start
EARNING NOW
Discover how to turn pro women lovducts extra nco e nto me!
guide CONSUL TANTS
BUS NE SS
AND PRO DUCT BA SICS
YOUR GUIDE TO IMMEDIATE
success
“
There are no limitations to what you can do except
“
the ones that you place
upon yourself. Let nothing deter you. You can do it. – Mary Kay Ash
Things you can do right now The following is a checklist of some suggested activities for you to complete to help you make the most of your new business. You can enter a check mark next to the activity when you complete it to track your progress.
Review the Welcome message on the Start Something Beautiful DVD.
you
did it!
Complete First Steps offers on Mary Kay InTouch®: Order business cards, sign up for your Mary Kay® Personal Web Site, get a ProPay® account and get your free custom color look (when you place a qualified* order in the first 15 days). Read Start Earning Now magazine. Begin taking the New Independent Beauty Consultant lessons on The Silver Wings Scholar ProgramSM on Mary Kay InTouch®. Create your Customer List and let your friends know about your Mary Kay business. (Page 4 in Start Earning Now) Choose your first challenge – Perfect Start/ Power Start/Pearls of Sharing. (Page 5 of Start Earning Now) Hold your business debut and invite people from your customer list. Have your date book on hand to book complementary facials and parties with guests.
Congratulations! You’ve made a smart business choice. And now you’ve opened your Starter Kit. The Starter Kit has everything you need to launch your business so you can start earning
money now!
Use The Look catalog, Facebook, your date book and samplers to help you meet people, book parties and begin selling products. Follow up with people who tried your samplers using the 2+2+2 formula. (2 days + 2 weeks + 2 months) Order inventory with your Independent Sales Director. While waiting for inventory to arrive, use Customer Delivery Service to deliver any product orders that may come in. Watch the Skin Care Class videos on the Start Something Beautiful DVD in the Starter Kit. Hold an online show. Be sure to check your Mary Kay® Personal Web Site daily for incoming orders. Take Professional Sales lessons on The Silver Wings Scholar ProgramSM on Mary Kay InTouch®. Attend your unit meeting. Invite a friend to come with you. Hold your first Mary Kay skin care party. Start earning money!
Anytime Activities: Visit “Product Central” on Mary Kay® InTouch for detailed product education. Read the Consultants Guide for detailed education on owning your own business.
Get inspiration from the best. 1. Download the free Tag/Reader at http://gettag.mobi 2. Scan this code with your smartphone.
Continue to take lessons on the The Silver Wings Scholar ProgramSM on Mary Kay InTouch® — including Making Time Work for You and Overcoming Objections. Read Mary Kay's autobiography, Miracles Happen, to learn from Mary Kay Ash herself! *A minimum wholesale Section 1 order of $600 or above must be received and accepted by the Company within 15 calendar days of when the Independent Beauty Consultant Agreement is received and accepted by the Company.
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happens “Nothing until somebody
“
sells something. – Mary Kay Ash
stay
inTouch!
In your Starter Kit, you’ll find products and samplers to share with friends or guests at your initial Mary Kay parties. Plus, you’ll find quick and easy tips to help build your business like a pro.
network to the Mary Kay world. It can
We recommend that you review this magazine for tips on how
these TOP six places to visit:
to start your Mary Kay business and how to use the materials in your Starter Kit. On behalf of the Mary Kay independent sales force and the corporate staff, we welcome you to this incredible opportunity and wish you great success in your new Mary Kay business.
You can do it! Read on to find out how to make the most of your new business.
Avenues of income: 1. Profits from your retail sales. 2. Team-building. Share the business opportunity and add new personal team members. 3. Leadership. Grow your team to become an Independent Sales Director. Team-building and leadership grow naturally out of retail product sales. Therefore, Mary Kay Ash believed that product sales should be the foundation of any Independent Beauty Consultant’s business.
