Get the customer excited about the appointment plus pre-profile and you’ll have more appointments that will hold. Here’s the dialogue that I use to make this happen…
When I book her….”Hi ________ my name is _________and you entered your name in a Mary Kay Cosmetics draw at ________. Do you remember? I’m calling to let you know that you have a complimentary Mary Kay pamper session coming to you, and that means a hand treatment we call Satin Hands, a facial with our newest skin care products and a fun color makeover! Have you ever tried Mary Kay? It takes about 45min to an hour and I come to see you so you don’t have to go anywhere, or if you prefer I have an office in my home and we can do it here. Do you work Mon – Fri 9-5? Would you prefer doing it in the morning or the afternoon?
Now, I do this in one of 2 ways, we can do it just you and I one on one, or you can choose to invite a friend and she’ll receive the same free pamper session that you get. Plus I’ll give you a sample sized hand cream just for inviting her and introducing me to one of your friends. (If she says, yes I have a friend to invite then I’ll add…) Tell you what, if you have 2 friends instead of 1 but no more than 5, you’ll receive a really nice gift and possibly some free products!” (You can drop off or mail the hostess pack after)
“To make it faster and so I’ll know just what to bring, I’d like to ask you a couple of quick questions about your skin, do you have one more quick minute?” (Ask questions 2, 3 and 4 on the customer profile then ask is she usually wears pinky/plum or peachy/brown lipsticks – this will tell you if she prefers cool or warm colors) (Then, ask if she likes her lipsticks light or dark, also ask if she likes color on her eyes or she prefers neutrals like browns, and lastly ask her if she wears mostly cool or warm clothing colors) This will give you the opportunity to pre-select the colors. It makes is so easy, fast and it will get her interested in what you will be doing with her so there will be less of a chance she will cancel or postpone.
“Will you be inviting your friends in the next 2 days? Would it be Ok if I ask them the same questions I asked you so I can pre-select their looks? What if I call you to get their numbers in two days? Great! We’re going to have fun!”
Calling the guests…”Hi _______this is ______ the consultant that is doing ____’s Mary Kay class on Tuesday night. Did she tell you I was going to call? Great, I just wanted to ask you a few questions about your skin, do you have a quick minute?” (Ask her the same questions). Then say “We’re going to have so much fun, your skin will look and feel beautiful, not to mention your hands will be sooo soft! We’re going to start right at 7:30 and I’ll be there at 7:15 so I can meet you and get the rest of your profile filled out. I’ll also have products with me that night so if you like anything you can take it home with you right away! Thanks for your time and we’ll see you Tuesday!
Believe me, spending this small amount of extra time doing this will make a huge difference as to how many facials and classes stay on your books, not to mention guests arriving on time with their wallets! Work Smart not Hard!