One of the most frustrating things that can happen to any consultant is running out of leads. What do you do? Who do you call? Where does your next party come from? Here are 3 quick and easy steps to get leads when you hit the wall.
Call all the people you didn’t call but should have called. We all have the list of people we didn’t call because we’re afraid of them. Let’s be honest about that. I know you deleted them from your contact list, erased them from your handwritten call list and maybe you even avoid them in public. She seem so put together. Do you know what it’s like to be that person? Maybe you do, maybe people have thought that about you. It doesn’t actually feel good to her, she probably gets left out of stuff because if you’re intimidated by her, so are others. Try saying this “Jane, you always look beautiful and your make up is just so perfect. Mary Kay just came out with some great new eyeshadows. I’d love to get together this week and let you try them on. I’m curious what you think! Would Wednesday evening or Thursday afternoon work better.”
Call your customers. If you have people that buy from you, you can ask them who they know. Create a promotion for new customers and those that refer them. Make it something wonderful like the new compact, filled. Call existing customers and tell her that you’re going to give that away but the only way to go into the drawing is to refer someone to you. If that person holds an appointment both go in the drawing. Try saying this. “Hi Mary, I’m so excited about our beautiful new compact that I decided to give one away. I’m looking for some fresh new faces for my spring makeover binder and I just know how much people love you I thought maybe you’d know someone who could use some pampering. When she and I get together both your names will go into the drawing for the compact. I’m not setting a limit to how many times your name can go in, I’ll just put it in once for everyone you refer to me who decides to spend a few minutes on herself. And you know me, I’m not going to hound her. So who can you think of that deserves a spring makeover?”
This is the best time of year to contact brides and prom goers. I really think prom is overlooked. Those girls may not be rich, they’re just high schoolers…but let me tell you the truth, their moms are spending some serious cash on prom. I’m prepping my second senior for prom this year, which makes this jr/sr prom number four. We have two more daughters in the shoot. By the time high school times four is over we will have spent thousands on dresses, shoes, undergarments, makeup, and nails. Why would we overlook this selling and customer building opportunity? Bridal fairs, shows, and stores aren’t just for brides. They’re for prom goers too. Here’s what you do. GO to local bridal stores. Do not call…GO. Walk in there in your business dress. Ask to speak to a manager. “Hi there, I’m Susie Consultant with Mary Kay. I offer free makeovers to brides and girls going to prom along with their moms and friends or bridal party. I do events at local bridal stores where I offer a drawing for a beautiful gift basket. I would set up close to the front and out of your way. I welcome them to the store and make them feel special, give them a chance to enter the drawing and then send them to you. After they shop I thank them for coming to the store and hand them a rose on their way out. Even if they don’t buy a dress that day, they’ll remember your shop because they felt so special and maybe even come back. Either way it’s about making them feel like a million bucks. So would this Saturday or next be better for you?” Then you get to call every one of those entries. Make sure you put a place on your drawing slip to mark if they are a bride or a prom-goer so that you can be sure to include the moms!
Those are my favorite ways to meet new people, but I’m sure you have more. What do you do when you’ve hit the referral wall?
I was 21 when I first became a beauty consultant. My journey has had many different looks. I’ve been a director, drove a free car and am currently a personal use consultant and work for Pink Office supporting consultants as they manage business big and small. I like to say that I’ve always got an opportunity in my hip pocket. As you get older your perspective changes, along with the elasticity of your eyelids and maybe your hair color. I remember having a hard time connecting with what I thought were older women. I remember having a hard time imagining what it would be like to have teenagers in my home when I was having baby after baby. I never would have been able to fathom one of those babies moving out, and yet, even that has happened.
As I think over these years I think of the roll Mary Kay has had in my life. There were times when babies were taking naps while I did facials or going to grandma’s while I did an interview. There were times with daddy when I made phone calls and even now as I write this post an elementary-age daughter is working on her math homework beside me. The products too have changed, not just in what they do or the bottles they come in, but where they are in my house. They are in makeup bags spilled on the floor in front of the hall mirror when a teenager got ready this morning, and a mascara left on the counter in the half bath for a last minute touch up or extra lip glosses in the junk drawer because someone keeps leaving them on the kitchen table. In one way or another Mary Kay has made it so that these kids could be with me. I got to watch them change from little girls sneaking a quick swipe of mascara to grown women packing a year’s worth of product to take to school halfway across the country.
My journey is unique because of Pink Office and the opportunity Mary Kay provided for us changed as well. The skills I learned as a consultant filtered into the rest of my life and are invaluable. Time management, delegation and the art of list making are a few of the skills that helped me grow up and be a better mom.
Success looks different on each of us. It might be financial for you. It might be the car or career level you achieve. Success might be leaving a job that demands too much or working from home part-time. What you think is success today might not be what you think it is 10 years from now. You may be dreaming too small. No matter what that looks like for you I truly believe you can find that success with your Mary Kay business.