Go online for FREE products and special offers! You must go to www.marykayintouch.com to activate your First Steps offers. Your Independent Sales Director can provide guidance, or you also may call the Consultant Contact Center at
Stay inTouch online. The Mary Kay InTouch® website is your help you manage all aspects of your Mary Kay business. When you go to www.marykayintouch.com, look for 1. First Steps. Limited-time offers and rewards for starting your business. 2. Online ordering. Where to place your first order. 3. Product Central. Everything you need to know about Mary Kay ® products. Look under the “Products” tab. 4. The Silver Wings Scholar ProgramSM. Learn the business with these interactive online lessons. Look under the “Education” tab. 5. “Let’s Talk” Social Network. Learn from other independent sales force members and share what works for you. 6. NewsDesk. Get the very latest updates from the Company.
Meet your mobile business partner: m.marykayintouch.com. You can conduct your Mary Kay business on your mobile smartphone or tablet. - Place your order online. - Access Online Agreements. - Process credit card payments. - Get on-the-spot education and dialogues. - Connect with your online customer database. How can you access your mobile partner? Just click your Internet provider button on your mobile smartphone and type in m.marykayintouch.com in the address bar.
800-272-9333 and select the option for Branch Customer Service to learn more about First Steps offers.
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find
your first
customers.
“
Helpful Dialogue How would you like to host a fun get-together with your girlfriends? My skin care party would be perfect. It lasts about an hour, and you can earn
Customer Connections
products of your choice. By hosting a party, you could help me get my new business
“
You can start making a list using the suggestions below.
off to a great start! What day is best for you? Co-workers: Online friends:
Mothers of your children’s
teammates/school friends:
College friends and/or sorority sisters:
Acquaintances at “Mommy and Me” groups:
Former, current and new neighbors:
Acquaintances from social groups/activities:
Church/synagogue/place of worship contacts: Maid of honor and bridal attendants at your wedding:
Teachers and day care workers:
Bride of the last wedding you attended and her mother:
Baby sitters:
Local business owners you know:
Pet groomer:
Florist:
Housekeeper:
Lawyer:
Doctors and staff: Pharmacists: Dentist and staff:
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“
Helpful Dialogue
take
your first
Hi, this is ________. Guess what! I’m a
challenge.
brand-new Mary Kay Independent Beauty Consultant, and I’m really excited! I’ve been challenged to offer a free facial to 30 people
Sometimes the toughest part about starting your business is knowing where to
during the first 30 days of my business. Is
start. Here are a few ideas that can help jump-start your business in the first
there any reason why you couldn’t be one of
month. You could earn recognition and prizes from your Independent Sales
them? If you’d like to bring a couple of friends
Director for your achievements.*
with you, you may be able to earn some
Goal
Action
“
products! What day works best for you?
Possible Reward
Perfect Start
Facial 15 customers in a two-week period
beginning with your first party or facial.
Platinum-toned pin
†
Power Start
Facial 30 customers in a one-month period
beginning with your first party or facial.
Pearls of Sharing
Share the opportunity with three people in
your first two weeks.
Share the opportunity with six people in
your first month.
Add one new personal team member in
your first month who places a minimum
$600 wholesale order.
Power Start Plus
In your first month, complete 30 facials
Power Start Plus gold- and platinum-
(Power Start) and share the opportunity
toned pin accented with a crystal
with six people (Pearls of Sharing).
and a simulated pearl
Platinum-toned pin with crystals
Pearls of Sharing earrings
Pearls of Sharing earrings
Pearls of Sharing necklace
How to Place Your First Order The Ready, Set, Sell! Inventory Options for New Consultants brochure can help you select the amount of inventory that’s right for you. 1. Look for this brochure in your Starter Kit. (See Page 8 for more information.) 2. Select the inventory level that will work for you. 3. Ask your Independent Sales Director for assistance. Or call the Consultant Contact Center at 800-272-9333 and select the Branch Customer Service option. 4. Go to www.marykayintouch.com to place your very first inventory order! Or call 800-272-9333 and select Order Options.
*Participating Independent Sales Directors only See Page 10 of the Consultants Guide for details on skin care parties and facials.
