What is new in network marketing scripts?
Pink Truth: Facts, opinions, and the real story behind Mary Kay Cosmetics has a nice discussion about the Mary Kay scripts used. The whole post is worth reading, especially for the comments.
But I wanted to focus on single example, which I believe is not correctly understood.
After you have placed your order,
"She will now bag up your products, take your money, give you a receipt. If you don't buy, she will give you a bag with a book so you aren't embarrassed. Then she will ask you if you will assist her with her training." (my emphasis)This is an interesting use of the compliance technique: Social Proof. But I don't believe that its value is minimizing embarrassment - rather it is in creating a different atmosphere. Typically, when we don't know what to do, we look around to see what other, hopefully, informed people are doing. By making it look like everyone has bought some product, the consultant is making it more likely that many people will believe that everyone was bought product. I wonder if consultants are taught to spot the wavering few first, and send them out with a book? Personally, I believe that this concept can no longer be marketed profitably except as an upscale time saver. Good luck with that though.
