How to Book Your First Mary Kay Party
Mary Kay Inc. is a direct sales company specializing in cosmetics, skin care and other personal care products. Started in 1963, the company sells its products in more than 30 countries. Products are primarily sold through home parties, but sales consultants are trained to teach potential customers about beauty tips, rather than push products. The company is notable for its rewards program for top sales directors: Those who reach a specific sales level are awarded a pink Cadillac. According to Funding Universe.com, 6,500 sales directors were awarded these or other cars by 1993. Does this Spark an idea?
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Things You'll Need
- Mary Kay product information (catalogs, leaflets, website addresses, etc.)
- Mary Kay consultant instructions and booking materials
- Telephone
- Computer with Internet access
- Contact information for potential hostesses and guests
Instructions
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Getting Started
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1
Learn about Mary Kay company policies. The company has specific rules as to how many people can attend your party, as well as other guidelines and procedures. The company has a full training program to help you learn all the ins and outs of the company. The training program will cover booking your first party.
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2
Familiarize yourself with Mary Kay products. Learn about TimeWise cleanser, the SatinHands pampering set and the various other products available. Find out about ingredients, benefits, prices and how to apply and store each product correctly. Practice using the products on yourself and on others.
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3
Create a list of potential hostesses. Start with family members, friends and coworkers. Ask your sales director for possible leads and tips.
Finding a Hostess
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4
Show your friends, colleagues and relatives Mary Kay materials. Offer to give them a facial or makeup application. Tell them the benefits of Mary Kay products and how the company sponsors charitable efforts to prevent domestic violence, cancer and pollution.
Describe hostess incentives: Hostesses can earn free products, discounted prices and other prizes for hosting a party.
Ask when they would like to host a party.
If they hesitate, suggest a date on which you would be available to host a party. -
5
Distribute Mary Kay catalogs, business cards, leaflets and other materials at bridal shops, college campuses, beauty salons, doctors offices, etc. (Always ask permission of the site's owners before doing so.)
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6
Use online classified ads, Internet forums, newspaper classified or display ads, church bulletins, school newsletters and supermarket bulletin boards to advertise your business inexpensively.
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7
Over time, compile a list of people who have expressed interest in Mary Kay products and your business and of party attendees. Every three months, contact them and ask when would be a good date to host a party. (Never ask if they'd like to host a party, as this gives them a chance to say no. Instead, focus on the positive.)
Responding to Objections
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If a potential hostess offers an excuse for not booking a party, listen to the reason and try to come up with a solution. For example, if she says, "My house is too small," you might respond, "Do you have a friend or relative with a larger house in which you can combine a party and share the hostess rewards?"
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9
Question further to find out other solutions. "Why does your husband object to a party?" "He thinks they are a waste of time and money." Your answer could be, "Would he object to your making $200 in gifts for hosting a party?" or "Does he have his 'night out with the guys'? Then show him that this is your 'night out with the girls,' and the kids could even stay home."
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10
If a potential hostess is too busy, offer the option of online sales or a "party-less" party: If she brings product and ordering information to her workplace or school, friends and colleagues can see and order the products. Make sure your contact information is included so potential customers can contact you directly.
You may also show potential hostesses how to host an online party.
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Tips & Warnings
Other Mary Kay consultants and sales directors in your area may be willing to help you get started. They may allow you to assist at a party and demonstrate products.
Never miss an opportunity to tell someone about your Mary Kay business.
While you are likely to be enthusiastic about your new career as a Mary Kay consultant, try not to come on too strong to potential hostesses and customers. Accept that not everyone wants to host a Mary Kay or other direct sales party.
Always follow Mary Kay policies and rules when booking or conducting your party.
Never resort to deceptive practices or fraud when booking a party. Do not inflate sales figures or make product claims not provided by Mary Kay Inc.
