Skin Care Class Tips

by Bernice Hartwell with additions by Donna Bayes

Start on time-no matter what! You owe it to those who showed up on time. They are usually the most interested and may have to leave early. When you begin on time, the late ones still have 10 minutes from the time you get to the table, start, do introductions and thank your hostess and introductory pages to get there. After I finish the foundation I NEVER TRY TO CATCH UP PEOPLE WHO SHOW UP LATE! I tell them I'm sorry, but we had to start without them and I will arrange for them to try the skin care at another time. I will let them play with the glamour and they can put it right over what they are already wearing. (The exception to the rule is up to you, if someone has car trouble and she is bringing half the guests, you may choose to wait. Do something fun for those waiting, i.e. body spa products, fragrance demo, etc.)

Introductions-I don't think we take full advantage of this! I always have the guests introduce themselves and tell me a little bit about themselves and the most exciting thing that is happening to them right now. This tells you who is married, single, working, not working, who hates their job and who loves their job. Susie Homemaker may only be interested in skincare and the Career Woman may wear full glamour every day. It also tells you who loves their life, who is bored, who needs a job, etc. Listen carefully...here is where you know who to book, sell and recruit!

Beginning of the 4 Point Recruiting Plan to be discussed at a later time!

You start closing the minute you WALK THROUGH THE DOOR ~ Image! Always assume the sale. They will tell you if they are not interested! Always say, “When you take this home”, “After 2 weeks, 2 months, 2 years you won't believe how great you feel”, and things like “You will notice a change,” etc. People know why they are coming to your class/facial...to BUY. Our only job is to help them decide HOW MUCH.

Your Hostess can make or break your close. It is up to us to ask her where she will be serving refreshments. Then I tell her, “You will know I'm finished and it's time to do serve refreshments I say "Suzie will be serving refreshments in……..” I also ask her to save refreshments until after we are finished, so there are no spills or mess. Wine flushes the skin making it difficult to get the right color of foundation.

It is really important to ask if anyone is in a hurry to leave. You will lose this sale if you don't get to her first.

I also tell them what order to come to me for their private consultation. For example I start on my left and have each person come in the order they sat. This keeps things moving and it eliminates the "who's next" scenario. Remember--in control or out of control.

I almost quit Mary Kay because I couldn't close….this is VITAL TO YOUR BUSINESS! Get your close down pat!

Start by telling them, "Everyone wants to know three things: how does it come, when can I get it, and how much does it cost?"

Then answer those three questions. The details to that are part of the closing on the Cheat Sheet Beauty Book Labels.

Use a closing sheet, such as the Create A Roll-up.

Study the Private Consultation steps on the Cheat Sheet Beauty Book Labels. When you've asked the final question--"Would you prefer to splurge tonight with all seven sets plus the free rollup bag or do you need to be more conservative and create your own rollup by choosing four sets?" then SHUT UP! When you ask a direct question, say nothing else. Let her talk next. We talk ourselves into sales and right out of sales because we talk too much!

When she answers, say great! And write up the ticket. You may have to overcome some objections, so be sure to learn what to say when she gives you an objection. Remember, an objection just means "tell me more."

Whatever she isn't purchasing tonight is her reason to BOOK a class. Even if she buys $300 there are probably a few things she isn't buying! Say, "If you were to share a facial with 3 or 4 friends, you could receive those items FREE or at a huge discount. Does anyone come to mind that you would like to share your facial with?" Book the date.

The closing includes the sale, scheduling the future booking, and offering her the opportunity to learn about the career.