What If You Had a Team Called “Mary Kay In Touch”

I know, Mary Kay Intouch is your log in site to your Mary Kay back office. But today we are going to use Mary Kay Intouch as your Mary Kay team’s name assuming you had a team or you have an intention of building one.. ..

First and foremost you need to identify who your Mary Kay Intouch Team Prospects are. Do not waste your time talking to unqualified prospects begging them to join your Mary Kay Intouch Team.

You always want to look for people who are looking. Once you have identified the right prospects for your Mary Kay In Touch team, make sure you develop a relationship with them and get to know what exactly it is they are looking for.

By qualifying them, you will know whether they are worth your time or not. Do not assume that because she is within 3 feet of you Mary Kay is a great fit for her. It maybe or it may not be and you will not know unless you take the time to dig in a little deeper by asking questions and giving her time to answer without interruption. I personally don’t believe in the 3 feet rule but I have nothing against it. I just don’t believe it is a good marketing strategy.

Sometimes people tend to be so desperate of making a sale or getting someone to sign up that they miss the most important step and that is qualifying the prospect and most of the times the prospect will feel that energy of desperation from you.

Be friendly on the phone with you Mary Kay Intouch Team’s prospect or if you are meeting with them one on one and be the one to break the ice. If you can learn to listen to your Mary Kay Prospects more, you will know exactly what your prospects are looking for and how they expect you to help them.

Another key thing while working with the prospect is learning how to talk to them not at them. The best way to find out what your Mary Kay prospects want or what their needs are is to ask them and then give them an opportunity to tell you without you getting excited and talking over them or overloading them with the company’s great opportunity.

If you master the art of listening and letting your prospects speak more then you will gather enough information from them and you will increase your chances of closing the deal.

The problem I have seen in most Mary Kay Consultants & Directors is that they practice scripts on how to overcome objections. Now you can master and learn that forward backward as in memorizing it.

It is important in this industry to learn how to overcome objections, BUT that does not mean you just go for the close without giving the prospect enough time to express their needs.

Every prospect is different from the other and their objections sometimes are different and might be genuine objections. If you do not pay enough attention to them, no matter how good you have memorized overcoming objection scripts, you will lose the sale or the prospect. You will kill the chances of growing your “Mary Kay Intouch Team”

By the way I believe prospect can read right through your eyes and they can see whether you genuinely care or if you have the Dollar Sign written all over your face. The bottom line is, it is about the prospects needs not your needs as much as you would love to have them as a team member.

Sometimes when you talk to a prospect and ask them what they are looking for, they will tell you they need to make extra money, and hopefully be their own boss at some point.

Now, at this point majority of Mary Kay Consultants, get excited, and pull the agreement and they right away have the prospect sign. This is fine but the problem is you did not dig deeper to see the DESIRE beyond the hope of “one day being her own boss.”

Does this person really have the desire and are they willing to do what it takes to get the job done? These are the same people who quit 3 months later when they don’t make money. They have a mentality of getting rich quick without doing much and they will turn around and say “oh this doesn’t work” even though you know they never worked it because the burning desire was not there only the hope of getting rich one day. Your Mary Kay Intouch Team should be build on solid foundation not a shaky one.

I would say when you are qualifying the prospect, and explaining all the great benefits of a Mary Kay Opportunity, that you also let them know the reality of the work involved so they do not develop the mentality of making money with no hard work.

Most of the prospects who sign up at a Mary Kay meeting or event sometimes just sign up because of the hype and the fact that they see a line up of Mary Kay directors or top Mary Kay National Directors who are making some good money.

I personally believe you should take the time to explain what it takes to make it to the top 2%. If you have been following me, by now you know that I am not an advocate of the old traditional way of getting team members – friends, family or making a list of everyone you know.

I believe in Building A List of people who are looking. It is a much faster way of getting a new team member or even a seasoned one some great results. I honestly believe going after family and friends or warm chatter is going after unqualified prospects.

This is why you see most Mary Kay Consultant sign up family and friends at the beginning of their Mary Kay Business and then a few months later their team members all go inactive or T-status. Why? These people were never qualified in the first place. See, then guess what your once hoped to be a strong Mary Kay Intouch Unit or Team becomes a revolving door.

During the interview you will want to follow three steps: Ask the clients to tell you a little about themselves and what they are looking for and pay a lot of attention because this is where you learn whether they are a good fit for you.

After they are done, you tell them about yourself, who you are as a leader and who you are looking to work with and how you work with your team. Tell them about the strong Mary Kay Intouch team you are building and the kind of women you are looking for.

At this point the prospect will also know whether you are a good fit for her to work with or not. If you both are on the same page at this point, then the next step will be you telling them about the Mary Kay Opportunity Compensation Plan so they also make a decision whether the company is a good fit for them. These three steps determines whether you close the prospects or not and I will be writing about closing a prospect on another post.

I am going to outline two of the many signs that a prospect is not ready to join your Mary Kay Intouch Team. I will outline the others in my newsletter which you can subscribe to get for free.

  1. They tell you they do not have any money. If someone is looking to start a business but they have no money to invest in their business, then there is a problem. I am not talking about thousands and she does not necessarily have to start with a Star Order, but a prospects who is not willing to spare a few hundreds to start a business, is not a qualified prospect period. It takes money and time to start a business and a prospect who is not willing to invest a little bit in starting a business, maybe need to go get a job or just stay in their job if they have one and forget about starting a business.
    It does not make sense for you to run across town doing skin care classes for a team member who only paid $100 to join and is not willing to invest a couple of hundred dollars in their business.
  2. I need to go speak to my husband/wife, friend etc.. That is a prospect who came to you totally unprepared and all they did was waste your time. If you scheduled the time to talk to this prospect, one on one or over the phone because she is really serious about starting a business, don’t you think it would have been a great idea for her to schedule the meeting or a phone conference when her husband is available if he is going to be key in her making the decision to join or not.
    Nothing wrong with a prospect discussing it with her husband because some financial decision sometimes need to be made by both of them, and that is why I don’t advocate for people to learn how to overcome the husband/wife objection. Instead when you schedule the phone “interview” or the one on one meeting, I say ask the prospect to bring their spouse if they were going to play a role in their decision making. If you go through all the benefits a Mary Kay Opportunity offers, chances are she will not be able to point out the same to her husband and all he will hear is that she need to invest $600 or a thousand to start selling cosmetics. It will be easier for you if you instead took the time to meet or to talk with both of them.

So next time you are sitting down with a prospect, or talking to them over the phone remember to qualify them. If your Mary Kay In Touch team had a thousand people, would you still take this person based on the qualifying process?

If not then you should not sign them even though you only have 2, 8 or 30 team members. Chances are a quality prospect will go far in the business than someone who is not qualified. If they are not qualified they suck the energy out of you and you will be running what I call “an adult day care” instead of leading a Mary Kay Intouch Team or unit of determined and self motivated entrepreneurs..