VIRNAU’S VICTORS - Business Debut

Congratulations on deciding to get your Mary Kay business off to a great start! Below are suggestions on what to do before, during and after your Business Debut! This information will help you along the way as it has helped many

other Consultants in our unit have successful Business Debuts! I am excited to be working with you on this. Remember, I’m here to help you in every way and will match my time with your efforts!

* 3 Business Debut Goals:

- To build your initial customer base and sell product! - To book your Power Start (30 faces in 30 days)! - To book your 6 practice career chats earning you the Pearls of Sharing Earrings & Bracelet! - To promote you to Senior Consultant by sponsoring your first team member into the company, earning you’re the Pearls of Sharing Necklace & Senior Consultant Pin Enhancer!

* Suggestions Before the Event:

__ Schedule Business Debut within your first 2 to weeks of business. However, if it is not possible, then scheduling it later is better than not scheduling one at all. You will also want to plan on having product on hand before the debut.

__ Decide where you will hold the Debut. Typically this is done in your home. Church fellowship halls, civic halls, apartment club houses or a family member or friends home will be fine too.

__ Make a list of at least 50 people to invite. OVER INVITE! You can expect 1/2 - 1/3 to attend with proper follow-up! Don’t forget, when you have at least 15 people attend (females over the age of 18) you’ll receive the beautiful charm bracelet!

__ Download the “Business Debut Invitation” from our unit website. Print on white cardstock, cut & mail to ALL guests.

__ Mail the invitations at least two weeks prior to event if at all possible.

__ Send email invitation &/or text as well. Refer to sample email invite on unit website. Please include Ashley & your Recruiter on the email &/or text distribution list!

__ Set up ProPay account and open a basic checking account. Create a money bag w/ calculator, pen & change.

__ Consider serving light snacks & refreshments. Delegate someone such as a family member or friend to help with this. You won’t make $$$ in the kitchen so I recommend getting help.

__ Prepare 3 door prizes. Below are a few suggestions to consider: - Discount coupon on first order - Gift certificate - see samples on unit website - Business Debut Resources - Full size product from Section 1 - ie: Hand Cream, Lip Gloss, Empty Compact and/or Mascara etc.

__ Have your datebook ready by highlighting the days you wish to hold future appts & the times you’re available within the next 3 weeks.

__ Send “Friendly Reminder Email and/or Text” the day before event to ALL guests.

__ ATTIRE: Please dress MK professional attire - dress or skirt with blouse.

__ Set up an attractive display to showcase your new Mary Kay products to your new potential customers. Ashley or your Recruiter will help you with this. See “Table Display Ideas” on website for examples.

__ Email guest list to Ashley and/or your recruiter at least 5 days before the event so they can follow up.

VIRNAU’S VICTORS - Business Debut

* Suggested Items to Have on Hand: - Starter Kit (w/ all supplies & demos) - Guest Feedback Forms (print) - Money Bag

- Beauty Books (w/ insert tucked in back) - Clicky Ink Pens (good ones) - Party Packets

- Facial Cloths (cut in half) - Business Cards - Door Prizes - Sales Tickets - Cotton Balls - Calculator - Pre-Highlighted Datebook - Raffle Tickets (double strip) (Wal-Mart)

* Scripts to Use for Follow-Up Calls:

Follow up calls are the personal touch and it cannot be stressed enough how important they are. Two to three days before your debut, Ashley or Recruiter will contact your confirmed guests and thank them in

advance for coming to support you in your new business. This is one of the most important things we can do together to make sure this is a huge success for you! So don’t forget to provide Ashley with your confirmed

guest list!

Coach each of your guests to arrive ON TIME and to be committed to stay for the duration of the debut. Instruct her that this is a presentation NOT AN OPEN HOUSE. Don’t be afraid to tell her that you will receive

a Special Gift when 15 people over the age of 18 are present. Remind her that she can bring a friend! - Script for Personal Calls: “Hi ______, it’s _____ do you have a quick minute? Great! I just wanted to remind you about Mary Kay Business Debut on _____ at _____! I’m so excited about it! There’s going to be fun pampering for all the guests and door prizes. Plus, when I have 15 guests attend I am going to receive a beautiful charm bracelet! We need to get a confirmed head count...can you make it?” - If yes - “Great! There is going to be a special drawing for everyone that arrives on time! There will be a product presentation at the beginning and you won’t want to miss it! Oh and one more thing, when you bring a friend you’ll receive a free gift! Can you think of anyone that might like to join you? Great! Just let me know if you’ll be bringing someone. See you soon!” - If no - “That’s ok! My Director has challenged me as a part of my training to practice on 30 faces in the next 30 days. Could I borrow your face? (Also refer to Power Start Script at end of this packet for more detailed words) - Script for Answering Machine: “Hi ______, it’s ______ and I just wanted to make sure you received my invitation to my Mary Kay Business Debut! It’s on ______ at ______ and there’s going to be fun pampering for all the guests and door prizes. Plus, when I have 15 guests attend I am going to receive a beautiful pink ice ring, so I would really appreciate your support! Looking forward to seeing you!”

