NSD Lisa Madson's Guest Follow Up Script
* Printable Script *
Hi Madson Directors:
My dear friend, NSD Vicky Auth, requested this dialogue from me for following up with guests from every meeting. As I typed it out, I realized there are NEW DIRECTORS in our National Area that may not know what I said when I called the guests back after every meeting. This was the KEY to building my unit size. The year I went from $700,000 to $1,000,000 was the year that I started to call back EVERY SINGLE guest (for my unit members) that came out to our unit meeting.
I continued this until I debuted as a National Sales Director with a unit size of 667 and 22 first line offspring Sales Directors. It works!!! I hope EVERY MADSON DIRECTOR calls back EVERY GUEST that comes out to the meeting, or snacks and facts, of glamourama, or whatever guest event you do.
Also, be sure to instruct your adoptees that they should let their own Sales Director know who came out each week so they can follow up too. I know Sue Pankow has built many first line that were NOT local to her, but she called back every guest that went to the unit meetings all over the country. In my opinion, THIS IS NOT AN OPTION. YOUR SUCCESS DEPENDS ON IT!
The dialogue is as follows:
Hi __________ this is Lisa Madson, ________’s Sales Director with Mary Kay, do you have a quick minute? I’m calling because I enjoyed meeting you the other night at our unit meeting and I just wanted to take the time to PERSONALLY call you and say THANK YOU for coming. You’ll never know what your presence there meant to __________ (she is new, she is moving into a Leadership position, etc.). Every time someone like you comes out to an event like Monday night it helps to build her confidence (or whatever is appropriate for the consultant’s situation) so you TRULY did help her in her business.
Their usual response is … “you’re welcomed”. (And they sound appreciative that I took the time to call)
Then I say, “I have a couple of questions that I would like to ask so that I can be a better Sales Director. What did you like the best about the meeting? And, if you were in my position, running it, is there anything you would change about what we did?”
Once she gives me her answers, I know which way to go. If she mentions the fact that she has been thinking about selling Mary Kay, you obviously know what to say next.
If she doesn’t even mention selling Mary Kay at all … then after she answers the above questions I tease and say, “I’m sure you are expecting this next question … when I talked about the Mary Kay opportunity the other night … Remember when I talked about the scale of one to ten, one being NEVER and ten being you would like to sign up, and don’t forget, no five’s allowed (smile in your voice) I have to ask where did you fall on the scale of one to ten and did you even give it a second thought?
If they say no, I say. “Just like I said the other night, we need customers too. So, thanks again for taking the time to come out. _________ we do operate on the referral system and if you know anyone that is looking for extra income, or a backup plan, especially in this economy, please refer them back to your consultant so they can hear the information at no obligation. I’m sure you will get a special gift from your consultant if you refer someone to her that becomes a team member of __________.” Thanks again for coming. I really appreciate you!