This material was originally posted at http://www.cindywilliamsnsd.com/training/cindyharderit'sallinthebag.pdf and is reproduced here under the Fair Use Doctrine of copyright law.
Interviewing can be one of the most rewarding, yet one of the most frustrating aspects of this business—especially for brand new consultants. Even I have found myself going back and forth from one marketing plan to another, hoping to find one that really works for me. Finally, I think I’ve come up with something that is simple to use, easy to learn, but really delivers RESULTS! It’s called “It’s All in the Bag”.
In step with the company’s recent move to presenting and selling Complete Beauty Essentials Collections out of the new Travel Roll-up Bag, and along with their innovative approach for promoting Inventory Options using the same bag, as seen in the “Ready, Set, Sell” brochure, I’ve developed a comprehensive Marketing Plan that is presented out of THE BAG as well! We’re presenting out of the bag. We’re selling out of the bag. We’re talking inventory options with the bag. Doesn’t it make sense to recruit out of the bag?!? If consultants are truly wanting to work FULL CIRCLE, they should be EQUIPPED to recruit! I believe this bag will give them an edge!
The idea is that since the Bag has four pockets, each pocket can be utilized to present a different aspect of our Marketing Plan. I have divided what I think should be covered in every interview into four parts, and have filled each pocket of the bag to correspond to each of the four parts of the interview!
Here’s how I begin the “It’s all in the Bag” interview:
“Susie, let me explain what I’m going to go over with you today so you know what to expect, okay?”
“First, I’m going to tell you a little bit about myself, and WHY I decided to start my own Mary Kay business.”
“Second, I’m going to tell you a little about the Mary Kay company, give you some facts and figures that you may not be aware of, and then tell you how we make our money.”
“Third, I’m going to ask you a few questions about YOU—what would appeal to YOU if you were to decide to try this for yourself, and then we’ll see if you have any or perhaps all of the SIX qualities we’re looking for in potential beauty consultants.”
“And finally, when we’re finished, I’m actually going to ask you if this is something you’d ever consider trying, and if so, I’ll show you how to get started, okay?”
NOTE: Each of the above four statements correspond directly to the four pockets in the bag!
Here’s how I set up the Pockets:
POCKET 1
This pocket mimics the very popular “Treasure Box” idea that many consultants are using. This is the same idea, but all in pocket ONE. I have put in visual aids that depict the reasons I decided to join Mary Kay. Contents
(I tell her what attracted me to this career by going through each visual, and explaining the importance of each to ME)
POCKET 2
This pocket represents FACTS about the Mary Kay company and HOW we make our money.
Contents
(I go very quickly through each visual, just to whet her appetite a bit about the company. She doesn’t need to know it all right now. Just give her the most important stuff. Don’t spend too much time on how we make our money either. She just needs to know that we DO make money!)
This pocket represents HER! What specifically appeals to HER. Then compare that with the six qualities we look for!
POCKET 3
I have printed out these six qualities on my computer, using different fonts, styles, and colors, then cut them out and laminated them.
(I tell her “Susie, we have found that women who are successful in this business generally tend to have six qualities, so we look for women who have most, if not all of these. Let’s go through them together, and you keep track of how many describe YOU, okay?” Go through each one, then tell her “Now Susie, if you have 4, 5, or 6 of these qualities, then Mary Kay may be a good fit for you, and would probably be something you’d really enjoy. If you have 3 or less, then it’s probably not for you. But you probably know people who DO have all six qualities! I’d love to get to know them! So, let’s see how many you have… ..”)
AT THIS POINT, if she has many or all of the six qualities, and if she seems at all interested, then go right into POCKET FOUR.
POCKET 4
This pocket explains how she can get started TODAY! Just having this pocket provides the perfect opportunity to segue into the CLOSE. Simply showing her the contents of the pocket will give the consultant the confidence to ask for the signed agreement without feeling like she’s being “pushy”.
Contents
“Susie, I told you that I was going to ask you if this is something you’d like to try for yourself. It’s only 100 to get started. (Don’t say “dollars”) and with that you get this Starter Kit. As you can see from this picture, it contains tons of great stuff to get you started, $157 in retail product that you can either use for yourself or sell, lots of samples, training tapes, catalogs, sales slips, etc. It has enough to facial up to 30 people!”
Take out the agreement and say “We accept Master Card, Visa, Discover, your Debit Card, check or money order. It’s really easy to get started. You can expect your showcase to arrive at your front door within the week. What do you think? Am I someone you think you could work with? I’d like to work with you if you’d like to work with me. Let’s go ahead and get you started today!” (SMILE, pause… … ..and wait! )
SIGN HER IMMEDIATELY, then present her with her MK pin, Unit pin, and Welcome Letter. Make her feel special! Congratulate her on her awesome decision! Then, PLANT THE SEED FOR INVENTORY right there.
Say “Okay, Susie, now that you’re officially a MK consultant, you now have the opportunity to make a decision about how you want to start your business. Some women decide to start with a LOT of product on their shelves. Some women choose to start with a medium amount of product on their shelves. And some women decide to start with just a little bit of product on their shelves. It’s totally up to you.
There are definite advantages to starting with more rather than less, but we can talk about that later. (If you are a director or in DIQ, go right into closing her inventory decision if she’s ready. If you’re a consultant, give her the “Ready, Set, Sell Inventory Options” brochure and tell her that your director will be calling her the next day!)
The great thing about using this “It’s All in the Bag” recruiting method is that each consultant can make her own visual aids, and tailor the contents of the pocket to suit her needs and interests. I’m not especially creative. I stole ideas from other interviews I’ve seen, but just organized it all into the BAG! I think that as long as the four pockets represent the four aspects of the marketing plan, then every consultant can then get creative and do what she wants with it!
Finally, make it fun, make it easy, and REMEMBER… … … … … .it’s ALL
IN THE BAG!
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Revision r1.1 - 24 Feb 2004 - 15:47 by EliMantel
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