REASONS PEOPLE WILL BOOK WITH YOU:

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2 THE PSYCHOLOGY of BOOKING Booking is an attitude. It s all in how you APPROACH it! The way you get the booking is to assume that everybody wants to book and everyone needs what you have to offer! They just don t know it yet. Assume no one will tell you no. Your enthusiasm will inspire and encourage people to want to be in your space. We ATTRACT as oppose to ATTACK! We add VALUE to people. People spell love...t-i-m-e! We live in a world of high-tech/low-touch. People are hungrier than ever for human connection and relationships. It s what s missing in most people s lives and they may not even realize it! That makes what we do incredibly important! It adds meaning to our lives and theirs! The incredible service you provide as their personal Beauty Consultant is a HUGE benefit. Where else can they get genuine love & attention, try before they buy, 100% satisfaction guarantee, gifts w ith purchase, know what s HOT and on-trend w ithout having to spend hours reading magazines or surfing the internet, and support a local business, a friend and a company who gives back. Their purchases have POWER! REASONS PEOPLE WILL BOOK WITH YOU: 1. To help you because they like you! 2. For a free product! Good food doesn t hurt either! :) 3. Because it sounds like fun! 4. Want to see or learn something new! By Melissa A. Mays IMPORTANT TIPS: Be confident & excited! Before you even make the first phone call, (YES, phone call...people need to hear your voice) affirm yourself! I am a booking machine! Everyone wants to book with me! She s going to be SO EXCITED about this! They need what you have! They just don t know it yet! Have a system! The 21 day tracking system w orks! You know exactly W HO you ve contacted and how often instead of imagining you ve called her a hundred times. Be consistent and don t give up! If you feel like you re bugging people, just remember you re a butterfly, not a mosquito! People are busy and get overwhelmed sometimes. Don t take it personally if they don t answer or call you back right away. It takes 5-6 contacts to get a YES. People appreciate great follow-up! Never ask a yes or a no question like Will you have a party for me? Instead, I would love an opportunity to reconnect AND I really need to borrow your face for my training! Much better approach! Give 2 options to choose from! Eg: During the week or weekend? Day or evening? Thursday or Friday? 2 or 4p? This facilitates the decision making process. Asking When do you want to get together overwhelms people! Work SMARTER not HARDER! Get in front of more people in less time...hold SHOWS! Encourage them to share their appt with friends. If they oppose, invite them to your home or to an event. KNOW YOUR HOSTESS PLAN! What s in it for them? Keep it simple. You don t need to give away the farm just to get in front of people. The pampering session + goody bag and Hostess Credit (eg. $40 FREE- $75 for $35 if they share you with 2 or more) is sufficient!

3 ...More Helpful Hints!! HAVE A GOAL WITH A DEADLINE! This is the MAGIC that creates a sense of urgency and keeps people from putting you off til later or another time! We have the SAME goal each quarter with the new product launch to let people try it and get their opinion. You can either do a test market or portfolio, whatever you prefer. What s in it for you? Your STAR prize or other goal you re working on! What s in it for them? Fun and FREE product! WIN! WIN! WHAT IF YOU DON T HAVE SOMEONE S PHONE NUMBER? You can reach out to someone on Facebook if you don t have her phone #! Download the free Facebook Messenger App and privately message her FIRST a voice message (look for the little microphone on your app---a lot of people don t even know this is available) and then a little while later message her a written message on messenger. This can count for your 21 Day Challenge contacts! Honor the Golden Rule! WE DON T TAKE OTHERS CUSTOMERS! Make sure anyone you schedule doesn t already have a Mary Kay consultant. Ask enough questions to avoid any awkward situations. MAKE A CONNECTION! Take a selfie with you and your customers that you can text to referrals so they see you know their friend and aren t some random weirdo! LOL! FREE GIFTS! With all of these scripts the recipient gets a FREE GIFT. You don t need to give away the farm! So what do you give them? Goody Bags! (Color card with applicators. You could also add one of these marvelous minis: Satin Hands Hand Cream, Extra Emollient Night Cream, or Mascara. You could even add a little card telling about the product mini you ve included with a coupon for 10-15% OFF a full-size version.) Also add your business card + a Gift Certificate for $5 FREE or $30 for $20. You can make these up yourself (tons of examples on Google), or purchase blank ones at Office Depot, or create labels and put on the back of your business card! If she wants to upgrade her Gift Certificate, she can share her facial package with 2 or more friends and get $40 FREE. ($75 for $35 Hostess Plan, or you can certainly create/offer anything else for hosting that you d like).