†
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5
benefits of
inventory
Mary Kay Ash believed that maintaining an appropriate amount of inventory was beneficial because it can help you provide great customer service and provide instant gratification to customers. Purchasing inventory is an individual decision, and it’s certainly not a requirement for you to begin your Mary Kay business. To begin, here are some questions to ask yourself. 1. What level of sales activity do I want? (Refer to the inventory options in the sidebar on this page.) 2. Select the level of inventory that supports your level of activity and your personal circumstance. 3. Ask your Independent Sales Director or recruiter for help.
Reach for the Star Consultant Program. Many independent sales force members find that having a goal helps motivate them to sell and attract new customers. The Star Consultant program is a way to set that goal, and it rewards you with fabulous prizes for building a wide customer base and maintaining consistent retail sales! Here’s how it works: Step 1: Create a Monthly Goal. For example, if you want to achieve Sapphire Star Consultant status*, you would need to accomplish enough retail sales each quarter to support $1,800 in wholesale ordering. On average, that would mean you need enough retail sales to support $600 in wholesale product each month. $1,800 wholesale ÷ 3 months = $600 wholesale per month Step 2: Determine How Many Customers You Might Have. Refer to the list of potential customers you listed on Page 4, and think about how many customers who consistently purchase you would need to support your Star Consultant goal. For example, to support $600 wholesale production each month, you would need to sell approximately $1,200 suggested retail each month. Now let’s use an example of an Independent Beauty Consultant who has 30 customers who each buy an average of $40 suggested retail ($20 wholesale) each month. Here’s how accomplishing this type of consistent retail sales could help a new Beauty Consultant achieve Star Consultant status:† 30 retail customers x $20 wholesale per month = $600 wholesale per month $600 wholesale per month x 3 months = $1,800 wholesale Star Consultant status achieved: Sapphire
*A minimum of $1,800 in wholesale Section 1 orders postmarked within the contest quarter is required to qualify as a Star Consultant. †Your
personal results will vary. Specific examples cited are for illustration purposes only and are not a guarantee as to the financial results you will achieve. Your personal results will depend, among other things, on the individual spending habits of your unique customer base.
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Look What You Can Get FREE With Your First Order.** If you order this wholesale amount: $600 You get: $115 Product Bonus (maximum) + $15 BizBuilder Bucks†† (wholesale credit) If you order this wholesale amount: $1,200 You get: $210 Product Bonus (maximum) + $35 BizBuilder Bucks†† (wholesale credit) If you order this wholesale amount: $1,800 You get: $335 Product Bonus (maximum) + $50 BizBuilder Bucks†† (wholesale credit) Sapphire Star Consultant Pin and Prizes If you order this wholesale amount: $2,400 You get: $430 Product Bonus (maximum) + $80 BizBuilder Bucks†† (wholesale credit) Ruby Star Consultant Pin and Prizes If you order this wholesale amount: $3,000 You get: $525 Product Bonus (maximum) + $100 BizBuilder Bucks†† (wholesale credit) Diamond Star Consultant Pin and Prizes If you order this wholesale amount: $3,600 You get: $620 Product Bonus (maximum) + $125 BizBuilder Bucks†† (wholesale credit) Emerald Star Consultant Pin and Prizes **An Independent Beauty Consultant’s initial order with the Company must equal $600 or more in wholesale Section 1 products to be eligible for the product bonus. The initial order must be received and accepted by the Company in the same or following month that the Independent Beauty Consultant Agreement is received and accepted by the Company. Sales tax is required on the suggested retail value of the Section 1 products in the bonus. Suggested retail values can be found on the Mary Kay InTouch® website. ††The BizBuilder Bucks credit will be applied toward the next qualifying order of at least $400 in Section 1 wholesale product ($800 suggested retail product) as long as the order is placed while the Independent Beauty Consultant (IBC) is still in active status. An IBC is considered “active” in the month a minimum $200 wholesale Section 1 product order is received by the Company and in the following two calendar months. The credit will expire upon the expiration of the IBC’s active status.
product central Your One-Stop Resource for Product Information Just click on “Product Central” from the Mary Kay InTouch® home page, and you’ll have instant access to: • Product Fact Sheets to help you sell. • Product ingredients. • Product Knowledge Workshops. • Order of application charts. • Shade conversion charts. • “What’s New” quarterly information that includes new product details, suggestions on how to sell, who to sell to and cross-selling suggestions. • Applause® magazine product articles. • Product application videos. • Product questions and answers.
