MKA always said: Pretend everyone has a sign around her neck that says “Make me feel important”.
How this relates to recruiting:
Q: Would MKA try to recruit each customer right up front, even if she had no interest in starting a business?
A: No. MKA would know that this would NOT make the customer feel important. Despite our own goals, we must see everything throught the eyes of our customers if we are to succeed. I think MKA would discuss the business lightly with the customer up after one or two appointments to observe how the lady feels about starting as a consultant.
Q: Would MKA believe that everyone could be a great consultant?
A: Yes!
Q: Would MKA know that you have to have a desire to be a consultant for more than the discount in order to last more than the first quarter?
A: Yes.
Ladies, we must remember who is most important when we are recruiting, as well as use our good business sense. It makes someone feel more important when you service them, rather than reaching YOUR goal knowing they are now serving themselves just to get 50% off. People love to help you reach a goal, but let’s remember that we are here to help our customers first. We are the ones helping them: helping them find good skin care, offering our tips and products, having a great time at a SCC, offering them the opportunity if we see it could fit into her life. When you put the customer first, you will be more successful than ever!
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How this quote relates to Booking:
Q: Would MKA think everyone should book a MK party with her?
A: Of course!
Q: Would MKA think it would make a customer feel important to be a model for you or to have a customized look picked out just for her?
A: Yes!
Q: Would MK call the same customers over and over with the same tired offer or sales?
A: No. I think MKA would know that it makes a person feel very unimportant to offer something to her over and over when she has declined. That person goes from a friend to feeling like a person you are trying to use to get ahead. This breaks the trust and the person will no longer be open to anything dealing with MK.
Q: How would MKA successfully book parties and get bookings from bookings?
A: I think she truly went to each party with a Go-give attitude. Many NSDs have spoken of the fact that she loved people and it showed. She had fabulous prizes that got her customers and consultants excited. She was the life of the party, a hostess there to show them a great product and a lot of fun!
Q: Would MKA use a Model Search to book parties?
A: Yes! She would understand that everyone loves contests such as this one, and loves to be asked to enter. Wouldn’t you be flattered if another cosmetics company offered you a chance to get a customized makeover and win a chance to be a model in their up-coming catalogue? This makes people feel very important. All you have to say is, “Suzy, when I saw this contest, I thought of you! You haven’t had a makeover in a while and you are just the type they are looking for. When can I do your before and after pic?”.
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How does this quote relate to selling products?
Q: Would MKA’s customers know that she wasn’t just trying to sell them every single new product?
A: Yes! I think MKA profiled her customers and got to know them in order to find out which products would work for them. This makes them feel important because they can see that you are truly interested in finding solutions to their skin care issues, genuinely want to create a look just for them, or are taking the time to work with them until they are 100% satisfied.
Q: Would MKA call her customers about new products?
A: Yes! I think she would especially do this if it solved a problem that they had discussed previously. For example, if her customer complained of dark eye circles, or had previously purchased eye creams, MKA would call this customer to let her know we have just the thing for her. Why not call your customers with these issues and say, “When I saw this new product, I immediately thought of you! When can we get together to so I can show you how it could work for you?” or if they are unable to get together, “I just wanted to let you know that it was an option for your skin care routine. I have lots of info on this product on my website, perhaps that fits into your schedule better”. You could even offer her a special if she choosed to purchase it within one week of the launch date or give away something free when 10 are sold within the first 2 weeks of launch. She would get entered to win with the purchase of one. Winning makes everyone feel important!
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How else do you think MKA made her customers or potential recruits feel important? What else can we do to make our customers feel we are here to help them, rather than only asking them for their help?
I referred this on my blog. Hope you don’t mind. Is this info on Intouch? I’m trying to learn the new layout of the website. I’m having issues with it, but I’ll see how I feel about it once I get used to it. Right now, it seems some things are a little more hidden than before, but I’ll see how I feel in a few days.
What’s your take on it?
I feel the same way, but I’m hoping when I get used to it I’ll be able to find everything quicker. I do like the drop down menus, they save me time. If you go to seminar be sure to take that “New InTouch” Class on Day 0!
Oh…by the way, good post. I love how it relates a single quote to multiple aspects of our business. I especially like how it helps to define the line between being simply a sales person (a.k.a “ugh…that Mary Kay lady”) and being a friend to a customer, and someone they can trust!
This info is not on intouch (new or old).
These are just my thoughts on what MKA might have thought “making someone feel important” meant on the business side of things from what lots of people have said about her, namely old school NDSs. I would like to open the discussion further on this, to see what you think MKA would do in certain situations. I will have some similar posts this week with different quotes from her.
That’s such a well-written post! I thought it came from MKC! Great job, MK Rules!!