4 New Consultants Calling friends & family to help launch your new business! DAY 1 Voic Hi, it s. I ve just started my own Mary Kay business and I d love to invite you to my Business Debut! It s on at and I would mean the world to me if you could be there! Also, a part of my training is to do practice facials & makeovers with 15 of my favorite people in the next 15 days. So, I really need to borrow your face! If you d be willing to help, I ll have a FREE GIFT just for you! Give me a call ASAP so I can give you the details! Text: Hey girl! I left you a voic message earlier today & wanted to be sure you received it. I m really excited about something and I have a special GIFT for you! If I don t hear back, I ll follow up in a couple days. Voic Hi, it s again. Just wanted to make sure you got my message about my Business Debut on at and needing to borrow your beautiful face! I would love an opportunity to get together (would love to reconnect with you) and it will help me jumpstart my business. Please get back with me when you can! I know you re super busy, so I will follow up again in a few days if I don t hear from you. you are getting my messages about needing to borrow your face and your FREE GIFT I have for you. I can t wait to go over all the details with you! Voic Hi, it s. Just following up with you one last time about my Business Debut on at and helping me out with me training and getting your FREE GIFT. If I don t hear back from you, I ll just assume you re super busy and I ll get in touch with you in a couple of weeks. Text: Hey girl! Trying one last time to reach you regarding your facial package and goody bag I have for YOU! Please contact me TODAY to book a time for us to get together & have some fun! If I don t hear back from you, I ll assume you re really busy right now & will get in touch with you in a couple of weeks! If she ANSWERS the call & you can talk LIVE: Hi, this is. I m really excited about something. I ve just started my own Mary Kay business and I d love to invite you to my Business Debut! It s on at and I would mean the world to me if you could be there! (maybe/not sure) Also, a part of my training is to do practice facials & makeovers with my 15 favorite people in the next 15 days. So, I need to borrow your face! (pause wait for response...they usually say ok ) What s better for you, during the week or on the weekend? During the day or in the evening? Would you prefer to come to me or would you rather me come to you? I have or available. What do you prefer? Great! I appreciate you so much and look forward to seeing you on at! One last thing, how would you like to get $40 in FREE product when I come to see you? Like I said, I need to practice on 15 people in the next 15 days so who do you know that could be there when I come to see you? You just need 2 or more 18 or older w/ no Consultant.

5 Seasoned Consultants Booking Perfect Start to finish STAR or other goals! Day 1 Voic Hi, it s with Mary Kay. Hope you are doing GREAT! I m calling you because we just launched the NEW (Fall) Collection AND the company has asked me to do a test market with people by (deadline). When I do, I will earn a (star Prize, etc) So, I ve broken it down and to stay on track, I need to let 15 people try the new collection in the next 15 days. I ve got a FREE GIFT with your name on it if you d be willing to help me and I can t wait to let you see what s NEW! Plus, I would love to reconnect with you and catch up! Give me a call at and I ll give you the scoop! Text: Hey girl! I left you a voic message earlier & wanted to make sure you received it. I ve got a FREE GIFT with your name on it! Call me ASAP for details! If I don t hear back from you, I will touch base in a couple days. Voic Hi, it s again. I wanted to follow up with you about the test market the company has asked me to do and the FREE GIFT I have for you. Give me a call at. I d love an opportunity to pamper you and let you see what s NEW. If I don t hear back, I ll touch base in a couple days. you are getting my messages so YOU don t MISS OUT on the FREE GIFT I have for you plus I need your help with this test market I m doing for the company! I can t wait to go over all the details! Excited to hear back from you! Voic Hi, it s just following up with you one last time regarding the test market I ve been asked to do and your FREE GIFT. If I don t hear back from you, I ll just assume you re super busy and I ll get in touch with you in a couple of months. Text: Hey girl! Trying one last time to reach you regarding the test market (or portfolio) I ve been asked to do and your FREE GIFT! Please contact me TODAY to book a time for us to get together & have some fun! If I don t hear back from you, I ll assume you re really busy right now & will get in touch with you in a few months! If she ANSWERS the call & you can talk LIVE: Hi,, it s with Mary Kay. How are you? Great! The reason I m calling you is because we just launched the NEW (Fall) Collection AND the company has asked me to do a test market (or portfolio) with sharp people that really LOVE skin care, makeup and FREE products by (deadline) and I m pretty sure you love FREE products, right? Great! When I complete the challenge, I will win a (star Prize, etc) So, I ve broken it down and to stay on track, I need to let 15 people try the new collection in the next 15 days. I ve got a FREE GIFT with your name on it if you d be willing to help me. How does that sound? What s better for you, during the week or on the weekend? During the day or in the evening? Would you prefer to come to me or would you rather me come to you? I have or available. What s best for you? Great! I appreciate you so much and look forward to seeing you on at! One last thing, how would you like to get $40 in FREE product when I come to see you? As I told you, I need to practice on 15 people in the next 15 days so who do you know that could be there when I come to see you? You just need 2 or more 18 or older w/ no Consultant.