With “Product Central,” you can get product knowledge at your fingertips to help you sell with confidence!
Click. Learn. Sell. Earn.
These Product Fact Sheets can be found on Mary Kay InTouch® under “Product Central.” The front of each sheet is designed for your customers, and the back helps you sell! * Ove t e-co nte d ug p oduct
startearningnow
7
learn
Start Something Beautiful DVD. Business basics you
to earn.
may find helpful in getting on your feet and motivated! Watch videos on how to conduct skin care parties. Watch product videos and learn dialogues to help you book and sell like a pro.
Next, you can begin exploring the tools and educational
Ready, Set, Sell! Inventory Options for New
materials in your Starter Kit. Much of this material has been designed
Consultants brochure. A helpful guide to help you
by the Company in conjunction with successful independent sales force
place your initial inventory order (see more details on
members who have been in your shoes and discovered what works!
Page 6) and the available bonuses.
Remember, your Independent Sales Director also can serve as a great resource for any questions you may have.
book parties and stay organized. You may want to pass Customer Profile
nt Beauty Consu ant I ake the t me o und rs and what ou want n a sk n care prog am o fit y ur l fe ty e customer profile Asandy ourur Maneedsy KayThndepend s informa ion wi l he p me et er pro ide the pr ducts hat are r ght for you
1
Name Occup t on
Wedd ng ann v rsa y
What skin care p oducts / brands a e you cur ently using?
Ad re s
3
My skin tone is
Mob e pho e
The be t t me o rea h me
B on e da k) Fu l
Medi m
PM
Home pho e
Wo k hone
Spo se s N me
Sheer
May I con act our sp use about i t- iv ng i eas?
Check one statement that best describes what you want in your skin ca e
P e se! He eeds de s! C nt ct n m er
F ght s gns of ag ng Care or my oung sk n
5
AM
E ma l
vory fa ) Be ge (med um) For founda ion cove age I pre er
4
ate
B r hday
2
it around at the end of your parties to secure a second appointment with your guests.
Check one statement that best describes your skin type Dry small ores and du l in sh l t le or no o l or s ine Normal smoo h kin ba ance of o l and moi tu e nf equent b em shes Combi at on moo h sk n o l ne s n T z ne a d d yne s n o ter ed es of fa e Oi y a ge pores and sh ny in sh
Team-Building Brochure
Date book / Agenda. A handy calendar to help you
Consultants Guide
The Look brochure. A quarterly catalog that can help you show and sell the latest Mary Kay® products to your potential customers. This is what your customers
I am inte ested in products that Pleas B ig t n nd ev n k n to e edu e da k po s He p sk n ap ear f ed and rmed Mi im ze he app a ance o l n s nd wr nk es
will receive when you sign them up for the Preferred
m ro e the ppe ra ce of i e l nes nd wr nk es on and ro nd the p ar a h lp e t nd l p t ck wear Mo s ur ze f m br g ten a d m n mi e f ne i es and w i k es a ound he eye rea s d l c te s in mme i t ly mpr ve t e app ar nce a d e tu e of my s P ov de e t a hyd a i n fo up to 10 ho rs
Customer ProgramSM on Mary Kay InTouch®.
T is n o ma on w l be s d to f er o ow up us om r er ce to n u as o s nd d e t ma i gs r m he omp ny a o t e c t ng ew p o uc
Beauty Book and Instructor’s Guide. Skin care cataDiscover how to turn products women love into extra income!
MIRROR, MIRROR ON THE WALL, HOW CAN I
{have it all?
