Mary Kay believed in running her business by the Golden Rule: “Do unto others, as you would have them do to you.” Here are other tips from Mary Kay that came from her impressive book, Mary Kay on People Management.
1. Make your customers feel important. Mary Kay always said, “Put a 10 on the head of everyone you meet”. She believed in treating every person as they if were worthy of the best treatment-and they are. Your customer is your business’ lifeline. If they are not happy, then your business is in trouble. TIP: The best way to make a customer feel important is to give them your undivided attention. Make good eye contact and listen to their every word. A good businessman/woman will even go as far as taking notes on what the customer is saying.
2. Add that extra touch for your customer. This goes hand in hand with the first tip. A great way to make your customer feel important is to go the extra mile for them. Your customer needs to see that you truly are there to help-not just to sell them something and get their money. TIP: A great extra touch is giving them free samples. Everyone loves something free, and samples are a way for them to have something free, and for you to potentially get another sale in the future. It’s a win-win situation.
3. Find out what your customers want. Mary Kay believed in selling the customer a product that will truly make them happy. She believed in addressing their needs and building a relationship with the customer. TIP: A great way to find out what they want is to ask, “Is there any particular thing you are looking for?” Then pick out the products that may be best for their concerns.
4. Teach your customer how to use the product. Don’t just sell them the product-teach them how to use it. So many salesmen and women are so focused on getting the sale that they forget that the customer actually needs to know how to use it, and enjoy using it. It is the salesman/woman’s job to show the customer the way the product is supposed to be used. If you don’t teach them how to use it, they may feel disappointed in your services, and may not purchase from you again. TIP: You can also teach them how to use the samples.
5. Always follow up. Good customer service takes place even after the purchase. Follow up with your customer to see if the product is performing the way they expected it to. You can also ask them what they think of the free samples you gave to them.
6. Write a business plan. This one is possibly the most important one on the list. If you don’t write a business plan, you’ll be completely lost and off track. A business plan helps you map out all the strategies you will use to advertise, sell, and promote your products. It also helps you map out your troubleshooting tactics, and financial management. TIP: For tips on how to write a business plan, read How to Create a Winning Business Plan.
7. Keep a record of financial documents and expenses. Keep track of how much you’re spending, how much you’re bringing in to the company, and how much you are profiting. Every dime you spend needs to documented. Keeping a balanced budget is a major key to business success. TIP: Mary Kay believed in investing 60% of your income back into your business, but ultimately it’s up to you what you should invest. Not every business investment will turn out the way you planned, so don’t invest more than you can afford to lose.