welcome to
MARY KAY
“Don’t limit yourself... What you believe, remember, you can achieve.” - MARY KAY ASH
contents TABLE OF
02
17
INTRODUCTION
SOCIAL MEDIA
05
18
CHECKLIST
INVITING GUESTS
03
20
PARTY PREP
PRODUCTS
08
26
PARTY GUIDE
IBC REWARDS
14
28
CLOSING
MOTIVATION
16
29
FOLLOW UP
CONCLUSION
the mantra
foundation
“God first, family second, career third.” – Mary Kay Ash
Mary Kay was founded on September 13, 1963 in a 500 sq. foot storefront in Dallas, Texas. It seemed as though the company was never meant to even open but Mary Kay Ash listened to her children whom said, “You can do it!”
BEAUTIFUL BEGINNINGS
BASED ON VALUES
Use this mantra to help guide you during this new adventure. You now have the opportunity to help enrich and empower women everywhere. Embrace it.
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the history
the future
In 1968, they listed the company on the public stock exchange. After realizing this decision did not reflect Mary Kay’s mantra, they felt it important in 1985 to buy back all the stocks. This rightly returned Mary Kay to a family owned company.
From its identity to allowing women to run their own business, something amazing about this company is how it has stayed true to its founder’s values.
ALWAYS INSPIRING
FAMILY MATTERS
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W H AT YO U’L L N E E D
before the party
Table big enough for everyone to sit
Beauty trays for each guest
Wash clothes or paper towels
Mirrors for each of your guests
Makeup Remover
Chairs
Q-Tips
Cotton balls
Pens
Order slips
optional items Look Books
Music for background
Beverages
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Snacks
know their skin
TIME WISE normal to dry
TIME WISE
BOTANICLES
combination to oily
natural products
CLEAR PROOF acne fighting
set up the trays Remember they are only testing the products, so you should only use small amounts to apply. No product should be applied to the whole face except for the foundation.
1 Fill trays with products for their skin type.
2
3
Place Primer in trays.
Cue background music
4
5
Make a “pretty display� of the prodcuts set up in order of use.
Have a Look Book and Beauty book at every station for the party.
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started LETS GET THIS PARTY
Welcome your guests and have them fill out their profile card. Match their skin color with the tool.
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8 - Party Guide
satin hands 01
02
03
HAND SOFTENER
HAND SCRUB
HAND CREAM
Dampen skin with water, massage into hands.
Massage into hands, rinse well, and dry.
Massage hand cream onto dry hands last.
company
S H A R E T H E H I S T O RY O F M A RY K AY Mary Kay Cosmetics has a rich history. From its inception to its fruitition, this story provides great insight into the life of the founder and the lives of those who continue to carry out the legacy of Mary Kay Ash.
share your story
“ E A C H B E A U T Y C O N S U LTA N T H A S T H E I R O W N U N I Q U E S T O RY T O T E L L� Every Independent Beauty Consultant has their own unique story to share. This is the time for you to share your personal story of how you got started with Mary Kay and where you are now.
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timewise 01
02
03
APPLY TO WET FACE
LATHER WITH WATER
RINSE AND REMOVE
day solution
night solution
facial lotion
APPLY TO THE LEFT SIDE OF THE FACE.
pose a question
APPLY TO RIGHT SIDE OF THE FACE.
APPLY MOISTURIZER ALL OVER FACE.
“ D O E S N ’ T Y O U R S K I N F E E L A M A Z I N G ?” “ W H AT ’ S Y O U R F A V O R I T E S T E P ?” “H OW D O E S I T M A K E YO U R S K I N F E E L? “ W H AT ’ S Y O U R U S U A L S K I N R O U T I N E ?”
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botanical effects the cleanse Apple to wet face. Rinse and remove. Dry face.
the mask Smooth onto skin. Have sit for 3 min. Rinse.
freshen step Spray onto cotton ball. Apply to face.
hydrate step Smooth on using upward motion.
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clearproof acne 01
02
03
04
VELOCITY
BLEMISHES
ACNE GEL
MOISTURIZER
Apply cleanser to affected area.
Use cotton ball to apply to face.
Apply sparingly to affected areas.
Smooth onto skin upward
primer sunscreen Smooth onto the face prior to putting on foundation. Be sure to only use a small amount, a little goes a long way. For best results, wait two minutes after Primer has set before applying foundation and face makeup.
foundation Have your guests apply foundation with a cotton ball or their hand depending on if they’re using liquid or powder foundation. Make sure to ask if anyone needs more or if they are not happy with the color choice.
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EYELINER
MASCARA
Swipe eye liner over their hand. Use a Q-tip to test on eyes. Do not apply directly to eye.
Replace cap with disposable applicator. Spin applicator, don’t pump to get product on applicator.
LIP CRAYON
LIP GLOSS
Can use on hand to see the smoothness and color. Do not let them apply any lip color directly to their lips. May use Q-tip for lips.
