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

David Cooper 21 Day Booking Blitz Challenge

David Cooper Scripts

How to Sell $1000 Week After Week

This is by NSD Pamela Waldrop-Shaw:

“When you have a “skeleton” of a potential script, an outline if you will, you can absolutely go anywhere! You’ll never be out of words, and you’ll never need anyone to write you a script again if you master this line of thinking. It doesn’t matter if you are calling to: 1) Book a facial/class, 2) Do a “drop by” selling appointment, 3) Book a seasonal makeover, 4) Invite a guest to an event, 5) Schedule an interview, or 6) Ask for a reorder; the sequence is the same!

Example:

Enthusiasm - (pretend your favorite sports team is winning…that’s the tone of voice). “Hi, Suzie!”

Curiosity - “I’m so excited, do you have a quick second?” (She is wondering, “why is she so excited?”)

Purpose - Include the “challenge” you are in from your director, time limit by the company, promotion, etc. “The reason I’m calling is that October is Customer Appreciation Month, and my director challenged me to call my 10 sharpest customers first because on Monday, we are having our success event, and I would love to introduce you to my MK buddies as one of my best customers. I’d also love for you to see how this business works from the inside, and I’d be so proud to have you there with me…we’ll also be doing pre-holiday makeovers, and I know you’d love the inside scoop on color for the season.”

Specific Plan - “It’s this Monday, October _________, at the ___________. The event begins at __________and I’ll pick you up at ___________. We dress professionally in a skirted outfit or suit…”

WIIFM (What’s In It For Me) - “…and as a thank you for your time, I’ll have a _____ for you!”

Ask - “…is there any reason why you couldn’t join me this Monday?”

Confirm - “Great! Of course you know you can count on me, and I’ll confirm the RSVP to my director for the two of us, and I’ll pick you up at _________; and of course I’ll have that special ________ for you! I know we’ll have a great time!”

OK, your turn, give it a try! When you “know” what to say, getting business on your date book is EASY!!

Our note: (But she doesn’t mention how hard it is to keep the business on your date book!)

One goal that Consultants are encouraged to adopt is to bring at least one guest to every unit meeting or guest night. Basically, any time there is a Mary Kay function, you are strongly encouraged to bring a guest. Why? Because every Mary Kay event is really designed to recruit new members. Your guests are there to learn about the opportunity. The purpose is to get them excited about Mary Kay, answer their questions and overcome any objections they may have to starting their own Mary Kay business.

The following are some suggested scripts to use to invite a guest. We’ve added our own special twist to them

Inviting Your Hostess

“(Hostess’ Name), each week I select one person from the past week who has been the most instrumental in helping me build my business to attend our upcoming unit meeting. This week I have chosen you because (insert sincere reason here), and I would like you to introduce you to some of my Mary Kay friends. Is there any reason why you couldn’t attend our meeting on Monday night and allow me to give you the recognition and attention you deserve? I would be honored to have you join me, and I would love for everyone to hear what a wonderful (class/collection preview/show) you held for me! Can I pick you up around 5 p.m.?”

Did you survive that one? Here’s another.

Inviting Your Guest from An Appointment

“Hello (customer’s name/customer’s dog’s name). This is (your name, your pig Latin name), your Mary Kay Independent Beauty Consultant. Do you have a quick minute? Great! You know, (customer’s name/day of week), you have been on my mind ever since Linda’s (skin care class/collection preview/party/lobotomy). Although a Mary Kay business may or may not be for you, I’d like you to be my special guest at our unit meeting (or guest night or ugliest customer night) Monday night at 7 p.m. I can pick you up on my way. Is there any reason you couldn’t attend?”

One more, if you’re still reading.

Inviting Your Customer

“Hi, (customer’s name), this is (your name), your Mary Kay Independent Beauty Consultant. Do you have a quick minute? Great! I’ve been challenged by my Independent Sales Director to bring five (sharp/gorgeous/fun/annoying) guests to my Mary Kay event Monday night, and of course, I immediately thought of you! It’s lots of fun, and I’d love to introduce you to all my Mary Kay friends. Plus, I’ll have a nice gift for you. Is there any reason why you wouldn’t want to come? Great! I’ll pick you up around 6 p.m. If you’ll wear an outfit in a color you particularly like or wear a lot, we will put together a fabulous look just for you. Thanks, and I’ll see you Monday at 6 p.m.!”

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.

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!”