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Sample Phone Dialogue for Following Up With Guests (for Sales Directors/Recruiting)

NSD Nancy Moser provides this dialogue for following up with a guest by phone:

When she calls her guests, Nancy identifies herself and asks permission to visit a few minutes, thanks them for attending her meeting and says:

“May I ask for your feedback on our unit meeting and the marketing plan so that I can be a better Sales Director? What impressed you about the meeting? And what did you like the best?”

Nancy uses these questions as icebreakers to build rapport. She continues:

“Is there anything you might change or add to help our guests learn and feel even more comfortable? May I ask what impressed you the most about the marketing plan?”

At this point in the conversation, Nancy knows objections will be voiced. Nancy’s rule of thumb is to overcome the objections. However, on the third objection, Nancy asks another question.

“Hypothetically, if you were to begin this business now, why would you want to and what would benefit you?”

Since the answer about a hypothetical benefit is usually money, Nancy has this reply:

“Great! I can teach you how you can earn money in your Mary Kay career. Could I help you learn how to find the time, too?

The next step would be for you to complete an Independent Beauty Consultant Agreement, get together with me for your education and, in no time, you will be ready to begin your business.”

If the person says “not yet”, Nancy invites the guest to the next event. She also asks to meet with the woman’s husband, if that seems to be an issue. If the answer is just “no”, Nancy asks permission to invite the woman to a function at some time in the near future.