Recruiting Tips
by Denise Kucharski
The reasons I love doing interviews is because I love learning about people, their lives, where their heart is, what their needs are, and just unraveling the puzzle of whether the Mary Kay opportunity is an "answer" for them. Here are the questions that help unravel that puzzle and let them know this is all about THEM, and not about YOU!
Step 1: Use the "Something More" brochure as your outline for the interview. Ask the first section of questions. Step 2: Add these questions: 
1) What do you most "need" in your life right now? (let her give as long of an answer as she wants to) 2) Let's say you had what you needed, what then would you most "want" in your life right now? 3) And what do you "value" most in your life right now? Then you say, "My mission in telling you about Mary Kay is to show you how you can get what you "need" which is _________________________, and then have what you "want" which is _________________________, and keep in place what you "value" which is ________________, without disturbing that, and maybe even enhancing that. Is that OK with you?" Step 4: Continue the interview using the "Something More" brochure outline. Step 5: If at any time during the interview you feel you are doing too much talking and she is not getting to say very much, insert this question into the interview: "If we just had 5 more minutes, I have all the time you need, but if we only had 5 minutes and you could only ask one question, what would that be?" Sometimes I even open an interview with this question, but I really like to use it midway through when I want to keep her participating in the interview. Step 6: In my opinion, the "Something More" brochure is an excellent interview outline, except that it has only 1 closing question at the end. I find that if someone says "YES" after only one closing question, they probably knew they going to say yes before the interview even began. It's my belief that most people need a few minutes to process the information and make their decision. The following list of 6 closing questions guides the prospect gently through processing the information and hopefully making a "yes" decision! 1) Of everything we've talked about, what are you most impressed with? (or surprised by?) 2) Welllllll, what do you think ........... do you think you miiiiiiiight want to give it a whirl? (your body language here is to squeeze your shoulders together in curiosity; you're kind of checking her pulse to see what she's thinking so far, and giving her a chance to bring up a concern .... which often she will, like, "Well, maybe, but __________." She might say, "Maybe, but I don't know very many people," or "Maybe, but I'm not sure I have enough time," etc. Stop and talk about her concern. Don't ignore it; offer suggestions and solutions. 3) If your husband (or other important person in her life) had been here and heard all of this, what do you think he would say? 4) Wellllll, what do you think ........... do you think you miiiiiiight want to give it a spin? 5) Besides fear, what would keep you from doing it? 6) Welllll, what do you think ........... do you think you might want to give it a try? If she does not make a decision, it will be most comforting to her to know what will happen "next." Set an appointment for when you'll call for her decision. Setting this appointment gives structure. If you leave it wide open with no follow up time set, fear may set in with her wondering how much you're going to "bug" her in the future!!
Here's some great wording for setting the follow up call:
"I understand you wanting to think about it. You know, Mary Kay used to tell a story about making your decision. Would you like to hear it? My director tells how Mary Kay used to say that if a decision is worth making, it's worth making in 24-48 hours. That sounded a little pushy to me at first, but then she said Mary Kay would explain that she had observed if you went beyond the 48 hours, you got into 'agony stages.' You analyzed it way too much ... you know, analysis to the point of paralysis! What do you think about that?" If she agrees with the story, you are able to say, "Great, then would you rather me check back with you tomorrow, or wait until the next day?"
Set the day and time. She can breathe easy knowing what the next step will be, and the call will go smoothly because she will know why you're calling, and will usually have her answer ready!