How a Texas Beauty Consultant Developed a Thick (but Well-Moisturized) Skin

Trease Shine-Hinton is a Mary Kay beauty consultant based in Allen, Texas. This busy mom and businesswoman recently talked with the GoPayment Blog about juggling work and family, getting referrals, and refining her sales pitch.

GoPayment: What interested you in becoming a beauty consultant for Mary Kay?

Shine-Hinton: I have been doing Mary Kay since 2005. I actually started it because I was a stay-at-home mother with my son. He’s now 17, but I have just enjoyed it because it’s so flexible. I do make pretty good money.

What’s a typical day like for you?

On a typical day, I’m up and moving around between 5:30 and 6 a.m. I do my workout and get my son out to school. Then I do my paperwork from the night before. I make certain I get all of those things taken care of. I make phone calls for people who have shown an interest in what I do. I run my errands. At the same time, I’m working on my business: If I’m walking into your business, I can hand you my business card, too. After that, I’m back home, getting prepared for my son to get home. Around that time, it’s about time to wind down, so I’m back to taking care of my family.

Who are your target customers, and how do you reach them?

Anybody with skin is what I’m reaching for. It’s all about making them feel better about themselves. When you look better, you feel better. That’s what I focus on. There are friends who I get referrals from, friends of friends, strangers. Lately, it’s been more through my website [than through Mary Kay parties], because I’ve linked that to my Facebook and Twitter accounts.

What are your biggest business challenges, and how have you overcome them?

The biggest challenge that I have at this point is actually getting to everybody. That doesn’t have to do with the market. My son’s playing football, and I have an elderly mother who’s 82 and suffering from dementia, so I need the flexibility to be able to go and come when I please. My family will always come first. I make sure they’re taken care of, but I send out a lot of emails and text messages about new products at night.

What skills or qualities does it take to be a successful Mary Kay consultant?

You have to have a pretty tough skin. “No” has come to mean “next” to me. It’s not that they’re telling me no, they’re talking about my product. I’m not going to hound them. That was a real challenge for me in the beginning. It just means that they’re not going to try my product, so I move on and [find] somebody else who will.

How do you convince someone to try your products without hounding them?

What I do is offer a little incentive. I used to offer a free lipstick or lip gloss, but not everybody wears lipstick, so I’ll offer them $15 in products. It could be two eye shadows, a mascara, whatever.

You have to be mindful of how you approach people. A lot of women are under the assumption that if you approach them it’s because there’s something wrong with the products they’re using. Whatever they have may work well for them, but I ask them to show me what they think of my products.

How has using GoPayment impacted your business?

I started using GoPayment maybe two or three years ago, and it’s helped me tremendously. I really don’t know what I would do without it. A lot of people don’t carry cash, so you used to have to call things in to the company and give them the credit card information. Having GoPayment with me at all times helps so much.

What advice would you offer to other small-business owners?

Don’t ever stop chasing your dream. Don’t ever stop pursuing it. Sometimes you have to go back to the drawing board, but there are times when the wheel has already been invented, so just try somebody else’s method.

About Susan Johnston

Susan Johnston is a freelance writer and blogger who specializes in writing about business and personal finance. Her articles have appeared in or on The Boston Globe, Dance Retailer News, GetCurrency.com, Mint.com, PARADE Magazine, WomenEntrepreneur.com, and other places.
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