Recruiting for Results
Independent Senior Sales Director Mary Ann Perkins of Miller Place, N.Y., shared the
following answers to basic team-building questions in her unit newsletter.
1. Who do you recruit?
o Established customers. You know them well. Plus, they know you think
Mary Kay is the best career opportunity and they like the products.
o Sellers. Look for women you think would be good selling Mary Kay®
products.
o Women who want to earn extra money.
o Class attendees. Use your radar! Listen to what your guests are saying.
Does she wish she could stay home with her children? Does she stay
home with children and she’s ready for time for herself? Do her
comments indicate that she could use a boost in self-esteem?
2. What can you say to get an interview?
You may not want to tell your prospect the entire marketing plan at once. If you
rush through it, she may not understand or care to hear it again. Try to sell the
appointment first. Explain what’s in it for her and what the Mary Kay opportunity
can do for her.
You could say, “I think you’d be so good doing what I do. Why don’t we get
together so I can tell you about this opportunity? That way you can make an
educated decision. I really think it would be worth your time.”
3. What can you say at the interview?
Try to keep your introduction short. Tell her a little about yourself, including why
you started your Mary Kay business. But, remember not to share your whole
story. Then ask about her – what she does and what is important in her life.
People would much rather talk about themselves than listen to others talk about
themselves. Let her talk! Next, explain the marketing plan and describe the
products.
Here’s an easy acronym to remember when you present the career opportunity.
We call it MRS F CAB.
MONEY
“Mary Kay is all about enriching women’s lives and that’s exactly what this Company
does. The Company offers many opportunities and one of them is to be in business for
yourself but never by yourself. Let me tell you some of the other things Mary Kay has to
offer.”
If your potential new team member is Money Driven (For example if she says during the
interview, “I need an extra income.” then present the 3 ways we can earn from Mary
Kay.
There are 3 ways we can earn from Mary Kay: Leadership ; Teambuilding and Product
Marketing
RECOGNITION
If your potential new team member is Recognition Driven (for example if she
says, “My Boss doesn’t value me and my family doesn’t appreciate what I do for them.”
then emphasize RECOGNITION in Mary Kay.
With a Mary Kay business you are recognized for everything you do. Whether it’s
with a diamond ring, trips, products, a ribbon or certificate or even simply with words of
praise – it feels good to be recognized and appreciated for what you do. And that’s just
what this company does; Mary Kay recognizes your outstanding efforts and rewards you
for them.
SELF-ESTEEM/ SELF CONFIDENCE
If your potential new team member is wanting to increase her self-esteem/self
confidence (for example if she says, “I love to meet new people, but I’m shy to approach
others.” then emphasize that one may increase and develop self confidence in Mary
Kay.
At Mary Kay we also provide you with the opportunity to not only build your
income and your rewards, but also build your self-esteem and self-confidence at the
same time and through our positive environment, we encourage your personal growth.
We have fantastic education programs that provide you with the essentials to building
your business.
FUN
Mary Kay, sisterhood is what makes us strong. Having fun is always part of a healthy
career and lifestyleCar
CAR
Earn the use of a Pink
Mary Kay gives Cinderella gifts like diamond bumblebees and rings, trips abroad every
year and the famous Mary Kay trophy on wheels – the Mary Kay pink car!
The Mary Kay Pink Car is our trophy on wheels. Its is the ultimate symbol of
achievement in Mary Kay. Independent Sales Directors earn the use of this career car.
In the US, it is the famous Pink Cadillac that achievers drive. The Philippine version is
the Mary Kay Pink Honda or Pink Toyota Altis.
ADVANCEMENTS
If your potential new team member is driven by Advancing (for example if she says, “I
love being in the ‘driver’s seat’ and dream of climbing a Ladder of Success.” then say
something like this:
As I mentioned earlier you have the opportunity to advance at your own pace and the
opportunity for advancement is unlimited. Like with any company, there are different
levels. But the difference with Mary Kay is that if you want to excel you don’t have to
worry about meeting sales quotas, fighting for sales territories, company politics or
waiting for that well deserved promotion. You can take as little or as much time as you
climb the Mary Kay ladder. It’s entirely up to you and take it from me, the rewards and
benefits as you move up the Mary Kay career path are second to none. For example you
get the privilege of driving one of the many Pink Cars!
Be YOU OWN BOSS
Depending on what you have found out about your potential new team member you may
wish to link the flexibility of being your own boss to what she has told you about her
lifestyle (for example, if she has children you may wish to say this “So you can be at
home when your children get out of school and work your business during school hoursit’s up to you.