Kitchen Coaching

Mary Kay called it Kitchen Coaching. There are all sorts of fancy names for it, like Pre-Class Coaching, by I call it Kitchen Coaching, just like Mary Kay taught me.

Here are the important points of Kitchen Coaching:

As you set up for your class, take a minute to coach your hostess. If guests are already present, ask your hostess if you can visit with her a moment in the other room.

Ask her how many are coming. She may have had some cancellations or last minute additions. You'll know how many trays to set up.

Confirm again with her exactly what she is hoping to earn with her hostess credit. Assure her that you will do all you can to secure the sales and bookings, and with her as your business partner, you'll be working together.

Make sure she understands exactly how the hostess credit works. For instance, remind her that she will want to get at least two bookings. Who does she think might be interested in booking? Have her encourage her guests to book.

Ask for any outside orders. Be sure to fill the orders, so she can deliver them.

Ask if she plans to serve refreshments. Explain to her that you would prefer that they be served after the class, while you are closing the guests. Tell her that you will tell her when to serve them.

Encourage your hostess to be enthusiastic about the products. Say, "Your friends will believe you before they believe me. So anything you can add about how much you enjoy the products would be great! In fact, at the end, when it comes time to order, please take a ticket and write down everything you'd like to get for free--make it a wish list! When your friends see you writing down products that you want, they'll feel confident to also invest in the products and will be eager to purchase. With their sales, I'm sure we'll be able to get most, if not all, the products you want free or at a significant discount!"

Your hostess is always a great recruit prospect because she sees how our business works and she loves the product.

Ask, "Who is coming today that you think might enjoy doing what I do?" (pause, pause) "What about you? I think you'd be great!"

More than likely she'll say, "Oh, not me!"

You say, "Watch me during the class today and see if you can see yourself doing what I do. I think you'd be great! We can talk about it after the class."

Put these notes on an index card to remind you of what to talk about during Kitchen Coaching. Keep the card in your starter kit or your datebook so it is always handy at a class. On the backside should be info about Coaching A New Hostess.

Kitchen Coaching

How many are coming?

What do you want to earn?

Hostess Credit? Does she understand it?

Bookings?

Outside orders?

Refreshments--wait until finished to serve.

Business Partner--encourage hostess to be enthusiastic.

Recruit? What about yourself?