Apply to finger, hand or tray. Do not let them apply any lip color directly to their lips. May use Q-tip to test product and color on lips.
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“A good goal is like a strenuous exercise it makes you stretch.” - MARY KAY ASH
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closing
finish strong It’s all about the close. To make your business successful, you will need sell product while simultaneously building your customer base. In order to do this, an IBC must be able to interact comfortably with different age groups of ladies.
01.
02.
YO U N G C UTIE S
G OLDEN B EAU T IES
It is important to give them time to talk things over with their friends. Trying playing some fun music. Although they may not end up buying at that party with those friends, future decisions will be based off their impression of you, so do not be pushy. The number one most important thing is to make them feel comfortable.
An older group of women will be more direct with you about buying products. They’ll know what they want. Talking about deals and packages is also more useful in this type of party.
personal style
Remember to make the close your own but have it be adaptable to different people. Make these parties more about meeting people. Even take the initiative to invite them out for a nonbusiness lunch outing. Be their friend first and Independent Beauty Consultant, second.
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following up This is one of the most important parts of maintaining relationships and having a successful business. If you can master this step, you will gain life-long customers. Do not be a sales robot. Make conversation with these women and ask about any exciting events coming up. Then one month later, follow up with something like this:
Hello Cindy! It’s lauren, the mary kay independent beauty consultant that put on the party at rachel’s house about a month ago. I hope everything is well and that your friend’s birthday was a blast! I remembered that you were going to the lady gaga concert this month. I was wondering if you wanted any fun makeup tips for the concert? Make kay has some really neat products that will get you gaga ready in no time. If interested, shoot me an email back or text me. It was great meeting you at rachel’s and i look forward to hearing back from you! Your friend, Lauren Mary Kay Independent Beauty Consultant (555) 555-5555
Ask about what time frame of when products run out for the ladies. That is a great time to contact them asking about refills. Be the reminder that they are running low and beat the drug store’s convenience sale.
Don’t overwhelm them. They are busy people and there’s a difference between a friendly reminder and hounding them. With relationships comes trust, and it’s a lot easier to make the sale once trust has been established.
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“Pretend that every single person you meet has a sign around his or her neck that says, ‘Make me feel important.’ - MARY KAY
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social media
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convo starters ? Ask questions, engage with your audience.
Use pictures, the more visual the best.
Use hashtags only when they’re needed or will enhance your post.
Engage with people responding to you.
If posting on both fb and twitter, differ your wording but portray the same thought.
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convo stoppers Hashtags are good but be careful not to overuse them; hashtag with discretion.
Don’t post too often keep it to one post a day, two at most.
Make sure your posts relate back to the product, don’t get too off track.
Keep your posts short and sweet, at some point you’ll lose your audience.
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guests INVITING
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WO R K I NG MOMS
STUDY BUDDIES
CA REER STA RTERS
These women often work a job but enjoy having something to do throughout their day. They are very open to new experiences but often find it hard to fit things like into their schedule. They do not always have the time to browse and find the current trends so they will depend on you for updates on the ‘newest thing’.
This young woman usually is trying to master a difficult job and always chasing a dream. They take on new challenges with a smile but can easily get overwhelmed. They are in constant need of reminders so staying on top of their schedule might seem difficult but will pay off for you and your business in the end with patience.
These women are very dignified and ambitious. They are in tune with the world around them. They are the optimal target, as they are familiar with makeup and constantly looking for ways to better themselves and their lives. They are optimistic about the future and will be enthusiastic about the business with you.
EMPTY N E S T E RS
BUSY MOMMYS
GOLD EN G IRLS
This woman is dealing with letting go of the kids and is still in the process of getting used to the empty nest. They will start looking for things to pamper themselves as well as for their children. Their evenings are often free which would be a great time to plan a party with them.
These woman are your caretakers. They have plenty of time on their hands during the day while children are at school and often have a core group of friends whom they lead active lifestyles with. These women will be most open to hosting parties.
This stage of life, more than any other, is a time of giving back to society. These women want to relay the wisdom they have accumulated over the years with children or grandchildren. Will be most open to contributing to Mary Kares.
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ALL ABOUT THE
products
24 - Products Descriptions 24
CHEEKS
COMPACT CHEEK BRUSH
MINERAL CHEEK COLOR
MINERAL CHEEK COLOR
$2.00
$12.00
$12.00
Oil-absorbing, easy application, and excellent coverage. Contains Vitamins A, C and E.
Oil-absorbing, easy application, and excellent coverage. Contains Vitamins A, C and E.
CREAM BLUSH
CREAM BLUSH
CHEEK BRUSH
$14.00
$14.00
$14.00
Glides on like a cream and then transforms to a natural, powdery finish. Skin-protecting antioxidants.
Glides on like a cream and then transforms to a natural, powdery finish. Skin-protecting antioxidants.
Ideal for sweeping color along cheekbones and applying to apples of cheeks. Handcrafted high-quality bristles.