6 Winner Cold leads who have won something from a facial box, booth, customer appreciation, etc. Day 1 Voic Hi, it s (Becky) with Mary Kay and I m calling with some fun news! I just picked your name as one of my winners from the (booth, event, or place of business)! YOU have won a fabulous facial treatment for you & your friends completely FREE! CONGRATULATIONS! I can t wait to share more details with you, so please call me at. Again, CONGRATULATIONS! Text: Hey girl! I left you a voic message earlier today & wanted to make sure you received it. YOU were 1 of my WINNERS! CONGRATULATIONS! Please contact me ASAP for details! If I don t hear back from you, I will follow up in a couple days. Voic Hi, it s (Becky) again. I would love to talk with you about the FREE facial package and goody bag I have for YOU! It will be super fun to get together and it will help me jumpstart my business. Please connect with me when you can! I know you re super busy, so I will follow up again in a few days if I don t hear from you. you are getting my messages so YOU don t MISS OUT on the FREE facial package & gift card! I can t wait to go over all the details with you! Voic Hi, it s (Becky) just following up with you one last time regarding your facial package. If I don t hear back from you, I ll just assume you re super busy and I ll get in touch with you in a couple of months. Text: Hey girl! Trying one last time to reach you regarding your facial package and FREE GIFT I have for YOU! Please contact me TODAY to book a time for us to get together & have some fun! If I don t hear back from you, I ll assume you re really busy right now & will get in touch with you in a few months! If she ANSWERS the call & you can talk LIVE: Hi, this is with Mary Kay. You signed up to win a prize at the (pause for her response) Well, guess what? We drew your name as one of the winners of a FREE FACIAL & MAKEOVER, a GOODY BAG, and GIFT CERTIFICATE for some free MARY KAY! Isn t that great?!! Now I just need to confirm your address... Now, let s go ahead and schedule your Facial/ Makeover so you can spend your Gift Certificate. What s better for you, during the week or on the weekend? During the day or in the evening? or. Ok great! I look forward to seeing you on at. By the way, how would you like to upgrade your certificate to $40 in FREE products? Great! All you have to do is share your appointment with 2 or more friends that are 18 or older and don t already have a Consultant and you re guaranteed $75 in product for only $35. (Book appt. even if it has to be tentative and you can check back to confirm within 24 hours. If she doesn t want you to come to her home, invite to an event.)

7 Warm Chatter Someone you ve met while out and about and exchanged contact info with. Day 1 Voic Hi,, it s with Mary Kay. It was great meeting you at the other day. I m following up with you because we just launched the NEW (Fall) Collection AND the company has asked me to do a test market (or portfolio) with people that really LOVE skin care, makeup and FREE products by (deadline/end of qtr). When I do, I will win a (star Prize) So, I ve broken it down and to stay on track, I need to let 15 people try the new collection in the next 15 days. I ve got a FREE goody bag with your name on it if you d be willing to help me. Give me a call at and I ll give you the details! Text: Hey girl! I left you a voic message earlier & wanted to make sure you got it. I have a FREE goody bag with your name on it! Call me ASAP for details! If I don t hear back from you, I will follow up in a couple days. Voic Hi,, it s again. I wanted to follow up with you about the test market (or portfolio) the company has asked me to do and the goody bag I have for you. Give me a call at. I d love an opportunity to get to know you better and let you try the product. If I don t hear back, I ll touch base in a couple days. you are getting my messages so YOU don t MISS OUT on the FREE goody bag I have for you! I can t wait to go over all the details! Excited to hear back from you! Voic Hi, it s just following up with you one last time regarding the test market (or portfolio) I ve been asked to do and your FREE goody bag. If I don t hear back from you, I ll just assume you re super busy and I ll get in touch with you in a couple of months. Text: Hey girl! Trying one last time to reach you regarding the test market I ve been asked to do and your FREE goody bag! Please contact me TODAY to book a time for us to get together & have some fun! If I don t hear back from you, I ll assume you re really busy right now & will get in touch with you in a few months! If she ANSWERS the call & you can talk LIVE: Hi, it s with Mary Kay. It was great meeting you at the other day. How are you? Great! The reason I m calling you is because we just launched the NEW (Fall) Collection AND the company has asked me to do a test market (or portfolio) with sharp people that really LOVE skin care, makeup and FREE products by (end of qtr). Do you love FREE products? Great! When I complete the challenge, I will win a (star Prize) So, I ve broken it down and to stay on track, I need to let 15 people try the new collection in the next 15 days. I ve got a FREE goody bag with your name on it if you d be willing to help me. How does that sound? What s better for you, during the week or on the weekend? During the day or in the evening? Would you prefer to come to me or would you rather me come to you? I have or available. What s best for you? Great! I appreciate you so much and look forward to seeing you on at! One last thing, how would you like to get $40 in FREE product when I come to see you? As I told you, I need to practice on 15 people in the next 15 days so who do you know that could be there when I come to see you? You just need 2 or more 18 or older w/ no Consultant.

