Skin Care Class Script

Set up: Use skin care placemats, mirrors/trays, packet for each guest

In a cello bag (can be ordered from www.mygirlfriendshouse.com) for each guest: Profile Card Sales Ticket Paper Agreement Starter Kit Flyer w/ Hostess Program on back (on the website under skin care class) Referral Sheet w/ 5 Questions on back (on the website under skin care class)

The script below tells when to use each sheet. Profile card fill out at the beginning. Sales ticket bring to their individual close. Paper agreement if they mark consultant they can begin filling it out right then. Starter kit flyer refer to when showing starter kit bag and telling them what it looks like if they join MK. Hostess flyer refer to if they mark to have friends join them at their follow up. 5 Questions sheet use when doing table close. Referral sheet to fill out at the very end.

Opening: “Thanks for participating in the Glow and Tell skin care survey that Mary Kay is doing right now. Before we begin talking a little about your skin and customizing a formula for you, let’s get to know each other a little better…” Introductions: Chit chat a bit asking her questions if it is a facial. At a party, you can have them go around the table and do formal introductions.

5 minute I-Story: This should passionately tell why you began your Mary Kay business and how it has changed your life, your family’s life, your income, your self esteem, your friendships, etc. It should connect with people’s hearts and inspire them. It should also include what current goal you are working on.

Get to know their skin:

In a facial ask the following questions…

1. Tell me what you use currently to take care of your skin.

2. Give me your morning/evening routine

3. How would you describe your skin… oily, dry, normal, acne, etc?

4. Is there anything you would like to change about your skin? At a party I would have them answer the questions about their skin on the front of the profile card. Then, I would use the TimeWise Miracle set for all the guests. During the individual close I would discuss which set would best be for them.

Begin skin care class: “Pull out your beauty book and turn to pages 6-7” Walk through the 4 formulas, giving a brief description of each.

 Miracle Set – “Our main age-fighting set, which comes in both normal to dry and combination to oily. This is our most popular formula.”

 Botanicals – “This is our formula for anyone with very sensitive skin. It does not contain age fighting ingredients.”

 Clear Proof – “This is our acne fighting line.”

 Repair – This is our advanced age fighting formula for those with more mature skin who would like to turn back time, or for those of us who are just a little more high maintenance.”

Have them wash their face: Walk through the skin care. Begin with eye makeup remover and end with eye cream. If it is a facial, have her use the skinvigorate brush. If it is a party, you can send the hostess off to the bathroom to use it and come back to do a little product commercial.

Get feedback: If it is a facial, have her share how her skin feels and her favorite piece that she used. During a party, have them go around the table and share their favorite product from the skin care they just tried.

Share about the 21 Day Challenge: “Right now Mary Kay is offering our customers a chance to take the 21 Day Glow and Tell Challenge. If you are interested in participating, and beginning a skin care regimen, you will choose a formula to purchase and use for 21 days… morning and night. We will take a before picture, and in 21 days we will get back together and check in on your products. At that appointment we will take an after picture, and you will receive a $21 gift certificate to spend as a thank you for participating. Basically, MK is paying you a $1 a day to wash your face! We will also do a customer glamour look that day with colors picked specifically for you. You may choose to use your gift certificate to reorder any of your skin care, or use it to buy glamour items.”

Table Close: Use skin care sets sheet/placemat. “So let’s talk about how you can get these products into your bathroom. Today you have 2 options in regards to how you can purchase MK products. First, you can become a consultant. (Hold up starter kit bag. I use this as my closing bag at my appointments so it is always near me.) When you become a consultant, you can purchase this adorable bag for only $100 and inside is over $400 worth of products and supplies. Take a look at the starter kit flyer in your packet. (Pull it out and list products and business supplies they will receive.) Besides all the amazing product and supplies inside your kit, you will have the chance to earn all your future purchases 50% off. More importantly, you will be a part of our fun and fabulous MK family and begin to create your dream life like I have had the opportunity to do. That is option #1… to be a MK consultant”

“Your second option is to purchase your products from me. I still love a deal, so let me show you how you can save some money as a customer by purchasing in sets.” (Then walk through the sets sheet and explain the Princess, Queen and Cadillac sets)

Ask the following questions and have them write their answers on the back of the referral sheet. Go over their answers during the individual close.

1. Did you have fun?

2. What was your favorite product that you tried today? 3. Are you up for the 21 Day Challenge? (discuss formula during individual close if at a party)

4. Would you like to do your follow up appointment alone or with friends? If you do it alone, you will receive a $21 gift certificate. If you choose to have friends join you, then you can earn up to $100 for free instead as a hostess. (Reference the hostess flyer)

5. Finally, would you like to continue your Mary Kay journey as a customer or begin as a brand new beauty consultant? (Reference the starter kit flyer, paper agreement, and sales ticket)

Book a career talk: If you answered customer, I am working on a promotion and need to get 10 opinions this week of our MK marketing plan and am wondering if you can be one of my 10. You can answer below YES, OK, or NO.

Yes – I am actually curious about MK so I would love to give my opinion.

Ok – I’ll help you with your promotion and give my opinion, but I am not interested in joining MK

No – I am not interested in helping with your promotion at this time.

Referrals: Last, but not least, because I am working to have 50 people complete the skin care survey, if you refer me to some really nice people (I only want to hang out with nice people like you), you will receive a free gift from me today. You can write their names and cell phone #s down and I will contact them via text. If you are having friends join you at your follow up, this can be the girls you plan on inviting.

Individual close:

 Take her before picture

 Walk through her answers – chit chat about her having fun and about her favorite product. Find out what formula she would like to do if participating in the 21 Day challenge.  Fill out her sales ticket and walk her through the steps she will be following both morning and night. I like to number the steps in the beauty book that she is taking home with her.

 Book her follow up appointment for 3 weeks – Will it be a facial, double facial or a party?

 If they are going to become a beauty consultant have them fill out the agreement. If not, thank them for helping you be one of your 10 if they circled YES or OK and book a career talk (discuss with director how she would like you to do this).