11-9445 TrainerResourceGuide_B.indd

Trainer
Resource
Guide
BEAUTIU TRAINING OVERVIEW
8:30-9:00
Registration & Spa Stations (Hospitality)
9:00-9:10
Welcome
9:10-9:20
About BeautiControl
9:20-10:00
Connecting with Your Dreams and Your Earning Potential
10:00-10:30 BeautiControl Products & the Ordering Opportunity
10:30-10:45
Break and Product Experience Stations
10:45-11:00
The Spa Experience
11:00-11:45
Success is as Simple as 1-2-3
11:45-12:15
The Next Step
12:15-12:30
Tools to Support You / Beauti: Business Benefits / 30 Reasons
12:30-1:00
Graduation and Close
Top Things to Cover Today
Your Role as a BeautiU Trainer
WHO IS BEAUTICONTROL?
• Represent BeautiControl in a professional manner
•
• Instill belief in the BeautiControl opportunity
Our company and the W.H.O. Foundation
SPA
• Equip Consultants with the essentials for building
a successful business
•
1 – 2 – 3 Success Formula
•
Booking
•
Selling
Resources to Reference
throughout the Class
•
Recruiting
• Client Connection
•
Reorders
• BeautiNet
• empowerU
PRODUCTS
THE NEXT STEP
• My Business Calendar
Beau
•
VIP and beyond
TOOLS & SUPPORT AVAILABLE
2
•
BeautiNet
•
empowerU
•
Client Connection
•
My Business Calendar
•
Recruiter and Upline Director
BeautiU
Beautiful Skin. Beautiful Life.
• Celebration
• Director Meetings and Events (Unit Rallies,
Moving Up Events, Opportunity Events, etc.)
DETAILED AGENDA
8:30-9:00
Registration and Spa Stations
BEFORE YOU BEGIN, COVER THE BASICS.
•
Let participants know where the restrooms are.
•
Have them silence their cell phones.
•
Express that you are glad that they are here today and that they have joined the BeautiControl family.
GIVE THEM AN OVERVIEW OF THE DAY:
•
We want you to connect with your dreams, our company, and our amazing products.
•
We want to review the products and skills that will help you reach your goals.
•
We want to support you with a clear plan to achieve more in your BeautiControl business.
•
Be assured that we respect your time and will have you done by 1:00. We’ll move quickly through the
material and have a graduation at the end of the training.
EXPLAIN WHEN THEY WILL RECEIVE THEIR BEAUTIU PRODUCT PACK.
INTRODUCE YOURSELF AND BRIEFLY TELL YOUR BEAUTICONTROL STORY.
INTRODUCE ANY ASSOCIATE TRAINERS AND / OR HELPERS IN ATTENDANCE.
ACKNOWLEDGE THE REASONS PEOPLE COME TO BEAUTIU:
•
To get their BeautiU Product Pack
•
To learn more about BeautiControl
•
To take advantage of a training opportunity
•
Because a friend made them come! (Humor goes a long way!)
ADDRESS THEIR POSSIBLE HESITATION TO BUILD A BEAUTICONTROL BUSINESS:
•
“Many women think they are just too busy to run a spa business. I encourage you to listen today to see how
this incredible opportunity can fit into your life.”
utiU
Beautiful Skin. Beautiful Life.
BeautiU
3
ABOUT BEAUTICONTROL
9:10-9:20
WHY SPA?
•
“Women love to be pampered, and they will always want the best skin care and color products available. Even in a
difficult economy, the spa industry continues to grow, taking in more that $15 billion a year. You are in the right place
at the right time! BeautiControl is a strong, thriving company with a 30-year history of giving women beautiful skin
and beautiful lives.”
WHY BEAUTICONTROL?
•
Share stories of successful leaders on page 3 and add any other success stories you know of here.
WHO IS W.H.O.?
•
Share briefly about the W.H.O. Foundation.
DISCUSS HOW SIMPLE IT IS TO HOLD A SPA.
•
“One of the things I hope you learn today is that the Spa is as easy as getting to know other people.
At the very beginning of the Spa, we have our hospitality time, where everyone chats and gets comfortable.
•
Go over the FORM method for getting to know spa guests (Family, Occupation, Recreation, Motivation).
•
Demonstrate with a volunteer.
•
Have participants pair off and practice with each other.
CONNECTING WITH YOUR DREAMS
AND YOUR EARNING POTENTIAL
9:20-10:00
SHARE HOW YOU FELT WHEN YOU FIRST STARTED. WERE YOU FEARFUL, ANXIOUS,
NERVOUS, HESITANT, SKEPTICAL?
