After the Table Close, you will want to meet with every guest individually and do an indi-vidual consultation. It should be conducted in a separate room from where the skin care class took place when the hostess is serving

snacks. The individual consultation is extremely impor-tant and will make the difference between having a $50 class or a $500 class, zero bookings and two more classes on your datebook. At the individual consultation you should have your date book, money bag, sales tickets, hostess packets, recruiting info, calculator, and a pen. Have her sit down next to you, but try to keep your eye level below hers, so she doesn’t feel intimidated. You will ask EVERY guest the following questions during her individual consultation. Make sure she brings her profile card, Beauty Book, information sheet and set sheet when she meets with you for her consultation. 1. (Her name), did you have a good time tonight? 2. How does your skin feel? 3. What part of the Miracle Set did you like the best? 4. What would you like to take home with you today?

(write it up) 5. Anything else? If what she purchases contains the TimeWise Skin Care, you would write up her sales ticket and collect her money. If she selected and envelope for Deal or No Deal, then you say: “I’m so excited to give you presents! Let’s look at my calendar ~ do you prefer weekends or during the week? Then schedule her and give her the hostess packet. Now you have her party in your date book and you say “___ I have a favor to ask you. This is my business and I’ll be there rain or shine ~ you can count on me. I want you to know that. I have a HUGE favor to ask you. I do not mind at all if the date we have set today doesn't work out for you and your friends. I have no problem changing the date at all if that’s the case. But if you call me the day of the class or the week of the class and tell me it’s not good for you, it’s kinda like your boss telling you not to come into work that day. Ask that VERY nicely and smile! Learn to talk with your eyes. This will help cut down on cancellations.

Book her for what works for her, and then pull out the hostess packet and say, “I’m sure there were lots of things you wanted to take home with you, right? Well I want to partner with you to make your party a huge success. This is your hostess packet. Let’s decide a time in the next couple of days that we can go over it for about ten minutes or so. Would you prefer I call you during the day or in the evening….. (Set up a time to call. If she works, get permission to call her at work. You could even do it over her lunch hour if she likes.) At this point, I would suggest that you give her a dead-line to get the guest list to you. For example, offer an incentive for having her list together by the time you call her. That way you have the names and can send out in-vitations to her guests either by email, regular mail or text message if that’s all you’ve got! I explain to her: I’m your party planner. All you have to do is decide when you want to do it, who you want to be there and what snacks you’re going to serve. My job is to send out the invitations and find out who’s coming so I can prepare goody bags for them. Remember how I called you beforehand to find out about your skin? That’s what I’ll do for your friends too! This way I can do the inviting because I know what to say. If SHE does the inviting, she can say: I’m having a Mary Kay party ~ do you want to come? Then they might say “no”. She hasn’t been trained! YOU HAVE!! Once the invitations have gone out, I can use the proper scripts for inviting. (see Coaching guide for more info)

If she doesn’t want to share her follow up appointment with friends, then say... “Let me tell you how I handle my check-up facials. If you choose to share it with a couple of friends, I’ll come to your home at your con-venience or you can have it at mine. If you choose not to share it with a couple of friends, I offer second facials at (event) on (day) at (time) What would be better for you, ______________________or at your home or mine with a couple of friends?”

The other option you could do is to hold follow-up facials at your home on a specific time during the month. I would suggest that you not run around the country giving second facials to one person at a time. Your time is valuable!

How to do a STRONG Individual Close ~ by Lisa Madson and Kellie Hammett

If she says, “Do I have to have a second facial?” You say, “No, you don’t have to have one, but our products are guaranteed. That is why I recommend a second facial so I can make sure you are 100% totally satisfied.” At this point, PAUSE. Don’t say anything else. If she STILL doesn’t want a second facial, that is fine. You don’t want to create a feeling of frustration with your customer. You want this customer for life. If she doesn’t care to have a second facial, say, “That’s not a problem at all. I will assume you are in love with your products and that they are working fine unless you call me and tell me otherwise.” Of course, you will still want to follow-up with her to make sure she is happy with her products and continue to service her like a great beauty consultant would.

If what she purchases does not contain any skin care i.e. She buys a lipstick, ask her what color, write it down, you say “anything else?”, she says “no” you write up the ticket, collect her money, the transaction is over so she’s not feeling any pressure. Then tilt your head and say… “(Guests name), I have a question for you. If you had the skin care would you use it? If she says “no” then say “Ok. I was just curious.” That’s it ~ You’re done!

If she says “yes” look at what she has purchased. If she chose things like the Microdermabrasion Set or the Day/Night set, but no skin care, say: _____ do you trust me? Can I make a suggestion? Since you are spending about the same amount as the skin care, you’d be better off getting it instead of the (microderm). You’d use your skin care twice a day and that only twice a week! If it were me, I’d start with the most important set, which is the skin care and then when we get together for your party, you can get a discount on the other items ~ how’s that sound? If she did NOT purchase the same amount as the skin care or did not pick an envelope for Deal or no Deal say: “I have a really neat way you could earn it or a portion of it and I’d love to tell you about it with your permis-sion. ALL you need to do is share your follow-up ap-pointment with 2 other people besides yourself and I can give you some discounts.”

Pull out a hostess packet and share your hostess pro-gram with her. If she says “yes” then you get out your datebook.

“What works better for you? During the week or on a weekend? Daytime or evening? 6 or 6:30” ...

Closing the recruiting opportunity ______, can I ask you one last question. After watch-

ing me tonight and hearing a little bit about Mary Kay could you EVER in your wildest dreams see yourself doing something like Mary Kay? I think you’d be fun to work with! (I was so impressed with you because ____). No matter what she says, you say, I tell you what, this may or may not be for you, but I’d love to be the one to share it with you. (Her name) if I gave you this DVD to watch, would you give me your honest opinion about this opportunity? Here’s a packet of info with the DVD. These are like gold to me and I only have a few of them so do you think you could listen to it in the next 48 hours? Lets set up a time that we can get together and I can get the DVD and your opinion. Set up a time. You may want to pick it up at her class. Suggested Hostess Packet Contents: • Hostess Brochure—part #000266 on Section 2 • Team-Building Brochure part #006934 • Current version of The Look • Preferred Hostess Sheet • Class Options • Outside order form • Your business card Suggested Team-Building Packet Contents: • Team-Building Brochure—part #030219 • Imagine the Possibilities DVD • What’s In It for Me? Sheet • Beauty Consultant Agreement

(make sure your signature is in the recruiters spot!) • Your business card

How to do a STRONG Individual Close ~ page 2