Vision For Sales Meetings
Here's my vision of guests at meetings:
You invite a guest for a makeover (inviting 3-5 to insure one). She gets off work at 5 pm, you pick her up after work, run through Schlotzki’s for a Mediterranean Pizza and a coke, bring it to the meeting, you and she eat, while you set up your facial tray. You laugh, have a good time, and give her a makeover, then introduce her and show her off at 7 pm for the meeting. You present her with a gift for coming, thanking her for the reason she was invited (hostess of the week, best customer of the week, color certification model, new look model, redhead model, holiday look model…whatever your reason!) in front of the meeting.
We do a marketing talk and she participates in the rest of our meeting. Has fun, and sees how great this can be. She watches us pin the new recruits who were models the week before, and she’s excited because we’ll pin her next week!
We begin our meeting at 7 pm, but you’re not worried because you’ve arranged a meal in the crock pot, or dad and the kids bond as they go to Pizza Hut or McDonalds together while mom is at her Mary Kay mtg. You get home by 8:45 or 9 pm to tuck the kids into bed.
Now, why is this schedule important? Are you ready for Psych 101? Maslow defined a set of basic human needs that need to be fulfilled before a person could achieve.
Maslow's Hierarchy of Needs
1) Physiological: hunger, thirst, bodily comforts, etc.;
2) Safety/security: out of danger;
3) Belonginess and Love: affiliate with others, be accepted; and
4) Esteem: to achieve, be competent, gain approval and recognition.
A guest can’t come to a meeting if they are hungry and thirsty…hence, feed them! A guest won’t feel comfortable coming to a strange place…hence, bring them yourself. A guest must feel part of the group…hence, laughter, introduce to others, friendliness, acceptance. A guest must feel good…gain approval, recognition…hence, clap like crazy when she is introduced and make her feel special!! Once those basic needs are met, then they can move on to the next levels:
5) Cognitive: to know, to understand, and explore;
6) Aesthetic: symmetry, order, and beauty;
7) Self-actualization: to find self-fulfillment and realize one's potential; and
8) Transcendence: to help others find self-fulfillment and realize their potential.
They can then begin to explore the possibility of a career with Mary Kay.They can see the possibilities of a Mary Kay career and how it can fit beautifully into their life.They can become a consultant and begin to find self-fulfillment and realize their potential.Once they’ve done that, then they can begin to share with others and help others…hence, become a director.Each of us is somewhere along this hierarchy of basic needs. Where are you? Help your guests climb this hierarchy, too, by following the key points that will assure her that she is loved, respected, cared for, and that she could fit into this wonderful career.