4
•
“But it really is as easy as getting to know people and having fun. That’s what the Spa is all about.”
•
“The greater the laughter, the higher your sales. The more guests like you, the more likely they are to book Spas and
purchase products.”
•
“One of the things new Consultants tell me all the time is that the products sell themselves.”
•
“Don’t stress over what you don’t know yet, whether it’s about products, recruiting, skin care or makeup. Your clients
and spa guests will not be able to tell! Just fake it till you make it!”
BeautiU
Beautiful Skin. Beautiful Life.
GO OVER THE BENEFITS OF A BUSINESS WITH BEAUTICONTROL, INCLUDING THE
AVERAGE NUMBER OF SPAS NEEDED TO MAKE DIFFERENT LEVELS OF MONTHLY
PROFIT.
TAKE THEM THROUGH THE FOLLOWING EXERCISE, AND HAVE THEM WRITE THEIR
ANSWERS ON THEIR TENT CARDS:
If I had an extra $
per month, I would
.
.
REVIEW SPA AND REORDER EARNING POTENTIAL ON PAGE 7.
REFERENCE THE TIP ABOUT EMPOWERU AT THE BOTTOM OF PAGE 7.
ASK VOLUNTEERS TO SHARE WHAT THEY WROTE ON THEIR TENT CARDS.
ASK THEM: “WHAT ARE THE NEGATIVE IMPACTS OF STRESS?”
•
Health problems
•
Declines in business productivity
•
Personal relationship decline
•
Self-esteem erosion
•
Attitude about life
ASK THEM: “WHAT IS THE NUMBER ONE CAUSE OF STRESS?” MONEY.
•
“Would extra income relieve some of your stress? Who doesn’t want more security and better relationships?
BeautiControl can help reduce the biggest stress most women face – financial insecurity.”
•
“ABC News has published ten signs of work-related stress:
• Depression
• Irritability
• Fearfulness
• Working too much
• Having no fun
• Having no free time
• Needing extra income
• Increased signs of aging
• Illness and fatigue”
ASK THEM: “WHAT IS THE ANSWER TO WORK AND MONEY-RELATED STRESS?”
•
“Find a career where you can express yourself, manage your time, relax in your work environment, give back and work
with positive people.”
Beautiful Skin. Beautiful Life.
BeautiU
5
DEMONSTRATE THE RELAXATION PORTION OF THE SPA.
•
“While we’re relieving our own stress about money, we also help others to de-stress. One of the things I love most
about the Spa is what we give to women: relaxation and pampering.”
•
Demonstrate spa relaxation.
•
Ask the class how they felt and what they observed.
ASK THEM: “HOW MANY OF YOU ARE INTERESTED IN LEARNING HOW WE MAKE
MONEY WITH BEAUTICONTROL?”
•
“With BeautiControl, it’s simple to earn cash immediately. This isn’t a business where you need a basement full of
products before you get started.”
•
“You can also earn money in several ways. You earn profits from selling our incredible products at the Spa. You earn
commissions and bonuses from sharing with your friends and coworkers and attaining higher Career Levels.”
DEMONSTRATE HOW A CONSULTANT EARNS MONEY SELLING INSTANT FACE LIFT.
EXPLAIN THAT THE CONSULTANT’S DISCOUNT ON PRODUCTS BECOMES HER PROFIT,
BECAUSE CLIENTS PAY FULL PRICE.
•
“We make cash immediately. No sending orders in to BeautiControl. When you sell $500 in Retail at your Spa, you take
$250 for yourself and $250 to pay for the products.”
LEAD A DISCUSSION ABOUT WHAT YOU CAN DO WITH BEAUTICONTROL INCOME.
•
“What bill would you like to pay off?”
•
“What would you like to purchase over the next three months?”
•
Have participants share their answers with a partner, and then ask for volunteers to share with the class.
“WE’VE GONE THROUGH BOTH THE HOSPITALITY AND RELAXATION PORTIONS
OF THE SPA. NOW YOU KNOW HOW TO EARN SALES PROFITS! LET’S MOVE ON TO
SPECIFICS ABOUT OUR PRODUCTS.”
BEAUTICONTROL PRODUCTS
10:00-10:30
Beau
HAVE EACH PERSON MAKE A LIST OF ALL THE PRODUCTS THEY’VE USED SINCE 5:00 PM
THE PREVIOUS DAY. ASK THEM WHICH PRODUCTS THEY WOULD RECOMMEND TO
A FRIEND.
6
•
“Many women say, ‘I can’t be successful with BeautiControl - I’m not a salesperson. I can’t sell anything to save my life!’”
•
“The good news is that you don’t have to sell anything to be successful with BeautiControl. You just have to SHARE.
