I began selling Mary Kay when I was 19 (I’m 22 now), and I was so thrilled. I thought Mary Kay was right up my alley.
I decided that Mary Kay would be a great opportunity for me when I came across a Mary Kay catalog when I was selling Mark-a line by Avon. Mary Kay looked like a more grown up version of Mark, so I knew selling Mary Kay was in my future.
I was very surprised when I found out that the starter kit for MK was $100. Avon’s was only $10! But MK provided me with everything I would need to get started. The kit was actually worth more than $100 in value.
Selling MK was very difficult for me. The prices are not very cheap at all, so people were very reluctant to buy the product. I definitely made a few sales, but for the most part-I was a failure. There were a few cycles where I sold nothing at all. I can’t blame it all on the prices, because at that time, my sales skills were very minimal. I wasn’t that good on making a sale, and the high prices made it harder for me.
MK has quality products, though. The products are worth the money, but it’s hard to convince someone of that when they are on a budget. If there’s a customer that is only willing to spend $10, and you are selling something that is $20, you will have a hard time convincing them that that item is worth twice as much as they’re willing to pay. That’s the challenge of selling MK. You have to be a very good sales person in order to make a sale.
Also, in order to make any profit, you have to sell at least $400 worth. You make 50% on your sales, but if you sell below $400, you get nothing. Once you sell $400 worth on one order, you earn 50% on your next two orders no matter how much you sell. It’s possible to sell $400 because the prices are so high, but at the same time, it may be very hard to sell $400 because of the same reason! The prices are high, so that may discourage people from buying.
Personally, I wouldn’t recommend anyone to sell Mary Kay unless they can afford to lose $100 in the startup cost. If you can afford that, then go for it.
Here are some other tips for selling Mary Kay…
1. Make sure you have customers. Don’t start selling Mary Kay unless you have someone to sell it to. Start with people you know-neighbors, co workers, school mates (if you’re in college), etc. I didn’t have anyone to sell to, so that was one issue that caused me to fail.
2. Do the skincare classes. Mary Kay instructs that the independent beauty consultants conduct skincare classes. This is when you gather 4 or more women together and allow them to use the skincare items you will get in your starter kit. This gives the customer the opportunity to try the product before they buy it, and your business will benefit because of it.
3. Be a teacher, not a sales person. What I mean by that is that you need to teach your customers how to take care of their skin, and how to properly apply the makeup. You are a “beauty consultant” so you must learn to teach. Of course, you will need some sales skills to make a sale, so check out: Cosmetic Business Basics Part 3: How to Sell a Product for some great tips.
4. Emphasize the quality of the product. Mary Kay makes great products. My favorite skincare and foundation is by Mary Kay. Check out the review: Product Review: Mary Kay Foundation & Dual Coverage Powder . But some may be reluctant to buy the product because of the price, so you have to show them that the product is worth the money. The way you do this is by letting them test it themselves at an individual consultation or a skincare class. You also have to have a testimonial. Use the products yourself, and talk about what it’s done for you. Also, tell them about other customers that used the products and how much they liked it.
5. Consider being a sales director. A sales director is someone that recruits other beauty consultants into the business. You will make money off their sales and recruits, too. This is good money, but your beauty consultants must be active, and good at selling and recruiting as well. The only way for them to do that is to be continuously trained by a great sales director-why not you?
Mary Kay is a great opportunity, yet a challenging one. If you have the means and the will power to do it, then go for it.
To receive emails of my article links when I publish articles, click on my profile, then click “Follow”. Also follow VanityGoddess on Twitter!