a guide to...a guide to...

what is seasonal selling?Seasonal selling is thinking like a retailer by utilizing the calendar with the special dates, holidays & celebrations insharing Mary Kay products and gift-giving ideas with your clients and/or future clients. It can also be used foradvertising new product launches & showing gratitude to your clients with customer appreciation sales & bonuses.In this section, you will be given simple tools and the foundation for Seasonal Selling that can transfer from onecelebration to the next with simple adjustments for a specific occasion. A few occasions for Seasonal Selling are:

birthdaysweddings

anniversariesget wellnew baby

condolenceshousewarmingValentine's day

father's dayHolidays

mother's daygrandparent's day

bosses' dayadministrative

professionals daynurses' day

teacher appreciationthanksgiving

ChristmasHanukkah

promotionsgraduationbon voyage

corporate giftsreferral gifts

retirementshowers

real estate closingsjust because

Fake it ‘till you make it! Even if this is your first time, come across with confidence that you know what you are doing,you know what people like and you know how to do it. You have the Mary Kay resources to guide you along the way andall gifts are 100% satisfaction guarantee with Mary Kay’s policy. YOU CAN DO IT!!

tips for seasonal sellingbe confident

Seasonal Selling can open new doors to meeting new people and creating lasting repeat business. You can absolutelymake profit within your first sales, however it may take several approaches before the sale is made. Do not ever reactto the immediate gratification, but always be professional in your Mary Kay image, in person, in writing and in yourvoice communication. Our business is first based on building confidence, trust and a solid reputation with our clientsand prospective clients.

building relationships with professionalism& future business is key

pink bubbleTHE

Seasonal Selling is about keeping it simple for our clients and us. The foundation of our business is holding skin careparties. Seasonal selling can be additional promotion in parties as well as an additional resource for meeting newpeople and earning profit during certain times of the year. Keep it simple to not over extend yourself or give yourclient too many options.

keep it simple, sweetie

Tracking & follow through are essential for success within Seasonal Selling. First, start Seasonal Selling at least 1-2months in advance before the holiday. In some cases, you can have repeat customers several times a year for differentoccasions and/or at least share you gift service several times before the client purchases. A simple tracking of clientinformation and notes in a notebook, spreadsheet, and/or saved contacts in phone, Google contacts or email can bethe moneymaking difference for you.

tracking & follow through

This does not mean how creative your gift sets or packaging looks, but be creative for your customers to get them whatthey want in Mary Kay products as it builds your business too. The best method is to become a hostess of a party,however, what about asking the question of “what is your [boyfriend/husband/boss] getting you for your [birthday/Christmas/Administrative Professionals Day]?

be creative for your clients

Use Mary Kay resources [Look Book, website, productlaunches, etc.] for sets or gift ideas and/or specialize theproducts to each person/occasion. Plus, remember you canalways offer gift certificates/cards, too!

3 steps to theperfect gift// step one choose mary kay products

Cost effective, simple elegance is what you’re after. There’smany reoccurring ideas for the holidays in Mary Kay and youmay be more overwhelmed with ideas than lacking. If it’s notyour strength then delegate it. Plus, include the price ofpackaging [or an estimate] within the gift set total.

// step two choose packaging

The extras can include a special poem, fuzzy socks, yard gloves,etc. It is not necessary to add the extras, but ALWAYS includea gift within the gift, which is a small goodie bag with a sampleor two AND most importantly your special gift of a pamperingappointment with a gift certificate [you choose $ increment]that can be redeemed at the appointment. Add your contactinformation.

// step three add the extras

On-the-Go appointments are shorter in length, about 30 minutes or less. It is normally where you are showcasing afew products, sets or gift ideas to get the opinion of the client. On-the-Go appointments are wonderful to share withboth men and women about gift-giving ideas for the holidays and/or if you are unable to complete a facial appointment.You can sample the product, however it usually consists of quick treatments [satin hands, satin lips, etc.] and/orcompleting a “hand” facial if using Mary Kay skin care or supplements.

on-the-go [aka stop 'n shop]

Choose & prep your demo specialty sets/gifts [i.e. 12 Day Bag, Pillow Gifts, Holiday Sets, etc.]Print copies of any specialty handouts [optional]. [i.e. sample poems, gift/set sheets, referral sheets, etc.]Pack generic supplies in kit [Look Book, sales tickets, calculator, pens, datebook, money bag, business cards, demo supples, etc.]Choose the “kit” container [i.e. clipboard with storage case, starter kit bag, box wrapped with paper, etc.]

step one // assemble on-the-go kit

Purchase a 3 subject notebookstep two // create your list & stay organized

Block out time on your calendar to making calls/texts toask and to hold On-the-Go appointments.

step three // schedule your time

Set a weekly goal of held appointments & start asking tobook your open time slots.

step four // set goal & go to work!

on-the-go appointments steps to success

1st Subject // ASKING LIST with name, phone number & info of those asking for opinion appointment [start with people you know and add referrals as collected].2nd Subject // DELIVERY LIST after the sale to track name, phone #, who for, $ amount, delivery date & location, notes.3rd Subject // MASTER/DELEGATION LIST after the sale track your to do list of supplies to purchase. Mary Kay orders, wrapping deadlines, delegation for helpers, etc.