As women, we are great at sharing. We call our friends when we find a great sale, or read an incredible book.”
•
“The only thing required to be successful with BeautiControl is passion for the products. We have the very highest
quality products, so become your own best customer and share the incredible results with others.”
BeautiU
Beautiful Skin. Beautiful Life.
PASS THE PRODUCTS ON PAGE 8 AROUND AS YOU TALK ABOUT EACH ONE.
•
Tell everyone they’ll want to make a wish list as you go through the products: “Keep a list of products you’d like to have
for yourself and others, because later we’re going to have an opportunity to SHOP!”
•
Ask the attendees which products are their favorites so far.
•
Ask them: “Who do you know who could use these products?” Have them write down the names of potential
customers next to each product.
•
Lead them in this exercise: “If you are holding one of the products, please take a moment to read about it on pages 8-11
and be ready to tell us a little about that product and why you love it.”
GIVE AN OVERVIEW OF BEAUTICONTROL PRODUCTS.
•
“BeautiControl products are high quality at competitive prices.”
•
“We are a cosmeceutical company that competes with higher-end beauty lines such as Clinique and Lancome.”
•
“Our products deliver visible results using tomorrow’s technology.”
•
“Our exclusive formulas are developed by our own BeautiControl Research Institute. They are ophthalmologisttested, sensitivity tested and non-comedogenic.”
EXPLAIN BEAUTICONTROL’S APPROACH TO SKIN CARE: M.R.P.
•
“A complete skin care regimen should include daily and weekly products that contain ingredients to maintain, repair
and protect.”
•
“Maintenance is for the surface skin that you can see.”
•
“Repair is for the skin underneath that you can’t see.”
•
“Prevention is for the new layers of emerging skin that you will see.”
•
“With BC Spa Facial, all the benefits of Maintenance, Repair and Prevention are now in one streamlined, highly
effective regimen.”
REFERENCE THE TIP ON PAGE 8 ABOUT RESEARCHING PRODUCTS ON BEAUTINET.
BRIEFLY DISCUSS MAINTENANCE.
•
Maintenance is your basic daily skin care regimen for the top layer of the skin: cleansing, exfoliating, toning and
moisturizing. Healthy, conditioned skin stays youthful and fresh-looking. Your makeup will also smooth on more easily
and stay on longer.
•
Here’s how it works: Maintenance takes care of the top layer of skin cells - the cornflakes – which tend to build up over
time. First we have to break up the traffic jam of cornflakes so the grapes have an easier time coming to the surface.
All those A-list ladies have their grapes showing, so why shouldn’t we?
utiU
BRIEFLY DISCUSS REPAIR.
•
Repair is about the deeper layers of the epidermis – the raisins. As we get older, our skin’s metabolism slows down.
But we can reverse the signs of aging by speeding up the rate of cell turnover.
•
Explain how a wrinkle is formed and how our products strengthen the skin to repair wrinkles.
•
Explain how Regeneration® Tight, Firm & Fill® products work to smooth and perfect the skin.
Beautiful Skin. Beautiful Life.
BeautiU
7
BRIEFLY DISCUSS PREVENTION.
•
Prevention is about taking good care of the grapes – the deepest layer of the epidermis. When you can prevent UV
and environmental damage to this layer of the skin, it will continue to look young and healthy as it comes to the surface.
HAVE THEM SPEND A FEW MINUTES THINKING ABOUT EVERYONE THEY KNOW WHO
COULD BENEFIT FROM BC SPA FACIAL, THE INSTANT FACE LIFT, SKINLOGICS® FOR
SENSITIVE SKIN OR SKINLOGICS® FOR ACNE-PRONE SKIN. HAVE THEM FILL IN THE
BLANKS ON PAGE 9; THEY CAN WRITE ADDITIONAL NAMES ON PAGES 10-11.
•
Give a small prize to the person who wrote down the most names.
SHOW THE CLASS HOW EASY IT IS TO ADD A 5-MINUTE FACE SEGMENT TO THEIR SPAS.
•
“It’s a real treat for your Hostess to receive a 5-Minute Face makeup application at the conclusion of her Spa.”
•
“This shows her guests how easy it is to create a flawless makeup look, which can lead to additional sales for you.”
•
“Even in a recession, there are some things a woman will never go without. One of those items is foundation.
If you can get her hooked on our foundation, you’ll have a client for life.”
•
“BeautiControl is famous for makeup. That’s where we started!”
•
Pass around color tools and Foundation Selector.
•
Have everyone fill in the “My Favorites” exercise and review the “Tools for completing the Spa with color” on page 13.
