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“Hi ________ this is ________. Guess what… I’ve joined Mary Kay as a beauty consultant. I’m really excited and scared to death. I need a favor and thought of you because I knew you’d laugh with me and not at me. This month, I have to do 30 practice facials on people I don’t know. Will you be a face for me and invite a few friends over I don’t know?

You see, I’m supposed to be practicing on strangers. It’s just to practice my presentation and technique. They don’t even have to buy a thing.” (Wait for response)

Turning a Product Sample Offer Into a Class or Collection Preview

Samples are used by Consultants to give away to women while out warm chattering. The sample is offered in exchange for the person’s opinion, with the understanding that the Consultant will call the woman in a few days to see how she liked it.

However, the person’s opinion isn’t the main goal. The whole point of calling back to get an “opinion” is so the Consultant can try to make an appointment with the woman for a skin care class or facial.

Here’s the suggested script.

“Hi (potential customer’s name), this is (your name). I met you in the produce department at the grocery store. How do you like the lipstick shade I gave you?

Full-Circle Process

Working Full-Circle is a cycle of working the Mary Kay business so that a Consultant makes sure they always remember certain points when setting appointments or following up with customers. Being prepared with several alternatives is one key to the process.

Here is an example of working Full-Circle when booking an appointment over the phone.

Step 1. Create positive interaction: “Hi Jane! I’m so glad I caught you!

Step 2. Develop rapport: “How are thing going with you? How are the kids? Great!! Well, I won’t take too much of your time but I did want you to know that I just started my own business–I’m an Independent Beauty Consultant with Mary Kay!!”