I usually don’t write specifically about your business in this way, but this has been on my mind lately and I wanted to share it with you. I’d love to hear your success stories and where you are on your journey. Comment here or on our Facebook page.
Seminar is over, or just about over, and dreams were achieved. Beautiful women we all admire walked across the seminar stage being recognized for their accomplishments this last year. There were new directors and NSD, queens were crowned and the courts received their prizes. But for others, they sat wide-eyed. Some declared, “next year, that will be me.”
So, how do you do it? How do you turn that dream into a goal?
One of my favorite sayings is a goal is a dream with a deadline, and it’s all about numbers.
You may have chosen the goal to be in the Queens Court of Sales, or to become a director. You might have your sights set on a new car. Whatever it is you need to know that it’s well within your reach.
Talk to your director (or senior director if you already are a director or NSD if that is appropriate) and let her know what your goal is. She will be your biggest cheerleader and the best coach. She has likely gone ahead before you. She’s walked in the shoes you think are just so darn cute and she wants you to have a pair of your own. So, to begin, let her know. She loves you and wants to help you. Also, once you breathe the words aloud, you can’t take them back. This will be a step of commitment.
Break your goal down into monthly chunks based on your own numbers, if you’re new, use someone else’s numbers. Again, your director will help you with this. She knows the numbers.
Break your monthly goals into weekly and daily goals. (Perhaps you want to work on a 6 day work week. We were made for a day of rest.)
Work diligently toward those goals every single day and don’t back down. Ultimately it will be what you chose on a daily basis that will determine whether or not you realize your dreams. So put up lots of posters, lots of encouragement. Trash your house with images of what it is you want. Put it in front of your face all the time so you’ll remember exactly how it felt when you said “next year.”
Don’t get discouraged and quit. The only difference between successful people and those who are not is that those who achieved whatever it is, didn’t quit. They had the bad stuff happen to them too. Talk it out, get frustrated, whatever you need to do, then just don’t quit.
I can’t wait to see where this year takes you. I love to look at the pictures on social media and I know every year that those beautiful smiling faces mean so much more than the diamonds and sparkles of the moment. It’s actually about all the lives touched along the way and about the changes that person has seen in her own life. Good luck and don’t forget to track your progress in your Pink Office account!
I joined a new gym in January and I love going there. There are a wide variety of classes, one offering is Yoga. I go once, sometimes twice a week. Every time, without fail, I cry.
Like, an actual sob.
I don’t have any idea why. But I feel great when I walk back out that door.
At first, I was trying to fight it. I would do everything I could to hold back the tears. Just last week I decided that from now on, I’m just going to go with it. So I pick up a towel on my way into class and as we flow through the vinyasa, the tears flow down my face. The truth is, I think I’ve found my balance.
If you’re like me, and many women are, you have two speeds. Turbo and asleep. Yoga is neither turbo nor is it sleep. That’s where I stop, just before I hit the brick wall. I slow down and actually breathe. I think about all the things that I am thankful for and I pray. Down run the tears and I never hit the wall.
For once in my life I’ve found a balance between running everywhere, working, being a mom, a cook, a cleaner, and folder of laundry. Somewhere between being a friend and wife, a daughter and volunteer I balance. It’s one of the best hours of my week.
It’s hard to walk away and go to class. I have to leave my phone at the door. Sometimes I leave my family still eating dinner and who knows what will happen to the dishes. But I walk away from all the crazy where I am focused and quiet for 60 minutes. I encourage you to find a balance. You’re working so hard right now to reach your goals. Year-end is so close you can almost hear the crowd cheer in the arena. You might feel like you can’t stop. You can’t take even a one minute break. It can literally consume every hour of the day because you’ll likely dream about your work. I challenge you to leave it all, to walk away for just 60 minutes a week. Have you considered the benefit it would have to your business if you were recharged? Go for a run, find a yoga class, get on your knees and pray, journal in a coffee shop (with your phone in the car.) I think the key is to focus on just one activity. I bet you’ll leave stronger, energized, emotionally and spiritually relaxed. (You might even meet a new face or two.) I challenge you to find your own balance. And please, tell me about it. Comment here or on our FB page with how you are or plan to find your balance.
Working from home is a challenge to say the least. There are so many things you can do to distract yourself.
Social Media, chores, Netflix, beautiful weather, errands and the list goes on and on.
You can overcome those distractions with a little self-discipline though, right?
Still, another challenge exists. How do you let everyone else in your life know that you do indeed WORK from home.
If you have small children this can be especially difficult. My husband and I have both worked from home for a number of years and we came up with a few simple tricks for our children.
Work during nap time: this is a no-brainer. You’re already doing this.