•
Demonstrate a Five-Minute Face look on a volunteer.
ORDERING OPPORTUNITIES
•
“Remember how we make money with BeautiControl: We order at wholesale and sell at retail.”
•
Use the example of BC Spa Manicure Instant Manicure to talk about profit.
•
Discuss the different discount levels.
•
Discuss the importance of keeping products on hand for convenience, impulse purchases and great customer service.
People are more likely to buy when you can put the products in their hands right away.
•
“My job as a trainer is to support you in making the best decision for your business.”
•
Share how the BeautiU ordering opportunity helped you get started in the business.
•
Go over the available packages and highlight the incredible savings. Explain and distribute order forms.
PRODUCT EXPERIENCE AND BREAK
10:30-10:45
SELECT FOUNDATIONS
EXPERIENCE THE PRODUCTS
BREAK
8
BeautiU
Beautiful Skin. Beautiful Life.
THE SPA EXPERIENCE
10:45-11:00
REVIEW THE FLOW OF A BEAUTICONTROL SPA: HOSPITALITY, PRODUCTS,
RELAXATION AND CLOSE.
•
Focus on how to close the Spa effectively, from stacking the Hostess with rewards, to booking more Spas, to taking
orders and sharing the opportunity.
•
Ask them: “Which is better? A Spa where you booked 6 Spas but sold nothing, or a Spa where you sold $1,000 but
got no bookings?”
•
“Spa bookings are the lifeline of your business. As long as you have a Spa on your calendar, you can’t go out of business.”
SUCCESS IS AS SIMPLE AS 1-2-3
11:00-11:45
REVIEW THE BEAUTICONTROL SUCCESS FORMULA:
•
Share and sell BeautiControl products with 1 new person each day
•
Hold 2 Spas each week
•
Share the BeautiControl opportunity and add 3 new personal qualified Consultants each month
SHARE AND SELL BEAUTICONTROL PRODUCTS WITH 1 NEW PERSON EACH DAY.
EXPLAIN WHAT SHARING IS AND IS NOT.
•
“What do we mean by sharing? Do we mean stalking people in the parking lot? No way! Pushy, overbearing people
are all about me, me, me. It’s obvious that they are interested in getting something for themselves.”
•
“People who share have a helper’s attitude. All you have to do is consider, ‘What can I do to help this person get
what they want?’ Then listen, and be helpful and assertive.”
EXPLAIN THE FRANK LIST AND HAVE CONSULTANTS COMPLETE THEIR FRANK LISTS.
SHARE THE CAKE STORY!
•
The Cake Story
Imagine you are hosting a gathering at your home, and for dessert you’ve decided to serve cake. Would you offer the
cake to some of your guests, but not others? Of course not!
The BeautiControl opportunity should be approached in the same way. Offer it to everyone. Of course some people
won’t be interested, but plenty of people WILL. Just because some people say “no” doesn’t mean you should stop offering!
Try not to make assumptions about who will be interested in BeautiControl – you never know until you ask. And
don’t take “no” personally. Just keep going!
Beautiful Skin. Beautiful Life.
BeautiU
9
TELL A STORY ABOUT SOMEONE IN YOUR OWN LIFE WHO WAS LESS THAN
SUPPORTIVE WHEN YOU STARTED YOUR BEAUTICONTROL BUSINESS. YOU CAN
ALSO HAVE A HELPER, ASSOCIATE TRAINER OR VIP SHARE HERE.
TELL THE CHICKEN AND THE EAGLE STORY.
•
The Chicken and the Eagle
Once upon a time, a baby eagle was raised as a chicken, and he grew up happily pecking around the coop. But after seeing
other eagles flying in the sky, he shared with his chicken family that his true desire was to fly with the eagles. The chickens
mocked him and said things like, “You can’t fly! You’re crazy! Stay where you belong!” But one day he decided to take a chance
and see what would happen. And guess what? That eagle flew!
If you’re excited about starting your Spa business, JUST DO IT! Don’t allow anyone to discourage you. Don’t listen to the
chickens, because you were meant to fly!
HAVE THEM PAIR OFF WITH PARTNERS TO DISCUSS THE FOLLOWING QUESTIONS:
•
“Who are you going to share BeautiControl with after you leave here today? Whether it’s to book a Spa, share the
opportunity or talk to someone about our products one on one, who will it be?”
•
“What will you say when you contact the people on your FRANK list?”
HOLD 2 SPAS PER WEEK. LEAD A DISCUSSION ON: WHY DO PEOPLE BOOK SPAS?
DISCUSS THE HOSTESS PROGRAM AND EVERYTHING THE HOSTESS CAN EARN.
