The Strategies that made Mary Kay Successful - 4
Restricting the number of people at a party.
With Mary Kay's vast amount of experience in sales, she had learned that getting women to participate in a demonstration made them much more apt to buy products. So what she did was limit the number of women at a part to six.
The whole idea of this was of course customer service. With a limit of six women, beauty consultants were able to give very personalized attention to anyone within the group so no question or need remained unanswered.
While this may sound obvious, it's not necessarily the practice of a lot of people in sales. It's counterintuitive to think that "less" - in many cases in business - is more, yet it is in this case. Having more people to sell to seems to make sense, but in this, among many markets, it's more harmful than helpful.
Take any business where people need to learn about a product or service to be able to understand how it will benefit them, and personal attention and answers to specific needs and questions will sell more than most any other method.
It shows how Mary Kay simply didn't put people out there to figure out the best way to do it; she had worked through it in her own sales experience, and was able to help her consultants focus on teaching and helping, rather than how to make more sales.
She taught them to teach and give personalized attention, and the sales would take care of themselves. She was right!
Other Mary Kay Resources:
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