8 Referrals From your Customer Profiles, Fabulous Game, or misc. referrals. Day 1 Voic Hi there. This is with Mary Kay. I was calling because your friend selected you as one of her most Fabulous Friends which means I have a special gift for you! Congratulations! She and I got together recently because the company just launched the NEW (Fall) Collection AND the they have asked me to do a test market (or portfolio) with people that really LOVE skin care, makeup and FREE products. My deadline is (end of qtr) I will win a (star Prize, car, etc) if I hit my goal. Give me a call at and I ll give you the details! Text: Hey girl! I left you a voic message & I wanted to make sure you got it. I ve got a FREE GIFT with your name on it! Give me a call ASAP for details! If I don t hear back from you, I will call you in a couple days. Voic Hi,, it s again. I wanted to follow up with you about the FREE pampering session and goody bag I have for you from your friend. Give me a call at. I d love an opportunity to get your opinion of the NEW products and to make a new friend. If I don t hear back, I ll touch base in a couple days. you are getting my messages so YOU don t MISS OUT on the FREE GIFT I have for you! I can t wait to go over all the details! Excited to hear back from you! Voic Hi, it s just following up with you one last time about your FREE pampering session and goody bag. If I don t hear back from you, I ll just assume you re super busy and I ll get in touch with you in a couple of months. Text: Hey girl! Trying one last time to reach you regarding your FREE pampering session and goody bag! Please contact me TODAY to book a time for us to get together & have some fun! If I don t hear back from you, I ll assume you re really busy right now & will get in touch with you in a few months! If she ANSWERS the call & you can talk LIVE: Hi,, it s with Mary Kay and we have a mutual friend in. Did she contact you already? Well guess what?! She has selected you as one of her most Fabulous Friends and I have a special gift for you! Congratulations! We got together recently because the company just launched the NEW (Fall) Collection AND the they have asked me to do a test market (or portfolio) with people that really LOVE skin care, makeup and FREE products by (deadline). When I do, I will win a (star Prize, car, etc) So, I ve broken it down and to stay on track, I need to let 15 people try the new collection in the next 15 days. Do you like to try new products and earn FREE goodies? Ok great! I ve got a FREE GIFT with your name on it if you d be willing to help me. What s better for you, during the week or on the weekend? During the day or in the evening? Would you prefer to come to me or would you rather me come to you? I have or available. What s best for you? Great! I appreciate you so much and look forward to seeing you on at! One last thing, how would you like to get $40 in FREE product when I come to see you? As I told you, I need to practice on 15 people in the next 15 days so who do you know that could be there when I come to see you? You just need 2 or more 18 or older w/ no Consultant.

