Script for getting the referrals at your party.
Most importantly, smile and speak with enthusiasm!
"Did anyone see the billboard advertising my Mary Kay business on your way over here?!! (shake my head no) That's because Mary Kay doesn’t advertise like that. As women, we know the best way to advertise is by word of mouth. If your girlfriend tells you about an excellent service or a great product, we want to go out and try it! Think of this sheet as personal gifts for special women in your life. Who do you love to spend time with that could use some pampering AND a $10 gift certificate?!These special women in your life will receive a free pampering session and $10 gift certificate from YOU at no cost to you!We are going to have a little race! You can cheat and use your cell phone. Whoever has the MOST names and numbers after 3 minutes gets 10 tickets towards prizes. Ready…GO!"
After 3 minutes is up, reward the winner with most names, then (optional) say “You can keep working on your names and numbers because everyone that has 10 names and numbers when you meet individually with me tonight will receive one glamour item 50% off!”
Script for calling each of those referrals.
If No Answer: “Hi ______! My name is ______. You don’t know me, but I’m a friend of ______’s! I have a quick question for you if you would call me back at (your number). Thanks! I’ll talk to you soon!”
If She Answers: “Hi ______! My name is ______. You don’t know me, but I’m a friend of ______’s!”
“Do you have a quick minute?”
“Great! I got together with ______for Mary Kay facials and had a great time with her! At the end of her facial I asked her who she loves to spend time with that would enjoy a free pampering session along with a $10 gift certificate and she put YOU!!”
“I have a couple options so you can redeem your gift with me…you can either attend of one my makeover events as my special guest OR I can come to you. Which do you prefer?”
If she wants me to come to her: “Are weeknights or weekends better for you? Great! I can see you Saturday at 10am or 1pm…which is better for you?” (you offer two best options that work for your schedule)
If she wants to know more about events: “I have an event coming up in ______(name a location near her) next Tuesday at 6:30pm or I can come to you on Thursday at 6:30. Which is better for you? (give her two options)
After you book her date, then say: “Great! I know this is the kind of thing that’s fun to do with a girlfriend so you are welcome to invite friends or family to join us for facials too! I am in a challenge to see 30 new faces this month, so for helping me reach my goal I will give you an additional $5 gift certificate for each friend you have join us that’s over 18 and doesn’t already have her own Mary Kay Consultant! Doesn’t that sound great?!”
“Okay. Is it alright if I call you in two days for the names and phone numbers of friends you are inviting so I can give them a call to ask a couple quick questions about their skin type to be sure I’m prepared for each person? Ok! What’s the best time to reach you on__(2 days from now)_?