Questions to Define Skin Use these questions in addition to your observation of your customer's skin to define her skin type. Your customer will usually be able to quickly guide you to her skin type. QUESTION DRY NORMAL/COMBINATION OILY Do you break out? Rarely Occasionally Frequently Do you have blackheads? Few or none Few in T-zone Frequently What do your pores look like? Nearly invisible Visible in T-Zone Enlarged How does your skin look one hour after cleansing? Dry and Slightly tight for first 1/2 hour; some oil in T-zone by end of hour Shiny Do you have facial lines? Showing signs around eyes, lips and forehead A few around eyes Rarely Does your foundation melt away during the day? Hardly By mid-day/early afternoon Within a few hours of application
This product should be talked about individually. Early on, ask your customer what she'd like to change about her skin. She'll tell you. Let that and your own observations guide you. Here's a suggested script: "Most of us have special needs which go beyond the basic daily regime. Whether treating uneven skin tone or fine lines on the face or around the eyes, the list of special needs goes on and on." Refer back to the "what I'd like to change about my skin" question and remember that most of the specialty treatment items will be add on sales to the skin essentials (Cleanse, Tone, Moisturize and Exfoliate). This specialty treatment item is a great hook to getting your guest. For an extensive list of specialty product recommendations visit Inside and click on Client Care, the Problems and Solutions. 2.3 DEMONSTRATING AND SELLING MAKEUP This is the sizzle. Your customers will get excited their makeup look. There is so much you can do to help them look their personal best. You will follow these steps whether you are doing a makeover or teaching a client or group of clients in a Beauty Hour. Start with your foundation and powder. When you do a good job of getting your customer into the right selection of these products, like skincare, you will have a customer for life. Step 1 - Concealer/Foundation. The first step is to choose the perfect shade of foundation; one that matches and blends with her natural skin tone. The foundation can be applied a little heavier if needed to cover any blemishes or skin discoloration. The full range of concealer products can be found on Inside. Use the striping method to select her shade. Select a couple of shades that, by sight, match your customer's skin tone. Use a Q-tip to apply a little of each selected shade by making a line on the skin above the jawbone to see which shade disappears into the skin. Note: As a new Consultant, you'll want to use the powder and foundation included in your Career Pack. While you'll eventually want to carry all the
Write your own "commercial here: The key is to have fun prospecting. Try new approaches. Experiment with different scripts. Step out of your comfort zone. Be enthusiastic, and let the other person know you love what you do. Look the part. Relax and take your mind off yourself. Think about what is in it for her. Finding Prospecting Opportunities There are many opportunities to use your prospecting skills: Waiting in line at the bank or dry cleaner At the hair salon or spa While pushing your cart down the aisle at the grocery store While waiting to have your car tuned up, inspected, or at the DMV picking up your children from daycare At your sorority meeting. The general rule of thumb is to prospect anywhere and everywhere. Remember, everyone who comes within 3 feet of you should have the opportunity to hear about what you do. Successful prospecting often starts by paying someone a compliment or encouraging questions about your business. When you speak, one of two things will happen. The prospect may respond negatively by simply saying "no", turning away or not picking up on your invitation to start a conversation. Although you may feel awkward for a moment, don't let it get you down. Remember, it's a numbers game. So, just talk to the next person. The more people you talk to, the bigger and faster your business will grow. Remember, it's all about belief in the products and most of all, yourself. You have something special to offer. When an individual is not interested, go on to the next person. Don't take "no" personally. The majority of those you talk with are going to say "no thanks". That's normal. Think of each "no" as getting closer to the next "yes".