PinkLighthouse.com

Use these suggested scripts to counter some common booking objections.

“I don’t have the time”

• “I know how you feel; I’m very busy, too. I love to work with busy people. The nice thing is I can cater to your hectic schedule. I come to you and it only takes about an hour. I teach skin care and glamour tips and would enjoy pampering you – does that seem like something you would enjoy?”

“I don’t think I’m interested.”

• “I appreciate your honesty. In case you ever change your mind, let me tell you what I do. I teach skin care and glamour and I am willing to come to you. It takes about an hour. Does it seem like something you’d ever enjoy? Great! How about the week of…”

“My house isn’t nice enough”

• “Well, that’s great because I’d love to have you come to my home. That way you wouldn’t have to worry about cleaning up and it’s easier for me too because I’ll have everything I need.”

Or…

• “Well, that’s okay. All we really need is a table. The only people that will be coming are your friends and they’re coming to see you and our product. Which date is better for you?”

“I don’t know anybody to invite”

• Gosh, that surprises me. How about somebody you work with? How about friends who couldn’t be here tonight? Who do you shop with? If we found people to invite, is there any reason why you wouldn’t like to share your check‑up facial?”

“I’ll have to check with my friends to see what would be a good date”

• “Well (name), you could do that or what may work out better for us is if we were to agree upon a date and reserve a spot for you. Then you can check with your friends and see if that particular date fits. Keep in mind it will be tough to get a time when everyone can join you. If you find this time doesn’t work well, you can give me a call in the next 24 hours and we’ll pick another more suitable time. Ok? Now, why don’t we see what works best for you?”

“I wouldn’t want to waste your time - I already use Brand X”

• “Great! It would be fun for me to treat you and get your feedback as to how Mary Kay compares with what you’re currently using. Keep in mind that there is no obligation to purchase anything. I just get credit for treating people to makeovers and you may enjoy learning some new cosmetics tips. Which is better for you – Tuesday or Thursday?”

“I don’t think I need a second facial - you already covered everything”

• Thanks for the compliment, but actually the second facial is a required part of my job. It’s essential that I get back to you and check on the progress of your skin care. It’s also the most fun part of your Mary Kay makeover because I personalize everything for you – advanced glamour techniques, colors, etc. There’s so much I didn’t cover at our first session. So, which is better for you – Tuesday or Thursday?”