Welcome to
New Consultant
Boot Camp!
In-Spur-ation Area Boot Camp
Start Something Beautiful
New Consultant Video
In-Spur-ation Area Boot Camp
Topics:
- Introduction & Business Basics
- Record Keeping
- Booking & Selling
- Recruiting
In-Spur-ation Area Boot Camp
Quick Poll:
Are you...
- Only in Mary Kay for personal use?
- Doing Mary Kay as a hobby?
- Planning to work Mary Kay as
a business?
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Introduction &
Business Basics
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Technical Basics:
- ProPay
- Personal Mary Kay Website
- Business Cards
- PCP Mailing
- Mobile Site & Apps
- Flip Chart
- InTouch Demo
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ProPay
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Personal Mary Kay Website
Your personalized website at MaryKay.com
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Personal Mary Kay Website
Setting up your website
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Personal Mary Kay Website
Setting up your website
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Personal Mary Kay Website
Setting up your website
In-Spur-ation Area Boot Camp
Ordering Business Cards
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PCP Mailings
Month 2 Mailer
$0.45 per name
Mailed directly to your customers
to follow up a month after the catalog.
“The Look” catalog
$0.70 per name
Mailed directly to your customers.
Sample included.
Mailings every quarter.
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PCP Mailings
Setting up your customer list
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PCP Mailings
Enrolling your customers for each mailing
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MKITGO.com & Mobile Site
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Ipad & Tablet Apps
Virtual Makeover App
Show & Sell App
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Flip Chart
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InTouch Demo
http://www.marykayintouch.com
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Questions?
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Other Business Basics:
- Inventory
- Mary Kay Image
- Mary Kay Etiquette
- IPAs & Tracking
- Debut Party
- DISC Intro
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Inventory
- What is inventory?
- Why do you need it?
- Managing your inventory
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Mary Kay Image
- Mary Kay Casual
- Mary Kay Business Attire
- Shoes & Hose
- Dressing for the career level where
you want to go
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Mary Kay Image
Senior Consultant
Star Team Builder &
Team Leader
Director in Qualification
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Mary Kay Etiquette
- Positive Attitude
- Emotional Management Cycle
- Respect those farther along than you
- Respect lineage in Mary Kay
- Respect other people's time
- Going up for help
- Golden Rule
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Mary Kay Etiquette (cont.)
- Respecting customer/consultant
relationship
- Kind & courteous You may be the
only “Mary Kay” she ever knows.
- No drinking or smoking
- No children at Mary Kay events
- On time, and put phones away
- Show up to go up
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Debut Party
- What is a debut party?
- Planning your debut party
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Questions?
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DISC Game
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DISC Personalities - “D”
- Dominant, Driven, Determined
- Results oriented, Quick decisions,
Control people, Power/Authority,
Makes own rules
- Fast paced, outgoing,
task oriented
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DISC Personalities - “I”
- Inspirational, Influencing, Impressive,
Interactive, Interested in people
- Loves to talk, Motivational, Loves
recognition & prizes,
Enthusiastic
- Fast paced, outgoing,
people oriented
In-Spur-ation Area Boot Camp
DISC Personalities - “S”
- Supportive, Submissive, Stable,
Steady, Sentimental
- Family oriented, Loyal,
Slow to change, Security
minded, Goes by the rules
- Slow paced, reserved,
people oriented
In-Spur-ation Area Boot Camp
DISC Personalities - “C”
- Cautious, Competent, Calculating,
Concerned, Careful, Contemplative
- Detail oriented, Perfectionist, Critical,
Analytical, Takes time to change
- Slow paced, reserved,
task oriented
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Record Keeping
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Record Keeping:
- Money Essentials
- Basic Money Management
- Tax Advantages
- Planning Your Day
- Tracking Sheet
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Money Essentials
- ProPay Account
- Bank Account
- Keep Business & Personal Separate
- File Receipts & Sales Slips
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Basic Money Management
- 60/40 Split
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Tax Advantages
- Talk to accountant about tax write-offs
- Some that you might qualify for are
automobile, entertainment, travel,
training, and office expenses that
relate to your business
- Check tax guide on Mary Kay In Touch
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Planning Your Day
- Treating Mary Kay like a real job
- Time Management
- 6 Most Important Things List
- Weekly Plan Sheet
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Weekly Plan Sheet
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Tracking
- Income Producing Activities
- Weekly Accomplishment Sheet
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Questions?
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Booking & Selling
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Booking:
- Finding Leads
- Booking Scripts
- How do I book?
- DISC when Booking
- How do I coach my hostess?