Designed specifically for the precise, even application of cheek color.
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EYES
LENGTHENING MASCARA
SHIMMER & SMOKE WAND
EYE SHADOW APPLICATORS
$15.00
$14.00
$2.00
Long, strong, seriously separated lashes. What’s not to love? Creates bold, instantly intensified length of lashes. Lifts/curls lashes.
Applies smoothly and evenly, blends easily and provides intense color that wears for hours and does not crease.
SPECIAL ED BROWS SET
S.E. PLUM PERFECT SET
LASH SPA COLLECTION
$62.00
$47.00
$68.00
For brows that wow, give this collection of products to make brows look healthier and more defined.
Smoky eye with a twist! Inspired by Makeup Artist Luis Casco, it’s an easy, trendy look for the day.
Even her lashes deserve a spa day! Give her everything she’ll need for thicker-, fuller-looking lashes
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Two-in-one pack features the Mary Kay® Eye Brush Applicator and Mary Kay® Eye Sponge Applicator.
FACE & LIPS
LASTING LOOKS COLLECTION
MINERAL FOUNDATION
LOOSE POWDER FOUNDATION
$69.00
$18.00
$16.00
A fantastic collection of beauty secrets that helps extend makeup wear. Party after work? No problem! Includes Eye Primer.
If purple’s her passion, she’ll have her eyes on this! Mary Kay At Play™ Baked Eye Trio in On the Horizon.
One universal powder eliminates the need for shade matching. Feels weightless, natural and velvety soft on skin. Controls shine all day.
CREME LIPSTICK
NOURISHINE PLUS LIP GLOSS
DIMENSIONS LIPSTICK
$15.00
$14.00
$36.00
This long-wearing, staytrue formula glides on easily with a lightweight, creamy texture for rich color impact
Get brilliant shine and an instant boost of moisture that leaves lips nourished. Loaded with good-for-you ingredients.
Intensely moisturizing. and smoothing. It’s like a colorinfused fountain of youth butu for your lips.
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“A company is only as good as the people it keeps.” - MARY KAY ASH
THE PROGRAM FOR
professional developement
Mary Kay Professional Development Certificate
TIER 3 You’re almost there! One more step until you can officially be awarded the coveted Mary Kay Professional Development Certificate.
Diamond Distinction Award
Superior Sales Achievement Award
TIER 1
TIER 2
The Diamond Distinction Award is for the best of our new Independent Beauty Consultants.
For Superior Sales Achievement Award, you’ve got to be the ultimate Mary Kay sales women.
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1 2 3
D IA M O N D D I S T I NC T I O N AWA R D Take and successfully complete the New Independent Beauty Consultant, Pre-Independent Sales Director Qualification, and Social Media 101 online classes. Host at least three parties and fill out evaluation forms online. Prove your social media savvy by interacting with clients on Facebook and Twitter. Attend at least one weekly success meeting held in your district. *Tasks must be completed one month after the day you begin the process. After completion The consultant will be rewarded with special acknowledgements on the Mary Kay personal app and website.
SUPERIOR SA L ES AC H I EV EMEN T On top of earning the Diamond Distinction Award, you must complete the following tasks: Take and successfully complete the Professional Sales, Financial Management, and Targeted Marketing online classes. Sell at least $750 worth of products in one month. Attend at least one weekly, district success meetings. After completion the consultant will be rewarded with special acknowledgements on the MK personal app and website.
M A RY K AY PROFESSIONAL D E V E LO P M E NT CERTIFICATE After earning the Diamond Distinction Award and Superior Sales Achievement Award you must complete the following tasks: Take and successfully complete the Team Building and Emotional Management online classes along with passing the cumulative Professional Development exam. Sell at least $1500 worth of products in two months. Recruit at least three new IBCs. Attend at least one weekly, district success meetings. Consultants will be recognized on the MK personal app and website.
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STAYING
motivated Never stop trying to achieve your goals. When you’re struggling to find inspiration, chat with fellow IBCs, attend weekly success meetings, jump on your weekly Sales Director calls, or look to your family and friends for advice.
You’ll never find a more loving and supportive group than your Mary Kay family. Just know, your business is only as successful as you make it!
touch THE FINISHING
As we come to the end of your Mary Kay Welcome Kit journey, we’d like to leave you with a few thoughts. When it comes to interacting with your clientele, face to face interactions trump all. This is where Independent Beauty Consultants shine. You are most beautiful when making new relationships. Be personal and get personal. The more you know about your ladies, the better you can care for them. If you ever have questions or need advice, your Sales Director is a beacon of information and love. Lastly, we do not want you to think of Mary Kay on a local scale. You will build your brand locally but that does not mean to stop there. Take the IBC opportunity nationwide. With Mary Kay, the possibilities are endless. Everything found in this Mary Kay Welcome Kit can also be viewed online. For more information on being an IBC and expanding your customer base, download the official Mary Kay app.