ABCs of a Skin Care Class!

It’s ABC time again! Let’s do the ABCs of a Skin Care Class, from start to finish. I’ll start…

A is for Arrive early! MKC and my mentor, Rena Tarbet, always talk about “kitchen coaching”. This is where you arrive early and talk to the hostess about who’s coming, what they do, would they be good at MK, would the hostess be good at MK? Then you ask the hostess to watch you and see if she could learn to do what you do and that you can talk more about it after the class. This is why they call it Book (facial), Sell (at facial), Book (the SCC), Recruit (the hostess).

B is for Bookings! Get more bookings from this one by doing your individual closes and having a prize for your current hostess when she gets at least 2 or 3 bookings from her class. The guests will want to help her win!

C is for Closing! This is one of the most important aspects of a Skin Care Class. If you describe and have them try all the products, but never ask for the sale in by doing a table close (telling the prices of the sets) and then individual close, you will not sell half as much as you could have. Closing is key!

The next person has D… 🙂

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29 Comments

Filed under ABC's of MK, Booking, Direct Sales, Is Mary Kay for me?, Sales techniques, Team Building

29 responses to “ABCs of a Skin Care Class!

  1. D is for Demos. We all know that a person is more likely to buy something if they can see it, feel it, smell it, etc. Especially if they can see the full-size product. But we don’t want to overwhelm our customers, either, so we really don’t need to show them EVERYTHING. I mean, for example, if you try to show all the different eye creams MK carries, the customer ends up getting confused. For a Skin Care Class, stick with the Miracle Set, for Glamour, stick with the Beauty 101 sets. As Mary Kay herself said, Keep It Simple, Sweetie!

    E is for Entertaining. While our primary job is to sell our items, we should also be entertaining as well. If you’re entertaining, people will like you. If they like you, they’ll buy more from you. If they REALLY like you, they may recruit, or at least provide referrals for you! Don’t be afraid to deviate a little from the “script” and do as MK Rules often states–Keep it Real! Be yourself! Try sitting down WITH your customers and do a Trading Faces glamour session. Using the Look cards, everyone gets to choose the Look for the person sitting next to them, so that part is easy, even for the guests. And as you sit down, say something like this, “Ok, so you all are going to see ME without MY makeup, too, so what happens at this table, STAYS at this table! Hee hee hee!”

  2. F is for Four Point Recruiting Plan. Don’t be afraid to ask the hostess. The plan is featured in the Mary Kay date book: 1. Before every appointment, ask your hostess, “Who is coming today who might be interested in doing what I do?” 2. Tell your heartfelt, enthusiastic I-Story. Share why you began your MK business and what it means to you. 3. Share the MK opportunity with at least one guest as well as with your hostess. 4. Offer your hostess a special gift for every person she suggests who becomes an IBC.

  3. G is for Games. Play some fun games and have some fun things to give away at your classes. If you still have nail polishes, these make a great give away game prize.

  4. H is for Hostess! Treat your hostess like gold and make sure she is excited about what she is winning. Ask her, “Are you excited about your hostess credit?”. If you get a “Uh, sure…” ask her, “What would excite you?”. Then find a way for her to get it. An excited hostess gets more people to the class and helps you sell based on her sheer enthusiasm!

  5. kahni

    I is for INSPIRE yourself first and then you’ll be primed to inspire guests at the class!

  6. J is for Just Keep it Simple! Remember your starter kit? The booklet or DVD about the SCC? Follow that and you will be golden! Make everything sound like YOU, but don’t try to reinvent the wheel. This is where I have gone wrong in the past.

  7. PINK BREN

    K is for Keep…Keep it simple…Keep it fun…Keep it on track…Keep it on time…Keep the golden rule…Keep the individual closings, this to MKR is where I have gone wrong too.

  8. sabrina

    L is for LOVE! Love your product, and Love what you are doing! It will show through. (and I personally LOVE my customers and sister consultants. If it wasn’t for Mary Kay I wouldn’t have gotten to know these amazing women!)

    M is for Master. Learn to master your skills and techniques…as we always say, become a “master booker” and a “master seller”. It should all come with practice and discipline, right?

  9. N is for No Shows. Always let the hostess know that you will be coming whether she has enough guests or not. Then you can always turn it into a double facial or facial. You can still get some referrals, too.

  10. O is for One on One Consultation. Make sure you meet with each guest one on one at the end!

  11. P is for principled: Be a woman of your word, both in showing up for the the class and in PREPROFILING (another P word). If you have a nice telephone voice, you can build an amazing rapport with the guests before they ever meet you.
    Q is for Q-Tips: Quit Taking It Personally! Some will, some won’t, so what, move on. OUR job is to get the product on their faces. Whether they buy, or book a class or follow-up facial, or take recruiting literature or NOT, we have done our jobs!
    R is for Romance: romance the products. People buy the “sizzle” … they can get steak anywhere, but how you sell it is what will make them buy.
    and that brings us to S

    “I am sold myself” makes selling so easy. Your enthusIASM and MK’s quality is what is going to bring you new clients for life!
    Thanx for supporting my business! (but I’ll let one of you start with the T’s smile kmh

  12. T is for Timewise! Focus on skin care to build repeat business and happy customers. When the skin looks good, the color looks great!

  13. U – Understanding the needs of the client
    V – Voicing your excitement for the products and opportunity
    W – Working classes with consistency

  14. Pink Biz

    X is for “X” out dates in your datebook to be ready to schedule those skin care classes! Know when you can or cannot book and hold classes. Be organized! Be prepared !

    Y is for Youthful looking skin by teaching women all about our Time Wise Anti-Aging Products!

    Z is for Zero in on the customer’s needs, questions, and desires. Make her feel important!

  15. a good skin care regimen always employ natural moisturizers and topical vitamins “

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