Spa Hour Outline

Idea Cred: Whitney Wemhoff

Spend the first few minutes getting to know about her, her family and her life. If you already know her, spend time catching up and checkin in on how she is doing.

Get to know her skin care needs. What concerns does she have? Uneven skin tone? Blemishes? Skin aging? Skin too dry, or oily? Under eye puffiness or dark circles? You will be able to serve her better when you know what is important to her.

Share the company’s vision and your personal mission. Always start with the WHY we do what we do instead of WHAT we do..

Example:

In Mary Kay, we believe that women do not need makeup or skin care to be beautiful. We believe women are beautiful no matter what, intrinsically beautiful and valuable with or without great makeup and skin care. Instead, we use our products to enhance a woman's beauty and confidence. Some people believe makeup covers up a woman's face, we believe it enhances it and makes her shine more brightly and operate with a higher level of confidence. We also believe in community and connectedness and that women are better together. We live in this connected age yet there's a rise in loneliness, isolation, depression and anxiety. In Mary Kay, we want to create this space to bring women together in community, to celebrate each other's beauty. {-Leah Lauchlan}

Outline what the session is going to look like.

3D Skin Analyzer Scan | Discuss Results
Go through Skincare System she is going to try
Have her do the Treatment she is going to try
There will be some fun games that will unlock some extra goodies for her

Opening the Individual Spa Session

Products & Referrals

Start introducing the products to her and allowing her to try them. She can do this at a table with a wet washcloth or by a sink.

While the Treatment sits on her face, play a Referral Game..

You can say-

I have a mission right now to pamper as many women as I can during this pandemic. I am in a friendly competition with my girlfriends to see who can gift the most women!

With all of the craziness going on we want to gift women with some pampering and some connection, so we are putting pampering packages together to spread some joy! You are able to gift as many women as you would like.

I am going to have you take your paper and start writing down names and numbers. They don’t have to be local, but they do need to be 18 or older.

There is no cost for you or for her, it is our way of blessing others during this season of life.

I will connect with them to deliver her package.

When you gift 20 women or more you will earn 50% off one full priced item!

I am going to return some messages while you work on that, so you can just let me know when you’re ready. {Or choose something else to do so that she doesn’t feel awkward with you waiting on her}

Then have her wash off her treatment and continue with the rest of the products.

Going over the Set Sheet

I am going to share with you the special I am doing during my spa sessions.

{Show her the Closing Set Sheet}

I am going to post the link to this in the chat so that you can get a better look at it.

https://www.girlbossgraphics.com/uploads/7/6/8/1/7681498/be_closingsheet_starterkit_0919_gb.pdf

Make sure to talk about:

The 100% Satisfaction Guarantee
Our products do not contain fillers so they will last you on average 5 months if you are not over using
I offer Payment Plans..

Sharing the Opportunity

For this last part- We are going to play 20 questions-

I am going to share a little more about my journey with MK and then have you ask any questions that you think of about the company and the opportunity, or that you thought of when watching the video. Each question gets you $1 credit towards any product you want. You can ask up to 20 questions.

Closing

You had great questions! So as we wrap up here I have a few questions for you-

You have earned yourself a $____ product credit from our 20 questions game that you can use today towards whatever you would like. I offer an extra $10 gift card if you would like to use it towards one the the 3 collections. {Optional, if you feel like she needs the extra motivation}

For your next Session, you can choose to set up a Spa Social and do something like this with your entourage and earn some free products with my Socialite Package, or you can set up another individual appointment and we can do a Shake Up your Makeup Session or any session of your choice. Which sounds better to you?

My last questions have to do with what you learned during our 20 question game..

Have you ever thought about an opportunity like this for yourself?

If you had this opportunity in your life right now, how would that benefit you?

..Yeah I can see how this could be a blessing for you. I am passionate about Mary Kay's mission of enriching women's lives. I would love to help you... {supplement your income... have more time with your family... whatever she said} Is there any reason why we couldn't get you started in that direction today?

You can use the Overcoming Objections download on the Girl Boss Graphics website to help you talk through any over her reservations.

When she says she is ready to get started...

Awesome! I can help you get you starter kit ordered right now and we can get your welcome appointment scheduled!

If she is not ready...

I am actually working on some Leadership Training right now with my mentor and I need to do some practice interviews with people to count for the training. Could I borrow you for that? You would be a great person to practice with and you get a free gift for your help!

{Schedule a call with the 2 of you and your Director}

You will want to get this scheduled within 24 hours. The more time there is between them hearing the information and making the decision the less likely they are to make a decision.

Spa Social

Open up by meeting everyone.

Ask them to tell you who they are, how they know the Spa Socialite {the Hostess} and thier skin care needs. What concerns does she have? Uneven skin tone? Blemishes? Skin aging? Skin too dry, or oily? Under eye puffiness or dark circles? {You will be able to serve her better when you know what is important to her. Jot down notes as they go around. You might have to call on people.}

Share the company’s vision and your personal mission. Always start with the WHY we do what we do instead of WHAT we do..