{
guide CONSULTANTS
Date Book / Agenda
BUSINESS AND PRODUCT BASICS
The Look Brochure
logs to use at your parties. Give one to each party guest and follow along with your Instructor’s Guide. Includes a loose insert with popular product sets to offer and sell to party guests. Miracles Happen. Mary Kay Ash’s autobiography still moves and motivates! Learn all about the remarkable woman who made it all happen for women around the world.
thelook
Team-building brochure. It’s never too early to begin building your own team. Share this brochure with anyone interested in becoming an Independent Beauty Consultant. Consultants Guide: Business and Product Basics. Read this in-depth guide on how you can conduct your
KISS BLISS
GORGEOUS EYES NEW EYELINERS IN SEVEN EYE POPPING SHADES
GEL MASK
Try NEW
Mary Kay business. Customer Profile. A contact card to help you preprofile your guests so you can bring the right products and prepare for your parties. Build your own customer database
Beauty Book
with the online version, found under myCustomers® on Mary Kay InTouch®. Sales tickets. Forms to help you tally product orders at
skin
Get the
your parties. Manage and track orders online through
you want. ™
Beauty Book Hostess Brochure
myCustomers® on Mary Kay InTouch®. Hostess brochure. Promotes the fun of having a Mary Kay party and lets your hostesses know what’s in it for them!
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startearningnow
Mary Kay® Personal Web Site. A great tool that allows you to offer 24 / 7 shopping, allows you to book and host online Web parties, post e-catalogs on Facebook, send product e-cards and much more. As a first-time subscriber, you can sign up for only $25 plus applicable tax for the first year – a $25 savings!
click with technology. Opening your own online store means you are ready and
ProPay® Premium Services Account. Offers credit
open for business. It’s easy! Just sign up through the
card processing by phone, online or through your
First Steps program at www.marykayintouch.com. The key
Mary Kay® Personal Web Site for convenience in servicing
is to keep in regular contact with your customers – whether through phone
your customers.
calls, mailings, email, text, Facebook or Twitter. The more accessible you are
Customer Delivery Service. Optional shipping service helps you mail and deliver products directly from the
and the more proactive you are with meeting your customers’ product needs, the stronger their relationships will be with you.
Company to your customers. You pay just $5 for orders under $100 wholesale, $8.75 for wholesale orders of $100 or more. myCustomers®. An invaluable organizational database that makes it easy to track all of your customer information. Beaute-vite® Online Party Planner. Automatically sends party reminders and updates, keeps track of who is coming and saves guest information to your myCustomers® database. Preferred Customer ProgramSM. Enroll your customers each quarter to automatically mail them the latest issue of The Look catalog. Includes exclusive samplers of new products, as well as other specialty mailings. Gives you several reasons a year to follow up with customers.
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9
sample and
sell!
Let Your Customers Try Before They Buy. Product samplers are a great way for your
Become a Foundation Expert Through Sampling.
customers to try before they buy. That’s why
One of the best services you can offer is to help
you have several samplers in your Starter Kit
find the perfect foundation shade and formula
to use at your very first parties and facials.
for your customers! In your Starter Kit, you’ll
Since you’ve probably already attended a Mary Kay
find the Mary Kay® foundations you ordered to
party yourself, you’ve seen how an Independent Beauty
use for demonstrating with party guests. Please
Consultant distributes products for sampling using retail-
use in conjunction with your Foundation
sized products* and Disposable Trays. For example, you
Finder Tool to help you decide what shade
can use the retail-sized TimeWise® Miracle Set® products
and formula perfectly matches your customers’
in your Starter Kit to distribute small amounts of products
skin tone and preferences. With more than
to each party attendee.
six formulas and 60 shades, you’re sure to find the perfect match!
You also can use other retail-sized products included in your Starter Kit to demonstrate; however, you must follow very specific guidelines outlined in your Consultants Guide (Product Presentation chapter under the “Safe Demonstration” section) to comply with safety regulations.
More Samplers Included in Your Starter Kit Are •
TimeWise® Microdermabrasion Set
•
Mary Kay® Botanical Effects™ Skin Care
*Retail-sized product in the Starter Kit is not intended to be purchased from the Company for resale and is for demonstration purposes only.