DEMONSTRATE HOW THEY CAN COACH THEIR HOSTESSES TO ACHIEVE $500 SPAS.
•
Have at least 8 guests at the Spa.
•
Get at least $100 in outside orders before and after the Spa.
•
Sell products in sets.
HAVE 2 VOLUNTEERS ACT OUT A HOSTESS-COACHING SCENARIO.
REVIEW THE LIST OF IDEAS FOR BOOKING SPAS ON PAGE 6.
SHARE VERBIAGE IDEAS FOR BOOKING SPAS OVER THE PHONE.
SHARE THE BEAUTICONTROL OPPORTUNITY AND ADD 3 NEW PERSONAL QUALIFIED
CONSULTANTS EACH MONTH. REVIEW APPROACHES TO RECRUITING.
Beau
DISCUSS RECRUITING TOOLS.
10
•
Review the Opportunity Brochure and how to use it.
•
Review the Mini Flash Cards and how to them.
•
Have Consultants act out a recruiting scenario using the Mini Flash Cards.
BeautiU
Beautiful Skin. Beautiful Life.
THE NEXT STEP
11:45-12:15
THERE ARE THREE WAYS TO MAKE MONEY WITH BEAUTICONTROL
•
Spa
• Reorders
• Building a team
“WHO DO YOU KNOW WHO COULD USE GREAT PRODUCTS AND AN OPPORTUNITY
TO MAKE MONEY, BUILD A BUSINESS AND HAVE FUN? SO MANY PEOPLE ARE
OVERWORKED AND UNDERPAID.”
•
Share the story of what you did prior to BeautiControl.
VIP IS THE PLACE TO BE.
•
Have one Consultant come up and ask her to think of three people she knows who would be interested in
BeautiControl. Have everyone cheer: “Yea, [name] just became a VIP!”
Have one person come up and invite three others to join her…
Have a VIP from your team share about how much she’s earning and how much fun she’s having. She can also
teach them how to qualify as a VIP, and tell them about all the benefits of becoming a VIP.
“All of you are here today because someone shared the opportunity with you. Build your own team by sharing
the opportunity with others.”
Share your Dream Bag and make your story relatable.
DO THE THREE EXERCISES BELOW FROM PAGE 18.
•
I will become a VIP by
• Five people I will share the BeautiControl opportunity with
• My first goals
YOUR SUPPORT
12:15-12:30
utiU
OUTLINE ALL THE TOOLS AVAILABLE TO SUPPORT NEW CONSULTANTS.
•
Achiever
•
BeautiNet
•
BeautiPage and skin s. p. a.
•
Beauti book
•
My Business Calendar
•
National Events
•
empowerU
•
Hostess Envelope
•
Your Director & Recruiter
BRIEFLY DISCUSS:
•
Handling refunds and returns
• Shipping policies
• Director meetings
Take them through the “30 Reasons to Be Part of BeautiControl” exercise on page 21.
Beautiful Skin. Beautiful Life.
BeautiU
11
GRADUATION AND CLOSING
12:30-1:00
TELL AN INSPIRATIONAL STORY TO CLOSE THE DAY. ENCOURAGE THEM WITH YOUR
EXPERIENCE AND ADVICE.
•
“You have the best opportunity right in your hands. What will you do with it?”
•
“BeautiControl is simply a vehicle to get you where you want to go but you must drive the vehicle, it will not drive you.”
•
“Two hundred direct selling companies start every year and only two survive. BeautiControl is a strong, 30-year old
company. Our Spa concept and our products are proven to be effective.”
•
“John Maxwell says, ‘Successful people make good decisions and manage those decisions daily.’”
•
“It’s all about action! Whatever it is you want to achieve in life, it’s all about taking baby steps toward your goals every day.”
•
“Think beyond your wildest dreams.”
•
“Be genuine. Be passionate about the products.”
“As we close, let me encourage you to take action with this challenge: Book 2 Spas within the next 48 hours and call your
Director to let her know. Email the names of your Hostesses to [email protected] to receive a FREE
e-book on tips for holding a successful $500 Spa.”
“BeautiControl supports you, and so do I! We will be cheering you on every step of the way as you take hold of this
life-changing opportunity!”
“Before you graduate, may I answer any other questions? Is anything I can clarify for you?”
“How many of you would agree that our products sell themselves? How many of you feel confident that you can go
share them with everyone? Have you had a great day?”
Call each Consultant up to the front of the room to receive her graduation certificate and her Consultant pin.
Tell everyone that you are available to answer their questions. Dismiss the class.
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BeautiU
© 2011 BeautiControl, Inc. All rights reserved. 9445-0111