Example:

In Mary Kay, we believe that women do not need makeup or skin care to be beautiful. We believe women are beautiful no matter what, intrinsically beautiful and valuable with or without great makeup and skin care. Instead, we use our products to enhance a woman's beauty and confidence. Some people believe makeup covers up a woman's face, we believe it enhances it and makes her shine more brightly and operate with a higher level of confidence. We also believe in community and connectedness and that women are better together. We live in this connected age yet there's a rise in loneliness, isolation, depression and anxiety. In Mary Kay, we want to create this space to bring women together in community, to celebrate each other's beauty. {-Leah Lauchlan}

Outline what the session is going to look like.

Explain the Pamper Paper
Explain that they get a ticket for interacting. Each time you ask a question in the chat.... You will get entered in the Free Giveaway at the end.
Grand Prize Drawing- I hold a Grand Prize Drawing each month. Listen at the end to find out how you can earn entries into that as well.
3D Skin Analyzer Scan | Discuss Results
Go through Skincare System she is going to try
Have her do the Treatment she is going to try
There will be some fun games that will unlock some extra goodies for her

Opening the Spa Social

Products & Referrals

Start introducing the products and allowing everyone to try them. They can each do this at a table with a wet washcloth or by a sink.

While the Treatment sits on their face, play a Referral Game..

You can say-

I have a mission right now to pamper as many women as I can during this pandemic. I am in a friendly competition with my girlfriends to see who can gift the most women!

With all of the craziness going on we want to gift women with some pampering and some connection, so we are putting pampering packages together to spread some joy! You are able to gift as many women as you would like.

I am going to have you take your paper and start writing down names and numbers. They don’t have to be local, but they do need to be 18 or older.

There is no cost for you or for her, it is our way of blessing others during this season of life.

I will connect with them to deliver her package.

We are going to turn this into a game! Once you have 5 names down, I want you to wave at me and I will be writing your name down on a ticket. Then wave again once you get to 10... 15.... and then when you gift 20 women or more you will earn 50% off one full priced item!

I am going to turn on some music for us. {While they are doing that, you can also go through the comments and write their names on tickets for those who have been interacting}

Then have them wash off their treatment and continue with the rest of the products.

Going over the Set Sheet

I am going to share with you the special I am doing during my spa sessions.

{Show her the Closing Set Sheet}

I am going to post the link to this in the chat so that you can get a better look at it.

https://www.girlbossgraphics.com/uploads/7/6/8/1/7681498/be_closingsheet_starterkit_0919_gb.pdf

Make sure to talk about:

The 100% Satisfaction Guarantee
Our products do not contain fillers so they will last you on average 5 months if you are not over using
I offer Payment Plans..

Sharing the Opportunity

For this last part- We are going to play 20 questions-

I am going to share a little more about my journey with MK and then have you ask any questions that you think of about the company and the opportunity, or that you thought of when watching the video. Each question gets you an entry into the Giveaway!

Closing

You guys had great questions! So as we wrap up here I have a few questions for you-

On your paper where you wrote the numbers 1-4, you are going to answer these questions:

Out of these 3 collections, which one excites you the most?
For your next Session, you can choose to set up a Spa Social and do something like this with your entourage and earn some free products with my Socialite Package, or you can set up individual appointment and we can do a Shake Up your Makeup Session or any session of your choice. For #2 you are going to write “ME” or “FREE” ……A one one one session will get you an entry into my Monthly Grand Prize Giveaway we were talking about, scheduling a Spa Social with some friends will get you a DOUBLE entry!
I am working on my Leadership Curriculum, so if you would be willing to help me with that it takes about 15-20 min over the phone, and you would get an entry into the Grand Prize Giveaway, so for #3 you can put “YES” or “YES” :)
I want you to grade yourself and give yourself an A, B or C on your interest in joining our family-

A: Absolutely, I am excited to join the family and get the Free _______ {offer a welcome gift for signing up on the spot}
B: Bring me some more info
C: Customer for Life

Awesome! Now I need everyone to take a picture of their paper and send it to me right now. I am putting my phone # in the chat in case you need it. After you have finished, COMMENT and say “Done!” Once I receive everyone's pictures, I will do the drawing!!

Do the Drawing.

Thank you all for hanging out with us! I had such a great time with you guys! You each get a Gift Card from me, so

I am going to call and follow up with each of you individually, and answer any last questions you have and gift you with your gift card. {Name} I am going to start with you... and then {Name} and then {Name}... and then I will end with you {Hostess Name} ....

The Individual Close

How was your experience? How does your face feel?...

Question #1:

I see that for #1 you said....

Review any skin care concerns that she said she had before the session.

I know you said you were looking for help with.....

What skincare products are you using at home currently?

Do you feel like they are helping you with....... {the skin care concerns she told you about}

Explain to her how the products in the collection she put for #1 will help her with those issues.

You have a $10 product credit from me that you can use on a collection today. Would you like to use that towards... {what she put down for question #1}

When she says yes-

Great, this collection allows you to choose ____ product{s} from the Spa Bar, to get half off. Which product would you like?

Perfect- what else can I get for you? ..... Awesome! What else?... {Keep going until she tells you that's all}

Question #2:

I see that for your next session you said that you would like to.....

{Schedule her next session}

Question #3:

{Schedule the Leadership Training call. Get your Directors availability before the session}

Question #4:

I see that you put ____ down for #4... tell me about that?