Pam Tull's Test Markets
“If you want to take the temperature of a unit put the thermometer in the director’s mouth.’ “The biggest mistake a new director makes is that she takes the best person in her unit out of the field and puts her behind a desk.” Quote from Kathy GoffAsk yourself constantly during the day----“Is what I am doing right now helping me reach my goal?”
The director drives the growth of a unit. You are always looking for your next director.One new sharp, excited recruit turns a unit around.1. Are you building in 5 geographic areas?
2. Do you ask for referrals for those 5 areas at every facial, class or test market appointment?
3. Specifically name those 5 areas at every appointment and ask who do you know?
4. Once a referral is given –call her and set up a ‘test market’ appointment.
5. (See below for script and outline of test market.)
Pam’s unit has over 1000 referrals in the last 2 months! They are recruiting women at test markets to do test markets. Pam is holding test markets in all of her 5 geographic areas to finish up her National Area.
Here's the Script. Each person would customize the specific areas they are developing. We did the 50% off just for coming (that day only - you can use whatever you want). But it brings the people out, and when we talk about the company, we say.... "You can shop at 50% today or for the rest of your life!" It's working...and everyone is coming in with inventory because they need the products to conduct the Test Markets! Women are so busy right now, the Test Market approach is a great concept for NOW....
Test Market Script
"Hi _________, this is ___________. Just spoke with Susie Smith and Susie said you might be able to help us! I work with Cosmetics, and we're traveling all over the country.....we just got back from Charlotte, NC & Dayton, OH. We're doing Test Markets...we're very excited - the company is doing a Test Market in the __________ area! A Test Market is simply where we bring in the new products....we get people who live in that specific area to test them, and on a scale of 1 - 10...you rate the products. Some of these are new....some don't even hit the market until next week! (We have new Bath/Body, Lipsticks, Lip Glosses, Foot & Leg Treatment, Lip Treatment, Hand Treatment, etc.)
It's a lot of fun, it's quick...and here's the best part....just for testing the new products, you get to shop at ½ price that day! It's a way to say thank you for helping us out! We'll be in the area on (date) .
Another thing....you may know people....we're especially looking for sharp Mother/Daughters - gals 14 and up...because we have a new Teen Line coming out. The Mother/Daughter Test Market is great....we get 2 different age groups at one time!
Who do you know who has a teenager or daughter in her 20's? Do you know anyone who always looks good & would be great for the Test Market?"
Get names/#'s.....keep following through...keep the chain going!
(Note: if they can't make it on the date scheduled.....schedule them for their own personal test market - they would need just 2 friends present to get the 50% discount...you'll have bookings galore!)
MARY KAY TEST MARKET
City/State:_______________________________
Age Group: Under 25 26 - 49 Over 50
Products Rate product on
Tested a Scale of 1-10
(10 being the best)
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Other Comments: _______________________________
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