The Mary Kay Way by Mary Kay Ash

Author:Mary Kay Ash
Language: eng
Format: epub
Publisher: Wiley
Published: 2010-05-10T16:00:00+00:00

With hundreds of thousands of Independent Beauty Consultants, it’s impossible for me to speak to everyone who has a question or a problem. For this reason, I have an administrative staff whose full-time responsibilities are helping me with correspondence and incoming telephone calls. My administrative assistants will first attempt to refer calls to the person most qualified to handle them. When a Beauty Consultant requests to speak to me, Jennifer Cook or Erma Thomson will ask the nature of the call, explaining that since the Company has grown so large, I can no longer personally handle everything. She then offers to transfer the call to the individual responsible for that specific area. However, if the call can be handled only by me, Jennifer or Erma will put it through.

A call I received from a young woman in Michigan illustrates such an occasion.

“Mary Kay?”

“Yes, this is Mary Kay. Is there something I can do for you?”

“Mary Kay, I’m depressed,” the caller said.

I asked, “Is anything wrong? Is everything all right with your family?”

“No, no, nothing like that. I’m just not doing well in my business.”

We talked for a while, and finally I told her, “Here’s what we’re going to do. We’re going to have a special contest just for you. I want you to book 10 beauty shows for the next week, and after you’ve held them, I want you to call me back and tell me how you did.”

“Ten shows?”

“That’s right,” I answered. “I want you to call each hostess in your date book and say that you just talked to Mary Kay. Tell her that I’ve established a contest for you, and then let her know how much you want to win it. Finally, ask her to be a hostess next week.” Based on what she told me, I knew her problem. She was giving only one or two beauty shows a month. I also knew that former hostesses would be the most receptive to her request, giving her a better chance to book more beauty shows. With enough exposure, I felt she would do well. She just needed to gain confidence.

“Mary Kay, I’ll try my best, but I just haven’t been having much luck.”

“You’ll do fine,” I assured her. “Now remember to tell them about the contest and that you’ve just talked to me. I’m expecting you to do well, and I want you to call me back so I will know how things are going. Good luck.”

At the end of the following week, she called me back to report $748 in sales. Although it was not among the highest sales recorded that week, it was by far a record for her. Even though she hadn’t booked all 10 shows, she was elated and seemed to have snapped out of her depression.

Download

Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.