Mary Kay Business Success: Qualifying Your Mary Kay Prospects

By Author: Liz Kimeria
Total Articles: 1
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Selling Mary Kay cosmetics does not have to be a difficult experience. It is actually quite easy and I will show you how! First and foremost you need to identify who your Mary Kay Prospects are. Do not waste your time talking to unqualified prospects. Once you have identified your prospects, make sure you develop a relationship with them and get to know what exactly they are looking for. By qualifying them, you will know whether they are worth your time or not. Mary Kay maybe or may not be their answer but you will not know unless you take the time to dig in a little deeper by asking questions and giving her time to answer without interruption. Sometimes people tend to be so desperate of making a sale or getting someone to sign up that they miss the most important step and that is qualifying the prospect.

The best way to find out what your prospects want or what their needs are is to asking them and then giving them an opportunity to tell you without you getting excited and talking over them or overloading them with information. The more you allow your prospect to express themselves the more information you will gather ...
... and that will increase your chances of closing the sale or recruiting them.

The problem is most Mary Kay Consultants & Mary Kay Sales Directors practice scripts on how to overcome objections but that does not mean you should go for the close without giving the prospect enough time to express their needs. Every client is different from the other and their objections are different. If you do not pay enough attention to them, no matter how well you have memorized the overcoming objections script, you will lose the sale or the prospect. I also believe prospects can read right through your eyes and they can see whether you genuinely care or if you have the Dollar Sign written all over your face. The bottom line is, it's about the prospect's needs not yours. That is why a (Mary Kay, Action, Plan) is a necessary tool.

I would say when you are qualifying your prospect, and you outline all the great benefits of a Mary Kay Opportunity, that you also let them know the reality of the work involved so they do not develop the mentality of making money with no hard work. I personally do not believe in the old traditional way of getting team members by chasing after family & friends or making a list of everyone you know. I believe in Building A List of people who are looking. It is a much faster way of getting new team members. I honestly believe just targeting family and friends or talking to strangers in the mall is going after unqualified prospects.

During the interview you will want to follow three steps:

1. Ask the clients to tell you about themselves and what they are looking for and pay a lot of attention because this is where you learn whether they are a good fit for you.

2. You tell them about yourself, who you are as a leader and who you are looking to work with and how you work with your team. At this point the prospect will also know whether you are a good fit for her to work with or not.

3. Explain the Mary Kay Compensation Plan so they also make a decision whether the company is a good fit for them.
I believe the above process is what determines whether you close your prospects or not and you can learn more about closing your Mary Kay prospects on my blog.

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