Shake their hand. Thank them for their time & helping you with yourgoal to give their opinion of sets/gift ideas. Explain they can purchasewhat they like at the end, if not you appreciate their opinion.

thank you [introductions if new]

Complete the quick test of products [i.e. for “hand” facial completeskin care on back of one hand, then take a small dab of differentshade of foundation & apply to both hands to see the difference].

quick sample demo [optional]

Give them specialty handout [if provided] and show each setindividually with quick explanation of products, extras [poems, etc.]and price before moving to next set/gift.

showcase specific products

Ask if they have any questions? Who would they be purchasing for? What sets/gifts they liked the best? What would they liketo purchase for themselves and/or for their gifts? Write a receipt and finalize payment & delivery before next step.

get their opinion & finalize sale

Ask them if they would be willing to share one or more names and phone numbers of anyone that would be willing to help youwith your goal of ____ appointments this week?

ask for referrals

Shake their hand as you leave. Again thank them for their time and their opinion.thank you

on-the-go appointmentssample agenda

on-the-go samplebooking scriptsHi, this is ______. How are you? Great, you’reprobably wondering why I am calling. I have a giftgiving service that I offer and I have been challengedto share my unique holiday gift ideas with 10 [mom’s,husbands, etc.] this week. I just want to schedule 15minutes with you to show you my ideas and get youropinion. If you would like a gift, great! If not, wouldyou be willing to help with my goal anyway? So isthere any reason why we couldn’t get together for15 minutes and get your opinion? Great, I can travelto you if you would like, what works better, daytimeat work or evening at my studio? So, I have ______[day] at ______ [time] or ______ at ______ [time]available what works better for you? Great, I haveyou for ______ [day] at ______ [time]. So, what isthe name & address\ of where you work? Are thereany special instructions on how to find you once I getthere? Would you like an email/ phone or textreminder? Thanks again for helping me out and I willsee you on ______ [day] at _____ [time].

Events can include New Product Launches, Holiday Open House, Beauty Bars, or Special Events. ALWAYS askyour Director [or local Adopted Director] for more information on group events within your area.

eventsevents

tips for a successful eventInvite early & invite BIG - invite a minimum of 50 people & invite EVERYONE you know. Best results to invite 1 1/2-2 weeks before. Carry extra invites with you before event in case you meet/run into someone.

RSVP & scheduling personal appointments is key - women need reminders. Schedule time 2-3 days before event for RSVPreminders/calls. Plus, scheduling a specific time for a personal appointment can divide your time more evenly & confirm herattending the event.

Team up with other consultants/unit events - if you have less than 100 people invited it is best to team up with anotherconsultant or invite a local group event. Plus, when you team up you have additional help with product, food & decorations.

Keep it simple, sweetie - cost effective, simple elegance in refreshments, product displays and decorating is essential. Yourpriority is to look professional, however more of your time should be spend in inviting and RSVP calls beforehand to ensureyou have guests attending.

Bring phone numbers & cell phone - use your time wisely between guests and keep calling DURING your event for newbookings and/or on-the-go appointments if they are not able to attend.

Have fun!! Enjoy your event & don’t stress the small things! In the end, whatever you do will be a success as you learn andapply changes to the next event. Plus, you are planting seeds for the future. In the beginning, your attendance could besmall, but the event must grow with your customers & friends - it may take 2-3 events before you see a great turn out.Be patient and be consistent so your events can grow!

Follow up after the event - the ratio of sales to guests invited always fluctuates due to various factors. However, the amountof follow up you do AFTER your event is where you can make the majority of your sales and build better relationships too.Call EVERYONE you invite that didn’t attend. Let them know you missed them, but you are...

1. “Taking the show on the road” [on-the-go appointments] OR2. Leaving your display up in your home for scheduled “drop-in” appointments.

My suggestion is to offer two Customer Appreciation Sales per year, in May [Spring FlingSale] and November [Pink Sale on Black Friday].

customer appreciation salecustomer appreciation sale

tips for a successful saleInvite early, invite BIG & invite all ways - You can have quick client sales with 1-3 days, however,for a major sale it is best to share at least 3 weeks before the date, so that your clients can beprepared to stock up or adjust their budgets. Plus, you’ll want to mass invite in all venues [mail/email/text/etc.] to ensure that all your clients are aware of the sale & your appreciation.

Send reminders the day before - women need reminders. Send a quick text/call reminder the daybefore your sale. After all, it’s a Customer Appreciation Sale, so take the time to appreciate yourclients with reminders.

Plan that day/time to be available to contact customers - from experience it’s best to choose aweekday for your sale. You’ll want to plan on the time that day to not just fill orders, but to directlycall your clients to take advantage of the sale, especially on your first few. You can consistentlygrow your sale year after year. However, you must do your part to help it grow in interest withyour clients.

Be organized with follow up & product deliveries/shipping - Keep all receipts together during yoursale. Plus, you can offer a specific date of delivery several days after the sale [depending on if youhave products on hand or must be ordered] or a pickup date from your home. Either way, pick adesignated delivery date.