•
Color Cards and Disposable Applicators
•
Mary Kay® Ultimate Mascara™ and Disposable Brushes
•
Mary Kay® NouriShine Plus TM Lip Gloss
•
Fragrance-Free Satin Hands® Pampering Set Packettes
fragranc e hand so free tener crème ado pour les ucissan e ma ans parf ns um
04 OZ NET WT / 1 25 g
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ragranc esat n moo ree hie hand scrub désincr us ma ns sa ant pour es sans parf in smoo hie um
1 OZ NET WT / 3 g
fragranc e free hand c eam
c ème pou les mains r sans par um
07 OZ NET WT / 2 g
“
Helpful Dialogue Hi, I’m a Mary Kay Beauty Consultant, and I’d love to get your opinion of ____ (product name). Here’s a free sample
“
for you. I’ll call you in a few days to get your opinion.
What’s a good time and a number for me to call you?
Use Samplers to Book and Build. Many more individual samplers are available for ordering from Section 2 of the Consultant order form. They can be used to demonstrate at parties, place in product reorders or hand out to anyone while you’re out making connections with potential customers. Keep in mind that samplers are developed to maximize the customer’s experience, replicating the look and feel of the actual retail product while decreasing any risk of contamination.
samplers sell!
Eighty-one percent of women surveyed were more likely to buy a product after receiving a free sampler! (The Promotion Marketing Association)
Satisfaction Guarantee You may rely on the Mary Kay Satisfaction Guarantee to assure your customer that if she is unhappy with her purchase, you will gladly exchange it for another product or cheerfully offer her a refund. The Mary Kay dedication to total customer satisfaction enables
Tip 1
you to sell with confidence. The
Offering samples to a potential customer is a great way to break
satisfaction guarantee states:
the ice. Keep samplers with you at all times for handing out to
“Mary Kay Inc. stands behind its prod-
anyone you may meet while you’re out and about. Follow up to
ucts sold by Mary Kay Independent
get her opinion and make a sale.
Beauty Consultants. If for any reason
Tip 2
you are not completely satisfied with any Mary Kay® product, it will be
After a guest purchases from you at a party, be sure to include
replaced without charge, exchanged
a sampler or two for her to take home and try. If she purchased
or the full purchase price refunded
a cleanser and a moisturizer, you may want to give her a
following its return to your autho-
foundation sampler. If she purchased a mascara, perhaps give
rized Mary Kay Independent Beauty
her an eye color sampler. This way, you are encouraging her
Consultant, or, if she is no longer
to try an additional product that will complement the one she
active, to the Company with proof
already purchased.
of purchase.”
Tip 3 When you deliver products to your customer, include a sampler of something she hasn’t yet tried. Let her know you’ll contact her in a few days to see how she liked it. Remember, by following up, you are providing good customer service that reinforces your service as a beauty adviser.
“We have a quality product — one that we can sell with complete honesty and integrity. A product that each of us uses daily so we know that it works.” – Mary Kay Ash
Check each version of the Consultant order form for limited-edition samplers that may be available to help you sell limited-edition products only while supplies last.
startearningnow 11
Open Your Online Store! Get your Mary Kay
®
Personal Web Site. Offer your customers limitless shopping with you online. Just $25 for the first year! For a small investment, you have the potential of reaping big rewards by opening your online store. You sign up, we turn it on and your customers can begin shopping with you 24/7. Next, you’ll want to sign up for a ProPay® Premium Account — the safe, convenient way to accept credit and debit card payments. Visit Mary Kay InTouch® at www.marykayintouch.com to sign up today. Tip: This is a great way to offer your customers VIP service, so you’ll want to check for online orders regularly to ensure that you fill them as soon as possible.
Scan this tag with your smartphone for the benefits of having a ProPay® account.
Spread the News —
You’re in Business! Congratulations on your new Mary Kay business! You can get your business off to a successful start with a Mary Kay® Personal Web Site and your new business cards. Visit MKConnections® to place your first order. Then check out the many other great business tools available, such as checks, address labels and much, much more. You pay applicable sales tax and $4.99 shipping and handling.
This offer is available to new Independent Beauty Consultants in the month that their Independent Beauty Consultant Agreements are received and accepted by the Company and in the following calendar month. Offer available online only. Products and promotional offer subject to change without notice. Please check the MKConnections® link located on Mary Kay InTouch® for most current offer.
/ © 2011 Mary Kay Inc.
10-045038
PRINTED IN U.S.A.