Create a procedure for when you’re on a phone call you don’t want to be interrupted. Closing the door may not be an option if you have younger kids, so you need a way for them to know not to talk. One would think that a phone on your ear would be a good enough clue, but as smart as they are kids never catch on to this. I created a stop sign and go sign out of construction paper and glued them together back to back. A circle is fine, you don’t have to get all octagon fancy. When you’re on the phone or need a few quiet minutes. Put the stop sign up. When you’re working but are open to interruptions, put the green sign up. Teach your child what they mean and practice a few times when you’re not actually on the phone. Make it a game of pretend, then when the real time comes they’ll know that when there is a stop sign they can give mom a quick wave and come back in a few minutes. ALWAYS check in with them when you get off the phone. That way they will be more likely to leave you alone if they know you really are going to get them some grapes and exactly 12 goldfish crackers.
Build an ever-changing special box. Thank goodness for the dollar spot right here ladies. You’ll need one shoe box and all the best goodies from the dollar spot or dollar store. This box is NEVER to be opened unless you are on the phone or with a customer. We had special box rules. The toys from the special box never left. They never went away from the box and the box never left me, as in, if I wanted to keep it in my office, that’s where it stays. If I want to take it to my skin care party in the kitchen, you can play with the items nearby, but all items must go back in the box when you’re done. Always change the items. Put new things in, take out things that have been there a while. Your little ones will BEG you to get on the phone or meet with a client. The key to success is to practice this with your kids. You have to practice when you aren’t actually having a skin care class so they understand what to do when you are.
One of the best pieces of advice while trying to work around the lives of small children is to be flexible and to work in small windows. Don’t try to do all of your office work, and follow up with all of your clients in 3 hours straight. Work in little 10-minute increments. You’re going to feel like you’re working all the time, but it’s better for your kids and you’re going to get better behaviour if you don’t expect them to be quiet for 3 straight hours. Manage your own expectations.
So kids are one thing, but what about adults? Are your neighbors popping over, are your friends asking you to lunch or to go for leisurely afternoon walks in the ONLY time you have that day to get to your follow-ups? Learn the art of saying “no.” We’ve discussed this in other posts, set a schedule for yourself. In that schedule build in time for those activities, but also build time for the work you need to accomplish. If you don’t, you’ll find yourself behind and stressed. When someone asks to use that time up, simply say you’d love to, but you really have to work during those hours. They will still love you, and they’ll see how important your business is to you if you set those boundaries. There is not a long list of ideas for this because it is about learning to say no. If you find this difficult you could spend some time thinking of ways to say no to common request you get so that you’re ready for what you want to say when the call comes in. Let your friends know you love them by finding another time that works.
I’m sure you’ve got some great tricks and tips that have worked for you and we’d love to hear them. Comment here or on our FB page.
Also, did you know that you can find the answer to many of your questions by clicking on the “support center” button in the top right hand corner of your screen? We have support documents for a lot of the common questions we get. But, as always, if you can’t find your answer there, don’t ever hesitate to ask!
Skin care parties, color make overs, holiday open houses.
Party! Party! Fun!
It’s easy to have fun, but surprisingly it’s also easy to record your business expenses. Not only is it easy, it is also vital. Unless you are truly in the business to simply have a good time, knowing how much you’ve spent and what you’ve spent it on could be the difference between realizing an income and just having fun.
What expenses do I need to record in Pink Office?
Any expenses that are NOT part of an inventory order should be recorded in the “Money” section of your Pink Office account. Wholesale purchases, sales tax paid, shipping and section 2 are all recorded on your tax info report and are pulled straight from your inventory order once it is either imported or manually entered. Those don’t need to be re-entered in the money section. Items purchased at a store such as cotton balls, windex, paper towels, wash cloths, and pens can and should be recorded in the “Money” section as expenses. Babysitting, wardrobe, and MK connections orders should be entered as an expense as well. Here’s a walk through on how to do that. Don’t forget you can create any expense type that you like.
Where do I enter my commission check as income?
Click the “Money” tab and then click “Income” and enter your monthly commission check there.
What report should I use to file my taxes?
The best report for your taxes is the “Tax Info Report.” This will give you a comprehensive view of the money you’ve had as both income and expenses. If you’d like to see your top expenses and maybe where you could cut back take a look at your “Top Expenses” report.
How do I pay myself from my business?
You can pay yourself in product by creating a personal use invoice just like any other sale. You can also pay yourself by writing a business check to your personal account, or make an online transfer. Any time you pay yourself from your business account to your personal account create an expense. This will help you track exactly how much money you are really making. Many consultants use the 60/40 split. 60% of their pretax income goes back into the business and 40% is income. This only works if you are operating with a full inventory and if 10% is enough for your business expenses. You might be better served with an 80/20 or 70/30. You’ll just have to decide what works best. Business loan repayments must come from your income. Once your loan is paid off you can take an actual income.
One of the most important things to remember is that though you are having fun and helping people you need to be able to realize an income. If you keep a close eye on where you’re spending your money you’ll make better choices and keep yourself in business. As always if you have any further questions about how to use Pink Office to help make your business strong contact our support staff by clicking the pink bubble in the bottom right corner when logged into your Pink Office account.
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