Coaching A New Hostess

There are three main opportunities to coach a hostess:

Coaching the New Hostess right after you have booked her--whether you booked her over the phone or at a class or facial.

Telephone Coaching--a few days after the appointment is booked or a few days before the appointment is to be held.

Kitchen Coaching--right in the home of the hostess as you are setting up for the class.

Here's how I coach a new hostess right after booking her:

Deliver a hostess packet.

Take several packets with you to each class so that you can deliver it on the spot to your new hostess.

If you have booked her over the phone, then deliver or mail it to her immediately.

Quickly explain the contents of the hostess packet, emphasizing hostess credit and "what's in it for her."

Get your hostess excited about inviting her friends and earning her hostess gifts (whether free products or something else you are offering)

Show her how to earn the most hostess credit possible. Explain what she needs to do in terms of sales, guests, and bookings to receive maximum hostess credit. Mary Kay always told her hostesses, "We're business partners and I hope you earn more per hour than I do."

Stress commitment. Let her know that your time is limited and that you won't let her down, that you'll be there even if she is the only one. Let her know that you have confidence that you can count on her, too.

"With some consultants, this is a hobby, but with me, this is my job. You can count on me to be there--rain, sleet, or hail! Should something happen to me, I'll send someone else as good as, or better than myself.

"I can count on you, too, can't I--since I'll be paying Susie hostess credit based on this class?"

Ask her for a guest list within 48 hours. Having her make the guest list within 48 hours of her booking the class, allows her to get started on her class while she is still excited. Offer to send invitations to the guests, but encourage her to still call and invite them. Remind your hostess that you will call the guests three days before the class to complete their skin care profiles. Tell her you will do everything you can to help build her guests' enthusiasm about the class.

Encourage outside orders. Show her how it can increase her hostess points. Remember, you can use her outside order list for referrals at a later date.

Find out what she wants. Does she want a special hostess gift, such as a J-Lo Ring or particular products, such as a Miracle Set and Brush Set? Take a sales ticket and list all the products she "wishes" for. Total up the ticket (make sure it is $50 - $100 or more) and show her exactly what she needs to get that product for free.

Using the 10%, 15%, and 20% hostess credit program, you would total the ticket, then multiply the amount by 5, to get the amount of sales she would need with two bookings at the 20% level.

Example: If she wants a free Miracle Set for $104, you'd multiply $104 by 5, which equals $520.

It would take a $520 class with two bookings to receive the full 20% and get that product totally free.

Take a look at what the new hostess just purchased. Let's say she purchased $100. Point out that she would need to invite five friends who would purchase approximately the amount she just did. (She will begin to think--who do I know to invite who would buy what I bought.) Make sure she understands that outside orders will help with her total.

When an invited guest says she can't come, suggest that the hostess ask her if she'd book a class, in order to secure her two bookings before the class.

Tell her you'll arrive about a half hour early.

Ask how many she can seat comfortably. Things come up and it is important to over-invite to insure a full class.

If 6, have 10 yeses.

If 5, have 9 yeses

If 4, have 8 yeses

If 3, have 6 yeses

She should tell her guests, "It's on a reservation-only basis. I need a yes or no--maybe's don't count."

Encourage her to keep refreshments simple. Tell her to not worry about fancy refreshments or cleaning her house. You want this to be easy for her.

On an index card, write the following. Keep it in your Starter Kit or datebook, so that you have it with you when you need it. On the back of this index card, put the Kitchen Coaching pointers. You now have a little cheat sheet to remind you of what to talk about when you're coaching.

Coaching New Hostess

What do you want to earn?

Guest list--48 hours

Outside Orders--my hostesses average $100 or more.

Invite 10 and 6 will come. Reservation only.

Dress casual.

Keep refreshments simple.

I'll be there rain or shine.

As soon as you coach a hostess, be sure to send her a thank you postcard. It can say something like this:

Just a little note to tell you how excited I am about your upcoming class that we have scheduled for ___________ at ____ pm.

Even though it's still a little ways away, get on the phone now and reserve the day and time with your special girlfriends that you want to share your pampering time with. I know once they've tried Mary Kay, they'll be thrilled that you invited them.

Now is the perfect time to get as many outside orders as you can. Most of my hostesses add $100 or more to their class totals with outside orders.

Call me if you have any questions!

On Thursday of the week before the class, send a note like this:

Just a little note to share that I can't wait to treat you and your girlfriends to their Mary Kay facials. I know we'll have lots of fun! Since we only have a few days before your class, I wanted to share a couple more ideas to insure your Mary Kay party is a success!

1st: Your enthusiasm is worth more than anything I could ever do. So guarantee your friends that they'll have lots of fun!

2nd: Even though we only plan to have 5 attend, be sure you invite 8-10, since we know how things come up at the last minute. We can always accomodate more.

3rd: Share the Mary Kay Look Book with everyone, since outside orders count toward getting more free product for you!

4th: Call your friends the day before your party, reminding them of the time. And tell them that all products will be available at the party for purchase on the spot! They can take them home without waiting!

5th: Keep preparations for you party simple! Don't clean house for two days! Keep refreshments simple...ice tea and store-bought cookies are fine. I want you to have fun, too!

I'll be calling you in a few days to find out how many trays to bring! Thanks in advance!

Don't forget to have your name and phone number on all of your literature that you give your new hostess. You won't believe all the times I've gotten phone calls from hostesses who need to contact their consultant to change dates and they don't know how to get a hold of her, nor do they remember her name!