9 PCP Calling your Preferred Customers. Day 1 Voic Hi, it s with Mary Kay. Hopefully you received your new LOOK book + FREE sample in the mail and I have your FREE GIFT waiting for you! I can t wait to get together & show you the new products plus I m sure you re running low on some of your favorites. BTW, everyone has LOVED the new (give testimonial). Plus, the company has asked me to do a test market with people by (deadline). When I do, I will earn a (star Prize, etc) So, I ve broken it down and to stay on track, I need to let 15 people try the new collection in the next 15 days. I ve got a FREE GIFT with your name on it if you d be willing to help me! Plus, I would love to reconnect with you and catch up! Give me a call at and I ll give you the scoop! As always, there s a FREE goody bag with your name on it for helping me! Give me a call at and we ll set something up. If I don t hear back, I touch base in a couple days! Voic Hi,, it s again. I wanted to follow up with you about your FREE gift I have for you. Give me a call at. I d love an opportunity to get your opinion of the NEW products and have a chance to see you. If I don t hear back, I ll touch base in a couple days. you are getting my messages so YOU don t MISS OUT on the FREE gift I have for you! I can t wait to go over all the details! Excited to hear back from you! Voic Hi, it s just following up with you one last time about your FREE gift. If I don t hear back from you, I ll just assume you re super busy and I ll get in touch with you in a couple of months. Text: Hey girl! Trying one last time to reach you regarding your FREE gift! Please contact me TODAY to book a time for us to get together & have some fun! If I don t hear back from you, I ll assume you re really busy right now & will get in touch with you in a few months OR you can always shoot me a text and let me know what you need. If she ANSWERS the call & you can talk LIVE: Hi, it s with Mary Kay. How are you? Great! Hopefully you received your new LOOK book + FREE sample in the mail already. Have you seen it yet? Well, I have your FREE GIFT waiting for you and I know you may not be completely out yet, but I m sure you re running low on some of your favorites. BTW, everyone has LOVED the new (give testimonial). Plus, the company has asked me to do a test market with people by (deadline). When I do, I will earn a (star Prize, etc) So, I ve broken it down and to stay on track, I need to let 15 people try the new collection in the next 15 days. I ve got a FREE GIFT with your name on it if you d be willing to help me! Plus, I would love to catch up! (Invite to her an event or book her for her own.) Grab your calendar and let s see what s best for you and I ll let you know what I have available. What s better for you, during the week or on the weekend? During the day or in the evening? Would you prefer to come to me or would you rather me stop by and see you? I have or available. What s best for you? One last thing, how would you like to get $40 in FREE product when I come to see you? As I told you, I need to practice on 15 people in the next 15 days so who do you know that could be there when I come to see you? You just need 2 or more 18 or older w/ no Consultant.

10 Pre-profiling Contacting your Hostesses guests can ensure better attendance at your appointments. Voic Hi, this is. I know you have no idea who I am but your girlfriend put your name on her favorite people invite list for her MK Pampering Session on at. I just wanted to introduce myself and ask you a couple questions. Just so you know, we ll be doing a soothing Satin Hands treatment 10 minutes before the party starts at sharp! Then we ll be doing anti-aging facials and quick DASH OUT THE DOOR MAKEOVERS. There s no purchase required, however, I will have products there to take home if you like! Also I m collecting RSVP S for so she can be prepared with enough refreshments and I can put together your gift bag. I ll shoot you a quick text. If I don t hear back, I ll touch base in a couple days! Text 1: Hey girl! I left you a voic message & I wanted to make sure you got it. I know you have no idea who I am but your girlfriend put your name on her favorite people invite list for her MK Pampering Session on at. (send a selfie of you and the Hostess) Text 2: Here s the scoop: we ll be doing a special Satin Hands treatment 10 minutes before the session starts at sharp! Then we ll be doing quick fun anti-aging facials and DASH OUT THE DOOR MAKEOVERS. There s no purchase required, however I will have products there to take home if you like! Also I m collecting RSVP S for so she can be prepared with enough refreshments. Are you a YES, NO, or MAYBE? Text 3: I also have a few quick questions about your skin. Have you ever used MK Skin Care products before? What type of skin do you have...normal, dry, combination or oily? What is one thing you want to change about your skin? Do you have any skin allergies or sensitivities? If I don t hear back, I ll touch base in a couple days! If she ANSWERS the call & you can talk LIVE: Hi, this is. I know you have no idea who I am but I know your girlfriend and your name is on her favorite people invite list for her GIRLS NIGHT OUT we re doing on at. Did I catch you at a good time, do you have a quick minute? Great! I just wanted to introduce myself and ask you a few quick questions about your skin. Have you ever used MK Skin Care products before? What type of skin do you have...normal, dry, combination or oily? What is one thing you want to change about your skin? Do you have any skin allergies or sensitivities? We ll be doing a special Satin Hand treatment 10 minutes before the party starts at sharp! Then we ll be doing quick facials and DASH OUT THE DOOR MAKEOVERS. The GIRLS NIGHT is going to be a blast and there s no purchase required, however, if you FALL IN LOVE with the products I will have them there to take home if you like! Also I m collecting RSVP S for so she can be prepared with enough refreshements. Can you check your calendar really quick to make sure you re available? Thank you so much for your time. I am looking forward to meeting you and feel free to bring a friend with you. CAN T MAKE IT TO THE PARTY: That s ok. I m actually offering the same pampering to those who can t make it and get s a 50% OFF item for every FRIEND who books their own and you would get a GIFT CERTIFICATE for some free product for helping her. Why don t we set up a time that s convenient for you. What s better for you, during the week or on the weekend? DOESN T WANT TO BOOK: You know what, that s totally fine. She needs 5 outside orders though. I can text or you my website and you can place an order to help her out if you like. Just be sure you put her name in the notes and I ll ship the products directly to your door. BTW, I don t charge you for shipping!