason to book their “Check-up” appointment where we will customize their look.

You’re NOT going to have every color sample.

Just suggest that she do an “On-Trend” look that’s HOT this season…one of the Color Cards in your Kit.

SO WHAT IF YOU DON’T HAVE ALL THE COLOR

SAMPLES TO CUSTOMIZE A LOOK FOR THE HOSTESS?

Send her a link to the Personal Beauty Profile from InTouch if you have her in your MY CUSTOMERS.

Select a Customer, then choose the PERSONAL BEAUTY PROFILER e-card. There she can create her customized look and more!

IF YOU REALLY WANT TO IMPRESS YOUR HOSTESS…

She can get a custom skin care analysis based on her age group.

It recommends products for her and shows her

the day and night routines.

If she’s a highly detailed person, she’ll LOVE it.

If she’s busy, fah-get-about-it!

SHE CAN EVEN DO A VIRTUAL MAKEOVER!

COLOR DISPLAY TRAY Eventually you may want to put

together a display tray with all the colors for your Hostesses to play with!

PACKING YOUR INVENTORY.

•In the beginning you can just use card board boxes. They’re insulated!

•Tackle boxes work great for smaller items like eye colors.

AFTER YOU’VE MADE SOME MONEY WITH YOUR BUSINESS...

You can invest in the cool inventory cases from the

company.

SETTING AN INVITING TABLE DISPLAY

•A beautiful set up will draw your guests to the table.

MOST IMPORTANT ARE THE “PERFECT HOSTESS GIFTS”:

BAG, BRUSHES, & COMPACT PRO

OPENING YOUR CLASS A GREAT CLASS OPENING

is one of the most IMPORTANT parts of the

class. It let’s the guests know

what to expect. It enrolls the guests in

the HOSTESSES goal. It sells the customers on

WHY they want to do business with YOU!

INSTRUCTOR’S GUIDE Use this to guide your guests thru the

party.

You can also give each of them a Beauty Book to follow along with.

Your Director recommends that normally gives them the Beauty Book at the end of the party. That way they are not flipping

to the back and looking at the prices during your presentation..

You can use the Instructor’s Guide as it comes, or you can use your Director’s

CHEAT SHEET NOTES. www.melissamays.com

PARTY PLACEMAT You can also print & laminate the

PARTY PLACEMAT to walk your guests thru the opening of your party. www.melissamays.com

You could also take advantage of our Virtual Assistant Katherine Water’s services. She’ll print,

laminate, and ship them to you. She is very inexpensive.

katherinewaters@insightbb.com

INVITION TO SHOP! Pass out the BEAUTY BOOK MENU. We used

to use the one in the Starter Kit until they changed it to not include the Basic Set.

These you can use over and over again. Having about 10 should be PERFECT!

Your Director recommends they use their 50% off bonuses on SUPPLEMENTS.

Remember to have them lift up the top copy of their Profile Card for suggested supplements based on their

needs.

FIND OUT WHAT THEY WANT

Having them fill out the questions on the Profile Card facilitates the decision making process.

It asks the “scary” questions that sometimes New Consultants avoid.

CONGRATULATIONS!!! You’ve completed your class #3 which is the

LONGEST class! Just remember, it will take time to MASTER

everything you learn from these classes. You can always go to www.melissamays.com,

and review this class on the New Consultants page.

LET’S PARTY!

HOMEWORK1. Study your Instructor’s Guide! (make

notes)2. Practice your presentation in front of a

mirror.3. Practice your presentation in front of a

person or a real class!Get 5 TICKETS in our

MONTHLY PRIZE DRAWING for

completing your HOMEWORK! This is on

the Honor System.