VIRNAU’S VICTORS - Business Debut

* Suggestions At the Business Debut __ Take headshot of New Consultant & pics of event.

__ Consider playing soft music in background.

__ As guests arrive, demo Satin Hands Set (samplers provided in Starter Kit).

__ Ask guests to fill out a Customer Profile Card.

__ Give guests who are on time a raffle ticket for drawing.

__ Welcome everyone and thank them for coming.

__ Ask guests to introduce themselves, how they know you and why they think you’ll be great!

__ Ashley/Recruiter explain how she met you and why she thinks you’ll be great!

__ Consultant tell personal “I-story” - why you started MK, what you’re most excited about & your goals.

__ Agenda - quick pampering hand facials, specials, company info, visit one on one with Consultant, shop & mingle __ We’re looking for 3 things… 1. Her first 30 faces 2. 8 training parties 3. Her first 3 new business partners

__ Explain the advantages of having a Mary Kay Beauty Consultant. - a professional Beauty Consultant will offer you a skin care & color appointment! - she will follow up with you to make sure you’re loving your products! - she will offer ways for you to get your products for free! - she will offer you seasonal color updates to make sure you’re always looking your best! - she will provide convenient ways to shop - in person - on phone - online - at a party! - she will deliver your product promptly!

__ Share Perfect Start or Power Start goal. - How many know for certain they’re using the correct skin care? - How many are absolutely completely satisfied with the way their skin looks & feels? - How many are certain they are using the correct shade of foundation? - How many would like to learn glamour techniques such as how to apply eye shadow? - Explain the perks of being a hostess and booking a facial/party - Cons. will earn pearl bracelet. __ Demonstrate products with hand facials, if guest count is over 8. If there are 7 or less guests we will do actual facials. Products to Show: Mascara, Eye Make-Up Remover, TimeWise Miracle Set, Microdermabrasion Set, Foundation __ Close with specials

__ Share goal of earning pearl earrings with 6 practice career chats.

__ Hold drawing for door prizes.

__ Invite guests to enjoy snacks and refreshments while we close guests individually.

__ Sell product, book future appointments, book practice career chats

VIRNAU’S VICTORS - Business Debut

* Suggestions After the Grand Opening: __ Fill customer orders in a timely manner. __ Send thank you notes to everyone who attended. See Business Debut Resources on unit website for “Thank You Card” template. __ Enter customer info. from Customer Profile Card into My Customers on www.marykayintouch.com. This helpful tool assists you in managing your customer base, track sales & discover more selling opportunities. __ Follow up with guests that purchased product 2-3 days after to make sure they’re happy with purchase.

YOU are doing GREAT! Relax and enjoy yourself! Mary Kay Ash often said, “You can do everything right with the wrong attitude and fail to

succeed, but you can do everything wrong with the right attitude and succeed beyond your wildest dreams!”

VIRNAU’S VICTORS - Business Debut

POWER START BOOKING SCRIPT

Read this and say out loud over and over until it sounds natural to you. Then call your contacts and book your power start and for those who cannot attend your

Business Debut! You can do it!

“Hi _____________, this is _____________! Do you have a quick minute? Great! The reason I’m calling is I just started my own business teaching skin care and glamour with Mary Kay and I could really use your help! My Director has challenged me, as a part of my training to do 30 facials in the in the next 30 days. Would you let me borrow your face and invite a few friends that would let me borrow theirs too? And of course there’s no obligation to buy a thing! (wait for response – refer to overcoming objections if need be)

Great, let’s pick a date that’s good for you. I’m booking appointments for this week and next, which is better for you? Ok, weekday or weekend? Morning or afternoon? Ok, I have_____and_____, which works best for you? (pause) Awesome, I have you down for ____________. Now, for helping me out I want to treat you to a shopping spree in FREE products! YOU get to choose from anti-aging skin care or mineral make-up…it’s totally up to you! I’m going to send you a packet that explains everything. The facial is way more fun when you share it with friends and I can do up to 6 at a time and I’ll help you with all that. Who do you think you might invite? (Help brainstorm – family, friends, school,

work, church, neighbors, facebook) Great! Let me share some advice when inviting friends. There will never be a date everyone can do it…it’s just not possible with everyone’s schedules these days. So, what I have found is if you’ll just send me their names, numbers or emails I can send out an invite. Typically 1/2 to 1/3 can usually come so definitely want to over invite. AND I’ll give you a FREE eye shadow of your choice when you get the guest list to me within 24-48hrs!!! How does that sound? Cool! Well thank you so much for helping me. I can’t wait to get together with you! I promise everyone is going to LOVE the facial! I’ll follow up with you in a couple of days to make sure I have your guest list and I’ll get a packet to you asap! Oh, and one last thing…heaven forbid something happens will you call me if at all possible 48 hrs in advance for any rescheduling? Great! Talk to you soon!

* Once you get off the phone with her send a quick email thanking her and reminding her you’ll give her a call in a couple

of days to get guest list. Either include the Party Packet in an email, mail or deliver it asap! Keep in mind; it’s not an

official party until you have that guest list & invitations have been sent out!