MARY KAY BEAUTY SCHOOL
Course #1
It’s ALL about YOU!
YOUR SIGNATURE MAKEOVER!
Getting the Appointment
Scheduling, “The Skill” – Why is it crucial to your success in Mary
Kay?
 It’s the one most important “skill” you must master for success
 Scheduling is the easiest “task” to avoid
 Appointments in your datebook are literally, the lifeline of your
business!
 Schedulings in your datebook give you the confidence you need to
keep booking.
 Re-Sheduling by “habit” builds momentum!
Scheduling, “Your Mindset” – How it can compromise your results?
 Apologetic scheduling is when your mind tells you that you “need”
people to schedule with you to help you reach your goals
etc…instead, your mind MUST believe that what you (Product and
Service) offer is a value to your clients
 Apologetic scheduling comes across desperate and can be
misunderstood as pushiness
 You have to believe in your heart that she wants to, and enjoys
meeting with you, not that she is doing you a favor
 You will grow in scheduling confidence the more it becomes your
“routine”
Scheduling, “The Task” – Inside the BOX & Outside the BOX ideas!
Choose “your” best scheduling strategy:
1st – Develop a place for your on-going prospect list!
Then…
1. Plan an extended period of time to focus on scheduling
Or…
2. Focus on Scheduling 1-2 appts. each day you work your MK business
 Inside the BOX
The sequence of a Mary Kay appointment:
1. Initial appt (Show basic skincare & glamour)
2. Check up / Follow-up Appt (Address skincare concerns &
personalized glamour)
3. Offer for the client to invite friends and make her appt a party where
she can earn products at a discount
4. Always schedule the next appt while you are face to face, then it will
become a routine for her to connect with you quarterly
 Outside the BOX
To meet the immediate needs of our clients / prospects, we need to think
outside the BOX
1. Get Ready for Bed Appt (Just skincare)
2. Offer a Specialized Appointment, Just “Color”, Just Lipstick Etc…
3. At Home Facial or Color Appt using a At-Home Sampler Set…Phone
Follow-Up, Schedule a Specific Time to Connect
4. Meet over lunch break
5. On-The-Go Seasonal Update
Dialogues
BRAND NEW CLIENT…
Hi There ______ Do you have a quick minute?
(If she doesn’t know that you are a consultant) Just touching base to let you know
that I am a beauty consultant with Mary Kay
I wanted to offer you the opportunity to take a look at our product line
I don’t want you to feel any pressure. Just want to offer you a chance to try
the products
Is it OK with you if we schedule a time to get together?
Which is better for you morning or afternoon? (From here, just give 2 choices at a
time)
I am available on __________ & _________ (Offer a time in the next 2 weeks,
and then later if necessary)
You can invite a girlfriend to join you, if you decide to do that, each of you
will receive a product at ½ price!
If you invite 2 friends to join you, then you receive $75 in products for just
$35 as a “thank you” gift
“NEWER” CLIENT (Check up / Follow-up Appt)
Hi There _____ Do you have a quick minute?
I just wanted to touch base with you to see if we could get together for a
quick follow up appointment, just to double check your colors and skincare
products.
Is it OK with you if we schedule a time to get together? Which is better for
you morning or afternoon?
You can invite a girlfriend to join you, if you decide to do that, each of you
will receive a product at ½ price!
If you invite 2 friends to join you, then you receive $75 in products for just
$35 as a “thank you” gift
PREFERRED CLIENT (Seasonal Update)
Hi There ____ Do you have a few minutes?
It’s been a while since we’ve touched base. I know life can be so busy, and I
would love to schedule a time to catch up.
I would love to show you what’s new for the season and review what you
are currently using.
I actually have some time this week…Wed. and Friday are available for
me…How about you? Is that good?
You can invite a girlfriend to join you, if you decide to do that, each of you
will receive a product at ½ price!