INITIAL CALL: “May I please speak with the person in charge of purchasinggifts for the employees or clients? If they are unavailable, then ask: ”Would itbe possible to have their name with email address to send more information?”

CONVERSATION WITH CONTACT: “Mr. or Mrs. _____, this is ______. I’m an Independent Consultant calling businesses in the area to offermy executive shopping service for your specials clients and employees. May I have five minutes from your busy schedule now to briefly explainmy service? Thank you. Depending on your needs, I have specialized gifts priced from $15 to $40 or more. They come elegantly wrapped withfree delivery to your home or office, payment by cash, check or card and the extra perk of a free 100% satisfaction guarantee exchange policy.You can order now by paying half of the total cost and pay the remaining balance upon delivery. What upcoming gift giving opportunities do youhave for you clients and employees? What is the ideal price range of those gifts? Would you prefer to schedule a 15 appointment this week toshow you a sample of our executive gift selections or would you like to place the order over the phone today?

LETTER OR EMAIL TO CONTACT:Dear _______,

As a busy executive, you know that time is a precious commodity in achievingsuccess in your business, as well as taking care of those who you value most.With the holidays fast approaching, how do you remember the people who areimportant to your business? It’s that special time of the year whenacknowledging your clients, employees, and loved ones is so very important. Isthere any reason why you wouldn’t consider giving personalized gifts this holidayseason without the hassle?

Let our Executive Gift Services help meet your holiday gift-giving needs andfree up your busy schedule. The Executive Gift Service provides you with thefollowing advantages:

// Customized elegantly wrapped gifts. // A variety of gifts for men and women, perfect for EVERYONE in your life in prices ranging from $15-$299. // 100% satisfaction guarantee. // Free delivery of gifts to your home or office on the date desired. // Payments by cash, check, Visa, MasterCard, Am Ex or Discover. // Free gift exchange by the gift recipient, if needed.

All of our gifts are professionally designed, wrapped and filled with productsthat will be appreciated and leave a lasting impression with your gift dollars for your employees and business partners/vendors as well assuggestions for your loved ones at home. As a special price, all gifts are 15% off until November 1

I will be contacting you to schedule an appointment to give you an opportunity to view these special gifts that say to others “youare important and appreciated”.

Sincerely, ________. [Name, Phone, Email].

Corporate sales requires a different approach & commitment than customer/consumer sales. Corporate sales may have multiple buyinginfluences such as an administrative assistant, the executive and possibly and additional person that authorizes payment. Some businesseshave committees you have to share a presentation with, while other may have the executive handle it entirely on their own. Don’t fear thisprocess. You can be professionally and pleasantly persistent in asking questions to speak to the person in charge of purchasing gifts. Evenif they don’t buy the first year/occasion your professional manner & great impression will be remembered in the future.

corporate & businesses

sample scriptssample scripts

what businesses do i approach?

Improve your professional image with these tips...

overcoming objections

ALWAYS start with businesses that you have a relationship with already. Next, you can ask businesses that family members, friends or clientsmay be apart of. After that, then you can cold contact businesses. Consider these business and MORE...

We only give bonuses. Great, I know your employees trulyappreciate it. I believe that when you give a small personalgift along with a bonus, that person thinks of you everytime it is used. You can get more goodwill out of yourbonus. Is there any reason why we couldn’t schedule a15 minute appointment this week to show you a sampleof our executive gift selections? It won’t cost you a centto look and give your opinion.

Gifts are too personal. I know exactly how you feel,however, I’ve found that more people love the extra touchthat says “I thought of you”. My service offers my expertisein customizing gift selections for men & women, so thatyou don’t have to. Is there any reason why we couldn'tschedule a 15 minute appt. this week to show you a sampleof our executive gift selection? It won’t cost you a cent tolook and give your opinion.

BanksCar DealersRestaurants

DentistsLoan CompaniesAccountants

DoctorsRealtorsContractors

ChurchesHotelsAttorneys

Insurance CompaniesSocial/Civil GroupsMortgage Companies

// Keep your communications courteous and brief to respect their deadlines and appointments.// Make preliminary phone calls to get the name of the person in charge of gift giving to personalize any letters, emails or correspondence to that specific person instead of “To Whom It May Concern”// Dress & act professionally for each appointment. Be on-time if not 5-10 minutes early.// Prepare a product sampler or gift to give to the receptionist, secretary or administrative assistant at the appointment.// Emphasize your range of prices. Ask your contact if there are price ranges in mind. Usually a corporate gift buyer will order by saying, “I need 20 women’s gifts and 10 men’s gifts at $25 each.” The actual gift selection may be left up to you.// Listen for other gift giving needs your contact may have, such as personal gifts for family and friends.// ALWAYS include a gift within the gift, which is a small goodie bag with a sample or two AND most importantly your special gift of a pampering appointment with a gift certificate [you choose $] that can be redeemed at the appointment. Add your contact information.// When possible, collect the names and contact information of the gift recipients to complete the 100% satisfaction guarantee follow up after the gift has been received.