Expand Your Customer Base
Have you been looking for a way to expand your customer base but seem to have run out of people to contact? Where better to turn for referrals than to your preferred customers!
Here's how the Gift Certificate works:
Be prepared with certificates and scripts in hand.Run off the Gift Certificate on card stock. It's sized to fit in a legal sized envelope so it will look really special when it arrives. Go about your customer business doing reorder, booking calls and deliveries.Tell her about your Gift Certificate program. (See script below)Ask her if she would be interested .If she has someone in mind talk about the message. Get the name and address and pop it in the mail right away.And then follow up using the script below.It might sound like this:
“Jane, I don't know if you can you think of someone that has done something special for you lately or who might just need a good pampering, but I've got a little something that my other customers have been getting really excited about. Would you like to hear about it?
Great, It's a pretty gift certificate that offers them a makeover and $10 in Mary Kay products to use any way they want. The way it works, is you pick someone and then you write a sweet message on the gift certificate. Then, I pay for the $10 and send them the certificate. You treat a friend...your friend knows you think they're special...and I meet someone new to pamper. We all win.
Can you think of someone you would like to treat? Great, I only have two with me right now, but if you'd like more I can get them for you.
Who do you want to start with and what would you like to say.”
Gift certificate follow-up:
“Hi, ___________ my name is ____________ and I'm (friend's) Beauty Consultant with Mary Kay Cosmetics. Did I catch you at a bad time? Great.
I'm following up on the gift certificate she had me send you to see if, and when you'd like to take her up on her gift to have me pamper you?
Remember to ask her lots of questions to find out her needs and to make sure she doesn't already have a consultantConfirm a facial time Offer a class and proceed then with your normal follow-up and coaching based on what she decides. Make sure you are both clear on the next step.Thank her and confirm your next step again.