If you invite 2 friends to join you, then you receive $75 in products for just
$35 as a “thank you” gift
SOMEONE YOU HAVE LOST TOUCH WITH
Hi There…Do you have a minute or two?
I am touching base with my clients who I have not seen for a while and
offering you the opportunity for an update appointment. I would love to get
together, and show you what’s new. I don’t want you to feel pressure from
my call…I just wanted connect with you since it’s been a while.
So…Do you think we could get together?
If she says no…then ask…Would you like to keep receiving my catalogs, or
have your switched to another brand?
Tentative Scheduling Approach (Pencil-In technique)
A penciled in tentative appointment is more likely to hold than one that is
“verbally scheduled”
Dialogue:
“Let’s go ahead and pencil in a time that’s available in my schedule and you
can give me a call after you check your datebook”
If we need to change the date, that’s totally OK
Note: You can also, pencil in 2 times that are good for you, and finalize
within 24 hours
Messages on Voicemail about Scheduling
Leave the option open to call her back, Never leave the ball totally in “her”
court. Leave your contact information, and mention that she should give you
a call back and that if you don’t hear from her, you will give her a call in a
few days. Then, be sure to mark your datebook and call her back as you
promised.
Scheduling, “Keeping the Appt.” – How to “coach” Ideas for effective
follow-up!
 Send a reminder postcard once the date has been confirmed!
 Follow up with a phone call – 2 weeks before a class, 1 week before a
facial
 Confirm again the day before the appointment

Leave effective voicemail messages: If you don’t hear back…NEVER
go to the appt, Leave a message, saying that you are sorry that you
didn’t receive a confirmation for her appt, and that she should be in
touch to reschedule
Making the Most of your Mary Kay Business
For those of you who are part- time, this will give you an action plan… You
will feel like you are taking care of your customers with a clear, concise
strategy. If you are building a part-time / full-time business, this plan will
help you work smart!
PCP Mailings…Year At-A-Glance
Winter Look Mailing
Enrollment Deadline November 15th
Begins Mailing December 23rd
Suggested Events/ January
A New Year… A New You / Makeover Event
Cocoa & Cream Pajama Party / Get Ready for Bed Facials
Spring Look Mailing
Enrollment Deadline February 15th
Mails March 25th
Suggested Events/ April
Spring Fling, Open House /Collection Preview
Eye’s Cream Social
Summer Look Mailing
Enrollment Deadline May 15th
Mails Mid June
Suggested Events/ July
Hawaiian Spa Class / Beach Party
MK Mini Spa Party
Fall/ Holiday Look Mailing
Enrollment Deadline August 15th
Mails Mid September
Suggested Events/October
A Chocolate Affair
Hot Cider Saturday or Souper Saturday
November/December… Holiday Open House or Phone / Website Sale
Action Plan
1. Invest in the Preferred Customer Program (PCP)… Send your clients
all four catalogues
2. Follow up the mailing with an event scheduled right after the mailing
is received by your clients
3. Follow up the mailing with a client service call to each client. When
you are on the phone with her invite her to your quarterly event.
4. Schedule her for a private appt. if she is unable to attend your event
5. Place an order for the “new” Products so that you can show them in
your event. After the event, you can place an additional order with
your earned discount privilege to fill the orders from the event.
Strategy
1. You will be working “along with” the company promotions, instead
of in between them… Working Smarter!
2. With this plan, you have one “Event” each quarter and that will give
you a head start on finishing Star.
3. You will earn your discount privilege at the beginning of each order
form, so that you can order at ½ price throughout the quarter
(Minimizes swapping…Smile!)
4. You have a reason to call when the Look mails… you will be
servicing your clients and offering them the opportunity to attend your
quarterly event.
5. This plan releases any guilt you feel about not having time to “work”
your business more… You will be servicing your clients effectively as
a part-time consultant!
Summary
 You are mailing them “The Look” each season
 You are providing an opportunity for them to see you ach season
(Quarterly Event)
 You are giving them a Holiday Shopping Opportunity