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of you may or may not know who Ruth Hawkins is so I will give
you a bit of background. Ruth was Julie Weaver's next door neighbor
and made Director in LESS than 1 year after signing her agreement!
She now drives a Pink Cadillac and is on her way to TOP Director!!
She definitely has MUCH to share with us in regards to Recruiting.
Do EVERYTHING SHE SAYS... ALWAYS copy the people who are in the place
YOU want to be!!
How to bag
up a tape
Go to the dollar
store and get those small bags you put candy in for kids parties or
use clear or partially clear wrapping paper cut in to large squares
so you can tie it.
Put in the following:
How to hand
out a tape
are all scared or nervous at times
.just think this way - let
me just see how many no's I can get, and go for it! - if you always
think in those terms, you will come away with yes's every time
for the 30 no's
.it will be impossible for you to get that many
no's and just think of the yes's you will have trying to achieve a
goal of 30 no's!
worst thing any one can ever say to you is no
but if you want
to approach someone and don't, then what you say to yourself for not
approaching them will always be worse than that no they MIGHT have
said to you - trust me on this one, personal experience is talking
You can hand out
a tape either at a facial, a skin care class, trunk show, or just
by meeting someone when you are out and about.
If you notice
someone in a class/facial, just ask them if they would take the tape
home, listen to it in the next day or two and then get back with you
to give the tape back, and give you their opinion of the tape and
you will give them a free lipstick.
If you are in
Walmart and see someone you want to approach, do the following and
see what happens:Excuse me, I just love your sweater, or I just love
or just get right in to it and say
I am with
Mary Kay cosmetics and I would LOVE to give you a pamper session!
If they say yes, then give them your card and get their name and number.
.just one more thing. I am giving away free lipstick
.I have been challenged to see just how many
FREE lipsticks I can give away - can you believe it! All you have
to do is listen to this tape, put the tape in their hand!, and tell
them it is your million dollar directors story, and if nothing else,
they will be inspired by her story. (I have gotten several recruits
this way, just because they were in it for the free lipstick) When
would be the best time for me to call you and get your opinion of
the tape? Tomorrow or Friday? What is the best time for you, morning
or evening. 6 or 7? Ok, I can't wait to hear your opinion, talk with
you on Friday at 7.
hand out a tape, be sure to set up a time right then to call
them or meet with them in person to get their opinion of the tape,
and have your lipsticks with you!
How to do an
In person or via
to have with you:
Study Information Sheet (fact sheet)
Pin (we are now calling them a signing - not an interview
that they will sign. Lay out the agreement and the pin with the
fact sheet when they arrive
they can immediately get their
pin and they see how nice it looks!)
for any notes you might want to take
If you are going
to the signing in person, then you will just ask them if they have
your tape, and if they filled out the career study questionnaire.
If they do not have either, just go ahead and begin (see below)
they did fill out the questionnaire, take a minute to look at what
their answers are and skip over asking them what they liked most about
the tape. You want to capitalize on the answers they have given. For
instance if they liked the fact they could stay at home with their
children, you don't want to emphasize the car they can earn at this
point. You want to show them that Mary Kay can give them what they
are searching for/wanting out of a job/wanting out of life
we all know that Mary Kay is doing that for us as we speak!
If you are doing
a signing via telephone, you just start right in as follows:
Hi ________ this
is ________ with Mary Kay cosmetics how are you? GREAT! Do you have
a minute? I wanted to get your opinion on the tape that I gave you
yesterday. (If they have not listened to it yet, then set another
time within 48 hours to call them back.)
intrigued you most about the tape?
me about yourself
..are you married/single/have children?
do you do?
do you like most about your current position?
do you like least?
you have the Career Study Information Sheet handy? I am going to
go over this information with you and it helps to have it in front
of you. If not, that's ok, I would just like for you to get out
a pen and paper so that you can see for yourself just what this
business can do for you and your income. (have them write down the
figures under the section that explains what 2 hours, 4 hours, 6
hours can do for them financially)
I could show you how to earn $11,000 or more a year, would you be
open minded enough to listen?
over Mary Kay's philosophies
Qualities of Success
you can expect from classes & reorders after one year (remember
to tell them that is just the first year, that reorders will double
the 2nd year, etc because they are doing the same thing year after
speaking, if you were to become a consultant, knowing your current
schedule, how many hours would you have to put towards Mary Kay,
knowing that 2 hours is one class, 4 hours is two classes, etc.
I know it isn't financial freedom, but would it help?
do you think you would spend it on?
up the Applause Magazine - and tell them about how it features consultants/directors/new
products/new fads, etc. Then go to the back and tell them about
all the women who are making great money - give them some of the
figures you see. Give them Julie's income.
do all of those women have that you don't? Some are shy, young,
old, big, little. I figured if they can do it, so can I.
the page over and briefly discuss facials, trunk shows, skin care
classes, management and the important facts section.
you have any questions?
there any reason why you wouldn't want to give this a try and order
they say anything other than a yes
.ask them where they are
on a scale of 1-10.
is it that is making you hold back?
can I get you to a 10?
If the are scared
I can give you the words, would you be willing to learn?
If they say the
don't have the time
You can work this around any schedule
told me you had 2 hours a week that you could work on this. All you
have to do is pick the 2 hours at your convenience. (You can also
tell about Melanie and her 5 kids and nursing job, Jeri's car situation,
Paula being a single mom of 3)
usually is not the real issue
money never holds a woman back
from what they want (we all know we would go in the hole to buy that
"to die for" dress!)
explain they do not use their
personal money, they treat it as a business from the start. Get a
sponsor - a family member, or multiple family members, a credit card,
a loan from the bank.
If they want to
think about it
..tell them that you will call them back the very
next day - set up a time. We all take a poll although we don't mean
to. Explain to them that if they really want to do it, then they might
as well give it a try - its just a $100 decision and it is refundable
if they do in fact decide it is not for them.
If they ask about
there being any more money involved other than the $100. Do not be
scared of this - it is always better to be up front with this, we
do not want anyone to feel that we have hidden anything from them
for any reason. Do not go in to any details about packages or dollar
I explain to them
that there will be a second decision they will have to make, and that
is how they will start their business. The only mandatory thing that
must do to stay active with Mary Kay is to order $180 every year,
and we all know that amount can easily be used up by ourselves and
gifts. They could do catalog orders, have a small amount of inventory
or a large amount of inventory. Any way they want to start is fine
with me, BUT, if they really want to work this business seriously
and start if off right, then they need to get as much money together
as they can so they can have product on hand immediately to service
their customers; I would not be doing them any favors telling them
.people like to have the product immediately, we all
know that. Then I tell them that I will help them any way that they
decide to go - fast or slow.