PinkLighthouse.com

The David Cooper 21 Day booking blitz. Includes the list of 75 positive response questions.

David Cooper 21 Day Booking Blitz Challenge

Here are David’s scripts for closing a guest at a skin care class.

David Cooper 85 Second Individual Close

“Let’s just call it “Model Searching” instead!”

Booking is an Attitude

This document could also be entitled “How to Turn Every Interaction with Every Person into an Opportunity to Sell Mary Kay”

Warm Chatter Training

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?”

“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)

“Great, let’s pick a date that’s good for you.” (Select a date during your Power Start) Now we need to have at least three people there, but you can invite up to five beside yourself. Talk to some people about coming and I will call you the Friday before the class to get their names and numbers so I can find out about their skin type.

By the way, just for doing me this favor, you’ll get to choose some free Mary Kay products for yourself! You’ll find that the product is incredible!

One last thing… these are practice faces and I have to hold them within the 30 day time period to get credit. Promise that nothing will keep you from holding this appointment for me. Thank you so much for doing this. You’re such a great friend. I can’t wait to get together with you!”

Here’s an exercise that is supposed to help take the sting out of hearing NO.

Print out this document and when you ask someone if they want to book a class or try Mary Kay products and they say NO, you cross a NO out on your sheet.

100 NOs