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Finding Leads
- Friends, Family, & Acquaintances
- Referrals
- Booths & Customer Appreciation
- Warm Chatting, Creating a Buzz
- Facial Box, Other
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Warm Chatting Video
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Booking Scripts
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How do I book?
- Calling/Talking
- Enthusiasm!!!
- What if she doesn't answer?
- Overcoming Objections
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Start Something Beautiful
Booking Video
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DISC when Booking
D – Tell exactly what you need, and how for her
to reach her goal. Cut to the chase.
I – Needs to know it will be a ton of fun!!!
Friends will have a blast!!! Keep her on task.
S – Needs to know everyone will be taken
care of, including her family.
C – Wants to know all the details ahead of
time. Help her keep it simple & not over-think.
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How do I coach my hostess?
- Hostess Packet
- What's in it for her?
- Review plan for party
- Guest List
- Preprofiling the guests
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Questions?
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Selling:
- Where You Can & Can't Sell
- What to Bring to Your Parties
- Packing Your Bag/Kit
- Setting Up the Table
- Steps to the Party
- Selling Scripts
- Closing the Party
- Individual Consultation
- DISC when Selling
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Where You Can & Can't Sell
Can:
Party, Facial, On-the-go, Word of Mouth, Catalog,
MaryKay.com Site
Can't:
Craigs List, eBay, Amazon, Yard Sale, Booth,
Out of a business front, In a service establishment
Review the Legal-Ease docs on Mary Kay In Touch
for all the details.
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What to Bring to Your Parties
- Starter Kit & Demo Product
- Inventory Product to Sell
(kept in car or back room)
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Packing Your Bag/Kit
Extra Supplies Needed:
Q-tips, Cotton balls
headbands, ink pens,
Calculator, Ponder Pink
Additional Demo Product:
Serum +C, Firming Eye Cream,
Microderm, Foundation Primer,
Satin Lips set, Full-size color
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Setting Up the Table
- Tray & Mirror
- Tray Inserts & Label Sheet
- Applicators & Cotton Balls
- Beauty Book
- Customer Profile
- Facial Cloth
- Headband
- Writing Pen
- Product on trays
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Steps to the Party
- Meet the guests
- Introduce Mary Kay Ash the woman
& the Mary Kay company
- Share your “I” story
- Demo the products
- Table Close
- Individual Consultations
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Selling Scripts
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Closing the Party
- Travel Roll-up Bag table close
- 1, 2, 3 Buckets
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Individual Consultation
1. Did you have a great time?
2. How does your face feel?
3. Any questions about the products we tried or others?
4. What would you like to take home?
Start with Basic set, or go with Miracle
or Ultimate set? Anything else?
5. How would you like to take care of that?
Cash, check, or credit card?
6. Lets book your follow-up appointment! Would you
like to share it with a few friends?
7. In your wildest dreams have you ever considered
trying MK biz? Would you like to learn more?
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DISC When Selling
D – Take it home right away & not have to wait
I – Fun to take it home tonight so you can
impress your friends tomorrow!
S – Time for a change? You can always
return it if you change your mind.
C – Take it home to follow step-by-step plan
for results. Can always return it if it doesn't work.
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Questions?
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Recruiting
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Recruiting:
- Second Paycheck
- Inviting Guests to Events
- DISC When Recruiting
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Second Paycheck
MK Marketing Plan
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Why Recruiting is Important
– Mary Kay asked us to pass it on
– Don't prejudge
– Earning more money from Mary Kay
In-Spur-ation Area Boot Camp
4-Point Recruiting Plan
– Ask hostess, “Who is coming today who
might be interested in doing what I do?”
– Share your I-Story during the party
– Select 1 person at every class & offer them
your career
– Offer the hostess a product gift for every
person she refers who joins
In-Spur-ation Area Boot Camp
Inviting Guests to Events
– Career Coffee and Marketing & Makeovers
– Brunch
– Unit Meeting
– Career Talk
– Marketing Call
– Don't prejudge. Offer it to everyone.
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DISC When Recruiting
D – You are sharp, owe it to yourself to give it a try.
Was designed for women with your focus & vision.
I – You have to do this! So much fun & prizes, &
your the perfect personality for this business!
S – Provide your family with the extra $ to make a
difference, backup plan. Flexible to work around
family's schedule.
C – Step by step program for success. All the
training & info you need to be successful.
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Goals & Affirmations
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Goals & Affirmations
In-Spur-ation Area Boot Camp
Additional Resources:
- Mary Kay In Touch
http://www.marykayintouch.com
- InSpuration Area Website
http://inspurationarea.com
- Your Director's Unit Website
In-Spur-ation Area Boot Camp
Questions?
In-Spur-ation Area Boot Camp